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MEMBER OF THE MONTH tanning salons even joined the chain. Strong bonuses and incentives keep everyone happy, but it's their innate will- ingness to work as part of the brand that makes them effective. And as the chain expands, so does the corporate ladder. Their broadening organization creates more opportuni- ties for employees to see their work as a step on a career path with Tan Republic, which Lance encourages. "Everyone is part of a corporate structure. We want people to move up and eventu- ally own a store," he says. But the foundation of being a suc- cessful employee at any level is the education they receive about the industry. "Everyone has to be Smart Tan certified. I joined Smart Tan as a franchise so everyone could use the certifications," says Lance. "It's great to partner with an organization that helps people become educated." At the heart of it all, training is the most important factor for establishing Tan Republic as a trusted business that gets noticed by customers. The staff's ability to be helpful and successful depends heavily on their knowledge. "We want our employees to be skincare consultants and meet the needs of our customers, no matter what it is. Being successful is not about making one huge 61 SMART TAN MAGAZINE [ SmartTan.com sale or having one-time customers," says Lance. In addition to the employees that make the day-to-day operations happen, Tan Republic relies on dedicated franchisees who are experts at business. Similarly to how the staff brings life to the brand, these operators and investors give it the financial and managerial support Tan Republic needs to continue growing – and there seems to be no shortage of accomplished people who have taken on the challenge. One unique thing about the Tan Republic franchise is that in addition to seek- ing franchisees who will purchase and run their salons, they work with inves- tors that have a strictly financial role in the business. These individuals come from varying walks of life and include executives, Olympic athletes, former professional athletes, developers, build- ers, coaches, models and artists. "We try to find people who are finan- cially viable and doing great things," says Lance. Many of these entrepreneurs reached out to the Donnellys, interested in new ways to diversify their revenue with a solid brand. Consumer Confidence Branding is one of Tan Republic's strengths; it is the core of the franchise. Lance prides his company on developing