Retail attach rate.

Worked example

A salon serves 200 clients in a month and 50 buy a product at an average $35. Attach rate is 50 / 200 = 25%, retail sales are $1,750 and $8.75 per client. With product cost at 50% of the price, gross profit is $875, of which $175 goes to a 10% staff commission, leaving $700. Reaching a 40% attach rate means 80 buyers: $1,050 more sales and $525 more gross profit before commission.

How it works

Attach rate = buyers / clients served. Count each client once even if they bought several items; the average retail sale then covers the whole basket. Retail per client = retail sales / clients served, which is the number to track month to month.

Gross profit = sales x (1 - product cost share). A product cost of 50% of retail price is a 100% markup, often called keystone; see the wholesale and keystone markup tool for converting between markup and margin.

The target scenario holds the average sale constant. Real results depend on what you recommend and to whom, so use it to size the opportunity, not to forecast.

Sources and basis (checked 2026-10-05): Arithmetic on your inputs. Attach rate is buyers divided by clients served, as commonly tracked in appointment-based retail.

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FAQ

What is a good retail attach rate for a salon?

It varies by salon and client mix, so use your own history instead of a benchmark. Track it monthly and per stylist to see where to focus.

What is the difference between attach rate and retail-to-service ratio?

Attach rate counts clients who buy; retail-to-service ratio compares retail sales to service sales in dollars. Use whichever you track, but be consistent.

Should I pay commission on retail?

That is your policy. The tool shows what a percentage costs so you can see profit after paying it.