Podcast Summary: "How Med Spas Can Increase Profit Using Vendor Relationships, Retail & Memberships"

Podcast: Med Spa Success Strategies
Host: Ricky Shockley
Guest: Jaclyn Luongo, VP of Business Development and Brand Partnerships, PDO Max
Date: February 13, 2026

Episode Overview

This episode dives deep into how med spas and aesthetic practices can increase profitability by leveraging smarter vendor relationships, optimizing retail strategies, and integrating memberships with product offerings. Ricky Shockley interviews Jaclyn Luongo, an industry veteran, who unpacks actionable insights on vendor partnerships, maximizing support, avoiding "shiny object syndrome," and building more holistic, sticky revenue streams through retail and memberships.

Key Discussion Points & Insights

1. Reframing Vendor Relationships

• Missed Opportunities: Many med spa owners don’t maximize vendor-provided resources—whether it’s educational content, marketing toolkits, or reward programs.
  • “There is always missed opportunity ... to know what to ask from your vendors, from your reps, because there is so much that ... we do have as assets.” (Jaclyn, 01:20)
• Strategic Consolidation: Fewer, deeper vendor relationships = more buying power, better perks, easier operations.
  • “Really thinking about minimalizing the amount of vendors you buy from, that's a starting point and asking the right questions ... Because it adds to your profit margin.” (Jaclyn, 02:45)
• Synergy, Not Adversarial: The more successful you are, the more successful your rep is—these interests are aligned, not at odds.
  • “Your rep ... their job is to sell you more of the product. But the way that they do that successfully is perfectly aligned with your growth.” (Ricky, 05:05)

2. Maximizing Communication & Support

• Regular Touchpoints Matter: Don’t skip scheduled calls or email updates—big opportunities hide in vendor comms.
  • “Have a prepared agenda ... It doesn't hurt to ask whether it is sampling quarterly or ... plan a contest for my team.” (Jaclyn, 03:57)
  • “Reading emails ... sometimes things are lost in the shuffle. Whether it might be a limited time promotion that certainly helps with your buying power or all of that marketing stuff.” (Jaclyn, 07:14)
• Leverage Vendor Assets: Most vendors have content toolkits, social assets, and education platforms—don’t recreate the wheel.
  • “We create these toolkits for our providers ... plug and play from assets, information posts, testimonials, before and afters.” (Jaclyn, 07:30)

3. Vendor Relationships for New & Small Practices

• Don’t Be Discouraged: Even new/small buyers can access bundle pricing and special offers. Ask about promotions, intro packages, and negotiate.
  • “Bundle pricing doesn't necessarily always have to be ... more buying power ... it can be on that small scale ... Just in sales in general ... It doesn't hurt to ask.” (Jaclyn, 10:47)
• Attend Events, Network: Especially early on—learn what works, deepen connections, and find mentorship from experienced reps and other owners.
  • “Go to the events ... because that's where you're going to meet people and hear what they're working on and what is what their wins are or losses and learn from it.” (Jaclyn, 13:02)

4. Avoiding Shiny Object Syndrome

• Service & Vendor Consolidation: The more focused your menu, the more you—staff and clients alike—understand and sell your core offering.
  • “It makes all our lives less stressful ... it's very overwhelming ... where's your niche?” (Jaclyn, 15:31)
• Be Known for Something: Like a restaurant with a focused menu, med spas with specialty positioning have higher credibility.
  • “Be good at a few things. ... When you have basically an unlimited service menu ... we're chasing revenue, addition opportunities, we're not selling a core list of services that we believe on.” (Ricky, 18:31)
• Risk in Following Trends: High-ticket items, especially devices, can quickly become liabilities if the market shifts.
  • “If you're following trends, at least understand the downside risk ... you still have the debt.” (Ricky, 20:44)

5. Event & Sampling Strategy

• Ask for Support: Vendors can provide samples, co-marketing, staff training, and in-person event support—just ask.
  • “If I throw in ... can you put some samples in for my team or ... swag bags?” (Jaclyn, 21:10)
• Plan Events Early: Three-month planning window, clear goals, team delegation = more fun, less stress, and bigger results.
  • “The successful events are lead time three months ahead of time, starting to plan it, promote it ... I like the interaction of ... having those organized spaces and planning.” (Jaclyn, 25:03)
• Event Goal Clarity: Align vendor support with your main goal—bundling services, highlighting memberships, etc.

6. Retail & Membership Integration

• Memberships with Product = Stickiness: Bundling treatments + products increases perceived value and recurring engagement.
  • “Have a planning meeting with your vendors and say this is my plan, this is my tiered membership and I plan to put microneedling with skin boosters as my top one ... Maybe a boost of a sheet mask or adding an LED panel, you're adding value.” (Jaclyn, 28:00)
• Home Care = Retention: Ongoing product use ties clients to your practice—every day they use your product, they remember you.
  • “If you've got a treatment plan ... includes product, they're reminded of you every single day … integrated into their skincare routine in two different areas.” (Ricky, 31:22)
• Synergy Between Clinical & Home Care: Raising the value of in-practice treatments AND at-home follow-up
  • “You spend all this money on this amazing in service treatment and then you go home and you're using a drug store brand. It makes no sense ... 50% of the client's success is what they do at home.” (Jaclyn, 31:52)

7. Med Providers & Estheticians—Collaboration Wins

• Team Synergy: The most successful practices have strong collaboration—not silos—between estheticians and medical providers.
  • “Finally this is happening ... estheticians and providers sync up and it's making businesses stronger, it's growing retention ... they complement each other.” (Jaclyn, 34:44)
• Treatment “Journey,” Not “Menu”: Present a comprehensive, coached plan—not just options.
  • “It's like being a coach and the personal trainer that's giving them a comprehensive treatment plan ... not just rubber stamping ... those things need to work together.” (Ricky, 36:43)
• Stats: Clients are 70% more likely to return if they purchase a product as part of their service.
  • “A client or patient is 70% more likely to come back to you if ... they purchased a product from you.” (Jaclyn, 37:56)

Notable Quotes & Memorable Moments

• "It's an extended partnership. It's your vendor partner." (Jaclyn, 07:14)
• "Why recreate the wheel? But you have to allocate your time to look at these portals to see what's updated and also the education piece of it." (Jaclyn, 07:37)
• "Not everyone is going to be passionate about threads, but those that do, they are running with it, and they're complementing their thread services with treatments that are aligned as well." (Jaclyn, 16:14)
• "If you put a bottle of whatever it might be home with them ... now they're thinking of you when they need to replenish it as well." (Jaclyn, 37:56)
• "If you just at least talk about it and present it and let people self sort ... that's a huge addition to your sales." (Ricky, 45:03)

Timestamps for Key Segments

• 01:20 – Reframing vendor relationships & missed opportunities
• 07:14 – Importance of reading vendor emails / vendor-provided assets
• 10:47 – Bundle pricing and new practice advantages
• 13:02 – Value of vendor events & networking
• 15:31 – Limiting services & avoiding shiny object syndrome
• 18:31 – Focused menu vs. “chasing” revenue
• 21:10 – Maximizing samples and co-marketing with vendors
• 25:03 – Event planning best practices & lead time
• 28:00 – Building memberships with product integration
• 31:22 – Creating client “stickiness” with product tie-ins
• 34:44 – Collaboration between medical providers and estheticians
• 37:56 – Product sales and client retention statistics
• 42:04 (BONUS) – Final candid tips: overcoming discomfort in product upselling; not closing the wallet for clients

Actionable Takeaways

• Set Regular Meetings: Don’t ignore or push off vendor reps—use them for business-building resources.
• Check Your Vendor Portals: Frequently review for new marketing assets, toolkits, and promotions.
• Consolidate Vendors & Services: Focus for deeper relationships, more leverage, and less confusion.
• Plan Events in Advance: Engage vendors for support; dedicate ample lead time and clear roles.
• Integrate Retail/Product in Memberships: Build ongoing value and stickiness through curated bundles.
• Encourage Staff Collaboration: Align medical and aesthetic offerings for holistic, effective client journeys.
• Don’t Fear the Upsell: Educate and incentivize staff on retail; clients expect and value recommendations.

Connect & Learn More

• PDO Max: pdomax.com
• Lume MV Skincare: lumevmskincare.com
• Contact Jaclyn: info.max.com; social platforms

This episode offers a practical, candid roadmap for med spa owners and managers looking to maximize the untapped potential of their vendor relationships, retail offerings, and membership strategies—all while improving operational clarity and client loyalty.