Season 9, Episode 1: State of the Industry w/ Gordon Miller

In this annual “State of the Industry” conversation, Corey and Katie sit down with Gordon Miller to unpack what actually happened in 2025 and what salon pros should pay attention to moving into 2026.

We’re kicking off Season 9 with perspective, data, and real talk — not clickbait.

Gordon, now the new General Manager of Intercoiffure, brings decades of industry insight to break down what’s actually happening behind the headlines.

According to aggregated industry data (KIM Report pulling from thousands of POS and booking systems):

Overall revenue was roughly flat
Guest counts are down
Frequency of visit is declining
Retail dipped, especially in smaller businesses and suites
Larger team-based salons (20+ providers) are seeing growth again

Price increases helped stabilize revenue — but without them, many businesses were slightly down.

Emotionally? The industry feels uncertain and reactive — mirroring the larger world.

From “don’t prebook” to “retail is dead,” viral advice is spreading fast — even when it applies to only a small percentage of stylists.

The reality:
Most stylists are not booked out months in advance.
Smart prebooking and retention systems still work.

Social media today is marketing-driven, not community-driven — and that shifts what voices get amplified.

Retail didn’t collapse — but it’s soft.

Historically, retail accounts for about 5% of salon revenue (7% at its peak). The larger issue? The industry never consistently built strong retail systems.

The act of recommending matters — even if the client doesn’t purchase from you.
It builds trust, retention, and authority.

For suite owners especially, inventory strategy and cash flow management are critical.

Suites surged during COVID but growth is leveling off. Larger suite companies are now acquiring smaller regional operators.

Chair rental remains larger overall.

Meanwhile, 20+ person salons are seeing team growth again — suggesting a quiet shift back toward structured environments.

Many newer stylists have never experienced strong in-salon education or structured mentorship due to post-COVID cuts and digital pivots.

Independent educators can be transformational — but they reach only a small portion of the industry.

Education — especially business education — remains the biggest opportunity.

From AI concierge systems booking appointments after hours to tools helping managers communicate and analyze numbers more effectively, AI is already improving operations.

It’s not replacing stylists — it’s supporting better business.

The opportunity to do great hair depends on sitting on top of a strong business.

Creativity matters.
But sustainability requires systems, education, and intentional leadership.

The industry isn’t broken — it’s evolving.

The question is: Are you building a business that evolves with it?

2025: Flat — But Not FineThe Clickbait EffectRetail: The Real StorySuites, Rental & Team-Based SalonsEducation & The Missing ExperienceAI in Real SalonsThe Core Takeaway