Why Barbershops Sell Grooming Products (And Why It Matters)

A barbershop that carries and sells grooming products earns revenue without adding time to the appointment. The sale happens during the cut or at checkout. There is no additional labor cost. For the client, professional products recommended specifically for their hair type produce better results at home than generic drugstore purchases. The alignment makes retail one of the most logical revenue additions in a barbershop.

The Business Case for Retail in a Barbershop

Service revenue in a barbershop is capped by time: one barber can complete 8 to 12 haircuts per day. Retail revenue has no such cap. A product sale adds $10 to $40 of profit to a transaction with no additional appointment time required. A barber who sells one product to 30% of their daily clients adds $50 to $150 per day to their personal revenue (in a commission or earning structure that includes retail) and adds to the shop's overall margin.

The wholesale-to-retail margin on professional grooming products typically runs 40 to 60%. A pomade that retails at $20 often has a wholesale cost of $8 to $12 to the shop. At a 50% margin, the shop earns $10 per unit sold.

Products That Perform Well in Barbershop Retail

The highest-selling retail categories in barbershops consistently are: pomades and styling products (direct connection to the client's daily styling need), beard oils and balms (growing demand as beard maintenance becomes more common), specialty shampoos and conditioners (easy recommendation when the barber has commented on a client's scalp or hair health), and scalp treatments (targeted solutions for dandruff, dryness, or thinning that are not available at most drugstores).

Products that the barber uses during the appointment are the easiest sells — the client has already experienced the product and knows the result. "This is the pomade I just used" with a product in hand is more effective than any marketing script.

For the Client: Why Barbershop Products Are Worth Considering

Products sold at professional barbershops are typically salon/professional grade formulas not available at mass-market retailers. They are selected by barbers who work with multiple hair types daily and can recommend products based on observed hair behavior rather than marketing. The barber who sees your hair every 4 weeks is in a better position to recommend a product than a product algorithm or generic packaging claim.

CADMEN Business Coaching

Retail strategy, product selection, and revenue diversification are covered in CADMEN's barbershop owner program. academy.cadmen.ca.

Frequently Asked Questions

Do barbershops make money from selling products?

Yes, product retail is one of the highest-margin revenue streams available in a barbershop. The typical wholesale-to-retail margin on professional grooming products is 40 to 60 percent, compared to service margins that must account for barber labor time. A barbershop selling $500 per week in retail products at a 50 percent margin earns $250 per week in gross profit from product sales alone with no additional appointment time required. The challenge in most barbershops is not the margin — it is the conversion rate. Most barbers are not natural salespeople and find product recommendations uncomfortable. The highest-performing retail approach in barbershop settings is the demonstration method: the barber uses the product during the cut, tells the client what it is and why they chose it, and offers it at checkout. This is not a sales pitch — it is an extension of the service. Clients who experienced the product in the chair have the highest purchase rate of any retail conversion approach in service-based settings.

What grooming products should men buy at the barbershop?

The most useful products to buy at the barbershop rather than at a drugstore or online: styling products in formats you have not tried (the barber can demonstrate application technique and tell you which holds, textures, or finishes suit your hair type), specialty scalp treatments for dandruff, dryness, or flakiness (the barber has observed your scalp condition and can recommend appropriate treatments), beard oils and balms if you wear a beard (professional formulas have better ingredient profiles and scent balance than most mass-market options), and scissor-quality or professional clippers if you want to maintain fades at home between appointments. Generic commodity products (basic shampoo, simple conditioner for normal hair, basic grooming tools) are fine from a drugstore. The barbershop's retail advantage is in the specialized and performance-oriented categories where professional-grade formulas and barber expertise in matching the product to the client add real value.

How should barbers recommend products to clients?

The most effective method is the in-service introduction: use the product during the appointment, name it and briefly explain what it does and why you chose it for this client's hair type. This converts at a much higher rate than end-of-appointment sales pitches because the client has experienced the product's result. "I used this clay on your crown section because your hair has a strong upward growth pattern at the back — it gives you a matte hold that keeps the crown from rising without looking done" is useful information, not a sales pitch. The barber should be able to tell the client what problem the product solves for their specific hair type. Generic enthusiasm ("this is great stuff") does not produce sales. Specific applicability ("this is the right product for your scalp condition because X") does. Barbers who are genuinely knowledgeable about the products they carry and match recommendations to the client in front of them build both retail revenue and client trust simultaneously.

What is the best pomade for a barbershop look?

The best pomade depends on the desired finish (matte, shine, or natural) and the hold level needed for your hair type and style. Water-based pomades are the most practical for most men: they apply to damp or dry hair, rinse out with water without residue, provide consistent hold throughout the day, and are available in matte and shiny finishes. Oil-based pomades (petroleum-based, traditional) provide high shine and very strong hold but require shampoo to remove and can cause buildup over multiple days of use without washing. Hair clays and pastes are matte-finish products with medium to strong hold, appropriate for textured styles and hair types that do not want the slickness of traditional pomade. For most men, a water-based product in medium to strong hold is the most versatile choice. The barber who cuts your hair can see the specific hold level and finish that produces the result you want and can recommend within that framework.