How can I tell if a massage supply store’s sales rely on a few spas?

Start with the invoice records, not the summary. Ask for a customer-level sales report and sort it from largest to smallest. Look at the top handful of accounts and note how much of the total they make up. Then compare the same report across several seasons to see whether those names are steady or whether they came and went.

Next, look at how those accounts buy. A spa that reorders oils, linens and table supplies on a schedule is different from one that placed a single large opening order. Ask whether any account has a standing agreement, a negotiated discount or a delivery arrangement that the seller handles personally.

Finally, talk about the relationship. Ask who answers the spa owners’ calls and whether they would stay if the owner changed. Request a short introduction to the biggest accounts once an offer is accepted, and ask your accountant to compare the customer report against the financial statements so the totals match. Watch for seasonal swings in the large accounts as well. A spa that orders heavily before a renovation or opening and then goes quiet can make a single year look stronger than the store’s normal pattern.

Key takeaways

• Sort sales by customer and see what the top accounts add up to.
• Check whether big spa accounts reorder steadily or bought once.
• Find out who personally holds each large account relationship.