Spa and massage therapist commission structure

Percentage of the service price

The therapist keeps a share of each treatment's price. A 60-minute massage at $100 and 40% pays $40; a 90-minute at $140 pays $56. Price increases and premium treatments flow through automatically.

Discounts and packages flow through too: if a package sells that massage at $80, the therapist's share falls to $32 for the same hour's work. Decide whether commission is on the list price or the price actually paid, and tell people before the first package sells.

Flat pay per service or per length

A fixed amount per treatment — or per 30 minutes of table time, say $15, which makes a 60-minute $30 and a 90-minute $45. It is predictable for the therapist and unaffected by discounts, which is why many spas that sell a lot of packages prefer it.

The trade-off: the spa keeps all of any price rise, and a therapist earns the same for a premium treatment as a basic one of the same length. Many spas pay flat for the table time and a percentage for upgrades.

Add-ons and upgrades

Hot stones, aromatherapy, scalp treatment — add-ons are high margin and depend entirely on the therapist suggesting them. Paying a clear, separate commission on add-ons (often a higher percentage than the base service) is the simplest way to make sure they're offered.

Retail

Oils, skincare and take-home products are usually paid as a separate retail commission. A flat percentage is easy; a bonus for hitting a retail share rewards recommending products to every client. See the retail commission guide.

Memberships

A monthly membership keeps the schedule full, and the person who sells it is often at the front desk rather than on the table. A flat bonus per membership, with part held until the member's second or third month, rewards sign-ups that last. The membership commission guide covers the options, including clawbacks.

Tips are not commission

Tips belong to the person they were given to and are handled separately from commission in pay and in tax. Keep them out of any commission calculation and out of any leaderboard.

CommissionBoard puts each person's earnings on their own phone during the month, calculated from your POS — see how it works. To try the numbers first, use the commission calculator or the med spa guide if your spa also offers medical treatments.