ist Magazine March 2022

News

“I believe our greatest success has truly been the relationships that have been created with both our customers and employees. For me, it’s been going to work for all this time and enjoying what I do.” Brad Henson, COO

IST: B , T H T . BH: In 1982, my brother Greg and I were both working in our father’s exercise equipment business. As we interacted with various health facilities that were our customers, Greg was asked if he could acquire and sell them a “tanning machine.” Later that year, Greg sold and installed his first tanning bed. He soon realized the interest and potential growth for indoor tanning services and Heartland Tan was born. IST: M H I ’ . W BH: As with any business, scale and growth are the two crucial factors, especially in early stages. Greg always had the innate ability to measure the industry and to expand (or contract) when conditions warranted. As the business grew, we surrounded ourselves with like-minded people and let them do their jobs. Business success is truly simple: hire loyal, competent people. Carry quality products and stand behind them. Know your clients’ individual circumstances. And most importantly, treat people as you would want your spouse or yourself to be treated.

IST: W - N , “ ’ ” ( N , ), BH: Change. It’s a constant, and sometimes the decisions you have to make impact your product line, as well as employees (i.e., see March 2020 to present). Our team reacted to the indus- try struggles dealing with the pandemic and was able to offer what turned out to be a popular salon owners’ gathering last summer. People were really just ex- cited to gather together at an in-person trade event again. IST: A , . W H ’ BH: Without sounding too corny, it’s truly the relationships that have been created with both our customers and employees. In both cases, some have lasted 20+ years. And for me, without

a doubt, it’s been going to work for all this time and enjoying what I do. IST: A , , H . C - H BH: Joe, my crystal ball broke back in ’08! I feel the “shake-out” of both salons and product suppliers is over. The stability, and dare I say it, the growth of indoor tanning, spray-tanning and aux- iliary products over the last few years (in spite of a worldwide pandemic) have factored into our plans for the future. We plan to invest in better systems both for sales and internal controls and most importantly, focus on taking care of our valued customers and associates. Brad, you and your team rock! What a pleasure to interview someone I’ve known for so long on such a great occa- sion. I wish you and Team Heartland all the best in the coming years! ■

16

istmagazine.com

March 2022