Automatic Gratuity: Including Gratuity in Salon Service Pricing


An automatic gratuity is a predefined tip, automatically added to the client’s bill or calculated into the service price, typically 15-20% of the service price.

In this post, I’ll go over the pros, cons, and different ways you can implement automatic gratuity if you choose to do so. I’ll also tell you about the new IRS regulations about how automatic-gratuities are to be classified.


Your professionals are guaranteed 15-20% of every service performed. 
If you are located in a touristy location, this policy eliminates the morale issues caused by stingy tourists who know they’re unlikely to ever return to the location and feel no remorse about stiffing their service provider.

Clients do not have to calculate the proper amount.
Every so often, you’ll come across a client that will have an internal battle while filling out their receipt. Several of them will outright ask. “What should I tip? Is 15% enough? Is 20% too much?” Auto-gratuity ends this guessing game once and for all.

You don’t have to worry about whether or not your employees are reporting their tips properly.
If an employee receives cash tips of $20 or more in a calendar month, they are required to report to you the total amount of tips they receive in writing by the 10th of the next month. You are responsible for paying the employer’s portion of social security and Medicare taxes and must collect the employee’s portion of the social security and Medicare taxes and their federal income taxes. (You can see why paying cash tips to employees and under-reporting would be appealing to both salon owners and staff.) If you’re collecting all tips when you collect payment, you will know exactly what your employees were tipped and will be able to tax them and report them appropriately.


Your professionals are guaranteed 15-20% of every service performed.
Yeah, the same thing that makes this a pro also makes it a con at times. Your employees know they’re getting tipped regardless. For some professionals, this may affect the way they perform their services. However, this point can be argued. You, as the salon owner, are ultimately responsible for ensuring your employees are performing to superior standards. If a professional slacks, you’re responsible for evaluating whether they need to seek employment elsewhere. If you’re managing your team properly, this con won’t be an issue.

Clients do not have a choice about the amount and may not appreciate the policy.
Some clients do not like being “forced” to pay gratuity.

Ways to Implement Auto-Gratuity

Clarify it on your brochures. “An 18% gratuity is automatically added to every bill.” I don’t particularly like this method. For one, this turns the service pricing into a lie. The prices aren’t accurately reflected on your brochures since a compulsory 18% charge is added at checkout. (I also calculate sales tax onto my retail items’ sticker price. Nobody likes to do percentages while shopping.)

Some clients may not see this fine print and will argue about it at checkout. This also makes it clear that gratuity is not negotiable, which gives some clients the distasteful impression of compulsory tipping.

Give clients the option to choose 15%, 18%, or 20% at checkout. While this method does give the customer freedom to choose which amount best reflects the service they’ve received, it leaves the door open for debate and will be difficult to implement when clients pay by cash or check.

Include the service fee in the service pricing and make it clear to the customers that your salon does not accept tips. This negates the client’s feeling of being forced to tip. For clients who insist on tipping, tell them, “We set our service prices appropriately to ensure that our staff are well-compensated. We appreciate the gesture, but we do not accept tips.”

Service Charges vs Gratuity

Recently, the IRS distinguished auto-gratuity from “tips.” They now consider auto-gratuity to be a “service charge,” which they consider non-tip wages. They’re still taxed the same way all tips are–they’re subjected to social security tax, Medicare tax, and federal income tax withholding–so nothing has changed. Only the terminology the IRS uses to classify that income has changed (for us, anyways–the food and beverage industry is the only one really affected by this change since the “service charges” cannot be applied to meet the 45B minimum wage requirement the way tips can–but that’s their problem…sorry restaurant people).

The IRS maintains the position that if the fixed cost is charged to the customer by the employer, the additional cost is not a tip, but wages.

To be considered a tip for tax, four factors must be satisfied:

  • the tip must be made without compulsion,
  • the customer determines the amount at their discretion,
  • the tip is not the subject of negotiation or dictated by policy, and
  • the customer determines which employee receives the tip.

Since an auto-gratuity is determined by the employer and mandatory, the auto-gratuity is considered a wage. It’s all semantics where we’re concerned. The IRS can call it whatever they want, but the new legislation changes nothing for our business.

If you want to implement service charges, I recommend that you calculate your service prices and compensation based on your total overhead, then tack on 15-20%. That service charge will go straight to your professionals (after taxes).

Personally, I have never liked the idea of being tipped.
We are not waiters, bellhops, or cab drivers. We aren’t entry-level, unskilled workers in minimum wage positions.

We’re educated professionals providing a service.

Our pricing should adequately account for our expenses, cover our salaries, and leave us with a little to put in the salon’s savings. We should not need to be rewarded for superior performance. Providing a great customer experience and doing the job we are being paid to do is expected of us without the silent possibility of additional income.

Additionally, I don’t like to gamble the financial welfare of my employees on the gratitude or generosity of others. Our salons charge what we charge because that’s what we need to pay our bills and keep our business open.

Minimum wage is going up in states all across the country. As an employer, you have FLSA regulations to adhere to.
Our business is very high-overhead. No longer can salon owners continue to push cost-of-doing-business expenses onto their professionals or expect customers to compensate their workers.

Never forget that this is a business. Do your math (like every other business) and make sure you’re doing better than breaking even.

The Salon Compensation and Pricing Megakit calculates salon compensation and service pricing for you! It includes:

  • The Salon Compensation and Pricing Calculator, an 8-page Compensation and Pricing Megakitspreadsheet system that makes salon compensation and pricing calculation as simple as data entry. The best part? The system is enabled with protections to make it impossible to “break” the formulas!
  • The Salon Compensation and Pricing Guide, a 44-page instruction manual that not only explains how to use the system but also explains every formula so you’re never confused about what the numbers mean or where they came from.
  • A 9-page Employer Obligations Information Sheet to keep you from making very common life-destroying mistakes.
  • Be Worth What You Charge, an 11-page checklist and salon evaluation resource.
Previous articleHow to Build a Book: Three Big Lies You’ve Been Told
Next articleHow to Relocate Your Salon Without Losing Clients
Beauty industry survivalist, salon crisis interventionist, tactical verb-weapon specialist, and the leader of at least a hundred workplace revolutions, Tina Alberino is known as much for her extensive knowledge as for her sarcastic wit and mercilessly straightforward style. She’s the author of the book The Beauty Industry Survival Guide and the blog This Ugly Beauty Business. When she’s not writing, educating, or consulting, she can be found overthinking everything, identifying problems people didn’t know existed, and stubbornly working to change the things she cannot accept.


  1. Girl, I love you!!! I’ve head no tipping policy for years and I NEVER miss it. In Poland, where I’m from tipping is not common at all because hairdressing is a trade and esthetics requires a full college degree so those professions are viewed as well, professional. Tipping in North America drives me nuts. Not that I’m cheap, just tell me the price and I will pay it (if i can afford it of course). I feel people are totally brainwashed thinking tipping is actually good thing. They act (and demand to be treated) like professionals but they seriously wait for people to tip them “to show them that they did a good job”. I don’t get it! Isn’t that what they should do anyway?? Anyway, I can talk about this for years, I’m so passionate about this so it heart warming to see others think alike!!!

  2. 18-20% going straight to the employee on top of their wage seems super high to me though. Unless I pay a minimum wage I guess (which seems super unfair). I pay 50% over minumum wage to start with and then do something like a profit share if the salon reaches quota at the end of the month. % Split between full timers. Just so people (also reception) understands that not only immidiate actions but so many things add up to a happy salon/happy clients/

  3. How do you handle clients that tell you how to fix their hair and get mad when you do it that way and say your the professional why didn’t you tell me that was not going to work, when you already advised them?

    • Honestly? Paperwork. I use detailed consultation forms for all color clients, and for clients who I know are going to be a problem. (For example, the ones who come in bitching about how, “No hairdresser has ever done my hair right,” and the ones who give conflicting statements like, “I want a blunt layer cut.”) I’m also extremely straightforward in a way that some people may interpret as borderline rudeness. Finally, if I’m certain a client is asking me for something that is either inadvisable (a permed mullet) or will end in disaster (bleaching the shit out of over-processed hair), I outright refuse to perform the service and refer them to someone else.


Please enter your comment!
Please enter your name here