MEDICAL SPAS REVIEW by Medical Spas Review

EDITORIAL & ADVISORY BOARD

ANNE BOLDUC Group Publisher & President EDITOR IN CHIEF Guy J. Jonkman

ROBERT M. GOLDMAN, MD, PhD, DO, FAASP World Chairman-International Medical Commission Co-Founder & Chairman of the Board-A4M Founder & Chairman-International Sports Hall of Fame Co-Founder & Chairman-World Academy of Anti-Aging Medicine President Emeritus-National Academy of Sports Medicine (NASM) DR. RONALD KLATZ, MD, DO, is the physician founder and President of the American Academy of Anti-Aging Medicine. In 1984, Dr. Klatz was a pioneer in the clinical specialty of preventative medicine: as a principal founder of the National Academy of Sports Medicine and researcher into elite human performance and physiology. Dr. Klatz is a best-selling author, and is columnist or Senior Medical Editor to several international medical journals. He is the inventor, developer, or administrator of 100-plus scientific patents, including those for technologies for brain resuscitation, trauma and emergency medicine, organ transplant and blood preservation. DAVID B. MANDELL, JD, MBA, is a former attorney and author of ten books for clients, including For Doctors Only: A Guide to Working Less & Building More, as well a number of state books. He is a principal of the financial consulting firm OJM Group. He has co-authored the Category I CME Monograph Risk Management for the Practicing Physician which has gone through 5 editions since 1998 & is certified for 5-hour business of medicine CME. MANON PILON, Speaker, International Educator, SPA & Medical SPA Specialist – Mrs. Manon Pilon’s background spans over twenty-seven years of professional experience in SPA and MEDICAL SPA operation and management, marketing strategies, Medical Spa concept and development, and motivation methods. She is holding senior management positions in companies such as Europe Cosmétiques, CurAge Med, CurAge Spa, and Europelab. Founder of a private Aesthetics Professional School in Montreal, Canada. MONTE ZWANG is a principal of Wellness Capital Management, providing cash flow and financial strategies to businesses in the wellness industry. Monte has been a consultant for more than 25 years, teaching entrepreneurs and company leaders in health care, real estate, food and beverage, day spa, resorts and hotels, and retail industries the strategies of cash flow management. Monte is driven to the wellness industry because of a personal passion for healthy lifestyle choices, and a professional passion to work with wellness entrepreneurs as they achieve their business goals by helping people live a healthy lifestyle.

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BRENT A. BAUER, M.D. as director of the Mayo Clinic Complementary and Integrative Medicine Program, Brent A. Bauer, M.D., has broad and varied research interests. Dr. Bauer's personal goal is to ensure that research conducted under the auspices of the Complementary and Integrative Medicine Program is always held to the same high standards as all other research at Mayo Clinic. He brought real, evidence-based knowledge to patients and physicians trying to incorporate the best of conventional and complementary medicine practices.

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ALEX R. THIERSCH Founder and director of the American Med Spa Association (AmSpa), an organization created for the express purpose of providing comprehensive, relevant and timely legal and business resources for the medical aesthetic industry throughout the United States.

number 500073-D. US POSTAGE PERIODICALS PAID AT

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CHERYL WHITMAN, is a published author, a popular speaker and a beauty-industry consultant with more than 30 years experience, including 15 years as the owner of Face Fantasie Day Spa in Fort Lee, New Jersey. As founder and CEO of Beautiful Forever, Cheryl spearheads a successful team of medical spa consultants and business professionals. In addition, Cheryl developed the Medical Spa Success System, a revolutionary program that provides a turnkey educational success system and consulting services package to help clients jumpstart brilliantly successful medical spa businesses.

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PROFESSIONAL PROGRAM INSURANCE BROKERAGE – PROVIDING INSURANCE SOLUTIONS SINCE 1993.

MEDICAL SPA INSURANCE PROGRAMS COVERAGES FOR:

Injectables ÊUÊÊLaser/IPL Services ÊUÊÊWellnessÊÊUÊÊWeight Loss UÊÊBody Contouring Cryotherapy ÊUÊÊMicroblading ÊUÊÊAesthetics ÊUÊÊPrivate Label Products & more.

Policies can be purchased for full medispas or by individual doctors, nurses, aestheticians, or anyone who can legally operate within their state. Available in all 50 states & DC.

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www.americanmedspa.org

Visit americanmedspa.org/ page/2017study 2 0 1 7 M E D I C A L S PA S TAT E O F T H E I N D U S T RY R E P O R T | E X E C U T I V E S U M M A RY

for the full study.

Overview AVG MEDICAL SPA REVENUE IN 2016

$945,000 Up 6.9% from 2015

MEDICAL SPAS WITH NO DOCTOR

2016 PROFIT MARGIN

22.8%

38%

Fully 22.8% of medical spas do not have a doctor present at the medical spa at all.

The industry-wide gross profit margin in 2016 was 38% of sales.

# OF LOCATIONS

MEDICAL SPA OWNERS’ PROJECTED REVENUE IN 2017

80% Single Location

other

3.4% stay the same or decline

20%

50% 25%

Increase by 10% or more

Increase by 5-10% or more

Spas with Multiple Locations: 83.22% 8.72% 8%

2-3 Locations 3-5 Locations 5+ Locations

Only 3% of medical spas in 2016 were franchises.

www.americanmedspa.org

For more information, contact info@americanmedspa.org or 312-981-0993.

Fully 50% of medical spa owners believe that their revenues will increase more than 10% this year. Another 25% think that their revenues will rise by 5–10%. Only 3.4% think that revenues will stay the same or decline in 2017.

Visit americanmedspa.org/ page/2017study 2 0 1 7 M E D I C A L S PA S TAT E O F T H E I N D U S T RY R E P O R T | E X E C U T I V E S U M M A RY 2 0 1 7 M E D I C A L S PA S TAT E O F T H E I N D U S T RY R E P O R T | E X E C U T I V E S U M M A RY

for the full study.

Average Customer Profile Average Customer Profile Gender More than 85% of a medical spaâ&#x20AC;&#x2122;s clients are female.

Age

Gender of male the share Although spaâ&#x20AC;&#x2122;s of a medical More than 85% be on the well may customers clients are female. increase, as medical spas are starting to specialize in marketing FEMALE to men and making their facilities more male-friendly.

85%

Age

17% 18-34 yrs old

52% 30%

35-54 yrs old

55+ yrs old

85% FEMALE

Most medical spa clients are middle-aged, 52% between 35 and 18-34 54 years old. yrs old Another nearly 30% are 55 years old or older, generally considered the Baby Boomer generation. 55+ yrs old A respectable 17% of clients fall

17%

30%

52% 35-54 yrs old

into the 18- to 34-year-old class, the Millennials.

Average spend per visit

Average spend Almost 77% of all clients spend $100-per visit

$500

$100$500

between $100 and $500 per visit at the average medical spa.

www.americanmedspa.org

For more information, contact info@americanmedspa.org or 312-981-0993. For more information, contact info@americanmedspa.org or 312-981-0993.

Visit americanmedspa.org/ page/2017study 2 0 1 7 M E D I C A L S PA S TAT E O F T H E I N D U S T RY R E P O R T | E X E C U T I V E S U M M A RY

for the full study.

People of the Medical Spa Industry Non-doctors, non-core physicians taking over the medical spa industry

46%

64%

MEDICAL SPAS ARE OWNED BY NON-DOCTORS

MEDICAL DIRECTORS ARE NON-CORE PHYSICIANS (not in plastics or dermatology)

Top 3 most common staff and their salaries

Aestheticians AVERAGE SALARY: $40,603

Along with front desk personnel, aestheticians (77.88%), doctors (51.92%) and nurses (50%) are the most common staff members in medical spas.

Doctors AVERAGE SALARY: $107,836

RN/LPN AVERAGE SALARY: $66,429

www.americanmedspa.org

For more information, contact info@americanmedspa.org or 312-981-0993.

for the full study.

Medical Spa Top Procedures Average Customer Profile Gender

Top three most common procedures

More than 85% of a medical spa’s clients are female.

85%

Top three revenuegenerating procedures FEMALE

1. CHEMICAL PEELS

1. BOTULINUM TOXIN TYPE A/ FACIAL FILLER INJECTIONS

2. AESTHETICIAN SERVICES

3. BOTULINUM TOXIN TYPE A/ FACIAL FILLER INJECTIONS

3. LASER HAIR REMOVAL

Age

17% 18-34 yrs old

Type of Visits Per Week Most medical spas (66%) typically have fewer than 70 nonsurgical medical aesthetic visits per week, although a significant 26% of them are larger operations with more than 250 weekly visits.

Revenue Breakdown 30%

52% 35-54 yrs old

Procedures account for 82% of a medical 55+ yrs old spa’s revenues, while retail products account for a little less than 18%.

66% <70 nonsurgical visits 26% 250+ operations 18% Retail Average

spend per visit Repeat Clients

70%

82% Procedures

$100$500

A total of 70% of medical spa patients are repeat clients.

www.americanmedspa.org

For more information, contact info@americanmedspa.org or 312-981-0993. For more information, contact info@americanmedspa.org or 312-981-0993.

Visit americanmedspa.org/ page/2017study 2 0 1 7 M E D I C A L S PA S TAT E O F T H E I N D U S T RY R E P O R T | E X E C U T I V E S U M M A RY

for the full study.

People of the Medical Spa Industry Non-doctors, non-core physicians taking over the medical spa industry

46%

64%

MEDICAL SPAS ARE OWNED BY NON-DOCTORS

MEDICAL DIRECTORS ARE NON-CORE PHYSICIANS (not in plastics or dermatology)

Top 3 most common staff and their salaries

Aestheticians AVERAGE SALARY: $40,603

Along with front desk personnel, aestheticians (77.88%), doctors (51.92%) and nurses (50%) are the most common staff members in medical spas.

Doctors AVERAGE SALARY: $107,836

RN/LPN AVERAGE SALARY: $66,429

www.americanmedspa.org

For more information, contact info@americanmedspa.org or 312-981-0993.

Find addi onal details and sta s cs in the full

2017 Medical Spa State of the Industry Report Average Salaries for the Top 12 Medical Spa Jobs Top 19 Most Popular Medical Spa Treatments Top 17 Revenue Genera ng Medical Spa Treatments Top 7 Concerns of Medical Spa Owners The 14 Most Common Medical Spa Marke ng Channels

Also included in the full report: Sample Income and Expense Statement for the Average Medical Spa How Legally Compliant are Medical Spas in 3 Key Areas? Detailed Analysis of the Health and Growth of the Medical Spa Industry ...and more!

Donâ&#x20AC;&#x2122;t Make Decisions in the Dark Visit: www.americanmedspa.org/page/2017study

www.americanmedspa.org

Business

STOP CONFUSING HEALTHCARE INSURANCE

LETâ&#x20AC;&#x2122;S FIX THE BUSINESS OF MEDICINE, Monte Zwang is a principal of Wellness Capital Management, providing profit improvement, business planning, bookkeeping and financial strategies to businesses in the health, medical, wellness and spa industries. Monte has been a consultant for more than 30 years, teaching business planning and cash flow management to entrepreneurs and company leaders in health care, spa, and hospitality industries. He sources capital and negotiates sales, acquisitions and merger transactions.

AND STOP WASTING TIME FIGURING OUT HOW TO MAINTAIN THE PROFITS OF HEALTH INSURANCE COMPANIES. By MONTE ZWANG

I work as a business consultant for doctors, health and wellness practitioners. I was supposed to be the 5th generation of doctors in my family until I flunked high school chemistry. The legacy ended there.

The questions surrounding health insurance and who pays what is complicated. We are all faced with rising premiums and are paying more and more for less and less coverage. I say this because, the problem with For more information healthcare insurance is that it is corrupt. All legislative visit: www. WellnessCapital.com acts currently being negotiated are addressing how can we continue to have insurance pay for care and still keep it a profitable business. Wrong approach. We need to stop confusing heath care insurance with healthcare. Insurance is only one method of payment and not the treatments, procedures or healthcare itself.

An underlying problem is that medical care and medical practices need to be profitable businesses. In many situations, they are not. The selling price for services in a medical practice should not be primarily influenced by medical device manufacturers, pharmaceutical companies or insurance companies. These manufacturers and insurers seem quite able to charge whatever they want for their products at the expense of the medical practice and consumer. As consumers of healthcare, we have somehow wound up with an agent between us and our doctors. This agent (insurance) tells the doctor what they will be paid for services rendered (by discounting their bills) and tells us (the consumer) what we have to pay them to pay that doctor. I cannot be a profitable business if I receive only 40-70% of what I bill, can you?

WITH HEALTHCARE If we carve out primary care from health care insurance, and have insurance cover catastrophic care, acute conditions and diseases. the price of medical services will come down and primary care practices will flourish instead of declining to the point The average family of four pays $1200 per month for of disappearance. This will require that everyone be a insurance, not including deductibles. This same participant in some sort of membership Primary Care average family of four might use $2500 per year of Clinic instead of being forced to pay for insurance care depending on the age of the parents. Sounds like they don't need. Health care can be affordable and we a slush fund to me. Does this sound like I am angry? don't need an agent to pay for it. As preventive care Well, I am. I have clients across the country who echo will improve our overall health by teaching us to live healthfully, the need for catastrophic care insurance these sentiments. will be reduced. With the money saved by lower health I believe we can resolve this situation. It requires that care premiums, consumers can save money in an HSA we, as consumers take increasing responsibility for for the high deductible of catastrophic care insurance. our personal healthcare. The answer lies in primary This will right the market, increase accessibility to care and family medical practices and their quality healthcare, be affordable and increase the involvement in preventive healthcare. In my mind, health of Americans. preventive health care clinics of the future should not only be primary medical clinics, which should operate Our focus needs to be on the profitability of medicine on a membership basis and grow to include all and not how we are going to continue to pay into a preventive healthcare. lifestyle services and broken and corrupt system for the benefit of Complementary and Alternative Medicine (CAM) up healthcare insurers. In the meantime, I'm working to through metabolic testing, blood panels and EKG. improve the business and profitability of medicine, Preventive Healthcare Clinics will take a more holistic one practice at a time. How is this efficient or beneficial for either the provider or the patient? It's not making us any healthier, it is driving up the cost of services to protect insurance profits.

approach to healthcare by helping and educating consumers to lead healthier lifestyles and achieve optimum health. This will significantly decrease the current allopathic model of â&#x20AC;&#x153;heal me, Iâ&#x20AC;&#x2122;m sickâ&#x20AC;?. These preventive healthcare clinics will be able to offer programs, and address the lifestyle issues of pain management, stress management, weight management, skin health, fitness, and sound sleep.

Be well, Monte Zwang

Business

Wellness Resort

REJUVENATE AND REFRESH ONE’S WELL-BEING

NEW DUPLEX WELLNESS SUITES DEBUT AT GRAND VELAS LOS CABOS Daily Private Fitness Training, Personalized Wellness Concierge, Healthy Minibar, In-Suite Juices and More Featured in Six Wellness Suites

Upon arrival to the two-level suites, a personal wellness concierge provides counsel on the various wellness and fitness amenities available at the resort and in-suite. The 1,829 sq. ft. suites offer a king bed, lounge area, two bathrooms, spacious terrace with

plunge pool, and second floor Wellness Deck. The loft esigned to rejuvenate and refresh one’s

space is stocked with special amenities including a

well-being, six new duplex Wellness Suites at

recumbent exercise bike and equipment for daily

Grand Velas Los Cabos are now available inclusive of a

private training. In addition to a full bath on the top

dedicated fitness loft, private training, personal

floor, a master bath downstairs features a Vitamin C

wellness concierge, healthy minibar, in-suite juicing,

shower, Jacuzzi, and therapeutic “Manos que Curan”

and more.

artisanal soaps.

WITH A PERSONAL WELLNESS CONCIERGE Special healthy menus are available throughout the Wellness Suites rates start at $719 per person per night resort while a premium minibar is restocked daily with in double occupancy. The all-inclusive rate at Grand wellness snacks; dried fruit, nuts and seeds; a wide Velas Los Cabos always includes luxury suite selection of Tea Forte tea; and inroom Nespresso to accommodations, a la carte gourmet meals at a variety calm hunger and quench thirst. Fresh juices are also of specialty restaurants, premium branded beverages, delivered daily.

24-hour in-suite service, fitness center, nightly entertainment, tax and service charge, and more.

A nightly spa turn down, Nikken Kenko pillow and sleep pad, Phillips Wake-Up light and Alchimia Apothecary aromatherapy kit complete the list of insuite amenities for a full nightâ&#x20AC;&#x2122;s sleep.

For hotel reservations or additional information, please call 1-888-407-4869 or visit

A 50-minute massage at Se Spa is also included every http://loscabos.grandvelas.com. other night in the suite rate.

When taking a spa treatment at the two-level, 35,000 sq. ft. spa, guests can enjoy unlimited access to Se Spaâ&#x20AC;&#x2122;s hydrotherapy facilities with eucalyptus-scented steam room with chromotherapy, polar pool, aromatherapy sensory shower, sauna, Jacuzzi, bubble beds, and multisensory pool. The spa menu features authentic and innovative treatments using the latest technology and products of the Earth, traditional in the Mexican culture.

Wellness Resort

Coverage

DYSFUNCTION OF THE CRONY-DOMINATED

“COVERAGE” ISN’T

“CARE”

Dr. G. Keith Smith is a board certified anesthesiologist in private practice since 1990. In 1997, he co-founded The Surgery Center of Oklahoma, an outpatient surgery center in Oklahoma City, Oklahoma, owned by over 90 of the top physicians and surgeons in central Oklahoma. Dr. Smith serves as the medical director, CEO and managing partner while maintaining an active anesthesia practice. In 2009, Dr. Smith launched a website displaying all-inclusive pricing for various surgical procedures, a move that has gained him and the facility, national and even international attention. Many Canadians and uninsured Americans have been treated at his facility, taking advantage of the low and transparent pricing available. His most recent effort is the launch of the Free Market Medical Association which provides a platform where those seeking to obtain high quality and affordable health care can find free market-minded providers, both physicians and facilities.

By BY KEITH SMITH, MD: HTTP://SURGERYCENTEROK.COM

IF YOU ARE FOLLOWING HEALTH-RELATED TOPICS ON SOCIAL MEDIA YOU HAVE LIKELY ENCOUNTERED “COVERAGE IS NOT CARE,” AS A THEME OR #HASHTAG. THIS PHRASE/QUIP SHOULD BE VIEWED AS AN OPPORTUNITY AND LENS THROUGH WHICH THE DYSFUNCTION OF THE CRONY-DOMINATED “HEALTHCARE SYSTEM” IN THIS COUNTRY CAN BE VIEWED.

Not only is “coverage” not equivalent to “care,” “coverage” can and many times does create a barrier to “care.” It might shock you to learn that the “cash” price for many

The presence of this middleman/distributor can and does

medications at your local pharmacy is less than the co-pay

increase the price of pharmaceuticals dramatically,

if you are using your “coverage” to buy these same

representing as much as 50% of the purchase price for a

medications. In other words, you are better off claiming to

large number of medications.

be uninsured when you buy certain pharmaceuticals! Why is this? Your “coverage” represents an additional, contracted

The same goes for the care at many physician offices. Any

layer—a toll booth—through which the exchange between

physician who is contracted with insurance companies

you and the pharmacist must take place. This toll to

labors under their fee schedules, any departure from which

pharmacy benefit companies/wholesalers is removed from

risks expulsion from the “network.” Physicians who waive

the purchase if you represent yourself as uninsured.

all or part of deductibles for patients or treat cash-strapped patients free of charge run the risk of running afoul of these same “network” contracts and may also face legal action. What gives?

HEALTHCARE SYSTEM CAN BE VIEWED AS # HASHTAG

Waiving deductibles or co-pays for those short on funds

Perhaps the only gift of Obamacare was that the deductibles

lowers the barrier upon which the insurance carriers rely to

were very high and very few physicians or facilities actually

protect their own corporate wallets. After all, a patient who

signed contracts with these plans. This created a vigorous

cannot muster their deductible represents little or no

cash market, where patients who are “covered” but without

financial risk to those providing the “coverage,” and the

benefit, could negotiate cash prices with physicians and

higher the deductible—or barrier to care, the greater the

facilities for the care they needed. At the Surgery Center of

likelihood the “insurance” companies will pay nothing at

Oklahoma we continue to see a large number of patients

all. The courts have been no friend to those well-

who are attracted to the pricing on our website

intentioned physicians and facilities that have waived

(www.surgerycenterok.com) that is a fraction of their

deductibles/co-pays in an attempt to help their patients.

Obamacare or other “coverage” deductible.

Once again, if you have “coverage” and are low on funds, you should always ask the “cash” price for a service before

Fans of “universal coverage” should keep in mind the

revealing that you actually have “coverage.”

countless “covered” Canadians who buy their care in the U.S. or overseas due to long access lines. Canadian

Do you have “coverage” and have no trouble meeting your

provinces balance their budgets by stringing patients out

deductible? Do you therefore think you can safely access the

on long time lines, extracting a painful and merciless “time

care that you need? Think again. “Insurance” companies

tax” from their citizenry. Fans of “Medicare for all” should

employ hidden techniques that deny various types of care

know that while violating a private “insurance” contract can

to those who have “coverage.” Intentionally paying

be a hassle for their physician, violating the terms of a

physicians below an acceptable rate for certain treatments

contract with Medicare is a crime. Unless a physician has

and procedures serves as a powerful rationing tool, leaving

opted out of Medicare he is not at liberty to waive

certain treatments in short supply. Moreover, if a treatment

deductibles or co-pays or charge less than the amount

is theoretically “covered” but is denied in your case, say

Medicare allows. In short, Medicare has criminalized

because the insurer deems it “unnecessary” or

charity, as demonstrated in a recent case of a Medicare

“inappropriate,” the physician cannot accept payment from

beneficiary with a broken ankle who is stuck in a

you because of the “hold harmless” clause in his provider

wheelchair because she can’t come up her $2000 deductible.

contract. Thus, he must either provide the care at his own expense, or agree with the insurer that you shouldn’t get it.

Leave it to government to force the purchase of this “coverage.” All who have been victimized by this cronyism have earned a seat on the #metoo bandwagon. n

Coverage

Management

PRACTICE SUCCESS DEPENDS ON PATIENT MANAGEMENT

PATIENT EXPECTS TO HAVE THEIR WHOLE FACE CORRECTED

ABOUT THE AUTHORS: Jan Stuart is a marketing/business development/management consultant specializing in the medical-spa and cosmetic aesthetic area, helping companies such as Inamed Aesthetics (McGhan and Collagen) and Fascia Bio-Systems. Mara Goodman-Davies is a New York City based publicist specializing in the areas of health and beauty. She is also a published author and well respected.

By JAN STUART AND MARA GOODMAN-DAVIES

hysicians today specializing in the aesthetic field have learned the hard way that their patients expect them to be "miracle workers."

The first step in the doctor-patient relationship is creating an environment of truth and honesty for both parties. That means painting the patient a realistic picture of what they can expect.

Obviously the patient and the physician share the same goal: they both want to achieve the highest, most proficient level of beauty correction possible. The patient must also be made to clearly understand that the aesthetic effects of these procedures are indeed, temporary. Therefore, the patient must budget to come back and repeat the procedure at least two to three times a year. That is why it is imperative that the patientls financial capabilities must be discussed at the outset. This means if a patient has a budget of $900, then they can realistically expect only one area of their face to be worked on with goodresults and full correction. The problem arises when the patient expects to have their whole face corrected, yet can only afford one area. Because it is the physician's natural inclination to want to best service the client and fulfill their aesthetic vision, he finds himself in a difficult situation. Naturally, the physician is afraid of disappointing or losing the patient, if expectations can't be met. Therefore, some physicians think they have no other alternative but to spread the injectable dermal filler material, or even worse, dilute it.

MEDI CAL SPAS â&#x20AC;˘ April/May 2015

This often leads to an unhappy patient with less than satisfactory results. While trying to help his patients to the best of his ability and at the same time, trying to run a profitable medical and aesthetic practice, the physician is better off choosing a less expensive procedure to supplement the use of a filler. That way the patient gets an all-over improved look at a price that is affordable, and the physician is still running a profitable venture. This is a win-win situation because the patient will be happy with the outcome and will continue to spend money with the physician for future (and sometimes more expensive) procedures. This sets the stage for a solid foundation of the physician building a long-term trustworthy relationship with the patient. Some less expensive procedures include microdermabrasion, chemical peels, medical facials and the ever-popular "lunchtime" peel (skin rejuvenation IPL lasers). So, the question is how does the physician effectively present these options to his patient without insulting their financial limits and without making them feel like they are not getting the best treatment available? After all, we in the aesthetic, medical business know that half of making a patient look good is making them feel good as well. Experience has shown that there is an easy solution to this dilemma. The physician needs to make the patient feel that they are getting a comprehensive aesthetic, medical program that is personally tailored and best suited to their own individual needs. www.medicalspasreview.co

YET CAN ONLY AFFORD ONE AREA Keeping in mind that the patient must return to the same physician, two or three times a year for cosmetic touch ups, the smart marketing physician should be selling "Aesthetic Medical Packages" upfront, prepaid, so that the patient will commit to a long-term program (which in turn will maximize results). An incredible packaging idea, which works as a great incentive, is when the physician charges the patient for two or three procedures in the beginning and gives the fourth one as a complimentary gift. A physician can easily mix and match procedures (Example 1: if a patient buys two sessions of fillers, they get the third for free, simultaneously the patient gets 50% off of a package of three botox injections. Example 2: lf the patient buys two sessions of fillers and gets a third for free, they can also buy three chemical peels and get the fourth for free.) Physicians should also realize that working with fillers is an art form, not just a mechanical procedure. They should read and watch videos that dermal filler companies provide as learning tools. Attending a filler workshop or giving the filler sales rep the time to provide the proper education and training, can only enhance the physician's technique and therefore make his work more attractive to the patient. When working with dermal fillers the old adage holds true: "practice really does make perfect." A key factor for physicians to understand about fillers is that they are user-friendly. In other words, fillers don't inject by themselves. The more time, education, practice and preparation the physician is willing to devote to perfecting his filler technique, the more equipped he will become to please his patients. If a physician chooses to allow his nurse to inject the fillers, then it is his responsibility to ensure that she allots enough time and energy to be properly trained as a nurse injector. Hence, the rest of the office staff (i.e. receptionist, business manager and aesthetician) should also be educated and informed enough on all the injectable fillers that their office offers (i.e., Fascian, Zyderm, Zyplast, and Cymetra), so that they can speak intelligently and answer any questions the patient might have. One of the best marketing tactics that the physician can implement is to completely train all of his staff to be able to speak intelligently to the patients about fillers. www.medicalspasreview.co

With todayâ&#x20AC;&#x2122;s prevalent instant coffee mentality, the consumer is more likely to buy more procedures if they get their questions answered quickly and efficiently. If the patient who is calling to check out filler procedures has to wait to speak to the physician or the nurse in charge of aesthetics, they may either lose interest or grow impatient and take their business somewhere else. The people who answer the phones (i.e. the receptionists, office managers, etc.) should know everything about filler procedures, since they are the first representatives of the physician's office. The best way to achieve this goal is for the physician or lead nurse to hold an office educational meeting once a month. He may even want to show a filler educational video or have a representative from the filler company come to the office for a training session. Reading brochures and information material from the filler company should be a mandatory prerequisite for all members of the office staff. They should also have a point sheet of main selling points about the fillers positioned somewhere by the phone. That way they can give even more information than the caller expected. Every member of the office staff must be made to feel like they are a crucial part of the physician's sale's team. It also wouldn't be a bad idea for the physician to structure some sort of incentive program for the people in charge of answering the phone. The underlying philisophy here is that the physician must not be afraid to realize that he is now entering a consumer sales generated business that supercedes the realm of medicine. He needs to open his mind to an entrepreneurial way of thinking, which includes gearing his office to become a service first type of operation. However, this is less daunting than it seems. Finally, the physician must remember that his first and foremost job is to help his patients feel beautiful and appreciated every step of the way! All in all, it is to the physician's advantage to create a welcoming and inviting aesthetic environment. This can include healing touches such as soothing music, soft office dĂŠcor and aroma therapeutic candles to give the patient a warm, nurturing, yet professional feel. Since all these aesthetic procedures are elective, the physician must remember that the patient is a consumer and must be treated as such. n

MEDI CAL SPAS â&#x20AC;˘ April/May 2015

Management

Anti-Aging

“BOOMERS DO NOT GO GENTLE INTO THAT GOOD NIGHT

As we age, most of us better understand our abilities and our limitations, helping us make better decisions. We understand that nutrition and exercise play a vital role in how we feel, and that looking after ourselves on a daily basis can help us feel younger as we age, and younger than our true age. According to the United States Census Bureau, there are nearly 75 million baby boomers in America and with September being National Healthy Aging Month, Susan Bowerman, M.S., RD, CSSD, CSOWM, FAND – Director, Worldwide Nutrition Education and Training at Herbalife Nutrition, is sharing tips to help boomers “not go gentle into that good night…”

5 TIPS TO HELP AMERICA’S AGING POPULATION STAY HEALTHIER AND HAPPIER DEALING WITH HORMONAL CHANGES Hormonal changes are a fact of life for both men and women. These changes may be accompanied by weight gain, especially in the mid-section. Hormonal changes can also lead to disrupted sleep or mood changes, which can be very stressful. So in addition to staying active and watching your weight, it is also important to find balance in your life and perform stress-relieving activities. Yoga, meditation or simply engaging in a new activity may help you to deal with the effects of hormonal change. BALANCING YOUR NUTRITION A healthy diet and active lifestyle is the best way to protect your health as you age. Balanced meals contain protein to keep you full and satisfied, plenty of fruits and veggies to provide vitamins and minerals, and just enough healthy fats to provide flavor. Fill about two-thirds of your plate with healthy carbs such as vegetables, fruits, whole grains and beans, and the remaining one-third low-fat proteins, such as fish, poultry or lean meat. MAINTAINING HEALTHY BONES AS YOU AGE Strong, healthy bones are really built during adolescence and young adulthood. That’s because the body’s ability to store calcium in the bones peaks at about age 30, so this is a critical period during which you can maximize bone density. It’s important to get plenty of calcium in your diet and regularly engage in weight-bearing exercise at any age, but it’s particularly important when you’re younger to ensure bone health as you age.

But that doesn’t mean all is lost if you’re older. Taking in adequate calcium every day (needs increase to from 1000 mg daily to about 1200 mg per day after age 50) and regular weight-bearing activity can help maintain bone strength. MAINTAINING MUSCLE MASS AND A HEALTHY WEIGHT AS YOU AGE Building muscle mass can be done at any age. When you establish the right habits at a young age - which includes consuming adequate protein and engaging in resistance exercise - you’re more likely to continue those habits throughout your life. The amount of muscle mass you have determines, in large part, your resting metabolic rate. So, the more muscle you have, the more calories your body burns at rest. Building and maintaining muscle mass is one of the best defenses against “creeping obesity” - the slow, incremental upticks in your body fat and weight as you age. MAINTAINING HEALTHY SKIN AS YOU AGE The foods you put into your body, and the way you take care of your skin when you’re young, can affect the appearance of your skin as you age. Your skin relies on protein to manufacture its supporting structures, and plenty of fluid to help prevent dryness. Getting into the habit of cleansing, moisturizing and regularly using sunscreen when you’re young can help you to maintain a healthy complexion as you get older. Skin damage that happens when you’re young may not show up until decades later, so your best defense is to get in the habit of taking good care of your skin now.