resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Transparency is Key at ASA First Annual Meeting
On March 4th and 5th the American Society of Acupuncturists (ASA) held a successful first annual meeting in Albuquerque, New Mexico.
How to Find and Fix TL Nerve Impingements
The thoracolumbar junction (TLJ) and the peripheral sensory nerves that exit from it are frequent, important and rarely recognized sources of lower back, pelvic and hip pain. Let's outline a clear exam protocol for diagnosing the problem.
The IME System: A Current Public Health Risk and Solutions That Are Working
I strongly believe in the independent medical examination (IME) system. There are far too many doctors in every profession who are not following E&M protocols and never claim MMI (maximum medical improvement) has occurred for their patients, which has caused financial stress for many private and public carriers.
Constructing Our Reality: The Primary Channels and Perception, Part 1
My favorite topic of discussion within Chinese medicine is the acupuncture channel systems. First of all, each of us have them. They are part of our bodies; not something external to us. To learn about the acupuncture channels is to learn about ourselves.
Business Lesson #1: Adapt or Else
My wife and I recently enjoyed an excellent meal at a restaurant recommended by some friends. We often have concerns about restaurant recommendations, as many have been disappointing.
The Rest of the Patient Story
I've written previously about allowing a patient to tell you their story – about taking the time to listen and engage all the aspects of their case history, the injury in question, and the related issues.
Energy: For Life and For Death
Energy is a deep topic in Traditional Chinese Medicine. Qi is understood to underlie all of existence, animated or not, and the qi of the living is studied with special attention.
Recording and Appropriate Billing of Timed Physical Medicine Services
There is a common misunderstanding about timed therapy services and although you do have some knowledge of timed service documentation, based on your comment on the 8-minute rule, your understanding is correct, but incomplete.
An Interview with Amanda Shayle
JW: Can you share with us some of your history and how you became an acupuncturist? What did you do prior to becoming an acupuncturist? Where did you go to school?
Asking Patients the Right Questions
When was the last time you asked a patient a question? Maybe 30 seconds ago? But, are you asking the right questions to elicit valuable and useful information? As a healthcare provider, you've likely spent hundreds of hours learning to ask the right questions to gather critical health information from your patients.
NCCAOM Launches New Membership Organization
The National Certification Commission for Acupuncture and Oriental Medicine (NCCAOM) recently launched a new national membership organization, the NCCAOM Academy of Diplomates.
The Power of Eccentric Exercise: Hamstring Injury Prevention and Rehab
For almost 20 years, I've worked with professional athletes who make a living by running really fast. It goes without saying that hamstring injury (HSI) prevention and rehabilitation is a big part of what they expect from a sports chiropractor.
Filling the Gap: The Role of Alternative Practitioners in a Broken Health Care System
I have been asked many times what got me into alternative medicine. My answer is simple: I want to truly help and make a difference in people's health.
Roots in the Community, Branches Far Beyond
The Jung Tao School of Classical Chinese Medicine (JTS) was founded in 1998 by Sean Christian Marshall in Sugar Grove, North Carolina, a small community near Boone in the state's westernmost mountains.
Musculoskeletal Disorders Take Center Stage
Looking for the latest on the musculoskeletal pain epidemic and the increasing premium placed on preventive strategies including chiropractic? Check out The Impact of Musculoskeletal Disorders on Americans – Opportunities for Action.
Essentials of Assessment: The Squat
The squat is a simple, fast and functional tool to evaluate patient symmetry and function. As simple and easy as it is to implement, it can yield considerable amounts of valuable, clinically relevant information.
The Value of Melatonin in Breast Cancer Prevention and Adjunctive Treatment
Although melatonin (MLT) is best known for its sleep-aid properties and as a natural remedy to prevent jet lag, extensive experimental studies suggest it possesses anticancer activity through several biological mechanisms.
News in Brief
A Moment of Silence for Dr. Stephen Press; New ACA President Elected; F4CP Offers New MemBership Benefit.
Health and Wellness Partnership
Yo San University of Traditional Chinese Medicine and The Wellness Center at the LAC + USC Historic General Hospital recently joined forces to extend care to the residents of Boyle Heights area of Los Angeles.
The Art of Listening
One of the most important clinical concepts for me was voiced by the legendary physician William Osler. "Listen to your patient, he/she is telling you the diagnosis." After treating literally thousands of patients, it can become almost second nature to quickly discover clues which reveal the underlying diagnosis.
Building Relationships and Referral Networks with Allopathic Practitioners
Dr. Doug, an orthopedist of 20 years, had heard stories from patients who tried acupuncture. While he was able to address many of their complaints effectively, some appeared to gain additional benefit when their care included TCM.
July, 2006, Vol. 06, Issue 07
Tips to Make Your Retailing Adventure a Success
By Angie Patrick
Adding retail to your practice is a sound business idea proven to add unlimited revenue dollars to your business, while providing a profit for your bottom line. You potentially can add 20 to 80 percent or more to your income over treatment offerings alone! Numbers like that are difficult to ignore, especially when they are so easily within your grasp.
So, now that you have made the decision to offer products to your customers, where do you start? With so many decisions to make from product selection, to pricing, to merchandising, it's natural to feel a bit wary about taking the first step.I will share with you some ideas that can help you avoid making a mistake when beginning your new retailing adventure.
The first thing to identify is the type of therapy your services provide. Is your practice geared toward sports massage, relaxation massage, eastern therapies, holistic, energetic, spa, rehab or something else entirely? Once you have established what kind of market your clients comprise, you can begin to select products appropriate to your practice, as well as offering the greatest possibility of sell through.
Let's use sports massage as an example. Products appropriate for retailing in this type of environment would be hot and cold packs, analgesics, stretching tools, muscle relaxing bath soaks, exercise balls and so forth. The clientele for this type of massage would be more inclined to buy these types of items from their therapist because this is in the same realm as the therapy they seek from you. Offering items such as body scrubs and candles might not work as well in this sports massage environment. Conversely, relaxation products such as essential oils, buckwheat pillows, lamp rings, bath salts, sugar scrubs, salt scrubs, and scented lotions would be ideal retail items for spa, holistic and energetic therapy types.
Choose products you believe in and would use. Choose products you are knowledgeable about. When you make your product line decisions, make sure you are going to be comfortable with providing information about the product to your client. Know and understand the usage, and be able to share this information fluidly. Stumbling over instructions or ingredients will not convey a confidence in the product, and might cause your client to feel a bit unsure about purchasing from you. The more you know about your product lines, the better your ability to sell through and create more demand.
Listen to the cues you receive from your clients. Listen for phrases that begin with: "Oh I love the way my skin feels!" "What was that wonderful scent you used?" "I wish my skin could feel this soft all the time." "I want to get some of that stuff you used on my shoulder, it really relieved the pain." These are all cues signaling the type of products your clients would buy following a treatment.
The second piece in a successful retail program is pricing. You likely will be buying your retail products from the same place you buy your professional products. Often, your professional supply company might offer specialized pricing for select retail items. Spending your time trying to match professional pricing found in professional catalogs and advertisements is not necessary unless you are trying to retail your goods to other professionals in your field. Your pricing should be a fair "consumer" market value for your product offering, keeping in mind a few important points. One: you will be offering specialized professional products clients typically can't find in their local discount department stores. Two: your professional advice and suggestion also accompany that product sale. And three: your client likely will never frequent the supply company catalog or Web site from which you purchase your products, and likely will never see the pricing offered from them. Offering your products at an increased price is not bad business. Typically, the Manufacturers Standard Retail Price (MSRP) is a good indicator of pricing for your retail venue, and should be available from your supplier. The client is benefiting from your expertise, instruction and personal evaluation of the products you offer, so make sure you don't sell yourself short!
And lastly, presentation of your chosen product offering is the key in successful retailing. Clean and thoughtful placement of your products speaks volumes about you. A display with ample product appears well-kept and maintained. Avoid allowing only one of any item to be presented because doing so makes the item seem like an afterthought rather than a promoted feature. Items should be grouped in minimums of threes whenever possible. Three is a number that will provide ample product stock, as well as a pleasing aesthetic look.
Too many signs can give the appearance of a yard sale environment. Avoid hand written signs and price stickers. These techniques do not present a professional appearance, and can detract from the image you would like to present to your clients. You can print labels and signs easily from any PC. Doing so will add a streamlined look and feel, with a more desirable effect on your sales.
By following these simple guidelines, you can make retailing a natural part of your therapy practice. It isn't difficult to share information about products you believe in and can talk about from a personal perspective. This type of sales approach is real and honest, and is greatly appreciated by your clients. I encourage you to ask questions of your suppliers to find the right product lines for your needs. You can start small with a few key items you think would be beneficial. Whether you begin with a little or a lot, the important thing is just to start. You will be glad you did! I would love to hear about your retailing success stories and ideas. Feel free to drop me an e-mail at .
Click here for more information about Angie Patrick.
Join the conversation
Comments are encouraged, but you must follow our User Agreementcomments powered by Disqus
Keep it civil and stay on topic. No profanity, vulgar, racist or hateful comments or personal attacks. Anyone who chooses to exercise poor judgement will be blocked. By posting your comment, you agree to allow MPA Media the right to republish your name and comment in additional MPA Media publications without any notification or payment.