resourcesABOUT MT AUTHOR GUIDELINES CLASSIFIEDS EDITORIAL CALENDAR MEDIA GUIDE MASSAGE MART SCHOOLS & EDUCATION FEEDBACK
Let's face it – patient evaluation takes time. Unless you are really into the diagnostic evaluation game, you probably have found the formal exam protocol tedious if not downright annoying.
The Spirits of the Points: The Gall Bladder Official
The Gall Bladder is known as The Official of Decision Making and Judgment. In any given day, this Official makes countless decisions – conscious and unconscious, which influence every aspect of our being.
Spinal-Cord Injuries: Saying No to Steroids
With steroids, epidural and otherwise, in the news lately for their overuse when treating back pain (and their danger when tainted by fungal meningitis), it was high time for a policy change, and we've got one, from the Congress of Neurological Surgeons and the American Association of Neurological Surgeons.
Helping Infertility Patients with the Spirit Essence
As many of you know, when it comes to treating infertility, we are dealing with a patient population that is, generally speaking, in emotional turmoil. These patients often experience fear, anxiety, despair, hopelessness, grief and anger.
News in Brief
Cancer Treatment Centers of America Continues Support of Chiropractic; ACBOH Announces 2013 Practical, Written Exam Dates; PCORI Approves Funding for Research on Spinal Stenosis; Macquarie University to Cease Offering Chiropractic Program.
There Are No Secrets: Treating Complicated Conditions with TCM
Including standardized extra points, there are just over 400 acupuncture points on the body. You get 400 and I get 400 - same. Yet, time and time again treatment protocols are coveted as if they were some secret formula only intended for the right and privileged.
Medical Payola (Part 2)
Not only has Medtronic made billions selling expensive screws and hardware for highly controversial spine fusions, but a Senate investigation also found Medtronic felt compelled to write and edit medical journal articles attributed to outside physicians that downplayed the risks of the company's best-selling bone graft, Infuse.
Covering Chiropractic as a Profession, Not a Single Service
Recently Dynamic Chiropractic published a front-page article about various state essential health benefits and referred to Oregon and four other states not currently providing chiropractic as a covered benefit.
Economics of Complementary/Integrative Care
Although this column doesn't usually feature a book review, we're going outside of our usual public health format to discuss a new book written by Patricia Herman ND, PhD.
Energy is a hot commodity. Society pays dearly for it and for the expertise of those who know how to cultivate it.
Chiropractic Research: A Moral Issue
This year I've had the opportunity to go to three great chiropractic research conferences; the ACC-RAC, the Fédération Internationale de Chiropratique du Sport (FICS) Congress and the World Federation of Chiropractic Congress.
Peer Points: Stories of Practice Success
When patients go see Arizona-based acupuncturist Jing Liu, it is to get top care from an practitioner well versed in all aspects of Traditional Chinese Medicine.
Calcium Supplements and Mortality
When the National Institutes of Health's AARP Diet and Health Study reported that men who took calcium supplements had a higher risk of dying from cardiovascular disease compared those who didn't, it was the third large cohort in six months with alarming findings regarding calcium supplements.
You are What You Eat Part II: Integrative Protocols
In the previous installment of this article I discussed important ideas concerning gastrointestinal health and foundational ideas from TCM, which can provide key insights into creating effective protocols for healing the gut.
Happenings in Our Evolving Profession
Good things seem to be happening for our profession and recent developments show we are all on board. Talking about being on board, this September The Veterans Express-Purple Heart Tour is expected to make its way out of the station.
The Pallof Press for Core Stability Evaluation
Many people become injured because of instability, weakness and poor neural-sequencing patterns in the core. Lack of bracing and support from the inner core cylinder during coronal and transverse movements makes the body vulnerable to compensation injuries.
History Repeating Itself in Wisconsin?
Thirteen years ago, the Wisconsin Chiropractic Association (WCA) "agreed to settle Federal Trade Commission allegations that [the association] orchestrated a conspiracy among WCA members to increase prices for chiropractic services and to boycott third-party payers to obtain higher reimbursement rates."
Repeating Bone-Density Tests
The U.S. Preventive Services Task Force recommends that women older than age 65 undergo bone-density testing. However, organizations in general have not stated when repeat bone-density testing should be done.
Business Building: What's Your Strategy?
I know some in our profession love to debate about whether or not spinal curvatures change as a result of our chiropractic adjustment, but I have a question that hits a little more close to the belt than that: Are chiropractors capable of change?
In a previous column, I discussed the history and definition of evidence-based practice (EBP), and expressed concerns with how the concept has been narrowly construed by some academics and payers.
Wisconsin Exam in the Spotlight
You've passed your national boards with flying colors, including Part IV, the practical examination, at a combined cost of more than $3,000.
Telecommuting and Technology: Ergonomic and Worker's Comp Considerations
As our world becomes more and more reliant on technology, equipment becomes more dependable and we become increasingly more comfortable with e-mail, the fax machine, the Internet and the smartphone, it is becoming easier and easier to work away from the office.
Exercises for Back Pain: Low-Compression Training Program
This program is intended for two groups of people: 1) those who want to engage in resistance exercises for the major regions of their body without developing back pain in the process; and 2) those who already have back pain and want to do resistance exercises, but consistently re-irritate their back when trying to do so.
Herbal Medicine: Go Mainstream
When it comes to practicing herbal medicine in a mainstream setting, there are a number of important points to understand when it comes to prescribing formulas. Some important questions to ask are - what method of prescribing and dispensing is most effective in this setting?
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.
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