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Essential Orthopedic Testing: Tests That Involve Standing on One Leg
Since these tests have a common mechanism of performance (standing on one leg), there are differential diagnostic concerns during testing. The tests cannot be completely isolated from each other for performance.
Communication 101: Please Explain Yourself!
Twice this past week, I overheard conversations about chiropractic. As you can imagine, it is a topic my ears naturally pick up. In both cases, a patient was talking to a friend about their experience with a chiropractor.
The Heart Protector
On the physical level, the Pericardium is a double-layered sac of fibrous tissue that envelops the Heart. The space between the layers is filled with serous fluid that protects the Heart from external shock or trauma and lubricates to allow for normal Heart movement.
The Wonders of Light Therapy: An Interview with Wes Burwell
I first met Wes Burwell in 2011 when he was teaching a class on light. Since then, every time I hear him speak, his understanding of the benefits, function and capacity of light has evolved.
Managing Patient Expectations About Acupuncture
Last year, I attended the Pacific Symposium in San Diego for the first time in six or seven years. It was the 25th anniversary of this event, and on one evening there was a panel discussion with the title; "What is Qi?."
AOMA Strengthens Leadership Team
AOMA Graduate School of Integrative Medicine, a leading college of acupuncture & herbal medicine, announced the appointment of Donna LaPoint Hurta, MBA as the new VP of Finance & Operations this Fall.
Sports Science: What's in That Drink?
Athletes frequently ask me what the best liquid is to drink during exercise – water or a sports drink? Water provides the necessary hydration, but unfortunately, it lacks the key nutrients to aid in performance and recovery.
Chiropractic Research in Review
Predicting Pain With Disability in Office Workers; Traction Approaches for Discogenic Cervical Radiculopathy; Intra-Articular Gas Bubbles Following Manipulation; Nonresponsive Chronic Ankle Sprains: Think Tendon Rupture.
The Tao of Gender
If you think gender is as simple as having a new client check off the "male" or "female" box on your intake form, we hope this article will expand your understanding and thus the reach of your health care.
Uncle Sam Needs You (Part 2)
Where chiropractic care has been used in the military health services, it has been deemed very successful.
Simple Ways To Find True Happiness
Patients in our clinics are always seeking happiness. As their health advocate, we need to ensure we inform them that in order to find happiness, they have to make sure to identify what makes them happy in the first place.
Pulse Diagnosis: What We Know
I am still finding pearls of wisdom from the books and papers that I inherited from my pulse diagnosis mentor Jim Ramholz.
Healing With TCM at San Quentin State Prison
For the prisoners at San Quentin State Prison, life-sentences are the reality of every day life. It is not often that prisoners get the opportunity to use alternative medicine to deal with common ailments they encounter behind bars such as, depression, anxiety and pain.
A Commonly Missed Spinal Fixation: The Upper Lumbar Spine (Part 2)
As mentioned in part 1, using a flexion-distraction table is a great way to unlock this particular fixation. You have found the stuck segment. You have determined whether it is unilateral, midline or bilateral.
Lime Jello on Morphine
Taste is in the eyes... actually the mouth... of the beholder. My food preferences have changed, lightening from the food of my youth. My parents loved heavy eastern European cuisine and I loved it as a child. Now I enjoy leaner, healthier whole foods.
Jingei Diagnosis: An Effective and Powerful Diagnostic
I graduated from the Kotatama Institute under the direction of Drs. Masahilo and Katsuharu Nakazono in 1984. As a student, I was exposed to the practice of most of the various theories and modalites of Oriental Medicine.
The Case for Immunization
As long as I have been a chiropractor, I have seen many in this profession oppose vaccinations. Indeed, it has often been taken as a "given" that to be a principled chiropractor requires a curmudgeon's willingness to hold aloft that banner of opposition.
Managing Today's Fertility Patient
I recently received an email from one of my fertility patients: "Got my lab results back. FSH is 11, AMH is 0.7. My doctor said these numbers aren't good. I guess I'm infertile. Just as a thought. Just set up an appointment to speak with an adoption agency."
Correcting Pelvic Rotation Around the Long Axis: Adjustment Protocol
The pelvis can be considered a ring that can misalign on the sacrum rotating around the long axis. The following is a description of an adjustment that helps to correct sacroiliac rotation around the long axis.
CMT & Stroke Risk: Myth vs. Fact
By now, most of you have probably heard that the American Heart Association recently published a statement regarding the association between cervical dissection (CD) and cervical manipulative therapy (CMT).
Dr. George Goodman and His Legacy to Logan University
Those who knew him called him a revered leader, a visionary and one of chiropractic's biggest advocates. George A. Goodman, DC, Logan University's sixth and longest-serving president, passed away on Sept. 9. He was 70 years old.
Commingling Money: 12 Questions for the ACA About the CHAMP / NCLAF Merger
The American Chiropractic Association recently announced it was merging the National Chiropractic Legal Action Fund and the Chiropractic Health Advocacy and Mobilization Project into a single entity that will support both legal and legislative actions.
August, 2004, Vol. 04, Issue 08
By Steve Capellini, LMT
Author's note: The Spa Letters column features news, personality profiles, trends and plenty of professional possibilities for LMTs in the spa industry. The style is epistolary, meaning the articles are letters to a fictional massage therapist friend of the author.
The Spa House is open! It's unbelievable, or at least it must seem so to you.Finally, after years of dreaming and working toward your goal, and months of frantic preparations, you are now officially the owner of your own operating day spa. Congratulations! Take a deep breath. Give yourself a pat on the back. And now... get ready for the real work. It's the day-to-day operational grind that is the true test of any spa.
So, what's next? Of course, the tendency in these early weeks and months is to have a myopic view about what needs to be done, focusing on fires to put out, customers to serve, employees to deal with and so on. No doubt, you'll also anxiously think about those who are NOT your spa customers yet, the hours on the clock NOT yet booked, and the treatment rooms that remain empty. At this stage, though, I would advise you not to fret too much about these obvious matters. Instead, put some energy into an area that, at least in the long run, will play a vital role in the Spa House's success - your bread and butter, so to speak. Namely, retail.
Sales, Sales, Sales
As you go through the inevitable slow periods at the beginning of your business, take advantage of your free time and spend it making some important decisions about your retail program, tweaking and fine-tuning it as you get feedback from your customers.
Remember, retail success (or lack of success) can often make or break a spa. Most spas have profit margins in the 10 percent to 15 percent range, if they're profitable at all. Without retail, many of them would see their profits dwindle to nothing. So, in planning for your spa's longevity, you've got to include retail as a big part of that vision. In these first months of operation, retail sales can make up for an initial lack of customers.
Just think: if you sell home-care products at a 50 percent service-to-sales ratio, it will be like having 50 percent more customers in your spa. During this early phase, 25 customers a day at $100 each would add an extra $1,250 to your bottom line. Granted, that would paint a rosy picture about the salesmanship ability of your staff, but even at half that level you'd be doing well, at least in the beginning. Later, you can expect much more as your clientele expands.
Training & Commissions
So, how are you going to get all these sales rolling in? Since it will be your staff making the sales, it only makes sense to spend the time and even a little money getting them adequately trained for the job. Often, the vendor who supplies the product will also supply sales training since it is to your mutual advantage; I suggest taking this a step further and investing in some stand-alone sales training, either by a hired expert or by your partner, Barbara, who is an expert business person.
Sales trainers are not cheap - expect to pay at least several thousand for a two-day course - but the good ones are worth it. You can find them via the National Speaker's Association (www.nsaspeaker.org) or visit your local bookstore for sales books you like and see if the author is available for trainings (many are). Training your staff is not enough, though. You must also motivate them. When it comes to sales, nothing motivates like money. Typically, commissions are paid on sliding scale.
For example, you can pay your staff 5 percent commission on the first $500 of product and merchandise they sell in a calendar month; 10 percent on $501- $1,000; and 15 percent above that. You have to come up with your own numbers based on realistic expectations. Also, estheticians are far more likely to sell than therapists due to the nature of their services, so you might want to adjust for that, making it easier for therapists to get to the next level. If no service person makes the sale, the commission can go to the front desk person who rings it up. The front desk people should be trained in sales, too, as should the receptionists. Everyone in the Spa House should be trained to sell.
Private Label Time?
You've already chosen top-quality organic product lines for your retail section; now you just have to back it up with the sales know-how of your staff. I'm sure you'll do great with your retail program as it stands, but you can take it even further through private labeling, which means that you take an existing product and put the Spa House label on it.
I suggest you monitor which items sell the most during the first few months of operation, then approach the companies who sell them and ask if they offer private labeling. You'd be surprised how many do. Several companies specialize in private labeling. You can contact them directly to get the best deal, but you'll want to try each line first to make sure it lives up to your standards. Just do an Internet search (I prefer Google) for "private label spa products" and you'll come up with hundreds of possibilities.
A Final Word About Sales
You can, quite literally, sell anything in your spa store. Well, maybe not cars, alcohol, tobacco or firearms, but most other items are fair game. Now that you have an outlet, take advantage of it. Poll your customers for their needs and desires, and give them what they want. As long as it fits in with your spa's overall vision, you can go wild. Think of your resale tax ID number as your ticket to creativity. How about books? Candles? CDs? Sunglasses? Watches? Clothing? Ceramics? Gifts? And on and on...
Lou, I'm wishing you the best of luck. Somehow, I can tell that you and Barbara are more than up to the task of making the Spa House work. I feel as though you're about ready to make a go of it on your own and you probably don't need my advice as much as you have over the past few years, but I'll write a few more times just to make sure you're up and running, and that everything is OK.
Steve Capellini, LMT
Click here for previous articles by Steve Capellini, LMT.
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