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Transforming Las Vegas
On a warm spring day in Las Vegas, Sonia Kim, clinic front desk staff, is busy preparing for a full day of intern shifts at Wongu Health Center. She greets patients, makes sure documents are properly signed, and lets the interns know that their patients have arrived.
With Low-Back Pain, Sometimes Little Things Matter
Typical treatments for low back pain involve large muscles like the quadratus lumborum, iliopsoas, and piriformis. However, there are situations when a very small muscle, the multifidus, can play a significant role in the diagnosis and treatment of low back muscular or spinal injury.
Keeping Malpractice Allegations at Bay
It has been suggested that in the litigious environment in which we live, the practice of chiropractic should be defensive and practitioners should constantly be watching their backs. An element of defensive practice is a good idea.
Discovery: Finding Insights and Each Other in Different Disciplines
Recently I've been thinking about all sorts of things which are hidden from our daily direct experience. That general category is what links nearly everything that catches my attention and then demands some kind of investigation.
Parker University Embraces New Era
Change is in the air at Parker University, which recently announced the selection of both a new president and a new consultant for its seminar program.
A Whole-Body Approach to Chronic Tension Headaches
Nearly every day in our practices, we see patients with chronic headaches that have not responded to traditional treatment. They present in our offices with a feeble hope that "maybe" a chiropractor can help.
The Need for Standards
ISO-TC-249: You may look at these letters and numbers and wonder what they are and what they might mean. They turn into: International Standards Organization- Technical Committee – 249. There is a global organization called The International Organization for Standardization.
How to Reach Your World With the Chiropractic Message
My latest effort to share chiropractic occurred in mid-May while I was sitting at an introductory parent information night for high schoolers. The IT instructor informed us that each student would be receiving a computer for all their studies.
A Different Way of Looking at It
The way you and your chiropractic colleagues access information has changed over the past decade. According to a recent survey conducted by Dynamic Chiropractic, almost half (48 percent) of DCs read online articles on their personal computer or laptop daily.
Constructing Our Reality, Part 2
My last article discussed perception and its relationship to the primary channels. Before we get to the channels most commonly used to treat sensory disturbances, the small intestine and triple heater, we should first talk about the bladder channel.
Finger (Pad) Pointing: Repetitive-Use Injury Waiting to Happen
"My wrist and hand hurt. I spend all day working on computers and then I come home and spend more time on a computer, usually playing video games."
Sleepless nights, anxiety, mood swings, euphoric energy bursts, obsessive thinking, and a strange feeling in his chest. That is what Matt was experiencing when he first entered my practice. Rather than being concerned, he was loving every minute of it.
Billing Timed Services
Q: I do not always use physical medicine services but in my state I do have a scope of practice that allows me to provide many of these services. I am trying to understand what "direct one-on-one patient contact" means in relation to physical medicine services.
Understanding Levels of Evidence
The concept of levels of evidence is a cornerstone of research literacy and a great starting point for understanding basic principles of how research works.
Streamline Your Front Desk
Your front office can be your greatest source of efficiency or it can be a constant bottleneck. Increasing the productivity of this area, while not sacrificing the quality of patient interaction, can be a little tricky. However, with some focused effort and intention, your front desk can keep your practice running smoothly.
Prostate Cancer Risk
A large study published in January 2016 in the American Journal of Clinical Nutrition showed that men who are vegans had a 35% lower risk of developing prostate cancer compared to non-vegan men. The study followed more than 26,346 men who are part of the Adventists Health Study-2.
Hip Flexor Contractures & LBP in Above-the-Knee Amputations
Patients with above-the-knee amputations (AK or AKA) are particularly prone to developing hip flexor contractures. Not to be confused with muscle tightness, contractures are a permanent shortening of tissues which cause deformity or distortion.
News in Brief
NYCC Aggregates Degree Programs in New School; Palmer Chancellor Receives Education Award From ICA; Oklahaven Announces "Have a Heart" Winners.
Living Well: Lessons From Our Oldest Old
Aging is a significant public health problem, important to chiropractors in practice and important to DCs who teach students training to become chiropractors.
Distal Style Treatment of Neurogenic Pain
Treat locally or distally? This question has frequented my thoughts for the treatment of pain throughout my acupuncture career. Each style has strengths and weaknesses, thus the versatile practitioner would do well to forgo dogmatic adherence to any one style in deference to the needs of the individual patient.
In This Current Age of Anxiety
Anxiety, also referred to angst or hysteria, goes by many names. One, popularized by the sagacious Zhang Zhong Jing, who many practitioners of Chinese Medicine may be familiar with, is known as Restless Zang/Fu disorder.
Low Fat vs. Low Carb & the Power of Protein
A science-based website recently posted a nice summary of 23 randomized, controlled trials from peer-reviewed journals pitting low-carb diets against low-fat diets.
Billing One-on-One, Direct Patient Contact
This is often misunderstood and leads to trepidation when documenting and subsequently billing timed services.
One of the most common trends to see in clinical medical practice and public health is the cycles of health "buzzwords." These come and go depending upon the current cultural zeitgeist. One year, "parasites" are causing all the issues, and the next year it's "candida."
Holistic Skin Care and Modern Technology
Anti-aging is a concept that we hear in reference to skin rejuvenation and growing older on a daily basis. Aging begins as soon as we are born; therefore "pro-aging" is embracing all stages of life gracefully, with vitality, wisdom, joy, and gratitude as the goal.
Building Bridges with Discipline
As practitioners of traditional Chinese herbal medicine, our role is to educate patients and medical practitioners about the various safety aspects of our medicine. Medical doctors that embrace Chinese medicine want to collaborate and include Chinese herbal medicine in more aspects of clinical care to support their patients.
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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