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Peer Points: Promoting TCM Knowledge
When Elaine Wolf Komarow, LAc, received her first acupuncture treatment in 1989, she said it changed her life. "I felt more aware, calmer, and happier. I was so fascinated by the changes that I began to learn everything I could about the underlying philosophy of Chinese medicine," said Komarow.
The Acupuncture Now Foundation: What Our Profession Needs
Although acupuncture is growing in popularity it continues to be underutilized due to misunderstandings about its true potential. Only a fraction of those who could be helped by acupuncture know enough to seek it out.
The Power of Mu Xiang to Treat Irritable Bowel Disease
Bloating and gas pain is something that everyone has had to deal with at one point or another; however, that's usually reserved for holiday dinners and other large gatherings.
Giving Chiropractic Some Much-Needed PR
Public relations has not always been the chiropractic profession's strong suit, a shortcoming that has subjected the profession to countless attacks on its legitimacy and seemingly perpetual confusion among the public and the health care world as to the skills and services doctors of chiropractic provide.
Drug War Rages in Wisconsin
Based on its actions over the past 15 years (review the sidebar in the app version of this article), controversy and the Wisconsin Chiropractic Association seem to go hand in hand.
Capturing the Essence of Tai Chi
Over the last 12 years, I have been working on one of the few documentaries about Tai Chi. It's called The Professor: Tai Chi's Journey West and it's about Cheng Man-Ching who moved to New York in the 1960s.
Meat in the Middle
Have you ever wondered what's the truth about meat? Is it really as bad as many people think?
Treating Menopausal Women in Your Practice
I love what I do for a living. It's a great way to trade health for bread. And no topic of health, with the right bedside manner, is taboo.
Inspire Your Patients to Make Healthy Choices
Have you tried to get your patients to change their eating habits or their diet and couldn't get them to succeed? Were they confused and unsure of what the right thing was to eat? You are not alone!
Treating Chronic Depression with Acupressure
In Traditional Chinese Medicine there already exists a comprehensive theory linking the body and mind.
Chronic heightened emotional states create a perfect breeding ground for illness. Through my practice I noted the increasingly obvious relationship between one's mental focus on negative thinking, emotions, resistance to experiencing feelings and disease.
Five Element Acupuncture Can Enhance Your Practice
For eight years I have been teaching and supervising TCM students at an acupuncture college in Colorado, in Five Element acupuncture.
News in Brief
Foundation for Chiropractic Progress Enrolls Second Group Member; Focus on Chiropractic Education at WFC-ACC Conference in Miami; Are You Ready for Another "Have-a-Heart" Campaign?
Introduce Your Patients to Collagen Induction Therapy
Cutaneous (skin) aging generally occurs from either intrinsic or extrinsic processes. Intrinsic aging results from natural skin tissue damage and degeneration.
Acupuncture Detox as Part of Drug Rehabilitation
In the U.S., more than 2,000 alcohol and drug rehabilitation programs have added ear acupuncture to their practice. The development of the protocol was determined by Lincoln Hospital as it delivered 100 acupuncture treatments daily.
The McGill Approach to the Lower Back (Part 1)
Stuart McGill, PhD, brings a unique combination of tools to the table. He is a scientist who also functions as a clinician. He describes himself as a medical consultant who is referred challenging patients. He is both evidence based and practical.
Correcting Dysfunctional Movement Patterns – Is Local Treatment Enough?
It is widely believed that mechanical, non-traumatic back pain is largely related to dysfunctional or compensatory movement patterns the body has adopted over time.
Alcohol Consumption Strongly Linked to Risk of Colorectal Cancer
Alcohol intake is one of the primary risk factors for many human cancers, and is strongly associated with cancers of the oral cavity, pharynx, larynx, esophagus, liver, breast, and notably, the colon and rectum.
Implications of Section 2706: The Non-Discrimination Provision Survey
In late April 2014, NCCAOM diplomates received an email survey with the subject line: "End discrimination against acupuncturists" polling CAM practitioners for a Request for Information from the Department of Health and Human Services, released in mid-March.
Finders Keepers: The Secret to Relationship-Based Marketing
Becoming a successful practitioner has less to do with what you learned in school, and more to do with your ability to find new patients and keep them!
The Bottom Line ... From a Surgeon Who Knows
Regardless of individual relationships between providers, there continues to be a type of Hatfield-McCoy feud between the philosophies of medicine and chiropractic, particularly when it comes to musculoskeletal ailments.
Chinese Medicine: The Natural Way to Children's Wellness
As a child, I did not like going to the doctor. For the most part, when I had to go I wasn't feeling good to begin with, and I was heading into a sterile environment to be awkwardly probed by a man in a white coat for a very short, impersonal period of time.
Micro-Needle Dermal Roller Use in the Treatment Room
Recently micro-needle dermal rollers have been getting a lot of media attention. As a practitioner who specializes in acupuncture facial rejuvenation, I know that skin needling with a dermal roller (also known as collagen induction therapy), promotes the natural reproduction of collagen and elastin, making the skin feel smoother and tighter.
It Pays to be a Foodie
If there is an inner foodie in you, just waiting to burst out—this article is for you! Do you want to know how I know? I'm that girl. My middle name might as well be "Foodie." I love food! And if my patients are any indication, many of them do as well.
"Turn, Turn, Turn"
Many people are credited with saying, "If you remember the '60s, you really weren't there." Given the fact I didn't become a teenager until 1970, I actually do remember the '60s (or at least part of it). And as a child of the '60s, I was, of course, influenced by the music.
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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