Lost A Sale, But Initial Phone Consultations — A Big Part Of Brilliant Customer Service
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Going On-Site With Chiropractic Care
The Foundation for Chiropractic Progress has released a position paper highlighting the financial, clinical and patient-satisfaction benefits of providing chiropractic care at on-site corporate health clinics.
Marketing with a Microphone
When given an option, it stands to reason that people prefer to do business with those they know, like, and trust.
Meet Cheyenne: Your Future Colleague
Allow me to introduce you to Cheyenne (Chey), the daughter of some of our family's closest friends. We attend and serve at the same church together, and have known each other for many years.
Sports Medicine 101: Surgery or No Surgery?
In the world of sports medicine, many careers are saved by surgeries that correct traumatic damage to the body. Muscle tears, ligament damage, fractures, spinal disc herniations, and joint instabilities are a few of the issues frequently addressed with surgical intervention.
Nomenclature and Classification of Lumbar Disc Pathology: Version 2.0
The Nomenclature and Classification of Lumbar Disc Pathology consensus, published in 2001 by the collaborative efforts of the North American Spine Society, the American Society of Spine Radiology and the American Society of Neuroradiology, has guided radiologists, clinicians and the public for more than a decade.
The Risks I Took
We all take risks when we choose this profession. For some, it is not knowing if you can make a living practicing TCM. For others, it is parental or cultural disapproval.
I was sitting in a Pizza Hut in Peoria, Ill., with my friend Reggie, sometime in the spring of my senior year in college, when he started doodling on his paper placemat. In those days, the company had a picture of U.S. on the mats, showing all the locations of the "Huts" in the country.
Q&A With the First VA Chiropractic Residents
As you may have read previously, a major step forward for the profession occurred in July 2014 when the Department of Veterans Affairs began piloting a chiropractic residency program at five locations.
The Three Heater Official
This Official, belonging to the element Fire, is responsible for maintaining and regulating the heating system of the body, mind, and spirit. It is named for its function. The trunk is divided into three "burning spaces" or "jiaos."
Chinese Doctors Poke Holes in Australian Study
A recent Australian clinical trial, published in the Journal of the American Medical Association (JAMA) in 2014 by Rana Hinman, et el., evaluating the effectiveness of both needle and laser acupuncture for chronic knee pain.
Treatment of PTSD: An Opportunity for the Practice of Integrated Medicine
PTSD is widespread across America today. Not only do many of our honored men and women in uniform bring it home with them from the war zones they have been active in, but it often follows any life-threatening event people go through when their lives have been in danger.
Desert: A Metaphor from the Study of Genetics
In most of the human lives I know about, there are stretches of time which feel stagnant, or worse. We can feel adrift, or wounded and sidelined, and these times don't seem to carry much usefulness while they are unfolding.
Key Changes and Updates to the 7th Edition CNT Manual
Acupuncture Today recently interviewed Jennifer Brett, ND, L.Ac. regarding the updates to the CNT manaul.
Integrative Medicine for the Underserved: A Seat at the Table
Numerous organizations have risen to the challenge of providing care to medically-underserved populations and here we feature one such group.
Should You Change an Athlete's Natural Running Form?
Once past the ankle, impact forces travel at about 200 mph into the knee. In addition to allowing the quad to absorb force, bending the knee (E) prevents the hip and pelvis from moving up and down too much (F), which is important for injury prevention and efficiency.
The Source-Luo Point Combination, Part 2
The Da Cheng includes symptoms for the source-luo points that indicate when to use them for treatment. Yang defines the method as the guest-host (it is one of a variety of acupuncture point combinations called guest-host).
An International Life: An Interview with Mary Elizabeth Wakefield
I met Mary Elizabeth Wakefield during her class last summer in Seneca Falls, New York at the Finger Lakes School of Chinese Medicine.
Creating Relationships at Southwest Symposium
The month of May brought many interesting activities. As I have said in many previous columns this year, this profession is moving in a very exciting direction. Make sure you are getting involved. If you're not, you just might get left behind.
Free Yourself From the Pocketbook Practice
Let's take a journey together; there's an important lesson to be learned. Imagine a town or city just like yours.
News in Brief
Investigating the Cellular Impact of Mechanical Force; National Board Seats (Not-So) New Officers at Annual Meeting.
NCCAOM Video Contest
The NCCAOM is excited to announce the launch of the second annual video contest "Because it Works!" 2015.
July, 2005, Vol. 05, Issue 07
Spa Issues and a Request
By Ralph Stephens, BS, LMT, NCTMB
The International Esthetics, Cosmetics & Spa Conference was held in Las Vegas, Nev., April 30-May 3, 2005, where I was invited to attend as a continuing education presenter. It was truly an amazing event, very well run and heavily attended.I got to immerse myself in the spa industry and talk to spa owners and operators, as well as spa massage therapists. There are some interesting issues bubbling in the spa industry regarding massage. The two I found most fascinating were injuries and product sales.
All health care professions have their "walking wounded" who are practicing through their injuries and "dis"-health. It is amazing to me how few health care practitioners actually practice what they preach. The spa industry is no different. The majority of the therapists I met at the show were suffering from massage related injuries and not getting proper care for themselves.
Of course, this is a problem in our entire profession because body mechanics are seldom taught and rarely learned when they are taught. The volume of work done at spas increases the incidence of injury when therapists do not receive adequate training in working postures and self-care. This will undoubtedly begin to cost spas a lot of workers' compensation dollars.
Maybe this issue will eventually force schools to teach body mechanics and self-care in a more than passing manner. If I had a spa, I would only hire therapists from schools that adequately trained students in these subjects. Isn't it time schools started conditioning their students to be able to physically do the jobs expected of them? Time will tell.
The second issue is product sales. Spas have products for sale for their customers and they want their staff, including massage therapists, to promote and sell those products. Usually the therapists receive a commission from the sales they make. Spa operators are rather perplexed because massage therapists are resistant to this concept.
For some reason, massage therapists are being taught that it is unethical to sell products or additional services to clients. This amuses me. I do not see why selling something is unethical. I do not know of a health care profession that does not sell products to their patients. MDs sell drugs, appliances, casts, braces, splints, TENS units and all sorts of stuff by the boatload. DCs sell supplements, pillows, braces, supports and lots of other useful items. I cannot think of a health care profession that does not sell "stuff." Yet, somehow, in the massage profession, selling something is this huge ethical issue. Would somebody please tell me what is wrong with selling something?
This pious, unjustifiable, false morality should be laughable, but, sadly, some take it quite seriously. It has always amazed me how indignant some massage therapists get when something is offered for sale at a massage school or continuing education event. Where is this coming from? If you don't want it, don't buy it. It is not unethical or immoral to offer something for sale. Is this some envy of success issue or poverty consciousness, or maybe some of both? What is wrong with offering (selling) a useful product that can be beneficial to a client or student?
Most likely comparable products cannot be found elsewhere, as schools, practitioners and spas tend to sell professional grade products that are not available in the public marketplace. Even if the product is available at a local health food store for instance, why not provide the convenience of availability and expert advice for use to the client? There is nothing wrong with selling stuff! A lot of struggling massage therapists could increase their incomes significantly if they added products sales to their practice. This should be taught, not discouraged.
No, I do not think a massage should be an hour-long sales pitch; however, it is very rare I have a patient who, during the course of the massage, does not tell me about some problem or another. I assume they are looking for suggestions and help or they would not bring it up. If a product I have is appropriate, I mention it (without missing a stroke), then let it go and bring it back up at the end of the appointment during checkout time. My patients are grateful for the high-quality, professional products I have available for them, not offended.
There have been some reports of spa operators imposing sales quotas. I understand that to tell a massage therapist they have to sell a minimum volume of product could be unreasonable, especially if the products are shampoos and creme rinses; however, if such quotas are made clear during the hiring process, and the therapists knows and understands the quotas prior to accepting the position, I do not see a problem. It is unreasonable and unfair if the quota comes down on their head as a surprise after they have begun working somewhere. So, if you are going to work for a spa or salon, be sure you know all the conditions of employment and have them in writing before accepting the position.
Help! Following the lead of my editor, Cliff Korn, I want to ask for your help with my column. If you have a hot therapy tip or a favorite therapy technique you think is worthy of sharing with your colleagues, send it in to me. I will share it in the "Try This" section of my column. Of course, I will give you credit for it, unless you want to remain anonymous. No more than 150 words and only one tip per person. Send to . We can help each other help more people. Thanks!
Try this: Having problems with neck complaints involving the sternocleidomastoid muscle (SCM)? Sometimes the SCM just won't respond to massage and relax like it's "supposed to." Move inferior and work the rectus abdominis, especially its upper attachments at the ribcage and sternum. Then work the sternum and the inter-costal spaces on each side of it. (Be sure to advise your female patients of what you are going to do and get their consent, as this can be a boundary issue.) Now return to the SCM, it will often respond positively. There is a fascial connection from the SCM to the pubic bone.
Have a great, safe 4th of July!
Click here for more information about Ralph Stephens, BS, LMT, NCTMB.
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