Show Me the Money! How to Make It Rain

Transcription

1 How much income could you be missing? Show Me the Money! How to Make It Rain Kathy Mills Chang, MCS-P Increase Internal Profit Centers Explore cash-based services Know the power of wellness care Embrace products for sale in your practice Cervical Pillows Lumbar Support Pillows Lumbar Bracing/Belts Stabilizing Orthotics Nutritional Support Exercise and Rehab Equipment Analgesics Ideas to Ponder Massage Therapy Wellness services AND EVEN MORE! Yoga Weight loss Acupuncture Laser therapy Decompression therapy TEAM KMC 1

2 Cervical Pillows Mentally calculate the number of patients in the last 6 months with a cervical condition and diagnosis What percentage of those patients sleep in a bed at night? Wouldn t you want that neck supported? Lumbar Support Cushions What percentage of your patients work at a desk? What percentage of your patients drive for a living? Do you regularly recommend a support cushion? Many lumbar conditions respond better to bracing for a period of time Stocking various sizes? Your patients will thank you Lumbar Bracing TEAM KMC 2

3 Tens Units/Pain Relief For use at home Seen by third-party payers as a positive to moving the patient to take care of themselves Low cost/easy to sell Any patient with any sort of chronic pain is a candidate Orthotics as a Profit Center Orthotics plus ancillary services add up Average practice has 20 NP/month Half being put into orthotics increases collections by at least $50,000/year You Know You Need to Prescribe Them... Now What? Prescribe what s appropriate for the patient Know that there are options for payment of orthotics, just like for other healthcare Don t confuse the prescribing with the getting paid 1. Patients who are insured for orthotics with appropriate coverage 2. Patients who are insurance for orthotics but are underinsured 3. Patients who have NO coverage for orthotics Three Major Groups Stabilizing Orthotics If you believe when the foot hits the ground, everything changes, then why wouldn t you want every patient supported? Don t rely on insurance only TEAM KMC 3

4 Patients Get It Other Possible Ancillary Services Dr. Scholl s is everywhere on TV They are doing the education for you Feet can lead to back pain Patients will pay for what they understand Extremity adjustments Therapeutic exercise Neuromuscular re-education Manual Therapy Grab a Partner You Don t Have to Be David Seaman to Do Nutrition Be a total care doctor You don t ask, you don t get! Keep it simple Be protocol-based Simple Nutriceuticals Natural Pain Relievers General Nutrition Anti-Inflammatory Multi-Vitamins Fish Oils TEAM KMC 4

5 In-Office and Home Care Home Care Is Important Moving the patient to independence is key Ensure they get the best equipment Keep them safe They expect you to direct them Analgesics Proof is in the pudding You must demonstrate the value Have you heard of Bio- Freeze-aholics? Run the demo project Make it easy for folks to find you Use the FREE brochures Get PEP py Now! PEP stands for Patient Education Program Best of all, it s NO CHARGE to the doctor! This sampling program is for in the office as well as marketing Last year, Performance Health gave away 35 Millions samples Sponsorship Brings Patients! Acute Care Kits Most events will have goodie bags. Golf events; races; community events; service clubs; biking events Use this chance to get your flyer into the goodie bags with your samples attached Have acute care kits ready for patients Ice pack, BioFreeze samples, exercises or instructions, nutriceuticals for pain Place in a zip lock bag ready to go! Consider ADL instruction for coding TEAM KMC 5

6 Great Passive Marketing Even though you may not focus on pain relief, it s a great door-opener Use gravity-fed dispensers Teachers lounges Police/Fire First Aid Kits/Corporations Massage = Cash Profit Center A popular national massage franchise states the following about their company: 21,000 LMTs employed 16 million services annually 1.4 million clients $5-$7 billion annually for massage industry Insurance or Not Learn to document need for massage or manual therapy to show medical necessity for third-party payers Understand how to use and market massage services as a cash service so your patients don t go elsewhere Muscle Therapy as Cash Service When massage or manual therapy would not meet medical necessity guidelines Still clinically appropriate Patients will pay out-ofpocket ChiroHealthUSA When muscle work does not meet medical necessity guidelines or there is no coverage by third-party payer, ChiroHealthUSA can be a great tool Your ChiroHealthUSA fee schedule can include a percentage discount or set reduced fee for massage, or include it for capped visit amount TEAM KMC 6

7 Establish Value Why Market With Massage? Educate your patients to see the value in muscle work whether or not there is thirdparty coverage Similar to wellness care Repeat customers Encourage referrals Use it as a Loss Leader Makes a fantastic screening tool to prescreen for spinalrelated conditions People LOVE it Marketing Massage Send your LMTs to one local business per week to do chair massages and establish contacts Choose local business for their employees to receive 25% off massage for the month (Business of the Month) Gift Certificates Recommend to current patients Advertise for holiday gifts like: Valentine s Day, Father s Day, Mother s Day, Christmas, birthdays Holidays, Gifts, and CASH! Don t discount what you can earn by recommending massage as a gift! Push this option at holidays: December holidays, Mother s Day, Father s Day Wellness Services We know it costs 8x more to get new patients than to keep existing ones Wellness is a natural part of chiropractic care Education is the name of the game TEAM KMC 7

8 $102 BILLION Consider this: Commitment Session Product of the Month What Can CAs Do? TEAM KMC 8