| In 2006, two out of three chiropractors increased | | | | supports, water-based pillows, herbal packs, massage |
| billings (67%), while almost ninety percent (88.3%) of | | | | tools, lotions, oils, butters, scrubs, aromatherapy, etc., |
| chiropractors sold retail products to patients. At an | | | | which can be used in your office to benefit your |
| average $28.5 collections per patient visit (PVA), retail | | | | patients daily. |
| product sales to patients remains a major revenue | | | | Maintain exclusivity. Choose products not available in |
| source. But for junior practitioners with a humble | | | | retail stores. Patients feel special if you offer products |
| patient growth record, point of service sales is the | | | | they can not find in mass retail markets. |
| fastest way to increase practice revenue. | | | | Display. Set up retail displays in both waiting room area |
| An added benefit of such sales is improved patient | | | | and the treatment room. Make sure the patients can |
| relationship. By offering your patients quality products | | | | feel, touch, sample, read about the benefits of the |
| that enrich their lives outside of your office, you | | | | products, and ask you questions, giving you an |
| demonstrate your care. Your patients are reminded of | | | | opportunity to talk about their benefits. |
| you - and of your care about them - every time they | | | | Manage accounting. Best billing systems manage both |
| use the products you sell them. Better patient loyalty | | | | healthcare claims and point of service sales records |
| means lower attrition, frequent referrals and, eventually, | | | | uniformly, without imposing extra complexities on |
| improved profits. | | | | practice management. The challenge is to process |
| Stick to familiar products. Offer products you use | | | | healthcare claims with insurance companies while |
| during your treatments. Offer items like topical | | | | leaving point of sales records aside and still produce |
| analgesics, hot and cold packs, orthopedic pillows and | | | | correct sales and balance reports for each patient. |