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Why I Get So Excited at Biofreeze Promo Time

Friday, February 7th, 2014

Why I Get So Excited at Biofreeze Promo Time

 

It’s true…I turn into a giddy little school girl when the Biofreeze Promo time comes around. It is one of my favorite times of year, as I know the savings are hugely helpful to those using this in their practice, as well as being a tremendous opportunity for those yet using it to try it!

 

In all honesty, this topical sells itself. Once you utilize this in a therapy setting, and your client gets a sense of how well it works, then it is natural that the next question is “Where Do I Get It ”.

 

And this is where YOU come in. Without doing anything differently, and without having to hard sell, you have successfully sold an item you client wants and needs. This makes you the go to for this item, and no doubt they will share this with their friends. In turn, you may find yourself selling more than you think!

Biofreeze is a wonderful pain management tool for your client to use between visits, and is used by professional athletes, celebrities, and people just like you and me!

 

I would encourage anyone who practices hands on therapy to give this product a try. If you are already a fan, then there is no better time than NOW to stock up. The sale prices make these deals attractive for you, and the clients will thank you for it!

See all Biofreeze Spring promotions

http://www.massagewarehouse.com/shop-by-department/promotions/biofreeze-sale/

 

Respectfully,

 

Angie Patrick

 

 

incorporate-biofreeze

Massage Warehouse SanctuaryTM Supports the Massage Therapy Foundation

Thursday, October 31st, 2013

Massage Warehouse SanctuaryTM Supports the Massage Therapy Foundation

(October 17, Bolingbrook, IL) – Massage Warehouse SanctuaryTM made a charitable contribution of $10,750 to the Massage Therapy Foundation during the American Massage Therapy Association (AMTA) national convention in Ft. Worth, Texas.  It was Massage Warehouse Sanctuary’s largest single philanthropic donation to date.

“We are pleased to support the Massage Therapy Foundation in their mission to advance the knowledge and practice of massage therapy by funding scientific research, education, and community service,” stated Earl DeCarli, President and CEO of Scrip Companies, the parent company of Massage Warehouse. “For example, the Foundation’s grant to research the role of massage therapy to potentially alleviate the side-effects of chemotherapy-induced peripheral neuropathy could be ground-breaking in helping cancer patients attain a higher quality of life during treatment.”

“Through our philanthropic arm, Massage Warehouse Sanctuary, we have a long history of supporting a variety of worthy organizations, educational institutions, and research efforts.  We are honored that Massage Warehouse Sanctuary and our partners can help the Foundation fund valuable community service grants such as providing massages for people made homeless by Hurricanes Irene and Lee and for the ‘Wounded Warriors’ of Iraq and Afghanistan.”

“Massage Warehouse Sanctuary has been a very valued sponsor of the Foundation for years. I am thrilled by the level of their contribution this year,” stated Ruth Werner, outgoing President of the Massage Therapy Foundation. “This gift will significantly advance the Foundation’s ability to support research on the importance and benefit of massage therapy, to provide the healing touch of massage to underserved populations in our country, and to further educate the industry on the value and need for research.”

Funds for the contribution came from corporate partners as well as donations in the form of prize raffles by recent AMTA trade show attendees.

The following contributing sponsors support the Massage Warehouse Sanctuary:

Massage Warehouse                                             Biofreeze/Performance Health
Biotone                                                                      Bon Vital
Core Products                                                          Kinesio
Massage and Bodywork Magazine/(ABMP)        Massage Magazine
Oakworks                                                                  SaWan
Soothing Touch                                                        Anatomy Supply Partners
At Peace Media                                                        Day Spa Association
Earthlite                                                                     Master Home Products
Naturich Labs                                                          Orthaheel
Spa Specialties

About Massage Warehouse Sanctuary:

Massage Warehouse Sanctuary is the philanthropic arm of Massage Warehouse and has a long history of giving back to the massage therapy community. Massage Warehouse, the market leading supplier and one-stop shop for massage therapy professionals, is a division of Scrip Companies; a leading direct marketing and ecommerce specialty distributor serving the Massage Therapy, Spa, Chiropractic, Physical Therapy/Rehabilitation, and Consumer Home Health and Wellness markets.

About the Massage Therapy Foundation:

Although two separate organizations, the Massage Therapy Foundation was founded by the American Massage Therapy Association (AMTA) in 1990 with the mission of advancing the profession by granting funds for research, community service, education initiatives, and conferences.

Contact:

Julie Lohmeier, Massage Warehouse

jlohmeier@scripco.com

630-771-7408

www.massagewarehouse.com

 

Gini Ohlson

gohlson@massagetherapyfoundation.org

847-905-1520

http://www.massagetherapyfoundation.org

 

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Massage Business Basics: Massage Products That Sell Themselves

Tuesday, October 8th, 2013

Business Basics: Products That Sell Themselves

By Angie Patrick

Massage Warehouse – Massage Spa equipment and supplies provider

 

A wait-and-see approach to strengthening your business will not work in this economic climate. There are many thoughtful ways you can better serve your clients, and in the process, improve your bottom line.

Americans have had their share of economic woes. When I turn on the evening news, I hear stories about the economy showing signs of recovery and consumer spending is slowly beginning to rebound. With all of this uncertainty, how can you strengthen your financial stake, and do it in a method consistent with your beliefs as a health care provider? Should we all just “wait and see” what happens, or should we perhaps bring the power home and do something within our own spheres of influence to improve health, reduce the mental stress of our clients and strengthen our own financial circumstance ethically and thoughtfully.

I am not talking about a huge swing in your behavior or your practice that will require you to revamp your whole philosophy. I am talking about things you can do and implement now without much effort, which may well be the key to your reaching and retaining more clients and strengthening your own bottom line.

I want to share three ways to expand your outreach, and help you care for clients in new and thoughtful ways they may not expect. When you are able to supply for a need proactively rather than waiting for someone to have the epiphany they even have a need, you are doing a great job of caring for your client in the physical, as well as the mental, sense.

Caring for a Need

What do I mean by caring for a need before the clients have the epiphany they even have a need? Let’s start with pain management and client self care between visits. Clients come to you for a wide array of reasons. One reason which leads the pack in many cases is pain. Your clients come to you in the hopes you can learn what may be causing them pain and then treat it. In this, and every case, they look to you to be a health care provider. We know that proper assessment and treatment are key to success in alleviating pain, however, many experience ongoing pain every day. How do we serve these clients in between visits and maintain our connection with the client for return visits to help manage their issues?

This method, in my mind, represents the better of two worlds. In doing this, you are caring for the needs of your client both in session and out, and doing it utilizing product for retail. Here is the easiest method I know to build revenue. Find an analgesic you love and believe in; one that you would use on yourself and your family should the need arise. Have this product available for sale in your practice. When you use this product on your client, no doubt they will want to know more about it and have some for use at home. This is a natural progression that requires no specific salesmanship. Your client can feel the product working and they then wish to have some to take home. You provide the product because it is a product you believe in and use, and they trust you in making the health care decisions. The client is cared for, and being proactive and having goods available for purchase has helped your bottom line. It is a natural win-win.

Benefiting Your Practice

Here is another way this type of retailing, or selling what you use in treatment, can benefit your practice. Let’s say that your client shares their product with a friend battling pain. Inevitably, the client shares they get this product from their massage therapist and offer your name to the friend. This is a fantastic way of receiving client referrals, as they just shared their trust in you for pain management, and that you offer this product to help with ongoing issues. This represents two great reasons someone may wish to call and book an appointment. Make sure your clients have a few of your business cards for just such an occurrence.

The second way you can strengthen your income and provide valuable service to your clients is to think ahead for them. It sounds crazy, but one thing people all share is the feeling that we never have enough time. With the holidays just weeks away, it feels like there is never enough time to get everything done we need to do and have any time left to smell the roses. I am sure you have heard this from your clients and when they come to you for the gift of relaxation, you are already imprinted into their minds as a place to go for stress relief. Why not take a bit more burden off their shoulders and offer creative solutions for the upcoming holiday gift giving? In doing this, you can expand your care for the client past the physical and begin to help them mentally and emotionally by providing solutions to save them precious time.

How do you do this? It is not as difficult as you may think. Consider gift certificates for your services. I am not talking about a sign at checkout that says you offer gift certificates. I am going a few steps beyond this. Gift certificates are an amazing way you can provide a great gift idea for your client to give, as well as perhaps bring potential new clients to your practice. These are an especially attractive gift idea when you have taken the time to create a small gift basket of items you have chosen to help provide relaxation and pain relief at home. Consider what an impactful and thoughtful gift this will be when you offer someone an hour of massage therapy and it is in a basket with a bath mitt, sugar scrub and a candle. This is a gift I would LOVE to get, and one everyone would love to give. It is this type of unique gift you can create and provide as an option for your clients to give friends and family. It is a truly thoughtful gift, one they will not find in big box stores, and you have supplied the means. You have effectively taken a shopping burden off your client, fulfilled their desire to offer the perfect gift and potentially expanded your practice. Again, this is a natural win-win.

Seasonal Ideas

Finally, consider building your holiday traffic by offering seasonal treatments utilizing products that speak to the client. How delicious does a Chocolate Peppermint scrub followed by a massage sound? It sounds divine and speaks to the holidays without being too commercial. Consider a cranberry inspired treatment utilizing products that carry the scent of cranberry. This is not only a fantastic Thanksgiving promotion idea, but also a wonderful regional idea for our friends in New England where cranberries rule. Treatment products come in a wide array of scent profiles that will enable you to use professional grade products while offering seasonal or regionally inspired treatments. Think about a pumpkin body scrub followed by rich emollient body butter. Does this just scream Thanksgiving or Halloween, while not compromising the professional treatment from a professional therapist? I believe this is a sound and practical way to entice clients to come back during the “busy season” and find time to re-book to see what wonderful indulgences you have planned next.

And let’s not forget the secondary upside to offering seasonal treatments: THE RETAILING! It is highly likely someone who has just been treated to a relaxing chocolate treatment will want to buy product to use at home or to give to a friend. Have product on hand, visible for the client to see and offered for sale outside the treatment room. This type of retailing also requires no salesmanship acumen, as it is suggestive selling without being overt. This will allow your clients the space to choose to buy goods without your feeling you have to “sell.” The key to doing this successfully is to use only professional goods in your practice. Buy from places that most consumers know nothing about because they cater to professional healthcare providers. Be sure to use goods they likely will not find on the shelves of big box retailers.

When you think about the scenarios I have provided, you can see how the idea of helping others is still the forefront. When you offer solutions in various forms to your clients, they will appreciate your caring attention to detail and understanding of their needs. In their own desire to help others, they may refer you to their own friend and family. This will only bring your clients closer to you, and in doing so, help strengthen your practice. Another more personal side effect is the additional income these ideas can bring you and your family. These ideas are simple and available for everyone to try. I encourage you to pick one or more and give it a try in your own practice to see how easy retailing can really be. I would love to hear about your success stories, so please be sure to share them. Happy Retailing!  View more of Angie Patrick’s articles at Massage Today.

Massage Warehouse Sanctuary™ Supports Dr. Tiffany Field and the Touch Research Institute

Wednesday, July 10th, 2013
Check donated to the Touch Research Institute

Julie Lohmeier, VP Marketing of Massage Warehouse, presents a contribution to The Touch Research Institute at the recent Florida State Massage Therapy Association (FSMTA) convention. Association President, Leiah Carr and Lynda Solien-Wolfe accepted the award on behalf of Dr. Tiffany Field.

(July 8, Bolingbrook, IL) – Massage Warehouse Sanctuary™ made a charitable contribution of $6,200.00 to Tiffany Field Ph.D., Director of the Touch Research Institute, during the Florida State Massage Therapy Association (FSMTA) convention in Orlando, Florida.

“We are pleased to support Dr. Tiffany Field in her mission at the Touch Research Institute to demonstrate the important role of therapeutic touch and massage on the growth, development, and well-being of people at all stages of life from newborns to the elderly,” stated Earl DeCarli, President and CEO of Scrip Companies, the parent company of Massage Warehouse. “Her ground-breaking research concerning the power of massage to enhance and improve the development and growth of premature infants has dramatically impacted the care of premature babies for nearly 30 years. Since founding the Touch Research Institute in 1992 at the University of Miami, Dr. Field has proven how massage aids with the bone formation and immune function of newborns as well as alleviating the symptoms of arthritis, pain, depression, asthma, diabetes, and autoimmune conditions in adults.”

“Through our philanthropic arm, Massage Warehouse Sanctuary, we have a long history of supporting a number of worthy organizations, foundations, and research efforts. We are honored that our contribution to the Touch Research Institute will be used to assist Dr. Field and her team with their research surrounding the healing touch of massage on depressed pregnant women as well as the health benefits to their unborn babies such as higher birth weights and fewer premature deliveries.”

“I am incredibly grateful to be able to continue our research in such a significant manner due to the support of Massage Warehouse Sanctuary,” stated Tiffany Field. “I cannot truly express my appreciation of their funding provided over the last several years.”

Funds for the donation came from corporate sponsors as well as donations in the form of prize raffle purchases by recent FSTMA trade show attendees.

Sponsors include:
Massage Warehouse
Biofreeze/Performance Health
Biotone
Bon Vital
Core Products
Kinesio
Massage and Bodywork Magazine
Massage Magazine
MPA Media
Oakworks
Soothing Touch
Sa Wan

About the Massage Warehouse Sanctuary:
Massage Warehouse Sanctuary is the philanthropic arm of Massage Warehouse, the leading supplier and one-stop shop for massage therapy professionals in the U.S. Massage Warehouse is a division of Scrip Companies, a leading specialty distributor serving the Massage Therapy, Spa, Chiropractic, Physical Therapy/Rehabilitation, and consumer home health and wellness markets in North America.

About the Touch Research Institute:
The Touch Research Institute is dedicated to studying the effects of touch therapy at all stages of life, from newborns to senior citizens. Studies by the Touch Research Institute have shown that touch therapy has many positive effects, including that massage therapy facilitates weight gain in preterm infants, enhances attentiveness, alleviates depressive symptoms, reduces pain, reduces stress hormones, and improves immune function.

Contact:
Julie Lohmeier, Massage Warehouse
jlohmeier@scripco.com
630-771-7408
www.massagewarehouse.com

Tiffany Field
TField@med.miami.edu
305-975-5029
http://www6.miami.edu/touch-research/

Massage Warehouse Sanctuary Supports Liddle Kidz Foundation

Monday, June 24th, 2013

(June 24, Bolingbrook, IL) –Massage Warehouse Sanctuary made a charitable contribution of $5,160.00 to Tina Allen, Founder and Executive Director of Liddle Kidz Foundation during the American Massage Conference in Atlanta, GA.

“We are awed by the work of Tina Allen and her team to bring the power of nurturing touch for infants and children, across the United States and the world,” stated Earl DeCarli, President and CEO of Scrip Companies, the parent of Massage Warehouse. “With her vision to make a sustainable and exponential impact on the health and emotional well-being of children, she embodies commitment as she travels the globe conducting educational and certification programs for massage therapists and caregivers to learn the power of nurturing touch for infants and children.”

“Through our philanthropic arm, Massage Warehouse Sanctuary, we have a long history of supporting a number of worthy organizations and foundations. We are honored to support the Liddle Kidz Foundation and to assist Tina and her team as they strive to make a difference in the lives of children around the world.”
Funds for the donation came from corporate sponsors as well as donations in the form of raffle chances to win prizes provided by the sponsors.

Sponsors include:
Massage Warehouse
Associated Bodywork & Massage Professionals (ABMP)
Biotone
Bon Vital
Core Products
Kinesio
Massage Magazine/Chiropractic Economics
MPA Media
Oakworks
Soothing Touch

About the Massage Warehouse Sanctuary:
Massage Warehouse Sanctuary is the philanthropic arm of Massage Warehouse, the leading supplier and one-stop shop for massage therapy professionals in the U.S. Massage Warehouse is a division of Scrip Companies, a leading specialty distributor serving the Massage Therapy, Spa, Chiropractic, Physical Therapy/Rehabilitation, and consumer home health and wellness markets in North America.

About the Liddle Kidz Foundation:
Ms. Allen developed the Liddle Kidz Foundation Global to offer these same nurturing services to infants and children who are often forgotten, discarded or considered untouchable. As the number of orphans escalates around the world, there is an increasing demand for sensory stimulation, nurturing touch and palliative care within orphanages and childcare settings.

Contact:
Julie Lohmeier, Massage Warehouse
jlohmeier@scripco.com
630-771-7408
www.massagewarehouse.com

Tina Allen, Liddle Kidz Foundation
tina@liddlekidz.com
818-209-1918
http://www.liddlekidz.org/

Rebecca Tatro is this year’s “Massage Warehouse Ultimate New Graduate”

Monday, June 24th, 2013

(June 24, Bolingbrook,IL) – The College of Southern Maryland has chosen its top graduate to receive Massage Warehouse’s Ultimate New Graduate Award, which was granted to the college at the 17th annual Associated Bodywork & Massage Professionals (ABMP) School Issues Forum in early April. The winner is Rebecca Tatro, chosen for her top academic performance, engagement with her classmates and community, and her commitment to the highest ideals of the massage therapy profession.

Tatro earned her Certificate in Therapeutic Massage in January and then went on to complete an associate’s degree in massage therapy, graduating on May 16, 2013 with a 3.85 GPA. Her research project, “The Effect of Massage Therapy on Neck and Shoulder Pain,” confirmed not only that massage can alleviate pain and improve function in this area but developed a hypothesis regarding massage’s positive impact on diabetes management.

Before her studies at the College of Southern Maryland, Tatro earned a bachelor’s degree in elementary education, and has taught first and second grade children since 2003. She wants to integrate her massage therapy and elementary teacher training to find a way to bring massage into schools, especially in the context of preventing violence and other social problems that have been connected to a lack of appropriate touch. She also plans to pursue additional training in pediatric massage and complete a master’s degree in either education or health psychology.

“Rebecca clearly demonstrates the high ideals of the massage therapy profession,” stated Earl DeCarli, President and CEO of Scrip Companies, parent of Massage Warehouse. “We are pleased with her selection as the winner of our Ultimate New Graduate Award. Massage Warehouse is committed to giving back to the massage therapy community through deserving individuals, foundations, and organizations. We congratulate the College of Southern Maryland and Rebecca Tatro in all of her accomplishments and wish her success in her future endeavors.”

The Massage Warehouse Ultimate New Graduate Award includes the Ultimate Business Starter package, which has a retail value of $700 and includes an NRG brand massage table and chair, cart, NRG sheet set, table warmer, NRG fleece pad and face cover set, Massage FX lotion, messenger bag, and other products.

Massage Warehouse and ABMP offer their congratulations to Rebecca Tatro and the College of Southern Maryland, and hope the award will assist her as she begins a long and successful career in massage therapy.

About the sponsors:
Massage Warehouse, www.massagewarehouse.com, is the leading supplier to the massage therapy profession, offering an unparalleled selection of massage supplies and equipment for a one-stop shopping experience. Massage Warehouse also has a long history of giving back to the community through its educational and philanthropic activities in collaboration with schools, associations, and research organizations.

Founded in 1987, ABMP is a professional membership association serving the massage, bodywork, and somatic therapy professions. Based in Golden, Colorado, it is the largest massage membership association in the United States, with more than 80,000 members.

Contact:
Julie Lohmeier, Massage Warehouse
jlohmeier@scripco.com
630-771-7408
www.massagewarehouse.com

Carrie Patrick, ABMP
carrie@abmp.com
800-458-2267, ext. 647
www.massagetherapy.com

Holiday Income

Friday, December 14th, 2012

Holiday Income? UH… YES, PLEASE!

By Angie Patrick

Massage Warehouse – Spa supplies and equipment provider

Would anyone say, “ No, Thank You!” ?

It is difficult for me to imagine a time these days when anyone would turn down making additional income. During a time when many Americans are making a list and checking it twice, most of us are plotting presents for friends, colleagues, family and friends for gift giving season which is literally just around the corner.

How can you increase your income during this season without selling yourself short? How can you realize your highest earning potential, while still finding time to be merry with friends and family? Can it be done without giving up nights and weekends? YES, it can! In this blog, I am going to give you a few hints as to how to be cure you are gaining as much revenue as possible from other, main-stream- retailers marketing. They have planted the seeds in the minds of the nation; let’s learn how we can harvest the crops.

You cannot turn on the TV without Holiday specials from every corner of retail being blasted on your flat screen. Additionally, banners and pop ups are busily sharing with you news of Door-Busters and Holiday sprints to save money on gifts. How can you use this marketing to your own advantage? Well, it isn’t as hard as you may think! Retailers already have the population in a lather preparing for gift giving season. They start this just after Halloween now, and it is constant until January! If consumers are being plied with this message in every commercial, every store window, every social media banner, every radio ad, and every print publication, then this message is pretty well conveyed. Take your marketing dollars and instead of stressing them out, let your marketing be the answer to holiday stress.

1) Consider Gift Certificates this year! This is money now for work later. Additionally, this is a wonderful opportunity to incentivise your current clients to give the gift of massage! No one, ( and I mean NO-ONE) likes long lines, shopping at 6 am for a deal, spending hard earned on items the recipient may or may not like, crowded lot parking, and buyer’s remorse from buying out of desperation when you cannot find the perfect gift.…If we were to poll, I am confident that the majority of respondents would opt for simpler shopping, less crowds, and items that truly fit the user without worry of incorrect sizes, or taste.

This is where the Gift Certificate comes in. Not only is it an incredibly thoughtful gift, but it is absolutely an endorsement of your skills from your existing client base, provided to those they feel closest to! In the history of marketing, no better accolade can be bestowed upon a business than to be referred to a friend, family member of colleague. Nothing says, “YOU’VE GOTTA TRY THIS, IT’S AMAZING!” like a gift certificate.

Someone thought enough of your skills to not only recommend, but SUPPLY another person with the means to experience your treatment with no strings attached! This is a tremendous vote of confidence in your abilities, and very likely the most compelling bit of marketing out there about your business.

Put these on display in your work space, and also suggest them to clients both in person and on the phone. If you have a client list, < and really, why wouldn’t you? > it makes sense to call and touch base during the Holidays. This will provide you opportunity to do two important things:

a) Provide personalized contact with your clients and remind them you are available for them. Check in and wish them well, and let them know you are looking forward to their next visit.

b) You can also inform them you are selling gift certificates providing the gift of Relaxation and Pain Management, and would like to know if they had anyone on their list they would like to provide this gift. As an added value, offer to mail the certificate with a personalized note in the words of the client along with a holiday card. This is the ULTIMATE time saver for the client, and will allow you to continue to build your prospect lists!

2) Offer up-sell opportunities to your clients during this time of year to provide convenience for your client, as well as additional income for you. This can come in a number of ways; you can offer gift items such as candles, bath salts, scrubs, essential oils, analgesics and more. These, when placed in a well lit, easy to peruse display can provide added income for potentially everyone who visits you this season. Creating pre-made gift baskets with these items in it can be a life saver for a client who has a gift to buy, but has no idea what the recipient needs. EVERYONE needs to unwind! Create gifts and baskets that convey that message.

3) Offer some seasonal treatments your clients may be interested in. Perhaps a peppermint foot scrub at the end of a treatment, or perhaps you can offer a Hot Chocolate Sugar Scrub Exfoliation for the Holidays, Mother’s Day, Valentines, or any other Holiday where women are involved. < women adore chocolate> Be sure your male clientele know you offer these seasonal treatments, because it will make buying a gift certificate even more attractive when they can give the gift of a “Chocolate Indulgence Exfoliation and Massage”. Here I used chocolate as the hook, but be creative! Find and create your own protocols and name them something catchy or interesting. Share this in person, on the phone, and in social media outlets. Put signage in you location announcing these seasonal treatments , a description of the services and their pricing. This is a silent salesman for you, and takes the pressure off of you to offer it to clients. You can simply say,” We are running some interesting Seasonal Treatments this time of year, please feel free to ask about any of them if you would like to try one today. These are also available for Gift Certificates as well.” The client will read, and will ask you questions if they have them or have interest.

Since main-stream-retail has already set the stage for Holiday gift giving, you can certainly pick up the ball and be a hero to those clients in the gift giving frame of mind. Provide them some no stress solutions in a safe and trusted environment, celebrating and sharing the gift they give themselves, and can now share with others; The gift of Wellness!
Happy Holidays!View more of Angie Patrick’s articles at Massage Today.

Is Saving Money COSTING You Money?

Tuesday, August 16th, 2011

by Angie Patrick

Strange question, Angie! How on Earth can SAVING money actually COST you money? As improbable and counter intuitive as that statement may seem, there is some truth in there that can be easily overlooked, and cost you big bucks on your bottom line. There are smart ways to save, and there are ways that are not so smart. Let’s start with the not so smart ways first.

If, for the sake of saving a few shekels, you have backed off of your service level, needed staffing, benefit programs, multiple visit discounts or any other program you had in place to differentiate your business from your competition, you have cost yourself money. Why, you ask? Well, you have built your business on the backs of all of those things you are now looking to cut. Without them, will customers perceive you as the same company, or will they search elsewhere for the service, perks, and discounts you used to offer? Yes, you may save cash in the short term, but if you calculate the cost of obtaining a customer, plus the cost of keeping them, you will find that cutting in the wrong places has cost you far more than you may have thought you saved! Customers are golden, and losing one hurts not only for the moment, but for the long haul. If you ever want to reclaim that customer, it will now cost you twice what it did to gain them in the first place as now you need to incentivize them to return, which leads to surrendering your profit margin to correct an error on your part for giving them a reason to look elsewhere.

Consider even the smallest cuts and how they will be percieved. If your clients are accustomed to a lovely cup of herb tea or bottled water after their treatment, they consider it part of the experience you provide. Cutting this is tantamount to cutting service level in the eyes of your client, as they have now become accustomed to the perk. Without it, they may perceive your business as failing, and have a small excuse to look elsewhere. Once they do, and are successful, you have now lost a client over a cup of tea /bottle of water. You saved 20 bucks at the store, but you lost a client and therefore revenue totaling far more than tea for 100 people. Sounds small, I know, but EVERYTHING is about perception. You may well be the most magical and amazing therapist on the planet. You could even make people levitate with your skills, but if you begin to let your client see you tightening the belt on their experience, you will lose them. It is that simple.

Find other ways to save without sacrificing anything to do with the client perception of your business. Smarter ways to cut back are ways that impact your personal knowledge of the business, not cutting in the eyes of the client. One way may be to look at your expenses, and see if you can consolidate some of them. Let’s take a look at how you might be able to do this without much upheaval in your daily life.

Take a long look at your vendors. Is it possible to combine your purchases and consolidate 3 vendors to one? In our hometown, you can get special incentives and discounts when you bundle all of your utilities into one package. I save about 20% when I utilize this service, and while I did have to pay a set up fee, I can lessen my monthly bill and therefore free up regular cash flow.

Read more at Massage Today

American Massage Conference

Monday, June 6th, 2011

In The Afterglow…

By Angie Patrick

Two weeks after the first ever American Massage Conference, and I am still trying to wrap my mind around what happened last week!

In Atlanta, Georgia, there was a shift…A shift in thinking, a shift in doing, a shift in energy, and a shift in being. The weekend was filled with amazing education with classrooms at standing room only capacity, and educators that are rock stars in their field.
The energy of the event was high, and filled with unity and camaraderie unlike anything I had been part of before. The sense of community was palpable in the air, and people took time to share of themselves with one another.

I think this is in part because of the strength of social media, and the need for people to interact not only online, but in person. The Friday Facebook Pirate Party, hosted by our Beloved Cap’n Phil Mattison, and sponsored by Core Products and Tom Heidenberger of Bon Vital was the talk of the show! People who are “friends” on Facebook had a great opportunity to network and meet face to face many the people they know and follow in the industry. There were prizes, contests, give aways, and more, and it was one of the many shining highlights of the show. For me, this event brought into clear perspective the need we all have to be among peers, despite differences in opinion, belief, philosophy, economic standing, or any other thing that can divide us. At this party, we were all “friends”, whether we had ever met in person before or not.

This speaks to the human desire to be a part of something; something bigger than just themselves. It is to be part of ONE in which we all belong. We are ONE community, working to make the world a closer, more united body. We are here to preserve that which is precious. This includes many things, but focuses on our planet, our community, our industry, interpersonal relationships and our humanity.

All of the event sponsors, educators, vendors, attendees and volunteers have my unending thanks for rolling the dice on a new concept in conferencing. The ONE Concept Conferencing methodology, being an untried model, could have had some interesting reception in the community. To be the “FIRST” to do anything is both brave and foolish… but in order to accomplish a thing, someone has to go first. THANK YOU for seeing the value in the concept and for being supporters of our first volley. It is because of YOU that YOUR conference was a success with the following being our final breakdown of attendance.

The numbers are IN…..1615

838 Paid registrants
149 Volunteers
266 student registrations
212 Vendors/Presenters/Staff
150 (app) unregistered walk ins

So with these results I think it is important to let you know we also hit the demographic we hoped to reach. Through the amazing marketing efforts of MPA Media, the ABMP, Massage Warehouse, our Educators and the AMC, we were able to draw significant numbers of people who had never experienced a trade show before, and who were new to our massage community. This gave them an opportunity to see what the market and community can offer them, and it gave vendors an opportunity to reach brand new potential clients. This is a wheel that continually turns, and bringing the newest members of our massage community to the AMC was one of our goals.

Plans are already in the works for our SAN DIEGO event, April 20-22, 2012 at the Town and Country Resort. You can expect more incredible networking opportunities, more stellar education, more fun, more fellowship, and more surprises!

Thank you for making this event so memorable, and we are ready for round two!!!

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Separating Business from Pleasure…

Thursday, May 19th, 2011

By Angie Patrick

In the past weeks, I have had two emails asking me advice. In both instances the Massage Therapist is asking me how I would suggest handling friends and family as a client, especially when they sometimes pay less for the same work, and often do not show up for appointments on time.

I can certainly see how having family and friends as massage clients can be beneficial, but then you have to also consider the “dark side” if you have friends and family that really push the envelope and take special allowances because they “know you”. It can put you in a very difficult position indeed and finding a way to salvage the friendship while putting your foot down can be a daunting task.

If you find this is happening to you, and you can read the words above and identify completely, then you need to read below. You can have business and pleasure together, but there have to be some lines of delineation drawn. Once you have these parameters set up, then you should be able to either enjoy working on the friends and family that can respect your position or you can politely cull those who have questionable regard for your livelihood from the herd.

One thing you can do before entering into any kind of “friendly” client arrangement would be to make sure you are crystal clear in your expectations, and that you communicate this to your friend or family. Be sure you take the time to explain while you are so glad you have that person in your world, you also have a massage business to run. Set the ground rules up front about timeliness and cancellations, and set a fair price from the start. If you choose to discount, that is certainly your prerogative, but be sure you stand fast on this. Waffling is weakness, and it is bad business. While you are trying to dance around and save the feelings of a friend, you are spending time on something other than growing your massage business with full paying customers. Be concise and clear from the start and avoid this dilemma.

If you are already in a relationship with a “friendly” client that is wearing on you and you feel you are being taken advantage of, then it is high time for a face to face conversation among friends about your feelings. Honesty, regardless how painful, is always the best policy. Friends and family may not even be aware they are impinging on your professional livelihood, and may well be open to listening and working to make things better.

When you have these conversations, summon your courage and make the following points:

  • You love that person.
  • You want to speak with them about a difficult subject, but you hope the relationship is strong enough to be wholly honest.
  • Massage is not a hobby for you, it is your career.
  • Management of your time is paramount to you and to your practice. When the client runs late, you cannot adjust the remainder of your calendar to accommodate the single late client. You hold this rule with the rest of your massage clients, and you need to have the same hold true for them as well.
  • Because you want them to benefit from massage and from the education you have obtained, you would like to set them up on a regular basis, and for this massage treatment your pricing will be _____________.

If after this conversation, the person is less than understanding of your point of view, and does not see it as a problem, then it may be time to make some hard choices and politely refer them to another massage therapist for treatment. I know that sounds hard to do, but in the long run, it may be best for you, your practice, and your peace of mind. Ultimately, it is up to you how lenient you wish to be with friends and family. You may be able to handle the issue with no troubles! But for others, it is not so easy. Taking some steps at the onset of the relationship can prevent an issue later, and being honest with yourself and your client about expectations and pricing can alleviate misunderstandings leading to angst on your part.

If you have faced situations similar to this, share with us how you worked things out. More people than you may realize find themselves in this boat, and could likely use some additional pointers and tips in how to hand it.

In the mean time, love your family, love your friends, and be sure to draw your lines clearly whenever the twain shall meet.

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