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Massage Business Building Blocks

Monday, May 2nd, 2011

Business Building Blocks

By Angie Patrick

Massage Equipment Amortization 101

At some point in our lives, we have all had an expectation that was proven to be unrealistic in the normal course of life. This might be expectations we have from family, from friends, from our car, maybe our relationships, even down to the products we buy. I think it is only human; we all want what we want, when we want it, and how we want it. It is the society we live in and it is an incredibly common happening.

While I am no expert in on human behavior or interpersonal skills, I am an expert on products. And I have had the good fortune to be in this business for over a decade and have pretty vast experience with various manufacturers, products and suppliers. I have seen things happen to therapists and spas in the course of business that could be easily avoided with a little information. Below is some insider information intended to help make buying massage products and equipment a bit easier, whether it be from a supplier or direct from a manufacturer.

Tips on Buying Goods

Buying goods should be a task in which you have full confidence. I believe buying Professional Grade Products can help you make certain your products can withstand the rigors of professional repeated usage. Manufacturers and suppliers want nothing more than to please a client. (It is our prime directive!) But sometimes meeting those expectations are not so easy.

A product warranty is a miraculous thing. Most Professional Grade Products offer a limited or lifetime warranty to protect the buyer against manufacturer defects or shortcomings. These are especially handy when something breaks down within the warranty timeframe, and you can get a replacement or repair in a timely fashion. Often, the warranty is offered as a safety net for the buyer, given the buyer follows and complies with all usage directions and procedures.

And while manufacturers should have no problem whatsoever in caring for items in the marketplace still under warranty, there is always a segment of customers who have overinflated expectations about product performance. The purpose in sharing the following scenarios with you is not to say there are any issues with particular products, rather to point out some common unrealistic expectations of product performance.

Scenario One

Customer: “I am very disappointed with my massage sheets (XYZ product), I am seeing them begin to pill and fade, and I want my money back.”

Me: “Oh I am so sorry to hear you are dissatisfied, let me pull your order up in my system so we can get your issue handled.”

After a few moments of searching for the XYZ product in the order history, the manufacturer notices they purchased the item in January 2009.

Me: “I am looking in the account, and I see this was purchased in January 2009.”

Customer: “That’s right! I cannot believe how these things are showing wear, I am very disappointed with the quality. What can you do for me here?”

Me: “Well, how many times a week are these used?”

Customer: “4-5 times a week, we launder them often.”

Me: “And just to confirm your usage of these items since 2009 is that correct?”

Customer: “Correct”

After some quick calculations, I came to the following conclusions:

107 weeks in usage
535 washings
535 clients
Original cost: $14.99
Cost Per Client Use: .03 cents per client

I shared this with the customer, and suddenly they saw things in a whole new light. Even cars depreciate after two and a half years. And they are not laundered every day! Suddenly, someone who was very disappointed with the product in the beginning was impressed with the same item, once they considered how much use it had provided. They purchased more massage sheets happily. They began to see the product replacement after due course of usage as a cost of doing business rather than a failure of manufacturing or supply.

Expecting items to last forever with daily and repeated usage is unrealistic. Just as people age, so do products. One way to see if you have actually received substantial benefit from your investment is to amortize the cost of your product across the number of clients seen since you purchased it.

Another thing to consider is timing. Consider this, you have bought an inflatable Christmas decoration from the Big Box Store down the street and have used it for the past two seasons. Now, in season three, it no longer inflates. But the likelihood of getting a replacement is really remote since it is three years since your purchase, and it might not occur to many to even try. It is accepted that things wear out, or can deteriorate with poor storage and lack of usage.

Scenario Two

A customer is opening up a new location, and has ordered various massage equipment from various manufacturers. The items arrived, but are not inspected before they are signed – stating they are in good condition. They are put into a room to store until the location opens, which may well be two or three months later. These items may need to be moved within a facility a couple of times before the facility is ready to open.

Nearer the opening date, the items are finally opened and it is found the item may be damaged due to shipping, the wrong color, or even non-functional. Obviously, this is a problem. However, because it was not inspected upon receipt, months have now gone by, and the opportunities to file any claims with the shipping company have long passed. Additionally, if the product is just simply the wrong color, or not what you expected, you will likely now have to pay the shipping back to the manufacturer and possibly pay a restocking fee. This is the best argument I can provide for taking the time to inspect your equipment upon arrival and ensure it is in working order. Once you have stored it for months, moved it from room to room, it is very hard to prove an item was improperly working from the start. Many manufacturers are now cracking down on this type of return.

A business owner/manager/director should be responsible to make sure the items arrive in-tact. If something looks amiss, the packaging is damaged, do not sign the paperwork that says everything is fine without notating on the delivery slip that there are problems with the packaging. Notating it can help the manufacturer file a claim and get your issue resolved far faster with this information, but you have to let the manufacturer know upon delivery. If too much time passes, it will be harder to get your issue resolved. Also, if you are buying equipment that must be assembled, a smart rule of thumb is to do it in the first 30 days following purchase. The reason for this is to be proactive and report any issues with your equipment in a timely fashion to the manufacturer or supplier you have utilized, and gain resolution proactively rather than a delayed report months down the line.

Making sure your business runs efficiently is in large part dependent on the products you utilize. Taking a moment to consider the information in this article can help you make sure your next expansion goes well with your equipment and product needs. They may also help you determine if there is a basis for complaining about performance or whether it may just be time to replace your goods. As with most suppliers and manufacturers, the whole reason we exist is to serve our customers.

I hope the scenarios I shared can provide you a behind-the-scenes glance of what may be entailed in a return and how you can help yourself (and the manufacturer) by notating and documenting issues, while considering the age and longevity of usage. No doubt your massage supplier will work hard to provide you the best service possible, and that is made far easier by utilizing these tips along the way!

Other Articles on Massage Today

Do Massage Therapists Believe in Magic?

Friday, February 11th, 2011

Do You Believe in Magic?

I wish for abundance for all, don’t you?
I wish for professional education for all, don’t you?
I wish for ways to better myself and my business, don’t you?
I wish there were some magic wand that could make all this happen, don’t you?

I am not sure about you, but I answered YES to all of the above. But how can you make all these things a reality. How can you begin the wheels of progress turning so that each of these wishes might come true. I personally believe you should first see the greater scale of the goal, and then begin your journey in a space that makes sense to you and is also within your scope of immediate control.
As much as I would like to change the world for the better, I have to do my part one step at a time. If I look at the entire need in its bulk sum, it can be overwhelming. But if I can break this down into things which I can control, then MASTER THEM, I find I am in a far greater and much stronger place to impact my world for the better.
It is often difficult to see the needs and feel empowered to help unless your own house is in order. If you are struggling to make it, then seeing a way to reach out and help other s seems more daunting. So how can we begin to impact CHANGE within our own house? I believe we first must recognize the opportunity we have before us to strengthen our own foundations. If you better educate yourself, your business may prosper providing greater abundance for you and your family. And waving the magic wand is not as difficult as you may think.
Since you are reading this on a computer, then no doubt you are somewhat computer savvy. I have personally been amazed at the plethora of educational resources, free seminars, free webinars, downloadable ebooks, and online conferences spanning across CAM segments these days. Much of this education, instruction, direction and perspective can be found in free massage resources online.

Read more on Massage Today Link

Join in the Fun at the Massage School Makeover Celebration!

Thursday, December 30th, 2010

Massage School Makeover

On November 16, 2010, Educating Hands School of Massage in Miami, FL was announced the winner of the very first Massage School Makeover. On January 6, 2011 the Massage School Makeover Team will arrive in Miami to furnish Educating Hands with over $80,000 of products and services donated by Professional Product Partners. Everyone is welcome to join in on this 3 day celebration!

Thursday, January 6, 2011
11:00am – 3:00pm
Live entertainment and an award ceremony led by Massage Warehouse’s Angie Patrick.
Massage School Makeover Team arrives at Educating Hands with a truckload of products! Volunteers are needed to help unload the truck and unwrap the gifts.

Friday, January 7, 2011                  
10:00am – 6:00pm
Sponsor Spotlight – Several of massage’s top teachers, product specialists and industry leaders will be sharing in the celebration and demonstrating products.
Silent Auction – A silent auction will be held Friday and Saturday where you can bid on seminars, ballet tickets, professional and student massages, and much more!

Saturday, January 8, 2011      
10:00am – 6:00pm
Holistic Therapy Clinics & Movement Classes – Get a massage or acupuncture treatment or participate in a movement class!
2:00pm – 4:00pm
Open House – Check out the new Educating Hands Facility with all their new products! Refreshments provided.
4:00pm – 8:00pm
 Educating Hands Holistic Flavorings

To RSVP, call (305) 285-6691. For more information, please call Angie Patrick at (877) 404-0447.

Educating Hands School of Massage
3883 Biscayne Boulevard
Miami, FL 33137
(305) 285-6991

Seminar Raises Over $10,000 For The Massage Therapy Foundation

Friday, October 15th, 2010

The recent seminar “Whiplash, Spinal Trauma and the Personal Injury Case for Today’s Massage Practitioner” raised over $10,000 for the Massage Therapy Foundation.

The Foundation is thrilled with this significant donation, and is grateful to all of the sponsors and volunteers for their generous contributions, which made the seminar a success. Sponsors included Cortiva Institute, Performance Health, Massage Warehouse, and Kinesio Taping. The workshop was attended by 40 students, and 12 acclaimed speakers donated their time and expertise.

Diana L. Thompson, LMP, seminar coordinator, instructor, and Immediate Past President of the Massage Therapy Foundation, said, “The atmosphere was quite festive: Attendees loved knowing that their money was going to a good cause that would give back to them in the long run. All the presenters donated their time, making their presence feel special. The sponsors donated not only money to the Foundation, but supplied giveaways to the attendees. One attendee said she felt like she was on the Oprah Holiday show–lots of big-name presenters and great gifts that not only benefit the attendees, but their clients as well. Everyone benefited from the seminar.

Diana Thompson, LMP, demonstrates the use of Kinesio Tape About the Seminar

(more…)

The Soma Institute to Provide Clinical Massage Therapy at the Bank of America Chicago Marathon

Thursday, October 7th, 2010

CHICAGO–(BUSINESS WIRE)

The Soma Institute will provide Sports Massage to participants in the Bank of America Chicago Marathon. Soma has provided Clinical Massage Therapy at the Chicago Marathon for the past eight years.

In addition to those students who will be providing Sports Massage within the Main Hospitality Area, approximately 30 Soma students will be selected to work in the Main Medical Compound based on the set of criteria established by Mike Hovi, the Program Director of The Soma Institute and President of the Illinois Chapter of the American Massage Therapy Association.

It’s amazing to me how students react when they see real pathologies that they have only discussed in class,” states Hovi. “It’s a real eye-opener for the students and for the instructors training them.”

Hovi has spearheaded Soma’s efforts in providing its students with real-world, hands-on experience. He has brought Soma students to the Chicago Marathon ever since Soma began volunteering for Chicago events in 2002. It’s an example of Soma’s long-term Commitment to Excellence and its efforts to build public awareness of the health and sports performance benefits of Clinical Massage Therapy.

Link

Corporate Responsibility

Wednesday, October 6th, 2010

By Angie Patrick

People often throw this term around, and we hear it in the media quite often: businesses claiming greater responsibility for the community they serve and the environment that surrounds them.

But what does this really mean?

Well, I am in no position to speak for other companies out there. I am not a high priced business analyst who has metrics and measurements that define what these words should mean. I am, however, someone who is lucky enough to work with a company that does so much to give back and support the industry we depend upon as well as make changes to our marketing practices to reflect a greener and more eco friendly way of doing business.

In my eyes, our community of Complementary and Alternative Therapy Practitioners are a somewhat finite group. This group is focused on wellbeing for the mind, body, spirit, planet, and wallet. Our company is also focused on these aspects of wellbeing, and works diligently to contribute towards growth and empowerment in the following ways:

From a marketing perspective, we have reduced the number of catalogs being produced and mailed and have begin a new era for Scrip Companies by implementing an E-Catalog online at Massage Warehouse. This helps alleviate paper waste, and allows us to better streamline order entry, saving time and energy.

We produce more email outreach blasts to inform our clients of the great deals and offers we have going on to reduce the need for flyers and mail outs, thus reducing the use of paper, postage and energy in production.

In our warehouse, we utilize Blown Air Bag technology to utilize as packing material. This eliminated “peanuts” which take eons to degrade in landfills, as well as paper or other packing materials which waste our biological resources.

In our private brands, we continue to create greener products like out Lotus Touch Organic Naturals line, and we work to bring in and showcase products made with green manufacturing practices and utilizing raw materials that are renewable and sustainable. See our GREEN AWARE symbol in our catalog and on our website.

And from the industry perspective, we are involved in several projects which bring a higher standard of participation and awareness throughout the community for Massage Therapy Research, Professional Grade Products, and utilizing Social Media as a means of marketing, which is an extremely eco friendly manner to promote your business.

Angie Patrick Receives the Performance Health / Massage Therapy Foundation 2010 Humanitarian Award

Friday, October 1st, 2010

Akron, Ohio – September 30, 2010Ms. Angie Patrick was presented the Performance Health / Massage Therapy Foundation 2010 Humanitarian Award at this year’s American Massage Therapy Association (AMTA) convention held in Minneapolis, MN.

Performance Health / Hygenic Corporation, manufacturer and marketer of Biofreeze®, Prossage® and Thera-Band® health and wellness products, sponsors the award which recognizes individuals selected by the Massage Therapy Foundation for their efforts in improving the welfare of their clients and demonstrating selfless devotion to others.

Ms. Patrick is the Director of Massage Business Development and Corporate Sales for The Massage Warehouse, a division of Scrip Companies and serves on the corporate workgroup for the Massage Therapy Foundation. Ms. Patrick has worked in the massage profession for over 10 years, is a Reiki practitioner and a certified reflexologist.

Through personal tragedy and triumph, Ms. Patrick has become one of the massage industry’s most inspirational advocates. Because the benefits of massage and the power to touch have profoundly shaped her life, she works tirelessly on the crusade to make massage therapy even more mainstream become a reality.

Achieving this reality is one of the driving forces behind The Massage Warehouse Sanctuary, an ongoing fundraising event conceived by Ms. Patrick. The Sanctuary, which raises money for critical research, has raised over $50,000. Ms. Patrick is also committed to raising research awareness and funding through corporate and private fund-raising efforts.

In accepting this award, Ms. Patrick said, “As many of you know, massage has touched every aspect of my life, from the medical care for my daughter, to the roof over my head, the food on our table, to the job I love so much. Because of the passion I feel and the importance that massage holds for me, I am committed to doing everything I can to further research. We need to ensure the future of massage and we are all stewards of that future. I am very fortunate to be recognized for doing what I love and I’m so grateful for your generosity. Thank you very, very much.”

Ruth Werner, President of the Massage Therapy Foundation stated, “Choosing this year’s Humanitarian Award recipient may have been the easiest decision we’ll ever make. Angie’s tireless commitment to the massage industry, her generosity with her time and talent, and her support of every massage therapist in the profession make her an example to everyone who aspires to service in this field. Thank you, Angie, for all you do. It is a privilege for the Massage Therapy Foundation to partner with PHI to support you in this way.”

“During our selection process for this year’s award, I found it energizing and uplifting that so many people associated with massage therapy give so much of their time and of themselves; so many who are true humanitarians,” stated Marshall Dahneke, President and CEO of Performance Health / Hygenic Corporation. “I am honored to know Angie, and to represent Performance Health in commending her for so many contributions.”

In addition to providing Ms. Patrick with a striking award plaque, Performance Health donated $2,500 to the Massage Therapy Foundation in her name. Click here a view the video of the 2010 Humanitarian Award presentation

The Massage Therapy Foundation is a 501(c)3 public charity, with a mission to advance the knowledge and practice of massage by supporting scientific research, education and community service. www.massagetherapyfoundation.org.

Hygenic / Performance Health is a leading designer, manufacturer and marketer of a broad portfolio of products for the therapy, rehabilitation, massage, wellness and consumer retail markets. Maker of market-leading Thera-Band®, Biofreeze® and Perform® products, Performance Health / Hygenic Corporation provides evidence-based protocols, education, turn-key dispensing and pain management solutions.

Massage Warehouse Reviews – Angie Patrick

Thursday, September 30th, 2010

Good morning Angie,

Let me start by saying Thank You for promoting the AMTA Massage conference in Minneapolis. Without you our school would not have gone and I would not have had the amazing experience I did. I was in awe of all the different product and the people in the massage world. Student day was also spectacular. The speakers were so inspiring. Michael McGillicuddy was especially inspiring to me. I am 45 years old and until I heard him speak I was thinking “old”. Not anymore. I can do almost anything in this massage profession that I put my mind to. It is never to late! Thank you for that wonderful experience.

Thank you for giving our school the boost it needed to come to the convention. GLOBE UNIVERSITY LaCROSSE campus. Thank you for the opportunity to help with the Sanctuary. It was truly a wonderful experience. Something that I will never forget…

Being one of the students that has recently graduated. I am fortunate to have a job lined up with a Chiropractor office in our area. He has 6 locations and will need product to get me started. I will make sure that he gets a catalog from Massage Warehouse and you can bet I will be assertive that this is where we buy what we need. I personally will always buy from no one else other than Massage Warehouse. You have won my heart and my dedication. (along with the other 3 graduates that were at the convention). I would like to repay your generosity by getting as many people on board with your company as I can.

Again Angie, THANK YOU so very much.

God bless,

Gena Allen

Best Massage Warehouse

Thursday, September 2nd, 2010

The Best Massage Warehouse in the country can be found right here at MassageWarehouse.com. Whether you are looking for a massage table or massage chair including portable tables and portable chairs, you’ve found the best massage supplier in the country. We also stock several other massage supplies and equipment at unbeatable prices. If you are looking for massage oils, massage creams, massage gels, massage lotions or any other treatment supplies, we got you covered.

Several Massage Therapists around the country can and will tell you that we are the best massage supplier they have dealt with and evidence can be seen on our Facebook page where practitioners are constantly letting us know how much they love our products, customer service and timely shipping. We carry several brands in one spot to make your online shopping as easy as possible for you including Biofreeze, Betty Dain, Bon Vital, Keyano, Oakworks, Earthlite, Soothing Touch and many more! So Stop by and see what the best massage products supplier has to offer you.

Welcome to the new Massage Warehouse blog!

Thursday, May 27th, 2010

Please check back with us soon for postings about massage equipment and supplies from Massage Warehouse!