1. Integrating Health and Wellness Integrating Massage For Patient Benefits and Increased Profits Into Your Practice 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 12:13 PM Page 2 2. Large numbers of professionals are realizing the results of combining these complimentary methods. According to a recent survey conducted by The Doyle Group, pub- lishers of Chiropractic Economics and Massage Magazine, 50.8% of chiropractors already offer massage to their patients and many more are adding massage every day. Practices that offer massage can accommodate more appointments each day and even generate profit when you are out of the office! Pivotal Health Solutions has been providing products and services to the massage and chiropractic professions for over two decades. We can supply all of the products and information needed to suc- cessfully integrate Massage Therapy into your practice. To request our free specialty chiropractic or massage catalogs contact us today at 800-627-2387 or visit our website at www.pivotalhealthsolutions.com. Combining chiropractic and massage forms an effective and profitable alliance. Where chiropractic addresses pain and dysfunction through spinal adjustments, Massage Therapy applies pressure to muscles and other soft tissue to achieve therapeutic and relaxation results. Adding massage to your practice can be richly rewarding for you and your patients.Introduction . . . . . . . . . . . . . . . . . . . .1 Adding Massge to Your Practice . . .2 Out of Pocket . . . . . . . . . . . . . . . . . . .2 Massage Industry 101 . . . . . . . . . . . .2 Massage Modalities . . . . . . . . . . . . . .3 Selecting a Therapist that Fits your Style . . . . . . . . . . . . . . . . . . .4 Hiring . . . . . . . . . . . . . . . . . . . . . . . . . .4 Working Relationships . . . . . . . . . . . .5 Choosing the right Equipment and Accessories . . . . . . . . . . . . . . . . .6-10 Equipping Your Massage Room . . . .11 Logistics . . . . . . . . . . . . . . . . . . . . . . . .12 Marketing . . . . . . . . . . . . . . . . . . . . . . .13 Reference Materials . . . . . . . . . . . . .14 Further Suggested Reading . . . . . . .14 Copyright 2010 Pivotal Health Solutions, Inc. All rights reserved. No part of this publication may be reproduced, stored in a retrieval system or transmitted in any form or by any means, electronic, mechan- ical, photocopying, recording, scanning or otherwise without the prior written permission of the copyright holder. 0506 Together, these two approaches form the basis of a comprehensive care system designed for the well being of your patients. The result is adjustments that are more effective - and that hold. In addition, massage adds another profit center to your business, which may continue producing even when you are not present. Let us help you plan, equip and realize the addition of Massage Therapy to your patient offerings. It is important that the quality of your massage equipment match the professional image you currently provide. Massage Therapists must rely on equipment to withstand the rigors of professional use. A broken or noisy table can cost your practice more than a thousand dollars per week in lost revenue. In our catalog, you will find only the highest quality Stationary, Portable and Electric Lift Massage Tables as well as Massage Chairs and a full line of accessories. Integrating Massage Table of Contents 01 www.PivotalHealthSolutions.com Introduction Into Your Practice Adding Massage Therapy can: Boost Profits Expand your practice Increase your leisure time Enhance your adjustments Improve patient satisfaction 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 12:14 PM Page 3 3. Whether or not you accept insurance, keep your therapist fully booked by helping them develop a loyal group of repeat clients and maintain a strong referral program. Innovative, treatment-enhancing features like breast recesses, pivot posi-tilt face rest and outstanding prenatal table accommodate a larger number of patients needs and give your therapists an advantage in attracting and retaining clients. Not only will patients enjoy a more relaxing experience, your therapists will be able to further their treatments providing greater benefit. Massage Licensing & Certification Thirty-six states and the District of Columbia require Massage Therapists to be licensed, certified or registered. Legislation is pending in many of the remaining states. Require- ments for licensure vary. Please consult the licensing agency for the regulations in your state. There may also be city or county laws in which a therapist must be certified. Depending on the state, a Massage Therapist (MT) can be designated as any of the fol- lowing: Licensed Massage Therapist (LMT), Registered Massage Therapist (RMT), Certified Massage Therapist (CMT), Massage Practitioner (MP) and Massage Apprentice (MA). Mas- sage Therapists typically attend accredited programs of 500 to 1,000 hours, although this can vary state to state. A good resource for finding more information on requirements for your state is to visit www.abmp.com. Go to the section under Careers titled State Boards and Require- ments. You may also contact the ABMP at: Associated Bodywork & Massage Professionals, 1271 Sugarbush Drive, Evergreen, Colorado 80439-9766. Toll Free: 800-458-2267 Fax: 800-667-8260 E-mail: expectmore@abmp.com. The American Massage Therapy Association (AMTA) has similar information. To contact the AMTA, visit http://www.amtamassage.org or reach them at: AMTA - 500 Davis Street, Suite 900, Evanston, IL, 60201-4695. Toll-Free: 877-905-2700 Phone: 847-864-0123 Fax: 847-864-1178 Adding Massage to your practice tInsurance Billing Insurance carriers have a variety of rules when it comes to billing massage therapy. The best way to become familiar with them is to contact the insurance companies you work with already and find out what each requires. It is also important to familiarize yourself with the accepted massage coding practices of Medicare and Medicaid Services (CMS) www.cms.gov as well as the American Medical Association, www.ama-assn.org. Using the coding policy required by carriers and agencies as well as reporting time properly will greatly increase your ability to be compensated properly for massage. Massage is billed in 15-30 minute increments after being prescribed by a chiropractor or other healthcare provider for the treatment of a diagnosed medical condition. CPT Codes to familiarize yourself and staff with are: 97124 (massage) for basic Swedish massage, and 97140 (Manual Therapy Techniques), which includes Myofascial Release, Manual Traction and Lymphatic Drainage. There are currently no codes to represent specific modalities. There are other codes often used within the therapists scope of practice, such as whirlpool, infrared heat, and electrical stimulation and paraffin baths. Be sure your therapist knows and stays within your states scope. Billing for the same procedure or modality that is on your prescription and documenting it in exactly the same way are the keys to full payment without delay or denials. Not all cases are reimbursable to a massage therapist, including some workers compensation and disability. Knowing which are will increase your billing success rate. You may be surprised at the number of patients willing to pay for a professional massage out of pocket. According to research done by the American Massage Therapy Association, 47 mil- lion adults received a massage in 2005, over 2 million more than the year before. Massage Therapy is projected to be a $6 to $11 billion dollar industry. The vast majority of these massages were purchased out of pocket. (800) 627-2387 02 Adding Massage To Your Practice Out of Pocket Massage Industry 101 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:37 AM Page 4 4. Modalities Deep-Tissue Massage Deep-tissue massage accesses deeper muscles to facilitate the release of stored tension or trauma. Specific muscles are isolated. The Massage Therapist will often do cross-fiber (stroking across the muscle fiber) work. Shiatsu and Acupressure Working with the bodys energetic meridians, shiatsu utilizes a combination of many different physical techniques, such as pressing, sweeping, shaking, rotating, grasping, lifting, brushing, and sometimes, walking on the persons back and legs. Swedish Massage Swedish massage uses a system of long strokes, kneading and friction on the muscles. Primarily for a full-body session, it generally relaxes and promotes circulation. It also reduces muscle tension. Neuromuscular and Trigger Point Therapy A trigger point can be caused from injury, poor posture, repetitive motion, or emotional stress. This is typically not a full body massage. The intention is to interrupt the pain cycle. The client often learns how one part of the body may be affecting another part even though it may seem unrelated. Reiki Reiki is an energetic healing practice that draws upon energy and utilizes very little touch. Reiki can be a powerful tool in stress management and relaxation. Reiki often increases self-understanding and personal growth. CranioSacral Therapy CranioSacral Therapy restores harmony by balancing the craniosacral system, which is composed of the membranes that enclose and protect the brain and spinal cord and the fluid that circulates within these membranes. This type of bodywork is particularly helpful for persons with chronic pain, immune system dysfunction, and symptoms relating to the head, such as TMJ and migraines. Myofascial Release Myofascial Release is a technique that reduces tension of the fascia- the connective tissue of the body. Loosened fascia allows the therapist to better reach underlying muscles. This results in movement that is more comfortable and a better range of motion. Myofascial Release is most often combined with other types of massage rather than a stand-alone technique. Thai Massage Thai massage practitioners use their whole body to treat the clients whole body. They incorporate passive stretching, rocking, and pressure point work along energy lines. Thai massage is performed on a special soft floor mat. Thai massage increases flexibility, eliminates toxins and reduces stress. Lymphatic Massage Lymphatic massage flushes out the lymphatic system. It increases functioning of the immune system and the circulation of lymph fluids. This is helpful for clients with CFS, fibromyalgia, swelling and fatigue. 03 www.PivotalHealthSolutions.com There are hundreds of massage techniques and specializations. Many modalities complement your existing practice beautifully, and others may not fit in so well. Finding the best techniques for you and your patients can be confusing if you are not already familiar with the jargon. Modalities Hot Stone Massage is often used with Deep Tissue or Swedish Massage Modalities 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:37 AM Page 5 5. The perception of massage and Massage Therapists has been marred in the past by being associated with less desirable professions. Todays therapists are trained profes- sionals with an excellent grasp of anatomy, physiology, business and often a strong entrepreneurial spirit. Help support their profession by using appropriate vernacular (not referring to massage tables as beds, for example) and encouraging your staff and patients to become educated about the profes- sion. As in all hiring decisions, base your selection on the skills of the therapist, not on other factors. INSIDER TIP Selecting A therapist large database of schools and contacts and our Cus- tomer Service staff would be happy to refer schools in your area. Get Referrals From Your Clients If it is an established therapist whom you seek, the best place to start is with your staff and patients. Whom do they know? Whom do they see? Good employees and people know other good employees and people. If they are the type of person you would hire yourself, chances Be careful whom you ask. are they know someone you would hire. While you can increase your chances of getting a referral by offering a free dinner, free adjust- ment or some type of reward, you may also find that people just like referring someone they know and like. Place An Ad As a last resort, place an ad in the local newspaper. In doing this, keep in mind that the number of candidates, both qualified and not, can be daunting. To avoid an office full of applicants rather than patients, place the ad without your practice name and address. Chiro- practic Office is always a good descriptor. Have applicants send inquiries to a P.O. box or special E-mail address. In this way, you can prescreen applicants and invite them to come in at a time convenient for you. Once you get a list of names, conduct interviews with them to determine the fit. It would even be a good idea to schedule a massage with them to see first hand the quality of their treatments. Once you find the therapist that you feel will fit within your organization, begin negotiating as to the type of arrangement that works best for both of you. (800) 627-2387 04 There are a few simple questions to ask yourself when bringing a Massage Therapist into your practice. Selecting a Therapist that Fits your Style What do you want to accomplish by collaborating with a therapist? What personality will fit in with your existing staff? What type of massage fits best with your style of treatment? What type of arrangement are you seeking? Whether your goal is to find a therapist that complements your current therapeutic regimen by supporting your adjustments with soft tissue work and relaxation, or to enhance your practice through spa-like relaxation massage, adding the right therapist can provide a way for you to broaden the offerings to your patients and increase your treatments affiancy. Offering massage services create a flow-through of patients that may not have normally come to you for care and viceversa. By working together, your businesses can grow exponentially. This is why a good working relationship is critical. Hiring One of the best ways to secure a therapist is through a professional massage school. Learning which schools in your area graduate therapists that fit your vision is the first step. Some schools have different focuses than others. It is good to talk to some of them about the modalities and coursework they offer. Are you looking for an entry-level ther- apist versed in the basics of relaxation massage, or are you looking for a former nurse practitioner in their second career? The school placement office guides graduates and students toward employers in the area. This person can help you review resumes and tell you a little about the personality of their graduates. Contact A Local Massage School A good resource for finding schools in your area is the American Massage Therapy Asso- ciation (AMTA) or www.naturalhealers.com. Many states have agencies that oversee massage and can be a wealth of information. The agency to contact can vary from state to state, but feel free to call Pivotal Health Solutions at 800-627-2387. We maintain a 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:38 AM Page 6 6. Employee This can be a very appealing arrangement for both parties. Regular hours and an established location are often a plus for the therapist, not to mention a steady paycheck and benefits. The chiropractor benefits from the impression of becoming a one-stop shop for their patients needs. Keeping your patients in-house with a Massage Therapist that supports your work and has a stake in your business will keep patient retention high. This also allows you to monitor the quality of the massage ex- perience and ensure that it fits your care and treatment plans. Massage professionals are often highly compensated when they are independent contractors, but with this arrangement, they will not have the overhead costs of running their own business and will be more amenable to receiving less per treatment. Also, should you ever decide to sell your practice, the value of the business is increased because of the Massage Therapy component. Referral In this case, the chiropractor and therapist enter into an agreement by which they refer clients to each other. They typically agree upon specialized rates for these referrals. This means that the therapist will often be responsible for billing the massage. The independ- ent nature of this situation has pros and cons. A lack of commitment and a diffused focus on each others business goals can create a lack of energy in this type of arrangement. While this is often the simplest and least expensive way to get started, it does not gener- ate nearly as much revenue. Independent Contractor The Massage Therapist will rent space within your office and receive a percentage of the fee for each massage as compensation. The Massage Therapist ordinarily gets a higher percentage of the fee as compensation. How the fee is divided, whether 60/40 or even 80/20, should be clearly negotiated in advance. The amount the therapist pays per month can vary based on what you provide in return, such as billing services, utilities and adminis- trative support. This arrangement provides very little control for the doctor. She or he has less say on when the Massage Therapist will be available, how they will treat patients or even the types of treatments offered. In some states, it is difficult to maintain the independent contractor status. There are certain parameters that you and your therapist will want to know in order to comply with state employment taxes. Check with your employment attorney or accountant for more details on this. There is often lag time between insurance billing and payment. Your Massage Therapists may not have the cash flow to sustain themselves until they receive payment and may become discouraged. In addition if there is a turnover of therapists, you may find yourself having to find new therapists to refer or rent your space. It is also inconvenient to track down previous therapists to forward payments owed to them. Working Relationships 05 www.PivotalHealthSolutions.com There are many business arrangements that have proven successful between chiropractors and massage therapists Working Relationships It is always wise to seek advice from your tax advisor or legal counselor before entering into specific business agreements. INSIDER TIP 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:38 AM Page 7 7. Purchasing Equipment & Accessories (800) 627-2387 06 Things to keep in Mind when purchasing Safety - Look for a table that will with stand the average weight of your patients. More economical models often are appropriate for clients up to 450 pounds, some American Manufactured tables, like our OMNI deep tissue table, are rated to a working weight of 800 pounds. Hardwood blocks in all 8 corners - Like the muscles in our body, greater surface area of attachment means greater strength and stability. We accomplish this in our frames by gluing and stapling hardwood blocks into all eight corners. Full-length hinge - Either a full-length hinge or two smaller hinges connect the two halves of the massage tables. The full length hinge minimizes torque between halves. Dual knobs - A single knob on the leg extension is a potential pivot point. Two knobs more fully integrate the leg extension to the leg itself. The dual knob system provides greater lateral stability. Comfort - Not all 3" foam systems are the same. The quality of the foam is reflected in density (its capacity to support and hold up well over time). Avoid cheaper, light density foam systems (they may feel softer at first, but break down quickly). Special Options - accommodating the positioning needs of your patients is very important. Tables with Breast Recesses are a revolutionary advancement in comfort and highly recommended. Offering Prenatal Tables for your pregnant patients communicates that you are attuned to their situation and represent this special service enthusiastically! Adding the spa-like element of visco-elastic foam, like our exclusive four layer Touch Response Foam, will cradle your patients in comfort. The Pivot Posi-tilt Face Rest allows your therapist to give a passive stretch and gain increased access to muscles in the cervical area. 3 FOAM Hardwood Blocks Full-Length Hinge Dual Knobs The right tools available to your therapist can be the difference between a thriving massage compo- nent in your practice and a less successful endeavor. It may be tempting to pick up one of the tables intended for home use at the discount stores; however, no table is inexpensive enough to justify a poor investment in massage equipment. There are always trade offs. It can cost a therapist, and consequently you, hundreds if not thousands of dollars if even a single client is dissatisfied with a massage. Loss of this kind is often the result of a tables lack of comfort and quality rather than the abilities of the therapist. During a massage, it is paramount to the relaxation response that the client feels safe, secure and relaxed. The better the experience, the more frequently they will visit and refer new patients and clients to your practice. A solidly built table will ease the therapists work, resulting in less wasted energy, and helping the therapist deliver the massage intend and you prescribed. Choosing the right Equipment Custom Craftworks American Made Athena table shown with Prenatal package. 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:38 AM Page 8 8. Ta bl e s Portable Tables are versatile, in that they can be moved easily and used for appointments outside of the office. They are also relatively inexpensive. If Massage Therapy is going to be a component of your practice long term, you may wish to consider a Stationary or Electric Lift Table. There are many choices for Portable Tables on the market. Some are for occa- sional home use, and some are for professional use. You will need a professional use table backed by a solid warranty. There are many options you can add to a massage table, but look for a solid table that will withstand daily professional use. You may also want to discuss custom size or options with a PHS representative. 07 www.PivotalHealthSolutions.com Tables Portable Tables Portable Tables are versatile, in that they can be moved easily and used for appointments outside the office. They are also relatively inexpensive. If Massage Therapy is going to be a component of your practice long term, you may wish to consider a Stationary or Electric Lift Table. There are many choices for Portable Tables on the market. Some are for occasional home use, and some are for professional use. You will need a professional use table that is backed by a solid warranty. There are many options you can add to a massage table, but look for a solid table that will withstand daily professional use. You may also want to discuss custom size or Structural Integration options with a Pivotal Health Solutions representative. Stationary Tables Stationary Tables have a finished, professional look, and often include cabinetry for storage. They are made to be a permanent fixture in your office. Due to size and weight, these are more expensive to ship. Expect excellent, professional craftsmanship in the entire table. Electric Lift Tables Keep in mind that different therapists work at different table heights for optimum leverage and ergonomics. Therapists may need to change table heights to accom- modate different clients and body types. An electric lift table can reduce the amount of time it takes to prepare the room between patients by allowing the therapist to adjust table the height quickly and easily. This also means that therapists can change table heights for different strokes and leverage needs during treatments. If your table adjusts to below 19 inches is wheelchair trans- ferable. This may qualify you for a 50% tax credit under the ADA Section 44 Disabled Access Tax Credit. Please ask your Pivotal Health Solutions customer service representa- tive for details and forms. Be sure to discuss this informa- tion with your accountant. The following Pivotal tables qualify: Tempo, Elegance, Elegance Pro, McKenzie, Cascade, Radiance, Yukon, Kodiak, Aztec & Mayan INSIDER TIP Luxor Aura Lift Back Majestic 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:38 AM Page 9 9. Ta bl e s Option One: Room will be used for chiropractic treatments during the day and for Massage Therapy in the evenings and weekends: The best option is to purchase a portable adjustment table to be used for your chiropractic treatments, such as the Chrion or Chrion Pro, and a portable massage table to be used during the evenings and weekends. With this option, after your regular clinic hours are over, you can move your chiropractic table and replace it with your portable massage table. Your room can continue producing after hours and on weekends. Option Two: Room will be used by a single massage therapist for massage only. In this situation, your choice depends much upon your commitment to maintaining a massage program. To provide optimal body mechanics for the Massage Therapist and the best treatment for the client, consider an electric lift massage table. PHS offers a variety of lift tables. If an Electric Lift is not an option for you, a profes- sional quality portable table with a minimum 3 inch foam system will work just fine. Make sure the table is rated to at least 600 pounds for bariatric patients. If you are equipping multiple rooms, portable tables are the least expensive option. You may also wish to equip with a mix of electric lift and portable tables in order to accommodate wheelchair transfer. This is especially important if you do personal injury work. (800) 627-2387 08 Athena Elegance Recommended Table Option Three: Room will be used for massage by several therapists at different times: Again, your choice of table will depend upon your commitment to your massage program. Another thing to consider with multiple therapists using the same table at different times is that therapists like to adjust table height accord- ing to their own height and style of massage. An electric lift table is clearly the best choice in this situation. A solid Portable like the Athena is a dependable alternative. Tempo 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:39 AM Page 10 10. There are many options to choose from in Portable and Stationary Tables, each with a specific purpose. Your choice will be largely based upon the type of massage you intend to offer, as well as by your clientele. E xc l u si v e Ta bl e Op t ion s 09 www.PivotalHealthSolutions.com Exclusive Table Options Breast Recess Option: Whether your massage clients are male or female, this is a necessary option. In the face down position, the Breast Recesses relieve pressure on the clients breast or chest. There are also advantages in positioning dynamics: The torso is positioned neutrally, scapulas are closer together, and muscles are shortened for easier access with less resistance. More pliable muscles mean your therapist performs deeper work. This incredible advance in massage equipment will completely transform the massage experience for your patients. Prenatal Optoin: If prenatal massage is currently a part of your practice, or if you would like for it to be, this table is a must for you! Our innovative prenatal feature is the result of extensive research and development. No other massage table offers all of these exclusive features! Breast Recesses accommodate tender breast tissue and our adjustable belly sling supports your clients throughout their pregnancy. The table may also may also be used as a flat surface for standard massage or remove the inserts for the popular breast recesses. Touch Response Memory Foam System: Memory Foam conforms perfectly to the shape of each client, providing support without pressure. It is especially useful for extremely thin or elderly clients, or those with fibromyalgia. Adds security during the massage by cradling the body, allowing clients to give in to the table.Athena with Prenatal 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:39 AM Page 11 11. A c c e s s or ie s Bolsters - It is important to have a selection of bolsters to aid in achieving optimal positioning, especially when treating patients with back problems. Minimum requirements are an 8 inch knee bolster and a 6 inch ankle bolster. PHS offers a wide variety of high quality bolsters. Talk with your therapist to see what other bolsters and pads they may need. Arm Rest Shelves and Table Extenders - Both serve to make the client more comfortable on the table. Arm Rest Shelves are one of the most common and useful additions to a massage room. Our Arm Rest Shelf is easily adjustable down to 9 inches below face rest. The table extender adds up to 10 inches and is very helpful for sports massage. A table should be at least 73 inches to start, but for clients over six foot five inches, a table extender makes a world of difference. Stools - These can be either stationary or rolling. Look for stools that are high quality, durable and quiet. Consumables - You will need to replenish supplies, particularly massage oils, creams and lotions to keep your massage room operating efficiently. These products can be found in our catalog, or can be ordered online at www.pivotalhealthsolutions.com. Pressure Positive Self Care Tools Table Warmer Premium Armrest Shelf Round Knee Bolster Solutions Wooden Folding Stool Economy Cotton Flannel Face Rest Cover (800) 627-2387 10 Table Coverings Accessories Flannel Sheet Set Sheets and Face Rest Covers - Cotton-flannel is the most comfortable choice. Sheets are available in sets, which include a fitted and a flat sheet. Sheets and face rest covers need to be changed between patients. Determine the number of sets you will need by considering the number of massages daily and frequency of laundering. Disposables - Disposable sheets and face rest covers eliminate the laundry require- ments of cotton-flannel sheets, but also lack some of the comfort they provide. We offer high quality SaniCoverTM for this purpose. Table Warmer - Fits between the table surface and fitted sheet or fleece pad, gently warming the client. The Table Warmer allows you to keep the room a little cooler so the therapist is not too warm. Look for warmers with multiple heat settings. Pressure Positive, Self Care Tools - A simple, and effective approach to deep muscle therapy. Pivotal Health Solutions is a proud partner and distributor of The Pres- sure Positive Company's line of deep muscle massage tools. These innovative and ergonomic self care devices provide a way to manage recurring muscle tension both at home and in conjunction with professional medical treatment and therapy. 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:39 AM Page 12 12. Ideally, massage is performed in a quiet and serene setting. Your massage room should be situated away from high traffic and noise areas in your office. You should use soft pastel colors, lights that dim or an alternative soft light source during treatments. If possible, locate your treatment room close to a restroom for client use. Also, keep in mind that while the client is changing clothes, the therapist will need to leave the room. If possible, provide a place for the therapist to wait away from the flow of your regular office traffic. Your Massage Therapist will want to greet each client before taking the client into the massage room. This should be done in your regular waiting room. When your professionally dressed therapist announces to the next client, Good morning Mr. Smith, are you ready for your massage? others in the room will take note that massage is available in your clinic. S e t t ing u p y o u r m a s s a g e r o o m Setting Up Your Massage Room 11 www.PivotalHealthSolutions.com INSIDER TIP When selecting a space for your massage room, allowing at least 3 feet of space on all sides of the table will give enough room for most Massage Therapists to do their work properly. A common size for a massage table is 30"( 2.5') wide by 73" (6' 1") long. This size should accommodate the majority of your clients. A Face Rest (mandatory for most modalities) will add 8" to 12" to the length of the table. A 10' X 10' room should give enough space for a massage table, therapists stool and a chair for changing, as well as a small cabinet or table. Conserve space by adding an under table shelf to the massage table. 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:40 AM Page 13 13. Flooring Massage Therapists use oils and lotions in their treatments to increase glide and reduce friction. You will want flooring that can be easily cleaned, disinfected, and does not allow oil to soak in. Carpet - The disadvantage of carpet is the fact that oil will likely be spilled on the floor. You may find that you will spend time and money having to clean and replace carpet. The advantage of carpet is the warmth and quiet that it adds to the room and to your clients feet. If you choose carpet, you should consider going with a commercial grade carpet, which will easily resist stains. Tile - Easily cleaned, but can be cold on bare feet. If tile is your choice, you will want to provide area runners or mats to spare your clients this discomfort. In addition, keep in mind that tile reflects sound. Laminate Flooring - Probably one of the better choices. You can find laminate floor- ing at most home supply stores. This attractive flooring is easy to install, easy on the feet, and can be installed over existing flooring. These floors are easy to keep clean and appeal to people who are allergic to dust. Ta bl e s & Pr od u c ts Bookshelf - You will need shelves to hold anatomy, physiology and other reference books that Massage Therapists may frequently refer to. Shelving is also useful in display- ing merchandise for sale and storing supplies. Small File Cabinet - For storing patient chart notes and client intake forms. Privacy Screens - A nice way to hide clutter and make a room feel less boxy. Lamps - Provide gentle ambient lighting that allows clients and therapists to see while remaining relaxed. Small Table - A place for clients to put glasses, jewelry or watches, also a good place for your business cards. (800) 627-2387 12 Room Furniture and Treatments Small Stereo or CD Player - Most clients will want soothing music played during their treatments. Some bring their own music, but most generally expect you to provide soothing sounds. Clothes Tree/Hooks - For clients to hang their clothes. Chairs or Benches - For the client to sit on while removing their shoes. Additionally, the therapist will want to sit with the patient and review chart notes before each treatment. Storage - If your room does not have a storage closet, consider an armoire or storage cabinet for storing sheets and other supplies. Some doctors offices have a general storage closet for items that can be replenished between clients. Clock - To pace the treatment and keep the appointment schedule on track. The clock should be silent, of course. Small Space Heater - You will find that different people like different room temperatures during massage. It is helpful to have a small space heater to adjust room temperature when necessary. Thermometer - To monitor room temperature. Mirror - For patients to use when re-dressing. Hot & Cold Packs - To relax specific areas of the body. Hot Stone Heater & Stones - For spa like treatment & heat therapy. Logistics Many people who will be using your massage services regularly work nine to five jobs. You can help to meet their needs by making massage available beyond the regular hours of your clinic. Of course, the room(s) that you set up as your massage rooms can continue generating revenue on weekends and evenings. Convertible Spa Cart 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:40 AM Page 14 14. Chair Massage - A Melody massage chair is one of the best ways to promote your massage program. Your therapist can take the chair into local offices for corporate massage, or to fairs and bazaars. Many people who do not feel they have the time or money for a full massage session are happy to spend a few minutes in a massage chair. Most people are introduced to massage in this way. Have plenty of business cards available and signage promoting your practice. Waiting Room - In your waiting room, have pamphlets explaining massage and the benefits that massage provides when used in conjunction with chiropractic. Display a sign or poster announcing that massage is available through your clinic. You will find that many people who may not be familiar with massage and wouldnt otherwise be comfortable with it will be more inclined to try massage in the profes- sional setting of a chiropractic office. To further minimize any apprehension some people may have, be sure to display information about your therapist(s) including photos and credentials. Let them know that appointments can be scheduled at the front desk. Co-Scheduling - Many chiropractors advise their patients to schedule their massage as close as possible to their chiropractic treatment. This keeps them on a comprehensive treatment schedule and makes their chiropractic adjustments easier with longer lasting effects. Regular Treatments - Getting people into a reg- ular treatment schedule such as every Monday at 5:00 oclock creates a healthy routine in a comprehensive care program. Be sure to keep in touch with them, and M a r k e t ing Be very professional and consistent in marketing your massage offering so that your clients will feel more at ease. Do not expect that people will learn about your massage offering on their own. You will need to inform them in as many ways and venues as you comfortably can. Marketing includes the use of advertising, public re- lations and word of mouth. Here are some suggestions to get you started. Dont stop at these, though; use whatever means work best for you. MARKETING INSIDER TIP 13 www.PivotalHealthSolutions.com Marketing We hope that this booklet is helpful to you in your decision to integrate massage into your practice. Please do not hesitate to call us with any questions that you may have concerning massage and chiropractic equipment or supplies. Our Chiropractic and Massage catalogs feature many of the items discussed in this booklet. Call or e-mail us for your free copy. If you are interested in something that you do not see in our catalogs, call us anyway. If we do not have it, we will try to source it for you - or at least point you in the right direction. Our goal is to help you deliver the best treatments for your patients, and to assist you in sustaining an efficient and prosperous practice. Custom CraftworksTM has proudly been manufacturing prem ium quality massage & spa equipment for over 20 years. Your single source for all of your scho ol supplies. Integrating Health and Wellness Custom Craftworks Student / School Catalog stude nt catalo g.qxd :Layo ut 1 9/16/1 0 11:10 AM Page 2 A NOTE FROM PIVOTAL HEALTH SOLUTIONS Massage & Spa Tables & Products 15. 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 12:41 PM Page 15 16. Further Suggested Reading Greene, Lauriann CEAS and Richard W. Goggins, CPE, LMP with contributions by Janet M. Peterson, PT, DPT Save Your Hands! Publisher: Body or Work Books (2008) Braun, Mary Beth BA, CMT, NCTMB and Simonson, Stephanie BS, CMT Introduction to Massage Therapy, Publisher: 2006 Lippincott WilliamsWilkins (2005) Born, Bryan Dr. The Essential Massage Companion, Publisher: Concepts Born, LLC (May 1, 2005) Yellow Pages - For some people, the yellow pages are the first stop in their search for almost anything. If you have a display ad in the yellow pages, make sure to add Massage Therapy Treatments Available. Also, consider having a listing under Massage or Massage Therapy with your clinic name. Coupons and Gift Certificates - Send coupons to your patients for a savings on their next massage. It is a reminder that massage is available, as well as a prompt to call and make an appointment. Gift Certificates allow your clients to give the gift of massage to a friend. Be sure to place a sign in your lobby informing patients that they are available. Web Site - If you do not already have a website for your practice, it is a good idea to create one. More and more people are using the Internet as their primary source when searching for products, services and information. You can find website designers by looking in your local yellow page listings. There are also services that offer templates you can use to create your own website; however, unless you have a background in graphic design or website development, it is usually best to hire a pro. Create a page on your website for massage. Do an introduction to massage for people that are not familiar with massage and the benefits that massage brings. You can have your therapist help you to write the copy, or go to the AMTA or ABMP websites for information. Be creative in your marketing efforts. Solicit ideas from your massage therapist(s), your staff and your patients on how to spread the word. Check in regularly with Custom Craftworks for any marketing and advertising tips. Above all have fun and make the process enjoyable for everyone! R e f e r e nc e s send reminders to reschedule if clients are not on a regular schedule for massages. This can be done through your front office via: E-mail or Postcard Reminders - A friendly reminder, its time to schedule your next massage. We have openings call us for an appointment. Postcards are an easy way to get your message out. When using E-mail, be sure to get your clients permission so that you are not guilty of spamming. Permission could be obtained by using an opt- in for your regular newsletter. Telephone - I know that you preferred Fridays in the past and we have an opening at 3:00 on Friday. Id be glad to schedule that appointment. Personal Recommendations - Talk to your patients during chiropractic treat- ments about the benefits of including massage in their treatment regimen. Recommend massage as a supplement to their chiropractic adjustments and explain its advantages. Ask if they would like to schedule a massage at the front desk. Introduce your Massage Therapist to your regular patients - Create a small poster, pamphlet or flyer with photos of your Massage Therapists. This piece should include a short biography of your Massage Therapist, as well as massage educa- tion. Be sure to announce new staff to your patients. Include a short write-up in your patient newsletter on your Massage Therapist(s). Include a short biography including their training and credentials. Make it personal with a photo and information on hobbies and interests. The massage therapists business cards should be available at your appointment desk. Display pamphlets explaining Massage Therapy in simple laymans terms. This will serve to educate your clients and put at ease any misconceptions they may have about massage. Create a Referral Program - This is one of the most effective ways of marketing your massage program. A referral program creates walking testimonials, and testimonials are among the most powerful marketing tools available. The details and logistics of your referral program depend upon your style. A basic program could include offering a discount on their next massage, or a gift for each person that your regular clients refer to your office for massage. You could create coupons they can give to their friends, allowing them a discount on their first massage. The advantage of this program is that it costs almost nothing to create, but can result in ongoing client flow-through and a steady revenue stream. (800) 627-2387 14 Reference Materials Association of Bodywork and Massage Professionals Website, Technique Listing, www.massagetherapy.com American Massage Therapy Association Website, www.amtamassage.org 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:42 AM Page 16 17. www.PivotalHealthSolutions.com facebook.com/pivotalhealthsolutions twitter.com/pivotalhealth Our Trusted Brands Quality Built, Technology Driven Pivotal Health Solutions was formed with the mission of becoming one of the leading manufacturers and suppliers of products to the health and wellness industry. In this journey Pivotal Health Solutions has strategically brought together some of the industries finest brands. 2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 11:32 AM Page 1