Chiro Retail: Good for Your Patients, Great for Your Practice

Many of today’s chiropractors include selling chiropractic-specific products in their office to distinguish their practice from the competition and increase revenue.  Chiropractic retail sales appeals to patients because it provides them with assurance that the products are good for their health, and it helps them avoid a trip to another store.   

Chiropractors often stock small quantities of a variety of items.  Quality is more important than quantity.   “If you believe that you have a product that could or will decrease the healing time for your patient, would you share that with them?  I think most physicians wood,” says Serge Nerli, DC, from the Healing Touch Clinic in New York. 

Depending on the size, style and philosophy of your practice, “cervical pillows, lumbar supports, lumbar cushions and nutraceuticals are a good beginning,” continues Nerli.  “However, other devices also come to mind, such as T.E.N.S. units, portable muscle stimulators, moist heat packs, ice packs, supports for extremities and home exercise devices, such as exercise balls and weights of varying amounts.  The list is quite extensive.  There are even products which assist the patient in reducing stress, whether it’s a squeeze ball or a more sophisticated and expensive electronic device.”

 Patients are often interested to hear about products that help the healing process.  Some items are covered by the patient’s insurance, as long as the doctor explains why the product is medically necessary and supplies the proper documentation. 

It is important that patients notice your resale items.  Products in neat and attractive displays around the front reception desk often sell themselves.  Dr. Nerli says, “I place lumbar supports on several chairs in my waiting room.  This allows the patients to feel the benefit first hand.  Around the holidays, having the products on display encourages patients to purchase them as gifts for friends and family.” 

Resale items are an important part of a chiropractic practice’s business.  They provide patients with high-quality products they can’t get anywhere else, while helping the practice’s bottom line. 

-Donna Weinstock