dilemma with packaging (& marketing) techniques

[Micol]

Hi all,

I'm sort of confused and I think I need some help sorting all this out. I wasn't sure where to post it, whether in the techniques section, the dilemma section, or the business section, but it's more the latter, so the Business won out. This is sort of complicated, so please bear with me. Mods, if any one feels the need to put this in a different forum, have at it I wasn't sure which one would be most appropriate. The questions don't pertain to the techniques themselves, I only explain them below so ppl can gain some understanding, as the machine I speak of is NOT in widespread use among MTs. The questions I have pertain to how to package and price them, and the long descriptions are only necessary to help ppl get an idea as to what I'm trying to do in order for them to be able to share their ideas with me on how to price and market these techniques.

Here goes:

The background: I just got my hands on a new electronic device that TX law allows massage therapists to use on clients. It's good for lots of things, but the FDA has specifically approved it for muscle relaxation and re-education. You can put it on a trigger point, a sore muscle, etc. Also, nothing stops us from using it to stimulate acupuressure/reflexology points either, as long as we don't claim to treat any condition. It runs on batteries and feels like a TENS unit (the mild pins-&-needles sensation). You can either put the machine right on the skin or you can hook up a sort of "splitter" attachment that has one end that plugs into the machine and the other end has 2 plugs that plug into the same little sticky electrode pads that chiropractors & other professionals would use with a TENS unit. You can plug them into any size pad that has the same standard size connector.

The techniques: There are 2 basic techniques in question. I'll briefly explain which, also specifying how much time they take, what additional supplies are needed, and of what cost they are to us. It's how to package these or bundle them with massage that I have questions about.

"Spot Treatment for Pain" technique: I can use the machine on someone's muscle, joint, etc, wherever they're experiencing pain, stiffness, soreness, etc, and chances are good that the pain will be relieved. I never make any guarantees. It's easy to incorporate into a massage, and it can take as much or as little time as I want it to. Ideally, it takes anywhere from 5-20 mins. The dilemma here is, sometimes pads are needed (or at least preferred) and other times they're not. The question is, do I absorb the cost of the pads in the massage (the pads are reusable and they are good for 10-15 uses before they wear out and aren't sticky anymore)? Do I charge any extra for this technique? I'd hate to get someone on the table, realize that someone's pain could be alleviated by the machine, realize it's better to use the pads, and then tell them it'd be an additional charge? That's tacky. So do I charge more for this from the git-go, or simply absorb the cost? Or do I slightly hike the price of overall massage (by like $5) and simply include the machine, and pads, wherever & whenever they're needed?

Full Back Technique: I use a pair of larger 5x7" pads, place one at about C7 and the other on the sacrum, boost the power, and it contracts and then relaxes all the muscles in the back. I leave them there for 12 mins. This is also an awesome way to start a massage. The 5x7" are the most expensive pads. The same questions apply, though I realize this can be more decisive since it's a finite chunk of time and a finite expense. Do I charge extra for a massage with this technique? (These pads run about $10-15 a pair, and all pads are reusable until their stickiness wears out.) Do I include the 15 mins (12 + preparation when all is said & done) in the massage time, or do I spend the 15 mins on this technique and then proceed to give the full hour (or whatever) of actual massage?

I'm toying with several ideas right now. I'm at a disadvaneforum.xxxe because the public barely knows what massage is and what it can do, let alone a machine like this. I love this machine and what it does. It's fascinating to me. But let's face it, the bulk of my clients aren't going to care, they just know it feels good. (Or WILL they care...? Is there a way I can explain it to where I'm not talking over their heads and I can motivate them to care?) But anyway...I need to talk in language they understand. So, I'm thinking of designing a few different massages, like an Energizing massage, a Therapeutic massage (or if anyone has more imaginative, less boring names, please let me know! lol) The Energizing type massage can utilize the Full Back technique, included, say, in a 90-min massage, for a certain amount like $90. Period. A Therapeutic can utilize the spot treatment for pain, sandwiched into a Deep Tissue-slash-NMT-based massage with the goal of pain relief, in, say, a 60 min massage for (x) amount. Done.

But I don't know if this's the right way to go. Any ideas? Suggestions? What would y'all do? :shock:

If you've read this far, congrats, you deserve a hug for bearing with me.

Any tips, suggestions, feedback, advice etc is GREATLY appreciated!!! Thanks in advance!!!!

Blessings,
--Jyoti

 

[Pompal 09.]

yikes! well, i'll try to tackle this the best i can...soooo much info.

anyway, i know if it were me, i'd absorb the cost. i don't think it'd be fair if you hike the overall price of your massages. what if someone doesn't want the machine? it doesn't really seem like they are all that expensive if you can really use them that many times. only comes out to less than a dollar a client. i'd eat it. but like i said, that's just me. also something to think about. sometimes when something costs more, people don't want to pay the extra. so maybe a good way to get them involved with the new tool is to not charge extra for it.

heck i don't know if i even fully understood your post! lol....hope my response helps a bit. sorry if not.

 

[BJs4SJ]

I have two thoughts that may not help you at all t115

The first is pretty much in line with what terab wrote. Who would pay more for some completely unknown mechanical "massage" (assuming I understand the concept of this machine, which IMO sounds pretty darn cool- if I am ever in your area...). So, go ahead and absorb the cost, and use it only when needed as opposed to every session.

The other thing that came to mind is that MTs usually charge extra for hot stone sessions. Why not charge a little extra for a session that incorporates this machine?

Does this leave you pretty much where you started? :roll:

 

[Baby Blue]

I just got my hands on a new electronic device

So what is the name of the device? From your description it sounds like a TENS unit, are TENS unit not allowed to be used by MTs and this device can be? However you describe it, someone that knows what a TENS machine does is going to think it is a TENS machine. You're going to have to explain why it is better than a TENS machine.
The device must have a name, so search the web to see how other people are promoting it - as complete sessions, as addons, included in standard treatment as needed. You've said it's not in widespeard use by MTs, is there a profession where it is in widespread use? PTs or beauty therapists?


I think I'd just absorb the cost, it's giving you a break from physical massage, so that's a bonus for you that should conteract the costs of the pads (which are small over the life of the pads), and I'd just charge your normal massage rate. If you do decide to absorb the costs you can just use on an as need basis. Try it on your existing clients and find out if they like it, if they love it, think it makes all the difference, then it may be worth promoting. If they think it's so-so, just use it as needed, on them and new clients.

Do you currently have a lot of add-on charges like extra for a few drops of essential oils, extra for a couple of stones around the back and shoulders, charge extra for a foot soak, charge extra for hot towels, charge extra for heat packs, sure, charge extra for this new tool. If you currently include a lot of extras without charging for them, you'll probably have trouble introducing an extra you do charge for. If you have no extras at the moment, I think this sounds like something I'd just include in the standard treatment time at no charge.

The other thing that came to mind is that MTs usually charge extra for hot stone sessions. Why not charge a little extra for a session that incorporates this machine?

I know I am happy to charge extra for a full stone session because it takes so much extra time to setup and clean up. I often have a few stones going that I just use on the back as needed that I don't charge extra for. This device doesn't seem to have an extra setup/cleanup to worry about, the pads are the main expense, not the therapists time.

 

[Mattie]

I would like to know what the name of this machine is too.

I think you start at the beginning, in the pre-session interview when discussing why they are there and educate them about what you have in your tool box that will help them. If you think they need the spot technique then I'd say the following:

"To work with the tension in your neck I have equipment that I believe will really help alleviate this problem. It will help release the soft tissues which will allow me to further work this area and offer you the most relief possible in today's session. There is a charge of $5 which covers the cost of the pads. These will be your pads exclusively. They generally last for approximately x number of sessions at which point you will need to purchase a new set if we continue to use the equipment. This will make today's session cost "x" amount which will include the purchase of the pads. Your next session will return to "x" amount.

If you think they need the full back technique requiring the larger pads:

"To work out the difficulties you are experiencing with your low back I have equipment that I believe will really help address your problem. It will help release the soft tissues which will allow me to further work this area and offer you the most relief possible in today's session. There is a charge of $20 which covers the cost of the pads. These will be your pads exclusively. They generally last for approximately x number of sessions at which point you will need to purchase a new set if we continue to use the equipment. This will make today's session cost "x" amount which will include the purchase of the pads. Your next session will return to "x" amount.

I would also create some printed material that address why a client would want this equipment used on them and have it available in the waiting room.

Btw, you will need to create some type of storage facility to keep your clients pad sets clean and easily available for their sessions.

 

[XMS]

From your description it sounds like a TENS unit, are TENS unit not allowed to be used by MTs and this device can be?

Actually, per Texas law, MTs are allowed to use electronic devices, including TENS units (and others). We have a pretty restricted scope of practice here, but they do at least allow us that.

The device must have a name, so search the web to see how other people are promoting it - as complete sessions, as addons, included in standard treatment as needed. You've said it's not in widespeard use by MTs, is there a profession where it is in widespread use? PTs or beauty therapists?

THe device is called a SCENAR/Biomodulator. Very few MTs use them, because of the cost (US$2k, not including any attachments). I've found three others in my area (besides myself), and the developer's company happens to be based here, so that's probably three more MTs using it than you'll find in most areas. It's not real widespread. It's used mostly for medical (as opposed to beauty)...chiropractors, PTs, dentists, and some forward-thinking MDs.

Thanks to everyone that's contributed so far!! I'll bump this ks I'd like to see what others have to say as well. :wink:

Hugs,
--Jyoti