Grow Revenues in Chiropractic Clinic With Point of Service Sales of Retail Products

In 2006, two out of three chiropractors increased billings (67%), while almost ninety percent (88.3%) of chiropractors sold retail products to patients. At an average $28.5 collections per patient visit (PVA), retail product sales to patients remains a major revenue source. But for junior practitioners with a humble patient growth record, point of service sales is the fastest way to increase practice revenue.

An added benefit of such sales is improved patient relationship. By offering your patients quality products that enrich their lives outside of your office, you demonstrate your care. Your patients are reminded of you – and of your care about them – every time they use the products you sell them. Better patient loyalty means lower attrition, frequent referrals and, eventually, improved profits.

Stick to familiar products. Offer products you use during your treatments. Offer items like topical analgesics, hot and cold packs, orthopedic pillows and supports, water-based pillows, herbal packs, massage tools, lotions, oils, butters, scrubs, aromatherapy, etc., which can be used in your office to benefit your patients daily.

Maintain exclusivity. Choose products not available in retail stores. Patients feel special if you offer products they can not find in mass retail markets.

Display. Set up retail displays in both waiting room area and the treatment room. Make sure the patients can feel, touch, sample, read about the benefits of the products, and ask you questions, giving you an opportunity to talk about their benefits.

Manage accounting. Best billing systems manage both healthcare claims and point of service sales records uniformly, without imposing extra complexities on practice management. The challenge is to process healthcare claims with insurance companies while leaving point of sales records aside and still produce correct sales and balance reports for each patient.

What to Look for in a Retail Point of Sale System, Part 1

It can be challenging to find the right Point of Sale software system for your business. This article provides a checklist of features you should consider when making your decision. In part one, we will look at point-of-sale, customer tracking, and security features.

Point of Sale

This is the heart of a POS system. Does it feature an intuitive user interface? Will you be able to train employees quickly? Can you customize the software for your unique needs? Features to look for:

  • Touch screen support.
  • Customizable menu buttons to access frequently sold items.
  • Customizable receipts and invoices.
  • Ability to email receipts.
  • Ability to create and manage quotes, layaways, special orders and workorders.
  • Ability to manage gift registries.
  • Ability to set up automatic add-on sale suggestions or substitutes for out-of-stock items.
  • In-house gift card/store credit tracking.
  • Ability to import tickets from a remote location, such as a trade show.
  • Ability to interface with credit card processing software. Will you need to switch to a different processor than the one you are currently using?
  • Support for electronic signature capture.
  • Support for debit card cash back.
  • Support for foreign currency.
  • Ability to calculate and track sales tax for different municipalities, different customer types, and different types of inventory items.
  • Ability to manage recurring billings, (for example, subscriptions).
  • Ability to manage tips and customer tabs
  • Ability to compute and track commissions and spiffs.

Customer Tracking

A major benefit of a point-of-sale program is the ability to track customer information and buying habits. This allows you to do targeted marketing to increase sales. Here are some features to look for:

  • Option to store customer photographs (useful if you have a membership program).
  • Ability to print customizable membership cards.
  • Option to track multiple customer types, such as wholesale, presale, member, etc.
  • Ability to track purchases made by each customer, including serial numbers, warranties, and layaways.
  • Ability to create targeted email and/or mailing lists.
  • Ability to send customized email in bulk.
  • Ability to print customized mailing labels.
  • Ability to manage accounts receivable
  • Ability to print and/or email accounts receivable statements.

Security

Your point of sale system can help you prevent employee fraud and assist you in loss prevention. Features to look for:

  • Bad check tracking.
  • Integrated video surveillance.
  • Ability to limit employee access and rights.
  • Option to require login for each sale or after a specified period of inactivity.
  • Security tracking log so you know which employee handled a void, price override, return, etc.