While attendance was down at THE Aesthetic Show this year in Las Vegas, the enthusiasm for practice rejuvenation was high. Every lecturer mentioned, in one way or another, the hardships of practicing aesthetic medicine in this economic recession. Speakers delivered suggestions focusing on how to grow your practice with either an increase in marketing endeavors, a decrease in operation costs, or addition of new services.
Most clinicians in attendance were looking for the next great technology to add to their practice to bring in new patients. I think a sobering message, at least for me, was Dr. Stephen Mulholland’s lunchtime motivational speech on how to cut the fat in your practice and how to capitalize on internal marketing of your existing patient population which is something we’re all probably not doing to the fullest of our potential.
His point was right on when he said we spend more time and money trying to solicit new patients that we aren’t capitalizing on the patients we already have. While we may be sending our patients birthday cards with incentive coupons, or monthly newsletters, how many of you are conducting an active outbound marketing campaign? Botox follow-up reminder calls, “thank you for the referral” call, how about “we know you've tried filler A in the past and we have filler B on special this month”?
If your practice management software is not engineered to be able to pull out these clients for follow-up calls, it’s time to change software programs. Now more than ever you need to be able to query on a certain group of patients who are ready for a follow-up treatment and have not yet scheduled their appointment. Dr. Mulholland’s point was that you have already gained the trust of that client so why let them slip through your fingertips? Current clients should be treated as VIPs as their positive experiences are going to bring in new clients via “word of mouth”.
So, if you’re experiencing more downtime in your practice, now is the time to appoint a staff member to begin an active “client rejuvenation” campaign.
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As patients are tightening their belts and technology is delivering newer procedures that require less time off of work and less money out of a patient’s pocket, more cost-effective solutions are overtaking the once considered gold standard practices, such as liposuction and facelifts.
We’re all aware of the turf wars among plastic surgeons and dermatologists versus the “non-cores”. But a new turf war is spreading into other areas of what is deemed cosmetic practices. As dentists begin using Botox to subsidize their practice’s income, “non-dentists” are dipping into their area of teeth whitening.
Teeth whitening franchises can be seen available at almost every aesthetic trade show. Not only are other physicians adding teeth whitening to their practices, but day spas and beauty salons are also getting into the action!
While dentists are claiming that teeth whitening practices require specialized training in the anatomy of the tooth, trade show vendors will tell you that’s nonsense. They state it is not a dental procedure, but a cosmetic procedure which are more commonly preferred in salons and spas. At a trade show, I was told by a booth vendor that my receptionist could perform the teeth whitening with no medical supervision necessary.
Spas are advertising teeth whitening as “why have it done in a sterile office when you can relax in a soothing spa setting?”. Hmmm. In fact, they boast “why not have other spa services performed at the same time” so they can “take care of all of your aesthetic needs in just one visit”? Here’s a quote I found online from one day spa offering teeth whitening: “quell your fears and anxieties by relaxing in a massage chair, listening to soothing music or enjoying the aromas of scented oils wafting around the rooms. You might even hear the trickling of water from a fountain”.
Are you kidding me? Teeth whitening is hardly a procedure to get anxious about. In fact, the procedures take a maximum of 15 minutes to perform. By the time the aromas start wafting, you’re done!
Is this a procedure that is necessary for financial survival of a medical spa or laser clinic? Where will it end? Will we also be performing hemorrhoidectomies which only require a local anesthetic? Or, perhaps removal of an ingrown toenail?
Call me a cynical nurse, but I say leave the Botox to the cosmetic physicians, the hemorrhoids to the proctologists, the toenails to the podiatrists, and the teeth whitening to the dentists.
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The American Society for Plastic Surgery released their 2008 statistics on cosmetic procedures performed in the U.S. and stated there is a 12% decline in the number of surgical and non-surgical procedures.
The ASAPS reports the top five non-surgical cosmetic procedures are:
According to the ASAPS, breast augmentation has now taken the number 1 spot over liposuction. Here’s the top 5 surgical rankings for 2008 as compared to 2007:
It’s no surprise this decline is directly related to our economical status, but to what extent? Is the economy actually discouraging people from having procedures performed, or, are they simply making more financially sound choices? There have been major technological advancements in the arena that is aesthetic medicine and I found it interesting that the research did not mention these newer procedures performed by plastic surgeons, as well as non-core physicians.
While liposuction numbers are down; it appears as though the number of body shaping and sculpting procedures in the U.S. is on the rise as evidenced by all of the new devices at ASLMS and THE Aesthetic Show, our own data in our practice, and the new laser lipo centers popping up all over the place.
As patients become more educated about the newer procedures available, they now have the advantage of making an educated choice to forego general anesthesia, the lengthy time off of work for recovery, and the high price tag that comes with liposuction and tummy tucks, and are choosing to have minimally invasive procedures instead.
Maybe these newer procedures are so far down on the list that they weren't worth mentioning? Or, maybe the ASAPS’s data is not truly reflective of the current practices of aesthetic medicine in the U.S. as performed by all aesthetic physicians? I’d like to see the ASAPS, along with their “independent research firm”, realize that other physicians besides plastic surgeons perform a variety of aesthetic services that are continually evolving into more cost-effective, efficacious and safe procedures for today’s savvy consumers.
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Medical spa advertising that works... and doesn't, from the discussion thread; What is the best advertising & marketing for your medical spa?
From EC
]]>Our most successful marketing efforts for our Cosmetic Dermatology practice from most successful to least successful are:
Med spa advertising that works:
1. Staff and physician interaction in the clinic with existing patients. When patients are happy with the results they have already experienced, trust you to do what is best for them, and you don't upsell in an high pressure manner they are very receptive to asking about and hearing suggestions about additional treatments. It's free and works for us.
2. In office brochures, posters, videos. I do most of the brochures myself (we do use some provided by Allergan etc) and all of the posters in Photoshop. We have a 24 x 36 framed color poster in each room promoting a different procedure with the procedure and our tag line. (Love Your Legs--Spider Vein Removal etc) You would be surprised at how many patients point at it and ask "tell me about that"? Very low cost and good return.
3. Newsletters sent twice a year to all patients by mail and by email to those who have requested it by email or who have registed online. Again we design it ourselves on Adobe InDesign have it printed professionally which keeps costs down and allows us to personalize it for our particular practice. We encourage all patients to provide their email. Initially we sent all out by mail now about half email half snail mail. Obviously email is much cheaper.
3. SEO optimized web site with a page for our Current Cosmetic Procedure Specials with specific pages optimized for local organic search. I manage and write all copy for our site myself and use a web design firm for the site design. More expensive but well worth it. We get many new patients who have found us on organic or paid search and many of our current patients research a procedure they are interested on our site and then come in ready to do it. A good website is essential.
5. Paid search with Google AdWords. Again I manage this myself (can you say "type A"). Once it is set up it takes me about 2 hours a week to manage. We tried using a Search management company and it was a disaster. They didn't really understand our business or the terms actual prospective patients would use to search online.
6. TV. We have 2 different 30 second TV ads that we purchase the local rights to use through Spot Runner (I am not associated with them just a customer). They are about $500 each and are high quality. We run half of our spend on "The Doctors"--very successful for us, and the other half on cable mainly HGTV, A&E, Bravo, Lifetime. It is expensive but successful, especially "The Doctos" segment.
7. Charity sponsorship with Susan B Komen for the Cure local affiliate. We have been the local presenting sponsor for years. Last year we did a "Botox Benefit Day" where we gave patients 20 units free with the purchase of 50 units. We advertised in local paper, by an email blast and on local online newspaper and I appeared on the morning TV shows. Very successful for us. We got a lot of publicity, made a profit, donated a large amount to the local charity and got new patients out of the deal. Win-win for all. It generates a lot of good will in the community, motivates staff and positions the practice as a part of the community. I believe in doing only one charity and doing it big to get prime sponsorship levels rather than small amount to a lot of charities where no one notices your sponsorship.
8. Monthly Local magazine--large ad. More for awareness rather than for direct response. Kind of works but is expensive.
Med spa advertising that doesn't work for us:
1. Print Yellow Pages. Used to work 10 years ago not now. We have small business listings only.
2. Radio--has never worked for us. We haven't done it in years.
3. Online Yellow Pages (yellowpages.com etc). People use Google or Yahoo. We do some but not really effective.
4. Newspaper--again worked even 3 years ago. We have decreased our ad spend a lot and put it into the local newspaper online banner ads.
5. Local shared mailers. In our community these are too "downscale" for our practice.
Last year we spent 6.7% of revenues on advertising. We are a mature practice (14 years). In the early years we spent around 15% on advertising. Unfortunately a fair amount of it was worthless. Live and learn. And track.
Medical Spa MD is proud to announce the addition of Laurie Peterson as our new Marketing Director.
With the escalating growth of Medical Spa MDs physician membership and the introduction of new services, from SEO and online marketing to group discounts for Botox and Restylane, we've had trouble keeping ahead of the demand. Laurie, as the newest member of the Medical Spa MD team will be heading up a number of our initives with both Members and Partners.
Here's an excerpt from the press release.
“The priority for the site has always been and will continue to be bringing the latest news, ideas and opportunities to our members”, says Jeff Barson, Medical Spa MD’s founder and publisher. “Laurie brings with her a passion for marketing that will allow our site to continue growing, which will benefit the entire member community.”
“I’m really excited to join the Medical Spa MD team and be a part of this exciting, growing community”, says Peterson. “I see lots of potential to expand on the information flow to members in addition to bringing special member discounts to everyone through our growing “Advertisers and Partners” section.”
Laurie brings 15 years of Fortune 100 sales and marketing experience with her to this new position. She lives in California with her husband, 2 kids and a very spoiled dog.
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Botox, Restylane, Juvederm, Thermage... We all have probably had our fair share of clients addicted to aesthetic treatments.
While the patients we deal with daily are probably not addicted to cosmetic medicine to the caliber of the “Cat Lady”, but close enough where you begin to wonder if they are suffering from body dysmorphic disorder. Especially in the category of injectable dermal fillers or laser resurfacing, you probably had to turn one or two clients away who you felt, as a professional, were pushing the boundaries of what is considered aesthetic enhancement versus disfigurement.
Many times these clients will shop amongst a variety of aesthetic physicians in and out of their area often having multiple services performed in a fashion deemed possibly dangerous. The cost of multiple procedures during our current economic status have forced some to turn to the unsavory practice of shoplifting. These thieves are very clever in their tactics, cunning in their role playing, and are worthy of the tile “Botox Bandit”.
I’m sure you have read news articles about Botox Bandits and, unfortunately, the number of Botox Bandits in the U.S. is on the rise! I have had several conversations with clinic owners across the Country who have been a victim of these cunning criminals. One clinic owner in California told me of a client who came into his practice, had her treatments and, while at the checkout counter, stated she forgot her credit card in her car. In good faith, she left her designer purse at the counter for the staff to hold while she quickly ran outside. Well, you don’t have to be a rocket scientist to figure out what happened next! After the client failed to return, the staff looked inside her so-called “designer” purse and found it to be empty. That, and it also was a counterfeit purse. Score one for the Botox Bandit.
Theft comes in many forms. Blatant like the case described above and more subtle in the form of complaints. Some clients have mastered the art of complaining to the point where they know they will end up with free services to appease them. Some even push the boundaries so far that they demand their money back after they have had all of their treatments, and then some. They will even be arrogant enough to post an undesirable posting about you on the web.
So, which form of theft is worse? The "Botox Bandit" or the "Scheming Thief"?
Do you have the right to discharge a patient from your practice only to suffer the undeserving web postings from your anonymous spurned patient? I do know this, it has caused us, and many practices like ours, to ask for payment before services for new clients we don’t have a relationship with.
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There's an interesting article in the Times about housing listings in manhattan that are being commented on. There's a direct correlation between that story and Medical Spa MD's community commenting on laser clinics, med spas and laser treatments.
“What’s happening now is the numbers aren’t enough,” Ms. Doherty said, referring to the information published by StreetEasy. “People are asking questions they can’t ask their broker, and they’re really interested in the qualitative perspective, in getting opinions of people.”
There is certainly no shortage of opinions to be found online. Drawing on reams of publicly available data on sales prices, comparable listings, creditors’ liens and even mortgage amounts (in the case of condominiums), commenters debate what an apartment is worth and how much a seller might be desperate enough to accept. They also pinpoint flaws ranging from imminent construction of a garbage facility nearby to crimes of linoleum.
For their part, sellers and their brokers are seething over what they perceive as a lack of accountability, hidden or misanthropic motives, and the fact that defending one’s property — even correcting a factual error — can prolong or aggravate its turn under the collective microscope. Sellers also object to being typecast as Marie Antoinette in the French Revolution-style discourse.
That accusation is not exactly refuted by the commenters themselves.
“All of us who were renters have endured a fair amount of ridicule from owners for our caution,” said Michael Waxenberg, 46, an information technology director and renter who is shopping for a three-bedroom apartment on the Upper West Side. “There is an element of vindication in what’s happening now — maybe we were right in trying to play it safe.
Medical Spa MD has now been around for almost 4 years and has the largest community of nonsurgical cosmetic medical practitioners that I'm aware of. The laser companies have noticed and there are some that already interact on the site. There are others who monitor Medical Spa MD but are sitting on the fence since they don't want to put themselves in a situation where they become a target. Nasty comments on the web live forever.
The number of times that Medical Spa MD has been contacted by named individuals and laser companies with requests to edit or remove comments has grown considerably. (I have yet to hear from any laser company or individual that they feel that Medical Spa MD has not been fair with them.) There are growing pains with any community and Medical Spa MD has had it's share. In looking at how to best address companies and individuals legitimate concerns there are some potential changes we're looking at. I'm not interested in Medical Spa MD becomming an attack site for individuals with a grudge. (If I wanted that we wouldn't remove the comments we do.)
As Medical Spa MD moves forward we're adding increasing capabilites and functionaily, from the ability to buy Botox, Restylane and Perlane in bulk or with group purchasing power, to offering targeted SEO & SEM for your web site, to building out a companion site that targets potential patients for your cosmetic practice. All of these additions are scheduled to be up within the next 30 days.
That being said, Medical Spa MD should continue to grow as the most trusted cosmetic physician community on the web... even if there are some changes needed.
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Lumenis Ultrapulse Recommended Treatment Parameters PDF
Use the download link below to access a PDF that Lumenis just released on the recommeneded treatment parameters for the Lumenis Ultrapulse. Including:
Physicians may want to consider a skin care regimen prior to treatment including broad spectrum sun block SPF 30+
Topical analgesic may be used according to manufacturer’s guidelines and should be removed prior to treatment
Skin surface shall be thoroughly clean and dry prior to and during treatment
Do not conduct FX treatment if active herpes simplex virus or facial bacterial infections are present
Prescription Medications which may be considered:
Eye Shields shall be wore by the patient
Metallic intraocular eye shields should always be used when treating within the orbital rim
Medications to avoid two weeks prior to FX treatment:
Combination therapies considerations:
Patients should apply a bland occlusive ointment to prevent direct contact between the treated tissue and the air during the healing process. The use of an occlusive ointment improves patient comfort, and reduces the sensation of pain and burning by preventing air from contacting the treated region. After healing is completed an intense moisturizer may be used.
The neurotoxin wars got a couple of new wrinkles this morning with the FDA’s approval of Medicis/Ipsen’s Dysport for treatment of glabellar lines, along with the edict that all botulinum toxin manufacturers add a box warning to their products.
This box, the Agency’s most strict safety communication, is the result of the Agency’s ongoing safety review of such products, particularly in instances in which they migrate beyond the injection site. The FDA also expressed concern about the interchangeable use of the available neurotoxins and is asking for a risk-to-benefit strategy from each firm as part of a broader communications plan.
Well, the competitive landscape was bound to sprout a few dandelions along the way.
In the meantime, mark your calendars: Medicis announced it would ship Dysport for aesthetic use in the next 30 to 60 days.
Read the Press Release Below
- Ipsen's abobotulinumtoxinA approved simultaneously for treatment
of cervical dystonia and glabellar lines under a single trade
name, DYSPORT(TM)
- Major strategic milestone achieved for both Medicis and Ipsen
- Medicis to launch DYSPORT(TM) (abobotulinumtoxinA) for glabellar
lines within the next 30 to 60 days
- Ipsen to launch DYSPORT(TM) (abobotulinumtoxinA) for cervical
dystonia during the second half of 2009
SCOTTSDALE, Ariz. and PARIS, April 30, 2009 -- Medicis (NYSE:MRX) and Ipsen (Euronext:IPN) today announced the U.S. Food and Drug Administration's (FDA) approval of the Biologics License Application (BLA) for DYSPORT(TM) (abobotulinumtoxinA), an acetylcholine release inhibitor and a neuromuscular blocking agent. The approval includes two separate indications, the treatment of cervical dystonia in adults to reduce the severity of abnormal head position and neck pain, and the temporary improvement in the appearance of moderate to severe glabellar lines in adults younger than 65 years of age. Reloxin(R), which was the proposed U.S. name for Ipsen's botulinum toxin product for aesthetic use, will be marketed under the name of DYSPORT(TM). Ipsen will market DYSPORT(TM) in the United States for the therapeutic indication (cervical dystonia), while Medicis will market DYSPORT(TM) in the U.S. for the aesthetic indication (glabellar lines). Additionally, DYSPORT(TM) is differentiated from other marketed botulinum toxin products with the unique established name abobotulinumtoxinA.
"We are extremely pleased to announce FDA's approval of DYSPORT(TM)," said Jonah Shacknai, Chairman and Chief Executive Officer of Medicis. "Medicis and Ipsen have been diligent in efforts with FDA to achieve this goal. DYSPORT(TM) was evaluated for the treatment of glabellar lines in robust clinical studies, which included approximately 2,900 patients at more than 80 clinical study sites.(1) We are excited to be entering the market for the most popular nonsurgical aesthetic procedure in the U.S.(2), and anticipate being highly competitive. We believe physicians and their patients will appreciate the benefits of this new product offering. Additionally, we are grateful to our colleagues at Ipsen, who have worked tirelessly alongside the Medicis team to make this approval possible, and to our shareholders, who have supported our efforts with eagerness and patience. We look forward to continuing our strong partnership as we endeavor to maximize the commercial success of DYSPORT(TM)."
Jean-Luc Belingard, Chairman and Chief Executive Officer of Ipsen, said: "The approval of our DYSPORT(TM) BLA by the FDA for both therapeutic and aesthetic indications is the fruit of hard work and efficient organization of both the Ipsen and Medicis teams. We are proud to have closely collaborated with the FDA on the labeling and Risk Evaluation and Mitigation Strategy (REMS) for increased patient safety awareness in the use of DYSPORT(TM). DYSPORT(TM) represents an important new treatment option for patients suffering from cervical dystonia, and we hope to capitalize on our successful therapeutic focus worldwide to build as strong a position in the U.S." Jean-Luc Belingard concluded, "Today marks a major strategic milestone in our history, being now in a position to effectively market four products in the U.S., whilst benefiting from Medicis' presence in the fast-growing aesthetic market."
The REMS for DYSPORT(TM) is designed to help prevent medication errors related to the lack of interchangeability of DYSPORT(TM) with other marketed botulinum toxin products, and ensure that the potential benefits of treatment with DYSPORT(TM) outweigh any potential risk of the spread of toxin effect beyond the injection site. The labeling for DYSPORT(TM) also contains a boxed warning about the potential distant spread of all botulinum toxin products, including DYSPORT(TM).
Ipsen anticipates launching DYSPORT(TM) for the treatment of cervical dystonia in the U.S. during the second half of 2009. Furthermore, in terms of post-marketing commitments for DYSPORT(TM), Ipsen is notably committed to perform clinical studies in children and adults with spasticity.
In March 2006, Ipsen granted Medicis the rights to develop, distribute and commercialize Ipsen's botulinum toxin product for aesthetic use by physicians in the U.S., Canada and Japan. In accordance with the agreement, Medicis will now pay Ipsen approximately $75 million as a result of the approval by FDA. Ipsen will receive a royalty based on sales and a supply price, the total of which is equivalent to approximately 30% of net sales as defined under the agreement.
Medicis anticipates shipping DYSPORT(TM) for aesthetic use in the U.S. during the next 30 to 60 days. During that time, Medicis will complete the training of its aesthetic sales force. McKesson will serve as the U.S. distributor of DYSPORT(TM) for aesthetic use. Ipsen will manufacture and provide the product to Medicis for the term of the agreement, which extends until December 2036.
DYSPORT(TM) for the aesthetic indication will be available in the U.S. to patients through licensed practitioners. Physicians in the U.S. may place orders for DYSPORT(TM) for the aesthetic indication by calling McKesson directly at 1-877-520-0500.
DYSPORT(TM) Important Safety Information
The effects of DYSPORT(TM) and all botulinum toxin products may spread from the area of injection to produce symptoms consistent with botulinum toxin effects. These symptoms have been reported hours to weeks after injection. Swallowing and breathing difficulties can be life threatening, and there have been reports of death. The risk of symptoms is probably greatest in children treated for spasticity, but symptoms can also occur in adults, particularly in those patients who have underlying conditions that would predispose them to these symptoms.
Immediate medical attention may be required in cases of respiratory, speech, or swallowing difficulties.
The dosing Units of DYSPORT(TM) are not the same as other botulinum toxin products and therefore are not interchangeable with other preparations of botulinum toxin products.
DYSPORT(TM) should be administered in accordance with the labelling instructions, and the recommended dosage and frequency of administration should not be exceeded.
Patients with a neuromuscular disorder of the nerve-muscle junction may be at increased risk of side effects.
Caution should be exercised when administering DYSPORT(TM) to patients who have surgical changes to their faces, drooping eyelid folds, deep facial scars, or thick oily skin.
Patients receiving treatment of DYSPORT(TM) while already being treated with aminoglycosides or other agents interfering with neuromuscular transmission (e.g., curare-like agents or muscle relaxants) should be observed closely for symptoms consistent with botulinum toxin effects.
Patients should not have DYSPORT(TM) treatment if the proposed injection site is infected or if they are allergic to any botulinum toxin preparation or to any of its ingredients.
DYSPORT(TM) should not be used in children or pregnant women.
The most common side effects associated with the treatment of the glabellar lines are nose and throat irritation, headache, injection site pain, injection site skin reaction, upper respiratory tract infection, eyelid swelling, eyelid drooping, sinus inflammation, and nausea.
The most common side effects associated with the treatment of cervical dystonia are muscular weakness, difficulty in swallowing, dry mouth, injection site discomfort, fatigue, headache, neck pain, musculoskeletal pain, hoarseness, injection site pain, and eye disorders.
The Full Prescribing Information and Patient Medication Guide will be available at www.fda.gov.
To report SUSPECTED ADVERSE REACTIONS, call 1-877-397-7671 or FDA at 1-800-FDA-1088 or visit www.fda.gov/medwatch.
About the Aesthetic Market
According to the American Society for Aesthetic Plastic Surgery, over 10 million cosmetic procedures were performed in the U.S. in 2008, 83% of which represented nonsurgical procedures.(2) Injections of botulinum toxin type A have been the number one nonsurgical cosmetic procedure for the past five years, with over 2.4 million total procedures in 2008 alone.(2) The U.S. aesthetic market for botulinum toxin type A is estimated to be approximately $300 million to $400 million.(3)
About Cervical Dystonia
Cervical dystonia is an orphan condition in the U.S. affecting approximately 125,000 people.(4) It is a chronic and painful condition characterized by neck muscles contracting involuntarily, which causes abnormal movements and awkward posture of the head and neck. Symptoms usually begin in people age 40 years or older, and women are more commonly affected by the condition than men.(5)
About DYSPORT(TM) (abobotulinumtoxinA)
The active substance in DYSPORT(TM) is a botulinum neurotoxin type A complex, which acts at the level of the neuromuscular junction in the targeted muscle. DYSPORT(TM) is a neuromuscular blocking toxin which acts to block acetylcholine release at motor nerve ends and reduces muscular spasm.
Used in patient care in the United Kingdom since 1991, DYSPORT(TM) has marketing authorizations in 76 countries for therapeutic use and in 27 countries for aesthetic use. Patient exposure is estimated to be above two million single treatment cycles, representing more than 600,000 patients year of treatment.
DYSPORT(TM) was initially developed and subsequently approved in many markets around the world, outside the U.S., for the treatment of movement disorders such as cervical dystonia (spasmodic torticollis), blepharospasm (involuntary eye closure), hemifacial spasm and various forms of muscle spasticity, including post-stroke arm spasticity, spasticity of the lower limbs (calf) in adults and children with cerebral palsy. It was later developed for the treatment of a wide variety of neuromuscular disorders and aesthetic medicine.
About Medicis
Medicis is the leading independent specialty pharmaceutical company in the United States focusing primarily on the treatment of dermatological and aesthetic conditions. Medicis is dedicated to helping patients attain a healthy and youthful appearance and self-image. Medicis has leading branded prescription products in a number of therapeutic and aesthetic categories. Medicis' products have earned wide acceptance by both physicians and patients due to their clinical effectiveness, high quality and cosmetic elegance.
Medicis' products include the brands RESTYLANE(R) (hyaluronic acid), PERLANE(R) (hyaluronic acid), DYNACIN(R) (minocycline HCl), LOPROX(R) (ciclopirox), PLEXION(R) (sodium sulfacetamide 10% and sulfur 5%), SOLODYN(R) (minocycline HCl, USP) Extended Release Tablets, TRIAZ(R) (benzoyl peroxide), LIDEX(R) (fluocinonide) Cream 0.05%, VANOS(R) (fluocinonide) Cream 0.1%, ZIANA(R) (clindamycin phosphate 1.2% and tretinoin 0.025%) Gel, BUPHENYL(R) (sodium phenylbutyrate) Tablets and Powder, AMMONUL(R) (sodium phenylacetate and sodium benzoate) Injection 10%/10%, the LIPOSONIX(R)(6) system and the over-the-counter brand ESOTERICA(R).
For more information about Medicis, please visit the Company's website at www.Medicis.com. Printed copies of Medicis' complete audited financial statements are available free of charge upon request.
NOTE: Full prescribing information for any of Medicis' prescription products is available by contacting Medicis. RESTYLANE(R) and PERLANE(R) are trademarks of HA North American Sales AB, a subsidiary of Medicis Pharmaceutical Corporation. All other trademarks are the property of their respective owners.
About Ipsen
Ipsen is an innovation-driven international specialty pharmaceutical group with over 20 products on the market and a total worldwide staff of nearly 4,200. Its development strategy is based on a combination of specialty products, which are growth drivers, in targeted therapeutic areas (oncology, endocrinology and neurology), and primary care products which contribute significantly to its research financing. The location of its four Research & Development centres (Paris, Boston, Barcelona, London) and its peptide and protein engineering platform give the Group a competitive edge in gaining access to leading university research teams and highly qualified personnel. More than 800 people in R&D are dedicated to the discovery and development of innovative drugs for patient care. This strategy is also supported by an active policy of partnerships. In 2008, Research and Development expenditure was about E183 million, close to 19% of consolidated sales, which amounted to E971 million while total revenues exceeded E1 billion. Ipsen's shares are traded on Segment A of Euronext Paris (stock code: IPN, ISIN code: FR0010259150). Ipsen's shares are eligible to the "Service de Reglement Differe" ("SRD") and the Group is part of the SBF 120 index. For more information on Ipsen, visit our website at www.Ipsen.com.
------------------------------------
1 Investigator and subject count specific to glabellar lines clinical
studies only
2 American Society for Aesthetic Plastic Surgery, Cosmetic Surgery
National Data Bank Statistics, 2008
3 Competitor company reports
4 Saunders-Pullman R et al. (2005) A new screening tool for cervical
dystonia. Neurology 64: 2046-2049
5 Dystonia Medical Research Foundation: www.dystonia-foundation.org
6 The LIPOSONIX(R) system is currently not approved for sale or use
in the U.S.
CONTACT: Medicis]]>
Kara Stancell
(480) 291-5854
kstancell@medicis.com
Ipsen
Media
Didier Veron, Director, Public Affairs and Corporate
Communications
+33 (0)1 58 33 51 16
Fax: +33 (0)1 58 33 50 58
didier.veron@ipsen.com
Financial Community
David Schilansky, Investor Relations Officer
+33 (0)1 58 33 51 30
Fax: +33 (0)1 58 33 50 63
david.schilansky@ipsen.com
Pierre Kemula, Investor Relations Manager
+33 (0)1 58 33 60 08
Fax: +33 (0)1 58 33 50 63
pierre.kemula@ipsen.com
First, if you're not blogging for your medical spa, laser clinic or plastic surgery practice you're probably still using a rotary-dial telephone. Start.
Your patients are busy, and in order to gain and keep readership on your site you need to provide your existing and potential patients with information that makes their lives better, easier, and less stressful. Laser clinic or cosmetic surgery websites face the temptation of turning every post into a dry marketing appeal. It’s up to you as the physician or clinic owner to overcome that obstacle and provide your med spa patients information about your services in a quick and easily digestible way.
So the question is... How do you do that? Here are seven ways you can engage readers of your med spa or plastic surgery blog and keep them coming back.
You've got real medical experience, share it. (Yes, you do have to be careful so you don't get sued but post a clear disclaimer and be smart about your 'opinion'.) If you like Thermage or Fraxel, say it. The very best way to gain loyal readers is by sharing your knowledge and giving them practical information they can use to make decisions. You can give your readers an instant benefit by avoiding abstract ideas and providing specific tips, advice and tools they can use right away.
You’re already ahead of the game with this one, because your existing plastic surgery or med spa patients already have a connection to you, otherwise they wouldn’t be reading your blog. Better yet, impressing them leads to greater word of mouth referral. Get to know them by keeping an eye on comments (allow comments on your blog and don't delete them unless they're way over the line), watching for trackbacks and listening to feedback in other forums. All of this input can be material you can use to make your posts resonate with your individual readers.
Business is business and personal is personal, right? Not anymore. Today there is an increasing amount of overlap between the two, and people want to know a little more about the person behind the med spa, laser clinic or plastic surgery center, beyond a cv and medical marketing speak. So give a little of yourself to create a stronger relationship with your readers. Women (and our market is women) want to know that they can trust you. If all you ever post is your latest laser hair removal ad, you're just not as trustworthy as a the plastic surgeon who loves his kids and has a dog.
Throw in an occasional post that’s not exactly med spa or plastic surgery related. If it bombs, it bombs and you know to go a different route next time. But if it is successful, you can insert some comic relief, mindless banter and maybe even a personal story as listed above to give your patients a brief change of pace. Talk about how expensive Botox is. How Thermage charges for every tip you burn. How you worry about providing the best patient care.
You could probably write some very long posts when you’re discussing your latest business endeavor or what it took to build out your med spa or plastic surgery practice. If that much information is necessary, split it up into a multi-part series. Use lists, subheads and images to break up heavy content whenever possible.
Ask directed and specific questions at the end of your posts to encourage reader commentary. For every few posts where you provide advice, throw in a post that asks for the answer. Involving your readers will give them an opportunity to take an active role in your blog. Ask them if they'd like a membership as part of your offering. Talk about your patient referral perks. Ask who they think provides the best patient care. Ask if they can help your med spa provide better care...
Carefully read the comments provided by your existing and potential patients. They are invaluable because they allow you to tailor your posts to the information your readers are asking you to provide. Acknowledge the comments, answer the questions, and address the requests and you’re on your way to building great relationships with your readers.
OK I said seven ways. Here's a bonus.
Of course I'm not a lawyer... (see how I carfully did that) but your medical opinions are your own. Keep a clearly defined page that states that the content of your site is not to be used as medical advice and shouldn't be acted on without consulting a physician. There are any number of medical blogs that write about specific cases with this kind of disclaimer in place.
If you've got a med spa, laser clinic or plastic surgery blog, how do you work it?
]]>Detecting Skin Cancer
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I like to regularly read through various self-help forums to understand the patient’s point of view on the types of procedures we perform. (Laser Lipo, SmartLipo) I believe in doing so, it can help fine tune our procedures, prepare us better for responses to patients with similar experiences, and help us perform overall better customer service.
One of the common complaints I have continually come across was lumps and bumps patients have experienced post laser lipolysis. Many seem somewhat traumatized by the bumps, others state their physicians have given them no explanation or even treatment for the lumps.
Let me first preface that this is in no way comparable to the lumps and tracts after traditional liposuction for reasons we’re all well aware of. In fact, many of our patients are coming in to have those lumps and tracts removed with laser lipo. Patients need to be well educated about the healing process of the lymphatic system, underlying tissue layers, the remaining layer of fat post laser lipolysis, and that lumps can be part of that process for some. How many lumps remain visible after the healing process has been completed (6 months or more) is dependent upon how much fat was left underneath the skin from the procedure, how aggressive the procedure was (amount of fat removed and severity of manipulation), and how the area was treated during the healing process. These lumps can be pockets of just fat, or consolidation of scar tissue and body fluid, even seromas that require regular draining until gone.
It doesn’t matter if the device used was a lipo lysing laser or the ultrasound Vaser, lumps can occur and tend to be more operator dependent than anything. No surprise to any of us, I noticed with many physicians I talked with experienced more lumps at the beginning of their training and had to bring many patients back for touch-ups. These physicians tell me that as their experience level increased they began to see fewer lumps and attributed the reduction to technique enhancements from training with more experienced physicians, choices of suction devices and cannulas, aggressiveness of suction post lysing, and post treatment regimens.
Because you can’t rush a physician’s level of experience, what you can do is offer your patients methods to help keep the lumpy bumpies away. These treatments can be started as early as 2 weeks post-procedure or as early as tolerated by your patient.
Here are some of the remedies that we currently use or have been suggested to me by others.
More theories and suggestions are welcome!
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Saturday, May 2nd, 2009 Location: 2375 E. Camelback Road. Phoenix, AZ 85016 – 5th Floor Meeting Room
8:00 AM – 1:00 PM
Registration & Continental breakfast begins at 7:30 AM
This CME program will provide an introduction to some of the latest technological advances necessary for high revenue office-based procedures. Attendees will be educated on both the clinical and the practical aspects of new technologies, services, techniques and solutions now being offered. You will also learn how to incorporate these procedures into your existing practice, as well as how to find interested patients in your current practice. Accredited by the Accreditation Council for Continuing Medical Education.
Email kwoods@inspiringphysicians.com to register.
]]>I did want to drop a couple of key answers to what will be included with both services and ask that you comment with anything you want to be included so we can take a look.
Compunding Pharmacy ~
Our Medical Spa MD pharmacy partners will be offering services that will allow all of the physicians on Medicla Spa MD to buy at a discounted rate, either individually or as part of a group. (As soon as we get the contracts signed and a few more of the technolgy peices in place.) Individual plastic surgeons or laser clinics can choose to buy Botox or Restylane individually, or save even more by reserving a portion of a larger order that will ship once the entire order is filled.
Medical Spa Marketing ~
Med Spa MD is launching a comprehensive online marketing program for any plastic surgeon, dermatologist, laser clinic or med spa. In fact, it's the same SEO and SEM marketing that Medical Spa MD uses and delivered with the same team. There will be a directory site in addition but we won't be trying to keep all of the benefits and traffict to ourselves, but delivering it directly to your site.
Questions welcome but I'm actually more interested in what thoughts you might have about specific needs that we might be able to fill before launch.
Medical Spa Advertising & Operations ~
Members will be able to access the same resources that I've paid for myself. Operations manuals, treatment procedures, postcards, advertisements and the rest. This isn't consultant templates but the actualy proceedures that I wrote myself and are being used in successful medical spas and laser clinics right now. In addition, I'm making all of the advertising resources I've used available.
There are some other deals with laser and equipment companies in the works. If a company can add real value we're interested in talking and providing your (valuable) services to our community.
Anyway, it should be fantastic and I wanted to get some input from Members.
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