An Evolving Mindset

Maintaining a strong ongoing connection with patients is essential for the success of an OrthoLazer Center. Satisfied patients become invaluable advocates sharing their positive experiences with friends and family. They not only spread the word but also encourage others to consider laser therapy as a viable solution to their pain.

Moreover, these patients have made an investment in their health by undergoing laser therapy and, naturally, want to preserve the benefits they’ve gained for as long as possible. Thus, there’s a mutual interest between patients and the Center in ensuring continued pain relief and well-being through maintenance treatments.

Despite the evident benefits, maintenance services are often undervalued, with some Centers treating them as loss leaders or discounted offerings. However, there’s a growing recognition of the untapped potential in formalizing and consistently offering maintenance packages to patients. By shifting our mindset and approach, maintenance services can transform into a compelling value proposition for patients while simultaneously unlocking an enhanced revenue stream for Centers.

Recognizing the uniqueness of each Center and market, we’ve compiled collective feedback and insights to provide specific recommendations, guidance, and tools for introducing, exploring, and selling maintenance offerings effectively. While ongoing refinement is inevitable, we believe we’re at a point where we can offer more structured direction and positioning around maintenance as a mutually beneficial opportunity for both centers and patients. Through continued listening, testing, and adjustment, we’ll aim to optimize the maintenance experience and further enhance the relationship between centers and patients.

RECOMMENDATIONS AND GUIDANCE

Centers should avoid selling one-off maintenance visits. In the rare occurrence where a one-off maintenance visit is sold, that maintenance visit should not be discounted. Sell the one-off at the price of a standard single treatment for the Center.

Centers should update their maintenance visit price to match standard single treatment price.

Centers will offer patients 3 core maintenance packages:

• Package of 3 visits
• Package of 6 visits
• Package of 12 visits

Centers have the ability to control their own package pricing. Below are recommended guidelines for discount tiers:

• Package of 3 is 15% off
• Package of 6 is 20% off
• Package of 12 is 40% off

For example, if you are following these recommended guidelines and your list price for one laser treatment is $70, your packages would be priced as the following:

• Package of 3 = $178.50 (15% off)
• Package of 6 = $336.00 (20% off)
• Package of 12 = $504.00 (40% off)

Maintenance visits can be used by patients to treat any area of the body that the center has previously treated to completion of an acute or chronic protocol.

Package visits will expire 1 year from purchase. Visits do not carry over into the next year. If centers would like packages to expire sooner than 1 year, this can be done by the center and per patient.