Botox Tax Goes Under The Knife In New Jersey

Posted on January 19, 2012 by Francis X Acunzo

It will soon cost you less to purchase your Botox and all other cosmetic procedures in New Jersey.

N.J.’s ‘BoTax’ falls as Gov. Christie signs repeal. 

Trenton, N.J. — New Jersey Gov. Chris Christie has signed a bill that repeals and will phase out the state’s 6 percent “BoTax” — the nation’s first such tax on cosmetic procedures.

The bill’s sponsors, Sen. Joseph Kyrillos (R-Monmouth) and Sen. Paul Sarlo (D-Bergen), said the eight-year-old tax is not only a “burden” to patients, but to the medical offices that must collect the tax and state agencies that enforce it, according to NJ.com.

Read the full article in Cosmetic Surgery Times…

 

FXA

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Top 10 Acara Blog Posts in 2011

Posted on January 16, 2012 by Francis X Acunzo

I thought it would be interesting to see what everyone was reading about in 2011 so I pulled the statistics from my blog, SpaBusinessMD to find the top 10 most read posts.  To place this in perspective this year the blog had over 20,000 views.  Number 1 on the list was read over 3,000 times and number 10 was read 100 times (keep in mind that 1 has been posted for 4 years vs. 10 has been posted for 4 months).

1. Maximizing Medical Spa Interior Design – July 28, 2008

2. Medical Spa Interior Design – April 23, 2010

3. Building a Customer Centric Cosmetic Medical Practice – December 10, 2009

4. Medical Spa Interior Design – May 14, 2010

5. Zerona vs Zeltiq: Melt or Freeze Your Fat!  – February 5, 2010

6. Groupon Deals Equal to Fee Splitting, Experts Say – July 27, 2011

7. Formal vs. Informal Organizational Structure – October 29, 2009

8. Zerona Success Story – April 21, 2010

9. Smartlipo Pioneers to Hold Smartlipo & Liposuction Training in NYC – September 4, 2008

10. Daily Deals: Good or Bad for the Cosmetic Medical Industry? – October 4, 2011

 

FXA

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2012 Top Aesthetic Medical Trends Webinar

Posted on January 13, 2012 by Francis X Acunzo

Each year I publish my top aesthetic medical trends.  These are the procedures and treatments that Acara believes will meet the following criteria in the upcoming year:

  • Have high consumer demand
  • Minimal patient downtime
  • Offer visible results
  • Profitable

This year 9 aesthetic procedures/treatments met our criteria:

1. Fat Elimination
2. Fat Reduction
3. Fat Transfer
4. Injectables 2.0
5.Tattoo Removal
6. Laser Treatment Combo
7. Skin Tightening
8. Toenail Fungus
9. Hair Transplant: FUE

To hear my thoughts on these trends, please take 30 minutes and listen to the webinar I presented on Tuesday, January 10, 2012.

2012 Top Aesthetic Medical Trends

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Acara Announces Q1 2012 Complimentary Webinars for Cosmetic Physicians, Aesthetic Medical & MedSpa Industry Professionals

Posted on January 13, 2012 by Francis X Acunzo

There are six new Webinars in the Q1 series, and some are back by popular demand, including topics on development, management, marketing and sales. 

Here are the new 2012 Q1 Webinars:

2012 Top Aesthetic Medical Trends

Tuesday, January 10, 2012 — 1:00 pm, ET / 10:00 am, PT
Join Francis Acunzo, cosmetic medical business visionary as he discusses his top 2012 Aesthetic Medical trends and how you can stay on trend to strengthen your business in 2012.

Securing Financing for your Medical Spa or Aesthetic Medical Practice

Tuesday, January 24, 2012 — 1:00 pm, ET / 10:00 am, PT
Leading Medical Spa business expert, Francis Acunzo, will review the basics on financing your Aesthetic Medical Practice or Medical Spa. How do you determine your financial needs for a new medical practice, re-capitalization of an existing business, or the cost of acquiring an established Medical Spa? Learn how to analyze your risk tolerance and decide what your debt-to-equity ratio should be based upon your business and personal needs.

Opening A Successful MedSpa or Cosmetic Aesthetic Practice

Tuesday, February 7, 2012 — 1:00 pm, ET / 10:00 am, PT
The Acara team visits Aesthetic Medical Practices and Medical Spas nationwide on a regular basis; most of the time we find great clinical services, but mediocre customer service. This is a difficult problem to fix, because most of the time it is cultural: deep-rooted customs or practices in which business is being conducted day to day.  This is not a situation where a set of protocols will solve the problem.  So how do you implement change?  What is the solution? How do you create a Customer Centric Medical Practice?  Join Francis X. Acunzo, Acara CEO, as he discusses how to convert your Practice into a Customer Centric Organization.

Maximizing Medical Spa Interior Design

Tuesday, February 21, 2012 — 1:00 pm, ET / 10:00 am, PT
Francis X. Acunzo has opened and/or acquired over 75 Medical Spas nationwide. He will provide insight into Acara’s methodology when working with top architects and designers to ensure a successful design.  In addition, he will share his pearls of wisdom when developing Medical Spa interiors that are aesthetically pleasing, functional and profitable.

Top 10 Questions When Buying A Cosmetic Laser

Tuesday, March 6, 2012 — 1:00 pm, ET / 10:00 am, PT
So many laser companies – so many different types of lasers! The process of buying a cosmetic laser can be overwhelming. Find out what questions you should ask prior to even speaking with laser companies and then what questions you should ask once you begin the process of identifying the right laser company for your cosmetic practice or medspa. Francis X. Acunzo has been purchasing cosmetic lasers for the past 15 years. Throughout his career he has placed orders for over 70 lasers. Join him while he shares his experience with you

Practice Success & the Physician’s Role: It’s About Leadership not Management

Tuesday, March 20, 2012 — 1:00 pm, ET / 10:00 am, PT
Francis X. Acunzo has successfully led individual medical spas and cosmetic practices with teams of 10 to large multi-site organizations with 37 locations and teams of 1,000. Join Mr. Acunzo as he shares with you his experience in leading a team to success.

To read the Press Release: Acara Announces Q1 2012 Complimentary Webinars for Cosmetic Physicians, Aesthetic Medical & MedSpa Industry Professionals.

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Practice Success and The Physician’s Role: It’s About Leadership Not Management

Posted on December 28, 2011 by Francis X Acunzo

I have successfully lead individual medical spas and cosmetic practices with teams of 10 to large multi-site organizations with 37 locations and teams of 1,000.  To be a great leader is very different than being a great manager.  Both are needed within a medical spa or cosmetic practice.   In benchmarking best practices I find that the successful locations have a Medical Director (typically the physician/owner) who embraces their role as the leader of their business.  They drive their business culture and team to success.  In addition, they typically have a great Practice Manager that takes on the day-to-day responsibility running the practice.

The following identifies the difference between managing and leading.

What defines a manager:
  • Makes things happen
  • Implements policy
  • Responsible for the team’s actions
  • Insures accountability

What defines a leader

  • Influences the team with respected authority
  • Provides guidance
  • Shows people what it should look
  • Inspires the team to want to achieve
Attributes of a Manager vs Leader

Day-to-Day Operations
Manager: Administers
Leader: Develops

Problem Solving
Manager: Focuses on systems & structures
Leader: Focuses on people

Team Management
Manager: Relies on control
Leader: Inspires trust

Planning
Manager: Short range view
Leader: Long range perspective

Strategy
Manage: Asks how & when
Leader: Asks what & why

Business Boosting
Manager: Eye to the bottom line
Leader: Eye on the horizon

Research & Development
Manager: Imitates success stories
Leader: Creates success stories

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Best Practice: Capitalize Your Business

Posted on November 23, 2011 by Francis X Acunzo

The most successful cosmetic medical practices nationwide are well-capitalized businesses.

This means that they have the financial wherewithal to continually invest in new technology, marketing, human capital and physical plant.

One of the most important reasons to be well-capitalized ties to another Best Practice: Stay on Trend. Each year it is essential to add new services to stay on trend. This needs additional investment capital infused into your practice: reinvesting profits, adding equity, securing a lease or bank financing. It is important to be able to make these investments on a timely basis to remain competitive, as the marketplace is constantly changing.

Now, this doesn’t mean to just invest in a new laser. When launching a new procedure or treatment that needs new technology it is essential to look at all costs involved. There are marketing costs to update your website, brochure and launch a focused ad campaign. There are training costs, building costs and of course the cost of the new laser (or whatever technology you are purchasing). Don’t be fooled to think that the new technology is a “field of dreams” such that you will buy it and “they” will come. A complete launch is essential, otherwise you will find that you have a dusty laser sitting in a closet generating no revenue.

FXA

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Manage by the Numbers: Top 10 Data Points You Need to Know

Posted on July 9, 2010 by Francis X Acunzo

As owners, physicians and/or managers of cosmetic practices and medical spas you have a very demanding job.  First you need to insure the safety and care of all patients, second you must lead the team with a service culture while maintaining a sales focus, and third you have to be a great marketeer consistently implementing a marketing program that drives leads into your business.

In addition to these three responsibilities it is imperative that you manage your business by the numbers.  At any given time, you need to know the answers to the following 10 questions (without having to request a report from your accountant):

  1. What are your month-to-date sales?
  2. What were your sales for the same month last year?
  3. What were your sales last month?
  4. How much are you currently spending on your marketing program?
  5. What is your current break-even?
  6. What is your sales goal for this month?
  7. What is your current pace for this month?
  8. Are you currently on pace to hit this month’s goal?
  9. Are your expenses in-line with your budget?
  10. What are your current closing ratios?

I realize it is not easy, but if you are going to create sustainable growth for your business you need to focus on these top 10 data points to measure your success and insure that your business is holding the course you have planned.

FXA

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Zerona vs Zeltiq: Melt or Freeze Your Fat!

Posted on February 5, 2010 by Francis X Acunzo

I read an interesting article in the New York Times a few days ago.  It was discussing Zerona and Zeltiq.  Zerona is the low-level laser device that “melts” fat and the Zeltiq is the Cryo device that “freezes” fat.  The article was essentially a mixed review discussing how some people have achieved successes and others have not.

The one missing discussion in the article is that (this is specific to Zerona, since I have experience with Zerona in a few of Acara locations) there was no discussion around how these types of programs have to be lifestyle driven in order to achieve success.  As with Zereona, if you are willing to drink 2 liters of water, walk 40 minutes and take a Niacin supplement every day for 4 weeks in combination with your Zerona treatments, then you will see results.

Everyone asks the question: is it the lifestyle changes or the Zerona that “melts” the fat?  Well, does it really matter?  If by paying between $2,250 and $3,000 for 6 Zerona treatments you feel forced into changing your lifestyle thus losing 3 – 12 inches, then I’m not sure why anyone would care…Zerona or walking or water or Niacin: be happy with 3 – 12 inches.

The locations offering Zerona that are successful have someone on the team that is a great life coach.  When you have a team member that understands that this is not about performing a few procedures and the patient has less wrinkles or age spots its about coaching, coaxing, reprimanding, mentoring someone through a lifestyle process then it works.  Not all practices can accomplish this successfully.

Another approach to Zerona (or possibly Zeltiq) is to do it in combination with a Medically Supervised Weight Loss program.  We have one location that doesn’t charge for the MSWL program if you sign up for Zerona (they do charge for the food supplments).

Just a few thoughts on melting and freezing fat…for you to chew on over the weekend.

FXA

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Selling, the Highest Form of Customer Service

Posted on February 2, 2010 by Francis X Acunzo

I looked online for a definition of “selling” and here is what I found.  Selling: to persuade or induce others to buy.

This definition is simple and understandable but it does not reflect what truly occurs within the best medical spas and aesthetic practices throughout the world.  I believe the Acara definition does…

Selling: the act of discovering client needs and identifying the most appropriate solutions.

It is based upon this definition that I always say “selling is the highest form of customer service”.

If you are not working diligently through a consultation and diagnostic process to discover what your client needs then you are doing a “dis-service” to your clients.  Selling, as in accordance with my definition, is truly the highest form of customer service.

To learn in detail about Acara’s Sales System, join our Sales Guru, Sandi Unkur starting next Tuesday February 9th for three consecutive weeks as she conducts a 3 session training:

Sales & Consultation Secrets: Training for the Aesthetic Medical Professional

FXA

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Listen to this Complimentary Webinar: How Acara Boosts Businesses to the Next Level

Posted on January 29, 2010 by Francis X Acunzo

On Thursday, I presented a live webinar on Business Boosting Strategies for Your Aesthetic Medical Practice or MedSpa. I discussed the successes Acara has had over the past year and the Business Boosting Strategies and Tactics that we implemented to achieve the success.

I decided to post a recording of this webinar, for a limited time, for everyone that visits this Blog to enjoy and learn about Acara’s secret sauce.  The content provides you a step-by-step approach to building your business stronger and at the same time describes how Acara accomplishes this for our Medical Spa/Aesthetic Practice Clients.

In addition, if you want to listen to other recorded webinars you may purchase them here.  What’s great about the recorded version versus the live complimentary Webinars is that they are available for 30 days from date of purchase for multiple plays and many of your team members can listen too.

To listen to this Webinar go here.

FXA

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