Acara Grows and Expands its Team


N E W S   R E L E A S E

Acara, the leading US aesthetic medical practice and medspa consulting and marketing firm, announced the addition of several new team members.

Branford, CT –  January 16, 2012 – Acara, the leading business team in the aesthetic medical practice and medical spa industries, announces the addition of several new team members dedicated to serving its growing clientele.

“2011 was a banner year for Acara, and we more than doubled our client base,” states Acara CEO, Francis X. Acunzo. “In order to give the best possible service to our clients, we have added several new members to our team of business professionals.”

Acara has built a strong group of highly-skilled aesthetic medical business leaders in the areas of sales, marketing, advertising, operations and business strategy.

The latest team members to join include:

Beth Nichols, Director of Creative Services
Beth Nichols brings nearly 30 years’ experience as a business owner, writer and marketing researcher to her role as Director of Creative Services at Acara. Beth attended Hobart & William Smith Colleges and is currently working towards her Master of Arts Degree at Wesleyan University. Prior to working with Acara, Beth founded and ran WordFlow, Inc., a successful service business which provided support to clients around the world, including national-level political pollsters and marketing researchers, pharmaceutical companies, academic institutions and local physicians.  She is a seasoned professional at managing people, quality and deadlines and is pleased to be working with Acara’s outstanding creative team to best serve its clients.

Angela Taylor, Sales & Marketing Manager
After graduating with a BS in Marketing from Providence College, Angela began her career in marketing with Clear Channel Communications, where she worked with local business owners and advertising agencies alike to create and implement successful programs in radio and sponsorship advertising.

Lauren Balser, Graphic Designer
Lauren Balser graduated magna cum laude from Paier College of Art with her B.F.A. in Graphic Design. Since then Lauren has worked with several award-winning design firms in Connecticut, including Mason, Inc. and Peapod Design.  Lauren is the co-founder and art director of the independent arts publication, HERE Digest.  Early in her career, Lauren enjoyed her position as technical director for the Middletown Connecticut Childrens’ Circus.

Sheehan McGuirk, Social Media Copywriter
Sheehan McGuirk graduated magna cum laude from Emerson College where she earned her B.F.A. in Creative Writing. Her award winning writing has been published many times online and in print. She is a licensed Aesthetician and freelance Beauty Writer who previously operated her own spa. Sheehan is uniquely suited to interpret our clients’ presence in print.

About Acara Partners:
Acara, led by industry expert, noted speaker and blogger, Francis X. Acunzo, is the leading business team in the world of Aesthetic Medicine, Spas, Medical Spas and Wellness Centers. Acara partners with spa owners, physicians, hospitals, hotels, health clubs, and investors to develop successful businesses.  Acara’s approach integrates their team’s expertise in business development, marketing, sales and operations to increase their clients’ revenue and profits. It’s through Acara’s experience working with over 100 companies nationwide and internationally that they are able to create business and market strategies that drive success for our clients. To learn more, visit our website.

2012 Top Aesthetic Medical Trends Webinar


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

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


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.

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


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

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


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

Is The Recession Over? Not According to Wall Street Journal Readers


Even though consumer spending was up in March, and the Dow is sitting at 11,000 with many large publicly traded companies showing profits, “Mainstreet” is still feeling the pain of this (possibly over?) recession.  The Wall Street Journal did a poll asking its readers to vote on whether they thought the recession is over or not.  Here is the article and the current results:

The committee of academic economists that dates the beginning and end of recessions said it isn’t ready to put an end date on the recession that started in December 2007. The National Bureau of Economic Research’s Business Cycle Dating Committee said “Although most indicators have turned up, the committee decided that the determination of the trough date on the basis of current data would be premature.”

What do you think? Does it feel to you as though the worst is over?  Are you seeing signs of economic reinvigoration?

The poll results as of April 15th: 384 (26%) YES and 1094 (74%) NO.

I think this poll most likely reflects the sentiment of many of the Cosmetic Practices and Medical Spas we speak to on a very regular basis.  Acara boasts that 80% of our clients have doubled their sales.  But we must remember that Cosmetic Practices and Medical Spas call Acara when they are in need of increasing their business and we receive 3 calls interested in increasing their business for every one new client.

Basically, you can succeed in this uncertain economy but in order to do so you need to be extremely good at managing your business: marketing, sales and operations.  You need to know how to communicate your unique message (you need a unique message), you have to be consistent in implementing your marketing program, you must have a sales system in place with someone dedicated to providing consultations, and you have to run a customer-centric practice.

With the possibility of economic recovery, mow is a good time to start putting your house in order.  If you wish to discuss how the economy is impacting your business please send me an e-mail at facunzo@acarapartners.com or leave a message here on this post.

FXA

Top 10 Aesthetic Practice Business Tips Featured in MedEsthetics


I’m not sure how many of you receive MedEsthetics Magazine but if you don’t, you should.  It is definitely one of the best trade publications available to Aesthetic Medical Physicians, Practitioners and Managers.

In the March/April issue Acara’s Top 10 Aesthetic Practice Business Tips were featured.  If you missed them before (on this blog) you can go here to review them on the digital version of MedEsthetics (its on page 4).

FXA

Is There a Light at the End of This Long Dark Economic Tunnel?


For the past few weeks Acara has received a much higher than normal number of inquiry calls from people seeking to open a medical spa or add cosmetic procedures to their medical practice.

Are people beginning to believe there is a light at the end of this long dark economic tunnel we’ve been doing business in?  Not sure, but to me, it seems to be a small yet encouraging indication of the business confidence in the world of aesthetic medicine.

Tomorrow I am hosting a webinar “Opening a Successful MedSpa or Cosmetic Medical Practice“.  For all of you thinking about embarking on a new business or business expansion, please join me.  It will be approximately 1 hour and there will be a Q&A session at the end.

FXA

Customer Centric Telephone Answering


I recently did a blog post on running a Customer Centric Aesthetic Medical Practice or Medspa.  I talked about how all your business decisions need to be made with the customer in mind.

I made a call today to a cosmetic medical practice and the phone was answered in a brusque voice, “Doctor’s Office”.  Here is a classic example of a non-customer centric business decision.  Essentially, the decision was made to answer the phone as simply as possible with the least amount of effort.  There is no greeting, no personal introduction and no gracious offer i.e. “how may I help you”.  Just a curt, easy to remember, easy to manage approach (a staff member will never forget the correct way to answer the phone in that office…just 2 words “Doctor’s Office” thus nothing to manage).

Can you tell that this is a pet peeve of mine?  Small example of a big problem!  If the aesthetic medical practice that I go to ever did this, I’d spend my money elsewhere.

FXA

Zerona vs Zeltiq: Melt or Freeze Your Fat!


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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