Objectives: Skincare Dispensing: Mastering The Art of Retail and Repeat Customers
Women are still the primary consumers of skincare today and they are adding anti-aging products to their skincare regimens as they get older. They are starting younger to use a comprehensive skin care regimen, and are seeking out science-based formulations from various sources, including physicians’ practices, spas and medspas and online outlets. However, more recently, men are increasingly showing interest in purchasing skincare products to maintain a youthful appearance and reverse the signs of aging akin.
Introduction: Skincare dispensing for physicians represents a highly profitable vertical, repeat business, as well as a vital service for maintaining aesthetic patients coming back to their practice. In fact, patients have come to expect aesthetic doctors to carry skincare and feature skincare services to meet their needs. They want to rely on their medically based expert advice to customize a skin program that is right for them.
Materials / method: Some of the trends we are seeing among patient requests are an interest in acne solutions, more “natural” and “organic” formulations, botanicals and drinkable skincare. They are also seeking out unique, exclusive and patented formulas that contain proprietary technology and ingredients that they cannot get on Amazon or at a pharmacy. Key ingredients include peptides, hyaluronic acid, antioxidants, plant based stem cells, growth factors, and collagen proteins.
Results: Cosmeceuticals in the form of home treatments, skincare, and nutriceuticals presents a greater opportunity than ever before for aesthetic practices to master the art of retail, product selling, merchandising, and bundling products and treatments, to grow their skincare business.
Conclusion: In this talk, I will review the basic principles of skincare selling, staffing needs, training, bundling treatments with products, promotions, displays, patient seminars, and product selection. Attendees will come away with actionable tips to use in their practice to increase their revenue and enhance profits from physician-dispensed skincare.
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