Should I sell products in my practice?

Some massage therapists resist selling products, feeling that being a salesperson is incompatible with being a therapist. But there are many ways to provide a client with needed therapy. Hands-on treatment is one way; another way is to offer products that support their treatment or even tools they can use at home.

One of the first questions that new massage therapists ask is How do I buy product to sell? Here are a few easy steps to follow:

1. Research. Find companies that manufacture products that you are interested in. Ask fellow therapists and spas what products they are using. Look at products highlighted in massage and spa magazines. Use the Internet to discover products for your practice and to gather information on them.
2. Call. The next step is to call the manufacturer or distributor and ask how to set up an account. Some companies will ask for a sales tax license number (which is different from your business license) and maybe even a copy of your massage license. This is also a good time to find out about other
3. Set up an account. Once you have gathered this information, ask the company to set up an account for you.
4. Purchase. Choose the products that you want to carry and resale to your clients. You should be buying at wholesale price. Other companies will require that you purchase a minimum amount of product with each order.
5. Display. Before the product is delivered, plan its presentation. Choose an area in your office for product display.
6. Sell. Describe to each client one or more products you think would be helpful to them. Set your retail price, which is generally at about a 100-percent markup. For example, if you purchase a product at $10 then you should resale it at $20. However, most companies will have a suggested retail price on their order form.
7. Reorder. Keep in mind that the product takes time to be shipped. As soon as you notice you are running low on a product, place another order.

Selling products in your practice can double your profits and gives you an additional way to serve your clients. With creativity and diligent work, adding retail to your practice will be rewarding and successful.

-> For more information on this topic, see “Expand into Retail” in MASSAGE Magazine issue 132, May 2007.

Kasandra Hyde, LMT, is executive vice president of Trielements Nutritional Supplements, www.trielements.com.