Raising the Bar: Integrating Skincare Products into Practice


cover_PD_Feb2012_RaisingTheBar_GM-1Practical Dermatology – February 2012
by Glenn Morley

Many practices struggle with ways to introduce and integrate skincare products into their patients’ treatment plans. Most patients want effective skincare products, and almost every cosmetic practice sells an excellent line of products. So why is integration still so difficult for some? The answer is two-fold: 1.) Practices worry that patients feel they are getting a “hard sell” if product discussions are introduced during their visits; 2.) In very busy practices there is concern that the physician will get “sidetracked” with a product discussion in the exam room and consequently run behind for all subsequent patient appointments. How can these legitimate concerns be reconciled with the desire to assimilate skincare products more fully into the practice?

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