Expanding a practice with new treatments: how to choose the first device to broaden your offer
New treatments mean new revenue and new clients. We guide you through a simple process for choosing your first device to expand your offer, from the idea to the first pilot.
Expanding your offer: a natural step in growth
A new service can increase revenue, attract new clients, and keep existing ones. It works best when it starts with what clients want, and only then moves on to equipment. The process below guides you step by step.
Step 1: listen to your clients
Before you start looking at devices, gather information:
- what clients ask about at the practice and on social media,
- what treatments clients get somewhere else, because they couldn't find them with you,
- which services in your offer have the highest repeat rate,
- what results matter most to clients.
These signals point to natural directions for growth, matched to your target audience.
Step 2: match it to your existing offer
A new treatment should complement what you already offer. Think about how it can work together with existing services: can it be combined into packages, does it reach the same clients, does it increase the value of a visit. More about packages in the article Packages and treatment series.
Step 3: calculate the return
A simple calculation shows the investment's potential:
- 1.The treatment price your clients will accept.
- 2.The profit per treatment, after subtracting materials and work time.
- 3.The device's price.
- 4.The number of treatments to break even = device price / profit per treatment.
The lower the purchase price, the faster the payback. That's why it's worth buying directly, without European distribution's middlemen's margins. We describe this calculation in more detail in the article How to plan practice equipment.
Step 4: plan the space
The device needs a comfortable spot, access to power, and free access to the client. Think about space for accessories, how the treatment will fit into your schedule, and client comfort. Good preparation of the station means the new treatment joins your offer smoothly.
Step 5: choose the technology
Once you know what you need, choose the device for the job. Technology comparisons can help: diode laser or IPL, fractional and microneedle RF, and needle and needle-free mesotherapy. You'll find the whole range of devices in the guide to the catalog's categories.
Step 6: train your team
A team that operates a device confidently introduces the service faster and is more willing to recommend it. At Estelvio, every purchase includes free online training with a certificate at Estelvio Academy, so your team is ready before the first client even arrives.
Step 7: start with a pilot
Before adding the service to your full offer, test it on a limited group of regular clients. Gather feedback, fine-tune your pricing and how you communicate about it. A pilot is simple, and it gives you confidence that the service meets expectations.
Step 8: announce the new service
Prepare a short description of the treatment, photos, and a starter offer for existing clients. Honest, calm communication builds trust and brings more people to your practice.
Example growth paths
Practices grow in different ways:
- From care to technology - adding a device that improves skin quality to an offer of care treatments.
- From face to body - expanding the offer with hair removal or body contouring.
- From single treatments to series - the same technologies offered as attractive packages.
- Specialization - deepening one field and building recognition in it.
The path you choose depends on your clients and your practice's plans.
How to measure a new service's effect
After launching a treatment, it's worth tracking a few indicators: number of bookings, client return rate, visit value, and feedback. A simple spreadsheet is enough to see whether the service is meeting expectations, and to decide on further growth of the offer, such as packages or another device.
Expansion and your team
A new service is also an opportunity for your team. Staff learn new skills, gain confidence, and find greater satisfaction in their work. It's worth involving them in choosing the technology, because the people who will operate the device know best which treatments they enjoy performing and what clients ask about.
Communicating a new service
Inform clients about the new offering in several places at once: in conversations at the practice, on your website, and on social media. A short, concrete description of the treatment and photos of the station are enough. Add a starter offer for regular clients, and word will spread quickly by referral.
Summary
Expanding your offer works best when it starts with clients, is based on a simple calculation, and goes through a pilot. You can buy equipment at Estelvio for often several times less than in European distribution, with DDP delivery and training included in the price.
Najczęstsze pytania
- Where should I start when expanding my practice's offer?
- Start with a conversation with your clients: what they ask about and what treatments they're looking for. Only then choose the device that will let you perform them.
- How do I assess whether a new service will pay off?
- Calculate the profit on a single treatment and divide the device's price by it. The result is the number of treatments needed to break even. A lower purchase price shortens this time.
- Will I need to train my team?
- Yes, and at Estelvio it's included in the purchase price. Free online training with a certificate at Estelvio Academy prepares your team to work with the new device.
- Is it worth starting with a pilot?
- Yes. A short period with a limited number of clients lets you fine-tune your pricing and gather feedback before fully launching the service.
Wszystko od A do Z w jednym miejscu
Import bezpośrednio od producentów, dostawa DDP pod adres gabinetu i bezpłatne szkolenie online z certyfikatem w Estelvio Academy. Bez europejskich marż pośredników, w cenach nawet kilkukrotnie niższych niż w dystrybucji.
Opracowanie: Redakcja Estelvio.
