ATnT JanFeb2011 eBook by Aesthetic Trends & Technologies, Inc.

elijah_jet@yah oo.com

The leading physician journal for aesthetics and wellness

Vol. 8 Issue 4 | Summer 2009 vol. 10 | issue 1

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www.aesthetictrends.com

editorial

featured advisor

advisory panel

editorial advisors Diane Berson, M.D.

Craig Koniver, M.D.

Matthew R. Schulman, M.D.

New York, NY

Primary Plus Charleston, SC

New York, NY

Brian Biesman, M.D. Nashville, TN

Christine Lapointe

Valéria B. Campos, M.D.

Aesthetics 360° Monson, MA

São Paulo, Brasil

Antonio Cueva, M.D. Saudé Tijuana, Mexico

Doris Day, M.D. New York, NY

Christine C. Dierickx, M.D. Boom, Belgium

Dore J. Gilbert, M.D. Newport Dermatology & Laser Associates Newport Beach, CA

David J. Goldberg, M.D., J.D. Mt. Sinai School of Medicine New York, NY

Timothy M. Greco, M.D. Eastern Cosmetic Surgery Inst. Bala Cynwyd, PA

Z. Paul Lorenc, M.D. Lorenc Aesthetic Plastic Surgery New York, NY

Frederick N. Lukash, M.D. New York, NY

Corey S. Maas, M.D. The Maas Clinic San Francisco, CA

Stuart Maddin, M.D. University of British Columbia Vancouver, B.C.

Vincent P. Marin, M.D. Dermatology & Laser Center Maui, HI

George M. Martin, M.D. Dermatology & Laser Center Maui, HI

New York, NY

Paula Simpson, R.N.C.P. Isocell North America Toronto, Ontario

Allan E. Sosin, M.D. Institute for Progressive Medicine Irvine, CA

Jeffrey Spiegel, M.D. Boston Univ Medical Center Boston, MA

Emily Stocker Em’s Organics Fenton, MI

Anthony V. Vendetti MAXIM Group LLC New York, NY

Jeffrey Weinberg, M.D.

Ranella J. Hirsch, M.D.

Salt Lake City, UT

Skincare Doctors Cambridge, MA

Nick Morrison, M.D.

Robert A. Weiss, M.D.

Brooke Jackson, M.D.

Morrison Vein Institute Tempe and Scottsdale, AZ

Skin Wellness Center Chicago, IL

Leslie Pollard, BSMT, CMLSO

Brian Kantor, D.D.S.

Southwest Innovative Solutions Richardson, TX

Lowenberg & Lituchy New York, NY

Neil Sadick, M.D.

Dermatology Associates Hunt Valley, MD

Carlos L. Wolf, M.D., F.A.C.S. Miami Plastic Surgery Miami, FL

Cecil Yeung, M.D.

New York, NY

Sadick Aesthetic Surgery & Dermatology New York, NY

Lorrie L. Klein, M.D.

Joel Schlessinger, M.D.

Steven E. Zimmet, M.D.

Arielle N.B. Kauvar, M.D.

Dermatology Associates Laguna Niguel, CA

Skin Specialists, P.C. Omaha, NE

Chicago, IL

Stacey L. Silvers, M.D.

St. Luke’s Roosevelt Dermatology Associates New York, NY

Steven Ross Mobley, M.D.

Brooke Jackson, M.D.

Yeung Institute Houston, TX

Zimmet Vein & Dermatology Austin, TX

We are pleased to have the above-mentioned physicians as our editorial advisors. Our thanks go out to these individuals for their time and support in providing our readership with valuable information for their practices.

Brooke Jackson, M.D., was born and raised in Washington. DC. She is a graduate of Wellesley College and Georgetown University Medical School. Upon completion of her internship at University of Chicago and dermatology residency training at Henry Ford Hospital, Dr. Jackson became the first African-American dermatologist to be awarded laser fellowship training at Harvard where her interests and research helped to pioneer the uses of lasers in ethnic skin. Dr. Jackson completed a second fellowship in skin cancer surgery (Mohs) at Baylor College of Medicine in Houston, Texas, then joined the staff of the prestigious MD Anderson Cancer Center where she founded the Mohs Surgery Unit and served as its director until relocating to the Chicago area. She is currently a Clinical Assistant Professor at Northwestern University. As a board certified Dermatologist and Dermatologic Surgeon, Dr. Jackson is a member of the American Academy of Dermatology, the American College of Mohs Micrographic Surgery and Cutaneous Oncology and the American Society of Dermatologic Surgery. She has published numerous articles, book chapters and a CDROM relevant to her specialty. Dr. Jackson Is considered an expert in the field of laser surgery and lectures nationally on the use of lasers and cosmetic procedures in ethnic skin. In addition to laser surgery, Dr. Jackson's clinical interests and expertise include the prevention and treatment of skin cancer. Dr Jackson served as the national treasurer of the Dermatology section of the National Medical Association.

An avid runner and budding triathlete, Dr. Jackson has completed 5 marathons and 7 triathalons. Visit her website: www.skinwellnesscenter.org.

www.aesthetictrends.com | january ● february 2011

Letter from the

Editor

The Future of American Business “Economic growth without social progress lets the great majority of people remain in poverty, while a privileged few reap the benefits of rising abundance.” –John F. Kennedy Thirty-Fifth President of the U.S.A. 1917-1963

Welcome to 2011! We all have that idea at the end of the year to wipe the slate clean. We have hope and aspirations of the coming year and want to do our best to adhere to those New Year’s resolutions. But, there is a completely different reason in the past few years that perhaps the New Year might mean more now than ever to make new things happen personally and professionally. American business has taken a serious beating the past few years. No one has been immune. Our industry has seen much better economic times in the past decade; and now we are faced with new business challenges that have made practices, medical spas, clinics, and other healthcare providers and professionals look to new ways of conducting business and making a go of what lies ahead. From the perspective of the physician, there are more and more practices popping up around you; and competition is fierce for those hardearned dollars that the patients will choose to spend. For industry executives, their challenge is to support our industry and the physicians who provide the services to the consumer by unique and successful ways to give that physician an edge over his competition down the block. Reviewing your business plan and trimming the fat, educating your staff, and offering new technology that makes sense for your patient base and wallet is all part of the plan to turn this corner and on to a better path. More than ever before, we are seeing a need within practices to sculpt a leaner, more efficient business. Part of that business is your employees. Jan Watson gives our readers insight on how to develop employee performance in this issue’s jobFIT column. Sustainability is only achieved when cultivating the leaders within our businesses who have the ability to make things happen. Most recently, Aesthetic Trends has implemented a new department called Organics & Green. We hope that these informative topics will help you to shape a better future for not only your practice but for the betterment of your patients and, of course, the mother Earth. Craig Koniver, M.D., shares his new vision for his practice as a Contributing Editor & Advisor for Aesthetic Trends in his new column called Organic Medicine. Dr. Koniver recently converted his practice 4 years ago to an elective based business. He has successfully implemented several ways for patients to become healthy and looking great by using some key modules for a healthier lifestyle. We welcome back Nancy Griffin to our Practice Management section where she will help our readership with engaging at a whole new level with your staff and patients by understanding key components of marketing for the medical spa and clinical practice. More than ever, this is an excellent way to start out 2011 by keeping in contact with your current patient base, but also learning how to consistently strive to make your patients feel welcome and interested in what you have to offer. Roll up those sleeves. Get creative. Be inspired. Businesses have to work smarter and most certainly harder to keep and earn new business in the years to come. Make a plan, implement, and track your success. We are in the throes of an eminent change in the way we succeed in American business. The rewards are bountiful if you choose to confront the issues that may lie in front of you and within your practice. Aesthetic Trends will be there to provide information that is timely and valuable to make it happen. Happy New Year!

Cindy L. Vandruff, MBA - Editor in Chief Aesthetic Trends & Technologies Magazine

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ATnTJANFEB11

Aesthetics & Functionality FUNCTIONAL COSMESIS: RESHAPING PEOPLE’S LIVES

& light technology atnlaser t anti-aging

anti-aging

By Frank J. Ferrin, M.D.

Wanting to be slim, trim, and healthy is not a new trend. Everyone has a perfect body ideal that they aspire to, yet often encounter challenges in achieving it. Having a well proportioned body and a complimentary chestwaist-hip ratio is a fantastic goal; however, it is not always an easy one. Many will opt for surgery in an attempt to reach their aesthetic goals, while others will turn to extreme dieting or excessive workouts. However, an extreme pursuit in only one of the above areas will often leave the individual with something more to be desired, not to mention an overdoing of anything may lead to poor health. To achieve the look one desires, a balance of weight management, energy and fitness training, and a detailed contouring of the body and face is most

certainly the surefire and effective way for an individual to obtain his/her ideal physique.

FUNCTIONAL COSMESIS A new trend, known as

Functional Cosmesis, is currently being pioneered by the world’s leading cosmetic surgeons. The

basic task of fitting beautifully into clothes. More importantly, Functional Cosmesis is about consistency, overall health, and longevity. For example, having a sculpted face and a sagging or oversized belly lacks fluidity; it keeps a body from looking natural. The opposite is also true; an aging

To achieve the look one desires, a balance of weight management, energy and fitness training, and a detailed contouring of the body and face is most certainly the surefire and effective way for an individual to obtain his/her ideal physique. idea is simple: when body parts work better, they look better. Functional Cosmesis can pertain to facial rejuvenation, abdominal tightening, breast contour, or the

face with a fit and proportioned body just does not make sense. Too often, individuals will focus all of their energy on only one aspect of their body, causing a disproportion

www.aesthetictrends.com | january ● february 2011

anti-aging

in their appearance. When seeking a transformation, it is crucial to consider the entire body from head to toe, as well as in and out. As I briefly mentioned before, for our bodies to look flawless on the outside, they must also be flawless on the inside.

Patients no longer have to bear the risk and time constraints of traditional cosmetic procedures. Cosmetic surgery has undergone its own makeover. Now, with a plethora of medical advances, cosmetic surgeons can provide their patients with

Elite MD ensures optimum surgery results by making sure the body is toned and healthy prior to any kind of surgical procedure. So how do we get this perfect combination of weight management, fitness, and contouring? How can we be sure our personal trainer, nutritionist, and cosmetic surgeon are all on the same page when it comes to our aesthetic goals? One solution is finding a facility that addresses all three of these equally important elements. My practice, Elite MD works in unison with leading personal training and nutrition experts to provide patients with a complete body makeover that leaves them looking and feeling great. Elite MD ensures optimum surgery results by making sure the body is toned and healthy prior to any kind of surgical procedure. After a certain level of fitness is achieved, minimally invasive body contouring can be done to perfect stubborn areas and rejuvenate skin. Combining fitness and minimally invasive cosmetic procedures provides patients with a more natural look, as well as better health and reduced recovery time.

minimally invasive procedures that are more effective than ever.

WATER LIPOLYSIS The Body-Jet is one example of the type of cuttingedge procedures being done by Elite MD. This technique involves a new type of liposuction that utilizes the flow of water to dislodge fat, while simultaneously suctioning out newly liquefied fat. The results are simply exquisite and provide patients with a mere fraction of the bruising and discomfort that comes with traditional liposuction. Plus, the added bonus of the Body-Jet is the collection of â&#x20AC;&#x153;freshâ&#x20AC;? fat from the body, which can then be redistributed to enhance breasts, lips, buttocks, and rejuvenate aging skin.

THE MINI TUMMY TUCK Another groundbreaking procedure is the Mini Tummy Tuck. Similar to a traditional tummy tuck, the Mini Tummy Tuck leaves a significantly less

january â&#x2014;? february 2011 | www.aesthetictrends.com

BODY SCULPTING SUCCESS

conspicuous sign of scarring and can be used in conjunction with liposuction or the Body-Jet to achieve flawless results. Once again, the patient’s recovery time is notably shorter and experienced with less bruising and discomfort. This is a great solution for younger women who wish to remove excess skin and belly fat left behind from pregnancies.

NOW AND BEYOND So what is the common trend with all of these new procedures? They are less risky,

When considering body sculpting, there are three key facets that are essential to success. The first is the control and modulation of weight. Being overweight can cause various health complications and can lead to failure of the body’s organs. It is important to be in good health before undergoing any type of surgical procedure. Second, the incorporation of a fitness program that will enhance energy and increase muscle tone and endurance is essential. All too often, patients plan to forgo exercise and go straight for surgery; however, they soon find the result is less than appealing. The issue is that once the fat is removed, there is no muscle tone underneath which inevitably makes for an unnatural look. By building muscle first, patients can rest easy knowing once the excess fat is removed, they will have beautiful muscle tone underneath. The third and final facet of body sculpting is to shape and contour the body to a more pleasing appearance. Consider fitness and nutrition as the structural base on which your ideal body is built. Once those two things are in place, Elite MD

works in conjunction to sculpt the body to precision. All three aspects together will lead to improved self-esteem, better posture, less back pains and leg cramps, and more durability as we gracefully age with improved functional capacity. It is important to keep in mind the importance of complete overall health. When looking in the mirror, it is essential that individuals feel their inside reflected on their outside. Furthermore, the improved selfesteem associated with body sculpting will assist them in virtually every aspect of their lives. The old saying “fit for life” still holds true. Patients who have undergone the transformation are both mentally and physically satisfied, a gift that can last a lifetime. This fusion of aesthetics and functionality is literally reshaping people’s lives.

anti-aging

less downtime, more affordable, and when combined with fitness and nutrition, they can provide patients with their ultimate aesthetic ideal. Whether it is the removal of excess fat, revolutionary anti-aging procedures, or superior skin rejuvenation, complete body sculpting by Elite MD is the solution.

About the Author

Frank J. Ferrin, M.D., has over 25 years of surgical experience, and is among the few select and highlytrained surgeons in the country to employ the cutting-edge methods of water-assisted liposuction (Body-Jet), as well as laser assisted body-sculpting in the contouring of the face and body. For more information, visit Dr. Ferrin’s website: www.elite-md.com.

www.aesthetictrends.com | january ● february 2011

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dermatology

atnt

ESSENTIAL SKIN CARE TIPS FOR A HEALTHY GLOW

dermatology

Winter Skin By Donya Fahmy, Dropwise Essentials

With winter upon us, now is a good time to review your patients’ skin care routine to make sure they are armed and ready for the onslaught of winter. Though the weather outside will sometimes be

STAY HYDRATED Drinking fluids is one of the keys to flushing out toxins that can lead to unsightly skin eruptions. It is also one of the best ways to retain moisture and maintain the

Essential fatty acids (EFAs) play an essential role in the health of one’s skin, hair, and nails – all of which can turn brittle from exposure to the elements. frightening, with these quick and simple tips your patients can maintain a healthy glow from the inside out no matter what the change of seasons may bring.

elasticity of the skin. Have your patients stick to distilled or purified water and herbal teas. Avoid or limit consumption of carbonated drinks, drinks with

caffeine or sugar, and highsodium soups, as these can hinder the benefits of the hydrating fluids they consume. And suggest they do not wait until they feel thirsty to drink something, because by that point they are already dehydrated!

CONSUME ESSENTIAL FATTY ACIDS (EFAs) These nutrients (sometimes referred to as the "good fats") play an essential role in the health of one’s skin, hair, and nails — all of which can turn brittle from exposure to the elements. EFAs help the body form healthy cell membranes that can hold more water inside their

www.aesthetictrends.com | january ● february 2011

dermatology

cells. The more water the cells can hold, the more hydrated the skin is. A tablespoon a day of quality flaxseed oil can work miracles. If they do not care for the taste of it alone, then have them combine it with lemon juice and a little olive oil to make a dressing for their salad or veggies. Also, have them eat more almonds, walnuts, avocados, wild Alaskan or Pacific salmon, and other coldwater fish or consider a fish oil supplement.

EAT MORE ANTIOXIDANTS Antioxidants consumed through food and supplements play an important role in skin health by neutralizing the free radicals generated by damage from UV rays. A good antioxidant-rich nutrition plan can halt or even reverse the skin aging process! Have your patients eat more tomatoes or tomato sauce for the lycopene; eggs for lutein (which is

Antioxidants consumed through food and supplements play an important role in skin health by neutralizing the free radicals generated by damage from UV rays.

found in the yolk), blueberries, strawberries, and foods rich in vitamin C. They can also supplement with Alpha Lipoic Acid (ALA), which neutralizes free radicals in the body, helps remove heavy metals, and promotes healthy cell function.

INCREASE CIRCULATION AND BLOOD FLOW TO THE SKIN Suggest to your patients that they get a massage, facial, or do 1015 minutes of aerobic exercise a day to increase the flow of blood and vital nutrients to their skin. If they do not have the time or budget to go to a spa, they can give themselves a mini aromatherapy facial by adding 2 drops each of Rosemary, Lavender, and Geranium essential oils (EOs) to a bowl of steaming hot water. They should hold their head directly over the bowl and place a towel over both to hold in the steam. Finish by gently massaging their face with our Soothe or Divine Certified Organic Moisturizing Body Oil. Both contain skin balancing essential oils of Lavender and Geranium in a base of certified organic Jojoba oil, the oil that is closest in composition to oneâ&#x20AC;&#x2122;s own natural sebum. Patients can also add a couple drops of Rosemary essential oil to a tablespoon of our Revitalize body oil for an invigorating leg and foot massage to help increase circulation.

USE A HUMIDIFIER INDOORS Mitigate the drying effect on the skin of too much indoor heating. Add a drop or two of Rosemary, Peppermint, or 2

january â&#x2014;? february 2011 | www.aesthetictrends.com

AVOID CONVENTIONAL SOAPS AND BODY WASHES These products contain detergents and synthetic ingredients that strip the natural oils from the skin, leaving it dry and prone to cracking which can lead to infection. Our Gentle Cleansing Body Wash is a great alternative, made with highly moisturizing and protective organic coconut, olive, and jojoba oils. It has rich cleansing lather that rinses clean without drying the skin.

conditions will evaporate the water from the skin before it can do the job. Body oils, on the other hand, contain no water so they are the purest form of moisturizer. For best results, apply to skin while still wet (i.e. immediately after a shower) to enhance absorption.

I recommend applying our Certified Organic Moisturizing Body Oil to the skin and face while in the shower because the pores are wide open, facilitating absorption. Massaging it onto the skin will also increase circulation. By the time they finish their shower the oil will be completely absorbed into the dermis and subcutaneous

fatty layers of the skin, giving it the deep moisture it needs to stay supple and hydrated.

dermatology

Eucalyptus EO to the water to keep sinuses clear and stimulate circulation.

About the Author Donya Fahmy is a green business owner and the creator of Dropwise Essentials' spa-quality aromatherapy body products that help you safely relieve stress, increase vitality, improve confidence, or simply manage your emotional state any time or place without popping a pill. For more free tips and valuable information visit: www.dropwise.com and subscribe to the Dropwise Health & Beauty News Ezine or blog feed.

Combine it with a little bit of our lotion or your patientsâ&#x20AC;&#x2122; favorite moisturizer to create a gentle creamy cleanser, massage onto their face in a circular motion, then rinse with a washcloth soaked in tepid water.

USE BODY OILS VS. LOTIONS In late fall and winter months when dry skin is acute, patients should use body oils as a primary moisturizer instead of lotion to improve hydration. Since lotions are made of mostly water, harsh winter www.aesthetictrends.com | january â&#x2014;? february 2011

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PRACTICE

2010

A YEAR IN REVIEW By Christine Lapointe, Contributing Editor & Advisor, & Laura Jackson, Aesthetics 360°

THRIVING PRACTICES WITH TOP LEADERS IN THEIR FIELD SHARE THEIR SECRETS FOR SUCCESS

Heading into Q 1 we thought a summary which recaptured interview highlights from our “In Practice” column in 2010 was in order. We found the process became an excellent exercise in reminding us to never lose focus on core business development foundations. As you read through this edition of “In Practice,” we hope you will use it to help target the processes that may need attention and refinement in order for you to continue to build and sustain a profitable and world class practice.

COMMUNICATION It is always interesting when we see our experts agreeing on strategies. We found an overwhelming emphasis in the industry for the necessity of defined and streamlined communication systems. The common thread

among our experts was that establishing a relationship with the patient through seamless communications remains the critical component in creating an environment which encourages longterm relationships. The concept sounds simple; but the reality is that the mechanisms and routines

“If you ask the right questions, patients will tell you what they really want.” - Alex Gross, M.D. needed to create these strategies are often lacking, even in the best of practices. "If you ask the right questions, patients will tell you what they really want,” says Dr. Alex Gross of Georgia. www.aesthetictrends.com | january ● february 2011

in practice

Quick reviews of suggestions are as follows: • By asking the “right questions” and employing active listening to the answers, you can leave the guess work out of the equation. • Listening to what your patients ask for will help you expand services to those areas your patients are looking for. • Utilizing a team of people, each dedicated to their specific area of expertise, to educate patients leads to a much more productive consultation. • Establishing a relationship based philosophy with patients will eliminate barriers, allowing clients to open up through their entire patient experience. “My primary role is guiding prospective patients through the myriad of cosmetic enhancement procedures and interpreting the information in a personal context. Patients cannot successfully be treated without first establishing a high degree of trust and respect.” - Vincent P. Marin, M.D., F.A.C.S., Marin Aesthetics

CHOOSING TECHNOLOGY Throughout 2010, the approach in choosing the appropriate technology for the present yet also allowing for future needs in the practice remained a source of concern for all of our experts. Being able to choose the right equipment or adding to existing platforms at a suitable time was paramount for everyone we interviewed. Adding to the equation was the cost consideration and the ability to generate the revenue necessary to make financial sense. All the experts agreed it can become an overwhelming exercise. Some highlights to remember: •

Choose technology that can grow with your practice

january ● february 2011 | www.aesthetictrends.com

• •

With the right technology choices you can get along with minimal space requirements Determine the procedure that will offer the desired results weighed with risk, benefits, and down time

“When looking at lasers, for instance, you should ask yourself some key questions. How much space will you have in the beginning? Will you be able to add capability to an existing laser platform to increase your services without buying a whole new laser? Looking forward towards expansion when buying technology in the beginning will save you some headaches later.” -Tal Raine, M.D.

THE RIGHT PEOPLE While communication strategies and technology choices are high on the list of criteria for creating a practice poised for success, none of this matters without having the right team. Choosing the right people to represent the practice and deliver services is critical in nurturing the long-term relationships required for return visits and expanded services. Chelsea Eye and Cosmetic Surgery Associates summed it up quite well. “Just as there is a team of physicians who specialize in targeted areas, there is a team of staff members all with their specific areas of training.” Creating the right team and keeping them committed to enhancing the patient experience is the challenge. • Target staff education on areas such as phone skills, written follow-up communications, professional presentation, dealing with financial objections, retail sales training, and creating loyal patient ambassadors for life • Include reviewing performance metrics and working backwards from these numbers on ways to achieve new goals. Use performance metrics to measure failures and successes. They should provide

“Communication is key. Meetings are how we help the physicians to think about what we need to do from a business standpoint to secure their future.” - James Dawes, Chief Administrative Officer, Center for Sight

MEASURE SUCCESS Setting up methods to measure all aspects of the client-to-patient process will assist you in creating long-term relationships. You will be able to better identify trends in both your marketing campaigns and your patients' purchasing patterns. The cost to retain a patient over the years is considerably less than the costs of continually attracting new ones. Cultivation and growth of your existing patient purchases should be one of your key priorities. Start with finding the proper contact management software program. The program should: • • •

Solve a problem Generate revenue Be user friendly for the staff

We often refer to MDprospect’s product slogan when discussing the functionality a tracking program you should have. “Capture, Communicate, Convert.”

“A significant positive impact to ROI can be expected because all prospects will be communicated to in a proper fashion, and conversion rates will improve. From an administrative point of view, the patient communication process can be managed better and the staff can be given the proper tools to work more efficiently. Changing the processes to increase better lead conversion will be easier, and there will be actual ‘metrics’ to measure success.” - Onur Birsen, CPA, MBA, Chief Technology Officer of Glacial Multimedia

in practice

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information that can help to design and implement long-term systematic solutions to problem areas such as capacity and conversion rates. Do not limit training to staff only. Having the right people includes having the right physicians. Commit to quarterly strategic meetings with the doctors. Discussions should include volumes, growth, new products, goals, and talking points on services.

“Communication is key. Meetings are how we help the physicians to think about what we need to do from a business standpoint to secure their future.” - James Dawes, Center for Sight GET BACK TO BASICS The best systems are simple, and we often overlook the value of “getting back to the basics.” It is the little things which keep people returning to your practice, and it is easier than you think to find out what your patients want. •

• • • •

Create a questionnaire along with an “intake” form which asks about areas of interest through a series of questions and list of services. Review the form before the interview with the client Send surveys – survey monkey is a great service, affordable and easy to use http://www.surveymonkey.com/ Ask for feedback at every visit Remember to say “Thank You.” Send hand written thank-you cards Create a series of letters for follow up, confirmation of appointment, and financial concerns

www.aesthetictrends.com | january ● february 2011

in practice

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Monitor conversion rates from initial inquiry through consultation and services

CREATE THE RIGHT ATMOSPHERE At the end of the day, you might be the best surgeon with the best technology and the most experienced team; however, if the patients do not feel “good” about their visit, they will ultimately go elsewhere. Creating an environment which not only boasts a “world class” attitude but lives the mission is the key to sustaining any business. Remember - it’s not all about you or what makes things easier for you; it’s all about everyone else. You must find the passion to make every patient experience a memorable moment to always make business better.

References to MDprospects and Glacial multimedia www.mdprospects.com | www.glacialmultimedia.com References to Survey Monkey www.surveymonkey.com

Remember – it’s not all about you or what makes things easier for you; it’s all about everyone else. You must find the passion to make every patient experience a memorable moment to always make business better.

Christine Lapointe

Laura Jackson

About the Authors Aesthetics 360° was founded and is owned and operated by Christine Lapointe and Laura Jackson. Together, they bring their clients over 40 years of Business Development and Sales and Marketing Experience from the elective surgery industry nationally and internationally. Their mission is to provide a comprehensive range of services vital to the support of Technology Leaders and Physicianowned practices on their journey to success. Aesthetics 360° provides the systems and hands-on guidance necessary for practices to effectively measure results and target key areas for revenue growth from initial contact with a potential patient through long-term patient retention. Aesthetics 360° is the solution for technology leaders and practices that are committed to making business better. Contact them at 877.849.8216 or visit their website on the worldwide web: www.aesthetics360.com. 4

january ● february 2011 | www.aesthetictrends.com

Your circle to success.

Practice Assessments Staff Sales Training

Project Management Internal and External Marketing

AESTHETICS 360째 Providing a comprehensive range of services vital to the support of Technology Leaders and Physician owned practices on their journey to success. We provide the systems and hands-on guidance necessary for practices to effectively measure results and target key areas for revenue growth from initial contact with a potential patient through long-term patient retention. Aesthetics 360째 is the solution for technology leaders and practices that are committed to making business better.

877-849-8216 www.aesthetics360.com

jobFIT

By Jan Watson, J.P. Watson Group, Advisor & Contributing Editor

Managing to ensure superb performance from all employees is crucial, especially during times of economic turbulence. Fortunately, this kind of management is more enjoyable than most tasks and results in increased organizational value. Coach early and often. Early, to catch potential problems before they happen. Often, because continuous interest and feedback virtually guarantees better performance. Coaching provides counsel in real time and identifies clear goals in the context of the employee’s job. Effective managers catch problems early and often so that they can provide continual feedback and guarantee better performance. They do not rely on yearly reviews to direct their leadership. Efficient managers provide clear goals in the context of the employee’s job. The transformation from coach to manager takes effort and a few easy steps. It is important for managers to remember that one size does not fit all. Each employee is different,

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THE POWER OF COACHING: TRAINING & DEVELOPMENT

jobFIT plastic surgery

Coaching to Develop Employee Performance

and employees work differently. The better the manager understands the employee, the more effective the coaching and the results will be.

TRANSFORMING MANAGERS INTO COACHES Building and changing the corporate culture begins with the leader’s adoption of a system, definition of the system, and modeling of the system. Top leaders coach managers to be the kind of leaders the organization wants. Two of the competencies of a coach include: ● An ability to identify people who fit the job ● An ability to create strategies for employee development that inspire people to perform and achieve These competencies set the foundation for development, but even the most able manager requires help in these areas. No manager is equipped with essential knowledge about every employee. www.aesthetictrends.com | january ● february 2011

jobFIT

Successful coaching requires specialized knowledge about: ● Each employee’s unique characteristics ● Each employee's attributes in the context of his job and in the context of the work environment ● Each employee’s fit with his job, manager, and teams

IMPLEMENTING COACHING-BASED PERFORMANCE MANAGEMENT Coaching-based performance management is essential for maximum productivity. First, acknowledge that good performance rarely happens by accident. Many employers find it unnecessary to worry about job training or good job fit as long as they find an employee with a good job history. According to a survey of more than 1,000 people last year, including managers and leaders, 90 percent believe that leaders have little influence over employee behavior. This is not surprising, given that many leaders often view performance training as unnecessary. Profiles International (www.profilesinternational.com) has developed a coaching-based performance management methodology that provides key insights about each employee. This step-by-step approach shows how to leverage knowledge to improve employee performance. This approach works because leaders are able to use it continuously and proactively from the beginning of each employee’s career. This process is incomplete unless each of the following factors is in place: ● Understanding employee fit and compatibility in current job

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● Understanding motivation, stress, and conflict behaviors ● Optimizing working relationship with direct supervisor ● Optimizing relationships with their work teams ● Optimizing their leadership skills

THE MOTIVATIONALCOACH Motivational coaching enables successful employee development. Coaches play an important role in helping employees successfully maneuver company difficulties such as turnover, budget reductions, and cost reductions. Coaches need to understand how each employee will react to the constant ups and downs of the specific work environment. A valid assessment can take the guesswork out of determining how each individual might react in a specific situation. Assessments can measure a person’s needs for: ● ● ● ● ●

Control Social influence Patience and collaborative preferences Focus on precision and quality Motivational intensity and focus on change

Understanding relationships improves team dynamics. Relationships directly impact productivity, and they can create improvements for the organization if potential conflict points in the relationship are identified early. Defining points will enable leaders and team members to work together to avoid or solve issues. Clearly defining points of conflict also helps managers determine the best way to effectively communicate with each employee. Coaches and leaders should also carefully consider their own attributes. An assessment provides specific recommendations for managers and employees to effectively communicate with each other. The assessment will: ● Examine the working relationship between employee and manager to predict compatibility ● Identify similarities and differences in styles, and detect how these similarities and differences might result in conflict ● Provide specific recommendations for managers and employees to achieve maximum productivity in the workplace

Relationships directly impact productivity, and they can create improvements for the organization if potential conflict points in the relationship are identified early.

COACHING TO DEVELOP Developing Employees Generates Leadership. The final step in coaching-based performance management determines leadership capabilities. Specific leadership competencies and skills are examined in order to identify leadership potential. The assessments will calculate personal development, communication, leadership ability, adaptability, relationship building, task management, production, and the development of others.

Motivating employees to perform to their maximum potential is the responsibility of the leaders of the organization. Once a manager discovers the value of coaching early and often, as opposed to conducting annual reviews, he will be able to increase efficiency and productivity in his employees.

jobFIT

THE COACHING RELATIONSHIP AND TEAM DYNAMICS

The most effective approach requires: ● Coaching tailored to the individual with a goal of increasing productivity. ● Coaching based on insight about the employee’s competencies within the context of his job, as well as his ability to work with his team and manager.

LEADERSHIP AND TALENT RISK ASSESSMENT To further understand where your business might be at risk, please review the risk assessment located on the following page. Implementing these key actions will put you well on your way to developing your team’s production and coaching ability for other team members.

About the Author

Jan P. Watson has over 20 years of sales and marketing experience and has gained national recognition as a public speaker, published author and consultant. Serving in various positions that encompass physician education and corporate business development, Jan has worked for medical device start-up companies, as well as industry leaders, such as AMO and Alcon Laboratories. For more information on this topic, please contact Ms. Watson at: jwatson@jpwatsongroup.com. Visit the J.P. Watson Group on the worldwide web: www.betterjobfit.com. www.aesthetictrends.com | january ● february 2011

jobFIT

Leadership and Talent Risk Assessment Directions: Please review each statement and score your company accordingly placing the number on the area provided to the left. 5 - Exemplary, best possible 4 – Real strength 3 – Fully competent 2 – Development needed 1 –Weakness

_____ 1. Your company has identified the skills & competencies needed to execute its growth strategy. _____ 2. Your company has a process for sourcing, aligning, developing, and rewarding its next generation of leaders in all its businesses and regions? _____ 3. Your company has specific development plans for your high potentials? _____ 4. Your company has identified career paths for critical or key positions? _____ 5. Your company has incorporated assessment instruments in: ● ● ●

Your sourcing process Your aligning process Your development processes

_____ 6. Your company is able to deploy the right people when emerging opportunities arise, quickly and without significant disruption to other parts of the organization? _____ 7. Your company has diverse and plentiful pools of talented employees who are ready, willing, and able to be deployed to new opportunities: ● ● ●

At the technical level? At the managerial level? At the leadership level of your organization?

_____ 8. Your company has diverse and plentiful pool of leaders who are capable of moving into your organization’s senior most executive suite? _____ 9. Your company offers managers and executives development experiences specifically aimed at preparing them for the unique challenges of leading large, complex, global organizations? _____ 10. Your company’s leaders used words and deeds to unequivocally demonstrate they are committed to developing talent globally in your company? _____ 11. Your senior executive actively engaged in your company’s talent management initiatives? _____ 12. Your company holds your managers and leaders accountable for identifying and developing talent in their businesses, functions, and regions? _____ 13. Your company has a stated leadership and talent development strategy? _____ 14. Your company’s leadership expects a thorough business case analysis with stated ROI prior to approving funding for human capital investments? Fax in your Risk Assessment to: 786.206.7278 and receive your company evaluation. This is a free service offered only to ATnT readers.

Practice: ________________________________________________ Physician: ______________________________________________ Phone: _________________________________________________ Email: __________________________________________________ 4

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Provided by:

www.betterJobfit.com

Realizing the Potential in Your Work Force. Cloning High-Performance Employees Creating Superior Team Performance Executive Development Succession Management Planning Professional Transition Coaching

J.P. Watson Group

850.529.8362

www.betterJobfit.com

Realizing the Potential in Your Work Force. Cloning High-Performance Employees Creating Superior Team Performance Executive Development Succession Management Planning Professional Transition Coaching

J.P. Watson Group

850.529.8362

Principles of Ultrasound BODY CONTOURING WITH THE VASER LIPO SYSTEM By Mark E. Schafer, Ph.D., FAIUM FASA

Ultrasonic energy has been used for years in a wide array of medical applications – from dentistry to neurosurgery. The introduction of ultrasonic instrumentation for body contouring began in the late 1980s and early 1990s. Researchers began developing the VASER® (Vibration Amplification of Sound Energy at Resonance) System in the late 1990s in response to the limitations of traditional liposuction and other energy-based technologies.

More recently, VASER technology has been demonstrated to be ideal for autologous fat transfer and Adipose Derived Stem Cell applications The VASER System by Sound Surgical (www.vaser.com) was designed to advance liposuction procedures by improving safety and efficiency, reducing complications and physician fatigue, and allowing for faster patient recovery. More recently, VASER technology has been demonstrated to be ideal for autologous fat transfer (AFT) and Adipose Derived Stem Cell (ADSC) applications.

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laser & light technology

The VASER Lipo System is a minimally invasive body contouring technology that employs mechanical and acoustic forces to create a suspension of fat cells within a targeted area, while preserving other important tissue structures and maintaining fat cell viability. Fat cells are then removed from the body using proprietary, atraumatic aspiration cannulas, called VentX®, that maximize procedure speed and efficiency while reducing trauma to the surrounding tissue. A new version of the VASER Lipo System specifically adapted for AFT was released in May of this year. This article discusses the basic principles of ultrasonic energy and how that energy is applied to efficiently create fat cell suspensions with minimal tissue damage and maximal fat cell viability.

BASIC ULTRASOUND TERMINOLOGY AND APPLICATION Sound is a mechanical vibration or pressure wave that travels through media. Sound travels in waves of higher and lower pressure. The high pressure (compression) and low pressure (rarefraction) regions alternate as the wave travels. Compression causes particles to be pushed closer together, while rarefraction pulls the particles away from one www.aesthetictrends.com | january ● february 2011

laser & light technology

another. This causes the individual particles to vibrate back and forth in place. The amplitude of the vibration and acoustic energy can be controlled on the VASER Lipo System for specific body contouring applications. Sound waves are characterized by their frequency, or the number of times the pressure wave oscillates back and forth per second. Ultrasound waves are sound waves that vibrate at frequencies greater than what can be detected by human hearing. The VASER System vibrates at a frequency of 36 kHz (36,000 cycles per second).

FAT MORPHOLOGY Individual fat cells are contained within larger groups of cells that comprise fatty tissue. Fat cells are part of fat lobules, which are part of fat pearls, which are contained within fat sections,

Fat Morphology

which are within fat compartments. Since fat cells have the ability to change dramatically in size (from 20 to over 200 microns in diameter as a person gains weight), they are bound together relatively loosely compared to muscle, fascia, nerves and blood vessel cells. During body contouring with VASER Lipo, a tumescent fluid is infiltrated throughout the targeted

Ultrasound Energy • • • • • •

Sound is a vibration or pressure wave traveling through media Sound travels in waves of higher (compression) and lower (rarefaction) pressure Sound waves are characterized by their Frequency: the number of times the pressure wave oscillates back and forth per second Unit of measure is the Hertz (Hz): the number of cycles per second Ultrasound waves are sound waves vibrating at frequencies greater than what can be detected by human hearing, which is about 18 kHz (18,000 Hertz) and higher The VASER System vibrates at a frequency of 36 kHz, or 36,000 cycles per second

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fatty tissue area. The tumescent fluid naturally contains small gas bubbles on the order of 5 to 10 microns. As the fluid is infiltrated, the microbubbles become dispersed throughout the tissue matrix. Due to the relatively loose packing of the fatty tissue, the tumescent fluid surrounds the fat cells, allowing the gas bubbles to infiltrate between individual cells. In contrast, the tight junctions between cells within blood vessel walls and connective tissues prevent gas bubbles from interspersing among and affecting these tissues.

ULTRASOUND EFFECTS As described earlier, the VASER Lipo System delivers ultrasound pressure waves at 36 kHz via a titanium probe. These waves produce a push/pull force on the dispersed gas microbubbles found in the tumescent fluid. As the pressure wave pulls on the microbubbles, they expand, increasing their surface area and allowing additional gas dissolved in the fluid to enter by diffusion.

Introducing The Technology to Grow Your Practice Introducing the NEW VASER Lipo System The NEW VASER® Lipo System ®

“The VASER Lipo System is the ultimate in safety and precision for body contouring systems. It has revolutionized the way we as surgeons approach fat removal, and how the public perceives it.”

A Revolutionary Body Contouring System Designed To Grow Your Business

~ Paul Ruff, MD, FACS

How do you improve the most versatile body contouring system on the market? It wasn’t easy!

•

Ultrasound energy speciﬁcally tuned to break apart fatty tissue, while preserving connective tissue and maintaining fat cell viability

•

Complete system optimized for harvesting fat for subsequent grafting procedures

•

Clinically proven to enhance skin retraction and reduce blood loss

•

Easily adjustable suction allows physicians to precisely set, display and control suction pressure

•

Powerful, new ergonomic handpiece and updated sleek design for ease of use

•

Wide array of probe options to treat all areas of the body

Seeing is Believing.

Mokhtar Asaadi, MD

Alfredo Hoyos, MD

Call 888.471.4777 today or visit us at www.VASER.com to learn more about how VASER Lipo can grow your practice.

of blood vessels, nerves, and other similar tissues, the bubblemediated cavitation action only acts to dislodge the adipose cells, leaving the other tissues unaffected. This is the source of the natural tissue selectivity of VASER technology. As the fat cells are displaced, they are mixed with the tumescent fluid by a process called acoustic streaming, resulting in a complete suspension of small clusters of fat cells,

CLINICAL STUDIES In a recent scientific comparative study, researchers set out to evaluate post-operative differences between VASER Lipo and traditional liposuction methods. Results showed that the VASER Lipo treatment demonstrated 53% improvement in skin retraction per cc of aspirate removed and an average reduction in blood loss of 26% compared to traditional

laser & light technology

The pressure wave next compresses the bubble, causing some of the gas to diffuse back out. Since the bubble is smaller when compressed, less gas diffuses out during compression than diffuses in when the bubble is under tension. Thus, with the passage of every ultrasound wave, there is an overall net increase in the volume of the gas bubble. This diffusion action causes the microbubbles to rapidly expand to approximately 180 microns, allowing the bubbles to act as wedges between the fat cells, dislodging the cells from the adipose matrix. Once the bubbles reach their resonant size, they implode, pulling on and further loosening the fatty tissue matrix. The progression then starts over again. This process of gas bubble action is called stable cavitation. Since adipose cells contain no gas, ultrasound energy does not cavitate adipose cells. Also, since the bubbles cannot intersperse between the cells

Since the bubbles cannot intersperse between the cells of blood vessels, nerves, and other similar tissues, the bubble-mediated cavitation action only acts to dislodge the adipose cells, leaving the other tissues unaffected. which are subsequently aspirated. The atraumatic VentX cannulas minimize rapid changes in vacuum level during aspiration. The newly released system also allows precise vacuum control, since high vacuum levels can contribute to fat cell mortality.

Cavitation Effect on Fat Lobule

liposuction. This is the first study to demonstrate statistically significant and clinically relevant improvements relative to traditional liposuction. This prospective study used a contra-lateral (side-by-side) study design to evaluate postoperative differences between the two techniques over a six-month time period. The study involved twenty female patients between the ages of 20 and 48 who received contra-lateral treatment with traditional liposuction and VASER Lipo in one or more anatomical regions that included the upper arms, upper back, flanks, outer thighs, and inner thighs for a total of 33 regions. Patients were blinded to the technology that was used on them and aspirate was kept separate and analyzed for blood content. Skin retraction was measured using changes in UV tattoos placed prior to surgery.

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According to another recent study conducted at the University of Pittsburgh, human fat harvested by VASER Lipo was shown to be as viable as fat collected by conventional liposuction, with nearly 80% volume retention. The study, led by Dr. J. Peter Rubin, Associate Professor of Plastic Surgery at the University of Pittsburgh, is the first research to establish strong support for VASER Lipo as a collection method of choice for fat transfer procedures. The study investigated tissue samples of a female subject who underwent liposuction of the thighs and flanks. Detailed cellular viability analysis was performed on tissues collected, each having undergone VASER Lipo and suction-assisted liposuction on the body area. The researchers found little or no difference at the cellular level between the treatments,

concluding that VASER Lipo is just as effective in yielding viable fat cells as suction-assisted liposuction devices. Results at six weeks showed ~80% of the filtered VASER fat survived by volume. Additionally, a study from Stanford University last year showed high viability of ADSCs harvested using VASER technology. As a point of comparison, other studies have shown less than 5% fat survival and a significantly reduced number of ADSCs available for harvest using the water-jet assisted liposuction (WAL) method.

SUMMARY The use of VASER ultrasonic energy for body contouring has several benefits, including tissue specificity, limited blood loss and patient discomfort, smooth skin retraction, and preservation of fat cell and ADSC

viability. Since individual fat cells remain intact, fat collected during the VASER Lipo procedure may be harvested for AFT procedures. The fat aspirated during VASER Lipo is refined down to small lipocyte packets, which support growth and vascularization upon reinjection. This is in contrast to the fat aspirated during other liposuction procedures, which may be harvested in large cell packets several millimeters in diameter. These large cell clusters are associated with high rates of cell disruption from shear forces during reinjection, and necrosis at the core after reimplantation due to inadequate blood supply. VASER Lipo utilizes acoustic forces to safely dislodge fat cells while protecting surrounding tissues, ultimately producing a clean, smooth aspirate with excellent cell viability.

About the Author Mark E. Schafer, Ph.D., FAIUM FASA

Before (left) and after (right) VASER Lipo procedure with fat grafting. Photos courtesy of Dr. Alfredo Hoyos.

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Dr. Schafer is an internationally recognized expert in ultrasonic technology. He is currently Vice President of the Ultrasonic Industry Association, Chairman of the National Electrical Manufacturers Association Ultrasound Technical Committee, and has been named a Fellow of the American Institute of Ultrasound in Medicine and the Acoustical Society of America.

MEDICAL AESTHETIC TRAINING SEMINARS Do you perform Laser Hair Removal (LHR) Procedures?

RLI

Rockwell Laser Industries

(800) 94-LASER www.rli.com

Have you met the training requirements for your state? RLI offers Medical Aesthetic Training Seminars that comply with ANSI Z136.3 and state specific requirements. Course Topics Include: LHR device safety, laser physics, skin typing, skin reactions, treatment protocols, burns, eye protection, emergencies and post treatment protocols, control measures, development of laser program, applying clinical applications of current and emerging laser technology.

Available Courses: • • •

Medical Aesthetic Training Seminar (16 or 24 hours) Medical Aesthetic Training Refresher (8 hours) First Aid/CPR (8 hours)

RLI also offers a full line of aesthetic safety products. LightSPEED II™ safety eyewear that reacts automatically to IPL Patient Protection

Laser Protective Eyewear

BEFORE

AFTER 4-6 weeks post 1 treatment

For more information or to schedule a demo, visit candelalaser.com or call 800.821.2013 x247

Science. Results. Trust.

NATURAL METHODS OF HEALING AND RESTORATION OF THE BODY’S WELLNESS By Craig Koniver, M.D. Contributing Editor & Advisor

At Primary Plus, we believe that POSITIVE natural healing leads to long-term results. Why take prescription medicine that does not fully help one feel better? We welcome you to understand our Organic Medicine program that uses the building blocks of amino acids, bio-identical hormones,

At the core of this natural approach is our fundamental belief that all spirit and health comes from Earth. nutritional therapy, and herbal medication that will help you to naturally heal your patients, allowing them to gain more energy and feel like themselves again. Learn how to reinvigorate your patient’s body and soul.

Let natural healing begin.

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Organic Medicine

organics & green plastic surgery

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WHAT IS ORGANIC MEDICINE? Organic Medicine is our brand new medical specialty that we have developed as a multidisciplinary approach to better health and wellness. At the core of this natural approach is our fundamental belief that all spirit and health comes from Earth. When given the right circumstances, healing will naturally and spontaneously occur. Our holistic approach allows us to care for each individual in a positive, natural method. Organic Medicine comprises several multidisciplinary facets including: z z z z z z z

Nutrition Amino Acid Therapy Vitamin/ Mineral Therapy Bioidentical Therapy Fitness/Exercise Therapy Botanical Support Detoxification

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organics & green

NUTRITIONAL THERAPY

ENVIRONMENTAL EQUILIBRIUM

We help patients feel better with more energy! We accomplish this by Comprehensive Lab evaluation of nutritional status including: Amino Acids, Food Allergies, Cellular metabolism status and review of each patientâ&#x20AC;&#x2122;s personal diet, vitamin, and mineral intake. Our main goal is to identify nutritional dysfunction and correct this before disease is allowed to develop.

Due to our constant influx of environmental toxins, our bodies are now polluted with severe levels of heavy metals. These metals lead to both acute and chronic disease and can only be removed through better preventive efforts and Chelation therapy. Oral and IV Chelation can help remove these toxic metals from your body. By undergoing Chelation therapy, you will be lowering your body burden of chronic inflammation, leading to better wellness and health.

Our main goal is to identify nutritional dysfunction and correct this before disease is allowed to develop.

HERBAL MEDICATION Grown fresh from our Earth, these medicines are completely natural.

AMINO ACID BUILDING BLOCKS Amino acids are the precursors to many of the chemicals in our bodies. When we feel bad, it is our amino acids which are out of balance. By testing your neurotransmitter and hormonal levels, we will be able to recommend the right balance of amino acid and hormonal supplements - 100% natural and from the Earth.

BIOIDENTICAL HORMONES: THE VITAL SOURCE OF BALANCE The key to much of how we really feel is governed by the balance of our hormones. These hormones are chemical molecules that float around our bodies and impact all of our cells. When our hormones are balanced we feel energized, loving, nurturing, soulful; and when our hormones are not balanced well we feel flat, washed out, depressed, apathetic. There are many powerful hormones in our bodies including the Adrenal Hormones: Cortisol, DHEA, Pregnenolone; the sex hormones: Estrogen, Progesterone and Testosterone; and the other equally significant hormones such as Melatonin, Insulin, and Thyroid hormone. Each of these hormones performs many actions, but all work together to create a flow of life and energy. 2

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Food Sensitivity Includes testing for a variety of foods, food additives, and environmental chemical. This test measures your White Blood Cell response to a variety of sources and helps with diagnosing both food and chemical sensitivities.

Neurotransmitter Levels Includes testing for Serotonin, Epinephrine, Norepinephrine, Dopamine, Histamine levels: all of these neurotransmitters are crucial to your feeling well and balanced. Any imbalance may lead to feelings of depression, anxiety, fatigue, low energy.

Minerals and Metals Includes testing for 30+ minerals and metals. If your minerals are out of balance, your body begins to use metals that serve no function for you which can lead to both depressive and fatigue feelings.

Fatty Acids Includes testing for 34 different Fatty Acid levels in your body. Any imbalance of Fatty Acids can lead to inability to digest and absorb food and vitamins correctly which will lead to feelings of fatigue and bloating.

organics & green

Organic Medicine is about going back to the basics to figure out the root problems by understanding the core physiology and biochemistry. To accomplish this, we perform several unique lab tests including:

Organic Medicine is about going back to the basics to figure out the root problems by understanding the core physiology and biochemistry.

Amino Acid Levels Includes testing for 20 of your essential and non-essential amino acids that are critical to both your nutrition and brain chemical status. Any imbalance with amino acids may lead to nutritional and/or brain dysfunction.

Yeast Includes specialized testing for both Yeast and Yeast by-products. Yeast overgrowth can lead to feelings of bloating, fatigue, and inability to concentrate or focus.

Hormone testing Includes testing for several sex hormones including all three Estrogens, Progesterone, Testosterone, DHEA, as well as testing for Cortisol and stress hormones. Any imbalance of these hormones will lead to feelings of fatigue, depression, anxiety, and stress.

www.aesthetictrends.com | january â&#x2014;? february 2011

organics & green

NUTRITIONAL INTRAVEOUS THERAPIES In addition to creating specific nutritional and supplement plans for our patients, we offer many types of nutritional Intravenous Therapies that really help! IV therapies are becoming the next BOTOXÂŽ--quick and powerful!

Meyers Cocktail IV This nutrient "cocktail" IV is an excellent way to replenish the nutrients supporting respiratory health and optimal energy levels. This IV can provide relief to those suffering from asthma, respiratory infections, migraines, chronic fatigue, or fibromyalgia.

Calcium EDTA Chelation This IV is offered to those who wish to remove heavy metal buildup. EDTA is also a powerful antioxidant known to help protect blood vessel walls.

Recharge IV This IV delivers glutathione, a powerful antioxidant that boosts the immune system and helps with detoxification. Environmental stressors, medications, poor diet, pollen, radiation, and even emotional stress can cause us to run low on this powerful antioxidant. Please note that this IV is $45 per dose, and that individuals may require more than one dose per session.

Vitamin C Infusion IV Dreading "cold and flu" season this year? Dread no longer. Ramp up your immune system to stay healthy all year long or kick a cold faster with this burst of Vitamin C.

Energy IV Feeling fatigued? Need an energy boost? Come in for an immediate energy boost with this revitalizing IV cocktail. Whether you are a worn down mom or a busy young professional in need of a boost, this cocktail hour will leave you feeling refreshed and re-energized.

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Recovery IV Lifting heavy? Running a marathon? Long training days call for serious recovery measures. Recover faster and better with this replenishing IV cocktail.

Adrenals Recovery IV Feeling "wired, but tired?" Are you exhausted, yet having difficulty falling asleep? These are symptoms of severe adrenal fatigue. This adrenals recovery IV will revitalize your adrenal glands and help you feel energized and calm.

Super Immuno IV Do you seem to catch everything that goes around these days? New allergies that have never existed until now? Recharge your immune system and give your body a break with this Super Immuno IV.

Detox Plus This IV contains Phosphadityl Choline, a powerful compound which helps support liver detox and cell membrane health. This nutrient tends to decline with age, and cell membrane health has emerged as one of the most powerful ways to protect your health.

Vitality IV

Forgetting things more often these days? Boost your attention and memory by replenishing the necessary nutrients with this Memory Boost IV.

Longevity IV

This IV revitalizes sex drive by restoring various nutrients that can be depleted due to hormonal imbalance, medication, environmental stressors, and even emotional stress. Revitalize your libido with the Vitality IV!

Do you want to look and feel younger? The Longevity IV is chock full of the antioxidants and nutrients that will keep you looking and feeling young. This infusion is an organic, natural approach to anti-aging that provides immediate, effective infusion of the nutrients related to longevity.

By providing holistic and comprehensive patient care, we are changing the paradigm for how best health can be achieved. Organic Medicine is my specific approach to optimal health and well being!

organics & green

Memory Boost IV

Amino Acid IV (SSRI Withdrawal) Have you discontinued an antidepressant, or do you wish to do so? Replenish your neurotransmitter levels and the necessary mood related nutrients with this fast, effective Amino Acid IV.

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About the Author Craig Koniver, M.D., is a graduate of Brown University and Jefferson Medical College and has been a family practitioner for a decade. He opened Primary Plus Organic Medicine, LLC in Charleston, SC in 2006. When not working, Dr. Koniver enjoys spending time at the beach with his wife and two children. For more information, visit Dr. Koniver on the web: www.primaryplus.com. See Dr. Koniver's feature every issue in the AestheticTrend's Organics & Green department directly relating to Organic Medicine topics.

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THE HEALING POWER OF ESSENTIAL OILS GAINS FOOTING WITH MODERN MEDICINE By Emily Stocker Contributing Editor & Advisor

Essential oils date back to one of the oldest forms of medicine known to man, dating back as far as 4,500 B.C. They were considered more valuable than gold to the ancients. Egyptian hieroglyphics and Chinese manuscripts, priests, and alchemists show us that they were using essential oils thousands of years ago to heal the sick. The words essential oils are often thrown around in the world of organics and homeopathics, but the derivation and benefits are seldom known. An essential oil is a concentrated, hydrophobic liquid containing volatile aroma compounds from plants. Essential oils are also known as volatile oils, ethereal oils, aetherolea, or simply as the "oil of" the plant from which they were extracted. An oil is considered as an “essential" in the sense that it carries a distinctive scent, or essence, of the plant. As individual elements, essential oils do not have any specific chemical or pharmaceutical property in common with one another. They are defined as such because they have the ability to convey characteristic fragrances. Modern medicine

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Medicinal Purposes of Essential Oils

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is only now beginning to investigate the healing power of essential oils.

FREQUENCY AND OTHER FACTORS Frequency is the measurable rate of electrical energy flow that is constant between any two points. Everything has a frequency. The human body has an electrical frequency and that much

An oil is considered as an “essential” in the sense that it carries a distinctive scent, or essence, of the plant. about a person's health can be determined by its frequency. When the frequency drops, the immune system is compromised. If the frequency drops to 58 Hz, cold and flu symptoms appear; at 55 Hz, diseases like Candida take hold; at 52 Hz, Epstein Bar; and at 42 Hz, cancer. According to Dr. Royal www.aesthetictrends.com | january ● february 2011

organics & green

R. Rife, every disease has a frequency. He found that certain frequencies can prevent development of disease and that others would destroy disease. Substances with a higher frequency will destroy diseases of a lower frequency. Essential oils start at 52 Hz and go as high as 320 Hz, which is the frequency of Turkish rose oil. Clinical research shows that essential oils have the highest frequency of any natural substance known to man, creating an environment in which disease, bacteria, virus, fungus, etc., cannot survive.

The penetrating characteristics of essential oils greatly enhance their ability to be effective. When placed on the foot it will be distributed to every cell in the body in 21 minutes. The penetrating characteristic of essential oils greatly enhances their ability to be effective. Essential oils will penetrate into the body when applied to the skin. An essential oil placed on the foot will be distributed to every cell in the body in 21 minutes. They will even penetrate a finger or toe

nail to treat fungus underneath. The oils may be sniffed from cupped hands or diffused to elicit higher vibrations or states of consciousness during meditation. They may also be applied topically on the chakra points, neck, face, wrists, ankles, back, behind the ears, on the reflexology points on the bottom of the feet, added to bath water, or worn as a perfume or cologne to raise the level of your personal environment.

WESTERN MEDICINE Although there is currently something of a dismissive attitude concerning essential oils in pharmacology, various essential oils retain considerable popular use, partly in fringe medicine and partly in popular remedies. Unfortunately this makes it difficult to obtain reliable references concerning their pharmacological merits. Publications recommending so-called alternative remedies are prone to making vague and wildly ambitious claims. In some applications there is no doubt that in treating certain conditions, particular essential oils have considerable advantages over many overthe-counter drugs and for clinically minor, but nonetheless troublesome conditions that do not respond decisively to prescription drugs. For example, congestion and persistent coughs, particularly dry coughs, often respond well, economically, and safely to direct inhalation of vapors. The vapors may be administered by inhalers, steam kettles, fragrant ointments, lozenges to be sucked, or strongly aromatic sugarless chewing gum.

APPLICATIONS Inhalation. The inhalation of essential oils heightens the senses and can trigger numerous desired responses in the body. Several techniques used to inhale essential oils are: direct inhalation, simply smelling the oil; diffusing the oils, using a diffuser which disperses the oil in a micro-fine vapor into the air. A diffuser will not heat the oils, thus ensuring full benefits, as extreme heat can damage important constituents in the oil. Carefully pour hot water into a bowl, add a few drops of oil, cover your head and bowl in a tent-like fashion, and breathe deeply and slowly. 2

january â&#x2014;? february 2011 | www.aesthetictrends.com

EMâ&#x20AC;&#x2122;S ORGANICS TOP TEN ESSENTIAL OILS COUNTDOWN

organics & green

Topical. Apply essential oils directly onto the skin where indicated. Internal Consumption Research indicates that some oils are more effective when taken orally. Only pure essential oils, proven safe and labeled as dietary supplements, should be used internally. Dilution and dosage is dependent on the age, size, and the health constitution of the individual. Follow the recommended dosage on individual product labels to ensure safety or seek the advice of a health professional before administering oils internally.

Neroli A mild sedative useful for insomnia, anxiety, nervous depression, mildly warming, improving circulation, acne, premenstrual tension/pain, backache.

Chamomille A calming oil used for premenstrual pain, indegestion, a mild antiallergenic, rhinitis, acne, excema, and other senative skin conditions.

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Eucalyptus An antiseptic useful for coughs and colds, bronchitis, viral infections, muscular aches, rheumatic conditions.

Geranium A mild astringent useful for cuts, sores, fungal infections, and insect repellant, soothing skin problems, eczema, bruises, mildly diuretic, anti-depressant.

Sandalwood An antiseptic useful for dry, cracked, or chapped skin, acne, and calming relaxation during meditation, aphrodisiac.

Rose An antiseptic useful for sore throat and sinus, congestion, puffiness, mildly sedative, insomnia, premenstrual tension/pain, menopause, reduced libido.

www.aesthetictrends.com | january â&#x2014;? february 2011

organics & green

Jasmine An antidepressant useful for depression, postnatal depression, strengthening contractions during labor, aphrodisiac.

Lavender A mild analgesic useful for headaches, wounds, bruises, antiseptic, insect bites, oily skin, acne, swelling, calming insomnia, mild depression. And the number one essential oilâ&#x20AC;Ś

Rosemary A mild stimulant useful for physical and mental fatigue, forgetfulness, respiratory problems, asthma, rheumatic aches and pains.

Peppermint Peppermint is one of the oldest and most highly regarded herbs for soothing digestion. Jean Valnet, M.D., studied peppermint's effect on the liver and respiratory systems. Other scientists have also researched peppermint's role in affecting impaired taste and smell when inhaled. Dr. William N. Dember of the University of Cincinnati studied peppermint's ability to improve concentration and mental accuracy. Alan Hirsch, 4

january â&#x2014;? february 2011 | www.aesthetictrends.com

BE CAUTIOUS Many oils, touted as essential oils, are derived with harsh chemicals, diluted, or copied and produced in a lab. Cheap copies bring cheap results and have the potential to be toxic. Therefore, it is imperative to take great care in use. Because of their concentrated nature, essential oils generally should not be applied directly to the skin in their undiluted or "neat" form. Some can cause severe irritation, provoke

an allergic reaction, and over time prove toxic. Some essential oils, including many of the citrus peel oils, are photosensitizers, increasing the skin's vulnerability to sunlight. Industrial users of essential oils should consult the material safety data sheets (MSDS) to determine the hazards and handling requirements of particular oils. As with any product used for health benefits, consult a physician before use. With proper care and use, essential oils can be an amazing addition to your homeopathic health routine.

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M.D., studied peppermint's ability to directly affect the brain's satiety center (the ventromedial nucleus of the hypothalamus) which triggers a sensation of fullness after meals. Peppermint has been used for asthma, bronchitis, candida, diarrhea, digestive aid, fever reduction, halitosis, heartburn, hemorrhoids, hot flashes, indigestion, menstrual irregularity, headaches, motion sickness, nausea, tumor growth, respiratory infections, shock, itchy skin, throat infections, and varicose veins. Other uses: This oil may help arthritis, indigestion, depression, skin conditions (eczema, psoriasis, and dermatitis), food poisoning, headaches, hives, hysteria, inflammation, morning sickness, nerve regeneration, rheumatism, may elevate and open sensory system, toothaches, and tuberculosis.

WHY USE ORGANIC PRODUCTS? Because theyâ&#x20AC;&#x2122;re better.

Resources www.thekitchendoctor.com www.theveryessence.com http://www.beauty-and-body.com www.aworldofaromatherapy.com www.greenoplis.com www.crucible.org/oils_history.htm Material Safety Data Sheet, U.S. Gov

Emily Stocker steps into the business of being green (and happy) with Em's Organics, offering products like sea sponge soap made from USDA Organic ingredients and baby and children's clothing and accessories. And that's just the beginning. Visit Emily on the worldwide web: www.EmsOrganics.com, which officially launched Earth Day this year. Contact Emily via email at: emily@EmsOrganics.com.

www.a aesthetictrends.com | january â&#x2014;? february 2011

Join Us in Texas March 30 - April 3, 2011. Join a worldwide gathering of more than 2,500 physicians, scientists, nurses and others who are coming together to explore new photomedicine and clinical laser applications, techniques and protocols. Enjoy Member Benefits Year-round. Save $180 on Conference registration, enjoy discount rates on courses at the Conference and through the ASLMS Professional Development Institute (regional classes and online eCademy), and receive our highly regarded journal, Lasers in Surgery and Medicine, absolutely free. Register Online. Register for the ASLMS Annual Conference and membership at www.aslms.org or call 715.845.9283 to learn more. Brian J.F. Wong, M.D., Ph.D., FACS University of California, Irvine Professor and Vice Chair Dept. of Otolaryngology Head and Neck Surgery Fellowship Director and Chief, Facial Plastic Surgery Department of Biomedical Engineering Department of Surgery and The Beckman Laser Institute â&#x20AC;&#x153;The ASLMS Annual Conference always attracts top individuals representing multiple research and practice disciplines. Each year, I am able to learn from, and exchange knowledge with, my fellow facial plastic surgeons, and be among the first to review exciting new developments in aesthetic and cosmetic surgery.â&#x20AC;?

Breast Augmentation PATIENT PROCEDURE SELECTION AND MANAGING EXPECTATIONS

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By Gregory A. Wiener, M.D., F.A.C.S., Contributing Editor & Advisor

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In recent years, both the ASAPS and the ASPS have listed breast augmentation as the number one surgical cosmetic procedure performed in the United States surpassing even liposuction. This trend is also reflected in my practice, with breast augmentation being by far the most often performed body contouring procedure. From an outsiderâ&#x20AC;&#x2122;s point of view, the concept seems simple. Place an implant beneath the breast tissue to

[Breast Augmentation] remains the procedure that I comparatively spend the most time on in consultation and planning. enlarge the breast and improve its shape. It obviously involves much more than that, and in my practice it remains the procedure that I comparatively spend the most time on in

consultation and planning. I have, over time, found that refinements in my consultation techniques and examinations have enhanced the outcomes as much or more than any technical/surgical improvements.

PATIENT CONSULTATION I always begin by asking the patient what she is looking for. Most of my younger patients state that they wish to enlarge breasts that were never really large to begin with, and most of my slightly older patients who have already had children wish to re-attain what has been lost through pregnancy and weight fluctuations. The vast majority also state that they want to look proportional and really enhance their figure without being overly dramatic, though sometimes this changes during the sizing process. In addition to general health questions, there are other typical questions about breast cancer history in the patient or her family, recent mammograms, and whether she may have www.aesthetictrends.com | january â&#x2014;? february 2011

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pregnancies in the future. A component of our discussion always includes what can happen to the breasts after additional pregnancies, whether the patient has an implant or not. We can obviously never rule out the possibility of revisionary surgery being necessary after pregnancies. The initial questioning also includes workout history, athletics, and plans to lose weight, as these issues can all affect the decisions we make regarding her implants.

OPERATION & RECOVERY

movement with significant physical activity, and patients who are athletes; and especially body builders should be told that this will happen. The patient is shown detailed diagrams of submuscular versus submammary placement. We also discuss the fact that the submuscular placement is more uncomfortable than submammary placement, and to reduce post-operative discomfort we use a pain pump. One cc of one half percent Marcaine is infused into each pocket over the first 48 hrs post-operatively. I have found that this really does

I then discuss the operation and recovery with the patient in detail. We discuss incisions, submuscular placement, and the fact that she will be under general anesthesia. At this point in my career, I do all of my implants submuscular because I think it simply looks and feels better, not to mention the fact that there is real evidence that capsular contracture rates are in fact lower in the submuscular position, no matter what type of implants are used. My placement is never completely submuscular. It is typically done through a periareolar incision (although I do inframammary and axillary approaches as well) and then a submuscular pocket is created with release of the fascial attachments inferiorly in order to have the implant sit at a natural level with a natural lower pole convexity. This also minimizes unusual upper pole fullness that occurs with more complete submuscular coverage. It does, however, result in implant flattening at the upper pole and 2

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cut down on the discomfort and reduces the intake of narcotic pain medicine. People have a generally better experience with the pain pump than without it. After the detailed explanation of the procedure itself, we discuss the entire process from holding area to operating room to recovery room to home and then the weeks following. Typically, patients are sent home after one to two hours of recovery. They are postoperatively on an oral narcotic such as Hydrocodone. IV antibiotics are used

Before (top) and after (bottom) breast augmentation. Photos courtesy of Dr. Gregory Wiener.

POST-OPERATIVE CARE The patient can shower after 48 hours, and implant massage and gentle arm raising exercises are begun at 48 hours as well. Low impact workouts can begin as early as three weeks after surgery with light lifting and light cardiovascular. More impact driven activities such as jogging or other sports can begin at six weeks. It is also important to note that implants invariably will be sitting high in the upper pole for the first few weeks after surgery, and in some cases up to two months after surgery. This depends on the patientâ&#x20AC;&#x2122;s tissues and the implant that is chosen. Over the years I have found that it is much better to have an implant sit mildly high and have the patient massage it down into the pocket over a period of a few weeks or even a couple of months rather than having it look perfect on the table and bottom out later. As we all know, this is a much more difficult problem to fix. Because of this slightly higher implant position initially, I must see my patients more frequently to assess settling and how hard and how

frequently they must massage. All in all, at around the two-month point most patients can expect a natural look with settled, soft implants; and they should be back to absolutely all of their regular activities. This also seems to be the point at which most patients begin to view the implants as part of themselves rather than a piece of foreign material that was just inserted.

IMPLANTS: SALINE VS. SILICONE At this point in the consultation we discuss implants. The pros and cons of both saline and silicone gel-filled breast implants must be discussed in order for any patient to make an informed decision. I believe that the current silicone gel implants are the best on the market in terms of both looks and feel.

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perioperatively, and PO antibiotics are continued postoperatively. Muscle relaxants such as Robaxin are sometimes used. The patient is sent home in a soft mammary support, usually with an over wrapping of a six-inch ace bandage for stability. The patient is seen 48 hours later, wounds are checked, and pain pumps are removed. Usually there are no sutures as I routinely close the epidermal layer with Dermabond.

At around the two-month point most patients can expect a natural look with settled, soft implants; and they should be back to all of their regular activities.

Before (top) and after (bottom) breast augmentation. Photos courtesy of Dr. Wiener.

www.aesthetictrends.com | january â&#x2014;? february 2011

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In most cases, the softer consistency of silicone gel-filled implants gives them a superior cosmetic result when compared with saline-filled implants, and I essentially tell my patients this. However, that does not mean that each and every patient should have a silicone gel-filled implant. A saline implant, if not too large for the patientâ&#x20AC;&#x2122;s frame and skin envelope, with good submuscular and tissue coverage, should have an extremely good cosmetic result.

cost significantly more, that MRI exams will be necessary to monitor the silicone gel implants for rupture in the future and that rupture and capsular contracture rates are relatively similar between silicone implants and saline implants, a good case can be made to use saline implants in many of my patients. And in fact I still place more saline than silicone gel implants at this point in my career, though the number of silicone implants is increasing.

I still place more saline than silicone gel implants at this point in my career, though the number of silicone implants is increasing. Certainly I stress to my thinner patients who have less overall breast tissue that the silicone gel implant will make more of a difference for them. If I have a patient who weights 110 pounds and currently has less than an A cup and I can see the ribs and the upper chest, I will most likely tell that patient that her results with silicone will be significantly better than with a saline implant. In addition, her risk of rippling is far less with the silicone implant than with a saline filled implant. However, if I have a patient who weights 135 or 140 pounds and also has a full B cup to begin with, I will likely tell that patient that she will still get a better cosmetic result with silicone, but the degree of improvement over saline will be less. Given the additional facts that the silicone gel implants 4

RISKS AND LIMITATIONS The risks and limitations of breast augmentation are then discussed at length. Early complications such as infection, hematoma, and loss of nipple sensation are touched upon individually. Later complications such as implant rupture, capsular contracture, implant malposition, and poor scarring are also dealt with in detail. This frank discussion also includes how we will deal with any of these complications as well as what the patient's responsibility from a clinical care standpoint and a financial standpoint is likely to be. Additional issues such as breast feeding and cancer detection and mammograms are also discussed. Finally, the patient is examined. The amount of breast tissue, the quality of the skin and surrounding tissues, the general

january â&#x2014;? february 2011 | www.aesthetictrends.com

shape of the breasts and significant asymmetries are all evaluated. Measurements are taken from sternal notch to nipple, from inframammary fold to nipple, as well as the diameter of both the breast and the areola. Skin and tissue envelope and its mobility are evaluated. Inframammary fold differences, volume differences, and shape differences are all noted, and the patient is informed of these differences as the examination proceeds. I typically point out these differences in the mirror during the examination and remind the patient that differences that she has prior to surgery can be present to some degree after the surgery as well, though I will do my best to minimize these differences in surgery. At this point, if it becomes obvious that a breast lift will be necessary along with the implant, the discussion then centers on mastopexy and the types of mastopexy available, what would be the best type of mastopexy in this situation, and how these additional scars might look post-operatively. This situation can be difficult for some patients because now they are being told that rather than a simple breast augmentation, they will be having a longer, more complicated, and more costly procedure with longer scars. Early on in my practice, in situations where a certain patient was particularly averse to longer scars, I let myself get talked into performing the procedure without the lift or performing a circumareolar lift when a full lift was clearly necessary in order to

SURGERY DAY On the day of surgery, the usual pictures are taken and preoperative markings are done. Implant type and volume is

confirmed with the patient again (always have additional sizes within the patients' range available, especially if they were having trouble deciding between several different volumes). No one wants time lost due to a last minute change, but sometimes it happens. We use general anesthesia usually with an LMA. Perioperative antibiotics are given, usually Ancef if the patient is not allergic to penicillin. Otherwise Clindamycin. A triple antibiotic solution (Ancef, Gentamicin, Bacitracin) is used to irrigate the pocket prior to implant placement. There is some evidence that this type of irrigation may decrease capsular contracture. It is also safe for the implant. A no-touch technique is used to place the implant to minimize possible contamination or capsular contracture, and the patient is always placed in a seated position and viewed for shape and symmetry. Fine adjustments to the pockets are made in this position. At this point, my surgical technicians and nurses can add their opinions, and once in a while they see something I donâ&#x20AC;&#x2122;t. Along with placement of the pain pump, 25 ccâ&#x20AC;&#x2122;s of Marcaine is infiltrated into each pocket prior to closure. Most patients wake up relatively comfortable with only mild soreness and chest pressure at this point. I call the patient at home later that night. The patient also has 24-hour access to me personally.

CONCLUSION Breast augmentation remains my favorite procedure. The operation is relatively short, complications are relatively low, results are immediate, and most patients (over 90%) are satisfied with their results and would do the procedure again if placed in a similar situation. The additional time spent with these patients listening to their goals, discussing every aspect of the surgery and the implants and what they can expect in the future, and finally planning their surgery is absolutely necessary for good long-lasting results.

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minimize scarring. It becomes apparent quickly that doing the wrong operation never works. It is far better to trade the additional scarring for the improved breast shape. I now sit down with the patient and we discuss implants and sizes. I do not use tear drop (round implants are far easier to place and assume a tear drop shape in the submuscular position). I do not use textured implants (they are too firm and texturing is really unnecessary when the implant is placed submuscular). The vast majority are smooth, round implants (either saline or silicone) placed in a submuscular position, usually through a periareolar or inframammary incision. The patient is always given multiple options as far as size within what I consider a safe volume range for that patient. Sizing is then done using silicone gel sizers in a soft bra with a tight t-shirt. This is obviously not very scientific nor is it absolutely accurate, but it does give the patient an idea of what she may look like. My patient coordinators are also involved in this process, and it really becomes fun as the patient tries on different sizes and looks at herself in a full length mirror. I have not used the latest digital imaging systems to simulate results; but they look certainly more accurate than what was available a few years ago, and I plan to use these in the future.

About the Author Gregory Alan Wiener, M.D., F.A.C.S., is a Board Certified Plastic and Reconstructive Surgeon who has been practicing at Resurrection Hospital for the past 9 years. He was named a Consumer Reports "Top Surgeon" and completed his residency at the University of Illinois at Chicago. Dr. Wiener has been featured in several media outlets both nationally and locally. Visit Dr. Wiener online: www.TheArtofPlasticSurgery.com.

www.aesthetictrends.com | january â&#x2014;? february 2011

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practice management

By Nancy Griffin, Contributing Editor

In today’s highly competitive business landscape, medical spas and clinics must be smart marketers to acquire and keep loyal clients. Smart, affordable marketing strategies and tactics will allow you to accomplish your marketing goals without breaking the bank. Here are Contento’s picks for the hottest trends in marketing:

CREATE CLIENT “PERSONAS” Identifying personas instead of market segments to allow you to truly see through the eyes of your clients. Whereas market segments are defined as a group, personas are treated as individuals or "characters," with actual personality attributes. Talk to your clients, vendors, and staff to brainstorm the characteristics of your types of clients and patients. Once you have defined your client personas, you can devise a custom marketing strategy for each one of your segments.

Sample personas: First-time Fran: Medical Spa “virgin,” hesitant, needs support to “learn the ropes.”

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SUCCESS STRATEGIES FOR 2011 AND BEYOND

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Marketing Your Medical Spa & Cl i n i c

Savvy Sally: Medical Spa veteran, knows the ropes, demanding, likes to develop a relationship with her practitioner. Wants to be rewarded for her loyalty— expects to be catered to and wants results! Commonsense Cathy: Repeat visitor but needs to learn everything about a new treatment or product before making a purchase. She is methodical and logical in all decisions. Wants an explanation of why a product works and what is in it.

Email is the most powerful weapon in your marketing arsenal. ELEVATE YOUR EMAIL Email is the most powerful weapon in your marketing arsenal. A consistent email outreach to your network clients and “permission-based” web visitors is a must for any medical spa or clinic. “Email marketing is by far my number one strategy as far as ROI goes! It costs me very little to maintain and send out but brings in HUGE return,” says Kanna Reilly, owner of Body Solutions LASER & SKIN in Scottsdale, AZ. www.aesthetictrends.com | january ● february 2011

practice management

There are a number of email platforms with the tools necessary to create visually attractive emails. Some of the most popular include ConstantContact, iContact, MailChimp, and SmileReminder. CRM (Customer Relationship Management) solutions like SalesForce.com offer automated email functionality. Demandforce, an integrated communications and marketing solution, takes it one step further by reaching out to current and previous clients and sending guest confirmations via email and smart phone.

GO VIRAL WITH “WORD OF MOUSE” Medical spas and practices are turning to social media outlets such as blogs, FaceBook, YouTube and Twitter to increase brand awareness and communicate with clients and prospects. The costs are limited to the time and energy spent by your staff to keep a company's blog or fan page up to date. The content you distribute on your website and through your social media is the currency with which you do business. The better your content, the greater the

The content you distribute on your website and through your social media is the currency with which you do business.

•

Only send permission-based emails. There are legal ramifications for sending unsolicited emails as outlined by the CAN-SPAM Act.

•

Develop a communications calendar. Think through what your goals are and how and when you want to market your services and special promotions.

•

Measure the impact of your efforts. Start a spreadsheet that lists each of your email campaigns and the special offers or tactics you used, the cost associated, and the results. This data will help you measure which tactics or special offers got the best responses.

likelihood of getting the outcome you want. “Spend your marketing dollars on a useful website chock full of keywords that clients are searching for and build your web

january ● february 2011 | www.aesthetictrends.com

presence organically through keywords and regular consistent blogging,” Reilly recommends. Make a commitment to a consistent social media strategy. Many companies begin and quickly abandon their efforts, and a “dusty” blog or fan page leaves a poor impression of your brand.

INVEST IN VIDEO A (moving) picture is worth a thousand words. Video is the new frontier of internet marketing. Digitizing and uploading videos is inexpensive and will bring your message alive. People are programmed to retain visual stimuli, and we remember pictures much more easily than we remember words. Research from educator Edgar Dale indicates that we remember 10% of what we read, 20% of what we hear, 30% of what we see, and a 50% of what we hear and see. Colorado-based Facial Aesthetics feature videos on the home page of their website. Hosted on YouTube, the videos

provide an overview of the clinic’s facilities and services with President and Founder Pamela Hill. In addition to an introduction to Facial Aesthetics and patient testimonials, there are instructional videos on different types of peels, microdermabrasion and skin conditions. “We are in the process of adding more videos to the website and to our televisions in the clinic’s waiting rooms,” says Hill. Use video wisely or risk turning off your viewer. With the advent of compact, user-friendly video cameras, anyone can serve as the producer, director, set decorator, and camera operator. Make sure your final product is professional: Poor quality video will reflect poorly on your brand.

BE SMART ABOUT DISCOUNTING The International Spa Association and PricewaterhouseCoopers 2010 Trends Study reveals that discounting to stimulate demand is a popular strategy to weather the economic downturn. Although discounting is no longer a dirty word, the jury is still out on whether deep discounting through “deal websites” like Groupon and

Spa Week will actually create new clients and repeat business. Critics of deep discounts say they do not lead to loyalty--they lead to the expectation of more discounts. Medical spas may have better retention rates with discount clients than day spas, because treatments are usually sold in a series. However, consider the risks to your brand and your bottom line before agreeing to any “quick fix”

•

• Create value-added, limited-time-only discounts • Market packages that include high margin, low labor treatments • Upsell to a series of treatments whenever possible • Always display your promotions in a prominent location within your facility Partner with your vendors-medical product companies such as Allergan are known for taking control of marketing--let them offer the discount or value-added promotion

practice magement

accommodate our regulars.” Instead of falling for the deal website of the day, be a smart discounter:

In the words of one spa owner, “In the one month I tracked our Groupon promotion, we did $10,000 worth of services for $3,000. Tips were little or non-existent, and the discount clients always wanted in at the last minute, making it difficult to accommodate our regulars.” promotions. Things can go bad quickly. In the words of one spa owner: “In the one month I tracked our Groupon promotion, we did $10,000 worth of services for $3,000. Tips were little or non-existent, and the discount clients always wanted in at the last minute, making it difficult to

FOCUS ON THE “BIRD IN THE HAND” There is truth to the old adage that "A bird in the hand is worth two in the bush." Finding a new client costs five times as much, on average, as keeping an existing one. It pays to show your appreciation for your existing

www.aesthetictrends.com | january ● february 2011

practice management

clients. Send them exclusive offers NEVER FORGET: MARKETING and hand-written cards on special IS A TWO-WAY STREET occasions. Stay in regular The beauty of new communication with email generation marketing techniques newsletters, direct mailings, or a is that they allow you to start and blog. maintain conversations with your “Most businesses never clients and prospects. When you reach out to their current base of CAPTURE ask for feedback, people feel a clients,” says Kanna The system is ableReilly. to automatically capture of patient senseany of type ownership in prospect, what you “Instead they are always looking be it a completed form from the website,are a new follower on Twitter, a loyal doing and become more for new ones. I have to or a referral phone inquiry to themanaged front desk, from another happy patient. to your brand. continue to reach out to my Ask your existing clients if existing clients via e-mail, there are ways you can improve Facebook, and Twitter to remind your service. One of the best them of what we do, offer specials ways to get conclusive feedback is and promotions, and give them to conduct a survey. This skin care tips. Who better to buy information will help you know from you than those who already your clients and make changes to know and like you?” improve their experience.

It pays to show your appreciation for your existing clients. Send them exclusive offers and hand-written cards on special occasions. Stay in regular communication with email newsletters, direct mailings, or a blog.

CONCLUSION These recommended marketing strategies produce results when “worked” regularly and in tandem. Integrated marketing communications are mutually reinforcing, and create synergies where the whole is greater than the sum of the parts. Even if you do not have a designated marketing director, you or a member of your team must be strategic about your efforts to be successful. Position yourself and your team as experts in your field. Become a trusted resource to your clients, and involve your staff, vendors and clients in the marketing process. They are all partners in the success of your business.

january ● february 2011 | www.aesthetictrends.com

IS YOUR MARKETING LEGAL? Check to make sure there are no legal restrictions on marketing a medical practice in your state. HIPAA prevents medical practices from using patient testimonials and “before and after” photos without written permission. Pamela Hill advises that, although there are not any legal restrictions placed on Facial Aesthetics in her state of Colorado, there are ethics restrictions placed on the facility as an accredited plastic surgery practice. Among the limitations is the inability to raffle or give away services for free.

About the Author Nancy Griffin has been a recognized health and wellness marketing expert for more than 15 years. Prior to founding Spatrade.com and Spaexec, she completed graduate studies at Cornell University Hotel School. Her newest venture, Contento Marketing, helps spas and medical spas take advantage of new media. Griffin can be reached at nancy@contentomarketing.com.

STEPS FORWARD IN TURNING AGING BACKWARDS By Jeffrey H. Spiegel, M.D. Contributing Editor & Advisor

Speaking about aging, Mark Twain noted that, “It is sad to go to pieces like this, but we all have to do it.” That is, aging is inevitable. As far as we know, time moves in only one direction; and as the years pass, our bodies show the wear. My practice focuses on cosmetic facial surgery. With time, skin loses its elasticity, areas of fullness become hollow, and gravity takes its toll on a less resilient face, resulting in signs of aging. I

At the end of each chromosome within our cells is a structure called telomere. The telomere segment acts as a timer for aging. fight these changes with injectable fillers that restore volume, muscle relaxing chemicals that reduce the stress on less elastic skin, lotions that attempt to restore moisture to drying skin, and surgical procedures that attempt to move sagging tissues to their original youthful position. Of course, not only

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Can We Turn Back Time?

wellness plastic surgery

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does our appearance change, but so do our abilities. Youthful vigor is replaced by slower movement with less strength and energy. The great question is “why?” Why should our bodies, with their incredible ability to heal, eventually stop maintaining themselves and begin to deteriorate? Perhaps “why” is a philosophical question that we can never answer, but “how” is now closer to our reach.

THE TIMER OF AGING At the end of each chromosome within our cells is a structure called a telomere. These telomeres are segments of DNA that are incompletely replicated each time the cell divides. After around 50 replications, the telomeres at the end of the chromosomes become so short that cell division ceases. This creates a phenomenon known as “senescence.” In other words, the telomere segment acts as a timer for aging. A longer telomere would allow for more cell divisions before senescence, and ideally we would like to be able to lengthen the telomere as we age to continue in a youthful state. The discovery of telomerase is www.aesthetictrends.com | january ● february 2011

wellness

important enough that in 2009 the Nobel Prize in medicine was awarded to three scientists for their description of how chromosomes are protected by telomeres and the enzyme telomerase. What evidence is there that longer telomeres are a sign of youth? Well, population studies have shown that older people tend to have shorter telomeres. Children with progeria, a terrible

enzyme, their telomeres do not shorten which may be an important reason why they continually grow and divide. Of course, telomerase is not the only reason why a cancer cell is dangerous; and telomerase is likely not the only thing we need to prevent aging. However, it may be an important part. Recently, scientists in Boston conducted an interesting experiment. Mice

So what would happen if we activated telomerase in all human cells? Nobody knows. Ideally, cells would resume division, and the body would correct all the deterioration of aging. disease which causes rapid premature aging, have cells with very short telomeres on their chromosomes. Also, cancer cells, which do not stop growing, have the ability to continually lengthen their telomeres. They do this with an enzyme called telomerase. When cancer cells produce this

were genetically modified to lack telomerase. Typically, mice make this enzyme throughout their lives. Now, mice do get older and show signs of aging despite this! Nonetheless, without the telomerase the mice aged rapidly and began to show typical signs of aging including weakened organs,

january â&#x2014;? february 2011 | www.aesthetictrends.com

shrinking brains, and infertility. The investigators then reintroduced telomerase to the cells of the prematurely aged mice, through the administration of a series of medications that reactivated the enzyme. What happened? The mice got younger. The signs of aging went away, vigor improved, and the animals regained the characteristics of youth. Importantly, none of the animals were reported to develop cancer.

CHROMOSOMAL LENGTHENING So, is this the secret? Do we all need chromosomal lengthening by adding on to our telomeres? It is possible that this is an important part. However, not everything that is effective in mice works the same way in humans. For one thing, mice produce telomerase their entire lives, while humans do not. This already implies that cellular physiology between our two species may be significantly different. Additionally, not everbody has shorter telomers with aging. A Swedish population study discovered that some people actually had lengthening telomeres! Nonetheless, it is a promising discovery. All cells in the human body could produce telomerase, but only some do. Those include cells that need to replicate more than 50 times during a personâ&#x20AC;&#x2122;s lifetime, such as sperm cells and cells of the immune system. And, as mentioned, cancer cells have the ability to produce telomerase. So what would happen if we activated telomerase in all human cells? Nobody knows. Ideally, cells would

TELOMERASE THEORY The telomerase theory of aging is part of the planned obsolescence concept of aging, which states that cells have a preprogrammed life span. Certainly the telomere “timer” would support this theory. According to this theory our activities during our lifetime (e.g. smoking, poor diet) can influence how quickly the telomere is shortened and affect aging. However, several other theories of aging have been proposed. Another relates to a cell’s ability to remove toxins. As we age, the cellular membrane changes and becomes less able to clear materials from the cell. A chemical called Lipofuscin then accumulates within the cell, and this material is seen in higher than normal quantities in the brain cells of patients with Alzheimer’s disease. Perhaps it is this that contributes to aging? Free radicals are another popular culprit. Antiaging creams that target free-radicals are widely popularized as being effective. Free radicals are negatively charged molecules that are harmful to cells. They damage the cell membrane and impede its ability to function correctly in clearing toxins. Antioxidants bind the free-radicals and render them less dangerous. This explains why

many products tout their antioxidant abilities. Compounds such as grape-seed extract and pomegranate juice have been marketed as effective antioxidants that keep you young by clearing free-radicals.

and are the cause of aging. And, yet another stresses that it is changes in hormone levels that cause aging. One last interesting finding relates to the effect of calorie restriction on aging. It has

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resume division, and the body would correct all the deterioration of aging. Hopefully, cells with a prediliction towards becoming malignant would not then transform into life-shortening carcinomas. Unfortunately, the answer is unknown, and the risks of the experiment are high.

It has been shown that animals that are fed a low calorie diet (lower than would be comfortable) live longer than those that are overfed. It is theorized that the overfed cells divide faster and thus reach their 50 division limit more rapidly. Other theories suggest that proteins and DNA within our cells become cross linked by glucose molecules, thus gumming up the works and causing aging. Another suggested that mitochondria within cells lose some of their function over time

been shown that animals that are fed a low calorie diet (lower than would be comfortable) live longer than those that are overfed. It is theorized that the overfed cells divide faster and thus reach their 50 division limit more rapidly.

www.aesthetictrends.com | january ● february 2011

wellness

The careful reader will note that many of these theories overlap. Further, some limitation in the effectiveness of cellular replication is a final common pathway. The recent discovery that restoration of telomerase can restore signs of youth in an aged complex animal, such as a mouse, is remarkable regardless of whether telomeres are the primary cause of aging. Clearly, they do have an important role.

Skin care, surgical interventions, and periodic volume enhancement are still the best available treatments for looking youthful. WHAT’S NEXT? So, what should one do next? Unfortunately, nothing has changed for us yet. Scientists have a long way to go before a true youth-giving elixir is available; and the risks of such a treatment will be high. At the current time, the best we can do is to eat right, stay fit, hope we have long telomeres, and fight the signs of aging. Skin care, surgical interventions, and periodic volume enhancement are still the best available treatments for looking youthful.

january ● february 2011 | www.aesthetictrends.com

About the Author Jeffrey H. Spiegel, M.D., is Chief of the Division of Facial Plastic and Reconstructive Surgery at the Boston Medical Center and holds academic appointments in the Departments of Otolaryngology and Head and Neck Surgery and Plastic Surgery at the Boston University School of Medicine. For more information, visit Dr. Spiegel’s website and blog: www.drspiegel.com.

PRESS CORNER

National “Cherokee Inspired Comfort Award” Winners Announced Cherokee Uniforms announced the four winners of the 2010 Cherokee Inspired Comfort Award. The recipients embody the most outstanding characteristics of the healthcare community. Each one was chosen for their exemplary service to those in need, as well as for implementing innovative solutions to industry challenges.

membership to her preferred clinical association. Both the Top National Prize Winner and the National Prize Winner receive an all-expense-paid trip to a 2011 medical conference in the continental United States of their choice. All of the winners receive a wardrobe featuring the best of Cherokee Uniforms and Cherokee Footwear worth more than $1,000; a $500 donation in their name to the DAISY (Diseases Attacking the Immune System) Foundation; a Cherokee Inspired Comfort Award trophy; a 14K gold-plated commemorative pin; and a year’s subscription to Scrubs, the nation’s first lifestyle magazine for nurses. Cherokee Uniforms Inspired Comfort www.inspiredcomfort.com

“The recipients of the 2010 Cherokee Inspired Comfort Award demonstrate the lifechanging impact people with creativity, a strong vision and a commitment to never give up can have on their communities,” said Michael Singer, Chief Executive Officer of Cherokee Uniforms. “We are honored to salute their incredible work and relentless commitment to the healthcare professions.” This year's winners are: Registered Nurses (RNs) Grand Prize Winner Samantha Abate - RN - South Jersey Healthcare System (SJH), Vineland, NJ Top National Prize Winner Peggy Folgate - RN - FHN Community Health Care Center, Freeport, IL National Prize Winner Peggy Matthews - RN - Methodist Fayette Hospital, Somerville, TN Non-Physician Healthcare Professionals Grand Prize Winner Jesse Kontra - Delaware Valley Society of Transplant Surgeons, Phoenixville, PA The two Grand Prize Winners receive an all-expense-paid Caribbean cruise for two. The Top National Prize Winner receives an annual

Energist Acquires Portrait Plasma Energist Group announced that it has completed the acquisition of all the assets and IP relating to the Portrait® plasma technology formerly owned by Rhytec. The acquisition of the Portrait Plasma Skin Rejuvenation (PSR3) technology adds to the Energist’s Group of ablative, non-ablative, and now plasma-based solutions in the aesthetic marketplace. The addition of the Portrait PSR3 to Energist’s diverse mix of medical device products strengthens their leadership role in the ever growing skin rejuvenation market. “As with our previous acquisitions, we continue to strengthen and diversify our technology base, and we are very excited to add this totally unique technology to our offering,” said Jonathan Prutton, Chief Executive, Energist Group. “This acquisition allows us to re-commence serving the 300 doctors in the U.S. who pioneered this unique modality for the treatment of wrinkles, acne scarring and general skin rejuvenation," added www.aesthetictrends.com | january ● february 2011

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Ron Borsheim, Vice President of Sales, Energist North America. The first step that the Energist Group will execute will be to recommence the manufacture of Portrait tips to meet existing customers' needs, after which, the group intends on redesigning and launching the second generation of the Portrait PSR3 system.

Energist North America 845.348.4900 www.energistna.com

Energist Exclusively Distributing LipoTherme Technology in the U.S. through Osyris Medical Energist NA, the North American division of Energist Group (based in Wales, UK) announced the signing of a two-year exclusive distribution agreement with Osyris Medical (Lille, France) for LipoTherme technology in the United States. The two-year exclusive agreement focuses on the continued introduction and strategic expansion of the LipoTherme technology to the U.S. market through Energist NA growing sales channels. Energist will assume all new sales, marketing, and services efforts in the United States effective immediately. Osyris Medical is a cutting-edge French designer and manufacturer of medical devices designed for medical, surgical and aesthetic applications. Osyris Medical is a recognized leader in the laser lipolysis market with their Lipotherme technology. John Lenihan, Global Vice President of Sales for Energist Group comments, “For Energist, partnering with Osyris makes perfect sense. It affords us the opportunity to quickly take advantage of a very lucrative and expanding market by offering LipoTherme, a well respected, cutting edge product.” Mr. Lenihan continues, “As a result of 2

january ● february 2011 | www.aesthetictrends.com

this agreement, the U.S. sales organization will now have one of the most comprehensive product offerings of anyone in the industry.” Jaouad Zemmouri, CEO of Osyris Medical says, "We are pleased to be partnered with such a quality organization. The U.S. sales team at Energist NA, led by Ron Borsheim, VP of Sales, will now give LipoTherme the time and attention it deserves. LipoTherme in our estimation is one of the most recognized laser lipolysis devices on the market today; and we have no doubt patients, practitioners, Energist, and Osyris will all benefit by this relationship."

www.osyrismedical.com Energist NA 845.348.4900 www.energistna.com www.energist-international.com

Plastic Surgery Centers that Fail State Standards Still Allowed to Accept Patients By Molly Hennessy-Fiske, LA Times Patchwork rules permit facilities to operate without a state license. Private accreditation agencies don’t have to release records of complaints and offices that lose accreditation can quickly be certified by another agency.

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In 2007, California stopped licensing surgery centers owned at least partly by a licensed doctor. The move came after a doctor successfully challenged the state’s regulatory authority in court. According to the state Department of Public Health, only 45 surgical centers are now state-licensed, compared with about 480 before the law changed. An additional 715 are certified to bill Medicare for treatments such as orthopedic care, eye surgeries and weightloss related procedures. Hundreds more operate as cash-only businesses that specialize in elective cosmetic procedures, many without accreditation, experts say. “There are a lot of facilities that completely ignore the law and are not accredited or licensed or anything,” said Dr. Michael F. McGuire, Chief of Plastic Surgery at St. John’s Health Center in Santa Monica and Past President of one of the four private accrediting agencies, the American Assn. for Accreditation of Ambulatory Surgery Facilities. "Unlike state regulators, accrediting groups do not fine surgery center owners or doctors who violate rules on patient safety, although they can pull a center’s accreditation. By law, the state medical board can pursue fines against surgery centers without accreditation $1,000 a day, but rarely do," McGuire said. The state lacks an accurate list of facilities with current accreditation. The accrediting groups can keep confidential their records of complaints against surgery centers and investigations. They have been criticized by lawmakers for allowing clinic owners who have lost accreditation with one agency to immediately reapply and become accredited by another. Negrete McLeod proposed legislation this year that would have required all doctor-owned surgical centers to be state-licensed. The legislation passed the state Senate and won support from the governor, but doctors’ groups balked and lawmakers in the Assembly blocked a vote. Negrete McLeod said she plans to propose similar legislation again next year, and is hopeful that Gov.-elect Jerry Brown will support it. Source: LA Times

“The Doctors” Feature Levia® for SelfTreatment of Psoriasis Levia® delivers personal targeted phototherapy as a treatment option for millions of psoriasis patients. Lerner Medical Devices, Inc., (LMD) announces a new Personal Targeted Phototherapy device for the self-treatment of psoriasis. Levia will be featured in the December 7, 2010 episode of “The Doctors.” The Levia segment includes Dr. Sonia Batra, M.D., a Santa Monica based Dermatologist, with one of her patients, demonstrating how Levia enables the self-treatment of chronic psoriasis at home. The segment is hosted by Dr. Travis Stork of “The Doctors” who also talks with Lauren Kadesh about her new found success using Levia to clear her scalp psoriasis.

John R. Lyon, CEO of LMD, said: “We are delighted that a show with the reach and reputation of “The Doctors” has chosen to feature the home treatment of psoriasis with Levia and Ultraviolet B (UVB) light. UVB is a proven and effective therapy for the majority of the 7.5 million psoriasis patients in the U.S. Now Levia enables those patients, with a prescription from their physician, to treat themselves with UVB phototherapy at home, conveniently, cost-effectively, and privately.” “The Doctors” is a nationally syndicated television show which appears daily; see thedoctors.com for local listings and additional information. Find Levia on Facebook: http://www.facebook.com/mylevia Follow Levia on Twitter: http://www.twitter.com/mylevia Follow our blog: http://asknurselinda.tumblr.com Watch Levia on YouTube Levia Channel: youtube.com/user/levia2010?feature=mhw4

Lerner Medical Devices 310.914.0091 www.mylevia.com www.aesthetictrends.com | january ● february 2011

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Lexli Loyalty Program Provides a New Sales Channel for Skin Care Professionals With the economic downturn still playing a factor in revenue potential, spas, physician offices and aesthetic practices are working to maximize sales through every available channel. Because of this, Lexli, a professional line of aloe-based skin care once available via skin care professionals and direct to consumers via the company’s website, has reorganized to create a new sales stream for its clients. Beginning this month, consumers who place a first-time order at www.lexli.com will have to register under their current skin care professional or, if they do not have an existing relationship with a licensed expert, must select a local Lexli distributor via zip code search. Once paired with a consumer, the professional organization receives a commission on each of the individual’s online sales.

This offers Lexli professional accounts a resource through which they can acquire new customers, better service their existing ones, and improve overall profit margins. The program, called the Lexli Loyalty Program, essentially removes the last remaining direct-to-consumer sales channel for Lexli and cements the brand’s focus as an exclusively professional line of skin care. “For years we’ve been reinforcing to consumers the importance of working under the guidance of a licensed skin care professional to ensure optimal skin health,” notes Dr. Ahmed Abdullah, founder and formulator of the Lexli line of skin care. The Lexli Loyalty Program is available to all Lexli professional accounts. Participating organizations are given an exclusive identifying code

january ● february 2011 | www.aesthetictrends.com

they may distribute to their clients for use when ordering at www.lexli.com. This code ensures consumer sales are attributed to the correct professional account. Lexli 877.893.3417 www.lexli.com

Research Reveals VASER Lipo® Yields Fat as Viable as Conventional Liposuction According to a recent study conducted at the University of Pittsburgh, human fat harvested by VASER ultrasound-assisted liposuction (Sound Surgical Technologies LLC), is as viable as fat collected by conventional suction assisted liposuction, with nearly 80% volume retention. The study, led by Dr. J. Peter Rubin, Associate Professor of Plastic Surgery at the University of Pittsburgh, is the first research to establish strong support for VASER Lipo as a collection method of choice for fat transfer procedures. The study investigated tissue samples of a female subject who underwent lipoplasty of the thighs and flanks. Detailed cellular viability analysis was performed on tissues collected, each having undergone VASER Lipo and suction-assisted liposuction on the body area. The researchers found little or no difference at the cellular level between the treatments, concluding that VASER Lipo is just as effective in yielding viable fat cells as suction-assisted liposuction devices. Results at six weeks showed approximately 80% of the filtered fat survived by volume, regardless of the method of extraction. As a point of comparison, other studies have shown less than 5% of the water-jet assisted liposuction fat survived.

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“The highly selective nature of ultrasound energy promotes increased fat viability, making it ideal for fat transfer procedures,” said Mark Schafer, Chief Technology Officer at Sound Surgical Technologies. “We believe this important research will pave the way for widespread adoption of VASER ultrasound-assisted liposuction as the preferred method for fat transfer.” The study’s findings support recent physician feedback that the VASER Lipo System is the leading technology for fat harvesting and fat transfer procedures, with unrivaled body sculpting capabilities.

This amazing find is still far away from being replicated on a human being due to a DNA difference between mice and humans; however, it does show that we are one very large and important step closer to potentially isolating an answer to how and why humans go through the aging process. Dr. Jeffrey Spiegel is Chief of Facial Plastic and Reconstructive Surgery, and an associate professor at the Boston University School of Medicine with appointments in the Department of Otolaryngology and Head and Neck Surgery and the Department of Plastic and Reconstructive Surgery. Please email us at info@drspiegel.com for more information.

Sound Surgical Technologies 888.471.4777 www.vaser.com

Jeffrey Spiegel, M.D. www.drspiegel.com

Reversed Aging Almost a Reality A group of Harvard scientists might have uncovered one of the most remarkable scientific finds known to man, the ability to reverse aging. Tested on a group of mice, the Dana-Farber Cancer Institute was apparently experimenting with an anti-aging experiment that was only supposed to steady the process of aging and slow it down. What they got was much different. The aging process actually began to reverse sending the lab mice aging in the opposite direction by getting younger. “The main factor that causes aging is the accumulation of damage to DNA, much of the damage occurring at the tips of chromosomes and telomeres. And what scientists did was to test the effects of telomerase (an enzyme able to restore the telomere function). When scientists turned on the telomerase enzyme, old mice started getting younger. The worn-out organs started regenerating, their shirked brain size started increasing, their coat hair was restored, and they even regained fertility.”

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Aesthetic Trends provides timely reporting on all your news stories for the industry. For inclusion in the Press Corner section of the journal or our Industry News section online, email the editor: cindy.vandruff@aesthetictrends.com

800.277.1391 www.aesthetictrends.com | january ● february 2011

medical spas

medical spas plastic surgery

^tàx fÉÅxÜä|ÄÄx By Robert Prince, Contributing Editor

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A TREASURE OF LOS ANGELES, THE SOMERVILLE MEDI-SKIN CLINIC HAS REDEFINED CONTEMPORARY SKIN CARE

Melrose Place, Los Angeles

Kate Somerville, a native of California, has devoted more than twenty years of her professional life working alongside dermatologists and cosmetic surgeons, supplementing their treatments and devoting her time and care to enhancing skin health. Kate is the creator and director of Kate Somerville Skin Health Experts, a celebrated mediskin clinic in Los Angeles and remains committed to innovation and introducing products, services, and concepts that work. Kate's simple and straightforward program is a result of her daily experiences and intimate partnership with her clientele, many of whom have careers that depend on near perfect complexions. Kate Somerville makes radiant skin a reality for all individuals. Kate’s Skin Health Pyramid™ defines and prioritizes the five fundamental elements for attaining and maintaining beautiful skin: Protect, Hydrate, Feed, Stimulate, and Detox. Based on the belief that beauty is more than skin-deep, these

practices help create beautiful skin from the inside out. For special personal attention, making a trip to Kate’s Clinic will be more than worth it. Since opening its doors in 2004, the Clinic has grown

Kate’s Skin Health Pyramid defines and prioritizes the five fundamental elements for attaining and maintaining beautiful skin. from three treatment rooms and three service providers to sixteen treatment rooms and more than a dozen service providers offering facials, light and laser therapies, injectables, and specialty treatments targeting aging, acne, redness, discoloration, or scarring. www.aesthetictrends.com | january ● february 2011

medical spas

Their most popular facial is The Ultimate Kate. It begins with enzymatic exfoliation and light extractions. The skin is then drenched with Kate’s DermalQuench serum and oxygen technology. The client is then placed under the DermaLucent red light to further penetrate the serum and stimulate collagen and elastin. The result is a firm, even skin tone and red carpet-ready complexion. The Titan Non-Surgical Face Lift is the most requested laser therapy. Safe and painless, this progressive laser turns back the clock. A “nonsurgical facelift,” Titan safely uses infrared light to tighten and add volume to the skin. Titan gently

heats the inner layers of the skin, causing collagen contraction and production. It is especially effective in reducing smile lines, lifting the brow and eyelids, and tightening the neck and jaw line. Another favorite treatment among clients is The Liquid Face Lift, a combination of customized fillers for the face and DermaLucent Light Therapy. By using a combination of BOTOX® and dermal fillers, they can create natural improvements without surgery. The DermaLucent helps to promote healing and longer lasting results. For those who do not have access to the clinic, they can experience Kate Somerville through her product line, which is available at Neiman Marcus, Nordstrom, Sephora, QVC, and www.katesomerville.com. Kate listens to her clients and uses a lot of their input and requests when developing new products. Kate Somerville is a results-oriented person who creates products that 2

january ● february 2011 | www.aesthetictrends.com

have maximum results and a multitude of purposes without the side-effects. For instance, Quench Hydrating Face Serum, one of her most popular products, contains a high amount of retinol which can often cause the side effect of dryness and flakiness, but to counteract these undesired effects, she includes lipids and hyaluronic acids which help with hydration and cell turnover. ExfoliKate® Intensive Exfoliating Treatment, her top selling product, is the next best thing to seeing Kate in the clinic. Kate firmly believes that the best way to have healthy skin is to exfoliate at least twice a week. ExfoliKate uses a combination of both physical and chemical exfoliators. Deep Tissue Repair is a treatment formulated to renew and restore, and it certainly gets results which is why it has become one of the top selling products in the line. By blending Peptide K8 with collagen builders, the formula penetrates deeply to encourage cellular repair and reverse damage. These three products can be used to create that glow for which Kate Somerville is so famously known. In fact, she has made it easy by creating the Glow Kit, which includes her 3 best sellers.

Whether they visit the clinic or purchase Kate Somerville products, the customer is getting a part of Kate, her care and her vision. She works tirelessly to provide the most advanced science, progressive ingredients, and healing botanicals available. As long as her clients continue to ask, Kate Somerville will expand her brand to reach women and men worldwide by sharing her belief that everyone can achieve beautiful skin, and she will do what it takes to guide them there.

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The dawn of a shaped beautiful body The desire for an ideal body has forever been a universal theme in all cultures. Finally, the OmnimaxTM unique combination of RF & IR technologies, creates the ideal treatment protocol. OmnimaxTM is the most recent development in clinical aesthetic dermatology. The first to harness 4 powerful technologies in one expandable platform: Laser, RF, IR and DPC (IPL). The wealth of facial skin rejuvenation, body contouring, hair removal and medical aesthetics applications, can evolve your practice into a leading aesthetic center.

Meet us at AAD 69th Annual Meeting Ernest N. Morial Convention Center, 900 Convention Center Blvd, New Orleans, LA February 4-8, 2011, Booth 3947

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january 2011

march 2011

may 2011

American Academy of Cosmetic Surgery - AACS 27th Annual Scientific Meeting January 12-16 JW Marriott Desert Ridge Resort, Phoenix, Arizona USA Contact: Moira Murphy 312.981.6760 www.cosmeticsurgery.org

International Esthetics, Cosmetics & Spa Conference - IECSC March 6-8 Jacob Javits Convention Center New York, New York USA Contact: Dana Lupton info@iecsc.com 212.895.8237 www.iecsc.com/ny

American Society for Aesthetic Plastic Surgery - ASAPS/ASERPS Annual Meeting May 6-11 Boston Convention & Exhibition Ctr Boston, Massachusetts USA Contact: asaps@surgery.org 800.364.2147 www.surgery.org

Orlando Dermatology & Aesthetic Conference - ODAC January 14-17 The Peabody Orlando Orlando, Florida USA Contact: Luciana Halliday info@orlandoderm.org 212.213.8784 www.orlandoderm.org

American Society for Laser Medicine & Surgery - ASLMS 30th Annual Meeting March 30 - April 3 Gaylord Texan Resort & Conv Center Grapevine, Texas USA Contact: Diane Dalsky dianne@aslms.org 715.845.9283 www.aslms.org

China Beauty Expo 16th Annual Expo May 18-20 Shanghai New Int’l Expo Center Shanghai, China Contact: Zhong Yi +49 (711) 490890121 www.chinabeautyexpo.com

april 2011

International Esthetics, Cosmetics & Spa Conference - IECSC June 18-20 Las Vegas Convention Center Las Vegas, Nevada USA Contact: Dana Lupton info@iecsc.com 212.895.8237 www.iecsc.com/lv

American Academy of Facial Plastic & Reconstructive Surgery – AAFRS 14th Annual Winter Symposium January 19-23 Vail Marriott Mountain Resort & Spa Vail, Colorado USA Contact: Ollie Edwards oedwards@aafprs.org 703.299.9291 www.aafprs.org

february 2011

meetings &

International Society for Dermatology Surgery – ISDS April 7-9 Bali International Convention Center The Westin, Nusa Dua, Bali, Indonesia Contact: ISDS Headquarters Office info@isdsworld.com www.isdsbali2011.com

American Academy of Dermatology AAD - 69th Annual Meeting February 4-8 Ernest N. Morial Convention Center New Orleans, Louisiana USA Contact: Robin Downey 800.454.4DNA (4362) www.aad.org

American Academy for Anti-Aging Medicine - A4M 19th Annual World Congress April 7-9 Marriott World Center Resort Orlando, Florida USA Contact: Doreen J. Brown 561.997.0112 www.worldhealth.net/orlando

Advances in Cosmetic Medical Dermatology- ACMD Maui Derm 2011 February 23-27 Grand Wailea Resort Maui, Hawaii USA Contact: ACMD Admin 866-503-SKIN (7546) www.acmd-derm-hawaii.com

American College of Obstetricians and Gynecologists - ACOG 59th Annual Clinical Meeting April 30 - May 4 D.C. Convention Center Washington, D.C. USA Contact: acm@acog.org 202. 638.5577 www.acog.org/acm

january ● february 2011 | www.aesthetictrends.com

june 2011

Spa & Resort Expo June 28-29

Jacob Javits Convention Center New York, New York USA Contact: Mary Palmieri 609.759.7606 www.spaandresortexpo.com

july 2011 Cosmetic Boot Camp Annual Summer Meeting July 14-17 The St. Regis Hotel Aspen, Colorado USA Contact: 877.456.BOOT www.cosmeticbootcamp.com

events 2011 august 2011 American Academy of Dermatology – AAD Academy ’11 Summer Meeting August 3-7 New York, New York USA Contact: Robin Downey 866.503.SKIN (7546) www.aad.org Face & Body Spa Conference & Expo Northern CA August 27-29 San Jose McEnery Convention Ctr San Jose, California USA Contact: faceandbody@allured.com 630.653.2155 www.faceandbody.com

september 2011 American Academy of Facial Plastic & Reconstructive Surgery – AAFPRS Annual Fall Meeting September 8-11 San Francisco, California USA Contact: Ollie Edwards oedwards@aafprs.org 703.299.9291 www.aafprs.org American Academy of Family Physicians – AAFP September 14-17 Universal’s Island of Adventure Orlando, Florida USA Contact: Sondra Biggs 800.874.2237 x5360 www.aafp.org Spa & Resort / Medical Aesthetics Expo September 15-16 Jacob Javits Convention Center New York, New York USA Contact: Mary Palmieri 212.600.3033 www.spaandresort.com

october 2011 International Society of Cosmetic and Laser Surgeons – ISCLS th 19 Annual Meeting Date to Be Announced Contact: info@thesentergroup.com 312.981.6799 www.iscls.org International Esthetics, Cosmetics & Spa Conference – IECSC October 16-17 Orlando / OC Convention Center Orlando, Florida USA Contact: info@iecsc.com 800.624.3248 www.iecsc.com/fl

International Esthetics, Cosmetics & Spa Conference - IECSC November 6-7 Broward County Convention Center Ft. Lauderdale, Florida USA Contact: Dana Lupton info@iecsc.com 212.895.8237 p www.iecsc.com American College of Phlebology-ACP 25th Annual Congress November 3-6 JW Marriott Los Angeles, California USA Contact: Dana DePonzi 510.834.6500 www.acpcongress.org

American Academy of Ophthalmology – AAO Annual Meeting October 22-25 Orange County Convention Center Orlando, Florida USA Contact: Meetings Department 415.561.8500 x320 www.aao.org

International Spa Association – ISPA 20th Annual Conference & Expo November 7-10 Mandalay Bay Resort Las Vegas, Nevada USA Contact: Jennifer Spencer 888.651.4772 www.experienceispa.com

International Congress on Application of Laser & Electro-Optics – ICALEO October 23-27 Disney World Hilton Lake Buena Vista, Florida USA Contact: Laser Institute of America - LIA 800.345.2737 www.icaleo.org

American Society of Cosmetic Dermatology and Aesthetic Surgery – ASCDAS 9th Annual Meeting & Exhibition December: TBA Las Vegas, Nevada USA Contact: Larry Bodkin lbodkin@ascdas.org 850.531.8330 www.ascdas.org

november 2011 American Society for Dermatologic Surgery - ASDS November 3-6 Washington Marriott Wardman Park Washington, D.C. USA Contact: Kristen Weber kweber@asds.net 847.956.0900 www.asds.net

december 2011 American Academy for AntiAging Medicine - A4M 19th Annual World Congress The Venetian Hotel Resort Casino Las Vegas, Nevada USA Contact: Doreen J. Brown 561.997.0112 www.worldhealth.net/lasvegas2011