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BHRT Playbook Launching Bioidentical Hormone Therapy in Your Med Spa in 30-60 Days or Less! Empower Your Patients. Grow Your Practice. Lead the Change in Hormonal Health.

BHRT Playbook Launching Bioidentical Hormone Therapy in Your Med Spa in 30-60 Days or Less! Your current patients want and need hormone

This guide includes a comprehensive

therapy, and you have an exciting opportunity to

checklist and timeline, covering the

expand your services, while providing patients

following key areas:

with a life-enhancing therapy.

Training After watching the webinar presented by Belmar and the Hormonal Health Institute, you should feel confident in taking the next steps to launch hormone therapy in your med spa.

Compliance Operations Vendors Revenue Marketing & Sales Timeline

I. Training Treating patients with hormone therapy requires training. Female patients, often require ongoing adjustments to their medications within the first year as their bodies adapt.

n Do you have experience in BHRT bioidentical hormone therapy? n If yes, do you offer pellet therapies in your practice? If you need training on hormone therapy, including hormone pellet therapy, the Hormonal Health Institute (HHI) provides all the training you will need to launch your program. HHI’s BHRT & Thyroid Masterclass is self-paced and includes 15 hours of lecture, including didactic training, consent forms, quick reference guides, and protocols to help you launch hormone therapy in your med spa. HHI is your one-stop shop for all your clinical training needs. Visit https://www. hormonalhealthinstitute.com/pages/new-beauty-portal to learn more about a special offer just for NewBeauty med spas.

II. Compliance Considerations As with any new offering there are compliance considerations for you to be aware of, including staffing, DEA licenses, insurance, and payment models involving the acceptance of health insurance.

Do you have a DEA license? A DEA license is required to prescribe controlled substances like testosterone, and even low dose testosterone for women. Your DEA address must match the address where your controlled substances will be shipping; in this case, your med spa.

Does your insurance carrier cover BHRT services in your practice? If you’re unsure, give them a call. If your carrier does not provide coverage, then Wellness Medical Protection Group (WMPG) https:// wmpg.insure is a full-service medical liability independent insurance agency specializing in liability insurance for med spas, anti-aging clinics, alternative & complementary, HCG weight loss, BHRT hormone replacement, and integrative medicine clinics.

Does your practice accept health insurance or cash only? We recommend, whenever possible, that you establish hormone therapy services as cash pay, and your patients may be able to use HSA funds to reimburse themselves for your services.

III. Operational Considerations How will you implement hormone therapy into your med spa on a day-to-day basis? We’ve created a list of considerations for you.

Do you have the proper room/space to provide this care, especially pellets? This includes: n Examination table n Locked storage cabinet for any office-use medications like pellets

Which practitioner(s) on your team will be implementing the hormone therapy program? Will it be a physician, Physician’s Assistant, or a Nurse Practitioner? If it is a PA or an NP, will they need a supervising/collaborating physician based on your state law?

Do you have all the proper forms? (Patient intake, consents, EMR documentation templates, questionnaires, etc.)

4 Do you have the proper Standard Operating Procedures for implementing hormone therapy into your practice? 5

Do you have proper inventory controls to manage controlled substances? n If you are offering hormone pellet therapy, you will need to manage PAR inventory for related supplies.

6 Do you have the ability to draw labs on site? Or will you need to have your patients go to outside lab draw stations? Do you have a good partnership with lab a

company to be able to offer same day cash pricing?

IV. Vendors

Do you already have a reputable compounding pharmacy that can meet your patients’ needs, including hormone pellets for office use, as well as disposable trocar kits? Belmar Pharma Solutions has all the medications your patients will need, including sterile and non-sterile custom compounds, hormone pellets, and trocar kits. Belmar’s team of clinical liaisons will help you complete a pellet PAR inventory worksheet. Visit www.belmarpharma.com today or email PrescriberSupport@ BelmarPharma.com to speak to one of their Med Spa Liaisons today.

Do you work with an established medical supply company? (McKesson, Henry Shein). The Hormonal Health Institute provides a complete list of all the supplies you will need.

V. Patient Education, Marketing, Sales Your biggest hurdle in launching your hormone therapy program will be dispelling myths that your patients have about hormone therapy. We have several educational resources for you to share with your patients that answer all the most common questions. We encourage you and your entire staff to review this information so that they can provide consistent answers to the most common patient questions.

The Change Is Personal Website The Change Is Personal is your trusted guide through

talk, expert-backed insights, and zero fluff. Created by

A Women’s Hormone Health Survival Guide by Angela DeRosa, DO, MBA, CPE

the team at Belmar Pharmacy, we’re here to help you

America’s Hormone Doctor™, Hormonal Health

feel informed, equipped, and supported at every stage

Institute Founder & Chief Medical Officer, Angela

of the journey.

DeRosa, DO, MBA, CPE, is a nationally recognized

www.thechangeispersonal.com

leader in hormonal health, committed to transforming

perimenopause, menopause, and beyond—offering real

medical education and patient care through hormone optimization. With over 30 years of experience as a physician, entrepreneur, and educator, she has dedicated her career to bridging the knowledge gap in

DrHotflash.com Hormonal Health Founder, Dr. Angela DeRosa, has

hormone therapy, ensuring that both practitioners and patients have access to life-changing treatment options.

created a trusted resource with her blog posts to help

A Woman’s Hormonal Health Survival Guide exposes

educate patients and build stronger conversations

how hormone imbalances drive heart disease,

around hormonal health.

diabetes, obesity, and more, while doctors, Big Pharma,

www.drhotflash.com

and gender bias leave women suffering during perimenopause and menopause due to ignored hormone imbalances. A Women’s Hormone Health Survival Guide

Marketing. Below are just a few suggestions to help you launch your new program.

Understanding your market/competition. It’s important to know what, and if, your competition is offering for hormone therapy. What are they charging? Who is performing the service? What kind of reviews are they getting?

Add the announcement/service in patient room TV loops.

Have your BHRT expert create a recorded webinar that explains hormone therapy and their approach. The biggest gap you will have in promoting BHRT is educating your patients.

Train your front desk staff on the program and have them mention the new service to every patient. Provide a postcard that has a QR code or link to the recorded webinar.

Update your website

Include posts on your social feeds

Hold an open house for your existing patients, encouraging them to bring a friend. Have your BHRT expert or one of the med spa leaders hold a “fireside” chat about BHRT. Make sure to leave time for questions from your guests.

Write copy with care. The medications you will most commonly use are compounded medications, custom made for your patient. These medications contain ingredients that are sourced from FDA inspected and registered vendors. But you cannot make any claims about the outcome of hormone therapy.

Note that you have three tiers of competitors when it comes to hormone therapy services: n Primary competitors are other med spas also offering hormone therapy in your market n Secondary competitors are integrative doctors/women’s health doctors in your local area offering hormone therapy n Tertiary competitors are telemedicine clinics

Referral relationships n Many other unrelated businesses cater to the demographic who most need BHRT. It makes sense to create referral relationships with businesses in your area, including Pilates studios, high-end hair studios, and yoga studios. Approach large employers in your area and offer to provide a lunch and learn on hormone therapy for their employees.

Patient referral programs n Reward your patients for referring their friends to your BHRT program with a discount on a future service or percentage off of skincare products or services sold in your med spa.

4 Promotion n Announce your new Hormone Therapy Service in your med spa across all your promotional touchpoints: o

Announce it in your patient newsletter; dedicate the entire email to this new program Create attractive signage in your office

5 If your staff is excited about your hormone therapy program, your patients will be!

6 In-house sales experts/patient care coordinators.

If you have multiple locations, use remote meeting tools like Zoom to allow your best BHRT program sales expert to easily speak to potential BHRT program clients across your multiple locations.

VI. Revenue and ROI The most common revenue model we see in med spas is a program/bundle that includes hormone lab interpretation, consultation, pellet insertion, and medication. You establish an account with a compounding pharmacy like Belmar Pharma Solutions and your patient pays you one price for everything included in the program above. Labs are best billed directly to the patient by the lab, and are most often done at least 3-4 times the first year, and then at least 2 times a year, subsequently.

Pellet Therapy Program Revenue Example Time per insertion

Per visit $400

Plan on 20-30 minutes for a female patient. This includes prepping the room, numbing the patient, inserting the pellet,

Fee

$400

Costs

$124

Profit

$276

and cleaning up the room. This time frame assumes the patient has been consented and the medical discussion has occurred. In a research project conducted by Belmar Pharma Solutions, pellet therapy program prices vary by geography from $250 - $650 per visit, four times a year. For this exercise we will use $400 as the pellet insertion program fee. For the average female patient, assume 2 testosterone pellets and 1 estradiol pellet ($52) + disposable trocar kit ($30) +

Annual Value of BHRT Pellet Patient

average cost for misc. supplies (lidocaine, etc.) $10 + average hourly salary of your NP ($65).

Fee

$1,600

Costs

$496

Profit

$1,104

VII. Timeline

30 Days

60 Days