FROM THE CORNER OFFICE
President and CEO, Sanjiv Razdan
Dear Franchisees and The Joint Community,
As we approach the end of the year, I want to take a moment to update you on the progress of my first 100 days and express my gratitude for each and every one of you.
My business immersion continues with clinic visits and various discussions with all levels of our organization. Thank you to all the WCs and DCs that have hosted me in-clinic, as well as the meet-and-greets, calls, outreach and emails from franchisees with ideas and feedback. Recently, I had the opportunity to visit some clinics in Florida, and I am looking forward to continuing market visits in the new year, including Texas and Atlanta.
In November, the Executive Leadership Team hosted a three-day strategy meeting to establish both immediate priorities and a longer-term roadmap. We have been hard at work creating a new process, associated metrics and timelines. Our focus for 2025 will center on five key areas and the ELT is currently finalizing our objectives and key results. I’m certain the direction we are heading will allow this organization to go further faster and look forward to sharing more details with you in Q1.
Back Friday Results
Congratulations to our clinic teams on the successful execution of our annual “Back Friday” package sale. The collective effort of our system of over 950 clinics led to new record-breaking totals in several areas. Congratulations to The Joint Chiropractic –Tucson Northwest (AZ), the top performing clinic of the 2024 Back Friday Sale! The team sold $46,601 in package sales. This is the second year in a row that Tucson Northwest took the top spot in our system!
Read the highlights, final leaderboards and an in-depth analysis on page 8
End of Year Wellness Sale
The annual End of Year Wellness Sale is underway and offers patients the greatest savings of the year on a Wellness Plan. With the promotion available through January 13, it is important for clinics to continue executing at a high level throughout the entire duration of the campaign.
As our two most important promotions of the year, I appreciate all the hard work, dedication and emphasis that our clinic teams put into the continued success of these yearly campaigns!
As we move into the New Year, I encourage you all to embrace the opportunities ahead with enthusiasm and determination. Let us set bold goals, challenge ourselves, and support one another to make 2025 a year of exceptional achievement.
I am filled with optimism and excitement for what we will accomplish together. I have no doubt that we will continue to innovate, grow, and come together as one system to put our patients at the heart of our business. Your passion for our mission is what makes this company extraordinary.
Wishing you and your families a joyful holiday season and a happy, healthy New Year.
Together we serve,
Sanjiv Razdan
" I’m certain the direction we are heading will allow this organization to go further faster and look forward to sharing more details with you in Q1."
Pictured (clockwise from left): Shane Weber, Dr. Joel Manion, D.C., WC John Paulk, Dr. Tyson Devereux, D.C., Dr. Keisha Taylor, D.C., Sanjiv Razdan and Marianne Angell at The Joint Chiropractic - Winter Park (FL).
Brad Remington to Serve as Newest NFAB Representative
The National Franchise Association Board (NFAB) consists of nine franchise members, divided into three geographic zones. Each zone has three elected members who represent and are located in their respective zone. NFAB members serve for one initial term of three years and are eligible to be re-elected for one additional term of three years.
Zone 1 franchisees recently concluded the nomination and selection process for one open seat. Congratulations to Brad Remington who will represent NFAB Zone 1, Area B!
Brad was a patient at The Joint Chiropractic - Camelback in Phoenix in 2011 when there was only a handful of open clinics. He was the Executive Director of News at 3TV (KTVK) in Arizona at the time and had been using chiropractic care most of his adult life after rupturing a disc in his back playing basketball. He fell in love with The Joint’s convenience and mission of regular chiropractic care and began seeking out opportunities to become part of the brand. After several months of due diligence, Brad became the second Regional Developer in the system and was elected to the first NFAB, serving a three-year term.
In February 2013, Brad left his 30-year broadcasting career to move back to Denver and focus on The Joint, helping franchisees open clinics and opening a new clinic himself in March 2013, which went on to win two platinum sales awards. Today, Brad is the franchise owner for two clinics in the Denver area.
Brad enjoys building strong operations and brands, and, after 13 years with The Joint, is bullish about the future. He thrives on competition and positive change and is a true believer in The Joint’s mission.
Brad will officially be inducted in early 2025 along with the selection of officers for the upcoming term.
Teresa DiGiuseppe Concludes Second NFAB Term
The Joint would like to extend its gratitude and appreciation to Teresa DiGiuseppe for her service to NFAB over the past six years. Teresa was first elected to NFAB in 2018, serving as secretary in her first term. She was re-elected in 2021. In 2024, she was voted Vice President and was co-chair of the Human Resources Subcommittee, working to build The Joint’s reputation with DCs to support recruitment efforts.
Area A: Dr. Daniel Rae, D.C. dr.daniel.rae@thejoint.com CA and NV
Area B: Brad Remington brad.remington@thejoint.com AZ and NM
Area C: Bryan Hurlburt bryan.hurlburt@thejoint.com ID, MT, WA, WY, OR, UT, CO and AK
Area A: Jason Collier jason.collier@thejoint.com IA, MN, NE, ND, MO, WI, IL, MI, SD and KS
Area B: Noah Stone noah.stone@thejoint.com Houston TX, AR and LA
Area C: Barrett McNabb barrett.mcnabb@thejoint.com OK and TX, except Houston
Area A: Rita Sellers rita.sellers@thejoint.com CT, DC, DE, MD, MA, ME. NY, IN, NH, NJ, OH, PA, RI, TN, VT and KY
Area B: LS Carper ls.carper@thejoint.com NC, SC, WV and VA
Area C: Dr. Patrick Greco, D.C. dr.greco@thejoint.com FL, GA, MS, AL and PR
Franchisees Encouraged to Complete Human Resources + Services Survey
The HR Team has created a brief survey to learn more about the benefits, HR systems and incentives that are currently being utilized and/or offered across our franchise system.
Access and complete the survey
Franchisees are encouraged to complete this short survey by Tuesday, December 31 in order to assist the HR Team in achieving several objectives, including:
• Review and assess the results to leverage franchise system participation in systems and processes that support growth and cultivate a thriving culture.
• Evaluate any potential opportunities for negotiated rates, corporate accounts and/or cost savings.
• Report out survey findings and develop an “HR Resources & Services Guide.”
As more information is shared, there is a greater potential for more output, benefits and advantages that can be provided in support of franchise owners and their teams.
Questions? Contact Beth Gross, Senior Vice President of Human Resources, at beth.gross@thejoint.com
New Social Media Management Guidelines Ensure Consistency and Compliance
The Joint has developed the Community & Reputation Management Guidelines, a comprehensive resource guide for managing social media interactions and review responses. The guide includes standardized, approved responses that are HIPAA-compliant while also reflecting our brand values.
Why did we need this update?
There are two main reasons that led to the development of the resource guide:
• Ensure compliance with HIPAA regulations. These guidelines and established standards protect your clinic(s) and the brand and demonstrate The Joint’s commitment to patient privacy.
• Maintain a consistent and professional tone across platforms, especially as more franchise organizations utilize third-party partners to manage their social media and online reviews.
What’s happening next?
In January, our partners at OTT will begin piloting the guidelines and standardized responses for select clinics. If your clinic has been selected, you will receive additional information.
During this initial pilot phase, The Joint will gather feedback to make iterative improvements as necessary with a goal of rolling out the resources and responses to the full system late in Q1 2025.
Questions? Please contact Heather Zielinski, Senior Content Manager, at heather.zielinski@thejoint.com
EXCEEDS GOALS WITH $10.3 MILLION IN TOTAL SALES
Congratulations to our clinic teams on the successful execution of The Joint’s annual “Back Friday” package sale!
The promotion was originally scheduled to run from November 18 to November 30. This was five less days than in 2023 in order to reduce promotional fatigue for the field. During this period, we achieved 78% of last year’s revenue and increased daily average revenue by over 21%
However, we received inquiries from franchisees about extending the sale. In addition, an extension provided the opportunity to increase overall topline sales volume and continue strong conversion performance that was the result of the Walk-In Visit price increase. With NFAB’s endorsement, Back Friday was extended to December 7.
Here are some key results and highlights:
• With the extension, total sales from Back Friday packages exceeded $10.3 million, which was 120 percent of 2023 and 101 percent of the 2024 goal.
• The average clinic sold $10,688 in Back Friday packages during the promotion, which was up 16.1 percent from the prior year.
We would also like to recognize some individual top performers that stood out in their execution of the 2024 Back Friday Sale.
• Regional Developer: Brad Remington's area averaged $13,610 in Back Friday sales.
• Field Business Consultant: Lindsay Salcido’s FBC territory averaged $14,820 in Back Friday sales.
• Clinic Team: The Joint Chiropractic – Tucson Northwest (AZ) sold $46,601 in Back Friday package sales. They were also the top-selling clinic in 2023!
• Honorable Mentions
The Joint Chiropractic – Pasadena Fairway Parkway (TX): Dr. Timothy McKinley, D.C.
The Joint Chiropractic – Melbourne (FL): Dr. Dan Weber, D.C.
The Joint Chiropractic – Sugar Land (TX): Joseph Craft
10
END OF YEAR WELLNESS SALE
Helps Patients Ring in Holiday Savings
The Joint’s annual End of Year Wellness Sale is in full swing. Through January 13, clinic teams will offer patients a significant savings on prepaid chiropractic care.
In 2023, clinics generated over $13,200 in average promotional revenue resulting in a staggering $12.4 million in systemwide sales. The End of Year Wellness Sale represents a key opportunity to generate incremental sales and increase conversion to end 2024 and carry a strong start into the new year.
Best Bets for Promotional Success
We’ve collected best practices from partners throughout the system, and these tips and tricks can support clinic teams with continuing a strong performance through end of the promotion. Looking for a final boost? Try one of the tactics below!
• Continue communication and check ins to stay motivated and review progress. Celebrate every win, no matter how small, and make it fun!
• Make sure every patient that walks into the clinic knows about the promotion. WCs and DCs should talk about it in both the front and back office.
• Utilize the Active Member Report to see if patients are currently utilizing an HSA/FSA for their Wellness Plan. This is an opportunity for them to use those dollars to purchase or renew a plan, especially as the year comes to an end. Remember: it is the patient’s responsibility to confirm that their plan features chiropractic care as an eligible expense.
• The patient isn’t just purchasing a plan or a package. They are purchasing chiropractic! Encourage the patient to focus on their longterm wellness goals and how chiropractic care can help achieve them.
End of Year Wellness Sale Promotion Guide
The End of Year Wellness Sale Promotion Guide contains important information and strategic opportunities to help clinic teams in executing a successful sale.
Engaging social media assets, complete with suggested copy and a recommended posting schedule, can be found on pages 12-15, so that promotional details can be shared on local Facebook or Instagram pages. Scripts and talking points for WCs and DCs can be found on pages 17-21 and customer service options can be found on page 26 to assist patients unwilling to forfeit remaining RPVs prior to purchasing an EOY plan.
Check Daily Progress and Leaderboards
Promotion results are updated daily so franchisees and clinic teams can review goals and track progress. View daily results
Franchisees and other partners may also pull leaderboard reports in MicroStrategy. The data can be filtered to show top-performing clinics across the system, within a co–op or region or within their own organization. View the End of Year Promo Report in MicroStrategy
2024 A YEAR OF LEARNING
5 NEW COURSES 3
Engagement Leaderboard:
The New Patient Experience
As we reflect on a year of growth and achievement, we’re thrilled to celebrate the regions with the highest engagement in The New Patient Experience curricula (for Wellness Coordinators and for DCs).
Your dedication to continuous learning and commitment to excellence set an exemplary example. By embracing this curriculum, you’ve reinforced the importance of creating exceptional patient experiences that leave a lasting impact. Thank you for your hard work and for leading the way in elevating the patient experience across our clinics.
New Courses + Curricula in 2024
The New Patient Experience (WCs)
The New Patient Experience (DCs)
Creating a New Patient Account
Speaking to the Details of the Wellness Agreement
Digital Intake Process and Procedure
Chiropractic 101
WC Sales Series: Asking for the Sale
WC Sales Series: Handling Objections
The Training Development Team: Fast, Focused, and Here for You!
The Training Development team received over 1,000 emails so far this year! Every interaction is an opportunity for us to reinforce our dedication to empowering clinic teams with the tools and knowledge they need to succeed. Thank you for trusting us as your partners in continuous learning and operational excellence! We are proud to share that our average response time is less than 24 hours. We strive to always provide timely and quality support to the clinics.
If you would like more information about your region or clinic’s engagement in training this year, reach out to us at training@thejoint.com
Continuous Learning
A significant percentage of users (81%) have accessed The Learning Center (TLC) at least once this year. We continue to grow our library and deliver learning opportunities and resources to support ongoing development. This year, we added eight new courses and curricula.
Stay in the Loop
To stay up to date on the latest releases of training content and resources, be sure to look for announcements in The Alignment, The BackBone, and billboards on TLC homepage.
TLC Account Maintenance Requests
CONGRATULATIONS
to these November clinic openings
KIP RAPP (Oxford, AL)
KOREY ADKINS & ANGELA PHILLIPS (Buffalo, NY)
GREG SARANDI & DR. LANCE TINGEY, D.C. (Phoenix, AZ)
DR. SCOTT WOFFORD, D.C., DR. RYAN BAILEY, D.C., DR. NICK BAUCUM, D.C. & DR. DAVID LONGLEY, DO (Granbury, TX)
TOTAL CLINICS OPEN: 967 FRANCHISED UNITS: 842
Share Your Story
Would you like to be featured in an upcoming issue of BackBone or highlight a member of your team? The Corporate Communications Team is looking for WC, DC and franchisees to profile. Simply complete a questionnaire by following the links below:
Franchisee Profile Questionnaire
DC Profile Questionnaire
WC Profile Questionnaire
GO Elite: A New Level of Best in Class for Grand Openings
As of December 5, there are no clinics that achieved GO Elite or Honorable Mention status.
Email the Team
Do you have a question, suggestion or content idea? Would you like to share a best practice or resource that you think would benefit the system?
Email the Corporate Communications Team at communications@thejoint.com
Pictured Above (L-R): Franchisee Korey Adkins, Dr. Leah Scanio, D.C., WC Tuhina Hossain, Dr. Kevin Kelenic, D.C. and WC Chuck Hayden from The Joint Chiropractic – Kenmore Buffalo (NY) celebrate opening on November 14.
Pictured Left (L-R): Dr. Clifford Rogers, D.C., Dixie Ryon, Michelle Brantley and Dr. Greg Carter, D.C. at The Joint Chiropractic – Granbury’s (TX) opening day on November 11.
TJC Victoria Participates in Local Community Fun Run
Earlier this month, the clinic team at The Joint Chiropractic – Victoria (TX) volunteered their time at a community fun run event. The clinic was the snack sponsor of the Holiday Hustle 5K and Kids 1K Reindeer Dash, passing out bananas and granola bars to runners as they crossed the finish line.
Sarita Hunter, assistant to CEO Tori Baucum, and Dr. Savannah Blake, D.C. even laced up their running shoes for the 5K!
The team also used the opportunity to promote The Joint by wearing shirts with a customized QR code. Race participants could scan the code to get more information about the clinic location and the $29 New Patient Special.
Thanks to all of you for the great work to give back to your community!
Pictured (L-R): Victor Garcia (Lead WC), Sarita Hunter (Assistant to CEO Tori Baucum), Kendall Karnowski (WC) and Dr. Savannah Blake, DC distribute snacks at the Holiday Hustle 5K on December 7.
Pictured (L-R): Sarita Hunter and Dr. Savannah Blake, DC give a thumbs up as they complete the Holiday Hustle 5K.
WC Profile: J oseph Hernandez
The Joint Chiropractic –San Tan Valley (AZ)
Since starting at The Joint Chiropractic – San Tan Valley in July 2023, Joseph Hernandez has helped the clinic create, and reach, several new benchmarks, including increasing package revenue and active members.
“I love working at The Joint because I love to see people find relief, just as I did before I became an employee,” said Joseph. “I love getting to know our patients and helping them through wellness.”
Joseph’s approach to serving patients, colleagues, doctors and others within the clinic fosters a collaborative environment, ensuring that everyone’s voice is heard, whether in meetings or in day-to-day operations. As Lead WC and Certified Trainer, Joseph sets the tone by exhibiting mutual respect, open communication and following through on commitments. He leads by example which encourages his peers to continuously improve, set goals and take the necessary steps to achieve them.
Joseph demonstrates respect and integrity with every patient that visits the clinic which has helped the San Tan Valley clinic grow in active members. He takes the time to uncover a patient’s needs and tries to find a solution for them that will keep them engaged and committed to their chiropractic care. His focus on excellence resulted in a nomination as a 2023 WC of the Year.
Joseph is the youngest of six siblings, including three sisters and two brothers, and is a proud father to his son. He loves golfing and all types of music and is a passionate Arizona Diamondbacks fan. Joseph is also an avid gamer and especially loves playing “World of Warcraft” and “Escape from Tarkov.”
The Joint in the News: Public Relations Update
Sleep continues to be an in-demand topic and editors are covering all aspects, including mattresses, pillows, and sleeping positions, in their publications.
Homes & Gardens covered mattress toppers in a recent article and asked The Joint’s Dr. Kevin Lees, D.C., Director of Chiropractic Operations, for ways to use a mattress topper to alleviate aches and pains. The article, “How thick should my mattress topper be? Your expert guide,” reached 7.6 million online viewers.
Dr. Lees provided his insights to Tom’s Guide for their article “Side sleepers, hurry! These are the 3 top body pillows on sale this Cyber Monday” and explains how body pillows can provide side sleepers with enhanced support. The article was viewed by over 46 million online readers.
National consumer publication Real Simple featured The Joint and Dr. Lees in an article on the top sleep positions to help achieve more restful sleep. In “The 3 Best Sleeping Positions for a Pain-Free Morning, According to Sleep Experts,” Dr. Lees breaks down the differences between the various sleep positions and how each can maintain the spine’s neutral position to avoid added tension while sleeping.
Dr. Daniel Rae, D.C. Details His Journey into Franchising with Chiropractic Economics
Last month, franchisee Dr. Daniel Rae, D.C. shared his path to franchising with The Joint in an online article for Chiropractic Economics. In the article, Dr. Rae discusses how he began working at The Joint, how he’s found marketing success in his area and what has been the most fulfilling aspects of being a franchisee at The Joint. CLICK HERE to read more!
Looking for content for your local social media pages?
Share stories from our Newsroom! Make sure to follow The Joint Chiropractic on social media, such as LinkedIn. Like, comment and share our news and stories to amplify our brand.
Franchisee Profile: Dr. Andrew Jordan, D.C.
The Joint Chiropractic – Bel Air (MD)
Dr. Andrew Jordan, D.C. was first introduced to The Joint in 2018 right when he was considering leaving chiropractic altogether.
“I had been through a number of bad partnerships at private offices, and one of them had just ended abruptly through no fault of my own,” he recalls. “I was unemployed, dead broke and my wife was still recovering from delivering our first son. I was considering leaving the chiropractic profession but a friend from school convinced me to stay.”
He began working as a doctor for a clinic location in Northern Virginia seeing just 15-20 patients per day. Within six months, however, the clinic was seeing 80100 patients per day. Dr. Jordan continued expanding his role, being promoted to Clinic Director and overseeing clinics with revenues of up to $100,000 per month. Over time, as he continued taking on larger roles and responsibilities, he realized he possessed the necessary tools to take the next step into franchising.
“I chose to franchise with The Joint because of the simplicity,” said Dr. Jordan. “I like the simple model and I appreciated already having all the systems necessary to run an office in place.”
In March 2023, Dr. Jordan and his ownership group opened The Joint Chiropractic – Bel Air, achieving GO Elite status and quickly excelling as a top clinic in the region. The clinic also partners with many local businesses and community organizations, thanks to the strong relationships the clinic team has formed with its patients. For his efforts, Dr. Jordan was nominated as a 2023 Rookie Franchisee of the Year.
“As a chiropractor and a franchisee, I enjoy the luxury of treating and interacting directly with all our patients,” said Dr. Jordan. “Patients want two things: they want to feel better and they want someone who cares about them. If those things are taken care of, the rest is pretty easy.”
Dr. Jordan and his wife have three children, ages 2, 4 and 6, and he delivered all three babies at their home. He loves taking his kids on a “Dada Day” for some one-on-one time doing an adventure or activity together. Dr. Jordan’s “toxic trait” is playing a sport until he is too injured to continue. This has been true for rugby, CrossFit, Olympic weightlifting and, most recently, Brazilian Jiu Jitsu.
TOOLS + RESOURCES
NEW! Social Media Influencer Guide
The Joint has developed a comprehensive toolkit to help franchisees and co-ops tap into the power of influencer marketing to drive engagement and increase awareness at the local level. The Social Media Influencer Guide includes:
• Best practices for sourcing, evaluating and compensating influencers.
• Guidelines for initiating conversations and developing meaningful partnerships.
• Tips on maintaining compliance and brand consistency when working with external partners.
• Sample messaging and collaboration ideas tailored to your clinic’s unique needs.
• Step-by-step guidance for clinic advocacy and maximizing the ROI from your investment.
Additionally, Working With The Joint Chiropractic is a resource that can be provided to influencers upon entering into a partnership. The guide covers partnership expectations, including best practices for authentically portraying their in-clinic experience to their followers.
A pre-recorded informational webinar provides a detailed review of the Social Media Influencer Guide and best practices for launching a successful influencer partnership.
View the webinar . (approximately 25 minutes) Download the slides only
Questions? Contact socialmedia@thejoint.com
Boost Your Bottom Line with the Profitability Assessment
The Profitability Assessment Tool provides franchisees with a clear picture of your clinics’ financial health. As we enter a new year, this resource can identify key areas to improve profitability and make data-driven decisions that positively impact your bottom line.
This comprehensive guide is divided into three standalone sections designed to set you up for financial success:
1. Get to Know Your Numbers: Analyze your current financial metrics to gain a clear picture of your revenue, expenses, and overall profitability.
2. Connect KPIs to In-Clinic Behaviors: Bridge the gap between financial metrics and daily actions in your clinic. By linking KPIs to actions, you will gain deeper insights into profitability drivers and identify areas for improvement.
3. Goals and Action Plans: Set concrete goals and build action plans to enhance your clinic's profitability over time.
Questions? Contact Rachel Sokocevic, Sr. Manager of Operations Services, at rachel.sokocevic@thejoint.com
Accounting Dates
Chiropractic Connections: Building the Brand Across the Country
The Joint concluded a successful 2024 event calendar at several career fairs and the Florida Chiropractic Association’s Southwest Regional Chiropractic Convention and Expo. The Joint was a Bronze Sponsor of the event and met with hundreds of attendees, including chiropractors and other industry professionals. Thank you to Dr. Ed Ernstrom, D.C., Jeff and Cindy McGinty, Dr. George Campbell, D.C. and Doug Munsie for representing the brand at the convention.
Thank you to everyone who supported the chiropractic community through these various events. We look forward to growing the brand even more in the new year!
If you are interested in participating in an upcoming event, please contact careers@thejoint.com
Happy Holidays from The Joint Chiropractic!
The Joint Chiropractic wishes you and your families a peaceful and joyous holiday season. Thank you for your passion, dedication and commitment to helping millions of patients achieve their healthiest, happiest lives.
As we look ahead to 2025, we would like to share ‘The Music That Moves Us,’ a playlist featuring songs handpicked by our Executive Leadership Team. Each track represents a personal moment of motivation, joy, or reflection for a member of our leadership team, and we hope this playlist helps you start your new year on a positive note.
Happy Holidays and Happy New Year!
LISTEN NOW
Pictured (L-R): Jeff McGinty, Dr. George Campbell, D.C., Cindy McGinty, Dr. Ed Ernstrom, D.C. and Doug Munsie.
November Leaderboard Metrics
Each month we highlight the performance leaders on some of our critical metrics. Find out who made the November leaderboards below!