Med spa subscriptions are changing the way med spas do business.
Dallas-based plastic surgeon A. Jay Burns, M.D., who is medical director at the EpiCentre Skin Care and Laser Center med spa in Dallas, says launching a subscription membership for spa clients has been a game-changer.
“Subscriptions are fast becoming the norm and the way millennials purchase…,” according to Dr. Burns. “I have also found that my older, non-millennial patients love this option. My staff honestly was mildly skeptical, but the first day we signed up 12 patients so easily that they rapidly supported the program. Now, 15 months later, I have 555 members.”
More than a year into the subscription program, Dr. Burns says the med spa membership has undoubtably increased patient retention, loyalty and patient spending.
“If you look at neurotoxins alone, we have real data from our practice that showed that prior to starting the subscription model our neurotoxin patients visited us an average of 1.7 times per year. Now those same patients visit us an average 3.09 annually and spend 35% more per visit,” Dr. Burns writes. “The cross-sell on fillers is way up. My first 12 months’ numbers directly from Allergan showed an increase in Botox sales of 31% and an increase in filler sales of 43%.”
There’s more good news. Dr. Burns ran numbers on the med spa’s subscription members at seven months into the program and found members, on average, were on track at their current subscription plan to spend $1,196 more per year than they had before signing up.