Sponsored By BTL;
From its beginnings in medical therapy devices through its rise as a developer of gamechanging technology in aesthetic medicine, BTL Aesthetics (Boston, Mass.) has been focused on wellness. This philosophy is evident when one examines the non-invasive nature of their systems and the body of science behind each one, but more importantly, how these devices profoundly affect practices and patients.
Roxanne Krempa is lead body sculptor and practice manager at Bay Area Body in San Francisco, Calif. – the body sculpting arm of the practice of Kathleen Welsh, MD. Ms. Krempa is involved not only in treatment planning but has also used the devices and regularly interacts with patients. Her years-long reliance on BTL technologies is a testament to this wellness approach and how it impacts practices and patients.
“BTL has understood where the market was going from the beginning, and their suite of devices reflects that,” she began. “People have been yearning for safe, effective devices that deliver as promised, and that is exactly what BTL devices do, in all areas, but especially in muscle stimulation. The quality of outcomes compels people to invest in themselves; they are willing to pay for treatment because of the effect, making them willing to go further.”
She explained that BTL’s Emsculpt and Emsculpt Neo muscle stimulation devices exploded onto the market because they were what the market wanted and more. “There is distinct aesthetic value to treatment with these devices, but also a functional improvement, and that is where the real stories come from. I have countless anecdotes about people who got back their ability to walk around the block, their golf game, and other lost activities, dramatically restoring quality of life. Patients’ physical therapists ask them what else they are doing because their healing is well beyond what would be expected otherwise. I am sure providers around the world can say the same thing.”
Those providers who believe in the products get the greatest benefit. “Every provider in our practice is enthusiastically behind every one of the BTL technologies we use,” Ms. Krempa shared. “Trust is virtually built into BTL devices. The quality and quantity of research behind each one is impressive and growing. The company’s support goes beyond just getting you to buy their stuff. They partner with you to create pathways for success from training to upgrades as they continue to develop things further. Plus, they are extremely easy to use, reliable and comfortable for patients, often hands-free, so we can focus more on the patient, making visits more enjoyable and educational. That comfortable environment more easily fosters the relationships that create trust between providers and patients in our practice. This also opens up avenues to discuss other treatment options we offer.”
BTL has always acknowledged that their therapies are well-suited to be used alongside a variety of treatments, thanks to their noninvasive nature. For example, neurotoxin is a real beneficiary of a therapy like Emface, according to Ms. Krempa. “When you add something like neurotoxin after Emface, you can use less product, which is more efficient, whether you are going for microinjections or more traditional correction.”
As such, the company’s offerings are easily categorized as “gateway” devices, especially for populations most resistant to the prospect of aesthetic treatment, in Ms. Krempa’s experience. “The results we get with BTL devices drive interest in our total suite of therapies,” she stated. “One great example is males. They are about 8% of the market now, but in our practice, it is more like 15% because of Emsculpt and Emsculpt Neo. Men have often shied away from aesthetic medicine but are very comfortable talking about muscles and fitness, which opens doors for them. It is so much easier to convert these patients to other therapeutic offerings. The same holds true for women as well. So many people want to dip their toes into the waters of aesthetic medicine, so if we can give them a great result with a great experience, they dive right into the pool.”
Often, the next steps are obvious complementary therapies that BTL offers. “BTL’s Total Tone Up or Face and Body treatment protocols are what people end up with when they try Emface or Emsculpt,” Ms. Krempa continued. “Almost inevitably, an Emsculpt NEO patient will go for Emface, or vice versa, because as they understand the one, the concept of the other becomes more accessible to them. It is vital to understand that this isn’t just about the aesthetic improvement, especially with these devices, because they make you feel physically good, even refreshed. And, for older patients who are losing muscle mass as they age, staving off that loss and even getting some back has the additional wellness benefits that feel great. The fat reduction benefits help restore that balance as well. It is a winwin for everyone when you can build muscle, lose fat and feel great all around.”
Ms. Krempa indicated that is the very reason why the revenue stream for BTL devices in her practice has never abated. “The safety, convenience, comfort and outcomes we get inspire patient satisfaction that leads to loyalty and word-of-mouth advertising,” she explained. “This is true for every BTL device in our offices, and we have many of them. They are all still in regular use, which you cannot say for every device on the market. More than that, we don’t even have to push maintenance. Patients love what they are getting and ask us how much maintenance they can do.
“It is what makes BTL devices such an incredible investment and an important piece of the foundation of our practice,” Ms. Krempa concluded. “We launch a new device, and we hope for good return on investment (ROI). BTL devices are ROI home runs because we launch them, and they stay relevant and useful, from Exilis to Emsculpt. Even years later, these devices are producing revenue and helping us convert patients to other therapies in our practice. There are no signs of slowing down. These devices are exactly what any practice needs to thrive in the market – guaranteed long-term producers that you can count on for safety and efficacy.”
