In this week’s post, we have invited John Curtin, President of the Fundación Sauce and Spanish Reiki Foundation, to share his experience in the complementary/ integrative therapies field. In the following lines, Curtin will talk about the increasing role of alternative therapies in today’s society, how spas can integrate them in their treatment offering, and also how spas can choose the right professional to offer these therapies.
Para el artículo de esta semana, hemos invitado a John Curtin, Presidente de la Fundación Sauce y la Federación Española de Reiki, a compartir su experiencia en el campo de las terapias complementarias. En las siguientes líneas, Curtin hablará del creciente rol de las terapias alternativas en la sociedad hoy, cómo los spas las pueden integrar en su oferta de tratamientos y cómo pueden los spas elegir los mejores terapeutas para ofrecer estas terapias.
Today’s reality
There´s no doubt about it, complementary and alternative therapies (CAMs) are on the increase throughout all aspects of our society. In Spain, a study done by the Generalitat de Cataluña in 2007 showed that 30% of 12,000 oncology patients interviewed had accompanied their conventional treatment with some form of CAM. A study carried out by the Ministerio de Sanidad in 2008 showed that 23.6% of Spaniards overall had used some form of CAM with types of CAMS outlined in the following table.
| Yoga | 32,5% |
| Acupuncture, Traditional Chinese Medicine | 31,5% |
| Quiromassage | 28,4% |
| Homeopathy | 23,0 % |
| Reflexology | 16,1% |
| Tai-chi | 13,3% |
| Floral Therapy | 12,0% |
| Lymphatic Drainage | 9,1% |
| Naturopathy | 8,8% |
| Reiki | 8,4% |
| Osteopathy | 8,2% |
| Shiatsu | 3,9% |
| Kinesiology | 2,1% |
Taking into account the year of the study, this percentage is certain to be considerably higher in 2013.
The increasing demand for CAMs
The real question is why more and more people are asking for them and using them. In other words, if our conventional medical system was 100% efficient, CAMs wouldn´t really be getting a look in, would they? The alarming fact is that our medical system is actually failing at an astounding rate, and the statistics get worse every year.
The US spends more on conventional healthcare than any country in the Western world, but ranks number 47 in terms of quality of life, survival rates etc. (WHO database). Infant mortality in the US ranks number 32 in the world. It´s safer to have your child in Romania or Cuba than it is to have it in the US, as an example. Life expectancy figures are dropping in the Western world at the rate of 15 years per decade with no sign of a rebate.
To sum up: modern medicine is failing to meet the needs of the vast majority of the population and the big three killers, heart disease, cancer and diabetes are running rampant and increasing at alarming rates. We have a steadily growing population of chronically ill individuals whose needs are not being met by conventional treatments. The result? They look elsewhere for other ways to cure themselves. Not only do they look elsewhere for a solution, they pay for it out of their own pockets as most CAMs are not covered by the public health systems.
Moreover, “consumer empowerment” is a growing trend as the Internet driven information boom has meant that consumers source information independently with regards to their health, no longer relying on their doctor to advise them. The result is a grassroots movement to seek ways to stay healthy and cure illness outside the framework of mainstream health treatment.
The issue of credibility
When it comes to choosing a CAM, one of the main problems facing the consumer is credibility. In Spain, for example, CAMs are simply not recognised. This is why the great majority of consumers choose a CAM through word of mouth.
So if the consumer is offered a CAM through a reputable institution, the chances of that CAM being accepted as bona fide increases greatly, and this is where the spa industry comes in. We all work hard to ensure customer fidelity through quality of service, transparency and honesty. The result is a loyal customer base that is likely to accept a product or service offered by us because we are offering it and they trust us. If that product is a CAM, your loyal customer is saved the “hit and miss” of trying an unknown therapist they sourced from their own research.
But the knock on effect is also considerable, as a spa can quickly become a reference point for reputable complementary therapies as word of mouth quickly gets to work and people start to rely on you because of the results you achieve.
Finding the right CAM professionals
However, we now come to the major stumbling block of most spas: How to choose the right CAM therapist. Many spas offer CAMs as an afterthought “tagged on” to their main income stream and rarely give it much importance. The result is that CAM therapists are often mistakenly chosen based on either the ones that charge least to maximise the spa´s profit margin or on a “first come, first served” basis.
When you choose a therapist you have to decide firstly if he or she will be on the payroll or as collaboration. As a rule of thumb, collaboration is usually the best option, although profit margins are reduced, as a good therapist is usually busy with his or her own client base and has no interest in a salaried position.
Secondly, find out if the therapist has an association backing him or her up that you can check not only references but basic requirements in terms of training and qualifications. A weekend course in reflexology does not make a good reflexologist!
Thirdly, check out their experience in detail, number of years, their client base, etc. You are hiring a health professional that can make the difference between people coming back for more or dismissing your spa as just another new age rip-off.
In short, take it seriously. CAMs can become a mainstream income for a spa provided they get the right professionals on board and the spa fully embraces the philosophy in its treatment offering.
CAMs: An interesting business opportunity for spas
Integrating CAMs and mainstream medical treatment is a future that is actually already here. The California Association of Integrative Medicine Clinics has 800 hospitals on its list and that list is growing rapidly. More and more hospitals are opting for a consumer driven use of CAMs and the spa industry has an ideal window of opportunity to supply non-critical medical care through the use of CAMs.
The important point is to consider the implementation of CAMs as a mainstay of your business, not just an afterthought “tacked on because people ask for it.”
La realidad hoy
No cabe duda que las terapias alternativas y complementarias (CAMs, usando las siglas en inglés) van en aumento en todos los aspectos de nuestra sociedad. En España, un estudio realizado por la Generalitat de Cataluña en el año 2007 mostró que el 30% de los 12.000 pacientes oncológicos entrevistados había acompañado a su tratamiento convencional con alguna forma de CAM. Un estudio llevado a cabo por el Ministerio de Sanidad en 2008 mostró que el 23,6% de los españoles en general había utilizado alguna forma de CAM con tipos de CAMS descritos en la siguiente tabla.
| Yoga | 32,5% |
| La acupuntura, la medicina tradicional china | 31,5% |
| Quiromasaje | 28,4% |
| Homeopatía | 23,0% |
| Reflexología | 16,1% |
| TaiChi | 13,3% |
| Terapia Floral | 12,0% |
| Drenaje Linfático | 9,1% |
| Naturopatía | 8,8% |
| Reiki | 8,4% |
| Osteopatía | 8,2% |
| Shiatsu | 3,9% |
| Kinesiología | 2,1% |
Teniendo en cuenta el año de estudio, este porcentaje es seguro que será considerablemente mayor en 2013.
La creciente demanda
La verdadera pregunta es por qué cada vez más personas las piden y las emplean. En otras palabras, si nuestro sistema médico convencional fuera del 100% eficaz, las CAM no tendrían cabida, ¿Verdad? El hecho alarmante es que nuestro sistema médico en realidad está fracasando a un ritmo asombroso, y las estadísticas empeoran cada año.
Los EE.UU. gastan más en atención sanitaria convencional que cualquier otro país en el mundo occidental, pero ocupa el lugar número 47 en términos de calidad de vida, tasas de supervivencia, etc (base de datos de la OMS). La mortalidad infantil en los EE.UU. ocupa el número 32 en el mundo. Es más seguro tener a su hijo en Rumania o Cuba de lo que es tenerlo en los EE.UU., como un ejemplo. Cifras de esperanza de vida están disminuyendo en el mundo occidental, a razón de 15 años por década y no hay indicios de mejoría.
En resumen: la medicina moderna no logra satisfacer las necesidades de la gran mayoría de la población y los tres grandes asesinos, enfermedades del corazón, el cáncer y la diabetes se están extendiendo y aumentando a un ritmo alarmante. Tenemos una población creciente de personas con enfermedades crónicas cuyas necesidades no están siendo satisfechas por los tratamientos convencionales. ¿El resultado? Se van a otras partes buscando otras formas de curarse. No sólo buscan una solución fuera, si no además lo pagan de su propio bolsillo puesto que la mayoría de las CAM no están cubiertas por los sistemas públicos de salud.
Además, el “Empoderamiento del Consumidor”, una tendencia creciente en esta era de la información impulsada por el Internet, ha hecho que el consumidor busca información de forma independiente con respecto a su salud, ya que no confía tanto en su médico para asesorarle. El resultado es un movimiento de base que buscar maneras de mantenerse saludable y curar la enfermedad fuera del marco del tratamiento de la salud convencional.
La credibilidad: La doble cara
Cuando se trata de elegir una CAM, uno de los principales problemas al que se enfrenta el consumidor es la credibilidad. En España, por ejemplo, las CAM simplemente no están reconocidas. Por ello, la gran mayoría de los consumidores eligen una CAM a través del boca a boca.
Así que si al consumidor se le ofrece una CAM a través de una institución de confianza, las posibilidades de que la CAM se acepte como algo legítimo aumenta, y aquí es donde entra en juego un spa. Todos trabajamos duro para asegurar la fidelidad del cliente a través de la calidad de servicio, máxima transparencia y honestidad. El resultado es una base de clientes leales que están dispuestos a aceptar un producto o servicio ofrecido por nosotros, ya que estamos ofreciendo y confían en nosotros. Cuando el producto es una CAM que su cliente fiel que se ahorra la incertidumbre de tratar con un terapeuta desconocido sacado de los clasificados.
Pero el “boca a boca” es también considerable, y un spa puede convertirse rápidamente en un punto de referencia para las terapias complementarias de renombre a medida que la recomendación entra rápidamente en acción y la gente empieza a confiar en usted debido a los resultados que consigue.
Cómo elegir el terapeuta adecuado
Sin embargo, llegamos ahora a la gran obstáculo de la mayoría de los balnearios: ¿Cómo elegir el terapeuta adecuado? En mi experiencia, muchos balnearios ofrecen las CAM como una idea “añadida” a su fuente principal de ingresos y rara vez le dan mucha importancia. El resultado es que los terapeutas a menudo se eligen en función de los que menos cobran para maximizar el margen de beneficios del spa o en base al primero que entra por la puerta.
Cuando elige un terapeuta, en primer lugar tiene que decidir si él o ella estará en nómina o como una colaboración. Como regla general, la colaboración suele ser la mejor opción, aunque se reducen los márgenes de beneficio, por que un buen terapeuta suele estar ocupado con su propia base de clientes y no tiene interés en un puesto remunerado.
En segundo lugar, averiguar si el terapeuta tiene una asociación que lo respalda donde se puede comprobar no sólo sus referencias pero los requisitos básicos en materia de formación y cualificación. ¡Un curso de fin de semana en reflexología no hace un buen reflexólogo!
En tercer lugar, echa un vistazo a su experiencia con detalle, el número de años, el número de clientes que tienen, etc. Se trata de la selección de un profesional de la salud que puede hacer la diferencia entre que la gente vuelva a por más o que tachen su spa como otra estafa de la “Nueva Era”.
En resumen, tómelo en serio. Las CAM pueden llegar a ser un ingreso importante para un spa si buscan al profesional adecuado y las integran en su filosofía.
Las CAMs: Una interesante oportunidad de negocio para los spas
La integración de las CAMs dentro de la medicina convencional es un futuro que ya está aquí. La Asociación de Clínicas de Medicina Integrativa de California tiene 800 hospitales en su lista y la lista está creciendo rápidamente. Más y más hospitales están optando por un uso impulsado por el consumidor de las CAM y la industria del spa cuenta con una oportunidad ideal para suministrar asistencia médica no crítica mediante el uso de las CAM.
Lo importante es considerar las CAM como un pilar de su negocio, y no sólo un añadido “porque la gente lo pide.”
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