HOW TO MAXIMIZE DISPENSING AND UTILIZATION OF CASH PRODUCTS AND SERVICES

(WHAT YOU CURRENTLY OFFER AND ARE CONSIDERING INCORPORATING)

”EXTRA” WEBINAR; SEPTEMBER 21, 2020

WHAT SEPARATES “GOOD” PRACTICES FROM EXCEPTIONAL ONES?

THE REALIZATION THATBETTER PATIENT OUTCOMES LEAD TO

HIGHER PRACTICE INCOME

KEEPING IN MIND THAT. . .PEOPLE WANT INSTANT GRATIFICATION ANDTHEY CAN ALMOSTALWAYS GET IT ON AMAZON!

WHAT HAVE WE EXPERIENCED IN 2020 MORE THAN OTHER YEARS IN RECENT HISTORY?

¡ Quality over Quantity is the way to go (lower daily volume with a higher % of new patients is a winning combination if executed methodically).

¡ This evening we will discuss the dramatic impact of providing everything your patients need within your practice walls (offering the highest quality products and services to get them better quickly and to inspire referrals).

BENEFITS OF IN-OFFICE DISPENSING (OF ANY KIND) IN A NUTSHELL:

Convenience + Compliance = Improved Patient Outcome + Increased Practice Income

EXAMPLE CASH PRODUCTS AND SERVICES TO BE OFFERED:

¡ Diabetic safe lotions¡ Dry skin and fissure solutions ¡ Post operative Kits ¡ Pads/Gels ¡ Topical antifungal solutions and creams¡ Pumice stones¡ Medical grade and custom orthotics¡ Cast/Shower Guards¡ Digital alignment splints¡ “Approved” shoes/sandals/slippers¡ Foot Rollers/Stretching devices

¡ Topical analgesics ¡ Topical wart treatments¡ Socks/stockings with moisture wicking properties¡ Neuropathy supplements¡ Hyperhidrosis treatments¡ Shoe and foot powders and sprays ¡ Topical scar treatments ¡ Compressive/support stockings¡ Pain/inflammation treatments (shockwave)¡ Fungus, pain and wart laser treatments¡ Cosmetic Nail Improvement¡ Anything else your patients need as part of your structured

care plans

YOUR PREFERRED PRODUCTS AND SERVICES SHOULD BE INCORPORATED INTO APPROPRIATE TREATMENT PROTOCOLS

(OTHERWISE, WHY DO YOU HAVE THEM?)

I’M TALKING TO THE DOCTORS WHO HAVE CASES OF EXPIRED PRODUCTS AND DUSTY LASER MACHINES SITTING IN THE BACK OF THE OFFICE LIKE USED CARS

SCRIPTING IS OF THE UTMOST IMPORTANCE

All staff members involved in dispensing of products, devices or

services (whether cash or “billable”) need to be

THOROUGHLY trained on how to properly instruct, fit, and

explain the benefits of utilization.

Without understanding the WHYs involved in treatment protocols, patients are far less likely to be

compliant.

Staff members are real people*

FOR EXAMPLE:

¡ Do your back office staff members understand and can they explain. . .

¡ Why it is recommended to also use an anti-fungal/anti-microbial shoe spray when treating fungal infections of the nails and skin?

¡ OR

¡ Why you recommend wearing a night splint following the diagnosis of plantar fasciitis?

Take some time and review the WHYs. . ..

It will make a huge difference!

CLOSING THE DEAL:FRONT OFFICE (CHECK-IN/CHECK-OUT) TEAM MEMBERS ARE ALSO INSTRUMENTAL IN IMPROVING PATIENT COMPLIANCE.

Pick your top 5 dispensed products and see if everymember of your team can explain:

What it isHow it works and its efficacyHow to use or apply itThe costCAN THEY GIVE A TESTIMONIAL?

Also do this with the most commonly dispensed DME items (making sure all staff members are adequately prepared to dispense with confidence)

Then try it with your 5 least dispensed products/services (and find out why no one is talking about them!)

WHAT DO I MEAN??

HERE, I’LL SHOW YOU. . .

EXAMPLE: CLARUS ANTI-FUNGAL SOLUTION

¡ What it is? (A topical treatment for toenail fungus)

¡ How does it work? (The active ingredient Tolnaftate is delivered in an oil base which penetrates the nail to reach the source of the infection)

¡ When do I use it/How often? (Apply the solution to the base of the nail and brush up towards the tip of the nail twice daily, when the feet are clean and dry)

¡ When will I see results? (Results vary depending on the severity of infection. It is most important to use it consistently and keep your regular appointments with the doctor so he/she can monitor your progress. Toenails grow at a slower rate than fingernails and toenails with fungal infections may grow even slower. After a few months the doctor will be able to determine if the solution is improving your condition.)

¡ *Money back guarantees show patients that you believe in your products (and YOU will not be doing the refunding)

TWO VERY IMPORTANT PHRASES (SAY THEM WITH ME AND THEN SAY THEM AGAIN). . .

Medical Grade Physician Only

“MEDICAL GRADE” ORTHOTICS (SAMPLE SCRIPT FOR INSTRUCTING THE PATIENT ON THE BREAK IN PROCESS; **FOR THOSE ACTUALLY OFFERING A MEDICAL GRADE NOT OTC**)

Please take your time and adjust to your devices

Begin by removing the liner from both shoes (if possible) and replacing them with your new medical grade inserts

Wear your inserts for 1-2 hours the first day and increase wear time gradually for a period of one to two weeks

By gradually increasing wear time, your body will more easily adjust to the substantial support and control of your inserts

Depending on activity level and the type of medical insert your physician has recommended, you can expect to feel significant relief from foot, knee, hip or back pain for months.

ADDITIONAL HELPFUL HINTS

¡ It is completely normal to experience discomfort or mild achiness in the feet or legs while your body adjusts to wearing the devices. Remember, these are medical grade inserts and much more substantial than over the counter or off the shelf products. With this in mind, should you have concerns, please contact your physician.

¡ Watch your language!!

THE POWER OF THE WORLD WIDE WEB

¡ Be aware of the products you offer and their availability online

¡ Patients will seek to find your products elsewhere at a discounted rate (some of you are probably Amazon scrolling right now;)

¡ The best way to avoid uncomfortable situations “I can get it on Amazon cheaper and it will be at my door tomorrow” is to CUSTOMIZE whenever possible and provide your patients “Physician only”/ “Medical grade” products available ONLY through your practice.

SEARCH FOR YOURSELF AND SEE

WHY WOULD YOU PUT YOURSELF IN THAT POSITION IF IT COULD BE AVOIDED?

YOUR LOGO ON THE INSERT AND BOX AND BREAK IN INSTRUCTIONS WRITTEN BY YOURS TRULY ON THE BACK!

DON’T ADVERTISE FOR THE COMPETITION; YOU CAN’T COMPETE WITH THEIR RETAIL PRICING

CONTACT: MICHAEL@FOOT-STEPS.COM OR (ME) CINDY@PINNACLEPA.COM FOR SPECIAL PRICING (LESS THAN $14/PAIR)

IF YOU’VE BEEN IN PRACTICE FOR A WHILE, YOU’VE SEEN IT ALL(USUALLY PATIENTS HAVE TRIED SOMETHING BEFORE THEY COME TO SEE YOU)

RECOMMEND WHAT YOU BELIEVE IN AND DISPENSE WITH CONFIDENCE

Choose companies/vendors that want to be your partner, not your

competitor (the ones who will help you succeed, not take your money and leave you out in the

cold (marketing help, training, etc.)

COMBINE PRODUCTS THAT COMPLIMENT AND IMPROVE OUTCOMES FOR COMMON CONDITIONS FASTER

OFFER DISCOUNTS ON PACKAGES (*WOMEN ESPECIALLY WILL SPEND TO SAVE**)

At Home Treatment for Infections of the Skin and Nails

At Modern Foot & Ankle Centers we understand that you have many options when it comes to treating unsightly toenails as well as other common conditions including “athlete’s foot” or dry, itchy feet. In our years of experience, we have found that a combination of treating at home in

conjunction with consistent professional care is the most effective way to significantly improve or completely clear these chronic types of conditions. For this reason, we have personally

selected the finest quality, medical grade products for your use at home in between office visits.

Clarus Solution is a topical anti-fungal treatment (including Tolnaftate – a widely used anti-fungal ingredient) which works differently than other topical applications because it is delivered in an oil base and is able to penetrate the nail and the skin surrounding the nail (the root of the fungal infection). The solution works best when applied twice daily starting at the base of the

nail and brushing up toward the end (similar to nail polish). As your health is of the utmost importance, this product, along with the entire home care collection, is Paraben free and contains

nourishing elements and antioxidants that will stimulate the growth of brighter, whiter nails.

*It is important to understand that treatment of fungal toenail infections can be a process of between 6 and 12 months and the only way to achieve optimum improvement is to be consistent with treatment at home while under the care of your physician.

Clarus Cream is a topical anti-fungal treatment for the skin, also containing the active ingredient Tolnaftate, is delivered in a urea and tea tree oil-based cream that is easily absorbed and dries without staining. The cream should be applied once daily to the affected areas of the skin and is safe to use in moderation between the toes. Other topical treatments may worsen

infections between the toes as they do not fully absorb and can leave the area moist and open to further complication. Whether you are treating for a fungal infection of the skin or nails, it is

important to treat in combination for optimal results.

Since many common and unpleasant foot related conditions like to spread in warm, dark, moist areas (like your shoes) it is imperative that you include them in your home treatment regimen. This final step serves to eliminate further infection and to prevent future re-infection. Clarus Antimicrobial Shoe Shield is a highly effective, antifungal, antimicrobial spray containing

Nanosilver and Tolnaftate and eliminating odor causing bacteria and fungi on contact.

Because we value our patients, all of the medical grade formulas recommended by our physicians are available conveniently at the time of visit and are accompanied by a money back guarantee, direct from the manufacturer. Modern Foot & Ankle Centers strives to provide the

most effective, highest quality products and services available and we thank you for choosing us for all of your podiatric healthcare needs.

START SIMPLE AND THEN THINK BIGGER

IF YOU TREAT THE NAILS, TREAT THE SKIN TOO (AND DON’T FORGET ABOUT THE SHOES!)

EXAMPLE OF A COMMON QUESTION AFTER DPM RECOMMENDS KERA-42 (CTS 42% UREA CREAM)

Patient: Can’t the doctor just write me a prescription for that so my

insurance will cover it?

Staff member: Well. . . “Yes, he/she can, however, we find that this type of Rx (urea

creams) are often not covered and when they are can be very expensive (applying to deductibles or falling into a high copay tier). When you go to pick it up at the pharmacy, if it is more expensive than the medical grade product we carry, please come back and

purchase it here (as it comes with a money back guarantee).”

MONEY BACK GUARANTEE FROM VENDORS ON PHYSICIAN ONLY PRODUCTS WITH PREFERRED PRICING. . . IT DOESN’T GET BETTER THAN THAT!

REMEMBER, THE“ROUND UP AND DOUBLE RULE” DOESN’T APPLY TO ANTIFUNGALS OR ORTHOTICS (MEDICAL GRADE OR CUSTOM)

2019 Order Form (Cindy Pezza Practices) CALL toll-free: (877) 997-7778

NEW FAX# 678-868-1403 To order online visit www.BakoDx.com

Order taken by:

Date:

NS Customer #:

Verified Address: Product Description Qty Unit Cost Total Qty Unit Cost Total Qty Unit Cost Total

□ CLARUS¥ Antifungal Solution 15ml Bottle with Brush Applicator (MSRP $35-$40)

□ 24 $ 6.00 $ 144.00 □ 48 $ 6.00 $ 288.00 □ 96 $ 6.00 $ 576.00

□ CLARUS¥ Antifungal Cream 3 oz. Tube (MSRP $27-$31)

□ 24 $ 13.25 $ 318.00 □ 48 $ 12.33 $ 591.84 □ 96 $ 11.42 $ 1,096.32

□ CLARUS¥ Antimicrobial 6 oz. Bottle (MSRP $13-$17)

Shoe Spray □ 24 $ 7.30 $ 175.20 □ 48 $ 6.39 $ 306.72 □ 96 $ 5.48 $ 526.08

□ CLARUS¥ Polish Nail EN 1 oz. Bottle (MSRP $28-$30)

HANCER *NEW* □ 24 $ 12.62 $ 302.88 □ 48 $ 12.40 $ 595.20 □ 96 $ 12.18 $ 1,169.28

□ CLARUS¥ Fungal Eradic 3-Piece Kit (MSRP $50 - $60)

ation KIT □ 12 $ 20.77 $ 249.24 □ 24 $ 20.31 $ 487.44 □ 36 $ 19.40 $ 698.40

□ KERA-42¥ Cream 6 oz. Tube (MSRP $28-$32)

□ 24 $ 13.70 $ 328.80 □ 48 $ 12.78 $ 613.44 □ 96 $ 11.87 $ 1,139.52

□ KERA-HC¥ Cream 2 oz. Tube (MSRP $21-$24)

□ 24 $ 10.96 $ 263.04 □ 48 $ 10.04 $ 481.92 □ 96 $ 9.13 $ 876.48

□ KERA¥ Nail Gel 30ml Bottle with Brush Applicator (MS

RP $26-$35) □ 24 $ 13.70 $ 328.80 □ 48 $ 12.78 $ 613.44 □ 96 $ 11.87 $ 1,139.52

□ Hydro-Cutis¥ Cream 10 oz. Tube (MSRP $25)

□ 24 $ 11.42 $ 274.08 □ 48 $ 10.96 $ 526.08 □ 96 $ 10.51 $ 1,008.96

□ Hydro-Cutis¥ Cream 24 oz. Pump

□ 1 $ 17.35 $ 17.35 □ 3 $ 16.90 $ 50.70 □ 6 $ 16.44 $ 98.64

□ EverDry¥ Astringent Spr 4 oz. Spray (MSRP $20)

ay □ 24 $ 9.13 $ 219.12 □ 48 $ 8.90 $ 427.20 □ 96 $ 8.67 $ 832.32

□ MacerRx¥ Web Gel 2 oz. Tube (MSRP $30-$35)

□ 24 $ 13.70 $ 328.80 □ 48 $ 12.78 $ 613.44 □ 96 $ 11.87 $ 1,139.52

□ LidoStat¥ Cream 2 oz. Tube (MSRP $25-$35)

□ 24 $ 13.70 $ 328.80 □ 48 $ 12.78 $ 613.44 □ 96 $ 11.87 $ 1,139.52

□ VerruStat¥ Liquid 15ml Bottle with Brush Applicator (M

SRP $20) □ 24 $ 8.22 $ 197.28 □ 48 $ 7.77 $ 372.96 □ 96 $ 7.30 $ 700.80

□ NeuRx-TF¥ Tablets 60 Tablets (MSRP $40-$48)

□ 12 $ 18.63 $ 223.56 □ 24 $ 18.63 $ 447.12 □ 48 $ 18.63 $ 894.24

□ TheraNail-TF¥ Tablets 60 Tablets (MSRP $25-$35)

□ 12 $ 10.04 $ 120.48 □ 24 $ 9.59 $ 230.16 □ 48 $ 9.13 $ 438.24

□ GRANU-L8¥ Wound Ge 1.5oz Tube (MSRP $20-$22)

l □ 24 $ 10.04 $ 240.96 □ 48 $ 9.59 $ 460.32 □ 96 $ 9.13 $ 876.48

□ TriSoft¥ Softening Solution □ 1 $ 22.38 $ 22.38 □ 3 $ 21.47 $ 64.41 □ 6 $ 19.63 $ 117.78 8 oz. Bottle of Concentrate

FREE SHIPPING OVER $135.00 Additional Promotional Item

¼ Display Case (1st Display Case Free with orders over $500.00) $150.00 Value

Posters (8 1/2" x 11") Patient Brochures: � KERA Nail Gel

T

s: RX Pads: � Topical � Oral

otal Cost:

Produ

$

ct Cards:

¼ Product Bags

¼ CLARUS Solution ¼ CLARUS Solution ¼ KERA-42 Cream ¼ VerruStat Liquid ¼ CLARUS Solution ¼ KERA-42 Cream

¼ CTS Product Line Poster ¼ CLARUS Cream ¼ LidoStat Cream ¼ MacerRx Cream ¼ NeuRx-TF Tabs ¼ CLARUS Shoe Spray ¼ NeuRx-TF Tabs ¼ TheraNail-TF Tabs ¼ TheraNail-TF Tabs

Billing Address: Shipping Address:

Name: Name:

Address: Address:

City: City:

State: ZipCode: State: ZipCode:

Phone #: Fax#:

E-mail: State License #: Expires: /

We accept VISA/MasterCard/American Express/Discover: □ □ □ □ LAST 4 Digits of Credit Card # (ONLY): Exp. Date: / *Contact name for credit card info: Card Holder Name: Signature:

PLEASE NOTE OUR NEW FAX# 678-868-1403

HAVE SCRIPTS FOR DIFFICULT SITUATIONS AND THEY WILL BECOME LESS DIFFICULT

Patient:

¡ I just searched online for that night splint thing that the doctor wants me to wear. The girl up front told me it is covered by my insurance but will be applied towards my deductible so I will end up owing something like $140. I can get one from Amazon for $21.99 with free one day shipping.

YOU CAN ALWAYS BLAME IT ON THE “BIG BAD” INSURANCE COMPANIES

Staff member:

“In order to be a supplier of durable medical equipment (DME), we must follow strict guidelines as dictated by insurance carriers.

The devices must also meet certain criteria in order to be dispensed by a supplier (our practice) and unfortunately, we have no control over the allowed amount for each specific code. If you choose to order a device on your own, we

cannot be sure that it will be as effective or even meet the description as provided online when it is delivered to you.”

WE ALL DO IT. . .

PEOPLE HAVE MONEY FOR WHAT IS IMPORTANT TO THEM

YOU KNOW IT’S TRUE

THE “SECRET” IS OFFERING WITH CONFIDENCE

Knowing that your medical grade and physician only products and formulas are:¡ Incorporated into treatment protocols because they work¡ Exclusive to your practice¡ Not readily available online¡ Or at the least competitive enough in price so that convenience

wins!

SPEAKING OF TREATMENT PROTOCOLS; THEY SHOULD BE WRITTEN COMPREHENSIVELY (MEANING. . . )

¡ Including every step of common patient visits (from evaluation through examination and treatment plan options)

¡ ALL TREATMENT OPTIONS (DON’T HOLD ANYTHING BACK AT THE INITIAL VISIT; meaning. . . )

¡ If you have highly effective products and services let your patients know and allow them make an educated decision based on their desire to improve, activity level and ability to commit to “homework” between visits

NOT EVERY SERVICE OR PRODUCT IS A ONE SIZE FITS ALL SO “VET” YOUR PATIENTS CAREFULLY

When discussing care plans and making recommendations for products and services (especially cash pay) it is imperative to educate the patient and to make them understand their responsibility as part of the treatment/healing process.

Scripting is key (what to say and what not to say) and keeping expectations realistic is a must.

AGAIN I STRESS THE IMPORTANCE OF EXUDING CONFIDENCE

¡ Some doctors are not natural born salespeople.

¡ If you fall into this category, don’t worry!

¡ If you choose provenly effective products and services that you believe in, there should be NO SELLING!

¡ Think about the confidence you convey to a patient with an infection when prescribing an antibiotic and instructing them on the importance of completing the course and translate that to all the cash products and services you have or plan to incorporate into your treatment protocols/care plans.

BACK TO SCRIPTING FOR A MOMENT. . .

¡ I truly enjoy “Price is Right” Training sessions. . .

¡ Every member of your staff should know what the products are, how they are applied or used, and the approximate time required to experience results (**)

¡ Every staff member and doctor should use universal language when describing (MEDICAL GRADE/PHYSICIAN ONLY)

WE OFFER OUR PATIENTS MEDICAL GRADE PRODUCTS AND PHYSICIAN ONLY FORMULAS; NOT PRESCRIPTION OR OTC

We try to avoid products that patients can order themselves and cheaper online, but. . .

If you do carry specific items that fall into this category, make it about convenience (adjust your price to be competitive by taking advantage of special PPA pricing from your vendors and pass this along to your patients)

*from this vendor, you receive an additional 10% discount even on promo pricing

CREATE ANCILLARY SERVICE TREATMENT PACKAGES THAT INCLUDE YOUR PREFERRED MEDICAL GRADE PRODUCTS (THEN ASK PATIENTS AT EACH VISIT IF THEY NEED TO PURCHASE MORE)

Example:

¡ Nail Laser Package: $475 for up to 5 treatments (depending on severity of condition) including at home anti-fungal kit* (don’t leave patient homework to chance)

¡ Laser Maintenance following completion of package: $75/session

¡ Replacement products sold separately (Clarus Solution $45, Clarus Cream $20, Clarus Shoe Spray $15)

SPEAKING OF ANCILLARY SERVICES; LET’S TALK ABOUT ONE OF MY FAVORITES

¡ Great Patient Results

¡ Practice Affordability (no pressure to “sell”)

¡ Training and marketing support from Zimmer Medizin Systems (represented by Paul Cummings)

¡ (Banner shown on right property of Joe Wendolowski, DPM; Delaware Total Foot and Ankle Center)

Paul. . . You’re up!

ZIMMER SHOCKWAVE

THERAPY SYSTEM

MAXIMIZING ITS BENEFITS FOR YOUR PRACTICE

IF YOU HAVE ONE, YOU SHOULD BE USING IT!

q Shockwave therapy is NOT a last resort! It should be presented right away (visit one) as a viable treatment option.

q Some patients don’t want steroid injections, walking boots or night splints (especially with high deductibles, co-insurances), and most don’t want surgery.

q Don’t assume that patients don’t want to pay for cash services. They WILL if they see a benefit to it.

q Patients and consumers are one in the same. They will always pay for speed and convenience!

WHY SHOCKWAVE THERAPY?

q Sell your patients on quick and easy! No one wants to go to Physical therapy for an hour, 2 - 3 times a week for 6 weeks. They don’t have the time or patience.

q They also have an average of a $40 co-pay with each visit that adds up to over $600 in out of pocket costs. (Allotted 15 visits x $40)

q Shockwave therapy is about the same…if not less, and it’s a fraction of the time.

q If someone can get a quick and effective treatment for just 5 minutes a week, they WILL opt for it!

LET’S FACE IT, PATIENTS ARE KIND OF LAZY

How many times do you think you have sent patients home with treatment instructions….and they just don’t bother to follow them?

Patients get home from work and they just don’t feel like doing all the things you instructed them to do. “I worked all day, I have to get dinner ready for my 3 kids,…I’ll get to it tomorrow”.

By offering them the Enpuls treatments, you are presenting them with a “get out of jail free” card!

Patient Name: _____________________________ Pulse Wave Therapy Waiver

Pulse wave therapy (also referred to as Radial Shockwave Therapy/RSWT) is a highly effective treatment for the painful symptoms associated with your condition _________________(dx). Because this service is elective and not covered by insurance, please review the following information regarding your care plan.

What is Pulse Wave Therapy/RSWT and how does it work? Pulse Wave Therapy/RSWT is an FDA cleared technology proven to increase the rate of healing for soft tissue tendinopathy. It is an advanced, non-invasive and highly effective treatment method that enhances blood circulation and accelerates the healing process causing damaged tissue to gradually regenerate. When you experience chronic pain, your body no longer recognizes that there is an injury to that area. As a result, it shuts down the healing process and you feel no relief. During treatment, ballistic sound waves penetrate deep into soft tissue, causing a new inflammatory condition and reactivating your body's natural healing response.

How effective is Pulse Wave Therapy? Our patients, when utilizing pulse wave therapy in conjunction with other conservative treatment methods such as medical grade topical formulas and foot orthotics have experienced a nearly 90% success rate. I understand that the success rate of my treatment is highly dependent on completion of all 4 treatments and that a 5th treatment will be provided at no additional cost if significant relief is not obtained during the normal course of therapy. _____ (initials)

How is Pulse Wave Therapy performed? The system is a machine with an applicator that looks like an ultrasound. It is administered once a week for a series of 4 treatments. Each treatment takes approximately 10 minutes depending on the size and number of areas being treated. During treatment, the applicator is moved in a slow, circular motion causing ballistic waves to penetrate deeply into the affected area, allowing the healing process to begin immediately. Prior to treatment your technician will apply a medical strength topical analgesic allowing you to feel less discomfort. It is important to have some sensation during treatment as isolating injured tissue will allow the technician to treat more concisely. Why consider Pulse Wave Therapy/RSWT? Pulse Wave Therapy has a proven success rate that is equal to or greater than that of traditional treatment methods, including surgery, without the risks, complications, and lengthy recovery periods. There are no incisions and no risk of infection, or scar tissue, like with surgery. Patients treated with pulse wave therapy may be active immediately and resume their normal routine the same day. Many patients find a significant and immediate reduction in their pain after just one treatment while others feel results gradually after each treatment. In either case, it is imperative to complete the entire course of treatment. I understand that completion of all 4 treatments, approximately one week apart is essential to my recovery. ______ (initial) What are the possible side effects, and will I be in pain afterward? There have been very few side effects reported. In rare cases, skin bruising may occur. Patients may also feel soreness in the area for a day or two afterward, similar to a strenuous workout. A day or two after the treatment you may feel a slight discomfort like a bruise, but that is normal and is a sign the treatment is working. I understand the importance of completing the entire course of therapy in order to obtain optimal results. The cost of the Pulse Wave Therapy/RSWT package is $500 and includes 4 treatments as well as a medical strength topical analgesic of which I am to use at home between visits. If significant relief is not experienced after 4 treatments, I will receive an additional treatment at no cost. Payment for individual treatment is not encouraged as many patients feel significant relief after each visit and will not complete the entire course of therapy leaving them to experience a recurrence of pain. If you wish to proceed with therapy and pay for one visit at a time, please be aware that _____________________________________cannot be responsible for relapses due to incompletion of therapy. The cost for individual treatments is $150.

Patient Signature: _____________________________ Date: ___________ Witness: ______________________________

YOUR PATIENTS NEED TO MAKE A COMMITMENT TO IMPROVE

HAVE THEM PUT IT IN WRITING

MAXIMIZING THE SYSTEM POTENTIAL

¡ RSWT is not just for Plantar Fasciitis!

¡ It can be used to treat a multitude of conditions such as,

¡ Achilles Tendinitis (Insertional)

¡ Peroneal Tendinitis

¡ Neuromas

¡ Wound care and more!

For more information on the Enpuls Pro* or Enpuls 2.0 Elite contact: Paul Cummings

Email: paul@zimmerusasales.com Cell: (917)-270-3592

AND NOW WE WILL HEAR FROM JOSH MONTGOMERY (NATIONAL SALES MANAGER; MEDICAL DIVISION) OF REPAREL

¡ Many of you have incorporated Reparel ankle and lower leg sleeves into your practices with great success!

¡ For those who haven’t yet or who aren’t maximizing the healing potential of Reparel, tonight we hope to spread the word and get more of your patients back on the road to recovery and activity.

Take it away Josh!

Non-compressive § No neoprene § Moisture wicking§ Breathable § Easy application for virtually all

patients

SNAPSHOT

Reparel sleeves are a non-narcotic solution for addressing joint inflammation and pain, while also reducing swelling resulting from injury or surgery.

Specifically designed to alleviate symptoms attributed to these common conditions:

§ Swelling§ Repetitive stress injuries§ Sports injuries and tendinitis§ Degenerative joints (non-autoimmune)

Sleeves made from technical fabric

Reparel’s technical fabric makes itsuperior to every sleeve productcommercially available:

• Two semi-conductive, metalloidelements incorporated into the fabric

• These particles convert body heat into photon energy, a proven vasodilator that has been shown to enhance cellular metabolism, resulting in improved tissue repair, faster resolution of the inflammatory response, and reduced pain.

REPAREL FIBER

Results from spectroscopic lab tests on Reparel fabric andyarn –Colorado School of Mines, Advanced Materials EngineeringDept.

INDICATIONS

NON-OPERATIVE

• Ten d in o path y (acu te an d chronic)

• Meniscal tears • Moderate OA • Residual pain/inflammation

from older surgical procedures

• Plantar fasciitis• Carpal tunnel

POST-OPERATIVE

• Acute edema from knee arthroplasty and arthroscopy

• Acute edema from foot and ankle procedures (paired with FAO)

• Stubborn, treatment-resistant swelling 8+ weeks post-op

REPAREL PROVIDES RELIEF FOR SYMPTOMS ASSOCIATED WITH THE VAST MAJORITY OF MUSCULOSKELETAL CONDITIONS, BOTH ACUTE AND CHRONIC*:

*** REPAREL IS NOT INDICATED FOR ANY AUTOIMMUNE, CHRONIC LYMPHATIC, OR VENOUS RETURN CONDITIONS

WHY

Ankle Sleeves are superior to common neoprene sleeves, night splints, and Strasburg socks

Designed to address acute and chronicinflammation of supporting tissue by improvingcirculation without interfering with your dailyactivities

Walking Boot Undersleeves

A comfortable and functional addition to anypneumatic walking boot application, for bothchronic conditions and acute post-op inflammation

TESTIMONIALS

“Super happy that my doctor insisted I get this ankle sleeve. It changed my whole post-surgical life and I still wear it to this day more than a year after my surgery.” – Deena G.

“This product really works - it decreases pain and stiffness from joint damage throughout the day and helps me to sleep at night!” – Viola P.

2019 Customer Product Satisfaction Survey

Average 4.6

Average 50% decrease in pain after using Reparel (all sleeves)

HOW DO WE BRING IT IN?

Reparel has made every effort to remove obstacles in helping clinics help their patients.

• Sampling Program• Provide all necessary marketing/training material• Reparel is not available in any retail establishment or website, except for Reparel.com.

Retail Business Model• Cash• Bill to Insurance: contact Reparel for more information• Bundling

PSGM customers (active PPA practices and PEP Subscribers) receive a 10% discount on 2020 wholesale

CONTACT INFORMATION:

Josh Montgomery M.S.,

National Sales Manager – Medical Division

josh@reparel.com

(530) 570-1209

www.Reparel.com

THANK YOU TO BOTH OF OUR GUEST SPEAKERS AND TO OUR ATTENDEES FOR JOINING THE FIRST PPA “EXTRA WEBINAR”!

THERE WILL BE MORE!

¡ We will now begin the open Q & A portion of the evening. . .

¡ For specific information on pricing and product sample requests, please contact Paul or Josh (emails below) or send a message to: Cindy@pinnaclepa.com and I will connect you with the appropriate contact for any of the products discussed in this presentation.

¡ I am also available to do “Price is Right” sessions with your TEAM!

¡ Josh@reparel.com (Reparel sleeves)

¡ Paul@zimmerusasales.com (Shockwave)

PLEASE KEEP SENDING REQUESTS FOR FUTURE MONTHLY AND

“EXTRA” WEBINAR TOPICS

¡ And don’t forget to visit the Pinnacle Resource Library as we continue to add valuable content and staff training videos!

¡ If you would like a member of your staff added to our email list for webinar invites and frequent eblasts please contact: Admin@pinnaclepa.com

THANK YOUJ