Keep checking back for new course descriptions as they come available!


THURSDAY, JANUARY 30, 2020

Thursday Pre-Show Education is optional to attend, however, the education is complimentary to attendees and is first-come first-serve. If you’re planning on attending, you will need to confirm your class selections in the online registration formRegistration is required to attend any Thursday pre-show education.

We also ask that you sign up for any sessions you wish to attend in the online registration form  for planning purposes. You may switch between sessions at any time during the event as long as a session is not over capacity. If a session reaches capacity and you are not registered, you will be asked to find another session to attend.

CEO Training: Growing Your Medical Spa in 2020 and Beyond

Click here for more info.

Full-day Injectable Training

Click here for more info.

Innovative Aesthetic Technologies for the Face and Body—CoolSculpting and SkinMedica Workshop

Click here for more info.

 

FRIDAY, JANUARY 31, 2020

General Session

8 – 8:30 am | Welcome: State and Legal Landscape of the Medical Spa Industry

Speaker: Alex Thiersch, JD

American Med Spa Association

The medical spa industry has become an industry unto itself that needs its own definition, its own resources, and its own data. It can no longer be considered a subset of plastic surgery or cosmetic dermatology, especially because more than 70% of the doctors in this industry are non-core. And while there is a growing overlap with the spa industry in terms of customer service and marketing, medical spas have vastly different price points, more advanced available technology, and unique legal and regulatory challenges. It is an industry that, by itself, generates nearly $4 billion in revenue a year; that has doubled in size during the past five years; and that projects to double again by 2020 is clearly worthy of its own categorization.

8:30 – 9:25 am | Legal Panel: The Houston Med Spa Arrests - What Happened and What Does It Mean for Your Medical Spa?

9:25 – 9:45 am | It Starts with Strong Leadership: Top 10 Steps to Create a World-Class Culture

Speaker: Tim Sawyer

Crystal Clear Digital Marketing

With 80% of elective medical consumers researching treatments and procedures on the internet, it is necessary to ensure your practice is implementing high-impact digital strategies to find, serve and keep more patients profitably. However, the ultimate conversion in marketing has nothing to do with your internet strategy and everything to do with you—your leadership, your priorities, your people, their processes and the tools they choose to use. After all, what good is your marketing if incoming opportunities can’t be converted into loyal, paying patients? Attendees will learn 10 ways to create a world-class patient care and sales culture in their practice.

9:45 – 10:05 am | The Psychology of Selling: Hacks to Get Your Team to Seal the Deal

10:05 – 11 am | PANEL: Best Practices of All-star Medical Spa Owners

1:05 – 5:25 pm | Breakout Tracks


Breakout Track: The Business of Med Spas

1:05 – 1:30 pm | Staying Competitive in the Era of Discounts

SPEAKER: Patrick Bitter Jr., MD

Advanced Aesthetic Dermatology

This presentation will draw upon Dr. Bitter's thirty years of experience in cosmetic dermatology, as he shares what he has learned are keys to providing patient-pleasing results and setting oneself apart from a marketplace full of cosmetic wannabes. He will share insights and pearls in treatment techniques and technologies that produce high patient satisfaction with minimal complications. His presentation will focus on some of the dos and don’ts of cosmetic medicine.

1:40 – 2:05 pm | Compensation Models and Structures to Pay Your Team

SPEAKER: Bryan Durocher

Durocher Enterprises

This presentation will demonstrate how to institute a performance-based pay structure that ties into the drivers of your business sales, retail, series packages and pre-booking. It also will show attendees how to develop compensation plans for PAs, RNs and aestheticians that are fair and compliant.

2:15 – 2:40 pm | Top Tips for Running a Profitable Medical Spa

3:50 – 4:15 pm | 10 Critical Steps to Developing and Launching a Medical Spa

SPEAKER: Francis X. Acunzo

medspa180

Discover the 10 planning steps necessary to set up your new business for success. Francis Acunzo will walk you through the process that he and his team have utilized to launch more than 150 aesthetic practices over the past 25 years.

4:25 – 4:50 pm | Why Combining Inner Wellness and Outer Beauty is the Future of Medical Spas

5 – 5:25 pm | Asset Protection 101: What Every Medical Spa Owner Should Know

SPEAKER: David Mandell, JD

OJM Group

Medical spa owners face potential liability from HIPAA, malpractice, employee claims, slip-and-falls and a host of other sources. This presentation reviews the importance of protecting assets and income from potential liability. Attendees will learn about the asset protection "sliding scale" and ways that med spa owners can increase the levels of protection for their personal and business assets. We also provide an overview of basic asset protection tools, including LLCs, trusts, exempt assets and retirement plans.


Breakout Track: Clinical Practice and Technique: Today's Clinical Landscape

1:05 – 1:30 pm | Non-invasive Body Contouring and Skin Tightening

SPEAKER: Raminder Saluja, MD

This presentation discusses ways that energy-based technologies can be used to help perfect patients’ appearance. This can be accomplished through fat reduction using laser lipolysis, skin tightening and body contouring using radiofrequency energy, and combination treatments that use both these technologies. Attendees will learn how these devices work and how these treatments can be best utilized on medical aesthetic patients, and they will see before-and-after photos that illustrate the results.

1:40 – 2:40 pm | PANEL: Up and Coming Treatment Trends Panel: The Good, the Bad and the Ugly

3:50 – 4:15 pm | Microchanneling Technology in the Medical Spa

4:25 – 4:50 pm | Top Trends in Laser and Light Therapy

SPEAKER: Patrick Bitter Jr., MD

Advanced Aesthetic Dermatology

This session will cover the most valuable benefits of lasers and light technologies to an aesthetic practice and a medical spa. Dr. Bitter will draw upon his experience as a pioneer in pulsed light and lasers to go into detail about the top uses of broad-spectrum light and non-ablative lasers for an aesthetic practice, including treatment techniques to maximize results and reduce complications. He also will give an update on the latest advances and best practices for broad-spectrum pulsed light and non-ablative and fractionated laser devices.

5 – 5:25 pm | Incorporating Safe Injectables Into Your Medical Spa

SPEAKER: Stanley A. Okoro, MD, FACS

Amachi Medspa

Internationally renowned plastic surgeon Stanley Okoro, MD, FACS, shares innovative methods of incorporating safe injectables in your medical spa. Learn how to introduce injectables to your spa and how they benefit your business. He also will discuss the most common filler products used in the medical spa. Okoro also will discuss safe injection techniques and pertinent vascular and soft tissue anatomy related to filler injections.


Breakout Track: The Law of Medical Spas

1:05 – 2:40 pm | Legal 101 : The Basics of Compliance—Medical Spa Formation and Ownership; Consultation and Treatment Plan; Delegation and Supervision

SPEAKERS: Renee E. Coover, JD, Samuel E. Pondrom, JD, and Courtney P. Cowan, JD

ByrdAdatto

The ownership, supervision and delegation, and operations of medical spas has challenged the industry, as the laws have historically been misunderstood or ignored. This presentation includes real-world enforcement examples and pinpointed sources of risk affecting medical spas and other aesthetic centers.

3:50 – 5:25 pm | Legal 201: Patient Privacy; Medical Spa Advertising; Kickbacks and Compensation; Dealing with an Angry Patient; and Social Media Law

SPEAKERS: Michael S. Byrd, JD, Bradford E. Adatto, JD, and Jay D. Reyero, JD

ByrdAdatto

This intermediate legal course will explore issues commonly encountered by medical spas, including patient privacy, medical advertising, and kickbacks and compensation. It also will discuss how to deal with an angry patient and social media law. This is course is suitable for established medical spas looking to take their legal knowledge a step further.


Breakout Track: Marketing & Social Media

1:05 – 1:30 pm | Hey Alexa: Where is the Nearest Med Spa?

SPEAKER: Sam Peek

Incredible Marketing

Artificial Intelligence (AI) is booming in 2020, helping anyone with an internet connection find information without lifting a finger. Siri, Alexa, Cortana, Google Home and Amazon Echo, among the most popular voice command entities, have transformed the way people receive information. But how do you position your medical spa to be a leader in voice search results? Optimizing voice search results requires creating smart content that responds to inquiries that begin with who, what, when, where, how and why. Conversational language is at the core of voice command AI, since the average person will be asking questions in natural language. If your medical spa isn’t producing voice search results, you are losing ground to competitors who already are optimized for the next generation of SEO. This presentation examines SEO in AI and how to optimize your medical spa rankings in voice command.

1:40 – 2:05 pm | Building and Marketing the Best Service and Product Bundles

2:15 – 2:40 pm | #Millennials: Insights into Their Most Desired Treatments and Why

3:50 – 4:15 pm | Master of One: Injectables—Pearls of Innovation + Marketing

SPEAKERS: Alexa Nicholls Costa, NP, and Alexandra Rogers, NP

LexRx

There are many ways to practice in aesthetics, the most prevalent being the one-stop shop. This presentation dissects the “master of one” model to better understand how this new way of doing things in aesthetics is transforming the way hyper-focused practices utilize effective and innovative marketing. 

4:25 – 4:50 pm | 360-degree Patient Engagement

SPEAKER: Jason Tuschman

Red Spot Interactive

Patient engagement drives patient retention, from the inception of a lead through to referrals, the technology and the plan needed.

5 – 5:25 pm | The Crazy World of Live Facebook Surgeries and Procedures

SPEAKER: Thomas Jeneby, MD

Spa Black

Wacky, changing, ever-present social media provides confusing clues as to ranking, usage and relevancy. In this presentation, Thomas Jeneby, MD, will take attendees through tips and tricks to develop some good habits and show you how to increase your connections, interactions and, ultimately, revenue. This presentation is a lighthearted but revealing expose on the crazy live video marketing power of Facebook, Instagram and Snapchat.


Breakout Track: Sponsored Education 1

1:05 – 1:30 pm | The Cosmetic Path to Purchase—How Consumers Choose Minimally Invasive and Skin Care Treatments

SPEAKER: Sheila Dreyer Van Buskirk

CareCredit

The process of purchasing minimally invasive treatments and related products is often long and complex, though skin care treatments require less time and deliberation. Consumers tend to seek ample information, consider many factors, and take weeks or months to make decisions for many cosmetic purchases. Learn how consumers choose minimally invasive and skin care treatments through CareCredit’s path to purchase study.

  • Learn each step in the decision-making process to make a purchase.

  • What drives a consumer to say yes?

  • How long does the decision to purchase take?

  • What are consumers researching before purchasing?

  • How are consumer’s selecting a provider?

  • Is cost a concern?

1:40 – 2:05 pm | PatientNOW

2:15 – 2:40 pm | The Tool That Allows You to Build and Foster Patient Relationships Using Technology

SPEAKER: Gabrielle Penniman and Daniel Ward, MD

Weave

Weave combines a complete phone system with communication software. The combination allows you to elevate your patients’ experiences and reduce practice costs by improving overall efficiency. In this presentation, you will get an overview of the Weave system and learn best practices for use in your office.

3:50 – 4:15 pm | Cynosure

4:25 – 4:50 pm | Epionce

5 – 5:25 pm | LightStim: Boost Your Results and Advance Your Business—What You Should Know About Low-level Light Therapy, Nitric Oxide and Wellness

SPEAKER: Nathan Bryan, PhD

The spa and beauty industries have long been places of robust business opportunity, and statistics on specific areas of growth indicate that wellness-related treatments are in high demand. As demonstrated in numerous studies, low-level light therapy (LLLT) can not only boost the results of your aesthetic services, but also provide you with a soothing, non-invasive, full-body treatment that generates revenue while establishing your business as wellness-centered. Learn more about LLLT and its connection to nitric oxide with Nathan Bryan, PhD, an international leader in molecular medicine and nitric oxide biochemistry.


Breakout Track: Sponsored Education 2

1:05 – 1:30 pm | Galderma

1:40 – 2:05 pm | Advanced Methods of Enhancing the Efficacy of Topical Products

SPEAKER: Candace Noonan

Environ/DermaConcepts

The Triawave is the newest generation of wave forms that was developed specifically to complement and enhance any cosmetic professional treatment. Its combination of sonophoresis, iontophoresis and microcurrent sets it apart in its ability to deliver results. Learn about the latest combination of technology, basics on the usage of the machine and how you can create longer-lasting, measurable and maintainable visible results.

2:15 – 2:40 pm | BTL Aesthetics

3:50 – 4:15 pm | Regenerative Aesthetics—Biologics, PRP, Peptides and Stem Cells

SPEAKER: Nikolay Turovets, PhD

DefenAge

Why try to repair old skin when you can create new skin using the dormant resource found in your body? This session focuses on the use of specific regenerative technology called defensins to address signs of skin exhaustion, damage and aging. Nikolay Turovets, PhD, will provide a detailed description of the mechanism of action, clinical data behind the technology, and practical recommendations on the use of defensins to address a variety of aesthetic concerns, including discoloration, age spots, melasma, acne, pore size and wrinkles. He also will give recommendations and protocols on the use of defensins in conjunction with microneedling and laser treatment, as well as in combination with PRP and other skin care products and ingredients, including retinoids. The session also will cover business topics, including marketing defensins to patients and practice development strategies.

4:25 – 4:50 pm | The Gold Standard in Korea: MINT PDO Threads—The Next Generation of Minimally Invasive Facial Rejuvenation

SPEAKER: Lawrence Janowski, MD

HansBiomed USA Inc.

Minimally Invasive Nonsurgical Thread (MINT), manufactured and distributed by HansBiomed USA Inc., is an FDA-cleared and clinically studied PDO thread for soft tissue approximation. The company’s MINT PDO's length ranges from 17 to 43 cm, with molded, bidirectional, 360-degree helical barbs to approximate sagging tissue from all directions. Additionally, it has high tensile strength of USP 1-0 to provide an anchorage strength that is four times stronger than conventional cut threads. MINT PDO provides instant results with minimal pain and scarring and rapid recovery for patients. Learn how to implement MINT PDO into your practice and deliver enhanced results for your patients.

5 – 5:25 pm | Own Your Future, Own Your Marketing

SPEAKER: Jason Tuschman

Red Spot Interactive

In today's dynamic blend of technology and marketing, industry leaders "own" their marketing. The ease of technology and maturation of digital marketing allow for more control of the brand and direct marketing process, leading to greater control of customer acquisition than ever before. This also leads to greater opportunity cost for those who don't dig and "own" their marketing. Learn about the tools and processes needed to become a market leader.

5:30 – 6:30 pm: EXPO HALL BREAK (Level 3, Ironwood Ballroom)

 

SATURDAY, FEBRUARY 1, 2020

9 am – 5:30 pm | Breakout Tracks


Breakout Track: The Business of Med Spas

9 – 9:25 am | The 7 Steps to a Successful Patient Experience

SPEAKER: Terri Ross

Terri Ross Consulting

Building a multi-seven-figure medical spa requires seven critical, fundamental areas of the practice to be highly functioning and is directly related to the patient experience.

9:35 – 10 am | Building and Selling Effective VIP Programs for Your Business

SPEAKER: Brandon Robinson

Skin Body Soul

We all know you earn 80% of your revenue from 20% of your patients, so how do you retain those top 20% of patients? In this course, Brandon Robinson, founder of Skin Body Soul MedSpa—a membership-based medical spa—will share how to create effective programs and memberships for your medical spa. 

10:10 – 10:35 am | How to Stay Out of the Crosshairs with Online Reviews

SPEAKER: Jeff Segal, MD, JD

Medical Justice/eMerit

Posting and responding to online reviews is no easy feat, but health care organizations live and die by these reviews. Vendors who manage online reputations make a lot of promises—they explain all the nifty things they can do with technology to make your life easier. Such promises sound great on paper, but health care is a different beast. It is heavily regulated by many different entities. Get it wrong and you will incur large fines, reprimands, actions on a license and so on. If you know the right questions to ask and what to look for, however, you’ll be prepared to sidestep these issues. Attendees will learn about the alphabet soup of HIPAA, the FTC, licensing boards, the TCPA and more. You will also find out how to capture and post reviews, testimonials, pictures and videos.

You will learn:

  • How to safely capture and post online reviews with the proper technology and authorization;

  • How a spa ran a text message marketing campaign that triggered a statute you’ve likely never heard of—TCPA—and is fighting to avoid bankruptcy;

  • How to respond to negative online reviews without violating HIPAA; and

  • How to post before-and-after pictures with proper authorization.

10:45 – 11:10 am | Creating and Keeping a Powerful Team the Right Way

SPEAKER: Kathy Taranto

MINT Aesthetics, AesthetiCare Medspa

In this course, Kathy Taranto will share the secrets to building a powerful and passionate team. First things first, she will present a quick rundown of the AesthetiCare hiring process and how to find your next rock stars. Once you’ve found them, it is important to create an environment they love and one that encourages growth. Taranto will share AesthetiCare's compensation plan, benefit package, goals, contests and training methods—all the important factors that lead to building and retaining superstars. AesthetiCare has grown from two employees to 25 and has maintained double digit growth since 2001. Taranto believes her number one customer is her team. She believes her passionate team is the reason AesthetiCare did over $6 million in non-surgical aesthetics last year. Build the team, and the business happens.

1:15 – 1:40 pm | Making 30k a Day with Injectables

1:50 – 2:15 pm | Key Behaviors of Top Aesthetic Providers and Managers

SPEAKER: Louis Frisina

The best practice managers and providers display certain leadership, marketing, operational and financial behaviors that contribute to the overall practice success. This session will provide an overview of key characteristics, recruiting tips and protocols to optimize these manager and provider behaviors.

2:25 – 2:50 pm | Using Data to Build Promotions, Events and Discounts That Protect Your Profit Margin

SPEAKER: Tiphany Lopez

Aesthetic Record

The windfall of revenue following an event or promotion can create a false sense of success for a practice. Top-line revenue is important, but it’s not the KPI of financial health. In this session, learn to leverage your patient and operations data to create the right combinations of products and discounts. You can reactivate indifferent clients and protect your profit margin by creating the right offerings for your patients.

3:55 – 4:55 pm | PANEL: The Business, Legal and Financial Aspects of MSOs

5:05 – 5:30 pm | Reputation Management and Dealing with Difficult Patients

SPEAKER: Jeff Segal, MD, JD

Medical Justice/eMerit

It’s never been more important to control one’s online reputation. It’s never been easier for a disgruntled patient to neuter a practice by destroying it online. An ounce of prevention is worth a pound of cure. In a high-performing practice, most patients are satisfied—but not all. How do you identify a “problem patient” before you start to work on him or her? As hard as we try to screen patients well, no one’s processes are perfect. Mismanaged expectations can create post-procedure headaches. And even when you set expectations appropriately, barely noticeable signs of body dysmorphic disorder may blossom into full view on post-op visit number one. The old adage, “Once you’ve started working on the patient, you’ve bought them,” holds true; attendees will learn how to prevent buyer’s remorse.

We’ll discuss:

  • How to identify the problem patient—red flags;

  • How to prevent conflict before it starts;

  • How to manage conflict with a problem patient when it occurs; and

  • How to control the trajectory of your online reputation, even when unhappy patients make and act on threats.


Breakout Track: Clinical Practice and Technique: Injectables

9 – 10 am | PANEL: The All-Star Injector Panel: Tips and Tricks from Today's Top Injectors

10:10 – 10:35 am | Injectable Tips and Tricks with Demo

10:45 – 11:10 am | Pre-and-Post Skin Care That Supports Injectable Treatments

SPEAKER: Terri Wojak

Aesthetics Exposed

Injectables improve the appearance of aging skin by either filling in areas of volume loss or inhibiting muscle contraction. However, injectables don’t address discolorations, superficial texture and the overall health of the skin. Learn how skin care treatments and products can enhance and maintain the results of injectable treatments.

1:15 – 1:40 pm | Assessing and Treating Facial Asymmetry with Injectable Therapies

SPEAKER: Meredith Harris, NP

New Life Aesthetics P.A.

This class is appropriate for injectors of all levels of experience. Focus will be given to the intricacies of assessing and addressing facial asymmetries, no matter their cause, with the use of neuromodulators and soft tissue fillers.

1:50 – 2:50 pm | The Perfect Lips with Demo

3:55 – 4:55 pm | Jawline Sculpting Techniques with Video Demo

SPEAKER: P. Daniel Ward, MD

Ward MD Facial Plastic Surgery

This course describes the facial plastic surgeon’s approach to jawline sculpting with filler, with a video demonstration of the approach.

5:05 – 5:30 pm | Defining the Upper Third of the Face With Injectables


Breakout Track: Clinical Practice and Technique: Rejuvenating Technologies

9 – 9:25 am | Skin Tightening using Radiofrequency with Demo

9:35 – 10 am | Building and Operating a Successful IV Therapy Practice

10:10 – 10:35 am | Technology Advancements in Aesthetics

SPEAKER: Louis Frisina

There are several new options with laser, injectable and device technologies to gain a leading edge over the competition. And there are new therapies—including stem cells, PRP, PRF, exosomes and hair restoration—to consider for expansion. The presentation will cover these topics on state-of-the-art advancements in aesthetic technology.

10:45 – 11:10 am | Low Level Light Therapy: A Novel Approach to Post-surgical and Ablative LASER Pain and Wound-healing

SPEAKER: Samuel Shatkin Jr., MD, FACS

Low-level light therapy (LLLT) has demonstrated clinical efficacy in a number of therapeutic areas. Innovative uses have tapped into the power of LLLT, providing novel standalone and adjunct therapies in the cosmetic surgery or medical spa practice. Positive clinical outcomes have been seen in areas of pre- and post-operative management, wound care, acne care and skin conditioning. Recent use in the area of post-surgical healing has been shown to add to optimal cosmetic surgical results, as well as reduce pain and scarring. This presentation will serve as a guide for implementing light therapy effectively into a medical spa practice.

1:15 – 1:40 pm | The Latest on PRP and PRF Treatments

SPEAKER: Anil Rajani, MD

Platelet-rich plasma (PRP) has been used widely for aesthetic purposes and has gained popularity in the last several years; however, platelet-rich fibrin (PRF) is replacing it in popularity. Facial rejuvenation via injections, microneedle treatments and procedural healing are the most popular PRF applications. Rajani will present his experience using PRF in more than 3,000 cases using a microcannula technique. The science between the two aliquots will be compared, along with the growth factor composition. The differences between PRP and PRF will be reviewed, along with preparation methods and tube composition. Combinations with PLLA and hyaluronic acid fillers will be demonstrated via video, along with microcannula injection application. Safety and longevity will be reviewed with before and after pictures of results immediate and over time.

1:50 – 2:15 pm | PDO Threads: Techniques and Applications

SPEAKER: Richard Goldfarb, MD

In this presentation, attendees will learn all about PDO threads—what they are and how they work, the types of threads available, potential areas of treatment, and how to choose the proper threads or combination of treatments for optimal results. This session will include a video demonstration and a question-and-answer period.

2:25 – 2:50 pm | Emerging Microneedling Applications for the Medical Spa

SPEAKER: Justin Harper, MD

Juvly Aesthetics

For those just beginning to explore microneedling or those looking to hone their skills, this session will provide a broad overview of this treatment. Modern microneedling has been practiced for decades, yet has just recently come into favor in the medical aesthetic community.

3:55 – 4:20 pm | Laser Trends for Facial Rejuvenation

4:30 – 4:55 pm | Four Generations of Stem Cell Care

SPEAKER: Nikolay Turovets, PhD

DefenAge

Currently, different skin therapies are emerging to treat and reverse the signs of aging. One approach is the utilization of stem cells to activate cell populations in the skin. Initially starting with plant stem cells (generation one) and then moving to conditioned medium growth factors (generation two) and finally to defined growth factors (generation three), there is increasing specificity in the growth factors being applied. There are concerns about the efficacy and safety of these treatments, as the composition of growth factors is not fully defined. Defensin molecules that message to dormant, “fresh” skin's master stem cells are the keys to the fourth generation. When these cells are activated, they produce young, new skin. Our body uses these “preserved” cells during wound healing; therefore, skin in a closed wound is always younger than the skin around the wound. Benefits and potential side effects of all four generations of stem cell skin care will be described and analyzed during this presentation.

5:05 – 5:30 pm | How to Manage Treatment Complications in the Medical Spa


Breakout Track: Marketing & Social Media

9 – 9:25 am | The Anatomy of a Hyper-focused Brand—Creating and Cultivating in Aesthetics

SPEAKERS: Alexa Nicholls Costa, NP and Alexandra Rogers, NP

LexRx

Creating and cultivating a brand in aesthetics requires dedication to business and brand development.  This presentation will explore the pillars that support brand powerhouses in aesthetics through innovation, entrepreneurship, marketing and social media. 

9:35 – 10 am | How to Have a Six-figure Sales Event to Boost Net Profit

SPEAKER: Kelly Smith

Projected Growth Consulting

Learn the difference between an open house and a sales event. This consultative and educational approach enables practices to completely eliminate discounting and increase their net profits. This event system is easily implemented, without additional staff or large marketing budgets. Quarterly sales events can boost sales in key areas in order to create a thriving business.

10:10 – 10:35 am | Facebook and Instagram Advertising: How to Avoid Rejection and Improve Results

10:45 – 11:10 am | Community Over Competition: We're Stronger Together

1:15 – 1:40 pm | A Picture Speaks a Thousand Words: How Consistent, Standardized Photos Can Improve Your Practice

SPEAKER: Scott Alten

RxPhoto

Patient photos are essential components of medical aesthetics. Expectation management, social media engagement, illustrating clinic expertise during consultations and client retention are just a few ways that good patient photos can help a provider showcase results. When a patient looks at before-and-after photos, their eyes are drawn to inconsistencies. The goal of proper patient photography is for the patient’s eyes to focus on the results of the procedure—not the inconsistencies of the photography. The problem: How can a clinic create a repeatable patient experience where all staff members are capturing standardized and consistent patient photos without hurting patient flow? The solution: First, you need to create an environment and a structure for success, including lighting, backgrounds, patient positioning and more. This presentation will focus on capturing photos on mobile devices and briefly discuss DSLRs, because our research shows that a majority of providers in the non-invasive medical aesthetics field are capturing some or all of their patient photos with a mobile device.

1:50 – 2:15 pm | Marketing to Millennials: Strategies to Capture Today’s Fastest-growing Group of Consumers

SPEAKER: Audrey Neff

Crystal Clear Digital Marketing

With the millennial generation now being the largest and fastest-growing consumer group in the U.S., practices need to understand the financial potential in capturing and retaining this valuable demographic. According to Medical Insight, in 2017, the market penetration of millennial consumers was around 6%, but is expected to nearly triple in the next few years to 16%. This represents long-term future growth opportunities for today’s modern aesthetics practice. Additionally, with the negative stigma attached to aesthetic treatments being significantly reduced and with the rising trend of “preventative medicine” over “corrective medicine,” millennials will fuel the growth of this global industry. Attendees will discover how the modern millennial consumer behaves, what they value, how they choose an aesthetic provider, and the top digital strategies for attracting, converting and retaining more millennial patients—especially as the younger millennial cohort begins to enter their prime earning years.

2:25 – 2:50 pm | How I Made $1 Million in Revenue From Instagram

3:55 – 4:55 pm | PANEL: The Freshest Tips and Tricks for Social Media Today

5:05 – 5:30 pm | Legal Pitfalls Surrounding Social Media Influencers

SPEAKERS: Renee E. Coover, JD, and Courtney P. Cowan, JD

ByrdAdatto

In today’s business environment, social media is more important than ever. Utilizing social media influencers—people with a notable social media presence and large audience—is one common trend in the medical and aesthetic space. This presentation will explore the potential pitfalls and what you need to be conscious of from a legal perspective before deciding to work with an influencer.


Breakout Track: Sponsored Education 1

9 – 9:25 am | Lutronic

9:35 – 10 am | Patient Retention Is a Process, Not a Theory

SPEAKER: Jason Tuschman

Red Spot Interactive

Patient retention and referrals only flourish under a business-specific engagement and retention process, starting from the inception of a lead through to patient lifetime value. Learn how to create practice-specific patient life-cycles that maximize patient retention and referrals while reducing practice workload and stress.

10:10 – 10:35 am | Allergan

10:45 – 11:10 am | Lift, Definition, and Collagen Stimulation with Radiesse

SPEAKER: Kay Durairaj, MD

Merz

Discover the power of definition, not just volume. Learn how Radiesse provides natural-looking definition and lift, long-term collagen stimulation, proven long-term safety and more lift per syringe.

1:15 – 1:40 pm | Your New Hair Clinic—From Solutions to Surgery

SPEAKER: Cynthia Rager

Smart Solutions

This session will show attendees how to create a synergistic business within their practice using the SmartGraft FUE and Smart Solutions RX Program. It will cover:

  • Baseline evaluations using bloodwork and camera software;

  • Clinical topical and minimally invasive therapies with multiple modalities;

  • Wellness products for optimal hair health;

  • Patient engagement tools; and

  • An overview of surgical options.

1:50 – 2:15 pm | Deciphering Light Therapy for the Medical Spa

SPEAKER: Patrick L. Johnson

Celluma Light Therapy

Size does matter—from shape-taking, multifunctional light panels to portable full-body LED devices, the Celluma Series brings light therapy into the 21st century with versatility, effectiveness and affordability. With 11 models to choose from, the Celluma is a highly medically credentialed and award-winning LED device. Learn about the innovation that makes Celluma a sought-after LED device in medical aesthetics, including spa integration tips for enhanced outcomes and fast ROI. Come see for yourself what all the excitement is about.

2:25 – 2:50 pm | Introducing GlycoAla—A Revolutionary Light-activated Photodynamic Product

SPEAKER: Terri Wojak

Environ/DermaConcepts

GlycoAla is a cosmetic light-activated gel that is designed to help reduce and prevent the visible signs of aging. The photodynamic ingredient in GlycoAla is encapsulated in a state-of-the-art nanoparticle delivery system, known as a glycosphere, providing enhanced stability, delivery and speed of absorption. GlycoAla is an answer to reversing the visible signs of aging for all skin types without the downtime or discomfort often associated with more aggressive treatments. Learn about this treatment and the ROI it can bring to your practice.


Breakout Track: Sponsored Education 2

9 – 9:25 am | Nordlys Device—How Light Changes Everything

SPEAKER: Judith Borger, DO

Candela

Join a live demo and talk with Judith Borger, DO, who will demonstrate the Nordlys system, with Ellipse IPL, Frax 1550 and Nd:YAG 1064. She will share how it has impacted her patients and practice at Concierge Medical Arts in Fayetteville, North Carolina.

9:35 – 10 am | Aesthetics Biomedical

10:10 – 11:10 am | Earning New Revenue Through Unmet Aesthetic Conditions With Combination Therapies

SPEAKER: Wendy Roberts, MD

Aerolase/PCA Skin

This course is designed to improve physician education and eliminate knowledge gaps for dermatologic applications for acne, melasma and skin of color. It brings experts from across the United States to share a wealth of clinical and operational knowledge. It is a training forum to learn how energy-based devices and in-office skin care are enabling medical and aesthetic practices to be more clinically and financially successful with their skin-of-color community—especially on the most commonly seen skin conditions. This course will provide practical steps and knowledge to achieve success. Hands-on demonstrations will be performed and application-specific protocols will be taught throughout the course to maximize participation and learning.


SUNDAY, FEBRUARY 2, 2020

8 am – 12:10 pm | Medical Spa University


Breakout Track: The Med Spa Mini-MBA

8 – 9 am | Drafting a Medical Spa Business Plan

SPEAKER: Bryan Durocher

Durocher Enterprises

Operating any type of business is rewarding and comes with many risks. Within the medical spa industry, it is even more magnified due to equipment, product costs and tight margins. Learn space allocation, setting financial budgets for build-out and inventory, room setup and equipment options, and targeting service offerings to attract patents. Discover how to effectively break down your revenues vs. expenses, from advertising to payroll. Learn which types of marketing are effective and what results can be tracked, as well as which collaterals are effective when marketing expanded service offerings, launch date events and incentives.

9:10 – 9:35 am | Using Data and KPIs to Run a Successful Medical Spa

SPEAKER: Tiphany Lopez

Aesthetic Record

It’s true what they say—what gets measured gets done. But all too often, we focus on the end result and ignore key indicators along the way. Leading and lagging indicators play an important role in your operational success, but only if you know how to interpret them. In this session, learn to slice and dice your data and create the right combination of metrics so you can improve processes across your entire practice.

10 – 11 am | Understanding Basic Financial Reports All Successful Medical Spas Need

SPEAKER: Jessica Nunn

Skytale Group

Financial statements are critical components to understanding your business. Learn the basics about your financial statements, what they are trying to tell you about where you are today and how you can improve. Monitoring your financials does not have to be a painful, time-consuming process. We’ll discuss why understanding your financial statements is critical to improving your cash flow, and how you can, once and for all, stop shoving your financial reports into a drawer to “review later.” During this session, we’ll discuss:

  • Best practices for financial reports so you can instantly see what’s working and what isn’t in your practice;

  • Why it’s not your expenses that are the problem; and

  • What’s a balance sheet anyway, and why should you care?

11:10 – 11:35 am | Creating Your Annual Marketing Plan in One Hour

SPEAKER: Kelly Smith

Projected Growth Consulting

Having a solid annual marketing plan in place will increase revenue, reduce impulsive marketing spending, direct patients to new services, maintain your bottom line, even out cash flow and create high surges of revenue through quarterly sales events. Learn how to narrow your marketing focus, strengthen the cohesion of your overall message, reach new clients, and increase your conversion and closing ratios.

11:45 am – 12:10 pm | Leadership and Its Role in Medical Spa Success


Breakout Track: Growth, Success and Exit Strategies

8 – 9 am | PANEL: How I Built It: Aesthetic Entrepreneurs Talk About What It Took to Get Where They are Now

9:10 – 9:35 am | Expanding Your Medical Spa While Keeping Your Brand Intact

SPEAKER: Ann Frossard

SkinSpirit

In this session, attendees will learn how to build their medical spa’s brand, including:

  • Understanding the power of your unique proposition in the market;

  • Key medical and operational considerations in expanding your practice; and

  • Tools to retain your brand and culture as you grow.

10 – 10:25 am | Hope is Not a Strategy: Keys to a Thriving Aesthetic Practice

SPEAKER: April Linden

Crystal Clear Digital Marketing

Building a thriving aesthetic practice starts with two things – setting short- and long-term business goals. Then, with your goals in mind, you need to define and execute a strategy that integrates not just your people, but also your processes and tools. Your product isn’t just surgery or injectables—it’s the patients’ entire experience as soon as they take their first step inside your practice doors. Similar to an episode of CNBC’s business-transformation show The Profit, this course will cover people, product and process. Learn high-impact strategies for training and empowering your staff in order to build relationships, create an integrated sales process and incorporate tools and technology that will add immense value to the patients’ experience (the product).

10:35 – 11 am | What to Consider and Expect When Selling Your Medical Spa

SPEAKER: Francis X. Acunzo

medspa180

Join Francis Acunzo, who has sold and acquired more than 65 medical spas during his career, for this presentation. He will discuss the most important point to consider when selling your medical spa and what should be a set of realistic expectations for the transaction.

11:10 am – 12:10 pm | PANEL: A Peek Behind the Curtain of Medical Spa Investing


Breakout Track: Front Office/Team Training

8 – 9:35 am | Sales Training for Your Medical Spa: Tips and Tricks on Powerful Consultations, Conversion Techniques and More That Will Result in More Business

SPEAKER: Terri Ross

Terri Ross Consulting

Consultations are opportunities to educate, credential and sell the value of your practice and services. Why you?  So often, this is overlooked due to lack of training. This presentation will discuss the following aspects that need to incorporated into the consultation process:

  • Communication styles and personality types;

  • The value of charging and why;

  • The engaged approach; and

  • The value of developing long-term treatment plans that yield better outcomes, happy patients and long-term retention.

10 – 10:25 am | Your Role in Skyrocketing Retail Revenue

SPEAKER: Bryan Durocher

Durocher Enterprises

Retail profits can easily exceed service profits by five times. It is possible for a medical spa to sell dollar for dollar retail to service. In this presentation, attendees will learn:

  • What business skills are a must to be a retail pro;

  • How not to divide your attention and lose sales;

  • What it takes to create the right retail environment;

  • Strong product dialogue that close sales; and

  • Which retail goals or incentives produce results for staff.

10:35 – 11 am | Become a Front Office Rockstar!

SPEAKER: Terri Ross

Terri Ross Consulting

Do you realize how many calls are lost daily due to a lack of phone skills and the ability to connect, credential and deliver your value proposition? Converting callers into paying appointments is a skill. This presentation will teach you how to credential the practice and provider, how to engage a client through the use of questioning skills, how to qualify patients vs. price shoppers, and how to deliver five-star customer experience so prospective patients choose you.

11:10 – 11:35 am | Patients With Personality: Establishing Successful Relationships With All Types of Med Spa Characters

SPEAKER: Terri Wojak

Aesthetics Exposed

Building relationships with patients is vital to running a successful practice. Although most patients are a pleasure to work with, there are some characteristics that may be difficult to relate to. Learn some common personality traits and how to handle them effectively to increase patient retention and, ultimately, build your business.

11:45 am – 12:10 pm | Patient Retention Techniques: The Power of Repeat Patients for Your Business's Growth

SPEAKER: Francis X. Acunzo

medspa180

Understanding the importance of exponential growth through the power of repeat business can, over time, reduce your marketing spend. Attendees will learn the day-to-day tactics that lead to increased visits and increased sales.


Breakout Track: Social Media 101

8 – 8:25 am | How to Leverage Authenticity to Keep your Brand Relevant on Social Media

8:35 – 9 am | Social Strategy: What Posts Perform Best

9:10 – 9:35 am | Help! I’m an Instagram Newbie

SPEAKER: Jenny Robinson

Skin Body Soul

Instagram is an incredibly powerful tool for your medical spa—and it’s free! This course will cover the most important and necessary basics to get your Instagram account started. We’ll cover newbie needs such as how to use hashtags and why likes and followers are important, and cover information on high-level Instagram strategy and time-saving tricks. Join in for this quick crash course of Instagram basics and start using the most effective social media platform for your business.

10 – 11 am | PANEL: Social Media 101

11:10 – 11:35 am | The Process Behind a Compelling Social Media Account

SPEAKER: Danielle Smith, NP-C

smith & popov

Learn how to build an efficient and successful social medial platform. Whether you are starting from scratch or looking to maximize your current platform, you will take home valuable and actionable information from this presentation. You will learn how to build a brand identity that integrates into every facet of your social media platform, enhancing your cross-marketing potential and increasing successful conversions. You also will learn how to optimize keywords throughout your social media platform to boost your search engine visibility and enhance your overall digital presence. In addition, you will discover how to leverage micro-influencers and develop your personalized geo-plotting campaign. Attendees will be provided with tools and resources to help develop compelling content with tips and tricks to expand your social media reach. You will also be taught how to leverage your current databases to build organic growth across your entire social media platform. This is an all-encompassing social media presentation that will help you make the most out of your platform. 

11:45 am – 12:10 pm | How Do you Become a Social Media Influencer in Your Community?


All exhibitors, sessions, speakers and times are subject to change without notice.