What ancillary products can chiropractors offer that is a profitable practice-builder, yet necessary to their patients’ health? Chiropractic Products asked Mark Mandell, DC, MBA, third generation chiropractor, and Stuart Carlitz, owner of Eclipse International, co- founders of Chiropractic Mattress Education (CME), North Brunswick, NJ, about the benefits of mattress-fitting services in chiropractic practices.

Why are ancillary services important to chiropractic practices, especially for patients?
Chiropractors of the future will have a greater role as a health care advisor. By offering a selection of premium quality products and knowing their patients’ health background, DCs can help patients select the right product for their specific needs. They can also instruct the patient in proper use and care for the product, for which retailers are not trained.

How can mattresses create a niche for DC practices?
Every year, 15% of the population is in the market for a new mattress. Since mattresses are health care products, people should not share their medical histories with furniture store salespeople and then buy a mattress based on a 30-second demonstration. It makes sense that chiropractors fit patients to the right mattress by addressing the support and comfort needs of their neuromusculoskeletal problems. Chiropractors trained in mattress-fitting procedures can advertise this service.

What are the responses from both DCs and patients in providing and having mattresses, respectively?
Because of the confusion and anxiety in selecting the right mattress, one third of mattress consumers postpone their purchase by 1 year or more. Patients are relieved by having the mattress-fitting and feel more confident that they are making the right selection. Additionally, they are getting the spinal support and optimal comfort of a premium mattress. Chiropractors like the mattress-fitting program because it is a great practice-builder. It is a natural way to attract spouses because it is necessary to examine both sleeping partners. Also, by elevating the level of care with a highly profitable item like mattresses, chiropractors can earn more each month.

Explain the logistics of providing mattresses in a practice.
First, the DC reviews the patient and spouse’s sleep health and medical history and performs a postural exam. Then the DC selects the optimal bedding system to meet their needs, reviews the parameters of his findings, and shows them the mini-mattress unit. After payment, the DC orders the bed, and the home delivery service will contact patients in approximately 2 weeks. Alternatively, if the DC does not want to sell the bed directly, he can have patients order beds through Chiro-Matic. When the bed is shipped for delivery, CME notifys the DC via fax. The DC schedules a consultation on how to improve sleep environment and pre-sleep rituals. Two weeks later, the DC can schedule the couple for a follow-up evaluation and consult.

Tell us about your commitment to chiropractic.
Chiropractic Mattress Education and Eclipse International are committed to supporting the chiropractic profession. In addition to making significant financial contributions to the profession, by training chiropractors about sleep support systems, we help them to expand their level of care and earn thousands more. Best of all, we are launching a consumer marketing program to educate consumers about buying the right mattress. Some bedding industry experts predict that in the future, a large percentage of the 38 million annual mattress purchases will be through chiropractors. We want to be the company referring these people directly to the chiropractors trained to properly assess them.