Offering electrotherapy can result in a high return on investment, along with an improved healing rate for patients

These days, it is becoming more common for chiropractors to use electrotherapy for pain management, as well as for its benefits in other areas.

Some of the benefits of the different electrical modalities include the reduction of edema or fluid buildup, the reduction of pain, the contraction and relaxation of muscles, the increase of blood flow and nutrition to tissues and muscles, the increase in range of motion, a decrease in muscle spasms, a decrease of trigger points, and the increase in muscle tone and strength.

For the chiropractor, electrotherapy equipment can bring a high return on investment (ROI).

To find out more about the latest in electrotherapy in the chiropractic market, Chiropractic Products spoke to two experts on the subject. Mark Reiter is president, LSI International Inc, Lenexa, Kan. Rob Ellingson is regional sales manager, Dynatronics Corp, Salt Lake City.

What is the expected return on investment for electrotherapy equipment?

Reiter: That’s pretty simple, really. Financially, the return is around $15–$20 per patient treatment, multiplied by the number of patients per day, per month, per year. So $45,000 to $60,000 per year, for a device that probably costs less than $1,500, has a pretty good ROI! Of course, the nontangible returns in the healing rate of your patients and patient referrals are just as powerful, if a bit less measurable.

Ellingson: Electrotherapy reimbursement varies depending on the carrier and the area of the country. These two factors, along with patient load and the number of treatments per week, must be considered when calculating ROI.

What type of training do you provide your customers so they are better able to respond to their patients’ questions/fears? Does the training take place at the chiropractor’s office or off-site?

Reiter: LSI has always provided excellent training materials “in the box.” We have videotapes and illustrated guides that allow the user to begin treating patients right away. We also have our equipment located in most of the chiropractic colleges, and we make a concentrated effort to visit on a regular basis and show the interns how to use them. Most importantly, our devices are manufactured so they can be easily understood and operated by anyone without much formal training.

Ellingson: Training generally takes place by one of Dynatronics’ network of highly trained sales representatives at the chiropractor’s office. This ensures both the doctor and staff are properly trained. Ongoing training is also offered when a staffing change occurs.

How much has the cold laser therapy market in chiropractic grown, and why should chiropractors consider using this type of modality?

Reiter: Cold laser is the “hottest” (pun intended) product in therapy in the last 15 years. It’s having the same impact that interferential current had in the early 1990s. The biggest reason for the success is that it works, and the anecdotal evidence and word of mouth have been huge. I think the biggest consideration for its use is that it is so effective, safe, and easy to use.

Ellingson: With infrared therapy being cleared by the FDA and the price of light therapy decreasing, many more chiropractors are using this modality in their practice. While it is not intended to replace traditional electrotherapy and ultrasound units, it is simply another instrument that is effective and simple to use. I believe chiropractors should look into the use of this modality and examine it closely. With an estimated 3,500 studies covering a broad range of pain and soft-tissue conditions available, Light therapy has proven to be an effective treatment for a number of different conditions.

Which conditions respond best to electrotherapy?

Reiter: Pain and muscle spasm respond the best. Acute pain and edema can often be resolved very quickly.

Ellingson: The therapeutic effects of electrical energy have occupied an important position in physical medicine for many years. Electrotherapy has been found to be effective in treating conditions such as relaxation of muscle spasms, increasing local blood circulation, muscle re-education, increasing range of motion, prevention or retardation of disuse atrophy, symptomatic relief of chronic intractable pain, and/or management of posttraumatic or postsurgical pain.

What type of warranty and customer support is offered?

Reiter: LSI has long offered the strongest warranty of any manufacturer in the electrotherapy market. Our interferentials are warranteed for 6 years, which covers parts, labor, shipping, and a loaner unit to use. LSI staff are always available for technical assistance or treatment questions answered at no charge.

Ellingson: Dynatronics offers a two-year warranty on its electrotherapy, light therapy, and ultrasound products. Customer support is provided locally by a nationwide team of highly trained sales representatives and service personnel. This local support is augmented by Dynatronics’ customer service department, which is available to answer questions and provide technical assistance. CP