According to Chiropractic Economics 9th Annual Salary and Expense Survey, more than 88 percent of chiropractors offer some kind of retail products to their patients. The most popular products are pillows and supplements, followed by hot/cold treatments and orthotics. Most chiropractors feel that selling products helps boost their revenue with a minimal outlay of space and time. Many build the sales process into their discussions with patients, and patients like the convenience of being able to buy the products recommended by their doctor.

Here are some issues to consider when deciding whether to offer products:

1. Sales tax issues. You will need to collect and pay sales tax on these products to your state. Failure to pay these taxes in a timely manner can result in fines and penalties. If you’re not sure how to deal with this issue, hire a good CPA to help keep you on track.

2. Regulatory issues. Dietary supplements, for example, are not currently regulated by the FDA, but they may be in the future. Check this recent Chiropractic Economics article for more information: "An eye on dietary supplement issues," by Andrew Halpner, Phd, and John Hathcock, PhD.

3. Scope of practice issues. Check with your state to be sure that you are allowed to sell nutritional supplements and other products. Some states do not allow chiropractors to sell certain products.

The range of nutritional products available for sale is staggering. Do you want to sell supplements, herbals, naturopathic products, homeopathic products, vitamins, anti-aging products, or sports nutrition products? Check the Chiropractic Economics Buyers Guide and use the Resource Guides to begin your analysis of features of various types of products.

In deciding what products to sell, consider how well they fit into your practice type. Look around your city or town to see whether there are health food stores. Wander around to see what type of people are buying their products. You’ll get an idea of what the competition is doing and you will have some good data on who is buying these products. Go to the vendor fair at your school’s homecoming or at one of the large chiropractic seminars, like Parker or Florida Chiropractic Association annual meeting. Visit the Web sites of the companies you’re interested in, and call them to talk to sales people. Have them send you products--better yet, visit their facilities. Ask for samples so you and your family can try the products.

When talking with potential vendors, ask to about their research, testing, and quality control. Be sure you are dealing with a reputable company that offers quality products. Look at their contract and see what your percentage is and what quantities you must buy.

Finally, before you begin selling products, be sure you know what you are selling. Inform yourself before you inform your patients.

Related Articles

Nutrition: Food for your patients, food for your practice
Since virtually all Americans eat processed food, almost everyone can benefit from a nutritional supplement program. Here’s how you can open the door to healthier patients, better retention, and a bigger bottom line in your chiropractic practice. By Linda Segall
http://www.chiroeco.com/article/2003/issue3/Nutrition.php

Healthy help through enzymes
Healthcare practitioners in many different disciplines are beginning to recommend enzyme supplements and are noticing improvements in the health of their patients and, subsequently, the profitability of their practices. By Donna Werner, DC
http://www.chiroeco.com/article/2005/issue4/HealthyEnzymes.php

An eye on dietary supplement issues
While it is now apparent that implementation of Codex guidelines in the United States is a premature concern, it is critical to recognize that serious threats to the dietary supplement industry from potential U.S. legislation need to be watched closely. By Andrew Halpner, Phd, and John Hathcock, PhD
http://www.chiroeco.com/article/2006/Issue4/Per.php

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