2010 integrating massage book

Integrating Health and Wellness
Integrating Massage
For Patient Benefits and Increased Profits
Into Your Practice
2010 Intergrating Massage to Chiro Booklet:Layout 1 10/21/10 12:13 PM Page 2

Large numbers of professionals are realizing the results
of combining these complimentary methods. According
to a recent survey conducted by The Doyle Group, pub-
lishers of Chiropractic Economics and Massage Magazine,
50.8% of chiropractors already offer massage to their
patients and many more are adding massage every day.
Practices that offer massage can accommodate more
appointments each day and even generate profit when
you are out of the office! Pivotal Health Solutions has
been providing products and services to the massage and
chiropractic professions for over two decades. We can
supply all of the products and information needed to suc-
cessfully integrate Massage Therapy into your practice.
To request our free specialty chiropractic or massage
catalogs contact us today at 800-627-2387 or visit our
website at www.pivotalhealthsolutions.com.
Combining chiropractic and massage forms an effective
and profitable alliance. Where chiropractic addresses
pain and dysfunction through spinal adjustments,
Massage Therapy applies pressure to muscles and other
soft tissue to achieve therapeutic and relaxation results.
Adding massage to your practice can be richly
rewarding for you and your patients.Introduction . . . . . . . . . . . . . . . . . . . .1
Adding Massge to Your Practice . . .2
Out of Pocket . . . . . . . . . . . . . . . . . . .2
Massage Industry 101 . . . . . . . . . . . .2
Massage Modalities . . . . . . . . . . . . . .3
Selecting a Therapist that
Fits your Style . . . . . . . . . . . . . . . . . . .4
Hiring . . . . . . . . . . . . . . . . . . . . . . . . . .4
Working Relationships . . . . . . . . . . . .5
Choosing the right Equipment
and Accessories . . . . . . . . . . . . . . . . .6-10
Equipping Your Massage Room . . . .11
Logistics . . . . . . . . . . . . . . . . . . . . . . . .12
Marketing . . . . . . . . . . . . . . . . . . . . . . .13
Reference Materials . . . . . . . . . . . . .14
Further Suggested Reading . . . . . . .14
Copyright© 2010 Pivotal Health Solutions,
Inc. All rights reserved. No part of this
publication may be reproduced, stored in
a retrieval system or transmitted in any
form or by any means, electronic, mechan-
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or otherwise without the prior written
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Together, these two approaches form the basis of a comprehensive care system
designed for the well being of your patients. The result is adjustments that are
more effective - and that hold. In addition, massage adds another profit center to
your business, which may continue producing even when you are not present.
Let us help you plan, equip and realize the addition of Massage Therapy to your
patient offerings. It is important that the quality of your massage equipment match
the professional image you currently provide.
Massage Therapists must rely on equipment to withstand the rigors of professional
use. A broken or noisy table can cost your practice more than a thousand dollars
per week in lost revenue. In our catalog, you will find only the highest quality
Stationary, Portable and Electric Lift Massage Tables as well as Massage Chairs and
a full line of accessories.
Integrating Massage
Table of Contents
01 — www.PivotalHealthSolutions.com
Introduction
Into Your Practice Adding Massage
Therapy can:
􀀹 Boost Profits
􀀹 Expand your practice
􀀹 Increase your leisure time
􀀹 Enhance your adjustments
􀀹 Improve patient satisfaction

Whether or not you accept insurance, keep your therapist fully booked by helping them
develop a loyal group of repeat clients and maintain a strong referral program.
Innovative, treatment-enhancing features like breast recesses, pivot posi-tilt face rest
and outstanding prenatal table accommodate a larger number of patients’ needs and
give your therapists an advantage in attracting and retaining clients. Not only will
patients enjoy a more relaxing experience, your therapists will be able to further their
treatments providing greater benefit.
Massage Licensing & Certification
Thirty-six states and the District of Columbia require Massage Therapists to be licensed,
certified or registered. Legislation is pending in many of the remaining states. Require-
ments for licensure vary. Please consult the licensing agency for the regulations in your
state. There may also be city or county laws in which a therapist must be certified.
Depending on the state, a Massage Therapist (MT) can be designated as any of the fol-
lowing: Licensed Massage Therapist (LMT), Registered Massage Therapist (RMT), Certified
Massage Therapist (CMT), Massage Practitioner (MP) and Massage Apprentice (MA). Mas-
sage Therapists typically attend accredited programs of 500 to 1,000 hours, although
this can vary state to state.
A good resource for finding more information on requirements for your state is to visit
www.abmp.com. Go to the section under Careers titled “State Boards and Require-
ments”. You may also contact the ABMP at:
Associated Bodywork & Massage Professionals,
1271 Sugarbush Drive, Evergreen, Colorado 80439-9766.
Toll Free: 800-458-2267 Fax: 800-667-8260 E-mail: expectmore@abmp.com.
The American Massage Therapy Association (AMTA) has similar information.
To contact the AMTA, visit http://www.amtamassage.org or reach them at:
AMTA - 500 Davis Street, Suite 900, Evanston, IL, 60201-4695.
Toll-Free: 877-905-2700 Phone: 847-864-0123 Fax: 847-864-1178
Adding Massage to your practice
tInsurance Billing
Insurance carriers have a variety of rules when it comes to billing massage therapy. The best
way to become familiar with them is to contact the insurance companies you work with
already and find out what each requires. It is also important to familiarize yourself with the
accepted massage coding practices of Medicare and Medicaid Services (CMS) www.cms.gov
as well as the American Medical Association, www.ama-assn.org. Using the coding policy
required by carriers and agencies as well as reporting time properly will greatly increase
your ability to be compensated properly for massage.
Massage is billed in 15-30 minute increments after being prescribed by a chiropractor or
other healthcare provider for the treatment of a diagnosed medical condition. CPT Codes to
familiarize yourself and staff with are: 97124 (massage) for basic Swedish massage, and 97140
(Manual Therapy Techniques), which includes Myofascial Release, Manual Traction and
Lymphatic Drainage. There are currently no codes to represent specific modalities.
There are other codes often used within the therapists’ scope of practice, such as whirlpool,
infrared heat, and electrical stimulation and paraffin baths. Be sure your therapist knows
and stays within your state’s scope.
Billing for the same procedure or modality that is on your prescription and documenting it
in exactly the same way are the keys to full payment without delay or denials. Not all cases
are reimbursable to a massage therapist, including some worker’s compensation and
disability. Knowing which are will increase your billing success rate.
You may be surprised at the number of patients willing to pay for a professional massage out
of pocket. According to research done by the American Massage Therapy Association, 47 mil-
lion adults received a massage in 2005, over 2 million more than the year before. Massage
Therapy is projected to be a $6 to $11 billion dollar industry. The vast majority of these
massages were purchased out of pocket.
(800) 627-2387 — 02
Adding Massage To Your Practice
Out of Pocket
Massage Industry 101
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Modalities
Deep-Tissue Massage
Deep-tissue massage accesses deeper muscles to facilitate the release of stored tension or
trauma. Specific muscles are isolated. The Massage Therapist will often do cross-fiber
(stroking across the muscle fiber) work.
Shiatsu and Acupressure
Working with the body’s energetic meridians, shiatsu utilizes a combination of many
different physical techniques, such as pressing, sweeping, shaking, rotating, grasping,
lifting, brushing, and sometimes, walking on the person’s back and legs.
Swedish Massage
Swedish massage uses a system of long strokes, kneading and friction on the muscles.
Primarily for a full-body session, it generally relaxes and promotes circulation. It also
reduces muscle tension.
Neuromuscular and Trigger Point Therapy
A trigger point can be caused from injury, poor posture, repetitive motion, or emotional
stress. This is typically not a full body massage. The intention is to interrupt the pain cycle.
The client often learns how one part of the body may be affecting another part even
though it may seem unrelated.
Reiki
Reiki is an energetic healing practice that draws upon energy and utilizes very little touch.
Reiki can be a powerful tool in stress management and relaxation. Reiki often increases
self-understanding and personal growth.
CranioSacral Therapy
CranioSacral Therapy restores harmony by balancing the craniosacral system, which is
composed of the membranes that enclose and protect the brain and spinal cord and the
fluid that circulates within these membranes. This type of bodywork is particularly helpful
for persons with chronic pain, immune system dysfunction, and symptoms relating to the
head, such as TMJ and migraines.
Myofascial Release
Myofascial Release is a technique that reduces tension of the fascia- the connective tissue
of the body. Loosened fascia allows the therapist to better reach underlying muscles. This
results in movement that is more comfortable and a better range of motion. Myofascial
Release is most often combined with other types of massage rather than a stand-alone
technique.
Thai Massage
Thai massage practitioners use their whole body to treat the client’s whole body. They
incorporate passive stretching, rocking, and pressure point work along energy lines. Thai
massage is performed on a special soft floor mat. Thai massage increases flexibility,
eliminates toxins and reduces stress.
Lymphatic Massage
Lymphatic massage flushes out the lymphatic system. It increases functioning of the
immune system and the circulation of lymph fluids. This is helpful for clients with CFS,
fibromyalgia, swelling and fatigue.
There are hundreds of massage
techniques and specializations.
Many modalities complement your existing practice beautifully, and
others may not fit in so well. Finding the best techniques for you and your
patients can be confusing if you are not already familiar with the jargon.
Modalities
Hot Stone Massage is often used with Deep Tissue
or Swedish Massage Modalities

The perception of massage
and Massage Therapists has
been marred in the past by
being associated with less
desirable professions. Today’s
therapists are trained profes-
sionals with an excellent
grasp of anatomy, physiology,
business and often a strong
entrepreneurial spirit. Help
support their profession by
using appropriate vernacular
(not referring to massage
tables as beds, for example)
and encouraging your staff
and patients to become
educated about the profes-
sion. As in all hiring decisions,
base your selection on the
skills of the therapist, not on
other factors.
INSIDER TIP
Selecting A therapist
large database of schools and contacts and our Cus-
tomer Service staff would be happy to refer schools in
your area.
Get Referrals From Your Clients
If it is an established therapist whom you seek, the best
place to start is with your staff and patients. Whom do
they know? Whom do they see? Good employees and
people know other good employees and people. If they
are the type of person you would hire yourself, chances
Be careful whom you ask. are they know someone you
would hire. While you can increase your chances of
getting a referral by offering a free dinner, free adjust-
ment or some type of reward, you may also find that
people just like referring someone they know and like.
Place An Ad
As a last resort, place an ad in the local newspaper. In
doing this, keep in mind that the number of candidates,
both qualified and not, can be daunting. To avoid an
office full of applicants rather than patients, place the
ad without your practice name and address. “Chiro-
practic Office” is always a good descriptor. Have
applicants send inquiries to a P.O. box or special E-mail
address. In this way, you can prescreen applicants and
invite them to come in at a time convenient for you.
Once you get a list of names, conduct interviews with
them to determine the fit. It would even be a good idea
to schedule a massage with them to see first hand the
quality of their treatments. Once you find the therapist
that you feel will fit within your organization, begin
negotiating as to the type of arrangement that works
best for both of you.
(800) 627-2387 — 04
There are a few simple questions to ask yourself
when bringing a Massage Therapist into your
practice.
Selecting a Therapist
that Fits your Style
􀀹 What do you want to accomplish by collaborating with a therapist?
􀀹 What personality will fit in with your existing staff?
􀀹 What type of massage fits best with your style of treatment?
􀀹 What type of arrangement are you seeking?
Whether your goal is to find a therapist that complements your current therapeutic
regimen by supporting your adjustments with soft tissue work and relaxation, or to
enhance your practice through spa-like relaxation massage, adding the right therapist
can provide a way for you to broaden the offerings to your patients and increase your
treatment’s affiancy. Offering massage services create a flow-through of patients that
may not have normally come to you for care and vice–versa. By working together, your
businesses can grow exponentially. This is why a good working relationship is critical.
Hiring
One of the best ways to secure a therapist is through a professional massage school.
Learning which schools in your area graduate therapists that fit your vision is the first
step. Some schools have different focuses than others. It is good to talk to some of them
about the modalities and coursework they offer. Are you looking for an entry-level ther-
apist versed in the basics of relaxation massage, or are you looking for a former nurse
practitioner in their second career? The school placement office guides graduates and
students toward employers in the area. This person can help you review resumes and
tell you a little about the personality of their graduates.
Contact A Local Massage School
A good resource for finding schools in your area is the American Massage Therapy Asso-
ciation (AMTA) or www.naturalhealers.com. Many states have agencies that oversee
massage and can be a wealth of information. The agency to contact can vary from state
to state, but feel free to call Pivotal Health Solutions at 800-627-2387. We maintain a

Employee
This can be a very appealing arrangement for both parties.
Regular hours and an established location are often a plus for
the therapist, not to mention a steady paycheck and benefits.
The chiropractor benefits from the impression of becoming a
one-stop shop for their patients’ needs. Keeping your patients
in-house with a Massage Therapist that supports your work and
has a stake in your business will keep patient retention high.
This also allows you to monitor the quality of the massage ex-
perience and ensure that it fits your care and treatment plans.
Massage professionals are often highly compensated when they
are independent contractors, but with this arrangement, they
will not have the overhead costs of running their own business
and will be more amenable to receiving less per treatment. Also,
should you ever decide to sell your practice, the value of the business is increased because
of the Massage Therapy component.
Referral
In this case, the chiropractor and therapist enter into an agreement by which they refer
clients to each other. They typically agree upon specialized rates for these referrals. This
means that the therapist will often be responsible for billing the massage. The independ-
ent nature of this situation has pros and cons. A lack of commitment and a diffused focus
on each other’s business goals can create a lack of energy in this type of arrangement.
While this is often the simplest and least expensive way to get started, it does not gener-
ate nearly as much revenue.
Independent Contractor
The Massage Therapist will rent space within your office and receive a percentage of the
fee for each massage as compensation. The Massage Therapist ordinarily gets a higher
percentage of the fee as compensation. How the fee is divided, whether 60/40 or even
80/20, should be clearly negotiated in advance. The amount the therapist pays per month
can vary based on what you provide in return, such as billing services, utilities and adminis-
trative support.
This arrangement provides very little control for the doctor. She or he has less say on when
the Massage Therapist will be available, how they will treat patients or even the types of
treatments offered.
In some states, it is difficult to maintain the independent contractor status. There are certain
parameters that you and your therapist will want to know in order to comply with state
employment taxes. Check with your employment attorney or accountant for more details
on this.
There is often lag time between insurance billing and payment. Your Massage Therapists may
not have the cash flow to sustain themselves until they receive payment and may become
discouraged. In addition – if there is a turnover of therapists, you may find yourself having
to find new therapists to refer or rent your space. It is also inconvenient to track down
previous therapists to forward payments owed to them.
Working Relationships
There are many business arrangements that have proven successful between
chiropractors and massage therapists
Working Relationships
It is always wise to seek advice from your tax
advisor or legal counselor before entering into
specific business agreements.
INSIDER TIP

Purchasing Equipment & Accessories
(800) 627-2387 — 06
Things to keep in Mind when purchasing
Safety - Look for a table that will with stand the average weight of your patients. More
economical models often are appropriate for clients up to 450 pounds, some American
Manufactured tables, like our OMNI deep tissue table, are rated to a working weight of
800 pounds.
Hardwood blocks in all 8 corners - Like the muscles in our body, greater surface
area of attachment means greater strength and stability. We accomplish this in our frames
by gluing and stapling hardwood blocks into all eight corners.
Full-length hinge - Either a full-length hinge or two smaller hinges connect the two
halves of the massage tables. The full length hinge minimizes torque between halves.
Dual knobs - A single knob on the leg extension is a potential pivot point. Two knobs more
fully integrate the leg extension to the leg itself. The dual knob system provides greater
lateral stability.
Comfort - Not all 3" foam systems are the same. The quality of the foam is reflected in
density (its capacity to support and hold up well over time). Avoid cheaper, light density
foam systems (they may feel softer at first, but break down quickly).
Special Options - accommodating the positioning needs of your patients is very
important. Tables with Breast Recesses are a revolutionary advancement in comfort and
highly recommended. Offering Prenatal Tables for your pregnant patients communicates that
you are attuned to their situation and represent this special service enthusiastically! Adding
the spa-like element of visco-elastic foam, like our exclusive four layer Touch Response
Foam, will cradle your patients in comfort. The Pivot Posi-tilt Face Rest allows your therapist
to give a passive stretch and gain increased access to muscles in the cervical area.
3” FOAM Hardwood Blocks Full-Length Hinge Dual Knobs
The right tools available to your
therapist can be the difference
between a thriving massage compo-
nent in your practice and a less
successful endeavor. It may be
tempting to pick up one of the
tables intended for home use at the
discount stores; however, no table is
inexpensive enough to justify a poor
investment in massage equipment.
There are always trade offs. It can
cost a therapist, and consequently
you, hundreds if not thousands of
dollars if even a single client is
dissatisfied with a massage. Loss of
this kind is often the result of a table’s
lack of comfort and quality rather than the abilities of the therapist. During a massage,
it is paramount to the relaxation response that the client feels safe, secure and
relaxed. The better the experience, the more frequently they will visit and refer new
patients and clients to your practice. A solidly built table will ease the therapist’s
work, resulting in less wasted energy, and helping the therapist deliver the massage
intend and you prescribed.
Choosing the right Equipment
Custom Craftworks
American Made Athena
table shown with
Prenatal package.

Ta bl e s
Portable Tables are versatile, in that they can be moved easily and used for appointments
outside of the office. They are also relatively inexpensive. If Massage Therapy is going to
be a component of your practice long term, you may wish to consider a Stationary or Electric
Lift Table. There are many choices for Portable Tables on the market. Some are for occa-
sional home use, and some are for professional use. You will need a professional use table
backed by a solid warranty. There are many options you can add to a massage table, but
look for a solid table that will withstand daily professional use. You may also want to discuss
custom size or options with a PHS representative.
Tables
Portable Tables
Portable Tables are versatile, in that they can be moved
easily and used for appointments outside the office.
They are also relatively inexpensive. If Massage Therapy
is going to be a component of your practice long term,
you may wish to consider a Stationary or Electric Lift
Table.
There are many choices for Portable Tables on the
market. Some are for occasional home use, and some
are for professional use. You will need a professional use
table that is backed by a solid warranty. There are many
options you can add to a massage table, but look for a
solid table that will withstand daily professional use. You
may also want to discuss custom size or Structural
Integration options with a Pivotal Health Solutions
representative.
Stationary Tables
Stationary Tables have a finished, professional look, and
often include cabinetry for storage. They are made to
be a permanent fixture in your office. Due to size and
weight, these are more expensive to ship. Expect
excellent, professional craftsmanship in the entire table.
Electric Lift Tables
Keep in mind that different therapists work at different
table heights for optimum leverage and ergonomics.
Therapists may need to change table heights to accom-
modate different clients and body types. An electric lift
table can reduce the amount of time it takes to prepare
the room between patients by allowing the therapist to
adjust table the height quickly and easily. This also
means that therapists can change table heights for
different strokes and leverage needs during treatments.
If your table adjusts to below
19 inches is wheelchair trans-
ferable. This may qualify you
for a 50% tax credit under the
ADA Section 44 Disabled
Access Tax Credit. Please ask
your Pivotal Health Solutions
customer service representa-
tive for details and forms. Be
sure to discuss this informa-
tion with your accountant.
The following Pivotal tables
qualify: Tempo, Elegance,
Elegance Pro, McKenzie,
Cascade, Radiance, Yukon,
Kodiak, Aztec & Mayan
INSIDER TIP
Luxor
Aura Lift Back
Majestic

Ta bl e s
Option One:
Room will be used for chiropractic treatments
during the day and for Massage Therapy in the
evenings and weekends: The best option is to
purchase a portable adjustment table to be used
for your chiropractic treatments, such as the Chrion
or Chrion Pro, and a portable massage table to be
used during the evenings and weekends. With this
option, after your regular clinic hours are over, you
can move your chiropractic table and replace it
with your portable massage table. Your room can
continue producing after hours and on weekends.
Option Two:
Room will be used by a single massage therapist for
massage only. In this situation, your choice depends
much upon your commitment to maintaining a
massage program. To provide optimal body
mechanics for the Massage Therapist and the best
treatment for the client, consider an electric lift
massage table. PHS offers a variety of lift tables. If
an Electric Lift is not an option for you, a profes-
sional quality portable table with a minimum 3 inch
foam system will work just fine. Make sure the table
is rated to at least 600 pounds for bariatric patients.
If you are equipping multiple rooms, portable tables
are the least expensive option. You may also wish
to equip with a mix of electric lift and portable
tables in order to accommodate wheelchair
transfer. This is especially important if you do
personal injury work.
(800) 627-2387 — 08
Athena Elegance
Recommended Table
Option Three:
Room will be used for massage by several therapists
at different times: Again, your choice of table will
depend upon your commitment to your massage
program. Another thing to consider with multiple
therapists using the same table at different times
is that therapists like to adjust table height accord-
ing to their own height and style of massage. An
electric lift table is clearly the best choice in this
situation. A solid Portable like the Athena is a
dependable alternative.
Tempo

There are many options to choose from in Portable
and Stationary Tables, each with a specific purpose.
Your choice will be largely based upon the type of
massage you intend to offer, as well as by
your clientele.
E xc l u si v e Ta bl e Op t ion s
Exclusive Table Options
Breast Recess Option: Whether your massage clients
are male or female, this is a necessary option. In the face
down position, the Breast Recesses relieve pressure on
the client’s breast or chest. There are also advantages in
positioning dynamics: The torso is positioned neutrally,
scapulas are closer together, and muscles are shortened
for easier access with less resistance. More pliable
muscles mean your therapist performs deeper work. This
incredible advance in massage equipment will completely
transform the massage experience for your patients.
Prenatal Optoin: If prenatal massage is currently a
part of your practice, or if you would like for it to be, this
table is a must for you! Our innovative prenatal feature is
the result of extensive research and development. No other
massage table offers all of these exclusive features! Breast
Recesses accommodate tender breast tissue and our
adjustable belly sling supports your clients throughout their
pregnancy. The table may also may also be used as a flat
surface for standard massage or remove the inserts for the
popular breast recesses.
Touch Response Memory Foam System:
Memory Foam conforms perfectly to the shape of each
client, providing support without pressure. It is especially
useful for extremely thin or elderly clients, or those with
fibromyalgia. Adds security during the massage by
cradling the body, allowing clients to “give in” to the
table.Athena
with Prenatal

A c c e s s or ie s
Bolsters - It is important to have a selection of bolsters to aid in achieving optimal
positioning, especially when treating patients with back problems. Minimum requirements
are an 8 inch knee bolster and a 6 inch ankle bolster. PHS offers a wide variety of high quality
bolsters. Talk with your therapist to see what other bolsters and pads they may need.
Arm Rest Shelves and Table Extenders - Both serve to make the client more
comfortable on the table. Arm Rest Shelves are one of the most common and useful additions
to a massage room. Our Arm Rest Shelf is easily adjustable down to 9 inches below face rest.
The table extender adds up to 10 inches and is very helpful for sports massage. A table should
be at least 73 inches to start, but for clients over six foot five inches, a table extender makes
a world of difference.
Stools - These can be either stationary or rolling. Look for stools that are high quality,
durable and quiet.
Consumables - You will need to replenish supplies, particularly massage oils, creams and
lotions to keep your massage room operating efficiently. These products can be found in our
catalog, or can be ordered online at www.pivotalhealthsolutions.com.
Pressure Positive
Self Care Tools
Table Warmer Premium Armrest Shelf Round Knee Bolster Solutions Wooden
Folding Stool
Economy Cotton Flannel Face
Rest Cover
(800) 627-2387 — 10
Table Coverings Accessories
Flannel Sheet Set
Sheets and Face Rest Covers - Cotton-flannel is the most comfortable choice.
Sheets are available in sets, which include a fitted and a flat sheet. Sheets and face
rest covers need to be changed between patients. Determine the number of sets you
will need by considering the number of massages daily and frequency of laundering.
Disposables - Disposable sheets and face rest covers eliminate the laundry require-
ments of cotton-flannel sheets, but also lack some of the comfort they provide. We
offer high quality SaniCoverTM
for this purpose.
Table Warmer - Fits between the table surface and fitted sheet or fleece pad, gently
warming the client. The Table Warmer allows you to keep the room a little cooler so
the therapist is not too warm. Look for warmers with multiple heat settings.
Pressure Positive, Self Care Tools - A simple, and effective approach to deep
muscle therapy. Pivotal Health Solutions is a proud partner and distributor of The Pres-
sure Positive Company's line of deep muscle massage tools. These innovative and
ergonomic self care devices provide a way to manage recurring muscle tension both at
home and in conjunction with professional medical treatment and therapy.

Ideally, massage is performed in a quiet and serene setting. Your massage room
should be situated away from high traffic and noise areas in your office. You
should use soft pastel colors, lights that dim or an alternative soft light source
during treatments. If possible, locate your treatment room close to a restroom
for client use. Also, keep in mind that while the client is changing clothes, the
therapist will need to leave the room. If possible, provide a place for the
therapist to wait away from the flow of your regular office traffic. Your Massage
Therapist will want to greet each client before taking the client into the massage
room. This should be done in your regular waiting room. When your professionally
dressed therapist announces to the next client, “Good morning Mr. Smith, are
you ready for your massage?” others in the room will take note that massage is
available in your clinic.
S e t t ing u p y o u r m a s s a g e r o o m
Setting Up Your Massage Room
INSIDER TIP
When selecting a space for your massage
room, allowing at least 3 feet of space
on all sides of the table will give enough
room for most Massage Therapists to do
their work properly. A common size for a
massage table is 30"( 2.5') wide by 73" (6'
1") long. This size should accommodate
the majority of your clients. A Face Rest
(mandatory for most modalities) will add
8" to 12" to the length of the table. A
10' X 10' room should give enough space
for a massage table, therapist’s stool and
a chair for changing, as well as a small
cabinet or table. Conserve space by
adding an under table shelf to the
massage table.

Flooring
Massage Therapists use oils and lotions in their treatments to increase glide and reduce
friction. You will want flooring that can be easily cleaned, disinfected, and does not
allow oil to soak in.
Carpet - The disadvantage of carpet is the fact that oil will likely be spilled on the
floor. You may find that you will spend time and money having to clean and replace
carpet. The advantage of carpet is the warmth and quiet that it adds to the room and
to your client’s feet. If you choose carpet, you should consider going with a commercial
grade carpet, which will easily resist stains.
Tile - Easily cleaned, but can be cold on bare feet. If tile is your choice, you will want
to provide area runners or mats to spare your clients this discomfort. In addition, keep
in mind that tile reflects sound.
Laminate Flooring - Probably one of the better choices. You can find laminate floor-
ing at most home supply stores. This attractive flooring is easy to install, easy on the
feet, and can be installed over existing flooring. These floors are easy to keep clean and
appeal to people who are allergic to dust.
Ta bl e s & Pr od u c ts
Bookshelf - You will need shelves to hold anatomy, physiology and other reference
books that Massage Therapists may frequently refer to. Shelving is also useful in display-
ing merchandise for sale and storing supplies.
Small File Cabinet - For storing patient chart notes and client intake forms.
Privacy Screens - A nice way to hide clutter and make a room feel less boxy.
Lamps - Provide gentle ambient lighting that allows clients and therapists to see while
remaining relaxed.
Small Table - A place for clients to put glasses, jewelry or watches, also a good place
for your business cards.
(800) 627-2387 — 12
Room Furniture and Treatments
Small Stereo or CD Player - Most clients will want soothing music played
during their treatments. Some bring their own music, but most generally expect you to
provide soothing sounds.
Clothes Tree/Hooks - For clients to hang their clothes.
Chairs or Benches - For the client to sit on while removing their shoes. Additionally,
the therapist will want to sit with the patient and review chart notes before each
treatment.
Storage - If your room does not have a storage closet, consider an armoire or storage
cabinet for storing sheets and other supplies. Some doctors’ offices have a general storage
closet for items that can be replenished between clients.
Clock - To pace the treatment and keep the appointment
schedule on track. The clock should be silent, of course.
Small Space Heater - You will find that different people
like different room temperatures during massage. It is helpful
to have a small space heater to adjust room temperature
when necessary.
Thermometer - To monitor room temperature.
Mirror - For patients to use when re-dressing.
Hot & Cold Packs - To relax specific areas of the body.
Hot Stone Heater & Stones - For spa like treatment
& heat therapy.
Logistics
Many people who will be using your massage services regularly
work nine to five jobs. You can help to meet their needs by making
massage available beyond the regular hours of your clinic. Of course,
the room(s) that you set up as your massage rooms can continue
generating revenue on weekends and evenings.
Convertible
Spa Cart

Chair Massage - A Melody massage chair is one of
the best ways to promote your massage program. Your
therapist can take the chair into local offices for
corporate massage, or to fairs and bazaars. Many
people who do not feel they have the time or money
for a full massage session are happy to spend a few
minutes in a massage chair. Most people are introduced
to massage in this way. Have plenty of business cards
available and signage promoting your practice.
Waiting Room - In your waiting room, have
pamphlets explaining massage and the benefits that
massage provides when used in conjunction with
chiropractic. Display a sign or poster announcing that
massage is available through your clinic. You will find
that many people who may not be familiar with
massage and wouldn’t otherwise be comfortable with
it will be more inclined to try massage in the profes-
sional setting of a chiropractic office. To further
minimize any apprehension some people may have, be
sure to display information about your therapist(s)
including photos and credentials. Let them know that
appointments can be scheduled at the front desk.
Co-Scheduling - Many chiropractors advise their
patients to schedule their massage as close as possible
to their chiropractic treatment. This keeps them on a
comprehensive treatment schedule and makes their
chiropractic adjustments easier with longer lasting
effects.
Regular Treatments - Getting people into a reg-
ular treatment schedule such as “every Monday at 5:00
o’clock” creates a healthy routine in a comprehensive
care program. Be sure to keep in touch with them, and
M a r k e t ing
Be very professional and
consistent in marketing your
massage offering so that
your clients will feel more at
ease. Do not expect that
people will learn about your
massage offering on their
own. You will need to inform
them in as many ways and
venues as you comfortably
can. Marketing includes the
use of advertising, public re-
lations and word of mouth.
Here are some suggestions
to get you started. Don’t
stop at these, though; use
whatever means work best
for you.
MARKETING
INSIDER TIP
Marketing
We hope that this booklet is helpful to you in your decision to integrate massage into your
practice. Please do not hesitate to call us with any questions that you may have concerning
massage and chiropractic equipment or supplies. Our Chiropractic and Massage catalogs
feature many of the items discussed in this booklet. Call or e-mail us for your free copy. If
you are interested in something that you do not see in our catalogs, call us anyway. If
we do not have it, we will try to source it for you - or at least point you in the
right direction. Our goal is to help you deliver the best treatments
for your patients, and to assist you in sustaining an efficient
and prosperous practice.
Custom CraftworksTM
has proudly
been manufacturing
prem
ium quality massage
& spa equipment for over 20 years.
Your single source for all of your scho
ol supplies.
Integrating Health and Wellness
Custom Craftworks
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A NOTE FROM PIVOTAL HEALTH SOLUTIONS
Massage & Spa
Tables & Products

Further Suggested Reading
Greene, Lauriann CEAS and Richard W. Goggins, CPE, LMP with contributions by Janet M.
Peterson, PT, DPT Save Your Hands! Publisher: Body or Work Books (2008)
Braun, Mary Beth BA, CMT, NCTMB and Simonson, Stephanie BS, CMT Introduction to
Massage Therapy, Publisher: 2006 Lippincott Williams Wilkins (2005)
Born, Bryan Dr. The Essential Massage Companion, Publisher: Concepts Born, LLC (May 1, 2005)
Yellow Pages - For some people, the yellow pages are the first stop in
their search for almost anything. If you have a display ad in the yellow pages, make sure to
add “Massage Therapy Treatments Available.” Also, consider having a listing under “Massage”
or “Massage Therapy” with your clinic name.
Coupons and Gift Certificates - Send coupons to your patients for a savings on their
next massage. It is a reminder that massage is available, as well as a prompt to call and
make an appointment. Gift Certificates allow your clients to give the gift of massage to a
friend. Be sure to place a sign in your lobby informing patients that they are available.
Web Site - If you do not already have a website for your practice, it is a good idea to create
one. More and more people are using the Internet as their primary source when searching
for products, services and information. You can find website designers by looking in your
local yellow page listings. There are also services that offer templates you can use to create
your own website; however, unless you have a background in graphic design or website
development, it is usually best to hire a pro. Create a page on your website for massage. Do
an introduction to massage for people that are not familiar with massage and the benefits
that massage brings. You can have your therapist help you to write the copy, or go to the
AMTA or ABMP websites for information. Be creative in your marketing efforts. Solicit ideas
from your massage therapist(s), your staff and your patients on how to spread the word.
Check in regularly with Custom Craftworks for any marketing and advertising tips. Above all
– have fun and make the process enjoyable for everyone!
R e f e r e nc e s
send reminders to reschedule if clients are not on a regular schedule for massages. This
can be done through your front office via:
E-mail or Postcard Reminders - “A friendly reminder, it’s time to schedule your
next massage. We have openings – call us for an appointment.” Postcards are an easy
way to get your message out. When using E-mail, be sure to get your client’s permission
so that you are not guilty of “spamming”. Permission could be obtained by using an opt-
in for your regular newsletter.
Telephone - “I know that you preferred Fridays in the past and we have an opening
at 3:00 on Friday. I’d be glad to schedule that appointment.”
Personal Recommendations - Talk to your patients during chiropractic treat-
ments about the benefits of including massage in their treatment regimen. Recommend
massage as a supplement to their chiropractic adjustments and explain its advantages.
Ask if they would like to schedule a massage at the front desk.
Introduce your Massage Therapist to your regular patients - Create
a small poster, pamphlet or flyer with photos of your Massage Therapists. This piece
should include a short biography of your Massage Therapist, as well as massage educa-
tion. Be sure to announce new staff to your patients. Include a short write-up in your
patient newsletter on your Massage Therapist(s). Include a short biography including
their training and credentials. Make it personal with a photo and information on hobbies
and interests. The massage therapists’ business cards should be available at your
appointment desk. Display pamphlets explaining Massage Therapy in simple laymans
terms. This will serve to educate your clients and put at ease any misconceptions they
may have about massage.
Create a Referral Program - This is one of the most effective ways of marketing
your massage program. A referral program creates walking testimonials, and testimonials
are among the most powerful marketing tools available. The details and logistics of your
referral program depend upon your style. A basic program could include offering a
discount on their next massage, or a gift for each person that your regular clients refer to
your office for massage. You could create coupons they can give to their friends,
allowing them a discount on their first massage. The advantage of this program is that it
costs almost nothing to create, but can result in ongoing client flow-through and a steady
revenue stream.
(800) 627-2387 — 14
Reference Materials
Association of Bodywork and Massage Professionals Website, Technique Listing,
www.massagetherapy.com
American Massage Therapy Association Website, www.amtamassage.org

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2010 integrating massage book