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On average, I work at that company twice per week for two hours at a time. The preferred time is across the shift change; I treat for one hour before and one hour after this time. They pay me hourly to perform fascial manipulation and Graston technique. The employees thank me regularly for the relief they get from the soft tissue work that I do. The management is thrilled with the rapid response to the treatment and with the employees' satisfaction with the benefit.

By adding four hours per week, I have increased my net income by 20%+. I did not add additional overhead. Through my first company, an additional company has also contacted me to provide this service. I still put 36+ hours per week into my office, so the schedule is a bit grueling, but not bad for adding four hours of work per week.

There is competition in this marketplace nationally. One group charges $300 per hour and pays their doctors $200 per hour. Several companies in my area are quite satisfied with this system. This nationally well-known group has a great reputation with the food and automobile industries in which I work. My fees are less than theirs, but remain a profit center for my practice.

When treating work-related discomfort onsite, you should use specific terms. Please note the words in quotations are OSHA's words and have very specific meanings and usages.

This article is not an attempt to explain the rules and regulations of OSHA. I am summarizing my opinion on information pertaining to the meaning and application of OSHA regulations as they relate to musculoskeletal injury and treatment. OSHA allows "massage" to be performed as "first aid" on employees who experience "discomfort" at work. Therefore, massage (soft tissue work) is allowed to be performed on employees with discomfort, and this is not a recordable injury.

I labeled my program Onsite First Aid and Wellness Care and provide all of my services on-site to keep people working no matter what the source of discomfort. I have separated the services into two distinct areas: massage for work-related discomfort and adjusting and giving exercises for anything else that hampers someone's ability to work.

This is essential because adjusting and advising on corrective exercises makes work-related conditions recordable. If employees can't work because they hurt their back at home over the weekend, the company still loses. By making them feel better, employees can stay at work — everyone wins. As part of my program, I also offer free health classes on stretching and strengthening to prevent injuries at work as well as at home.

How to Find the Business

You know the companies who need you already. Their people sit in front of you every day. Tap that resource to offer companies what they need and want. Make yourself into that they need. If they talk about injuries, offer them on-site treatment. If they talk about lack of training in health, stretching, lifting or ergonomics, offer them that. If you need training yourself, I recommend the Occupational Health and Applied Ergonomics Program at Northwestern Health Sciences University.

Two of the companies I work with had done seated chair massage for their employee discomfort prior to working with me. They continue to use seated chair massage as I have added my services. My recommendation is to offer seated massage at an attractive price to your local companies. We call it stress buster massage. Your therapists know what you do, and I'm sure they can talk you up. If you don't work with massage therapists, they can be wonderful profit centers and a great adjunct to your practice. Maintain your marketing after you start. When the employees I am working on tell me of their great relief and satisfaction with treatment, I remind them to thank the people who are in charge of the program. It is important for management to know the success and gratitude of their workers.

In my opinion, our profession has been squeezed out of the work-related injury market place from the over-treatment, misunderstanding and greed of some of our doctors. In meeting with hundreds of companies over the years, I have been asked to leave on more than one occasion when the principles of the meeting found out I was a chiropractor. Don't be one of the spoilers in this or any other system. Provide poignant, professional, effective treatment. Don't take sides between the employee and the company: be the neutral, sane party. Make people feel better, show them how to take care of themselves, save companies money and release the patient. If a patient doesn't get better, refer. That's the way to foster our image. This is your opportunity to use your soft tissue techniques to benefit your income by providing needed and appreciated services to local industry and to foster our professional image in companies throughout our great country.

Resource:

  • Value of Chiropractic Services at an On-Site Health Center, Krause, Curt A. DC; Kaspin, Lisa PhD; Gorman, Kathleen M. MPH; Miller, Ross M. MD, MPH, Journal of Occupational & Environmental Medicine: August 2012 - Volume 54 - Issue 8 - p 917–921

Dr. Mark Glesener, a 1987 graduate of Palmer College of Chiropractic, has practiced in St. Charles, Ill., for 25 years. He is certified in Graston Technique and has studied Fascial Manipulation under Antonio Stecco M.D. and Warren Hammer D.C. Dr. Glesener has an industrial consulting company, SafePro Solutions, through which he delivers onsite treatment to local companies in a First-Aid and Wellness Care program.

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