Allergan is the company who makes BOTOX, Latisse, and Juvederm. These are three popular products offered at Surgical Artistry. Latisse is a take-home product, unlike BOTOX and Juvederm which are injected (by Dr. Calvin Lee).
AllerganViews: The CEO of Allergan has a blog. “Our Pursuit, Life’s Potential.” That is Allergan’s vision, and every day, around the globe, our more than 11,000 employees work to deliver on this vision. David Pyott is the current CEO, as of the writing of this blog which is Dec 10, 2014.
BOTOX can be used to accentuate the eyes by lessening the wrinkles around the eyes. Two areas of FDA approved usage of Botox around the eyes would be for the Glabellar complex and for the crows feet.
What if the eyelashes were accentuated?
Latisse would make the eyes really stand out beautifully by allowing the lashes to grow longer, thicker and darker. There’s much discussion to Latisse. Consider visting the official Latisse website. Or one of our Modesto Latisse webpages. And there’s more information about us at our Modesto Botox webpage.
If the eyes are windows to the soul. Eyelashes are some pretty impressive window treatments.
Latisse comes in a 3ML or 5ML kit. But Latisse kits are usually not sold at your local Hunter Douglas window covering dealers. You can find them in doctor’s offices, such as ours in Modesto, CA.
I just started using MailChimp as a way to keep in touch with our Botox Patients – and other patients at Surgical Artistry (Veins, Plastic Surgery, Acupuncture, Dermal Fillers).
190 emails added in 4 months = 47.5 emails per month
Here’s just an interesting statistic. For the months of August, September, October and November of 2014, I was able to add 190 patients to the mailing list. The mailing list as it stands has 2,712 patients on it. I guess I always thought we had more patients. But people frequently unsubscribe or even label our email as “spam” which comes back as a notice that someone complained.
Mail Chimp Costs
Mail Chimp currently costs about $50 per month. I think it’s convenient and it doesn’t bog down my own mail server. It keeps track of the duplicate emails, wrong emails, bounced emails, unsubscriptions and complaints. Mail chimp costs $50/month for 2801-5000 subscribers. With the current addition of 190 emails. We now have 2899 subscribers.
I manually remove the unsubscribers from our system
I look at the unsubscribers and complainers and I manually take them off our system. The reason for that? Because we have a birthday letter that we send out by ourselves, and we do it once a month and we don’t use Mail Chimp for that purpose. This way we won’t bother these folks with the birthday letter (email). What’s the Birthday letter? I wrote an article about the Botox Birthday Coupon. It’s our gift to our patients of $50 to use towards BOTOX and fillers if they want.
Keeping in touch
I’m using the email system to keep in touch and to announce current events such as possible Modesto Botox Specials, Brilliant Distinction changes, etc.
For fun, I like to see trends. And I like to use the functionality of an old Excel spreadsheet. I use Excel 2003 – it just seems most comfortable to me. I have updated version of Excel which I use but I still always seem to go back to the 2003 version. Just my preference. I make these charts based on data from Allergan’s Brilliant Distinctions – I also keep track of other Botox Statistics related to our Modesto Botox Practice. I also have 2013 Modesto Botox Statistics. I’m getting ready for 2014 Botox Statistics, but 2014 isn’t completely over yet. In fact November isn’t over yet either, but the next working day is Dec 1, 2014.
The Botox Patient Monthly Chart
The dip in September 2014 for Botox patients is due to a two week vacation away from the office. The much of the vacation was work related. With visits to other Botox practitioners, Acupuncture centers, and Qi-Gong lessons.
The orange arrow was drawn in by hand; there was no mathematical method done for the rendering of that line.
December 2014 is missing from the chart because December hasn’t come about yet.
It’s interesting to see that the growth so far seems to be linear.
The chart starts with the very beginning of 2011 where a large part of my practice included General Surgery, Veins, and Acupuncture.
In 2011, the average number of BOTOX patients per month was 22.5
In 2012, the average number of BOTOX patients per month was 42
In 2013, the average number of BOTOX patients per month was 60
In 2014, the average number of BOTOX patients per month is 82.9
We await December to finalize the 2014 number above.
This linear growth will start to level off in 2015. Why? Because I am totally running out of appointment slots. That’s fine with me. I’ve made peace with the idea that I’m not aiming to be busier. I just am just aiming for higher quality with each visit. I’m looking forward to December 2014, and a New Year 2015!
There’s a nifty feature in Allergan’s Brilliant Distinctions program which allows one to track data – such as how many patients have seen you for Botox within a certain period of time. I decided to look at these numbers monthly. So far, I’ve been able to extract data starting with January 2011. Numbers before that don’t exist because we weren’t busy users of Allergan’s Brilliant Distinctions at the time. We are currently happy users of Allergan’s Brilliant Distinctions program with about 850 different patients enrolled in the program.
Regarding breaking 100 for Botox patients per month
Well, this hasn’t happened yet. I got close in June, 2014. I reached 97 Botox patients for this one month. However, I continue to improve. I also know that quality trumps quantity most times. However, I also do know that experience matters and is based on repetition and seeing many different situations.
Here’s that graphic which shows a representation of my Botox growth:
Botox Statistics Update:
For the month of July 2014, I saw 95 patients. Still not quite at 100 Botox patients yet per month.
Some Fun Statistics about my Modesto Botox Practice
by Calvin Lee, MD
I love to share information, and I wanted to be transparent about my Botox experience. I’ve been injecting Botox since around 2006. We started having more detailed tracking available to us starting in 2010 by having patients enroll in Brilliant Distinctions.
How the Botox statistics were obtained
The Botox statistics were obtained from Brilliant Distinctions Analytics. This is a free service included with our participation in Allergan‘s Brilliant Distinctions program which is a “frequent flyer rewards” type program. It is a free program for our patients to enroll. I’ve been keeping simple statistics of my Modesto Botox practice before by looking at total number of patients enrolled and looking at the total amount of coupons redeemed. Most of our Botox patients are enrolled in the Brilliant Distinctions patients. As are our Juvederm and Latisse patients. We do not currently have SkinMedica which is part of the Allergan family. But feel free to call us to see if we have encorporated SkinMedica into our collection of skin care products. (209) 551-1888.
Possible faults of the data collection
Not all of our patients are enrolled in the Brilliant Distinctions program.
More and more existing patients enrolled in Brilliant Distinctions as the program became more familiar to us. This means that any increases in the number of patients “seen” for Botox, may actually be lower than the reported number because the numbers we have reflect Botox patient enrollment into Brilliant Distinctions, not necessarily patients who have received Botox. Thus we are using Brilliant Distinctions registered visits as a surrogate for actual Botox visits. But i think the estimate is pretty close because we try to enroll all Botox patients into Brilliant Distinctions.
Here are the Botox Related Statistics of my Modesto based Practice which I have with my wife Dr. Tammy Wu, Plastic Surgeon
724 separate patient visits over the year for 2013. This represents a 43% increase over 2012 where I had 505 separate patient visits. In 2011 we had 270 patients registered. But I think this number might be “artificially” lower because many of our patients at the time weren’t signed up for Brilliant Distinctions. How is this calculated? I went through the Analytics part of Brilliant Distinctions and had the computer program extract out the patient data one month at a time.
Averaging 60.3 Botox Visits per month. 60.3 Botox visits per month is the average number of visits per month for 2013.
374 unique patients seen for Botox Cosmetic injections who are registered in Brilliant Distinctions in 2013. In 2012 we had 278 unique patients seen for Botox injections. In 2011 we had 180 Botox different patients. Unique, or different, patients means that these patients were counted only once even if they came to the office several times over the year.
I couldn’t seem to find too many monthly trends with our Botox Visits. But from what I can see over three years of data, it seems that there is a consistent increase in patients in March and November. I’m not sure about these seasonal changes, but this may be specific to our town of Modesto, CA.
We grew to have about 245 new Brilliant Distinctions Signups in the last year. This also includes Juvederm-only and Latisse-only-patients. This averages about .67 new Botox/Juvederm/Latisse patients per day (365 days per year).
We reached 702 unique patients on Brilliant distinctions. This growth in the number of unique patients is very steady – it doesn’t seem to be increasing exponentially, just a direct increase which is steady.
Financial analysis and comparison with the other components of my medical and surgical practice.
I have many medical colleagues and students who ask is a profession of doing Botox worth it? They mainly ask from a standpoint of does Botox make money?
Without going into gory details. I can say that the other parts of my medical practice was more profitable than the Botox part of the practice.
As with any other medical practice there’s the personal satisfaction aspect. For me is very satisfying to be injecting Botox. I enjoy the process and having wonderful patients who value appearance and beauty. And most of all, I enjoy working with my wife who is a plastic surgeon. I have been working with her since we moved to Modesto in 2003. However, it became an every-day work experience together since 2006 after we founded Surgical Artistry in Modesto, CA.
Another financial rewards related Botox question: How much overhead does one have when injecting? I guess one way to answer this question would be to look at my Botox and Dermal Filler practice in a vacuum. Botox and Fillers (ie. Juvederm Voluma, Juvederm Ultra, Juvederm Ultra Plus XC, Belotero Balance, etc) are expensive for the practice to buy. These are the most expensive products I have ever had for my surgical practice. Expensive in terms of price for size of product. In my estimation, I think a Cosmetic Injectible practice’s overhead with lasers (I have one laser) would be about 75%. Meaning there’s a 25% profit margin. This is without a surgical practice, vein practice or acupuncture practice. I don’t use our laser all that much, and this figure of a 25% profit margin on a Botox/Filler/Laser non-invasive cosmetic practice is for my practice. I’m sure it would vary. I’m factoring in the cost of the products and the overhead costs of the office – staffing, malpractice insurance, rent, utilities, supplies (syringes, etc). And this figure would be before tax – which will of course, take out another chunk! I hope this information helps. I’m thinking that most of the people reading up to this point are Botox injectors of sorts or interested in becoming one.
Graphical Representations of Botox Data
Conclusions and predictions.
Botox is growing at our practice in Modesto. There is definitely room for even more growth for my practice. 724 separate Botox visits is certainly a good “start.” I think my practice could handle twice that. I guess we shall see what 2014 holds – this is hard for me to predict. I think our growth will slow percentage-wise for 2014, I think it will be lower than the 43% growth we achieved this year. I think I would be happy with a 15% growth in the amount of Botox appointments. A 15% growth for next year will reveal 833 patients. So perhaps that’s my prediction for 2014.
We currently have 702 different patients signed up for Brilliant distinctions. If I were to be ambitious, I would hope to break 1000 new patients in our Modesto Practice’s Brilliant Distinctions program. But a conservative estimate based on calculations over the past 3 years would be 947 members signed up.
This is not done with Juvederm Voluma. As of November 2013, I do not have experience with Juvederm Voluma. Juvederm Voluma, however, is on it’s way to the office in Modesto, CA and I will soon have experience with this new dermal filler. [update: I’ve used my first syringe of Juvederm Voluma on 12/24/13. It was a very satisfying and positive experience. I look forward to having even more experience with Juvederm Voluma. I was able to use my 27g 1.5 inch cannula for Juvederm Voluma injections].
To improve my cosmetic dermal filler craft, I’m analyzing my past week. 95% of this result was performed with CANNULAS as an instrument of liquid implant delivery and a whole bunch of other secrets. There’s more that I would like to do with fillers for her, but my instructions were only to work on under eyes (tear troughs) and cheeks.
Patient had lost a good deal of weight and it is showing in her face. Options include face lift. However, she chose to use Juvederm, Belotero, and Botox. In the before picture she had Botox and Juvederm expertly done at another plastic surgery practice in our town of Modesto, CA. I added upon that work to get the 13 day “after” picture using only Belotero and Juvederm.
They will sometimes mail reminders when a patient is about due for their Botox cycle.
They will sometimes mail special rebates. This, I know our Botox / Juvederm / Latisse patients enjoy getting. These rebates are somewhat intelligent and can target a population who hasn’t tried a particular product.
They also sometimes mail reminders if they have coupons or points which are about to expire.
In a way, Brilliant Distinctions, keeps the patients connected with these products which I carry in my office.
I like the discounts Brilliant Distinctions gives patients
I sometimes tell patients that BD stands for “Botox Discounts”. But as we know BD stands for Brilliant Distinctions. As the owner of a medical office, I personally dislike sporadic discounts because I think our prices should be a great value all the time. But BD takes that work out of my hands and gives discounts to the patients for me. The patients love discounts.
I like how it ties one product to another
When someone likes the results of Botox, they would most likely like the results of other aesthetic related products such as Juvederm and Latisse. The coupons from Brilliant Distinctions act as a bridge introducing other products we carry in our office. The coupons are the bridge, the products are the gateway to other excellent products which make our patients happy and confident.
My favorite part: BD Analytics
With analytics, we can easily see which patients might benefit from a nudge from our practice. I personally appreciate nudges from coaches. In many ways, we are the beauty coaches for our patients. Using the analytics section, we can identify patients who have “slacked” off from a routine maintenance program of restoring youthful appearaces at our office. Once identified, we consider giving the patients a phone call to see if we can help. Or perhaps we need to find out about some things we need to improve upon. It’s a diligent disciplined approach to life that yields the best results – the same can be said for achieving and maintaining health and beauty. BD analytics is very customizable, and allows one to find patients who have expiring coupons, or who haven’t been to the office in a certain period of time. Calling these patients will improve our retention rate, and by contacting these patients, we will improve their outcomes from having a disciplined approach to Botox, Juvederm, Latisse, and skin care.
If you have basic spreadsheet (ie. Excel) skills you can manipuate the data to further assist you in your practice. For example, I wanted to show my staff how we grew, we were able to use BD analytics to show how many unique patients we see per year for Botox and for Juvederm:
Overall, Brilliant Distinctions can grow our practices.
There’s automatic growth by using Brilliant distinction, and there’s purposeful growth by putting energy into the program and using BD analytics. Once you start building up patients in the program, BD analytics eventually becomes one of the most valuable parts. The more you put into Brilliant Distinctions, the more you’ll get out. You need staff training, time, and the opportunity to sharpen your spreadsheet skills. All is worthwhile.
My patients love the coupons, they love crossing over into other products in the Allergan family, and we have become better practitioners for allowing them to get a lower cost, giving them chances to try other excellent products, and with this tool, we can also monitor patients who might become “lost to follow up.”
Calvin Lee, MD
Calvin Lee, MD is a graduate of Brown University Medical School. He is a General Surgeon who works with his Plastic Surgeon wife, Dr. Tammy Wu in a practice called Surgical Artistry in Modesto, CA.
Links related to Brilliant Distinctions by Calvin Lee, MD
I created Surgical Artistry with my wife, Dr. Tzuying Tammy Wu, Modesto Plastic Surgeon. I am a surgeon & violinist. I have enjoyed playing my violin at Carnegie Hall in New York twice thus far. Originally from New York City, I moved to Modesto, CA in the year 2003. Highlights of my educational life are getting accepted to all the universities which I applied: Harvard, Stanford, MIT, Yale, and much more. After careful decision, I felt Brown University was best for me and that was where I met my wife, Dr. Tammy Wu. She eventually graduated with a #1 designation from our class at Brown . Surgical Artistry is proud to be founders of the Surgical Artistry Modesto Marathon, Modesto Symphony Pops Series, and the Gallo Center for the Arts.
I LIKE HONESTY:
I would like to think of all my patients as my friends. Friends should be honest to each other.
I LIKE NEEDLES:
My staff counted once, and I use up about 500 needles per day. I use needles for acupuncture, vein injections, Botox, Juvederm, Belotero, and DermaPen. Doing surgery with needles is what I do at Surgical Artistry. So if you need medical procedures which involves needles, please consider me.
I LIKE ART:
For my music with the violin, I understand the creation of art which appeals to one’s positive emotions. This artistry is the same for the subtle changes that I need to make when injecting Botox and dermal fillers (Restylane, Radiesse, Perlane, Juvederm, Belotero, etc).
I LIKE COMMUNICATION:
I think at least 50% of creating a great result is based on understanding the patient’s goals and vision, and then also communicating expectations and trade-offs. The final result is the result of teamwork with me, my office and my patient. This type of communicative teamwork requires time and patience to achieve the desired result.
I’M PRECISE WITH MY HANDS:
I am a surgeon and an instrumental musician – these are two things which improve my dexterity every day. Having precision is a high priority in my life.
I WANT GREAT RESULTS:
Why? Because my plastic surgeon wife will kill me otherwise. Well, kidding aside, I am dedicated to great results for all the modalities I offer at Surgical Artistry: Acupuncture, Botox, Dermal Fillers, and Veins. Great results and happy patients are what fuels my enthusiasm and purpose on this planet.
Calvin Lee, MD
(209) 551-1888 (office in Modesto, CA)
Here are some reviews found on my Yelp page:
These are the filtered out reviews which I think are very valid and thank you to those who took the time to write and I’m sorry they got filtered out on Yelp. I have no control over that
This kind review is about my acupuncture practice
“Dr. Lee is great! I’ve been going to him for years for various health issues, especially stress. It leaves me so relaxed with a lasting effect and is very healing. I am unable to go longer than a month without seeing Dr. Lee because it keeps me healthy like nothing else does.
Dr. Lee has even given me acupuncture for wounds and the flu that have healed much faster than usual. He’s easygoing and really good at what he does. It’s very important to be calm, so the energy blockages can be released and your chi can flow again and bring healing. Before acupuncture, I could not feel the energy at all because I was so blocked. Now I can feel it as soon as the first needle goes in and my feet vibrate with all the energy that flows. I highly recommend Dr. Lee.”
This other very nice review is regarding my Botox practice
“Dr Lee is amazing with botox/juviderm injections. He is extremely people oriented and has a fantasic bedside manner. His results for getting rid of unwanted wrinkles are fantastic and almost painless I will continue to go to him in the future and hightly reccomend his services if you are looking for injections !!”
I would love to get more Yelp Reviews:
I would love to hear more review (hopefully positive feedback? – if you feel I deserve it).
The 60% growth of Botox and Juvederm (and Latisse too) mentioned in the title refers to the growth of new patients. This does not reflect the growth in sales or profits, just purely the number of people our Modesto, CA practice has shared the usage of Botox, Juvederm and Latisse.
Unique Patients Seen Per Year on Brilliant Distinctions
Thank you for trusting me as your injector. This shows a nice increase of about 60% new patients per year. Data from our 635 patients enrolled in Botox/Juvederm’s Frequent Flyer Program called Brilliant Distinctions and our statistics since we started participating in the program in 2011. Unique patients means that if a patient came four times a year, that patient is only counted as one Botox visit or one Juvederm visit (not 4).
The growth rate here of 68% for a year in 2012 and 53% for a year in 2013 for our Modesto Botox injection is just a growth rate of new patients coming to our practice. It doesn’t reflect the growth rate of the amount of Botox used. That would be another study. Juvederm on the other had had a 62% growth rate for Juvederm in 2012 and 71% growth rate in 2013.
The full “year” was counted from August 15-August 14 of the following year.
We’ll see what 2014 brings.
Comparison to Latisse growth rate in terms of number of unique patients per year.
In 2012 and 2013, the total number of unique patients using Latisse is almost exactly the same as our number of Juvederm Patients.