Recently, I received an email from a doctor about decompression tables and marketing. Here’s a summary of the email:
What is the most cost effective way (cost effective table) that you recommend to implement this into the practice? Also, could you tell me about your decompression marketing? Thanks
I commend this doctor not just for his questions, but especially how he is thinking through a marketing strategy before getting his table. Too many doctors buy expensive equipment without any idea how they will market this new service to prospective patients.
In today’s post I want to answer the first question, and in the next article we’ll take up the issue of marketing. But remember, these two are inseparable. So don’t just read this article about which table to buy and then neglect returning for the advice on how to actually get people on it.
Spinal decompression treatments are becoming very popular with patients. More and more of the aging population is seeking to prevent low back surgery for herniated discs and painful sciatica.
If you don’t have a table yet, you may be thinking you’ve missed the wave and now it’s moved on to some other type of niche product. But nothing could be further from the truth.
Now is absolutely the best time to get into decompression. Why?
Because competition in the market has brought the price of decompression tables way down. There is no need to pay $120,000 for a decompression table anymore (unless you just enjoy sending a mortgage type payment to the bank every week!) Just about everyone realizes you can get the very same function out of a table for $10k or $15k. Also, there are many used tables out there now which bring the price even further down.
So what table do I recommend? I prefer one of two types of tables. (And neither of them give me any type of kickback for mentioning them.)
1. Chattanooga Triton DTS (cost approx. $10,500)
The DTS was the first decompression table I bought when I first got into the decompression niche in 2007. This table is super comfortable to lay on and the padding feels really good.
One advantage is that the newer DTS model has a cool looking computer interface with touch screen functions. Many of these older models have been refurbished and sell for around $3000-4000.
A major problem I always had with the DTS table was that patients were always slipping and sliding around. Even if the belt was so tight it restricted their breathing, the patient would slip. Which meant you had to turn the pounds of pull way up to get the desired effect. But the new model claims to have a new belting system that “allows a patient to be wrapped and set-up in under one minute”, so I assume they fixed this problem.
2. KDT (Jay Kennedy) Neural-Flex Decompression (costs around $11,500)
This is the newest decompression company and it’s becoming very popular in chiropractic offices. (I currently get treated on this table at least once a month for my L5 disc problems, along with my weekly adjustments.)
Developed by Dr. Jay Kennedy after years of teaching his seminars on how to use decompression treatments, this table is very nice. It seems to take a lot less force to get the same effect you would have had on the DTS. Part of the reason may be that this table really holds you in place and there is almost no slippage.
The vibration feature can be very helpful. I don’t think it’s recommended for the lower back, but I tried it a few times and it is intense to say the least. KDT has the best decompression belt strap on the market in my opinion. This thing gets snug and will not slip if attached properly. One of the negatives of the KDT table is that it seems very stiff when compared to the DTS, which means it’s not as comfortable to lie prone.
KDT also has a basic decompression table for $8,995 which does not have all the features of the neural-flex.
Both of these tables come with a cervical attachment that I highly recommend, as you’ll find almost as many cervical patients to help as you will lower back. It’s just that cervical disc problems usually present with other symptoms first: headaches, neck pain, etc.
There’s quite a few dealers who sell both the above recommendations as used tables, along with ebay and your local chiropractic college classified ads. Here’s one popular site that has a few used tables:
The tables will usually come with some marketing, or an “endorsement” to use a specific marketing company. I don’t really recommend you spend much money using the marketing material they send you. I’ll cover why in the next blog post, but it’s not just because I have decompression marketing material myself. It’s actually a fundamental principle of marketing that’s usually missing which causes their marketing to fail.
Questions about decompression? Post them below. If you have a table, tell us which one you like the most.