Why Skincare Regimen Kits Are Essential for Your Practice

In the competitive skincare industry, successful practices know that delivering exceptional results extends beyond in-office treatments. A proven strategy to enhance patient satisfaction and boost your practice’s profitability is integrating skincare regimen kits into your offerings, a strategy embraced by top-performing practices.

We’re excited to introduce our newest blog series, "Kendra's Playbook: Proven Strategies for Skincare Business Growth", written by CosMedical's Vice President of Sales, Kendra Gurgul. Discover her expert insights in our latest blog as she delves into how skincare regimens can elevate patient satisfaction and drive business growth. These kits not only elevate patient care but also differentiate your practice in a crowded market.

What is a Skincare Regimen? 

A skincare regimen is a curated collection of 3 to 4 core products designed to address specific skin concerns or types. Typically, these skincare kits include: 

1. Cleanser: Cleanses the skin for optimal product penetration.
2. AM and PM Treatment Serum: Targets specific concerns like aging, hydration acne or discoloration. 
3. Moisturizer: Hydrates and strengthens the skin barrier 
4. Sunscreen: Shields the skin from UV damage preventing further damage from occurring 

Providers may also add specialty items like eye creams or exfoliants to customize the regimen further. These regimens form the foundation of a patient’s skincare routine, ensuring consistent and effective care, ultimately driving patient satisfaction, compliance and brand loyalty 

 

Why Skincare Regimen Kits are a Best Practice 

Offering skincare regimens is more than a sales tactic; it’s a best practice that benefits both the patients and practice: 

For The Practice: 

• Increased Revenue: Selling regimens boosts average order value, number of products sold and product sales in a singular transaction. 
• Practice Differentiation: Regimens position the practice as a leader in personalized care, setting the brand apart in a competitive market 
• Higher Repurchase Rates: Patients are more likely to repurchase when they see the effectiveness of a well-rounded skincare regimen vs. a solo product 
• Brand Loyalty: Regimens foster long-term patient relationships increasing referral rates, patient satisfaction and annually increase patient visits an additional 2x a year outside of treatment visits.  

For The Patient: 

• Improved Satisfaction: Regimens simplify routines, making it easier for patients to stick to their regimen and see results through compliance of usage 
• Protect Treatment Investments: A complete regimen ensures all aspects of skincare are addressed, leading to superior treatment outcomes and satisfaction 
• Enhanced Results: Patients using a complete skincare regimen see better, longer-lasting results, increasing satisfaction and loyalty. 

Did you know that 80% of patients purchase skincare products from a department store or online within 48 hours of visiting a skincare provider? If they’re not buying from you, they’re buying from someone else—often at a higher price, with lower-quality formulations. Offering carefully curated regimens not only keeps patients purchasing from your practice but also ensures they’re using products that truly complement their treatment plan, leading to better outcomes and a stronger bond of trust.   

 

How to Encourage Kit Purchases 

The key to promoting regimens is patient education. Patients need to understand the value and benefit of using a regimen versus selecting solo products. Here’s how to make it happen:

• Visual Proof: Show before-and-after photos to demonstrate the effectiveness of a full regimen. This credentials and validates the results that can be obtained to the patient.   
• Explain the Value: Educate patients on how each product within the regimen contributes to their overall skin health, synergistically working together to deliver superior results than the products may provide if used on their own 
• Highlight Convenience: Emphasize the ease and effectiveness of using a complete kit versus purchasing individual products that may not align. 
• Cost Value: While the patient may spend more upfront to purchase a regimen vs. A solo product, long-term this greater upfront investment yields a greater result in a shorter amount of time, ultimately providing the greatest benefit to their investment. 

 

How to Get Started

Identify the most common skin concerns treated at your practice and develop turnkey skincare regimens that address these issues. If you need help, consult your Practice Development Specialist (PDS) to create kits tailored to your practice’s needs. 

• Team Alignment: Ensure your team is on board with the regimen strategy. Regular check-ins can help identify areas for improvement and keep everyone aligned with retail goals. 
• Promotions: Consider offering promotions on kits, such as an ongoing 15% discount when purchasing a curated regimen (3+ products) together. This not only incentivizes patients to buy the full regimen but also communicates that you value their business. 
• Education at Every Touchpoint: Utilizing marketing throughout the practice both within the brick and mortar and digitally to further differentiate the brand as a leader within the industry, driving sell through and patient/provider conversation. 

 

Overcoming Patient Objections

If a patient hesitates to purchase a kit, continue educating them on its long-term benefits. Address any concerns with empathy and reinforce the value of a comprehensive regimen. Patients come to the practice because they trust the provider’s recommendation and input.  Remind patients that utilizing 1 product feels good to the skin, 2 products may increase radiance, 3+ products drive results and long-term change within the skin, leading to the patient’s skincare goals.

In short, integrating skincare regimens into the practice is a powerful way to enhance patient outcomes, increase satisfaction, and drive business growth. By educating patients, aligning the skincare team, and consistent promotion of the regimens, you can ensure your practice thrives while delivering the best possible care.

Ready to elevate your practice and take back control of patient care? Contact your PDS today to start offering customized skincare regimen kits that meet the unique needs of your patients and your business.