The answer is a good one! Only the receptionist and the medical assistant do a little extra. The Receptionist provides the patient Letter #1 after registration. It talks about the value of antioxidants, the scanner, and the weight management program. If the patient wants a scan, he pays $20, gets scanned, and is given Letter #2 by the Assistant telling about the benefits of diet and office recommended supplements. The patient may decide to begin approved supplements which is done online by the Receptionist. Should the patient want more information about the Weight Management program, his name, phone #, and best time to call is emailed to FFHA. He is then contacted by Dr Edmiston who explains the program and enrolls him if he so desires. The patient enjoy continuing support through phone calls, webinars, emails, nutritional counseling, and 24/7 access to FFHA.Now what does the doctor do? Well, the doctor does just what he or she has been trained to do – and now without much of a worry about the medical practice.
1. Their Story…
2. Once upon a time, several physicians joined together
And formed the Imaginary Ophthalmology Group.
They were led by two doctors who were very different…
Dr Spring was very proactive, visionary & innovative
Dr Stern was very analytical and conservative
3. Their expertise and dedication to patient care were extraordinary.
However, their approach to new opportunities was extremely different.
Especially after the end of the day.
Because they were married - but that’s another story !
4. One December day, Dr Spring burst into the office of Dr Stern and said
“I just found out about a new technology that can help our patients,
attract new patients, bring in more income, and make our staff happier!”
“Can you take a quick look at this right now?”
“Okay. How much is it and what does it do? Give me the details.”
and she did…
5. “I know what you like, so I’ll start with the SCIENCE.
The Pharmanex Antioxidant Scanner invented at the University of Utah in 2001
for the Department of Ophthalmology measures 18carotenoidantioxidants with
a 30 second scan of the hand using Raman Spectroscopy. It gives a score, like
31,000, that indicates how much antioxidant protection a person has…
There are ten (10) antioxidants that have been shown to be beneficial in
reducing the impact of ARMD [ PreventMacularDegeneration.org ])
“Says who? How do you know that thing works? Where are the studies?”
“Here you go – 10 pages of published studies at ScannerScience.Info ”
6. “The peer reviewed, published studies demonstrate
• The value and nature of Raman Spectroscopy
• The validity of the Phamanex Antioxidant Scanner
Plus, there are tens of thousands of articles on PubMed.gov about the
importance of antioxidants in terms of protection against cancer, heart
disease, macular degeneration, Alzheimers, & periodontal disease.”
“Okay… Assuming that the science is valid and the scanner actually measures
what they say it does, how does it work with the Imaginary Ophthalmology
How do we use it in the office?”
7. The System
Gives Letter #1
Pays $20 Cash
Patient may order product
shipped directly from company
Guaranteed to increase score
8. “Ok, so it fits in with office flow – 8 minutes for the assistant several times
a day works out. No bumps. Especially since the doctor doesn’t do anything.
Now, $20 for each scan. Cash? I wonder if patients might object to that. How
many scans do you think we would do each day?”
“Probably 2-4 based on Dr Edmiston’s clinical experience. Also, our
patients will appreciate the fact that we’re helping them prevent problems.
That’s where our country and medicine are heading – preventive health care –
and we can be one of the leaders! We can help motivate people to make life
changes by having a numerical score, just like weight, blood
pressure, cholesterol, A1C, and PSA – people understand numbers.
We physicians can use the number, the score, to help them begin making
changes in diet, exercise, and nutrition – and then monitor their progress a
few months later, just like we do other lab tests.”
9. What’s Your Score ?
31,000…Dave Edmiston 6/23/2007
10,000 - 19,000
20,000 - 29,000
30,000 - 39,000
40,000 - 49,000
Each 1000 unit of a scan score represents .04 mcg of carotenoid per milliliter of blood.
10. “And what’s more, when they come back in 3 months for another scan, we
will ask them to ‘Bring A Friend’ and we’ll scan them for free – new patients for
our surgical practice !
Also, when the patients get scanned, they get a scan card which is wonderful
a ‘show and tell’ with their friends, family, and co-workers.
This is a terrific tool for identifying our practice as proactive and cutting edge.
If you add up $20 per scan at, say 3 a day, that’s $15,000 for the year + if we
recommend the guaranteed supplements, it’s double or even triple that.”
11. “You mean we HAVE to sell supplements? Is that part of the deal? That’s not
very professional. Plus, why would we want to fill up our storage cabinets with
bottles of stuff?”
“When I talked to Dr. Edmiston about that, he said that when he used the
scanner in his Sacramento ophthalmology office, he felt funny about ‘pushing’
pills on his patients, so he didn’t do that. He just let them go to CostCo, or
However, after they came back for their 3 month re-scan, and their score didn’t
go up, Dr. Edmiston began recommending the guaranteed products, such as
Lifepak , Lifepaknano, g3, and things changed dramatically.
Now, we can also add the guaranteed Eye Formula – and we never have to
stock anything. Plus, there’s a pretty good commission from these products.”
# Scans per month
$20 per Scan
# Patients who begin Products = 1/4 scans
Running Total Patients Who Begin Products
# Patients who stop Products =10%
Total Patients on Products each Month
Bonus ($10/patient Who Begin Products)
Total Product Sales @ $80 / patient
Commission from Product Sales (5%)
Commission from Product Sales (14%)
Commission from Product Sales (20%)
Sell Off of Qualifying Inventory
“Excel spreadsheet at ScannerIncome.Info ”
13. “This is getting to be a pretty heavy duty conversation.
America is interested in prevention, as are our patients – and future patients.
I don’t agree with everything Dr Oz has to say but the following broadcast is
engaging and gives a snapshot of what Americans are interested in…”
14. “Actually, I’m getting pretty interested in this scanner. How much does it cost?”
“We don’t have to buy it. We lease it for $209 per month – only 11 scans pay
for it – but the good news is that we will probably never need to make a lease
payment. If we hit 5000 volume or start six new patients on a monthly
delivery, our lease is zero for that month. Most practices don’t pay a dime...
Now, we do have to qualify for the lease with a purchase of $5100. Of
that, $500 is for the iPad Mini and $4600 in product purchases.
The product purchase amount is broken down into $2000 for two thousand
scan cards (should last several years), $600 in product for ‘show and tell’ in
the office and $2000 that can be sold back to the patients.”
So, when you look back at the spreadsheet, we’ve got our startup cost taken
care of in 3 months – the rest is gravy for our Imaginary partners!”
15. “Okay, let me get this straight.
The scanner improves our patient care by incentivizing patients to change
their lifestyle, diet, and nutrition.
The scanner brings us new patients and make us a lot of money.
The scanner establishes us a visionary, leading edge medical practice.”
“And, also, it allows us to hold fundraisers for charity, take it to health fairs and
The talks we give for the community. Imagine the great publicity we get.”
“Done! The science is real. The benefits will be extraordinary for our
practice. What do we do next?”
“Thought you’d never ask…”
16. At the partners’ meeting the next night, the two doctors
presented the program to their colleagues.
It was unanimously accepted.
Dr. Spring and Dr. Stern celebrated with a wonderful dinner that evening.
Their 20/20 patients, staff, and partners are still celebrating…
17. This story was created by the
Foundation for a Healthy America
To write your own story, contact:
Dave Edmiston, M.D.