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The Role of Injectables in Aesthetic Surgery: Financial Implications
William F. Schleicher, MD; Bryson G. Richards, MD; George N. Collis, MD; Deepa Cherla, MD; and James Zins, MD
Cleveland Clinic
2014-03-14
Presenter: William F Schleicher
Affidavit:
The majority of the work represents the original work of the fellows and residents participating in this study.
Director Name: James Zins, MD
Author Category: Fellow Plastic Surgery
Presentation Category: Clinical
Abstract Category: Aesthetics
Background:
In response to an increase in cosmetic procedures being offered by non-plastic surgeon providers, the American Society for Aesthetic Plastic Surgery and the American Society of Plastic Surgeons formed the Cosmetic Medicine Task Force. Ensuing surveys showed that 47 percent of consumers who had a positive experience with a non-invasive procedure would choose the same provider for an invasive procedure. We document, over a 10 year period, the natural history of patients seeking injectables, the likelihood of this population undergoing more invasive surgery, and discuss the financial implications.
Methods:
Our retrospective review identified patients introduced to the primary surgeon's practice seeking treatment with either botulinum toxin or dermal filler injections and subsequently underwent aesthetic surgical procedures. We excluded patients initially seeking cosmetic surgery. We documented demographics, injectable procedure specifics, aesthetic surgical procedures, and related revenues.
Results:
16% of patients who had injectables ultimately underwent aesthetic plastic surgery at an average interval of 19 months, three sessions after their first injectable encounter. A significantly higher (18%, p<0.01) conversion rate to surgery was seen with those who received botulinum toxin and filler. Of 375 patients seeking injectables, 119 aesthetic surgical procedures were performed illustrating steady annual revenue stream from both injectable sessions and aesthetic surgeries. Revenues from this group of patients exceeded $1.2 million.
Conclusion:
We provide objective numbers in support of the contention that cosmetic injectables are a critical part of a plastic surgery practice, reinforcing the notion that injectable encounters ultimately lead to invasive procedures and consistent revenue stream.
