January 18, 2017
Regardless of industry, it is well known that acquiring a new customer is more expensive and time consuming than keeping a current customer active. According to Bain and Co., it costs approximately six to seven times more to acquire a new customer; in addition, they state that a five percent increase in customer retention can increase a company’s profitability by 75 percent. While these statistics differ based on your industry, the fact remains — keeping your current dieters on program longer is essential to your business growth.
Begin your retention on day one, sale day. Say thank you. While this concept is basic, its value is underestimated. Thank your dieter for choosing your weight loss program — remember, with an increasing amount of choices, they choose you. Consider a hand written card or personalized email.
Three weeks into the program, find out how they are feeling about the program. Get feedback on what they like and don’t like. More importantly, ask questions that will provide insight to how they are feeling about the program and their journey. While “I like the shakes” is important, knowing that they are anxious on weekends because of the lack of routine is more valuable to retention.
Spread the good news; highlight a success story. It is not new that testimonials are powerful. When choosing your testimonial, however, it is better to highlight a dieter who achieves common results. While it is wonderful when a dieter loses 200 pounds, most will lose less. Choose a testimonial story and person that others can relate to.
Finally, address sabotage when it appears. Some dieters change their mindsets after only one month into their program. As their weight loss advisor, it’s important to recognize sabotaging thoughts and patterns so the dieter can be redirected.
Let’s look at a few examples of when a dieter may veer off track:
1. When a short term goal is achieved. “Everyone is telling me I look great. I don’t need to be serious anymore!” Solution: Have dieters set both short and long term goals beyond the first month. When short term goals are achieved, celebrate and then set new goals immediately.
2. When the dieter starts to perceive the diet as punishment, they’re not looking at the big picture. “I’m sick of sticking to a diet.” Solution: Celebrate successes with dieters other than the scale. For example, praise a new activity they can enjoy as a result of their weight loss.
3. When the dieter views the diet as deprivation. “I’m missing out. It’s not fair.” Solution: Remind dieters that they are choosing to be on a diet. They can have anything they want, but would they rather choose to enjoy life at their goal weight, or eat a doughnut now?
How would you know your new strategies are working? Keep Data. Key Operating Statistics (KOS) helps you make informed decisions about all of your business questions and modify the course of business for continued growth and future positioning. Keep data relating to inquiries, conversions, drop offs, weight loss achieved and more, and then, deeply analyze the data. While it is good to know how many dieters drop off, it is better to know the most common week that dieter’s leave, and it’s even better to know the reasons why that drop off week is so common so you can implement a strategy to address the reasons behind the loss. Check out this article for harnessing data in the healthcare field. Robard provides customers with an extensive KOS data collection system, for access, contact Robard.
Want more? Access retention resources on www.Robard.com:
1. Video: Customer Service and Compliance: Better Compliance and Retention from Simple Touch Points and More Focused Visits
2. Staff Training Kit: One Month in Retention Strategies
3. Staff Training Kit: Keep Retention Strong
Not a customer? Request information here.
Blog written by Lynda Lewis/Robard Corporation
December 29, 2016
We’ve come a long way since January, and we appreciate you allowing us to take this weight loss journey with you. As we start to make plans, goals, and resolutions for the New Year, let’s take a moment to look back on some of the things we’ve learned in the past 12 months. Check out the slideshow below where we’ve highlighted 12 of our best weight loss tips, one for every month of 2016. Take inventory of things you tried that did or didn’t work, as well as things you meant to try but never got around to. Use this as a guideline for how you can set a clear roadmap to weight loss success in 2017. Download our free Goal Helper Worksheet to help you discuss New Year’s Goals with your weight loss provider. If you still need to find a provider to help you set a firm foundation for the New Year, visit our Find a Clinic page.
And for weight loss professionals, don’t forget, Robard offers a wealth of complimentary resources to aid you in recruiting and retaining patients for 2017, including Staff Training Kits, Customizable Marketing Materials, Educational modules, and more. Click here to get more information, or for customers, simply log on and start browsing our Holiday Resources! All of us at Robard wish you a healthy and productive New Year!
Blog written by Vanessa Ramalho/Robard Corporation
December 23, 2016
In a society that continues to stigmatize obesity, many believe that overeating and obesity are the result of lack of motivation or self-control. However, for many that struggle with weight loss, the problem goes much deeper than sheer will power. In fact, there are a number of signs and symptoms that point to Binge Eating Disorder (or BED) as a potential cause for overeating which can lead to obesity.
Binge eating disorder is more than just eating too much food. “Insatiable cravings that lead to eating large amounts of food, often quickly and to the point of physical pain, and followed by intense shame and self-loathing, characterize binge eating disorder,” says Kathleen Murphy, M.A., LPC, and Executive Clinical Director at Breathe Life Healing Centers, where the Breakfree@Breathe program specializes in treating binge eating disorder. This overeating/guilt pattern is a vicious cycle; people who suffer from BED feel that they have lost total control.
While anorexia and bulimia are more commonly known, BED is actually the most common eating disorder in the United States, with 5 million sufferers nationwide. Additionally, two out of three people with BED are obese and 30 percent of people looking into weight loss treatments likely exhibit symptoms of the disorder.
How do you know if you have BED? People with binge eating disorder display a combination of symptoms. These include:
• Regularly eating more food than most people would in a single sitting
• Feeling out of control while you’re eating
• Having binge eating episodes at least once a week for three months or longer
In addition to the above, people with binge eating disorder must have at least three of the following symptoms:
• Eating really fast or past the point of feeling full
• Experiencing negative feelings of shame, guilt or remorse about binge eating
• Eating a lot — even when you’re not hungry
• Eating alone, particularly because you’re embarrassed about how much you’re eating
Although BED is a treatable disorder, it’s estimated that 57 percent of people with binge eating disorder never receive treatment. However, in 2013, binge eating disorder was finally categorized as a recognizable and treatable diagnosis in the Diagnostic and Statistical Manual of Mental Disorders (DSM-5) produced by the American Psychiatric Association™. This was incredibly important to the treatment of the disease, since a diagnosis that can be documented leads to greater access to care for sufferers. Since BED is now listed as a disorder, many insurance plans cover treatment.
If you think you may have Binge Eating Disorder, getting support and treatment is paramount. If left untreated, BED can perpetuate the disease of obesity, in addition to a host of other health conditions and comorbidities. Treatment options are now more available than ever, and the prognosis for recovery is good. To find a treatment provider who specializes in binge eating disorder, please visit the National Eating Disorder Association’s Treatment Options database today. Once you are receiving proper treatment for your BED, you may find more success in a weight management program. To discuss starting a weight management program and starting the journey toward a healthier you, visit our Find a Clinic page.
Sources: National Eating Disorders Association, Healthline
Blog written by Vanessa Ramalho/Robard Corporation
December 15, 2016
To meet the increasing needs of our customers and their patients, Robard Corporation’s manufacturing facility in Mount Laurel, New Jersey, is in the process of expanding to add an additional 16,000 square feet, with extra warehouse racking that will provide 1,350 new pallet positions. This surge will allow us to stage materials more efficiently for manufacturing and mixing. Further upgrades at our facility include two new state-of-the-art mixing rooms (including a new 100 cubic foot paddle mixer that will increase our capacity up to 2,400 lb. blends and reduce our blend times 60 percent on average), as well as an advanced integrated software system for our scales in a stand-alone weigh-up room. What’s more, we have acquired an additional building with 40,000 square feet of warehouse space, and are enlarging our research and development laboratory. We’re updating our current blending rooms, and have added 70 new staff members within the last year to meet our rising production needs. As a result, we have greatly increased our manufacturing capacity by now operating one shift of offline packing, two shifts of mixing and three shifts of production. All of this enables us to fulfill customer demand, consistently meet shipping deadlines and deliver the high quality products that you and your patients expect from Robard. Stay tuned for future updates during this exciting time of growth for the Robard family and our valued customers!
Blog written by Lynda Lewis/Robard Corpration
November 8, 2016
The time between Thanksgiving and the New Year can be the most challenging for your staff and your patients. There’s temptation around every corner — saboteurs are everywhere and, as a result, many patients fall victim to the mentality that “no‐one can maintain a diet during this time of year.” This mindset causes a chain of negative events that result in lost retention, decreased program effectiveness, lost revenue and momentum within your business.
But facts confirm that it’s simply not true. It’s time for you to prepare and educate your staff so your patients can break through the obstacles of tempting delights so they can enjoy a January filled with weight loss achievement.
The belief that patients can’t be successful during the holidays is based on outdated assumptions. Years ago, before we had an obesity crisis — before over 65 percent of Americans were overweight — the diet industry largely catered to cosmetic and seasonal weight loss. From January to May and from September to Thanksgiving, consumers turned to weight loss programs and then dropped their program during the summer and holidays. Today, more people join weight loss programs for health and wellness and to eradicate medical issues. These reasons are impervious to seasons, but patients are still susceptible to sabotage and exposure to diminished expectations. It’s during these times that we need to increase our vigilance against excuses and sabotage.
Educate your staff to counter all of the excuses, uncover sneaky saboteurs and eliminate them.
9 Tried and True Strategies for Retaining Your Patients
1. Create a weekly calendar with each client for each week during the holiday season and include their upcoming social events. Let the patient see how many of the 42 weekly eating occasions don’t involve a social event. (Assuming a patient eats six meals/snacks daily).
2. Stock up on Robard snacks and protein bars. These are easy to take on-the-go and require no prep. Perfect for shopping!
3. Re‐do goals with every patient and give specifics to focus on. Remind them it’s a series of small daily choices, not all or nothing. Help them counter the, “Well, I had cake at lunch, so I will start again tomorrow” approach.
4. Help patients visualize January 1.
5. Have patients fill out their food log.
6. Go over socializing basics. For example, if there is a dinner? On that day, eat breakfast, a snack, and lunch (preferably products). Eat just before arriving. Consider trade‐offs. For example: wine vs appetizer/appetizer vs dessert/sharing dessert. At the event, relax and socialize. Keep high‐fat treats out of sight.
7. Eat regularly every 3–4 hours and sleep regularly.
8. Don’t buy or make holiday treats until the last possible moment. Buy or make things that are not your personal favorites.
9. Maintain and increase physical activity. Great walking opportunities can be had with shopping or taking the family for a stroll to view the holiday lights.
While we would all like our patients to be perfect throughout the holiday, many struggle. For the struggling patients, continue to encourage them by letting them know that moving forward, even without perfection, is a goal worth driving towards.
For more tips and information on helping your patients and your business succeed through the holidays, Robard customers can download one of Robard Corporation’s many resources that help patients successfully navigate through the season. We also invite non-customers to download a holiday staff training kit, titled Visualizing January, by clicking here. Good luck and have a wonderful holiday season!
Blog written by Lynda Lewis/Robard Corporation
October 27, 2016
“Losing weight is easy!” – said no one ever.
Let’s be honest… losing weight can be extremely challenging, especially when you’re trying to figure it out on your own. Between TV, the internet, magazines, friends and family, and countless other sources that try to tell you how to do it, separating fact from fiction can seem nearly impossible. With all of this information overload, how do you figure out what will work for YOU?
First and foremost, if weight loss has been a challenge, and especially if you need to lose a significant amount of weight, it’s always best to consult a physician, registered dietician, or another professional with a background in weight loss. There are also many clinics that specialize in weight loss and that have programs that can be tailored to your specific needs, and finding a clinic is not as hard as it may seem. Sometimes, asking for help is the first step to seeing real, long-lasting results.
In the meantime, we’ve done some of the work for you and found some of the most common dieting myths on the Internet. Take a look at the slideshow below with 6 dieting myths you may have heard, as well as the facts behind them!
October 20, 2016
I recently saw a picture on Facebook that was captioned: “Do something today that your future self will thank you for.” It’s a common saying, but thought-provoking at the same time. It puts things in perspective and helps you understand that the decisions you make now can affect you in the future.
One thing that we can all do now is decide to make a conscious effort to watch our diet and weight over the next three months; our future selves will thank us for it. Remember, from now until the end of the year we are all likely to gain weight. Why? Blame our friends, Halloween, Thanksgiving, and Christmas. Yes, the holiday season is upon us, and if we aren’t careful we will gain weight that will take a lot of effort and time to lose. Actually, according to findings published in the New England Journal of Medicine, it will take upwards of five months to lose that weight. Think of all the work you put in throughout this past year trying to reach your fitness goal, only for it to vanish in a span of a few months, then you have start again when the calendar flips to 2017.
So, what do we do? First, let’s all agree that for the majority of us there will be a few days during the holidays that our diet goes haywire. However, the goal should be to minimize those days, which is tough to do when the leftovers in the fridge are begging to be eaten; we have to find ways to control those urges and cravings.
Another thing we can do is make sure we have a consistent exercise plan. With the holiday season comes traveling, relaxation, and at times lack of motivation to workout. But even if it’s just a short walk, commit to do something! It will be easier to get back into your normal workout routine if you are starting somewhere instead of starting from a place where you went an extended period of time with little to no physical activity. Try to keep your regimen as close to normal as possible.
Cornell Food and Brand Lab Director Brian Wansink said it best: “It’s easier to avoid holiday pounds altogether than to lose them after they happen.” With research showing it will take five months to lose three months of weight, it’s hard to disagree. So stay motivated, be consistent and focused on reaching your good health goals. If we’re mindful of watching our weight over the next three months, our future selves will thank us for it.
Source: Cornell Food & Brand Lab
Blog written by Marcus Miller/Robard Corporation