Weekly roundup
Here’s what you missed last week!
🏛️ Policy & Payers
Cut turnaround on repeat approvals: California now waives redundant prior authorizations for services with >90% approval.
Commercial insurers pay $1,500 more per procedure at hospital outpatient departments than ASCs.
Model legislation would set site-neutral payments for select outpatient services tied to Medicare.
Know your baseline: KFF’s explainer on how Medicare pays physicians tracks updates and reform options.
States are adding guardrails so AI in health insurance avoids bias and keeps human review.
📈 Business & Tech
Artera’s CEO maps a shift to AI agents for patient communications.
2025 digital health funding reached $9.9B per Rock Health, but diligence still matters on funding trends.
Clinicians see AI as key to easing prior authorization.
Advancing value-based care starts with accessible data.
⭐ Just for Fun
The Deep Dive
The Dermatologist’s Guide to In-Office Product Sales
Selling skincare products in your dermatology practice can help you increase revenue while providing better patient care. When done ethically, retail product sales create high-margin income streams while improving treatment outcomes. Patients get exact recommended products, avoiding drugstore trial-and-error, which leads to better adherence and results. Your office becomes a convenient one-stop shop, increasing patient satisfaction and loyalty.
Many physicians worry patients will see them as salespeople rather than doctors. However, patients actually prefer buying from dermatologists they trust to avoid counterfeit or ineffective products, especially when you emphasize education over pushy sales.
Just think about it: tell anyone at a social event that you work in dermatology and you’ll immediately get questions like, “What’s the best sunscreen?” or “Which retinol actually works?” That curiosity speaks volumes. Patients genuinely want guidance from experts they trust. If they’re already seeking your advice outside the office, they’ll appreciate the convenience and confidence of getting dermatologist-approved products directly from your practice.
Tips to get started
Stock evidence-based staples: broad-spectrum SPF 30+ sunscreens, gentle moisturizers, and proven acne treatments. Don’t peddle unproven “miracle cures” lacking peer-reviewed support - it destroys credibility.
Prioritize medical-grade products. Medical-grade skincare offers higher concentrations of active ingredients, better formulation stability, and consistent quality control. Supported by clinical studies, these products deliver measurable results and should be positioned as part of a treatment plan, not as luxury add-ons.
Educate patients as part of their treatment plan. Create a low-pressure retail area where patients can browse independently. Don’t push products during exams or make patients feel purchases are required; this alienates people and crosses ethical lines.
Disclose your financial interest and price competitively (typically around 100% markup over wholesale). Don’t hide that it’s your brand or charge exorbitant markups... patients will compare prices and trust erodes quickly.
Start small with 3-5 core products matching your patient population’s needs. Vet vendors for quality, testing data, and staff training support. Set up a dedicated display space separate from exam rooms (even a small shelf in the waiting area works). Consider offering online ordering for convenient refills.
Most critically: train your entire team on each product and adopt a “we educate, we don’t sell” culture. When staff can confidently explain benefits without pressure, patients respond positively.
If you’re unsure where to start, begin with sunscreen. UV protection is the most universal skincare need, helping prevent skin cancer and premature aging. Stock one broad-spectrum, cosmetically elegant sunscreen you personally love. This single product can kickstart better patient habits and open doors to future product conversations, creating healthier skin for patients and a healthier practice for you.
Bottom line. Done right, selling skincare products in your dermatology practice is a win-win. It can boost your bottom line and, more importantly, give patients convenient access to proven products that improve their skin health. The keys are to choose wisely (stick to science-backed essentials) and put patient education before sales. By integrating retail in a thoughtful, patient-centric way, you differentiate your practice and enhance care rather than looking like a “med spa” shop.
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That’s it for this week.
This one was super fun. Hope you enjoyed it too.
