Recommend only what the patient needs
The rule is simple: you suggest a product because it helps this patient's treatment, never because you need to move stock. Explain why, and say when they could buy something similar elsewhere. Patients notice the difference, and trust is worth far more than a margin.
Stock a small, useful range
Start with the few products you recommend every week: bands, tape, a couple of braces in common sizes, and hot or cold packs. Expand only when you keep ordering the same thing for patients.
Price fairly
Price close to what a patient would pay elsewhere, with a margin that covers your time and stock. Being a little dearer than the cheapest website is fine if you fit it properly and explain how to use it.
Keep track of stock
Products tie up cash and go missing without records. Record what comes in and what is sold, set a reorder point for each item, and do a quick count every month. In Clinidiary, inventory does this, and selling an item from the appointment puts it on the invoice and takes it out of stock at the same time.
Put it on the same invoice
Selling a brace on the same invoice as the consult keeps things simple for the patient and for your records. Check how health funds treat the item; most products are not claimable the way a consult is. See invoicing and claims.
Know the rules
In Australia some products are medical devices, and the way you describe them in advertising is regulated. Describe what a product is and how to use it; avoid promising cures.
Products are one modest income stream among several. See a second income stream and earning more without longer hours.
Frequently asked questions
Is it ethical for physios to sell products?
Yes, when the product is clinically appropriate, fairly priced and the patient is free to buy elsewhere.
Which products should a physio clinic stock first?
The handful you recommend most often: bands, tape and common braces in popular sizes.
How do I stop stock going missing?
Record every item in and out, set reorder points, and count monthly. Software that links sales to stock makes this almost automatic.