Prior to COVID-19, Blair had an inkling that the Neo Elite was going to be relevant in the practice; “When David [Aerolase Sales Representative] walked into our practice, and started talking to us about Neo, I had actually already been looking into the technology. It was a divine intervention moment when David walked in. I had already been eyeing the technology. It was really exciting.”
Blair’s interest stemmed from the idea that the Neo Elite was more than just a laser device to her patients. It was a device that opened treatment options for her skin of color and melasma patients; “We’re in Indiana, you would not think that everyone here has a tan. However, we live in a region that’s full of lakes, everyone’s a lake person. All summer long, the majority of our lasers become non-usable on most of our patients, because they have some color to their skin.”
Offering her patients of color laser therapy during the summer further enhanced her treatment options and patients’ experience; “We had patients come in often that we were under delivering for and we wanted something that was more potent, more powerful, more dependable. The Neo Elite ended up being that for our patients of color, for melasma patients. Those are really the biggest treatments that we do with Neo in our practice.”
A key takeaway for treating her melasma patients with the Neo Elite was that they didn’t need to stop their topicals. The Neo Elite’s short pulse duration makes it a suitable device to combine with certain medications. For Blair, the Neo’s ability to be safely combined with other therapies was a major breakthrough. According to Blair, “when we talk about the Neo to our patients, it was all about the laser that you don’t have to sacrifice your lifestyle for. You don’t have to stop your topicals and you don’t necessarily need to necessarily stay out of the sun.”
Blair was ecstatic to find a device that enhanced result outcomes. She continued to pair the Neo Elite with other therapies to achieve melasma clearance; “When we’re treating melasma patients, we use glycolic peels. We were just using 30% glycolic peels for melasma and we had patients who had amazing results. For patients with stubborn melasma, we include either 50% or 70% glycolic peels. That is included in our pricing as well, so there’s no hiccup in trying to convince a patient to add something on. It’s just included in the pricing and the protocol.”
After combining the Neo Elite with either topical or glycolic peels, Blair claims: “We’ve seen definite increases in the results on those patients that maybe had a little bit more stubborn melasma to treat and stubborn hyperpigmentation.”
Blair noticed that not only was she capable of treating skin of color patients, but she was also able to treat a variety of other indications in combination as well; “We also treat some acne. For us, we don’t see a lot of acne, but the patients that we do see, this has been great for them. Secondarily, we use this for skin rejuvenation, especially for patients who are looking for something tolerable with zero downtime. Most often it’s skin rejuvenation, and then we’ll microneedle on top of it. We’ve been messing around with stacking the Neo with microneedling since we have a huge microneedling base. Patients who just love microneedling. They never want to do anything else. One way we’re trying to get those patients to try something more like Neo and laser is offering stacked treatments.”
By offering more combination therapies, Blair continually became more confident in the laser and its safety profile; “The laser is so safe and efficient. I think it instills confidence in a provider really quickly.” Blair claims that this confidence is important when it comes to selling the treatments. For that reason, when reevaluating their marketing efforts, the team became more educated on the Neo Elite and started promoting it online.