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OVERVIEW
Cosmetic Surgery and Aesthetic Services of America
(CSASA), was developed to provide management and marketing services
to Positive Changes for Health & Beauty, a self-image health
care company, which was formed to make affordable plastic surgery
and cosmetic enhancements available to the average American. CSASA's
concept is to open cosmetic enhancement centers in existing physician's
offices as well as form alliances with cosmetic companies or major
department stores and develop distribution channels through direct
contracting with managed care companies and major corporations that
are self insured. After significant operational experience and capital
expenditures are justified, outpatient mini-surgical centers will
be established in the city. The focus initially will be to establish
market dominance through marketing, client service, pricing, affordable
payment plans and geographic accessibility in cities with the criteria
detailed.
CSASA will primarily provide non-medical services and contract
with part time surgeons as independent contractors to implement
other procedures, and obtain the support of physicians in Houston,
developing experience working in a medical setting from a retail
perspective. The initial services provided include the following:
-
Comprehensive Vein Treatment combining the newer technologies
of Photoderm and laser for spider veins, and vein stripping
for significant major vein varicosities.
-
Epilight Hair Removal System--an intense "pulse light"
system that is similar to laser but has been shown to be superior
-
Laser Facial Resurfacing -This treatment is provided by specialists
who are trained in laser techniques, such as general surgeons,
dermatologists, otolaryngologists, and opthalmologists.
-
Microdermabrasion (Bella Derma) - the lunch time peel used
in Europe for 5- 10 years and only recently introduced in the
U.S. for fine wrinkles, improvement in skin tone and reduction
of acne scars. It replaces chemical peels, one of the most common
procedures currently done by aestheticians, spas and in cosmetic
surgeons' offices.
-
Cosmetic Injection - Non-surgical wrinkle and frown line
removal for the face utilizing Botox - (bella visage) - Now
it is used
regularly for fine to coarse wrinkles and frown lines primarily
on the forehead, between the brows and adjacent to the eyes
(crow's feet). Combining and supplementing the treatments with
microdermabrasion, partial laser resurfacing and facial, aesthetic
and cosmetic services enhances wrinkle reduction and aging
of the skin.
-
Cosmetic , Aesthetic, and Masseuse Services
CSACA will expand its service to include medical procedures such
as:
-
Laser resurfacing, Body Sculpting and Liposuction, eyelid
surgery (blepheroplasty), breast augmentation ,face lift ,nose
reshaping
Current and Planned Conditions
CSASA began recruiting and training its staff at its first location
in the prime business location, the Galleria in Houston in September
1998. This office became fully operationally utilizing basic cosmetic
services (epilight hair removal, microdermabrasion, botox cosmetic
injection therapy, and comprehensive vein treatment, utilizing
sclerotherapy
and photoderm (but not vein ligation and removal) in April, 1999.
The 3 other provisionary offices have opened in stage fashion and
have begun to offer similar services; however capital constraint
has limited the ability to train additional staff and open the
other
centers.
CSASA began training staff for cosmetic services in March and began
to provide those services in two suburbs of Houston, Clear Lake/NASA
and Fort Bend, one of the top 10 fastest growing areas in the U.S.
There will be additional locations in Houston and in Austin, Texas
by the end of 1999. Thereafter it will expand by opening four locations
per city upon funding. Each location will employ:
-
A Nurse Practitioner, a Technician ,a Receptionist, an Aesthetician,
a Center Manager
Presently 2 opthalmologists with experience in laser resurfacing,
blepheroplasty and LASIK surgery are available for services, as
well as a plastic surgeon and ear, nose and throat specialist, who
will provide liposuction, nose reshaping and other cosmetic procedures.
We are the first center in Texas to provide selective laser treatment,
the "lunch time peel".
Each city will employ:
Recruit, supervise nurse practitioners, meet regulatory, educational,
and risk management, quality and review of at least 10% of the medical
procedures performed by the nurse and be available on site for those
procedures that require a physician , and supervision of laser procedures
and assessment of treatment of the more difficult or complicated
cases.
Objectives
CSACA has established specific objectives for its
5-year planning horizon in the following areas: growth, profitability,
and reputation of service.
Growth
Over a 5-year term, CSASA plans to have approximately 40 locations
in 8 different cities by opening 4 locations per city in 2 new cities
per year. CSASA maintains specific criteria for choosing a new city
to begin operations. Within these cities, there are certain criteria
for choosing physicians with which to affiliate.
The following charts details the number of cities in which CSACA
will be located and the total number of CSACA locations at the end
of each year:
| |
1999 |
2000 |
2001 |
2002 |
2003 |
| # of Cities |
2 |
4 |
6 |
8 |
10 |
| # of Locations |
5 |
17 |
25 |
33 |
41 |
Profitability
CSASA expects to recognize high profit margins of
35-50% through: Strategic alliances with physicians, cosmetic surgeons,
savings on operating expenses by running operations inside physician
offices and focusing on elective procedures and avoiding opening
large stand-alone facilities, avoiding complex, intensive procedures
by utilizing physician extenders and knowledgeable sales consultants,
efficient corporate administration of management, marketing administration
and development, opening 4 locations per city simultaneously to
maximize support personnel, marketing, and advertising efforts in
each city.
Reputation
Reputation is the most important aspect for a retail
medical center to achieve long-term success. CSACA plans to establish
high standards of customer service to guarantee consistency and
build customer loyalty. One of CSASA's criteria for choosing a
physician to work with is an exemplary reputation in the community.
By operating in a well-respected physician's office, credibility
is added to CSACA over a clinic or a spa. CSACA spends a considerable
amount of time with the customer up front to determine exactly
what the customer desires.
Strategy
CSASA's strategy is to open four self-image enhancement health
care facilities per city in two cities per year with 50% of the
locations being in a physician's office. CSACA will affiliate by
renting office space or subleasing the office several days a week
with a physician in each of its locations per city. The physician
will have large client population that has a need for such services,
as well as subcontract with other physicians for cosmetic surgery
and aesthetic services, such as family practitioners, primary care
physicians, dermatologists, obstetricians, gynecologists, ophthalmologists,
optometrists, and otolaryngologists. The business operations for
locations in each city is overseen by a Regional Manager and a plastic
surgeon will perform plastic surgery procedures and serve as a medical
consultant to nurse practitioners and technicians.
Long Term Strategy
CSASA plans to evaluate the feasibility and profitability of acquiring
at least 33% or as much as a 67% interest in existing plastic surgery
practices or pursue joint ventures with cosmetic surgery specialists
or developing profit sharing or management and marketing services
for cosmetic services for medical, including cosmetic surgery, groups.
Negotiations are ongoing to purchase and to develop training sites
for aesthetics, spa services, laser, oculoplastic and liposuction
using this model. It is to be emphasized that this not a physician
practice management but a corporate model to develop those services
through marketing and management by a team of physicians and management
and marketing specialists. By purchasing practices with minimum
gross revenues of $500,000 to $700,000, CSASA will be able to accelerate
its growth in new cities. To be conservative, these purchases, associated
revenues and costs have not been projected. These groups have a
significant competitive advantage as the company revenues are generated
increasingly from surgical procedures. This will provide additional
sources of revenues in that many of these surgeons have the capabilities
to perform day surgery in their facilities and have relations or
employ nurse anesthetists. CSASA will consider developing product
lines for cosmetic anti-aging that will be private labeled and distributed
through beauty salons and cosmetic stores. It will also pursue aesthetic
and healthcare related products and services that can be adapted
to mass-marketing utilizing product differentiation and quality
by identification with a medical service company. In order to minimize
capital expenses and gain experience, services such as LASIK vision
correction would be the first to consider, through contracting with
established practitioners. When significant operational presence
has been established, exploration of international opportunities
will be explored. This is indicated because of the increasing per
capita income, the reputation of American medicine, and lastly,
the opportunity to gain experience with new procedures and technologies
that were introduced 3-5 years earlier than in the U.S. because
of regulatory issues.
Growth of the Industry
It is well known that the medical industry is expanding rapidly
and the plastic surgery segment is no exception. The number of plastic
surgery procedures in the United States more than quadrupled from
1990 through 1996, from 643,910 to approximately 3.2 million in
1996. The growth rate will be in the next five years at least 40%.
This is based on the baby boomers entering their 50's, the increasing
acceptance of cosmetic surgery in both women and more recently men
and the desire of a quality of life now that the lifespan has increased
as well as the increase of net assets and disposable income in this
age of prosperity and the increasing new techniques and technology
to enhance beauty and youth.
Contrary to a misconception held by some people, most cosmetic
surgery patients are not motivated by vanity. Very often, patients
are seeking alteration of physical attributes that may not impair
physical functioning, but limit quality of life by promoting a negative
self-image and psychological stress.
The number of people who approve of cosmetic surgery, for themselves
or others, has increased 50 percent over the last decade. This surgery
is no longer performed only on the wealthy. In fact, 65 percent
of persons who have cosmetic surgery have family incomes under $50,000
per year. Because of this, financing programs and payment plans
are an essential part of the service and marketing activity.
Growth in the Cosmetic Surgery Healthcare Industry
The following is a two-year and five-year trend in the Cosmetic
Enhancement industry:
| Surgery |
% Change 1996 vs. 1997 |
% Change 1992 vs. 1997 |
| Liposuction |
+32% |
+215% |
| Breast Augmentation |
+39% |
+275% |
| Eyelid Surgery |
+45% |
+86% |
| Facelift |
+15% |
+52% |
| Nose Reshaping |
-8% |
-3% |
Emerging Trends in the Industry
Some of the emerging trends in the cosmetic surgery industry which
will be emphasized are:
-
Morphing
-
Laser Surgery/Resurfacing
-
Anti- Aging Skin Care and Skin Care Products
-
Ultasound liposuction
-
Comprehensive Vein treatment
-
Hair Transplant
Selection of Joint Ventures with Physicians
Choosing cities or suburban location with rapid population growth
and low unemployment, focusing on affiliation with 2-3 physicians
who maintain a good reputation and involvement in the community
as well as recruitment of physicians who are knowledgeable, willing
to develop and who have an understanding of the strategy of the
company, i.e., developing relationships with and recruiting physicians
such as: Dermatologist, OB/GYN, Opthamologist ,Otolarynotogist,
Family Practitioners and Spas.
Management and Advisory Board
Leo J. Borrell, M.D. - Chairman, Chief Executive Officer
and Chief Operating Officer
Dr. Borrell is the Chief Executive Officer and President of CSASA.
He is responsible for overall strategic planning and development.
Dr. Borrell has had a successful career in blending his clinical
interests with teaching and patient care. Dr. Borrell consults to
healthcare facilities. He has successfully founded and managed several
healthcare companies, and hospitals. In addition, Dr. Borrell has
teaching appointments: Baylor College of Medicine, Houston, Texas
and University of Texas College of Medicine, Houston, Texas, University
of Houston School of Entrepreneurship and Innovation,. He has developed
expertise in understanding integrating management and providing
medical services through his initiative in developing a large multi-specialty
clinic, several psychiatric hospital and facilities, and medical,
surgical and radiological diagnostic medical software companies
in the past ten years. He has been involved in investment and commercial
banking since 1990.
He has demonstrated performance in corporate finance and venture
capital, business planning, development and negotiation, general
management, organizational development and strategic planning, research
and consulting services and marketing. He gained experience in the
retail industry through his 10-year ownership and management of
an art gallery and gift shop. Dr Borrell has published various articles
in business and medical journals. Further, Dr. Borrell holds many
organizational offices and sits on the board of many organizations.
Dr. Borrell has earned an undergraduate degree from Emory University,
Atlanta, Georgia, an M.D. from Emory University School of Medicine,
Atlanta Georgia, and was a Harvard Medical Training Fellow and has
obtained postgraduate training in management at the international
management development institute (IMD) in Lausanne, Switzerland.
Judy Borrell - President, Chief Financial Officer &
Marketing Director
Sherry Sadler - Regional Manager & Clinical Coordinator
George L. Sadler, III - Organizational Development &
Continuous Quality Improvement
Mr. Sadler serves as an advisor to the C.E.O. and C.O.O regarding
human relations FUNCTIONS. His primary responsibility will be Organizational
Development and Quality improvement in order to monitor the strategic
plan and develop the capabilities to manage the rapid growth His
role is to establish CSASA operating system and total quality management
program as well as setting benchmark standards. Mr. Sadler's experience
is extensive within the arena of Total Quality Management. He has
worked as an adjunct Professor at the University of Houston, Graduate
School of Training and Development. He is a Malcomb Baldridge National
Quality Award Assessor and has extensive consulting experience within
the Quality field where he has established Total Quality programs
for 16 companies, including Compaq and Brown & Root, a major
opthamological medical group as it merged to form the core group
to become a public company in a national roll up Mr. Sadler has
developed technical, administrative MIS systems, and performed technical
training and human development programs. Mr. Sadler has a BS in
Engineering from USMA, West Point, NY.
ADVISORY BOARD
Peter Boland, Ph.D.
Dr. Boland serves as Vice President of Corporate and Managed Care
relations He is responsible for developing a strategic plan for
national contracts and advising the CEO of the changing environment
in healthcare and monitoring emerging competitors and developing
strategic alliances with other national medical and healthcare companies
in order to establish and maintain dominance in this industry. He
is one of the country's leading authorities on managed care. He
is an independent thinker whose results-oriented approach frequently
challenges the conventional wisdom of the healthcare industry.
As president of BOLAND, Berkeley, California, he assists providers
and purchasers in analyzing health plan effectiveness, creating
performance-bases arrangements, and assessing the impact of industry
dynamics on the cost and quality of health services.
Dr. Boland is the editor of the new journal, Managed Care Quarterly
(Aspen). He received a doctorate from UCLA, a master's degree from
the University of Michigan, and a post graduate certification from
Harvard University's Executive Program in Health Policy and Management.
Dr. Boland's role is a joint venture partner is developing a strategy
for relationships with managed care companies. He has an understanding
of the healthcare community locally since he helped Methodist develop
a managed care strategy. He also has a national reputation as a
healthcare consultant having written several books and as well as
editing several journals regarding managed care. In addition, Dr.
Boland consults with fortune 500-companies regarding healthcare
needs.
Ms. Cheryl Farnsworth, formerlt CEO of a national MRI company
and presently CEO of Health Help, a radiology company that was recently
funded with $10 million from a venture capitalist.
James Meadows, founder and former chairman of Citizen's
National Bank. This bank, for the past 5 years, has been ranked
nationally in the top 10, based on return on equity. Mr. Meadows
recently sold his bank to Banco Popular and remains involved in
an advisory capacity.
Loretta Marmino, formerly associated with Deloitte &
Touche in Houston, Texas, the Williams Company and Wiltel in Tulsa,
Oklahoma. She recently accepted a position with a start-up company
in Washington, D.C., wareonearth.com.
Discussions are being undertaken to finalize the participation
of several experienced healthcare executives with growing healthcare
companies in the hospital and day surgery sector. A medical advisory
board is being formed with experienced clinicians in various cosmetic
surgery services and in different geographic areas.
FINANCIAL ADVISORS
Keith Schilit - Mr. Schilit is an accomplished entrepreneur, consultant,
author and lecturer. Early in his career, he developed and/or implemented
strategic planning programs for Fortune 500 companies, governmental
agencies, and industry associations. Over the past 15 years, his
consulting efforts have been almost exclusively for smaller, emerging
growth businesses, including such well celebrated companies as Intermedia
Communications (Entrepreneur of the Year for the State of Florida),
MedTech (finalist for Entrepreneur of the Year for the State of
Florida), Lenny & Vinny's New York Pizzeria (Inc. 500), Feldman
Orthodontics (1st Runner-Up Small Business of the Year for the State
of Florida), Sam Seltzer's Steakhouse, and Cleaners Hanger Co. In
addition, he has been an active member of the board of directors
(and has served as Chairman of the Compensation and Benefits Committee
or the Audit Committee) of four publicly held, NASDAQ-listed companies
- Chico's FAS (Entrepreneur of the Year for the State of Florida),
Check Express, Dataflex, Prestige Cosmetics and director of the
ASM Fund. He has written 60 articles and six books on venture capital,
IPOs, and emerging growth ventures. He holds an MBA and Ph.D. in
strategic planning from the University of Maryland and has served
on the faculties of Keio University (in Tokyo), Syracuse University,
and the University of South Florida (in Tampa), where he has been
the director of the Program in Entrepreneurship.
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