Vertical Playbook · Health & Medical

Selling POS to Health & Medical Practices

Quick-reference guide for your sales conversations. Talking points, hardware bundles, pain points by practice type, and objection handling — built for chiropractic, dental, medical clinics, PT, optometry, wellness, and IV therapy.

💬 Talking Points 🏥 Verticals 📦 Bundles 🛡️ Objections 🎯 Qualify
Key Selling Points

What to Lead With in Every Conversation

These are your strongest angles for health and medical practice owners. Patient experience, copay collection, and retail product sales are the hooks.

💳

Copay & Patient Payment Collection

Say This

"How much are you losing in uncollected copays? Our system makes it easy to collect at the time of service — tap, chip, card on file, payment plans. Your front desk doesn't have to chase payments after the visit."

  • Collect copays, deductibles, and balances at time of service
  • Accept tap, chip, swipe, mobile wallet, and card on file
  • Recurring billing for treatment plans and memberships
  • Reduces accounts receivable and chasing patients for payment
  • Digital receipts sent automatically to patient email
🔄

Membership & Treatment Plans

Say This

"A lot of practices are moving to membership models — especially chiro, wellness, and IV therapy. Our system handles recurring billing automatically. Set it up once, and patients get billed monthly without your staff touching it."

  • Auto-recurring billing for wellness memberships
  • Treatment package tracking — sessions used vs. remaining
  • Perfect for chiro plans, PT packages, IV drip memberships
  • Patients can prepay for packages at a discount
  • Huge revenue stabilizer — predictable monthly income
🛍️

Retail Product Sales

Say This

"Do you sell any products — supplements, orthotics, skincare, eye care products, braces? Most practices leave money on the table because they don't have a system to track and sell retail. We handle that alongside your patient payments."

  • Sell supplements, orthotics, braces, skincare, eyewear, and more
  • Inventory tracking with low stock alerts
  • Ring up products and services in the same transaction
  • Track what products sell best — data-driven purchasing
  • Custom labels for in-house formulations
📅

Appointment & Scheduling Integration

Say This

"Your front desk is juggling scheduling and payments in two different systems. We combine them. Book the appointment, check them in, collect payment — one screen, one workflow. Reduces errors and saves time."

  • Appointment scheduling tied to payment collection
  • Automated reminders reduce no-shows
  • Patient check-in workflow at the front desk
  • Provider scheduling and room management
  • Online booking capabilities
👤

Patient Profiles & History

Say This

"Every patient gets a profile — visit history, payment history, what products they've bought, their treatment plan status. Your front desk knows exactly where they stand before the patient even sits down."

  • Patient profiles with complete payment and visit history
  • Track treatment plan progress and remaining sessions
  • Purchase history for retail product recommendations
  • Notes and preferences per patient
  • Personalized follow-up and rebooking prompts
💰

Dual Pricing / Cash Discount

Say This

"If your practice is doing $30K+ a month in collections, we can set up dual pricing to essentially eliminate your processing fees. On high-ticket services like dental work or IV therapy, those fees add up fast."

  • Cash discount program for $30K+/mo revenue practices
  • High-ticket services mean high processing fees — this eliminates them
  • Fully compliant dual pricing implementation
  • Particularly effective for dental, cosmetic, and elective procedures
Know Your Prospect

Pain Points & Solutions by Practice Type

Seven practice types, different pain points. Here's what to listen for and how to position RevitPay for each.

🦴

Chiropractic

Pain Points
  • Membership/plan billing is manual or separate
  • Selling supplements with no POS integration
  • Copay collection inconsistent
Lead With
  • Recurring membership billing
  • Supplement retail + inventory
  • Copay collection at check-in
  • Treatment package tracking
🦷

Dental

Pain Points
  • High-ticket procedures = high processing fees
  • Patient payment plans are hard to manage
  • Selling oral care products at checkout
Lead With
  • Dual pricing — huge savings on big transactions
  • Recurring billing for payment plans
  • Retail POS for dental products
  • Patient profiles with payment history
🏥

Medical Clinics

Pain Points
  • Copays uncollected — staff too busy
  • Multiple providers, complex scheduling
  • No reporting on collections by provider
Lead With
  • Streamlined copay collection at front desk
  • Provider scheduling and room management
  • Reports by provider and service type
  • Multi-location dashboard
🏋️

Physical Therapy

Pain Points
  • Session packages hard to track manually
  • Selling braces/equipment with no system
  • Patient no-shows waste therapist time
Lead With
  • Treatment package tracking (used vs. remaining)
  • Retail sales for braces, bands, equipment
  • Automated reminders reduce no-shows
  • Therapist scheduling and performance
👁️

Optometry

Pain Points
  • Eyewear retail needs real inventory tracking
  • Mix of exam services + product sales
  • Insurance copays + retail in same transaction
Lead With
  • Inventory by frame brand, style, prescription
  • Services + retail in one transaction
  • Copay + product purchase at checkout
  • Patient purchase history for reorders
🧘

Wellness Practices

Pain Points
  • Membership models need auto-billing
  • Selling wellness products, supplements
  • Client retention and loyalty
Lead With
  • Recurring membership billing
  • Retail product sales + inventory
  • Loyalty programs and client profiles
  • Automated follow-ups and rebooking
💉

IV Therapy Clinics

Pain Points
  • High-ticket services = high processing fees
  • Drip memberships billed manually
  • Selling add-on boosters and supplements
Lead With
  • Dual pricing — big savings on $150-500 drips
  • Recurring membership auto-billing
  • Add-on products at checkout
  • Package tracking (sessions remaining)
Hardware Bundles

Walk Them Through the Options

Start with what fits their practice and budget. You can always upsell later as they grow.

PAX A920 Pro
Good

PAX A920 Pro

Handheld, portable, all-in-one. Perfect for collecting payments chairside, in treatment rooms, or at a small front desk.

Included Hardware
  • PAX A920 Pro Terminal
  • Secure Payment Processing System
  • Wireless & Cloud-Connected
Key Selling Points
  • Collect payment in the treatment room — no walking to front desk
  • Full POS: copays, product sales, invoices
  • Supports dual pricing / cash discount
  • Recurring billing for memberships
  • Cloud reporting from anywhere
Pitch This When

"Solo practitioner, small clinic, or they want to collect payment right in the treatment room. Also great as a secondary device alongside a front desk station."

Ideal For

Solo chiropractors, small wellness practices, IV therapy rooms, mobile practitioners, secondary payment device

$457.00
+ $49.00 / month
Most Common Sale
Full POS Station with Valor 100
Better

Full POS Station

The front desk workhorse. Large touchscreen for check-in, payment collection, retail sales, and scheduling — built for medical and wellness reception areas.

Included Hardware
  • CCL Touchscreen Display
  • Integrated Receipt Printer / Xprinter
  • Secure Cash Drawer
  • Valor 100 Card Reader
Key Selling Points
  • Full front desk workflow: check-in, copay, product sale
  • Patient profiles with payment and visit history
  • Retail inventory for supplements, products, eyewear
  • Recurring billing for memberships and treatment plans
  • Dual pricing / cash discount support
  • Appointment scheduling and reminders
Pitch This When

"They have a front desk or reception area with dedicated staff. This is your go-to for dental offices, medical clinics, chiro practices, and PT clinics that want a professional checkout experience."

Ideal For

Dental offices, chiropractic practices, medical clinics, PT clinics, optometry offices with a reception desk

$1,453.08
+ $49.00 / month
Premium POS Station with PAX A35
Best

Premium POS Station

Same full station with the PAX A35 — patient-facing display for payment transparency. The premium checkout for high-end practices.

Included Hardware
  • CCL Touchscreen Display
  • Integrated Receipt Printer / Xprinter
  • Secure Cash Drawer
  • PAX A35 Smart Terminal
Key Selling Points
  • Patient-facing display — see charges and tap to pay
  • Builds trust and transparency on billing
  • Full EkiKart suite with all medical features
  • Multi-location management for practice groups
  • Advanced reporting by provider, service, location
  • Premium look matches a professional medical office
Pitch This When

"Multi-location practice group, high-end dental or cosmetic office, or they want patients to see the charges transparently. The patient-facing display builds trust — especially on big bills."

Ideal For

Multi-location practice groups, high-end dental offices, cosmetic clinics, large medical practices, franchise wellness brands

$1,580.48
+ $49.00 / month
Objection Handling

When They Push Back, Say This

The most common objections from health and medical practice owners.

"We already have a payment system through our practice management software."
"What are you paying in processing fees? Most practice management systems mark up rates significantly because they're reselling someone else's processing. We give you better rates, and if you're doing $30K+, dual pricing can eliminate fees entirely. Plus — does your system handle retail sales and inventory? Ours does."
"We don't sell retail products."
"That might actually be an opportunity you're missing. A lot of practices — chiro, dental, optometry, wellness — add significant revenue by selling products patients already need. Supplements, oral care, eyewear, braces. Our system makes it easy to start, and you'll see exactly what sells."
"How much does it cost?"
"The handheld is $457 — your provider can collect payment right in the treatment room. The full front desk station is $1,453. But here's the real math: if you're doing $30K+ in monthly collections, our dual pricing can save you more than the system costs. On a $2,000 dental procedure, that's $60+ in processing fees you keep."
"We're a small practice, we don't need all this."
"That's exactly who the A920 is built for. It's a handheld — copays, product sales, memberships, reporting, all in one device. No big counter setup needed. And the membership billing alone can stabilize your monthly revenue."
"Is this HIPAA compliant?"
"We handle payment processing, not clinical records. The system is PCI-DSS compliant for all payment data — encrypted, tokenized, fully secure. It doesn't store or touch any patient health information, so HIPAA compliance on the clinical side stays with your EHR system."
"Our patients mostly pay with insurance, not out of pocket."
"Right, but who collects the copay? The deductible? The balance after insurance? That's what we streamline. And if you offer any cash-pay services — wellness visits, IV therapy, cosmetic procedures — those go through us at better rates. Plus memberships for cash-pay patients are a growing trend."
Qualifying the Prospect

Questions to Ask Early in the Call

These help you figure out which bundle to pitch and which features matter most to this practice.

1

Monthly Collections

"Roughly what are you collecting in patient payments per month?" — If $30K+, lead with dual pricing. High-ticket procedures make this a huge savings.

2

Payment Workflow

"How do you collect copays and balances right now?" — If it's clunky or after-the-fact, the streamlined checkout is your pitch.

3

Retail / Products

"Do you sell any products — supplements, eyewear, braces, skincare?" — If yes, they need inventory tracking. If no, plant the seed of the revenue opportunity.

4

Membership Model

"Do you offer any membership plans or treatment packages?" — If yes, our recurring billing is a huge upgrade. If no, suggest it as a revenue stabilizer.

5

Practice Size

"How many providers? Treatment rooms? Front desk staff?" — This sizes the deal and tells you if they need the handheld, counter station, or both.

6

Locations

"How many locations?" — Multi-location practice groups push toward the Best bundle and centralized management and reporting.