callus grinder

Transcription

callus grinder

Issue 2/2014
FUSSPFLEGE
AKTUELL
The magazine
for the practice
NEW: GEHWOL FUSSKRAFT Soft Feet Lotion
with water lily and silk
Beautiful legs -
fotolia | Denis Aglichev
silky smooth and well groomed!
Instruments CURRENT
Medicine CURRENT
Marketing CURRENT
NEW: Carbide grinder HM 251:
Easily remove callus
Preventing amputations: diagnosing
diabetic foot syndrome
Product presentation: Find out tips and
participate in the competition
Contents
Instrument offer
Easily remove callus
Carbide grinder HM 251........................ 3
Product offer
GEHWOL FUSSKRAFT Soft Feet Lotion
For silky smooth legs.......................... 4 –5
Christmas campaign 2014
GEHWOL FUSSKRAFT Soft Feet Lotion
and GERLASAN Hand Cream............. 8– 9
Technology offer
Brakes for better safety
Foot care chair CONCEPT F3 with
automatic brakes............................ 10– 11
Expert knowledge CURRENT
Safety first
Occupation related dermatoses on the feet.12
Activating the circulation
Oedemas in pregnancy......................... 13
We are the Champions!
Football world championship: a look at
the feet................................................. 15
Medicine CURRENT
Preventing amputations
Guest contribution by Dr. med. Renate
Wolansky on the subject of clinical diagnostics for diabetic foot syndrome............. 16–17
Good care is not a secret
GEHWOL Diabetes Report 2014 .......... 18
Ware knowledge CURRENT
Rising awareness of foot care
Gerlach in Poland.................................. 19
Silk and water lily
A strong combination in the GEHWOL
FUSSKRAFT Soft Feet Lotion.................... 20
Honey - the wonder weapon
Myth or cure-all?................................... 21
Preventing motor damage
Material properties............................... 22
Care consultation CURRENT
“Yes, you can do that”
Tired legs in pregnancy - an outlined
consultation........................................... 23
Practice CURRENT
Good data, great customers
Customer management in the practice,
part 5: Customer evaluation........... 26 – 27
Marketing CURRENT
Product presentations
Interview with Alexandra Chrobak on the
subject of “Visual Marketing”..........28– 29
“Customers buy again“
2014 survey on customer satisfaction........30
For better risk awareness
GEHWOL campaign for diabetics.......... 31
Brakes for better safety
The motto in motor sports is “He who brakes, loses”.
It‘s quite different in foot care: Here, it‘s the winners
who brake - by gaining safety for their patients and
greater work comfort. It refers to the dynamic change
between the rotational function of a patient chair and
its stable braking during work. Even more safety and
comfort is therefore provided with the new fixing
brake of the CONCEPT F3 foot care chair, which can
be controlled via the foot switch.
Pages 10 - 11
High performance for the feet: Football world championship
When the starting shot for the football world championships is fired in São Paulo on 12 June, billions of people
all over the world share the excitement. Those who are
unable to ensnare one of the hotly desired tickets
cheer at home in front of the television. While player
setups, tactics and the new team uniforms are already
the subject of heated discussions, one secret star is
often forgotten: the feet.
Page 15
Gerlach in Poland: No dry pedicure
Eduard Gerlach GmbH is represented in 55 countries
around the globe. FUSSPFLEGE AKTUELL presents
branches from different countries in this new series,
and outlines local foot care market conditions. We
start with the neighbouring country Poland, in which
the GEHWOL brand has been successfully represented
by the company Miralex since ten years now.
Page 19
Increasing diabetics‘ risk awareness
The GEHWOL Diabetes Report 2014 shows that diabetics
pay too little attention to their feet. There is often a lack of
knowledge about the consequences of neglected feet, or a
lack of care awareness. Unfortunately, this leads to about
50,000 amputations annually. GEHWOL therefore started
the “Standing up to diabetes!“ campaign to provide information and sensitise as many diabetics as possible to their
foot health. As a foot care pro, you can contribute.
Imprint
Pages 18 and 31
Please order via the publisher
Publisher: FUSSPFLEGE AKTUELL appears on behalf of Eduard Gerlach GmbH, Bäckerstraße 4– 8, 32312 Lübbecke,
Telephone: 05741 330-0, Fax: 05741 347300, E-Mail: [email protected], Internet: www.gehwol.de
Editing staff and publisher: Dorothea Küsters Life Science Communications GmbH, Leimenrode 29, 60322 Frankfurt am Main,
Telephone: 069 61998-0, Fax: 069 61998-10, E-Mail: [email protected], Internet: www.dkcommunications.de;
Editorial management: Dorothea Küsters (responsible), Dirk Fischer; Editing staff: Stefan Dudzinski-Lange, Stefan Dietrich,
Jana Zieseniß, Andrea Mühlbacher
Graphic concept and implementation: PUNKTUM Werbeagentur GmbH, Bad Vilbel
All rights reserved. Reprints, also in excerpts, are only permitted with the approval of the publisher and citing sources. Rights
of translation and other uses reserved. We assume no liability for unsolicited manuscripts, discussion copies etc. If FOOT CARE
CURRENT cannot appear or be delivered, this shall not result in claims against the publisher. Legal venue: Frankfurt am Main.
2
FUSSPFLEGE AKTUELL 2/2014
Instruments CURRENT
NEW: Carbide grinder HM251 with “double blade“
Norbert Cohrs,
Easily remove
callus
lecturer at the Hanover
podology college,
... is enthusiastic
about the new
carbide grinders:
With three new gear tooth systems, Hager & Meisinger GmbH and Eduard
Gerlach GmbH are revolutionising the foot care technology market for carbide
grinders. Especially the extremely sharp and scalpel-like double blade allows
rapid and effective removal - a significant added value for the daily work of
foot care pros and podologists. Experienced pros might be reminded of the
well-proven “Hoschhobel“ plane, a similar, four-bladed tool.
The choice between steel and carbide
grinders was not only a matter of personal
preference thus far, but usually also associated
with compromises. Steel grinders have very
sharp blades, but are less solid. Common
carbide grinders, on the other
hand, last longer due to
their hardness, but
are less sharp.
With the new HM 251 carbide grinders,
GERLACH TECHNIK was able to remove
the dilemma by cooperating with Hager
and Meisinger to create a true innovation.
The new carbide grinders with double blades
offer both, starting immediately: effective
removal and long instrument service life.
The grinders work similarly to the previously
popular HOSCH callus plane for shaft
devices, but are lighter and less clumsy.
The secret lies in a double blade with blades
which extend to differing depths.
Cutting is similar to shaving a
beard. The first blade lifts,
They work extremely well and are a
reminder of the older “Hoschhobel“
planes. The “fine double blade“ is
made for rapid removal of woody and
fungus-ridden nails. The “file grind“
perfects the removal process. Very
hard callus in the pad, sole and heel
areas can also be rapidly removed.
The “coarse double blade“ also does
this well. Our patients also liked the
quiet operation of the new grinders.
while the second blade cuts. It‘s especially
effective for removing callus, as well as
woody and fungus-affected nails. The “file
grind“ model has blades arranged crosswise,
thereby ensuring optimal splintering during
the removal process. The specifically oriented
twist angle allows for quiet operation. The
three new grinders operate with low vibrations, pleasantly relieving the foot care pro
during work.
Our offer
Carbide grinder
HM 251 FS 104060 File grind
Carbide grinder
HM 251 DF 104060 Fine double blade
Carbide grinder HM 251 DG 104060 Coarse double blade
Runs quietly, but makes no compromises when it comes to callus, woody or
fungal nails
.
3
Products CURRENT
New: GEHWOL FUSSKRAFT Soft Feet Lotion
Refreshing care for silky
The new GEHWOL FUSSKRAFT Soft Feet Lotion contains a special feel-good combination of water lily, silk and hyaluron. The new lotion from the successful Soft Feet care programme is absorbed immediately, enlivening and lending
the legs and feet a silky smooth, cared for appearance right after use.
The new, easily distributed lotion complements the established care products of the
GEHWOL FUSSKRAFT Soft Feet line. This
includes the Soft Feet Scrub with bamboo
and jojoba to prepare for care, and the Soft
Feet Cream with milk and honey for silky soft
feet.
Water lily and silk combined for the first time
With the new lotion, the legs now also
receive rapid, refreshing, deep acting care.
Water lily (white pond lily) extracts are
used in a foot care product here for the first
time. It is combined with silk extracts. Water
lily has many positive attributes: It contains
astringent tannins which draw the pores
together, making them smaller and refining
the skin surface. Essential oils are also
soothing. Flavonoids - also a component of
water lily - are radical-catchers. Among
other things, the lotion also supports skin
cell protection in this way. Building on this,
silk extracts lend the skin a radiant shimmer
and make it smooth and supple. The main
component of silk is fibroin, a long chained
fiber protein which leaves behind silk‘s
typical shine. Silk extracts also provide
moisture, lending a fresh skin sensation.
The silk is complemented by phytosqualane.
The care substance is known as a smoothing and softening lipid component, and
ensures suppleness after care.
A moisture kick for tired legs
A combination of mineral-rich algae extract
and specially processed hyaluron is another
novelty. It likewise ensures a refreshing
moisture kick. After all, extracts from the red
algae “Palmaria Palmata” activate the skin‘s
microcirculation, removing the unpleasant
sensation of heaviness. Hyaluron is able to
bind very large amounts of water. It also
penetrates the deeper skin layers and intensively stores moisture there. This powerful
active substance also activates natural cell
regeneration. This results in smoother, tighter
skin. Other ingredients of the Lotion complete
the feel-good sensation for your customers:
This includes avocado oil and the provitamin
Vitamin E acetate, which, among other
things, also makes a valuable contribution
to protecting the skin due to Vitamin E‘s
With a refreshing care formula
Water lily, silk and hyaluron
4
special
radical
catcher properties.
For instance, Vitamin E
also counteracts light
related skin aging. Avocado oil supplies the skin
with essential fatty acids
and regulates the natural
balance of water and lipids.
The oil counteracts dry,
brittle, scaly and itchy legs.
Products CURRENT
smooth legs
The lotion complements the established and successful GEHWOL
FUSSKRAFT Soft Feet feel-good series. The lotion and the scrub,
which thoroughly removes dead skin cells and outstandingly
prepares the legs for care, harmonise especially well.
Präsentationsdisplay
33 % Naturalrabatt
s
Presentation box to encourage sale
5
Products CURRENT
Summer lineup for 2014
Flourishing business
with successful sales
6
fotolia | E. Adler
The new GEHWOL FUSSKRAFT Soft
Feet Lotion expands the exclusive
product offer for foot care practices
and cosmetics institutes. Aside from
the scrub and cream from the Soft
Feet series, you can now offer your
customers and patients ideal feelgood leg and foot care as well.
Supporting advertising measures
support your sales. In combination
with the current summer range, you
can profit from attractive terms with
up to 33 percent natural discounts in
GEHWOL FUSSKRAFT and GEHWOL
med, and therefore, do flourishing
business.
Products CURRENT
ENCOURAGING SALES
Awakening needs and creating
demand - these are two main objectives of advertising in product sales.
Gerlach provides professional support
in this so that you don‘t have to do it
on your own with the GEHWOL
FUSSKRAFT care products. This
includes classic advertising means
for your practice, such as sales displays
and posters, but also advertisements
in women‘s and health magazines,
as well as initiating media reports
and communications via social
media. In recent years, GEHWOL
and GEHWOL FUSSKRAFT, for
instance, have increasingly found
enthusiastic fans on the internet: The
GEHWOL testers‘ club includes
nearly 130 beauty bloggers who test
the products and report on them to
other users who are interested in
beauty. Within a group with the same
interests, recommendations from
persons who share the same interests
are especially believable, which also
supports sales for your practice. Social
communications are complemented
by the Facebook fan page for
GEHWOL FUSSKRAFT Soft Feet,
which has about 1500 followers.
They are regularly informed about
product benefits, exchange information about this, and pass the positive
experiences on to others as messengers.
7
Products CURRENT
Christmas campaign 2014
Santa comes
tomorrow
Santa is still relaxing after past stresses. But he can already see the next Christmas on the horizon. Not much
longer and it will already be “Santa comes tomorrow” again. Those of us who don‘t want to hunt for Christmas
gifts for our loyal customers at the last minute can take advantage of our Christmas campaign. Already, the
new GEHWOL FUSSKRAFT Soft Feet Lotion and the proven GERLASAN Hand Cream wait to make your
customers happy at Christmas, each in the exclusive 40 ml gift tube.
cado oil and the skin protectant active
substance Vitamin E complements care.
The ingredient of algae extract activates
the circulation and enlivens tired legs. Silk
extracts ensure a youthfully smooth skin
appearance and provide moisture, as does
hyaluron.
Dry skin on the hands
This makes the Soft Feet line suitable
care for dry skin on the legs and
feet. But the skin of the hands is
also easily dehydrated in winter.
GERLASAN Hand Cream is
therefore our complement to the
Christmas campaign. With this
small gift, you can offer your customers the perfect care for brittle,
cracked skin. It will make itchy
hands a thing of the past. For bisabolol and clotrimazole inhibit
itchy inflammation and
encourage wound healing. Glycerine and
the provitamin panthenol ensure the
regeneration of the cell structure. This
rebuilds the protective barrier of the skin
and defends against pathogens. Jojoba oil
replaces missing skin fats and ensures
smooth, supple skin. Aloe vera provides
moisture, which is bound into the skin due
to the contained glycerine and urea.
Get it now
If you grab the two Christmas campaign
products now, you can relax and enjoy the
summer, and meet Christmas with a calm
attitude. The exclusive gift tubes will be
delivered starting in September. Aside from
pre-Christmas stress, this also saves you
storage.
fotolia | Cmon
These two products will give your customers the gift of well groomed, smooth and
supple skin on the feet, legs and hands.
The new, easily distributed Soft Feet Lotion
complements the already established products of the Soft Feet line from the exclusive
specialist trade, and is ideal care - not just
in summer. The new combination of selected
ingredients, among other
things with water lily
extract, soothes the
skin and unfolds
astringent effects.
P hy t o s q u a l a n e ,
regenerating avo-
lia
to
fo
|o
lly
8
Products CURRENT
9
Technology CURRENT
New: Foot care chair Concept F3 with automatic brakes
Brakes for better
The motto in motor sports is “He who brakes, loses”. It‘s quite different in foot care. Here, it‘s the winners who
brake - by gaining safety for their patients and greater work comfort. This refers to the dynamic change between
the rotary function of a patient chair and stable braking during work. Therefore the new electrical fixing brake of
the Gerlach foot care chair CONCEPT F3 offers even more safety and comfort.
A rotating foot care chair has a decisive
ergonomic advantage. Together with the
other adjustment methods regarding
height, sitting height and the leg rest, the
patient or his/her foot can always be
brought to a position in which the foot care
pro can sit with a straight back, and therefore work in an economically sensible
manner. And there‘s more: It‘s easy to
correct the position when the treatment
field changes and work takes place at an
altered angle in relation to the foot.
No risks
But it‘s necessary to brake (fix) the chair
again each time when the rotation function
has been used. If not, there is always a risk
that a sudden patient movement or unintended touch to the chair by the treating
person will cause the sitting unit to rotate.
This can easily cause injuries if the foot
care pro is working on the foot with his
instruments just then. The same applies to
the phase of getting in and out. If the chair
is not braked in its entry/exit position, the
seat bowl can quickly turn away if a fragile
patient pushes on the arm rest, for instance,
when getting in or out of the chair. This can
result in painful falls.
In common foot care chairs, the braking
lever which fixes the chair so that it cannot
spin is often underneath the seat. That has
certain disadvantages. Each time the foot
care pro wants to turn the chair, they have
to get up, bend down to reach under the
seat, release the brake, turn the chair, then
lock the brake and sit down again. In the
practice, this comfort disadvantage causes
some foot care pros to either do without
the ergonomically sensible rotating motion
Bring colour to your practice: For the bicoloured,
high quality Skai artificial leather upholstery of the
CONCEPT F3, choose from 40 custom colours and
match the chair to your individual practice design.
10
Technology CURRENT
safety
1
Comfortable, safe and thrifty owing
to the new remote functions
2
Turning and braking the chair - with the new electronically controlled fixing brake, this change now
only needs two operations of the remote foot control
(2). Press once, and the brake is off. The LED function light blinks. Press again, and the brake is on.
The LED function light is on. Also new: the power
saving on (standby) and off function for the entire
chair electronics of the CONCEPT F3 (1) - now
much more easily accessible.
of the chair and always keep the fixing brake
locked, or always work with unlocked
brakes against recommendations.
Braking with the foot switch
To avoid falling short in ergonomics or
safety and allow the treating person to turn
and brake the chair flexibly without having
to get up, the CONCEPT F3 now has a
decisive new feature - an electronically
controlled fixing brake. The foot care easily
operates the braking mechanism at the
lower end of the lift column by pushing a
button on the foot remote control with a
corresponding expansion. When the
braking button is operated, the fixing
brake pad, which originates from the auto-
mobile industry, applies pressure directly
to the seat lift column. The drive shuts off
as soon as maximum power takeup is
reached. This ensures that it it always
braked with the same force, which makes
braking performance independent of
manufacturing tolerances and wear.
NEW: energy conscious
shutoff function
Also new in the CONCEPT F3: the
option of turning the entire chair electronics on and off via the remote foot
switch. The control unit has a separate
relay for this purpose. Even though the
CONCEPT F3, with a consumption of
less than 0.5 Watts in standby mode, is
already extremely energy conscious,
the new, easily handled shutoff function makes it possible to save even
more power - and with it, money - and
also be more environmentally conscious.
PRACTICAL: fast locking,
with even greater comfort
Our offer
TÜV-verified motor safety according
to EN 60601-1 for medicinal electrical
devices
Foot care chair CONCEPT F3
Standard colour, one-part leg rest, neck rest and foot switch
Upon request:
Custom colour
Two-part leg rest
FREE
FREE
Safe, comfortable and simple too:
handling the leg and foot rests. They
are unlocked and locked using quick
tensioning locks. Herein the following
should be taken into account: Very little
strength is required to solidly tighten
the locks. It is not always necessary to
push the fixing lever in all the way. On
the contrary: Completely pushing the
quick tensioners in wears them down
more quickly and also impairs their
safety potential if there is a defect. To
exclude safety risks, regular function
checks of all general chair functions
are required. Tips on this can be found
in the user manual or as a download at
bit.ly/concept-f3-wartung.
Offer valid until 31 August 2014.
11
Occupational dermatoses often affect the feet as well
Safety first
Occupational dermatoses are among the most common occupational
disorders. Hairdressers, cleaners, construction workers, doctors all of them often suffer the consequences of their profession. Our
hands suffer from frequent washing and the use of disinfectants or
chemicals. But the feet are also often affected by occupation related
skin disorders.
“Occupational skin disorders on the feet are
not well researched yet“, explains Dr. med.
Richard Brans of the Institute for Interdisciplinary Dermatological Prevention and
Rehabilitation at the University of Osnabrück. The institute is one of the first which
offers its patients “foot protection advice“.
“About 30 percent of patients whom we
treat for an occupation related skin disorder
- usually on the hands - also have skin
changes on the feet“, the expert noted.
While skin dermatoses are now very well
investigated, there is an urgent need to
catch up in the field of occupational foot
skin disorders.
Out of sight, out of mind
Even though the feet are not exposed to
environmental influences at work, like the
hands, they still frequently suffer the consequences of work. “Very often, the feet spend
eight hours a day in solid safety shoes which
are occlusive and don’t transport moisture
away and out”, the dermatologist explains.
The most common occupational foot
disorder, according to Dr. Brans, is irritative foot eczema. It shows itself either with
blister formation and softened callus in
combination with redness and itchiness, or
in the form of dry eczema due to skin tears
and callusing. Aside from this, allergic
reactions to certain shoe materials such as
leather tanning agents, rubber ingredients
or colourants and adhesives can also
occur. Existing neurodermitis or psoriasis,
12
for instance, may also worsen by wearing
safety shoes. “But foot fungus should
always be excluded as well”, the expert
explained.
Foot protection advice
“When giving foot protection advice, we
first try to obtain information about the
patient’s foot protection behaviour using a
specific questionnaire”, health pedagogue
Anja Hübner explains. “If safety shoes
have to be worn at work, it’s important to
select actively breathing materials insofar
as possible. Very often, however, patients
cannot influence the footwear choice,
since the employer must provide it.” When
there are problems with foot sweat, it is
important to have two pairs of safety shoes
which are changed during the work day.
When changing shoes, it’s recommended
to wash and dry the feet if possible, and
also change the socks.
Choosing the right socks is also very
important. “Cotton socks hold sweat
against the feet. High quality function
socks, on the other hand, are fast drying
and wick sweat away to the outside”, Hübner
explains. When changing the shoes, the
socks must also be changed. In principle,
the following applies: Only well cared for
feet are resistant feet. Anja Hübner recommends regular foot baths followed by a
light foot cream to her patients. But shoes
also require regular care. They should have
exchangeable insoles, so that they can be
se work-suited shoes with actively
U
breathing liners.
se two pairs of shoes and wear them
U
alternately.
lso change your socks every time
A
you change shoes.
ash the feet after every wearing and
W
thoroughly dry them with a soft towel,
giving special attention to the spaces
between the toes.
Regular foot baths keep the feet supple.
They should take no longer than three
minutes, and not be too hot (water
temperature 37 to 38 degrees Celsius).
Apply cream to the feet daily. Use a
cream with a sufficiently high fat and
moisture content so that the skin
barrier does not dry out and remains
resistant.
Spray the feet with a hygienic spray
(e.g. GEHWOL Foot and Shoe Deodorant).
taken out to dry and ventilate separately. If
the shoes are regularly sprayed with a
hygienic spray, bacteria are prevented from
spreading. “Affected patients and their foot
care pros should generally pay attention to
the first signs of skin changes such as
callus, corns and inflammation, which
necessitate a visit to a dermatologist or
podologist”, the expert recommends.
fotolia | thanapun
Tips to prevent occupation related
dermatoses on the feet
Oedemas in pregnancy
Rosemary in creams
during pregnancy?
There are media reports that essential
oils and particularly rosemary can be
hazardous in pregnant women, since
they might encourage labour. Rosemary
oil in particular is said to encourage
uterine activity. However, such effects
require high concentrations which are
systemically
absorbed.
Scientific
evidence is also absent thus far. Used
externally in creams, on the other hand,
essential oils have soothing effects
during pregnancy. For instance, massages
with a mixture of lemon oil, almond oil
and rosemary can relieve tension and
keep the skin beautifully supple.
Oedemas commonly form during pregnancy, since the fluid balance is
affected. Such water embedments are usually harmless, but can lead to
emotional strain. The woman‘s connective tissue is stressed, and the functions of the support and locomotor apparatuses are impaired.
Apart from their often unsightly appearance, the oedemas are rarely a cause for
concern, but quickly subside on their own
after birth. Chronic oedemas, on the other
hand, can cause long term tissue changes
such as hyperkeratosis, hyperpigmentation or
ulcers. Together with higher blood pressure
and protein excretions in the urine, dizziness
and headache, pre-eclampsia (also called
pregnancy toxicity), dazedness, visual
disturbances such as flittering before the
eyes, and nausea and vomiting can occur.
Foot care pros should definitely send their
patients to a doctor if these or any unclear
findings are present.
Drink plenty of fluids and wear loose
clothing
Formerly, many affected persons did a low
salt diet on their own to prevent oedemas.
But experts no longer recommend that
pregnant women should abstain from salt,
since it can, among other things, result in
iodine and folic acid deficiencies. Long
sitting and standing as well as closely
fitting clothing or tight shoes can encourage
the development of oedemas.
These are also the first starting points to
provide help. Comfortable clothing, flat,
wide shoes and regular exercise such as
cycling, walking or swimming help to avoid
congested blood flow. It is also recommended
to drink plenty of fluids (two liters per day).
However a certain amount of caution is
indicated here, since e.g. some types of tea
such as raspberry leaf or diuretic stinging
nettle tea tend to encourage the formation
of oedemas. Water, many types of tea, and
fruit spritzers, on the other hand, are well
suited.
have a similar effect. It contains red algae
extract which activates the circulation and
tightens the skin. GEHWOL FUSSKRAFT
Soft Feet Scrub gently and thoroughly activates the circulation with the jojoba wax
spheres which it contains.
It‘s possible that none of these measures
might bring relief. Affected persons should
then discuss other options with their doctor.
He or she can prescribe compression
stockings for special situations. Lymphatic
drainages of the legs or acupuncture might
make sense. Both procedures can improve
oedemas.
Put up your legs or have a warm bath for a
soothing effect. For instance, use the
GEHWOL FUSSKRAFT herbal bath to
activate the circulation and support the
excretion of excess fluids. Gentle
massages with the new
GEHWOL FUSSKRAFT
Soft Feet Lotion
fotolia | contrastwerkstatt
Oedemas occur due to changes in the fluid
movement between the capillary vessels
and the interstitium - the space between
the organs, tissues and cells. This can happen
when counteracting pressure conditions in
the interstitial space and capillaries, which
are normally in a state of balance, change.
The fluid embedments are due to increased
heart activity. The heart has to pump about
20 percent more blood volume. Pressure
conditions in the cells are altered. Also,
more hormones are released during
pregnancy. Progesterone, oestrogen and
relaxin loosen the tissues and widen the
vessels. The increasing weight also burdens
the venous system.
Water may become embedded in the legs and feet during pregnancy. This is usually harmless.
13
fotolia | Anatoly Maslennikov
Quelle: Gesundheitsamt des Landkreises Gießen
14
High performance sports also require the highest performance from the feet
We are the Champions!
When the starting shot for the football world championships is fired in São Paulo on 12 June, billions of people all
over the world share the excitement. Those who are unable to ensnare one of the hotly desired tickets cheer at home
in front of the television. While player setups, tactics and the new team uniforms are already hotly discussed, a secret
star is often forgotten: the foot.
fotolia | Maxisport
Really, the name already tells us that the
feet play a main role in “foot“ball. The feet
travel up to 13 kilometers during a game. If
a team makes it into the finals, they will
have seven games in this period. At the
2010 world championships, Netherlands
player van Bronckhorst, for instance,
travelled 59.27 km in six games. But it‘s
not all about running: Rapid directional
changes and kicking the ball require top
performance from our locomotor apparatus.
The skeletal system can also be trained
“Pros are used to these strains”, Prof. Dr.
Wolfgang Potthast explains. The expert in
biomechanics and orthopaedics at the
German Sports College of Cologne and the
ARCUS Clinics Pforzheim works with the
locomotion processes of the body during
football. “Many people don’t know that
not only the muscles, but also the skeletal
system can be trained”, Potthast explains. “If
I had to play through a world championship as a layperson, I would not last the
week. Players, however, undergo this strain
throughout the entire season.”
The intensive directional changes and
strong stopping forces in particular take a
lot from our body. The shear forces acting
on the foot in the process are about five
times higher than the forces which occur
while running normally. If a player finally
shoots the ball towards the goal, the foot
strikes the ball with a speed of more than
100 km per hour.
Pro athletes in the foot care practice
“Even though some foot disorders occur
more often in athletes, there are no clear
signs that these are sports related problems”,
Inge Radojicic explains. But the podologist
from Ronnenberg nonetheless knows some
symptoms which are especially common in
athletes. “Ingrown toenails are not unusual
especially in athletes who have to do abrupt
stop movements and directional changes.”
Aside from football, this is also the case in
other ball sports such as tennis, badminton
or handball. “Tight shoes, which are common
in some sports types, additionally intensify
this problem”, Radojicic warns. The higher
strain may also cause hyperkeratosis. Untreated, it may tear and become an entry
point for microorganisms which await in
the change and shower rooms. The kind of
moist environment which is found in sports
shoes forms ideal ground for them. Fungi
and bacteria reproduce, and can trigger
inflammations or foot fungus.
Only well cared for feet are resistant feet.
The feet are a football player’s biggest treasure. Foot care is correspondingly very
important for the pros. To prevent injuries
and strengthen the foot muscles, regular
foot exercises are very important. But foot
care cannot be neglected as well. “Especially
in close-fitting football shoes, it’s important
to trim toenails regularly and properly to
prevent ingrown nails”, says Radojicic. If
problems continue, pressure relief products
made from polymer gel or tamponading the
nail can help.” Light creams with a balanced
recipe of fats and moisture are important
for effective care. GEHWOL FUSSKRAFT
GREEN, for instance, nourishes the feet with
jojoba oil and shea butter, and simultaneously
protects against foot odour and excessive
foot sweat.
“To prevent foot fungus, it’s important for
athletes who share sanitary facilities wear
bath shoes and thoroughly dry the spaces
between the toes after showering, using a
fine cloth or cosmetic cloth”, the expert
advises. Those who don’t want to use a
cream after showering since the skin often
still sweats can consider sprays and misters
as a probate alternative. For instance, the
GEHWOL FUSSKRAFT care spray or
GEHWOL FUSSKRAFT herbal lotion combine nourishing attributes with fungus and
odour protection, as well as a pleasant
freshness sensation. Treated like this, the
feet maintain high performance and strain
bearing capacity, and microorganisms
don’t stand a chance.
15
Medicine CURRENT
Clinical diagnostics of diabetic foot syndrome
Preventing amputations
When it comes to foot health, foot pros are often the first point of contact, especially for diabetics with foot
problems. Regular podological treatments, tips on home foot care and shoe advice are part of the overall therapy
concept to avoid consequential complications. Prevention as well as early clinical and imaging diagnostics play a
highly significant role to detect diabetic foot syndrome (DFS).
Diabetic foot syndrome is a very severe
consequential complication of diabetes
melllitus. The physical deficits which occur
often cost affected persons quality of life as
well as mobility, socially isolating them. In
the worst case, foot amputations result.
Therefore early clinical diagnostics of DFS
are very important.
Every year, about 42,000 minor and major
amputations are performed in Germany
alone due to diabetes mellitus. This extremely
high, non-traumatic amputation rate can be
lowered with specific prevention. The prerequisite is to detect the most important risk
factors which may lead to amputation in
DFS. These are diabetic nerve damage
(peripheral neuropathy) and peripheral
arterial occlusion disease (vascular damage).
In the cooperation of interdisciplinary
teams, objectives of clinical diagnostics
consist of
recording current orthopaedic foot findings in detail,
detecting already present consequential
disorders on the feet,
immediately initiating required treat
ment, wherein clarification of the diagnosis
and therapy must always be done by a
doctor,
encouraging the affected person to
obtain consultations as well as regular,
podologically necessary treatments, and
also involving the orthopaedic shoemaker
with skin preserving imprint and casting
techniques.
An overall assessment of the respective
foot situation requires a detailed medical
history and documentation by the podologist.
Often, simple methods are enough to
obtain definite findings.
Inspection:
Skin condition is assessed on the bare feet
and lower legs for the presence of pallor,
parchment skin, scales, infections such as
nail fungus (mycoses or onychomycoses)
and skin fungus (tinea pedis - dermatomycosis) and erysipelas, increased callus
(hyperkeratosis), rhagades (cracks), pressure
spots, callus weals (callosities), corns
16
Localising the foot pulses by feeling for the arteries in the right places
(clavi), ulcers, tissue death (necrosis) and
gangrene.
Palpation:
In peripheral neuropathy, a differentiation
is made between sensory, motor and autonomous (not subject to the will) disorders.
Furthermore, specific aids are used to
exclude peripheral neuropathy (Fig. 1).
Cotton ball test:
Using this test or touch with the fingertips
(figure 2), the surface sensitivity of the skin
is assessed. If surface sensation is impaired
over large areas, this indicates peripheral
neuropathy. If these reactions are only
absent in touch of the large or small toe
pads, there might be vertebral damage.
Neurotip
Using the Neurotip (single use article), pain
sensation can be checked. It is weakened or
absent in DFS. This method is also called
the “blunt and sharp“ test.
Neurofilament
Pressure sensation can be assessed on the
foot sole using a neurofilament (SemmesWeinstein monofilament). It is a plastic rod
with nylon threads which hang down
vertically. The tip of the thread is applied in
the plantar region, for instance on the II.
metatarsal bone (II. os metatarsale), so that
the nylon thread bends (figure 3). This
applies about 10 grams of pressure. A disorder
is present if the patient only feels this
pressure slightly or not at all.
Tip-Therm
The Tip-Therm can be used to test temperature
sensation. This is a rod with a plastic end
for warmth sensation and a steel end for
cold sensation (figure 4). Alternatively, this
test can also be done with two test tubes,
Medicine CURRENT
filled with warm and cold water. A disorder is
present when the patient cannot differentiate
between warm and cold.
Tuning fork test
The quality of depth sensitivity (sensing
vibrations) is tested using a tuning fork
according to Rydel-Seiffer. It is applied to a
bony protuberance, e.g. on the inner ankle
bone, outer ankle bone, or the I. or II.
metatarsal protuberance (figure 5). The
tuning fork has a triangle with a scale on
each tine. During vibration, the value is
read in the place where the two triangles
appear to cross. The affected person still
feels the vibration here. In values of 5/8
and lower, a depth sensation disorder must
be assumed.
Neuropads
Sweat secretion is verified to exclude an
autonomous disorder using a Neuropad
(fleece with chemicals) which normally
assumes a blue to pink colour when it
absorbs water. If the pad discolours only
partly or not at all, sweat secretion is
absent or reduced, which is typical for
DFS. Also, the foot skin shows a slight
moisture film when touched if sweat
secretion is normal. This is absent in DFS.
Foot pulses
Aside from excluding pale or bluish skin
colour, clinical diagnostics of circulation
disorders include palpation of the foot
pulses while the patient is lying down.
Three foot arteries are palpated with the
index and middle fingers:
the rear tibial artery (arteria tibialis
posterior) behind the inner ankle bone;
fibular artery (arteria fibularis or arteria
peroneus) over the outer ankle bone
ahead of the fibula edge;
the artery on the back of the foot as a
continuation of the frontal tibial artery
(arteria dorsalis) between the I. and II.
metatarsal bones.
foot pulses are palpated, the radial artery
(arteria radialis) in the wrist, which beats
synchronously with the foot pulses, can be
felt with the fingers of the other hand to
exclude one‘s own finger pulse.
Positioning test according to Ratschow
The positioning test according to Ratschow
provides signs of circulatory disorders. The
patient vertically raises both legs while
lying down. This is followed by circular
movements of the feet, either until they
become pale or until pain occurs (without
neuropathy). Finally, while sitting with legs
hanging down, the skin normally reddens
within five to ten seconds as the vessels fill
with blood. If this is delayed by more than
15 seconds, a circulation disorder seems
likely. This is pathological if it takes more
than 60 seconds. The same applies if the
skin is initially pink, then transitions into a
pale blue (livid) discolouration. Contraindications for a test according to Ratschow
include:
Mobility impairments of the lumbar
vertebrae or hip joints,
after surgery: pain on the lower extremities
or in the spine,
p
resence of an ulcer,
p
ain while at rest,
if the skin colouration is extremely pale.
After the diagnostics, it is possible to make
statements about the presence of peripheral
neuropathy, angiopathy or mixed forms.
Also, the risk of an imminent consequential
complication can be determined for the
foot. Care with orthopaedic footwear is
also required. Following this, a dynamic
pedography provides important information
about pressure peaks, which can be avoided
in this manner. With precise prevention
using timely clinical diagnostics and
subsequent interdisciplinary therapy, the
prognosis of diabetic foot syndrome
improves. But unfavourable developments
cannot be excluded without the affected
person taking responsibility and complying.
If the pulse is absent, the artery at the back
of the knee (arteria poplitea) should also be
palpated. Normally, the pulse is strong in
all foot arteries. Vascular damage (angiopathy)
is present if the foot pulses are absent. In
affected persons with high blood pressure
(hypertension), the foot pulses can be felt
even if there is vascular damage. When the
Fig. 1: Aids to examine the superficial and
depth sensitivity on the diabetic foot
(left to right): Cotton ball, voice fork according
to Rydel-Seiffer, neurofilament, Tip-Therm
Fig. 2: Superficial sensitivity can be assessed
using the cotton ball test.
Fig. 3: Using the neurofilament to assess
pressure sensation
Fig. 4: The Tip-Therm can be used to test
temperature sensation
Dr. med. Renate Wolansky
The established orthopaedist, sports physician and medical foot care
provider teaches in the field of podology at several educational
institutions. The expert has also published numerous books and writes
for recognized specialised institutions.
Fig. 5: The quality of vibration sensitivity is
tested using a tuning fork according to RydelSeiffer
17
Medicine CURRENT
GEHWOL Diabetes Report 2014
Good care is not a secret
Two out of three diabetics do not know that they have to pay special attention to their feet. This is shown by the alarming
results of the GEHWOL Diabetes Report 2014. Information is therefore an important preventive goal. For this, it is
important to know the patient‘s needs precisely and make recommendations which meet the needs based on this.
Good experiences are decisive
Aside from the expertise of doctors,
pharmacists, podologists and foot care
pros, personal experience in particular
decides whether a foot care product will
be used. Most diabetics who do home
foot care use a cream or balm. Many
diabetics already have experience with
GEHWOL. 85 percent stated that they use
the care products from this specialist
brand. 84 percent evaluated their care
performance as very good or good, and
85 percent assessed their skin tolerability
in the same manner.
Scientific proof
Experiences with a product are important
quality indicators for diabetics. Science
also demands that the product should be
proven. Diabetic feet often have dry skin.
Foot care products which are used in this
skin state are intended to balance the
skin‘s lack of moisture and lipids, and
improve its barrier function. If such effects
are advertised, they must be proven according
to the most recent state of scientific knowledge. This is what the Association of
Dermopharmacy requires in its guideline
for dermocosmetics to care for dry skin.
Proven benefits
GEHWOL med Lipidro Cream is a possible
care option for diabetics. For instance, it has
the required quality evidence. A study
published in the International Journal of
Cosmetic Science 2011 shows: One application of the cream is enough to significantly increase the skin‘s moisture
content within only one hour, and obtain significantly improved hydration
over 24 hours. The cream also reduces
excess callus, reduces moisture loss
Literature about
GEHWOL med
Lipidro Creme:
www.gehwol.de/
service/
fachwissen/studien
Which pharmaceutical form do patients prefer?
52 %
Creams / balms
21 %
Lotionen
12 %
Cream foams
Gels
Sprays
Other
7%
5%
3%
Source: GEHWOL Diabetes-Report 2014
www.gehwol.de/service/fachwissen/
diabetes_und_fusspflege
18
and improves the barrier function without
impairing natural transpiration. The overall
recipe with urea, glycerine, allantoin and a
mineral-rich algae extract in a balanced base
of skin friendly, skin regenerating lipids is
responsible for the effect of the cream.
fotolia | DDRockstar
The GEHWOL Diabetes Report also provides
information about patient needs. According to this, foot care pros profit. For those
who suffer from diabetes and know about
the risks of diabetic foot will prefer to buy
their foot care products from a specialist.
63 percent of diabetics value their qualified
advice. And information is important. It‘s
usually too superficial for nearly half of
affected persons. They would like more
detailed recommendations about what to
do to counteract the known risk. Buying
foot care products is therefore closely tied
to the wish to receive advice in what to
choose. Diabetics need a recommendation
as to which products and active substances
are suitable for effectively preventing foot
lesions, given the concrete state of their
skin.
Gerlach in Poland
Rising awareness of foot care
Eduard Gerlach GmbH is represented in 55 countries of the world. In this series, FUSSPFLEGE AKTUELL presents
branches from various countries and outlines local market features. We start with Poland, where GEHWOL has now
been successfully represented by the company Miralex since eleven years.
Engaged for rising foot care awareness in Poland: the team of GEHWOL
importer Miralex
About eleven years ago, the success story of
Gerlach‘s representation in Poland began.
The company Miralex from Posen is a partner
who is locally well known for their professional work. The company trains foot care
specialists - from basic courses to advanced
knowledge. In 2010 and 2011 alone, for
instance, 100 professional foot care pros
started their professional future here after
successfully completing their training.
fotolia | whitelook
Campaign programme “Healthy feet”
Poland’s conditions differ from the German
market. “Customers in Poland decline a
‘dry pedicure’. A foot bath which takes
about ten minutes is absolutely standard”,
The old city hall in Posen: well worth viewing.
The city can look back at a settlement history
of about 12,000 years. This historically significant place is about halfway between Berlin
and Warsaw..
Agnieszka Skiba, vice department head of cosmetics,
explains. The awareness of the
positive effects of professional
foot care in general is definitely
on the rise. But there is still a
lot of potential. Via media such
as radio, newspapers or TV,
Miralex is intensively working
on generating this awarenews
Miralex modernises the Polish foot care market - with a
and simultaneously informing
modern atmosphere..
people further within the
national “Healthy Feet” programme which it helped to found.
Mutually successful
Using braces and pressure relief articles as
The cooperation between Miralex and
well as finishing treatments with red or
Gerlach has now existed for eleven years.
clear nail polish is becoming more and
“Gerlach knows that each country thinks
more popular in Poland at the moment.
differently. Maybe that’s one of the secrets
“GEHWOL products are increasingly
of the very successful cooperation”,
popular as well. Even now, nearly the
Agnieszka Skiba happily observes. “Each
entire product range is available at pronew idea or requirement is carefully
fessional cosmetics institutes and in
analysed by both sides and introduced to
pharmacies”, Skiba states. Statements by
the market if it is suitable. Any importer
Polish pharmacists also indicate high
would want a partner like Eduard Gerlach
product loyalty. Nearly all users continue to
GmbH, and we think that Gerlach says this
use GEHWOL products in the long term
about Miralex as well.”
once they have tried them. Polish customers
are especially enthusiastic about small
product samples which contain about
20 milliliters, since they can take them
along for soothing foot care on the go.
19
Strong combination
fotolia | Igor Taraso
Silk and water lily
fotolia | Aleksejs Pivnenko
Silk and water lily are two modern beauty substances which
are contained in the new GEHWOL FUSSKRAFT Soft Feet
Lotion. They ensure silky soft, well groomed legs. Whether
young or old: who doesn‘t want to look fresh, youthful and
attractive?
“Silk was invented so that women can
walk naked in their clothing”, an Arabic
saying goes. It expresses that silk is much
more than a precious material. It also feels
extremely good - for the skin and the soul.
It’s often difficult to tell where the fabric
ends and the skin begins. Silk, which has
been produced since millennia, originated
in China. From there, it reached Europe via
the silk road.
Pure luxury - even in body care
Silk is a natural endless fiber. High-quality
silk comes from the silk worm. It is the
larva (caterpillar) of the mulberry spinner
(bombyx mori), a butterfly which originated
in China. The fluid from its spinning glands
rapidly becomes rigid in the air, forming
threads which the caterpillars spin into
their cocoons. Finally, the silk is obtained
from these cocoons.
That which feels soft and silky on our skin
in clothing was also discovered for cosmetics
and body care. In the 1930s, a Japanese
silk manufacturer found out that his workers
all had soft and supple hands. This laid the
cornerstone for the development of valuable
skin care based on silk proteins. They are
obtained from silk fibers. They contain the
so called fibroin. This consists of long
chained fiber proteins which are similar to
the structure of human skin. Therefore silk
is also very tolerable for the skin. Silk
20
proteins are not water soluble. To collect
them for cosmetic purposes, the silk fibers
are rendered water soluble using hydrolysis.
Moisture kick and shine
The valuable silk protein is used as an
additive in skin and hair care, for instance
in hand soaps, shower gels, creams, body
lotions and shampoos. Decorative cosmetics
also swear by silk, which makes for an
especially radiant complexion in the form
of silk powder. Another benefit of silk
proteins: They can store up to 300 times
their weight in moisture, ensuring the
ultimate freshness kick. In this way, they
lend the skin a youthfully smooth and
supple appearance. And the skin receives a
gentle sheen: For silk proteins develop an
extremely thin structure on the skin,
leaving behind silk’s typical shine.
Calming and astringent care
Water lily (white pond lily, “Nymphaea
alba L.”) extracts are a perfect skin complement to silk. The plant, which also symbolises beauty and purity, consists of its
radiantly white flower, the leaves and the
root stock (rhizome). The cosmetics industry
uses its many positive attributes: The
tannins contained in the root stock have
astringent effects, drawing pores together
and making them smaller. This refines the
skin surface. The antibacterial and wound
healing properties of water lily are also
held in high esteem. Its essential oils also
have soothing effects on stressed skin and
tired legs. Flavonoids are among the
secondary plant substances of water lily
and are radical-catchers with antioxidant
properties. In these ways, water lily
extracts simultaneously have supportive
anti-aging effects for a youthful appearance.
New recipe
Silk and water lily are two modern beauty
substances which are contained in the new
GEHWOL FUSSKRAFT Soft Feet Lotion,
with the benefits of an easily distributed
pharmaceutical form. Building on this in
addition, hyaluron stores moisture into the
deeper skin layers, and there’s also algae
extract from the red algae “Palmaria
palmata“. It activates the skin microcirculation and contributes to relieving unpleasant
sensations of heaviness in the legs.
Myth or cure-all?
Versatile honey
Since millennia, human beings have used honey as more than just a sweet energy supplier and for special dishes.
Even the ancient Romans regarded honey as a “heavenly medicine” for rough and dry skin areas, and Cleopatra
also improved her milk bath with a shot of honey for extra silkiness. Medicinal effects are often ascribed to honey
in addition to its culinary and cosmetic significance.
Honey - the cure-all?
Sugar is a natural preservative. Therefore
good honey cannot spoil. Due to its high
sugar concentration, it draws moisture out of
the tissues, therefore making it difficult for
bacteria to survive. Other substances are
flushed out of the tissues along with the
moisture, such as coatings, bacteria and their
toxins. But certain enzymes in honey also
have antibacterial and anti-inflammatory
effects. The bee enzyme glucose oxidase, for
instance, is activated by being diluted with
wound secretions, and forms small amounts
of the compound hydrogen peroxide, which
merely inhibits bacterial growth at low
concentrations, but is not toxic to cells.
While it was formerly thought that a wound
would have to dry in the air for a rapid
healing process, it is known today that
injuries heal best and with the least amount
of scars in a moist environment. When
applied to a wound, honey keeps it
continuously moist by drawing water from
the tissues. But the bee elixir also positively
influences wound healing. Even Cleopatra
appreciated the smoothing effects of honey.
Based on observations, honey even reduces
scar formation.
There are numerous products available
which are registered as medicinal products
and make use of the positive attributes of
honey. Fundamentally, affected persons
should not rely on the pharmacological
effects of honey in existing infections, since
the amount of the enzyme which it
contains is barely sufficient for a medicinal
effect. However a spoonful of honey in
addition to conventional therapy certainly
won’t do harm.
Honey extract: high care benefits
Its hydrating effects are also utilised by the
modern cosmetics industry. It has rediscovered
some ingredients of honey as a beauty
elixir for the skin and hair. Oligosaccharides
in particular - large, water-loving sugar
molecules - bind moisture and hold it in
the epidermis. This effect lasts for more
than 24 hours. In this way, honey extracts
effectively and very lastingly protect the
skin against dehydration.
the skin nourishing effects of the products for daily natural beauty and feel-good care.
Honey in cosmetics is not a medicine
The healing effects of honey described by
its supporters, however, only apply to the
concentrated or undiluted and unheated
honey (if at all), and not to extracts which
are used in cosmetic products. The
enzymes responsible for the formation of
antiseptic hydrogen peroxide, for instance,
are no longer present. And at a pH of 6.6
and 7.0 for the Soft Feet Cream and 8 to 9
for the scrub, the pH is too high for the
activity of glucose oxidase. Its highly
nourishing and skin moisturising effects,
however, remain unaffected.
Due to its high sensitivity and tolerability,
honey extract is particularly utilised in the
care of sensitive skin.
The mildly antibacterial effects can also be
a benefit in cosmetic products, lending
e.g. foot care creams a mildly foot
fungus inhibiting effect. In GEHWOL
FUSSKRAFT Soft Feet Cream and
GEHWOL FUSSKRAFT Soft Feet
Scrub, honey extracts complements
fotolia | frog-travel
The first records of a medicinal use come
from a clay tablet from the year 2000 before
Christ, which describes a preparation with
honey, most likely to treat a wound. However, experts believe that honey has already
been used for medicinal purposes since
about 10,000 years. Today, this bee product
plays a role especially as a home remedy
and in alternative medicine. So far, its healing attributes are primarily based on experience. According to medical experts, additional studies are required to prove honey‘s
clinical efficacy.
21
Quality hand pieces need quality accessories
Preventing motor damage
Grinding work, e.g. on nails, is part of everyday work in the foot care practice. The technical devices for this are part
of the core of any practice equipment. Device failure is expensive and should be avoided with proper use. Using
lower quality rotating instruments can cause lasting damage to micromotor hand pieces and call warranty claims into
question.
The biofuel E10 is less expensive than the
normal super fuel. However, only newer
models can usually handle the mixture,
which is combined with ten percent
bioethanol. If someone‘s car cannot handle
E10, they won‘t use it. Fears of lasting
damage to the engine are too great. No
expense and effort is spared with one‘s
own car.
When materials which are unsuitable for
the respective environment are used for
certain types of work, this may result in
serious consequences. The motor hand
pieces of the GERLACH TECHNIK foot
care devices are tailored to tested quality
levels. The high quality hand pieces require
equally high quality rotary instruments.
Just as E10 with an engine, using low
quality rotary instruments may cause
problems. Imbalances result if the polishers
and grinders do not rotate completely
evenly. At rotation speeds in the five-digit
range, enormous forces act on the ball
bearings in the hand pieces. In the long
term, this can cause device damage and
failure.
Significant consequences
Rotary instruments from GERLACH TECHNIK
have a hardness level of 45 to 48 HRC
(hardness test according to Rockwell).
Lesser qualities, e.g. made from automaton
steel, often have a hardness of only 28 to
30 HRC. In principle, the following applies:
The softer the shaft material, the more easily
they can bend. Using instruments with a
material quality which is not licensed for
their purpose may lead to hand piece failure
and loss of warranty claims. Any required
temperatures are then usually made on
goodwill. However there is no claim to
repair at no charge.
Instruments are easily tested using the
grinder testing gauge. The shaft is inserted
into the testing gauge. If it can be inserted
If a motor cannot handle E10, damage may occur. It‘s similar
when using low quality polishers and grinders. Rotational
precision is lost, and there is a higher risk of bearing damage
to motor hand pieces.
and removed without problems, the shaft is
straight. But if insertion is not easy and
without resistance, this indicates that the
shaft is bent. Even mild imbalances are easily
determined in this manner, preventing
further damage. For grinders or polishers
which are imbalanced also no longer fit
precisely into the hand piece chuck. Rotary
precision, which is needed for both patient
safety and to preserve device and hand piece
function, is thereby lost.
Loosening instruments
It‘s also important to pay attention to dirt.
The grinder or polisher is normally inserted
32 millimeters into the hand piece. If dirt
collects in the chuck, this depth may be
reduced. The shop at GERLACH TECHNIK
reported one case in which an instrument
could only be inserted into the shaft to a
depth of 5 millimeters. This absolutely does
not permit safe work, since grinders or
polishers can detach, seriously injuring
patients and treating persons. Rotary precision
also lessens as the instrument extends
farther out of the shaft. This results in
imbalances and bearing
damage, and eventually, loss of functionality.
fotolia | Stefan Rajewski
Using high quality materials in terms of alloys,
hardness level and wear as well
as regular device maintenance are
economical actions. Costs are incurred if
the heart of the foot care practice fails due
to low quality grinders and polishers. Even if
repair due to wrong use is performed on
goodwill, the device may be absent for
treatments for a long time, and therefore, for
the actual main professional activity. Therefore, it supports your professionality to avoid
such opportunity costs.
22
Care consultation CURRENT
The consultation: “Yes, you can”
Getting tired
legs going
Foot care pro: Hi, Ms. Kindler!
Customer: Hello! I look forward to relaxing
with you.
Foot care pro: I see that you‘re almost there.
Customer: Yes, exactly, I‘m now 8 months
pregnant. Unfortunately my legs feel heavier
and more swollen all the time. I can barely
reach my feet when putting on shoes - the
belly gets in the way now.
Foot care pro: Yes, I can see that you have
oedemas. Those are usually harmless,
hormone related and will disappear again
after birth, fortunately. I‘ll give you
something for pleasant relief.
Customer: What a good idea! I can really
use that right now!
Foot care pro: First: When your legs are
swollen, it helps to put them up and to give
them alternating hot and cold showers.
Compression stockings are also recommended - or an enlivening footbath such as
the GEHWOL FUSSKRAFT Herbal Bath.
Customer: Let‘s try that right now.
Foot care pro: The bath activates the circulation to carry out excess fluids. It contains
essential oils and has a soothing scent.
Customer: Essential oils? I‘ve heard that
pregnant women should not use those.
Foot care pro: Some aromatic oils, such as
ginger, cloves, cinnamon or verbena cause
contractions, but only when used internally.
The substances are not as strongly absorbed via the skin. You can therefore rest
easy when using my foot care products.
Customer: I have one more question: Since
my pregnancy started, I have noticed more
callus on my feet.
Foot care pro: The bath has the advantage
of softening your callus. It formed due to
the greater pressure on your soles. After the
bath, you can then easily rub it off with a
callus file.
Customer: I don‘t want to complain, but
I‘ve also had severe calf muscle cramping
lately.
Foot care pro: Calf muscle cramps are
triggered by a lack of magnesium. Whole
grain products and green vegetables, bananas
and enriched mineral water, for instance,
contain a lot of this mineral. Regular exer-
fotolia | Denys Kurbatov
Women almost never perceive their body as attentively and intensively as during pregnancy. Unfortunately the
weight gain also often leads to water embedments in the legs and feet. Use this attention - and give your pregnant
foot care customers a relaxing feel-good experience with your treatment and a few tips.
Light, beautifully groomed legs and feet - many customers wish for this. The advice and
service of the foot care pro are in demand, also and especially during pregnancy.
cise also helps with prevention. One more
tip: If you have to stand a lot, you should
walk on the spot now and then and wiggle
your toes.
Customer: Well, you have plenty of good
tips! I do have to stand for longer periods in
my job as a salesperson.
Foot care pro: It‘s also important to pay
attention to your shoes: not too tight, with
flat heels - and also comfortable clothing.
Especially in late pregnancy.
Customer: Banning my high heels is hard!
Foot care pro: I understand. Maybe take
along a pair of comfortable shoes to change
into. I‘ve got something new for your legs.
Let‘s try that right now.
Customer: I look forward to it.
Foot care pro: I‘m first massaging your feet
with the GEHWOL FUSSKRAFT Soft Feet
Scrub after the foot bath - it will activate
the skin circulation. Then I‘ll treat your legs
to the new GEHWOL FUSSKRAFT Soft
Feet Lotion.
Customer: What makes it special?
Foot care pro: It refreshes your tired and
swollen legs with algae extract from the
red algae “palmaria palmata”. The active
substances of water lily and silk also refine
and smooth your skin‘s appearance.
Customer: Hm, the scent is pleasantly
fresh.
Foot care pro: It should be applied twice
daily. The lotion is easily distributed, and
absorbed rapidly. I can also recommend
the GEHWOL FUSSKRAFT Soft Feet Cream
with milk and honey for your stressed feet.
It provides excellent protection against
callus and will render your stressed feet
beautifully supple.
Kundin: You’ve convinced me. I’ll take
some home after the session.
23
fotolia | weseetheworld
24
fotolia | LUCKAS
25
Practice CURRENT
Customer management in the practice, part 5:
Customer evaluation and development
Good data,
great customers
Does my customer have a value? Can I find out what it is and
raise it? The answer is yes. Knowing your customer is an important foundation. Using data based analysis techniques, you can
improve your own products and services, develop new ones and
successfully offer them, optimise customer service and internal
processes, and open up target groups and markets.
Data analysis can show foot pros the
best way to their customers.
Experts estimate that only 40 percent of
consumer providers systematically evaluate
their customers. Not all customers are
equal. Foot care pros also see this in their
daily work. Some customers are thankful
for good work, while others complain
about minor things. Systematic customer
management to evaluate and categorise
customers initially sounds overblown. But
it often holds enormous potential which
can be directly transformed into good
customer satisfaction and later, sales.
More time for the important ones
It‘s true - since the NSA affair, the collection
and storage of data is associated with
negative attributes such as control and
espionage. But proper, safe use of data (see
parts one to four of this series) allow solid
knowledge about your own customers and
how existing information is structured.
First, however, there must be clarity on
how to evaluate a customer. The common
definition is this: The customer value is the
entire profit which is obtained from this
customer for the entire duration of the
business relationship.
This may differ widely. A complaining
customer generally takes up a lot of time.
One has to wonder about profitability,
especially when such a customer results in
little profit. But if you know the customer‘s
value, you can better control the use of
practice resources, e.g. by taking more
time for important customers and less for
the time consuming small customers.
26
Advertisements or campaigns can also be
targeted more specifically. It‘s not about
selling customers something which they
do not need. On the contrary, customer
qualification allows foot care pros to
address customer wishes much more
specifically. Maybe some clients want no
preferential treatment, but others need a
social environment and lots of time.
Data form the basis
Customers with the highest sales are not
always most important. From a business
perspective, the most important ones have
the best relation between expense and
earnings. But how to determine important
customers? Evaluating collected customer
data is the basis for evaluation models
(see the box).
Determining the customer structure is only
the first step, though. This is the decisive
question: “What can I do with this?” Imagine
that an important customer tells you how
they enjoy a slight massage when cream is
applied to their feet. Recording and using this
information is already an important customer
qualification point and gives you a basis for
taking the customer’s needs seriously and
addressing them. Another customer constantly complains about being stressed and
not having any time. By making appointments with him which fit into his schedule,
the foot care pro satisfies the customer and
relaxes him.
Improved services
Individual requirements can definitely be
managed intuitively. But when analysing
customer wishes and needs, electronic
methods as offered e.g. by MS BusinessCLASS from GERLACH TECHNIK are
recommended. If data are properly maintained, the foot care pro can see at the
touch of a key that e.g. x percent of
customers would like more massage services, or some clients have trouble entering the treatment chair.
The foot care pro can use this knowledge
to improve the quality of his services and
further boost customer satisfaction. This, in
turn, is the basis for long term customer
binding and increasing customer value.
One can also, for instance, plan thank-you
campaigns for especially important
customers, e.g. by passing on the GEHWOL
natural discounts to them. Measures such
as bonus programmes, special consultations and services also bind customers
more strongly and raise the barrier to
switching. Also, price sensitivity drops
noticeably when satisfaction is high. Overall, this results in higher sales potential.
Practice CURRENT
design
| blue
fotolia
Three paths to customer value
1. ABC analysis
This method evaluates customers by sales, but leave a lot of
play. For instance, in a practice with 200 customers, one can
define that an A customer must lead to at least 400 Euros of
sales annually. Evaluations such as the following are possible:
25 percent of customers lead to 50 percent of sales; another
30 percent lead to 35 percent of sales (B customer with 200 to
400 annually, average of approx. 250 Euro) and the remaining
45 percent only contribute 15 percent (C customer less than
100 Euro annual sales, average of approx. 50 Euro).
Customer classification
Possible objective: Transforming B and C customers into
A customers.
Classification by sales
2. Sales and sales potential
B+
A
C
B
Potential
This method includes development options. For instance, customer B leads to major sales in the overall view, but that‘s the limit
in the foreseeable future. Customer A, on the other hand,
already buys a lot, but has further potential. Customer B+ is also
especially interesting for marketing activities. He has good
potential which was not yet raised. The benefit of this method is
that other criteria pairs can also be selected, based on existing
data: Payment morals / continuity, risk of switching / willingness
to recommend, cost / earnings, etc.
Possible objective: Raise sales with B-, B+ and A- customers,
e.g. using targeted marketing measures.
Sales
Weighting of
customer 1
3. Decision matrix
Many criteria come into play here. With their weighting and
allocation of points, comparability is more objective compared
to the previous two methods.
The weighting prevents all criteria from having the same
effects in the evaluation. The value of the respective customer
is determined by analysing existing data. This results in a
customer ranking. Using this method, it is possible to obtain a
very detailed customer evaluation.
Possible objective: Increase customer point numbers.
Evaluation criterion
Weighting
(factor)
(evaluation of
existing data;
1= weak,
10 = very good)
Points number
(weighting x
evaluation)
Sales
4
8
32 of 40
Coverage amount
5
10
50 of 50
Willingness to make
recommendations
3
5
15 of 30
Special wishes
2
1
2 of 20
Creditworthiness
5
10
50 of 50
Summe Punkte 149 of 190
27
Marketing CURRENT
Visual marketing
Letting product presentations speak for themselves
The practice window, the reception shelf or the display case in the waiting area - there are many ways of presenting
offered services and products. Without high costs, you can radiate safety, quality and structure which properly
showcases your daily work. And the presentation is a reason for communicating. In FUSSPFLEGE AKTUELL, visual
marketing designer Alexandra Chrobak tells you how to use this for sales without having to say anything.
Ms. Chrobak, what is visual marketing?
It describes the optical presentation of products and services. It’s about showing what
you offer. The goal is to sell products and
services by gaining attention with your
presentation. It’s important to speak with a
single voice. That is, the design must match
the podologist or foot care pro and the
practice overall.
What options for visual marketing are
available in a foot care practice, and are
easily implemented?
The display window captures attention and
makes the first impression. It can attract
new patients and customers to the practice
or show novelties to existing customers.
A sales shelf at the reception or a display
case in the waiting area also works for
presenting foot care products - especially
for practices without a display window.
Interest can be generated with the right
presentation. Customers will ask the foot
care pro about it. This makes first contact.
Ideally, the conversation leads to a sale
which was not initiated by the foot care pro.
This is often more pleasant for both sides,
and can also be more promising.
Why do visual depictions stimulate and
activate us so strongly?
It’s part of human nature. We perceive
about 70 percent of incoming information
with our eyes. As babies, we did not understand speech yet and were dependent on
images. Even now, images are easier to
understand than text describing the same
thing. This is because writing first has to be
decoded. For example: In a display case, a
foot cream is placed on some moss next to
small sticks and stones, and a hiking boot.
The presentation immediately tells me that
this is about ideal care before hiking.
I don’t need any further explanation.
An attractive window decoration with simple means: a photo background which is
optically extended in reality and a light spot on the Soft Feet products..
28
Marketing CURRENT
This approach can also be used in a
display window, right?
Yes, exactly. It’s important to show realistic
scenes. They should show how the
customer can use the product. A display
window is usually roomier. One can also
use photos showing the application - e.g.
with a poster or photo background. Such
aids are not especially expensive. For
instance, a massage situation can be
shown for wellness care. The window
design should generate curiosity to create
the communication trigger. The display
must also ensure attention because the
presentation competes with many others.
So my presentation should be larger and
more colourful than the one next door?
That which presents the entire practice and
the way it works is permitted. More colourful is not always better. Maybe safety and
exclusivity make more sense. The latter can
be communicated e.g. by a high quality
presentation. Sophisticated materials and
fine accessories could be used. A tidy
display window also symbolises structured
work in the practice. On the other hand,
too many products in a pile quickly look
messy. But one thing is especially important: One must be brighter.
Do you mean the lighting?
The best presentation fails if the light is
wrong. A dark display window gives the
impression that the practice is closed, even
in the daytime. It fails to attract customers.
Neuromarketing tells us that we do not
control our eyes - rather, our eyes control
us. Our eyes cannot get enough of light,
and draw us to the light source. But if the
“stage” is lit too evenly with bright light,
observers cannot identify what is important
and get lost in the large display window.
What does the right lighting look like?
It’s best to use base lighting and add a
bright spot here and there on the most
important elements - e.g. the product.
Simple construction floodlamps are rarely
enough to work against daylight. Room
and lighting designers or the local electrician are better sources. One really
shouldn’t skimp on lighting. It may seem
contradictory, but one has to spend more
on lighting in summer than in winter.
want to try some? But they won’t do so
without talking to the foot care pro or podologist. Once communication gets started,
you can recommend the displayed product
or another one, depending on care
requirements. But the design has fulfilled
its purpose: The sale was initiated.
But even the best light cannot get past old
decorations?
That’s right. Presentations have to be maintained. It’s best to make a yearly plan to set
up new optical stimuli every four to five
weeks. Seasonal events as well as vacation
periods and seasons offer themselves as
occasions here. But a complete redesign is
not needed every time. Often, a basic
design can be further developed and
changed just be switching something. This
makes it look new with fewer costs.
Thank you for the consultation.
And what do things look like inside the
practice? What options exist for clever
product presentations?
It’s important to create focal points and
avoid too many optical attention-getters.
In the waiting area, a display case can
work to show products similarly to how it’s
done in a display window. Foot care pros
can work at the reception with a sales shelf
behind the counter. They can display products here and directly access them after
the treatment. A clear structure is recommended here as well. Products can be
structured e.g. according to applications,
such as wellness or various problem solutions.
Can the sales counter also be included
into the presentation?
Yes, definitely. Companies offer displays
for new products. Even if they are very high
quality and attractive, you can add something to better integrate them into the overall design. Just as in the display window or
case, real elements are suitable. For
instance, samples can also be placed in
this small world. What customer doesn’t
Alexandra Chrobak
is an IHK-certified designer for visual marketing and diploma salesperson in marketing.
Her company DURCHDACHT (web: www.
durchdacht.com) has offered Germany-wide
services covering the entire range of display
advertising since 1996. Her offerings range
from purchasing via ware presentation and
store design/concepts for visual merchandising to trainings and seminars.
29
Marketing CURRENT
Survey 2014
“Customers come back for more”
Nearly 170 colleagues participated in this year‘s survey on customer satisfaction. One conclusion: The customers
of the foot care pros are highly satisfied with GEHWOL products. The echo was also positive in many other areas.
The survey showed starting points for further improvements as well.
fotolia | Felix Pergande
More than 20 percent of the approx. 170
survey participants assessed the quality,
variety, product benefits, expectations
linked to the applicable product, information about the products and the product
design as good, while about 70 percent
assessed it as very good. There were almost
no negative assessments. These positive
results are also reflected by numerous
comments on feedback from their
customers. “Fully satisfied“, “very positive
response, customer is buying more“,
“creams are bought well“, and “the products show success with the customer, and
therefore satisfaction“ are just a few examples.
The results particularly mean one thing:
Quality asserts itself, and customers notice
it. As a foot care pro, you have a product
range which successfully supports your
customers with foot care problems and
daily care requirements. With innovations
such as the new GEHWOL FUSSKRAFT
Soft Feet line with modern ingredients, the
product range constantly adjusts to
customer requirements by providing
added-value products. As your clients
grow more satisfied, they will also become
less price-sensitive. Customers know:
Good quality has its price.
Technology which gets attention
Responses about the technology range are
also positive. About 75 percent, respectively,
assessed quality, product benefits, variety
and provided background information as
good to very good. Shelf life, appearance
and product expectations were not far
behind. About 15 percent made no statements here. This allows us to conclude that
these colleagues are not using Gerlach
Technik products. Negative evaluations
within this theme complex are in the lower,
single digit range in all cases.
Good service
There is more innovation potential, specifically in the field of GERLACH TECHNIK. The
carbide grinders which were developed with
Hager & Meisinger (see page 3), for instance,
are proof of the company’s constant efforts to
simplify your everyday work and make it
more pleasant. The survey participants are
largely satisfied with product information,
sales aids and terms. Both here and in train-
30
ings, about ten percent see more upward
potential. This also applies to internal telephone services. Overall, accessibility and
friendliness were evaluated very positively,
and service and advice quality as good.
Never standing still
Overall, the survey results were very positive. Nonetheless, we continue to make all
efforts in the GEHWOL and GERLACH
TECHNIK product fields to improve quality
and service, making the foot care pro’s
everyday work more efficient, simple and
lucrative. One example of this is the new
electronic fixing brake in the CONCEPT F3
treatment chair, which can be operated via
the remote foot switch. We have traditionally
worked shoulder to shoulder with the
service trade, which will continue in the
future. The many indicators in the survey
comments play an important role here.
Only our dialogue with you allow us to
offer and further optimise our services to
your needs in the long term.
Marketing CURRENT
GEHWOL campaign for diabetics
For better risk
awareness
The GEHWOL Diabetes Report 2014 shows that diabetics pay too
little attention to their feet. There is often too little knowledge
about the consequences of neglected feet, or insufficient care
awareness. About 42,000 amputations per year are the sad proof.
GEHWOL therefore started the campaign: “Standing up to diabetes!“ to provide information about possible risks and sensitise as
many diabetics as possible to the health of their feet. As a foot care
pro, you can support this campaign.
63 percent of diabetes patients don‘t think
that they have to pay attention to their feet.
As many affected persons feel poorly informed. Even these two values from the
GEHWOL Diabetes Report 2014 show that
there is much to do for diabetic foot health.
The diabetes campaign picks up on this.
With the informational campaign “Standing up to diabetes!“, GEHWOL aims to
inform affected persons and sensitise them
to the need of practicing their own regular
foot care.
The vehicle is a quiz with eight questions
on diabetic foot health, in which your
patients can also participate. The already
existing diabetes manual is updated with a
participant coupon during the campaign.
Distribute the manual, which you can
order directly from Gerlach, to your
clients. Gerlach will raffle 100 preventive
care sets, consisting of four tubes of
GEHWOL med Lipidro Cream, two tubes
of GEHWOL med Callus Cream and a
fluffy foot towel, among all
participants who correctly
answered all questions.
Expertise of foot care pros
The questionnaire is also provided on the internet at www.
fussvital.info and can be
completed there. If participants
cannot answer questions directly
and on their own, the website contains the
required information. Or you can provide
expert advice. The last issue of GEHWOL
JOURNAL also focused on diabetes, and
can likewise serve as a source of information for the quiz.
Aside from the end consumer magazine
and the internet site, “Standing up to diabetes!” is also advertised in extensive press
work. In the foot care practice, you can
also generate attention by ordering the
matching campaign poster before and
during the campaign period (the quiz sub-
mission deadline is 31 August 2014) and
pass out the manuals.
Utilising conversations
It also makes sense to comment on the
diabetes campaign during the treatment,
since you can specifically address those
patients who would especially profit from
this information.
This is how you can make your campaign successful!
Targeted campaigns by foot care pros for their clients fulfill several
objectives. They can be used to address new customer groups. But
existing customers may also be interested in advisory weeks on
specific themes or discount campaigns. The following tips can help
in careful planning:
Good campaigns are easily understood and have a discernible
benefit for the target group.
Give your planned campaign a title which arouses curiosity, but
is also easy to remember.
It’s elementary to set out the goals which you want to reach.
They may be monetary (increasing the number of sold products,
higher sales) or consist e.g. of improved customer binding
effects.
ake enough time for preparations.
T
Define the measures with which you want to reach your set
goals. Pay attention to ensuring that all advertising materials,
sales products and other components are ready at the start of
the campaign.
Think about how your customers will find out about the campaign. Classic advertisements, mailings and radio advertising
are some possible channels. Word of mouth advertising can
also be used effectively.
Follow-up is necessary after the campaign. Was the campaign
worth it? Did you reach your goals? Did planning and implementation go well? How can you determine starting points for
improving subsequent campaigns?
31
27 individual products
Diabetic skin needs special protection. Special products are needed to effectively
counteract risks such as dry skin, callus, fungal infections, cracks and inflammation.
But care motivation can only be developed with consistent information. As in all
customers, it‘s important to take the individual wishes and skin findings of diabetics
into account. A broad product range is the right foundation for specific individual
consultations. GEHWOL therefore sent its product range to the testing lab again and
scientifically confirmed suitability for diabetics in 27 individual products.
EDUARD GERLACH GmbH · Postfach 1249 · 32292 Lübbecke
Telephone +49 (0)5741/330-0 · Fax +49 (0)5741/347300 · www.gehwol.de

callus grinder

Transcription

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