Procedure Packages in HOF: How to Build and Sell Them

"Do you have a package?" is one of the most common questions at an orofacial harmonization (HOF) clinic. The patient asks because they want predictability and, sometimes, because they expect a discount. The professional answers on the spot, builds a package on a phone calculator and later finds out they sold three sessions for the price of two and a half.

A well-built package is a tool for organizing treatment and giving both sides predictability. Badly built, it is a disguised discount, with clinical, financial and legal risk. This guide shows how to build, price, contract and present packages without losing your margin or the clinical indication. The numbers in the examples are fictional.

What is a package, and what is it not?

A package bundles, at an agreed price, what the patient's clinical plan indicates, with rules on order, timeframe and conditions. It can be:

What a package is not:

• a way to push a procedure the patient does not need in order to "reach the price";
• a promise of results ("rejuvenation package");
• a discount applied without doing the math, which eats into the margin;
• a replacement for the informed consent for each procedure.

Why does a package help the clinic and the patient?

For the patient: they see the whole plan, understand the sequence, have price predictability and avoid the feeling of "always paying for one more thing". For the clinic: it organizes the schedule, brings revenue forward, reduces the chance of the patient "disappearing" mid-treatment and raises the average ticket when the clinical indication is real.

But each advantage has a cost: revenue received in advance becomes a future obligation to provide care, supply price increases can erode the package and cancellation needs a rule. A package is a commitment, not just an offer.

How do you build the package from the clinical plan?

1. Assess and plan. Do the full assessment and define, at the professional's discretion, what is indicated, in what order and at what interval. The guide how to raise plan acceptance and the assessment consultation cover this step.
2. List what will be done. Procedure, area, number of sessions and expected interval, always as a guiding range subject to the patient's response.
3. Calculate the cost of the whole set. Add up product with waste, supplies, chair time, follow-ups and a reserve for complications.
4. Apply taxes, fees and margin to reach the minimum price.
5. Decide the final price and any discount, within the margin.
6. Write down the terms: what is included, validity, order, rescheduling, cancellation.
7. Present it to the patient clearly and leave time to decide.

How do you price a package without losing margin?

The formula is the same as for the price per visit, applied to the whole set:

Minimum package price = total direct cost ÷ (1 − taxes − fees − margin)

Hypothetical example: a package in three stages.

With taxes of 8% on revenue, card fees of 4% and a desired margin of 30%, the divisor is 1 − 0.08 − 0.04 − 0.30 = 0.58. The minimum price is R$ 2,200.00 ÷ 0.58 = R$ 3,793.10. The percentages are fictional.

Now, the classic mistake. If the combined list price of the three stages were R$ 4,500.00 and the clinic gave a 20% discount, the package would come to R$ 3,600.00, below the minimum. The clinic would have a smaller margin than desired, and the package still carries the risk of cost increases. The maximum possible discount is the one at which the final price stays above the calculated minimum.

To calculate with your own numbers, use the price per ml and margin calculator and the syringe yield calculator, which shows how much the product actually yields. If the package includes a biostimulator, see pricing a collagen biostimulator; for toxin, pricing botulinum toxin; for the whole logic of price per ml, pricing by ml. Instead of offering an impulse discount, see discount requests.

What rules must the package have in writing?

A package without rules creates conflict. The minimum to write down:

A good contract should be reviewed by a lawyer and aligned with your board's rules. Each situation (such as advance payment for future services) has specific considerations under Brazil's Consumer Protection Code. The consent form templates for each procedure are still needed and are not replaced by the package contract.

How do you offer installments on a package safely?

A package usually has a higher price, and the patient tends to ask for installments. Before agreeing, understand the cost to the clinic and the consumer information rules. The guide on installment plans for aesthetic procedures explains the payment methods, and the installments and fees calculator shows how much is left after the card terminal fee. For issuing invoices on advance payments, see service invoices at the HOF clinic.

How do you present the package to the patient?

Presenting is part of selling without pressure. A simple script:

1. Start with the plan, not the price: what was assessed, what is indicated, in what order.
2. Show the sequence visually, with what will be done at each stage.
3. Explain the price of the whole set and how it was built, without comparing it to others' prices.
4. Say what is not guaranteed: results vary, and the plan may be adjusted according to the patient's response.
5. Hand it over in writing, with validity and terms, and give time to decide.
6. Ask what questions remain, without pushing for an immediate answer.

Can I advertise the package?

Advertising prices, discounts and commercial terms for health procedures is restricted by many advertising rules, and the rules change by professional board and over time. Before announcing any package, read your board's current resolution and the platform's policy. See advertising in HOF and paid ads within the rules. Avoid "today only", "last spots" and comparisons with colleagues.

When is a package not a good idea?

• The patient has not yet decided to have the first procedure and does not know the clinic.
• The clinical indication is uncertain and may change after the first session.
• The response to treatment is variable and the number of sessions is impossible to predict.
• The clinic lacks the financial capacity to provide care after being paid, or the cost of supplies fluctuates a lot.
• The goal of the package would just be to "hold on to" the patient.

In these cases, selling in stages and renewing the plan at each phase is usually safer for both sides.

Package checklist

• Did the package come from the clinical plan and not from a sales target?
• Did I calculate the cost of the set with waste, supplies, time, follow-up and reserve?
• Does the final price stay above the minimum with taxes, fees and margin?
• Did I write down scope, validity, rescheduling, cancellation and interruption for clinical reasons?
• Did a lawyer review the contract, and were my board's rules considered?
• Did I define the rule for issuing invoices and for installments?
• Did I check the advertising rule before publicizing the price?
• Did the patient have time to decide and receive everything in writing?

A good package is one where the patient understands the plan, the clinic understands the numbers and neither is surprised halfway through.