Running a clinic in Canada has never been tougher. Overhead keeps climbing, staffing, rent, supplies, while billing caps and government reimbursements stay fixed. In Ontario, for example, family physicians often lose 30–50% of their gross billings to overhead. That means for every $100 billed, as little as $50 lands in the clinic’s pocket.
The old answer has always been the same: “See more patients.” But volume-based care only accelerates burnout, worsens staff turnover, and hurts patient satisfaction.
Owners are stuck in a squeeze. The question is: how do you grow revenue without simply working more hours?
Why Common “Fixes” Don’t Work
Many clinics have tried to patch the problem with short-term fixes, but most don’t deliver.
1. Raising volume: Brings in marginal revenue but skyrockets burnout and turnover.
2. Tweaking fee-for-service billing: Provincial rules limit billing codes, capping earnings no matter how efficient you get.
3. Adding cosmetic procedures: Expensive to launch, requires marketing, and often feels disconnected from the clinic’s brand.
These are all versions of squeezing the same lemon harder. The smarter play? Plant new trees.
The Hidden Goldmine: Ancillary Services
Ancillary services are complementary offerings that expand what your clinic provides, creating new revenue streams that patients already want. They’re not gimmicks. They’re practical, in-demand services that increase both patient loyalty and your bottom line.
Here’s where the real opportunity lies:
1. Point-of-Care Testing (POCT)
Think rapid strep, flu, HbA1c, or cholesterol checks done on the spot.
- On-the-spot cholesterol, HbA1c, flu, or strep testing.
- Convenience fees are attractive to patients who don’t want lab wait times.
- POCT is a multi-billion-dollar market, with the global sector expected to grow to US $51.2 billion by 2032
2. Preventive Screenings
Screenings like mammograms are insured but risk assessments and fast-tracked options are not.
- Services like bone density scans, cardiovascular risk reviews, or bundled lifestyle assessments can be offered privately.
- Patients frustrated with long waits are willing to pay for speed and convenience.
- Even simple risk-assessment tools (scored questionnaires, risk calculators) can generate follow-up appointments.
3. Wellness Add-Ons
Services Canadians are already used to paying for through extended health benefits:
- Nutrition counseling, physiotherapy partnerships, or in-house mental health sessions.
- These are low-setup, highly marketable, and usually billable under extended plans. Integrating them keeps revenue in-house rather than referring patients away.
4. Vaccinations & Travel Health
Routine shots are covered, but travel vaccines (yellow fever, hepatitis, typhoid, etc.) are not.
- With international travel rebounding, demand for yellow fever, hepatitis, and routine boosters is rising.
- Margins are strong because patients value the “one-stop-shop” convenience.
5. Retail Health Products
Patients already spend on supports and supplements — why not from you?
- Orthopedic supports, supplements, approved recovery devices.
- Margins average 30–50%, and patients trust your recommendations more than a big-box store’s.
- Avoid “wellness fads” and stick to evidence-backed, practical items.
Why Ancillary Services Outperform Other Strategies
The economics are simple but powerful:
1. Cross-selling existing patients = no acquisition cost. You’re not spending on ads, they’re already in your waiting room.
2. Recurring revenue = ongoing programs (like weight management, mental health, or screenings) bring patients back.
3. High margins = most services use existing staff with minimal extra training.
Example: Add simple HbA1c testing at $30/test, run 5 per day. That’s ~$35,000 annual net new revenue, without adding a single new patient.
How to Start Without Overstretching
The biggest barrier owners imagine is: “I don’t have the staff or money to launch new services.” That’s a myth.
1. Start small: One or two services that align with your patient base.
2. Partner smart: Bring in part-time physiotherapists, dietitians, or counselors. Cost-sharing reduces risk.
3. Leverage tech: Digital scheduling (like Medimap) lets you list ancillary services, so patients find and book them easily.
The fastest wins come from plugging in services that require little upfront cost but deliver visible patient demand.
Don’t Leave Money on the Table
Ancillary services are the goldmine hiding in plain sight. They’re not speculative or risky. They’re proven, patient-friendly, and aligned with what Canadians are already seeking.
The only question left is: will your clinic capture this value, or will you let it walk out the door?
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