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Winter 2019 Newsletter
Presidents Address

Deb Kilty, RI Chapter President 

Happy Holidays RI Chapter Members!
 
Here we are at the end of another year. It
was a very productive year with government relations!
Congratulations to Cassie Rawcliffe for a job well done! Cassie very much deserved the honor bestowed upon her at the 2019 AMTA National Convention, Cassie was this years' Chapter Meritorious Award Winner! Thank you Cassie for all your hard work! The AMTA national convention was held in Indianapolis, Indiana this past October. As always, this is a wonderful time to network with AMTA colleagues and friends from across the country. For me the week was full with meetings, trainings and classes. Chapter Volunteer Orientation Program was all new this year, exciting to see things changing and evolving at the national level.
 (see photos below)
As some of you have seen recently, the Rhode Island Chapter Facebook "group" page has been closed down and now only the official AMTA Rhode Island Chapter page is available for our members. There has been too much confusion with the chapter having two Facebook pages and with new policy changes at the national level regarding newsletters, websites and social media it was necessary to close down that page.
Recently all chapters have been notified that there will be no more advertising within our newsletters, on our websites or on social media pages other than chapter sponsored educational workshops or member events. This will be the last newsletter that you see with advertisements of any kind. This decision was made in part due to IRS regulations governing non-profit organizations. If you, as a member, have a job opportunity please utilize the AMTA Job Bank on the national website, this is a free service to all members, you can also post your resume if you are seeking a new position.
 
During this festive holiday season I would like to send a special THANK YOU! To all of the wonderful people that have volunteered with the Rhode Island chapter throughout the year! None of the amazing things that are accomplished behind the scenes could be done without all of you! I wish everyone of our volunteers and members a very happy, safe, fun holiday season and a very happy New Year!! Welcome 2020!!


SEEKING VOLUNTEERS!

Notice :  
 
The RI Chapter of the AMTA is seeking one or two volunteers for the Newsletter Editor & Website Chair positions. These volunteers should be detailed oriented, organized and have good computer skills. The chapter newsletter is published three times per year, the editor needs to communicate clearly with board members, volunteers and members. The chapter newsletter is done completely online, there is no printing or mailing necessary. 

The website chair will be responsible for keeping the chapter website updated with events, photos and general information. 
If you have interest in volunteering some of your time for your chapter please contact:
 
Deb Kilty, chapter president at
AMTA.RIpresident@gmail.com regarding the newsletter editor position 
or 
AMTA.RIfinancialad@gmail.com regarding the website chair position


"Volunteers are love in motion!" - Author Unknown

"I've learned that you shouldn't go through life with a catcher's mitt on both hands.  You need to be able to throw something back." - Maya Angelou

"Whatever community organization, whether it's a women's organization, or fighting for racial justice ... you will get satisfaction out of doing something to give back to the community that you never get in any other way." - Ruth Bader Ginsburg




Upcoming Meeting Dates


All AMTA-RI Chapter Board Meetings are
open to the public.

The following is a list of dates and times of upcoming board meetings:
January 14, 2020 7:30-9:30
February 26, 2020 7:30-9:30
March 22, 2020 Annual General Member Meeting
9:00-4:00 
See announcement later in this newsletter

Times and dates are subject to change.
Please contact our Secretary
Kimberly Medeiros  
at (860) 617-1546 or via email
at AMTA.RIsecretary@gmail.com
prior to any meeting for
confirmation on date, time and location.

Check in the next newsletter or on our website for future meeting dates.


Education 
Alda Cordeiro, Education Committee Chair
Over the past three months, the Education Committee has proudly presented two workshops.  On October 6th, Billy Downing presented an informative and interactive 6-hour workshop on the theories and principles of Reiki.  Eleven attendees received Reiki One Certification.  We also offered a very successful one-day workshop on November 17th with Cynthia Wood, who presented an Introduction to Ortho-Bionomy®: Hands-On Psoas and Spine (see photos below from this workshop).  Thirty-three participants attended the workshop and learned very helpful techniques!
For our next workshop, please look out for a future email in late January/early February 2020!  We are delighted to have David Lobenstine return to Rhode Island for three days!  He will be presenting two workshops-A two-day workshop from 3/28-3/29/20 on The Solution Is the sides:  Approaching the Upper and Lower Body from All Angles and a one-day workshop on 3/30/20 on Rocking: The Most Useful Technique You Never Do.    
Future workshops in the works are:
1.            June 2020 with Lee Stang, Topic TBD
2.            August/September 2020 Pregnancy massage certification                       with Kelly Lott
3.            November/December Stretching techniques with Stefan Matte

If you have any recommendations for possible future topics, feel free to send an email to Alda at justbreathemassage2@yahoo.com
 
Alda Cordeiro
Dale DeCelles
AMTA-RI Chapter Education Committee
 

Government Relations
Cassie Rawcliffe, Government Relations Chair
Upcoming Legislative Session 2020
 
The 2020 legislative session is quickly approaching. With the success of passing our statute's amendments into law last year, we were looking to see what other positive advancements and improvements could be made within our profession for the upcoming year here in Rhode Island. Public safety, education and awareness are at the forefront, as well as advancement of research and the inclusion of the massage therapy profession within integrated healthcare, are all areas that are being explored nationwide. We were inspired by Florida's recent legislative efforts in summer of 2019, which produced an informational pamphlet (both digital and physical form) raising public education and awareness about non-opioid pharmacological alternatives, as well as the benefits to managing pain with complimentary and rehabilitative therapies. Please follow the link below to view what they have created:   www.flhealthsource.gov
 
In 2018, our RI DOH amended the licensed prescribers and physicians' rules and regulations to include communication with patients about non-opioid alternatives. While this patient education is a positive step forward, who is enforcing that this conversation is happening within the treatment room? The answer is no one. We all know the positive effect that massage therapy has on pain management, as well as other complimentary therapies, and yet, the Governors' Task Force has placed a heavy emphasis on medicine assisted programs (which has its place), with only a nod to complimentary and rehabilitative therapies. Our hope moving forward with the support of other professions, is to reproduce legislation requiring licensed providers/physicians to provide a pamphlet/link, discuss and educate their patients about the choices regarding management of pain, and finally, document such conversations within the patient's file. Although things tend to be slow to change here in Rhode Island, we have already met with DOH and have their support with developing this legislature, as it supports their existing rules and regulations. The more we can empower the patient with knowledge and choice, the more we educate and raise awareness of the benefits of our profession.
 
Be Well,
 
Cassie Rawcliffe, LMT/CMLDT
Government Relations Chair /Delegate AMTA RI Chapter
EMPLOYMENT OPPORTUNITY
Space available in wellness collaboration located in the beautiful Garden City area.  Work with a team of Massage Therapists with 20 plus years of experience.  Serene and professional environment will allow for maximum growth and development.  We are offering flexible options to have the right person join our team.  Optimal candidate must be professional, licensed, insured and motivated.  All wellness professionals are welcome.  

Contact Kim at 401-837-8079 to set up a time to discuss options.
 
ITEMS FOR SALE
Retirement Sale!  
Various items from my massage office for sale due to retirement:
Desk, hydraulic table, corner shelf, various books and table items.
Contact: Paulette Thomas at (401) 829-3122 for more information



 


Government Relations
Cassie Rawcliffe, Government Relations Chair
RI CHAPTER MEMBER SURVEY RESULTS
Inquiring Minds Want to Know
 
I would like to take a moment to send out a BIG thank you for those of you that participated in our recent constant contact poll regarding insurance reimbursement here in the state of Rhode Island. The following two questions were asked and the results are in!
  1. Do you personally support insurance reimbursement for the massage therapy profession in Rhode Island?
82% YES
18% NO
     2.  If insurance reimbursement were available in Rhode Island,          
         would you have your practice accept insurance?
58% YES
37% NO

A place for comments was made available for those wishing to ask additional questions and/or offer opinions/concerns:
 
Positives:
  • Availability for medically necessary massage therapy
  • Covered massage made available for the elderly
  • Already covered in Canada
  • Should have a fair universal fee
  • Covered massage will open doors for those that cannot afford
Negatives/Concerns:
  • Building in the time for additional paperwork and medical billing
  • Reimbursement rates for any therapy/treatment is low
  • Insurance dictating/regulating what we can bill for
  • Waiting on payment from insurance
  • Therapists that will be willing to work for less, which harms us all
  • LMT's only see one client at a time verses other professions which can treat multiple patients at one time (PT, Chiro, Acupuncture)
  • If insurance pays posted practice rates
  • Loose control over fees, # of visits, and autonomy of treatment
With the large majority of LMT's in RI practicing massage therapy as sole proprietors, there are some valid points to consider on both sides of the table. Can people afford to hire a billing/coding person? What are the expenses around the software for electronic billing, which is required to file? Do we have a seat at the insurance table in order to determine reimbursement rates? Dealing with the bureaucracy of insurance reimbursement overall? All the above mentioned positive and negatives, plus much more...
I would like to propose a discussion among our membership regarding this topic at one of our meetings next year. It is a great start to understanding each other's perspectives as our profession continuously evolves. Looking forward to seeing you soon!

Cassie Rawcliffe, LMT/CMLDT
Government Relations Chair /Delegate AMTA RI Chapter



Government Relations
Cassie Rawcliffe, Government Relations Chair
2019 CVOP Indianapolis
 
What a pleasure it was to be the selected representative for this years' CVOP training in Indianapolis at the National AMTA convention! Throughout the two days of training, there were many opportunities to meet new people, hear their stories of how they pursued careers as massage therapists, clearly define what it means to be a volunteer for AMTA, and further understand how to work together with other individuals toward the same collective goals. The group of volunteers present for CVOP was a great mix of first timers, like myself, and others that have attended year after year. Hearing personal stories from past presidents, administration and various individuals who have been in multiple roles for many years, all had the same beginning: they all started volunteering because they wanted to give back; to be part of something bigger and for the greater good and advancement of our profession. It was inspiring to listen to, and it further validated why I entered into this profession. It is a pleasure to serve our membership here in Rhode Island and I look forward too many more years. Thank you!

In This Issue
Board of Directors:
Debbie Kilty
President
401-339-1041
AMTA.RIpresident@gmail.com

Roy Kenji Omori
Board Member
401-864-1258
AMTA.RIBoard2@gmail.com

Victoria Moutahir
Board Member
401-338-0999
AMTA.RIBoard1@gmail.com

Kimberly Medeiros (Gregorzek)
Secretary
860-617-1546
AMTA.RIsecretary@gmail.com

Kimberley Cook
Financial Administrator
401-837-8079

Join us in Welcoming our New members: 

Cindy Underwood            Rosita Reyes           Juan Avila      
Jimmy Merced             Jessica Beaudreau      Amber Drury  
Ashley Carter                  Jamikay Felix           Cynara LeMay
Johanna Santiago        Naomi Rodriguez            Lus Torres
Angkana Sheer             Angelina Hewett          Kerry Schobel
Randy DiRuzzo          Josephine McErlean   Jessica Greenhalgh
Leslie Hubert                  Wilfred Georges         Heather Bettez
Laurie Sands                   Jamie Wilson        Olivia Nordwall-Drake
Michelle Fishpaw          William McKay
Total RI Members: 580!!


Committees
Cassie Rawcliffe
860-942-2364
  rihealingmassage@gmail.com
Roy Kenji Omori
401-864-1258
  rkomori@aol.com
Board Member

Jennifer Wilkicki
401-935-3549
jlw531@aol.com
Volunteer Coordinator

Claudia Botthof
401-749-0176
clbotthof@gmail.com

Alda Cordeiro
401-829-0293
  justbreathemajssage2@yahoo.com
Education Chairperson

Larry Gallagher
401-678-0215
  lgallaher22@verizon.net

Angela Perry-Place
401-965-9928
amptigger@aol.com
Twitter Administrator/Social Media Chair

Kim Gregorzek-Medeiros
860-617-1546
Secretary
Membership Committee: Senior members contact

Deb Kilty
401-339-1041
President
Interim Newsletter Editor

Kimberley Cook
401-837-8079
Financial Administrator
Website Chair
__________________________________________________________
Michelle Souza
401-418-1735
Membership Co-Chair
__________________________________________________________
Stephanie Welsh
401-287-5545
Membership Co-Chair

Pat Bachus
401-225-8610
Delegate


Membership Benefits



AMTA Offers the Strongest Benefits in the Profession!

From education to award-winning publications to broad liability insurance, AMTA membership gives you the tools you need to grow and thrive in the massage therapy profession.

In fact, 100 percent of your membership dues are invested back into you in the form of benefits and advocacy for the profession.


Questions? Call 1-877-905-0577 during business hours or email us.


Community Service Massage Team-Outreach Division
Larry Gallagher, CSMT Chair

Thank you to all of you who volunteered in 2019! 
We look forward to 2020!  
If you have ideas for events please contact Larry Gallagher, CSMT Chair




As the largest non-profit association for massage therapists, students and schools, AMTA is celebrating our rich history while looking to the future for exciting advancements.

Share your story of how AMTA has impacted you and your massage career and you might be featured in an upcoming AMTA publication!
Share your story now >

https://www.amtamassage.org/articles/1/News/detail/3785/share-your-amta-member-story





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If you have any problems logging in to the AMTA
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contact AMTA Member Experience at 1.877.905.2700
or email info@amtamassage.org
Greetings from the AMTA-RI Chapter Library!


Rent free educational DVDs, books, videos from the AMTA RI Chapter library! 

You will find a list of titles on the RI Chapter website  ri.amtamassage.org or simply call for information:    

Claudia Botthof, LMT
Unique Fitness & Massage Therapy
Phone: 615-2355
Text : 749-0176

joanne lozy Awards 
Joanne Lozy, Awards Committee Chair
Workers Compensation Billing for Rhode Island 

 In the State of Rhode Island, we have workers compensation billing   codes for massage therapy. Massage therapy has been an acceptable   modality for workers compensation cases for as long as I've been a   therapist, that's 23 years now. However, until recently massage   therapists did not have their own codes. Massage Therapists were   instructed to use Physical and Occupational codes. That changed in   2016, when the Department of Labor and Training created guidelines   and created codes for massage therapy. Those guidelines read:
 
Massage Therapy Guidelines
 
Massage Therapy Codes are for the exclusive use of Licensed Massage Therapists.
  Any person who is licensed to practice physical or occupational therapy, medicine , chiropractic, or podiatry may utilize massage as an intervention within his or her scope of practice but shall bill for this intervention using their usual coding method (E & M codes, PT/OT X codes, or Manipulation X codes).
  Massage Therapy codes include XMT30 and XMT 45 and are all inclusive; only one code per date of service is allowed. Treatment time does not include the time for patient to disrobe prior to a session or to redress afterwards.
  XMT30 Thirty-minute massage therapy session
  XMT45 Forty-five-minute therapy session
  Fees:
XMT30 $37.86
XMT45 $52.06
The above fee is as of October 2018. The massage therapy fee schedule has been in effect since 2016 and has shown a steady compensation increase over the years.
2016
XMT30 $36.00
XMT45 $49.50
 
 2017
XMT30 $37.01
XMT45 $50.86
 
 If you accept a worker compensation case for a Rhode Island employee   working in the State of Rhode Island I suggest you only schedule a 30-   or 45-minute session, as you may not be compensated for 60 minutes.   The phraseology "and are all inclusive;" is the key to this information.   On the Health Insurance Form 1500 in section D you would indicate the   XMT code and in section G "1". You may put your regular rate for 30 or   45 minutes in "F" however you will only be compensated at the rate   above. If you wish to periodically check on the rates being paid you may   go the link listed below.    
 It is always wise to check with the company you will be billing. Get a   claim number, the name of the insurance company covering their claim   and the name of the case manager they report to at the insurance   company from your client. It is best to check with their case manager, as   some companies will limit the number of sessions you may give.
 The information I am proving here is what I have learned over the years.   It varies with different insurance companies and states. Ask the   insurance company before working on the client. Be safe and only   schedule a 45-minute session until you know for sure. Some insurance   companies still use the uniform CPT codes used by the rest of the   country.
 If the client is an RI resident working in another state, there may be a   totally different scenario for codes. Rhode Island has its own CPT codes   for Workers Compensation. Go figure, only in Rhode Island. I am not an   expert regarding insurance compensation. It is always best to ask   question of the company you will be submitting to.
 
 

How to
  Obtain A New Massage Therapy RI License Through Examiniation or Endorsement

Obtaining a license for massage therapy in the state of RI doesn't have to be a difficult process. There are many components to the application, but the Department of Health has made the clear checklist for new applicants. Whether you have recently graduated from an accredited school and passed the National MBLEx exam, or completed a comparable exam in a prior year but are looking to move your practice to Rhode Island, here are the simple steps to navigate yourself through the process:
  • Go to http://www.health.ri.gov/
  • Click on LICENSING
  • Under "What We License", click on Massage Therapists
  • Click on APPLICATION
  • Print and fill out a hard copy of the application and follow checklist on first page of the application
  • If you have just completed and passed the MBLEx, check "Massage Therapist by EXAMINATION"
  • If you have passed the MBLEx exam or comparable exam, and are looking to practicing massage in the state of RI and are coming from another state, check "Massage Therapist by ENDORSEMENT"








 





MARKETING MISTAKES THAT CAN HAUNT YOUR BUSINESS
Contributed by Lana M. Glovach, U.S. Small Business Administration ( SBA )
Authored by Rieva Lesonsky , October 25, 2019 on www.sba.gov at http://ow.ly/J3NC50wVGS5
Are you letting one of these marketing errors scare your customers away?
 
Ghosts, goblins and ghouls aren't the only things that can haunt small business owners. Many entrepreneurs fall prey to some common marketing mistakes that can have terrifying results for their businesses. Are you letting one of these marketing mess-ups scare your customers away?  
Mistake 1. Marketing without setting a goal
Whether you're doing digital marketing, print marketing or word-of-mouth, the first thing you need to establish is a goal. Without one, how will you know if your marketing worked? Start by setting specific, measurable goals for each marketing campaign, such as "increase email newsletter sign-ups by 10% this quarter." With a goal in mind, you'll be better able to design successful marketing campaigns.
Mistake 2. Neglecting your current customers
  Many small businesses focus all of their marketing dollars on attracting new customers. While new customers are important, returning customers can be even more valuable. Create a marketing plan to stay in touch with your existing customers. Work to enhance their loyalty and get them to buy from you more and more often.
  Mistake 3. Working without a marketing plan
  No small business owner wants to waste money, but that's exactly what you'll be doing if you start marketing without a marketing plan in place. Know which marketing channels resonate with your target audience and develop a marketing plan for those channels that will achieve your marketing goals. Your plan should include time, frequency and costs so every aspect is accounted for. 
  Mistake 4. Letting your reputation slide
Word-of-mouth has always been essential for marketing a small business, and today it matters even more. Whether your business is B2B or B2C, you must keep tabs on its reputation. Set up tools to monitor the online review sites and social media platforms where your business has a presence. Respond quickly to both positive and negative posts, comments and reviews.
  Mistake 5. Not asking for the sale
  Some salespeople get so focused on "selling" the customer that they never actually ask for the sale. You see a lot of marketing that makes the same mistake. If your marketing talks about your product or service but doesn't ask your prospects to do anything about it, they may do nothing. Make sure every piece of marketing you create has a call to action that asks prospects to do something, such as going to your website, making an appointment or filling out a leads form. 
  Mistake 6. Expecting instant results
Many small business owners flit from one marketing idea to another, never sticking with one marketing tactic long enough to see results. Whether you're doing search engine optimization, social media marketing or public relations, it takes time for your marketing to get results. Stop chasing the latest marketing buzzword or trend and focus on your customers. Create marketing that educates them about what your product or service can do for them, promote it in the proper channels, and give it time to work.
  Mistake 7. Not monitoring results of your marketing
Without tracking results, you won't know if your marketing is working. There's no excuse for this: Today's digital marketing tools let you gather more data than ever before on how customers respond to your marketing messages. Learn to use the analytics tools offered by social media platforms, email marketing services and other marketing apps. By learning from what works and what doesn't, you'll be able to fine-tune your marketing message and get better and better results.
  Marketing is a scary concept for many small business owners, but like Frankenstein's monster, it doesn't have to be frightening. Correct the seven mistakes above and make your marketing work for your business.
 
*********************************************************************************************
As Benjamin Franklin observed, "if you fail to plan, you are planning to fail." Let the SBA help your small business plan for success! Assistance is available in languages other than English, including Spanish, and all SBA programs and services are extended to the public on a non-discriminatory basis. To learn more about the SBA's programs and services, please contact Lana M. Glovach, SBA Economic Development Specialist, at lana.glovach@sba.gov or 401-528-4575, or visit www.sba.gov/ri .  



                               



HOW TO BUILD BUSINESS CREDIT QUICKLY:
5 SIMPLE STEPS
Contributed by Lana M. Glovach, U.S. Small Business Administration ( SBA )
Authored by Marco Carbajo , December 5, 2019 on www.sba.gov at http://ow.ly/dHCu50xyu2F
 
If you operate as a sole proprietorship, it's important to understand  there is no legal or financial separation between you and your business.
Building business credit plays a crucial role in your company's funding ability. Whether you operate as a limited liability company or corporation, your business has the ability to establish a credit file separate from you as an individual.   When you register a business (LLC, LLP or corporation) it becomes recognized as a separate legal entity with the ability to enter into contracts. It's treated as a separate being from you as an individual.  If you operate as a sole proprietorship, it's important to understand there is no legal or financial separation between you and your business. If that's the case, when you obtain credit or apply for funding, all activity will be solely tied to you as an individual and reflected on your personal credit reports.

To keep your business and personal finances separate, the first step is to start building credit in your company's name. If you want to build business credit quickly here are five simple steps.
Step 1 - Choose the Right Business Structure:  To make your business a distinct legal entity requires that you select a business structure such as an LLC, LLP or corporation. Remember, sole proprietorships do not create a separate business entity.  Once you form your business entity, the next step is to register your business. This particular step is dependent on your structure and where your business is located.  For additional support on choosing the right structure for your company and registration be sure to check out SBA's Business Guide .
Step 2 - Obtain a Federal Tax ID Number (EIN):  You can apply for a federal tax ID for free using the IRS assistance tool . This is a nine-digit number assigned to your company which you will use for things such as filing company tax returns, opening a business bank account, applying for licenses and permits, and applying for business credit.
Step 3 - Open a Business Bank Account:  Once you have your federal tax ID, you'll want to open a business bank account for your company. This is a mandatory step in creating a clear separation between your business and personal expenses.  Your banking relationships play an important role in your company's funding potential. Not only does your business bank account serve as a bank reference on credit applications, it also allows provides key data that lenders use during a funding review.
Step 4 - Establish Credit with Vendors/Suppliers Who Report:  One of the easiest ways to build business credit is to apply for net terms with vendors and suppliers. As you buy supplies, inventory, or other materials on credit, those purchases and payments get reported to business credit reporting agencies.
This activity creates your company's credit profile and business credit report . After your company has several trade lines reporting, a business credit rating (score) is generated.  Remember, it's important to select vendors and suppliers that report to a business credit reporting agency. Each relationship you have also serves as a trade reference that can be used on future credit applications as well.
Step 5 - Monitor Your Business Credit Reports:  There are three major business credit reporting agencies so it's important to monitor each of your company credit files . Each agency collects data from various sources and may have different information about your company.
The good news is each of the business credit agencies provide a way for you to update basic information about your business. If you uncover any outdated or incorrect information, you'll want to contact the agency to make the appropriate change.
With an established business credit report, you may get higher credit approvals, better interest rates and repayment terms on loans and lines of credit.
It's equally important to establish a diversity of accounts with other types of business credit such as a business credit card or line of credit. Let these five simple steps serve as a starting point to building business credit for your company.
 
*********************************************************************************************
As Benjamin Franklin observed, "if you fail to plan, you are planning to fail." Let the SBA help your small business plan for success! Assistance is available in languages other than English, including Spanish, and all SBA programs and services are extended to the public on a non-discriminatory basis. To learn more about the SBA's programs and services, please contact Lana M. Glovach, SBA Economic Development Specialist, at lana.glovach@sba.gov or 401-528-4575, or visit www.sba.gov/ri .  








The AMTA-RI and the editor reserve the right to edit and/or refuse any submitted article or advertisement, and assume no responsibility for errors, omissions, corrections or modifications in publication.

Neither AMTA-RI nor the AMTA-RI Newsletter guarantees, warrants or endorses any product, service, "Letter to the Editor," or referral advertised herein, nor do they express any opinion in regard to the legality of the use of any product
advertised herein in connection with the practice of massage therapy.

Subscriptions to the AMTA -RI Newsletter are free to AMTA-RI members and $20/yr for non-members. The editor welcomes any and all contributions pertinent to massage therapy and will respond to any suggestions to this publication.

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Deadlines: March 30, July 30,  November 30
Article Submissions: Send Word or Text documents to
or call 401-339-1041

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PHOTO CREDIT
Front Cover (hands): ©iStockphoto.com/Matthew Scherf