Acupuncture Starter

Pack - International
Version 2
International
10/12/07
Thank you for your interest in our acupuncture program. We are excited to have the unique
privilege of introducing Chinese medicine to the cruising population while simultaneously
providing great employment opportunities for licensed acupuncturists.

At Steiner our goal is to provide superior quality service, creating a loyal clientele throughout
the world. We accomplish this through on board seminars and workshops. Educating each
guest about the benefits of acupuncture is the key to our success!

In order to meet this goal, we have put together an intensive training program that takes place
in Miami, Canada, New York or Los Angeles over a period of three days. Based upon your
location, you will need to complete the training before working at sea. This program
includes seminar training, retail training, and spa protocol instruction. The training is
comprehensive and maintains the excellent standards the cruise lines are expecting from our
acupuncture program.

Working at sea brings many challenges and opportunities. The benefits include becoming a
better practitioner, dynamic public lecturer, and savvy world traveler; all while earning
income! We will provide you with all the tools and training necessary to be successful, in
return we need your expertise.

Please review the attached information regarding the specifics of the position and email me a
good time to reach you so that we can arrange a phone interview.

Thank you for your time and attention.

Dan Brown, L.Ac Stephanie Kimber, L.Ac.

Director of OM Programs Manager of OM Programs
Steiner Management Services Steiner Management Services
305.284.1443 305.284.1463 ext 263
danb@steinerleisure.com stephaniek@steinerleisure.com

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I. Chinese Medical Program Overview

A. Requirements:

• Licensed acupuncturist by state or country’s legislation

• Successful bill of health from a Maritime Approve Doctor, examination is at your
cost. Ask us for a list of medical providers
• No visible tattoos or piercings, with the exception of ear piercings
• Ability to maintain dress code standards when in a public area
• Ability to successfully provide acupuncture treatments
• Ability to publicly speak on TCM topics (power points lectures provided)
• Successful completion of Steiner training course
• Ability to manage multiple treatment rooms simultaneously
• Ability to conduct 10 minute consultations about acupuncture and Chinese herbs
• Ability to conduct yourself in a professional manner consistent with the rules of
behavior on any vessel and your profession.

B. Hours and Contract Length

Average work hours per week: 52 hours-guaranteed 1 full day and one half day off
per week.

***In addition to providing acupuncture services, acupuncturists are expected to take

part in minimal cleaning, inventory stocks as well as desk hours. There are also
meetings that are held periodically, which do not count against the 52 hour work
week.

Contract length: 7 months

II. Information You Should Know Before You Begin

All job offers and/or offers of employment are contingent upon meeting certain
physical requirements and obtaining a valid seafarers health certificate. Medical
examinations and the issuance of a seafarer’s health certificate must be performed by
an approved seamen’s doctor.

Failure to pass the physical examination will automatically terminate your

employment agreement. During your medical examination you will be asked whether
you are receiving or have received in the past medical care for any injury, illness or
medical condition. You will be required to disclose to the doctor performing your
physical any prescription or non-prescription medication you are currently taking.
You will be drug tested, x-rayed and thoroughly examined.

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 In addition, you will be required to disclose to Steiner in writing any condition,
disability, or circumstance, which may prevent you from working full time onboard a
vessel in navigation. Failure to make this disclosure may result in forfeiture of
medical benefits and be grounds for termination of employment.

In addition to a hearing and eye sight test, the following is an abbreviated list of
diseases and conditions that may or can result in failing the required medical
examination.

Asthma Hypertension
Colour Blindness Coronary Disease
Eyesight problems Arrhythmia (symptomatic)
Tuberculosis Deafness/hearing difficulties
Heart / Cardiac Disease Back Pain / Sciatica
Eczema/contact dermatitis Lung Disease
Diabetes Orthopedic-Condition/spine,hips, knees,
Epilepsy/fits Kidney Disease or Dialysis
Carpel Tunnel Syndrome Mental Illness / Depression
Arthritis/rheumatism Hepatitis

If you are uncertain about a medical condition you have, or have experienced in the past, and
would like to communicate directly with a seafarer medical examiner, please feel free to
contact Dr. Levy directly at: www.jlevy@advisa.co.uk with any questions or concerns you
may have.

Please sign and return this form acknowledging you understand this disclosure.

Signature …………………………………….. Date ………………………………….

Print Name ……………………………………

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II. TRAINING
A. Training Fees

1. Flight-each acupuncturist will need to get an open round trip ticket to Los Angeles,
California.

2. Visa (international recruits only)-differs based upon country of residency. See

section C for more specific details.

3. Hostel/Hotel (options for room/board during training)

-Santa Monica Beach Hostel-$35 average per night.

The hostel is located in Santa Monica two blocks from the beach and in a
neighborhood of shops and cafes. For more information regarding the hostel please
visit the following page: http://www.hilosangeles.org.
Phone number: 1310-393-9913
Address: 1434 2nd St Santa Monica, CA 90401.
You will need to make a reservation for yourself once you have confirmed attendance
to the training. Reservations should be made a week in advance as they tend to book
up.
-Hostel California-$27 average per night
Website: http://www.hostels.com/en/availability.php/HostelNumber.1818
Address: 2221 Lincoln Blvd, Venice Beach
-Hotels- If you would like other accommodations than a hostel, which is a shared
living environment, there are other hotels in Santa Monica or Venice Beach that you
can reserve. We strongly recommend that if you are going to rent a hotel instead of
stay at the hostel to arrange your own rental car at the airport as public transportation
may not be as readily available at the hotel.

4. Food-there is a kitchen in the hostel. A health food store and commercial market is
located four and five blocks away from the hostel. There are restaurants, cafes and
food courts nearby as well.

5. Medical-$120-$250 depending on ship assignment. All cruise lines require a

physical be completed by a maritime approved port doctor before embarking on a
vessel. You should complete your medical prior to arriving in Los Angeles. If you
have not then you will need to arrive a day early before training and alert your
recruiter. You will need to arrange transportation to the port office once at your
hostel. There will be someone there to help you with a bus or shuttle service if you
are not renting a car. If you are taking a bus, you will need to leave early to make
your appointment on time as it can take two hours to arrive at the port office. Costs
vary (please review the below estimated transportation expenses for more specifics).
If you arrive in LA and fail your medical you are not employable and therefore
responsible for getting yourself back home. To prevent this, please have your
medical completed prior to your arrival in Los Angeles.

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 Address of the Port office:
Dr. Andres Jimenez, Dr. James Schmidt
Dr. David Smith, Dr. Mark Perez
Memorial Maritime Clinic
1350 W. 6th Str., 2nd fl.
San Pedro, CA 90731
tel: 310/832-1126 / 7221 / 0686

6. Transportation costs around Los Angeles.

Rental Car:
To minimize travel costs associated with transportation, we recommend that
you rent a car at the airport. We can help connect you with other
acupuncturists arriving via airplane to further reduce the cost of
transportation. Please inform us if you are interested in this option.

Public Transportation:
If you are not interested in renting or sharing a rental car, you will need to
take public transport.

-Bus service to and from training-$3-$5 each way

-Taxi service to training-$15.00 each way
-Bus to Port doctor-$3 each way (It is a two hour ride by bus. If there is a
group, you can take a shuttle which will add to the cost but reduce the time it
takes to 45 minutes). Shuttle cost to port doctor is $85 one-way.
-Shuttle Service to and from airport-$10-$16 pending other travelers arriving
at a similar time. A reservation will be made for you once you confirm
attendance and dates for the training. To confirm attendance you will need to
forward your flight schedule to your recruiter and copy
stephaniek@steinerleisure.com.
Estimated Transportation Cost for the weekend-$50-$250

7. Spending money while in California.

B. Expenses for Steiner

1. Flight-Steiner pays for flight to ship and return flight to Los Angeles
2. Training
3. Travel Insurance – please note that the travelers insurance does not begin until you
board your vessel.
4. The company has a policy which protects the business and staff against third party
claims arising out of services provided onboard by Steiner’s personnel.
5. Room/board on ship
6. Meals on board
7. Acupuncture supplies
8. Marketing materials
9. Jou Herbs and Elemis products for retail
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C. C1D Visa (international recruits only)-each international recruit will need to get the
necessary Visas to be in the United States for five days prior to arriving for training.
Please consult with the US embassy in your country regarding obtaining the
appropriate Visa. It is your responsibility to provide this. For more information about
US Visas you can visit the following web page http://www.unitedstatesvisas.gov. The
below are guidelines for your each particular region; however it is important that you
verify with your US embassy to ensure you will not have any immigration problems
when entering the US.

1. Brazilian acupuncturists-acupuncturists from this country would need a B1B2 Visa.

2. Australian/New Zealand acupuncturists-acupuncturists from these countries will

need a visitors visa that is issued on entry providing they have a return ticket out of
USA, a C1D visa and an immigration letter stating they will be joining a cruise ship
after a 5 day training period. The immigration letter will be provided by Steiner
before travel.

3. European acupuncturists—acupuncturists from European countries are allowed to

stay in the US for 90days without a visa if they have a new passport or a passport
issued before 15.10.2005. You will need to fill in the landing card and need to have a
hotel booked.

D. Dress Code for Training-

1. Business casual

E. Items to Bring to Training

1. Copy of passport
2. Copy of Diploma/License
3. Copy of Medical if already completed
4. Visa

F. Training Itinerary-
1. Duration: 3-4 Days depending on location of training
Wednesday-fly into Los Angeles
Thursday-get medical completed at San Pedro Port office. (If the applicant already
completed medical before arriving, can arrive on Thursday instead of Wed. to begin
class on Friday).
Firday-1st day of training
Orientation
Business/marketing concept
Seminar Training
Saturday-2nd day of training
Continued Seminar Training
Retail training
Herbal Concentrates
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 Sunday-3rd day of training
Spa Protocol Training

(There may be additional days for training based upon ship availability and training
needs for each individual)

G. Documents provided at training

1. Training manual
2. Seminar/Power points
3. Contract
4. Medical paperwork

H. Preparation for the training

***Point of Well-Being Seminar must be read and studied before arriving at the
training. Acupuncturists will be expected to give this seminar Day 2 of the training.

Acupuncture: An Introduction
Chinese Medicine – The Point of Well-Being
• Set up the seminar room to create atmosphere-bring banner and brochures
• Pause after strong statements to make impression and to give time to think. .
• Make yourself part of Chinese Medicine by using 'WE' statements, not just
'according to Chinese Medicine.

The following is one person’s example of an introduction to acupuncture seminar. Each

slide includes a number of bullet pointed items for you to personalize your seminar. Insert
these when lecturing.

Slide #1

Ladies and Gentlemen, welcome and thank you very much for your interest in Traditional
Chinese Medicine and Acupuncture. (Introduce yourself as the resident acupuncturist on
board and tell your testimony-where you are from, where you went to school-years of
education). The concept of having an acupuncturist on a cruise ship may sound strange, but
when you think about it, this is the perfect environment for healing. We are determined to be
a part of making your cruise experience an unforgettable event with lasting feelings of well
being.

We will be offering 5 lectures through the duration of this cruise: (TBA)

Of course we will also be available for consultations for the whole duration of the cruise.
Please feel free to talk to me whenever you see me, stop by the spa, or make an appointment
after the talk or anytime over the phone. We are completely at your service.

Slide #2

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For the last twenty years America has become increasingly interested in alternative
medicines.

“Chinese Medicine is the fastest growing alternative therapy in the United States today.”

It seems that everywhere you look there are news flashes, newspaper and magazine articles,
and celebrities touting the benefits of acupuncture and other alternative therapies. In fact
Oprah just received her first acupuncture session, with excellent results, on national TV.
Why this sudden interest in Chinese medicine?

There are several factors that contribute to Americans’ interest in Traditional Chinese
Medicine including patient autonomy, society’s changing view of health, and the growing
recognition of conventional medicine’s limitations. We spend far more, per capita, on health
care than any other society in the world, and yet statistics for obesity, diabetes, cancer, and
heart disease continue to rise and plague our nation. Chinese medicine can be a viable option
for people that have exhausted conventional therapies, finding them without benefit or
fraught with too many risks and side effects.

Slide#3

Even though acupuncture has risen in popularity there are still those that don’t want to try it
because they are afraid of needles. Does this describe anyone in the audience? (Get an
audience member to come up on stage for a demo. Before inserting the needle, show the
audience a sample and compare it to a human hair. Inform them that our needles are so thin,
4-5 of them can fit into the head of a hypodermic needle. Also, emphasize the fact that
needles are used once and then disposed of-single use needles only)

Needle Demo: When needling a person don't ask 'did it hurt?' (as this would be a negative
that they can say YES to) Instead ask: 'was it uncomfortable? Did that feel like you thought it
would feel?'

Slide #4

In the West, Chinese medicine is almost entirely associated with acupuncture. Perhaps the
reason for this is because acupuncture is the most exotic and unique aspect of Chinese
medicine. However contrary to popular belief, acupuncture is not synonymous with Chinese
medicine, but rather just one aspect of it. Chinese medicine being the primary healthcare
system in China for over three thousand years is a very comprehensive and complex system
that involves a variety of modalities. In fact there are five main branches and all are
considered important aspects of healing.

The first branch is acupuncture-which is the insertion of micro-fine needles into points along
pathways on the surface of the body called meridians. The second branch is Chinese
herbology. This is the use of natural plant and mineral substances to treat illnesses. The third
branch, is nutritional therapy, utilizing the concept of “food as medicine”
Manipulative Therapy includes massage, tuina, and stretching. Traditionally this also
included adjustments as seen in chiropractic, however in the United States this is not in our
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scope of practice. The fifth branch consists of what we consider qi exercises, otherwise
known as tai chi and chi gong. These are static and moving meditations that harmonize the
body and breath. These exercises are very revered in China. In fact, up until a few years ago,
it was common in China to find a park full of people of all ages doing tai chi together at
sunrise. It is believed that these exercises prevent osteoarthritis, stimulate immunity, hold the
secret to longevity, and promote an overall sense of well being. Modern research is validating
these beliefs. Although there are only five branches, treatment is not limited to these
modalities. An acupuncturist may also recommend lifestyle changes if necessary.

• Give and example of a patient you have treated with pain and have used all five
of the branches to complement the treatment.

Slide #5 (Brief History)

Traditional Chinese Medicine is a term describing a traditional healing system with

Acupuncture being a central component coming to us from China, Korea and Japan. It was
the primary healthcare system in China for over 4000 years. It is a time tested medicine.

It wasn’t until 1972 President Nixon opened the doors to China. A New York Times
journalist, James Reston, was in China at the time and had an emergency appendectomy.
After the surgery he woke up in excruciating pain and an acupuncturist was rushed into his
room. The acupuncturist inserted a few points and the pain disappeared completely. The next
morning James Reston, completely amazed by his experience, explored the hospital and
found that there was a whole wing of the hospital dedicated to Chinese medicine. Here he
witnessed surgeries being performed using acupuncture as the only anesthetic. I am going to
repeat that-he witnessed surgeries where acupuncture was the only anesthetic. In other words,
someone is receiving brain surgery, while perfectly coherent and talking to the doctor. THAT
IS HOW EFFECTIVE ACUPUNCTURE IS! (PAUSE) When he returned to the United
States, instead of doing a story on foreign policy as expected, he did one on acupuncture and
over night America became fascinated with this ancient science. This brought great notoriety
to acupuncture and renewed interest in this form of treatment. Seeing brain surgery
performed with acupuncture drew big headlines. Information started to flow, countless books
were translated, scholars traveled back and forth and the power and potential of this ancient
healing system began to unfold.

1996 the FDA bestowed the class 2 status of medical tools to acupuncture needles. This
changed their previous classification of experimental device. This change of classification
means that needles used for acupuncture will be subject to FDA approval to ensure quality
control and “single use only” labeling, and it could make the treatment eligible for coverage
under insurance policies which exclude alternative medicine. Nowadays 50% of insurance
companies cover acupuncture treatments, again underscoring how effective acupuncture is.
Most significantly the FDA ruling indicates that acupuncture is a safe and effective medical
treatment.

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In 2003 acupuncture was practiced on cruise ships for the first time in history. It was initiated
by an executive of a major cruise line that found relief from his sciatic pain through
acupuncture. HOW MANY PEOPLE HERE TODAY SUFER FROM PAIN? (RAISE
YOUR HAND AS WELL). He turned to acupuncture because he tried everything else and
didn’t get any results. After his session with acupuncture he no longer had any pain. He was
so amazed he invited the acupuncturist on board one of his cruise ships to do a guest lecture.
The acupuncturist happily agreed and took his whole family on board. After his lecture,
everyone wanted treatments. There was a great enough demand that the cruise line set up a
temporary space for acupuncture for subsequent cruises. After the cruise, the guests wrote in
and thanked the cruise line for having acupuncture on board. They were grateful to be able to
enjoy their vacation pain free. That is what I can offer you, a vacation without pain and an
experience of true health.

This marked the beginning of acupuncture on cruise ships, now this service can be found on
over forty ships worldwide. Some of you may wonder why something as ancient as
acupuncture would end up on something as modern as a cruise ship. Its actually a perfect
place for it. In fact we attribute the success of this program to the fact that people heal faster
when they are on vacation. Conditions that usually take months to resolve take only a few
treatments on the ship because people are away from all of the things that are usually making
them sick in the first place. For this reason results are better and are longer lasting.
Conditions that may have taken months to resolve on land can take between 3-5 treatments
on the ship because we are able to see you everyday and are not competing with your
everyday stresses.

Slide #6

The World health organization has a list of over 40 conditions that acupuncture has proven to
be effective for. Listed are some of the more common symptoms, however there are many
more not listed. (read conditions listed)

• Give an example from each of the columns of conditions you have treated
successfully.

Slide #7

The great mystery that faces Chinese medicine today isn’t whether or not it works-that is
well established-its why it works. Of course the Chinese have their theories as to why
acupuncture works but these explanations can be difficult for Westerners to grasp. The TCM
explanation uses concepts such as chi and meridians-words and concepts that are truly
foreign to the western world. Although I will touch upon these concepts, chances are they
will remain as elusive as they sound. For this reason I will outline, from a western
perspective, using scientific terminology reasons for its effectiveness. The following are the
five prevailing theories posed by the western medical community. These are based upon
studies performed before and after acupuncture, using blood draws to measure the
biomedical changes in the body.

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Slide #8

The “Augmentation” Theory- Acupuncture raises levels of triglycerides, specific hormones,

prostaglandins, white blood counts, gamma globulins, opsonins, and overall anti-body levels.
This is why acupuncture can treat disorders relating to immune deficiencies.

• Raising WBC’s can help every patient. According to research, more and more
conditions are being linked with a weak immune system. Whether or not you
are immune compromised, you want your immune system as strong as possible
and this is a positive bi-product of all acupuncture treatments. If you have
experienced working with immune compromised patients, speak of how
acupuncture helped.

Slide#9
The "Endorphin" Theory states that Acupuncture stimulates the secretions of endorphins in
the body (specifically Enkephalins). Endorphins are our body’s natural pain killers. They are
1000 times stronger than morphine.

• Give example of immediate pain reduction with acupuncture.

Slide #10
The "Neurotransmitter" Theory states that certain neurotransmitter levels (such as Seratonin
and Noradrenaline) are affected by Acupuncture. This is why acupuncture is so successful
with depression and mood disorders. This is also why people feel so amazing after a
treatment.

• Speak of weight loss treatments and how low serotonin levels may cause
cravings for sugar-serotonin levels are affected by sugar intake.
Slide #11
The "Circulatory" Theory: this states that Acupuncture has the effect of constricting or
dilating blood vessels. This may be caused by the body's release of Vasodilaters (such as
Histamine), in response to Acupuncture.

• Give an example about how acupuncture can resolve edema and heal chronic
injuries-fresh supply of RBC and WBCs in an area that has scar tissue build up
and blockage.
Slide #12
The “Gate Control” Theory-This is the most popular theory among western scientists.
According to this theory, pain signals must pass through a number of high-traffic "gates" as
they move from the area of injury upward through the spinal cord into the brain. Like a road
or highway, these nerves can handle only a limited number of nerve signals at one time.

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Acupuncture generates competing stimulus and effectively interrupts the neurotransmission
of the pain signals from reaching the brain. The result: we never "experience the pain".

• Explain how this is used for acupuncture anesthesia

Slide #13

(Read slide and elaborate on concepts)

Oriental Medicine is not a substitute for Western Medicine, it is complementary. Western

Medicine is focusing more on acute health problems and on symptomatic treatments and
Oriental Medicine is focusing more on prevention and on the root of a problem. Both have
their strengths and their shortcomings. If someone breaks their leg they should not seek
alternative therapies. However for many chronic issues Chinese medicine’s approach can
have many more long term benefits than conventional medicine. For example Insomnia
patients are given Ambien or Valuem when they can’t sleep. Although this will help them
sleep, after time they will become dependent and acquire a tolerance-rendering the
medication less effective and their original problem worse. However an effective short-term
solution, the long term consequences can be detrimental. In Chinese medicine we focus on
symptoms and the cause of those symptoms. In this particular case we would investigate to
find out why the patient isn’t sleeping.

Are they eating before they go to bed? Are they under a lot of stress? Are they getting
enough physical activity throughout the day? Are they in chronic pain? Is it a side effect from
a medicine they are taking?

Once establishing a root cause, we would address it with lifestyle advice, herbs and
acupuncture, working to restore the patient to their natural sleep/wake cycle without fostering
dependence. Without the treating the root of the problem, in Chinese medicine, the treatment
isn’t considered effective-even if the symptoms have disappeared-because without treating
the cause of the problems the patient will have to return for more treatments in the future.
Our goal as TCM practitioners is not only to restore health, but maintain it. The only way to
do this is treat the person as well as their disease.

In China they have learned to integrate both eastern and western medicines, using the
strengths of one to compensate for the weaknesses of the other. What you get, is what I
believe to be a more comprehensive healthcare model. In fact in most hospitals in China it is
not uncommon to find two separate wings-and eastern and western medical wing-and they
are constantly referring back and forth to each other based upon the patients needs.

• If you have worked in any complementary clinics/hospitals, give their full name
and speak of your experience there.

Slide #14

This next slide depicts the map of the acupuncture points and meridians on the body that
guide us in clinical practice. The meridians are pathways where acupuncture points lie. These
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points help us access and effect different physiological functions within the body. For
example we may select points that most affect the nervous system, stimulating the release of
endorphins (body’s natural pain killers) for someone that is in pain. Or we may select local
points near the injury if we are trying to increase circulation to the area and facilitate healing.
Our point selection will depend on the patient, their condition, and again, which system
within the body that we are trying to effect. This is what makes it a precise art and science.

The concept of energy is what makes Chinese medicine distinct. In addition to the
physiological systems, such as the circulatory system, respiratory system, cardiovascular
system etc, there is also an energy system that is unique to Chinese medicine. A healthy
energy system is flowing and abundant-the manifestation is vitality. Conversely, an
unhealthy energy system is deficient and stagnant-and the manifestation will be sickness,
fatigue, and disease as it is effected by and affects all physiological functions within the
body. We perceive health, as not merely the absence of disease, but rather the experience of
vitality.

Many people out there have adequate lab results, but they still feel unwell, tired, listless, and
unsatisfied with their lives. Until the lab results come back with something physically wrong,
there is little out there to validate this experience. Rather than ignore or suppress these
feelings, they can be successfully addressed through Chinese medicine. If you are not feeling
vital, you need to do something about it and acupuncture can be your first step. Dr. Oz stated
on the Oprah Winfrey show, that he believes that “the energy system is the final frontier for
western science.” Hopefully further integration of these two systems will underscore the
absolute necessity of our medical system to emphasize prevention, rather than just
symptomatic care.

This map of the body has remained unchanged for thousands of years and is based upon a
deep understanding of the human body. Although we are constantly learning new ways to
better use these points, the points themselves have not been altered. This is remarkable when
you think about how often our understanding of the body has changed within the brief history
of modern science. Perhaps as science continues to advance it will eventually arrive at the
same conclusions about energy and prove what the ancient Chinese doctors discovered
thousands of years ago.

Slide #15

Health is Balance, balance is health. This is the underlying philosophy of Chinese medicine.
This is a symbol of that philosophy, portraying two opposite qualities coming together to
create a whole. The ancient Chinese philosophers, or Taoists, spent the majority of their time
observing nature and noticed a duality within all aspects of life. For example, man and
woman, day and night, hot and cold, up and down, white and black, soft and hard etc. They
used yin to describe all qualities that were cold, soft, feminine, wet, yielding, down, material
etc. Yang conversely described everything that was hot, hard, masculine, dry, aggressive,
spiritual, up etc. They believed that life thrived when there is balance and harmony between
these two qualities and ended when there was separation and discord. For this reason they
strived for balance within all things.

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In fact, believing that human beings are microcosms of nature, they believed that we too are
composed of these opposite qualities. When these two qualities are in harmony we have
health and happiness, but when they are imbalanced we have sickness and ultimately death.
Everything can affect this balance within us, including our thoughts, emotions, diet, exercise,
relationships, and environment-enhancing or detracting from our well-being. An acupuncture
treatment aims to restore balance and thus restore health.

According to TCM, good health is not only quantifiable and based upon favorable lab results,
but qualitative-and based upon how you feel on a regular basis. Health is about feeling vital,
energetic, and passionate about life-not just about the absence of disease.
This is one of the most profound contributions of Traditional Chinese Medicine, its ability to
not only rid people of their ailments, but to restore vitality-which is considered our birthright.

Slide #16

The acupuncture experience-this is a great title, because it is just that-an experience. In fact
people are often surprised about how deeply relaxing and enjoyable an acupuncture treatment
is. It is not just a means to an ends-it is an amazing experience as well! It is important to
enjoy the healing process and we make sure you do so while on board.

When you first come in for a treatment we have you fill in an intake and we do a total body
assessment, investigating all aspects of your chief complaint and health in general. Once
established we use traditional diagnostic methods to gather more information about your
body and health. The Chinese didn’t have the X-rays and MRIs that we have today so they
had to develop other diagnostic techniques to assess the organ systems and health of an
individual. These diagnostic techniques were developed thousands of years ago and evolved
through the ages. They are so effective, they are still used today. Your pulse, tongue,
abdomen, fingernails, eyes, facial color, odor, posture, gait, and voice all give us information
that we can use to treat you more effectively.

Once your intake has been completed, tuina is applied when appropriate. Tuina is Chinese
massage and we use this to relax you, to gather more information about your injury, and
increase circulation to the area that we are going to be working on. Often times we apply
Chinese herbal liniments to the area of concern as well, to facilitate healing. Once we have
increased circulation and worked on the area with our hands, we apply acupuncture to the
points we have selected based upon our diagnosis and your chief complaint.

After the acupuncture is applied, you rest on the table for 30 minutes. Most people are so
relaxed they fall asleep during this time or enter what we call “the acupuncture zone.” People
describe this as not quite asleep, but not awake either-science calls this an alpha state-similar
to what people enter when they meditate. After a half hour, we remove the needles and may
do additional massage if required.

We then establish a treatment plan based upon your individual needs. This may include
subsequent visits and herbal remedies to maximize your time on board and your healing
potential. Remember, one treatment on board is equal to 2-3 treatments on land because of
the healing environment you are in and fact that you can see me frequently instead of once a
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week. It is like going to a destination spa, which is perfectly in line with how Chinese
medicine is meant to be practiced. In China, when you come in for treatment, you come in
everyday until you are better. This is obviously impossible given our busy lifestyle in the
West-but it is very possible on board. This is the advantage of getting acupuncture while you
are here, and I encourage everyone to take advantage of this unique opportunity. I guarantee
you will be amazed by its results.

Last Slide

This concludes my Introduction to Chinese medicine. Again, although an interesting topic,

the best way to discover Chinese medicine is to experience it. It has indeed been life
changing for me and countless people who came into contact with it, as practitioners and
patients. For those of you that are interested in receiving acupuncture, I am passing a sign up
sheet around the room. You can sign up for a free fifteen minute consultation to find out if
you are in fact a good candidate for acupuncture. It is fifteen minutes of your life and could
lead to life-long improvements. Otherwise if you would like to books straight away, please
come and see me after the lecture and I will book you in.

• CONFIDENTLY EMPHASIZE YOU ARE BUSY, BUT HAVE A FEW

APPOINTMENTS LEFT AND HOPE TO BE ABLE TO SEE EACH PERSON
THERE.

I would now like to answer any questions that you may have about Chinese medicine or any
health related topic.

If no one asks any questions, ask the audience questions to initiate Q/A.

Possible questions:

Has anyone experienced the benefits of acupuncture?

Does anyone have a health concern that they would like improved?

Q/A

*When confronted with someone's statement that they had acupuncture treatment before and
it didn't help, stress the fact that not doctors are the same. Also ask if diet and herb therapy
was included in the treatment? Inquire about what they did after the treatment? Did they
follow the diet? Did they carry heavy loads, which could have undone the effect of the
treatment? Were they under stress? This can all adversely affect treatment results-also
underscores the importance-and opportunity of receiving treatments on board.

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 ACKNOWLEDGEMENT FORM

The enclosed manual describes important information about Steiner Leisure Inc., and I
understand that I should consult with the Personnel Manager regarding any questions not
answered in the manual.

Since the information, policies, and benefits described here are necessarily subject to change,
I acknowledge that revisions to the manual may occur. I understand that revised information
may supersede, modify, or eliminate existing policies and that only the management of
Steiner Leisure Inc. has the authority to adopt any revisions to the policies in this manual.

Furthermore, I acknowledge that this manual is neither a contract of employment nor a legal
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and comply with the policies contained in this manual and any revisions made to it.

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