Don’t wait. The time will never be just right.”
This blog isn’t going to be a big complaint about dental supplies…its’ about value of picking the best performing supplies..
Just a few simple things I have learned in 27 years in the Dental Supply Business…
The doctors who are most hung up on expenses seem to have the biggest overhead, or have the most stress worried about their expenses – not fun.
The biggest overhead in a practice is labor.
The way to reduce your biggest overhead cost is increasing production.
Dental Supplies in an average practice are directly related to production – and in general are between 5 – 10% of the cost of the procedure.
A procedure bill (in most cases) to the patient is the same regardless of the time spent or the cost of the material.
Labor in an office is paid by the hour….and can be broken down to seconds.
Materials for a procedure are really almost the same regardless.
My wife just had to replace a small filling – a 27 (Canadian tooth numbering system) MO.
The doctor froze, and came back to place the composite in about 15 minutes, although the total time in the chair from waiting room to payment was 40 minutes.
The bill was $201.00
The materials costs were about $14 regardless of how long the procedure took – the materials to perform this procedure are almost always about the same.
The cost of labour was $20/hr for assistant/60 minutes x 40 minutes total CDA time = $13.33
Reception was $20/hr/60 minutes x 15 minutes appointment management = $5
The associate Dentist was paid 35% (or lets say practice overhead is 65% total) =$70
Total labour costs on this 40 minute procedure was about $88.33
By the production minute – labour cost $2.21 per minute
Total materials cost $14
Bad product choices could have increased the time of this procedure by 5 minutes and saved 20% – saving $2.80 but increased 5 minutes or $11.05 for a net LOSS of $8.25 (yay, you saved 20% on your materials – obvious savings – the loss of production time was not as obvious)
What if materials could save you….5 minutes, but cost you 20% more
Material cost goes from $14 to $16.80
The procedure now costs you
$2.21 per minute production time x 5 minutes reduced time =$11.05 gain in production time less the $2.80 more materials cost – for a net GAIN of $8.25 on this procedure.
8 times a day = 40 minutes a day
How much is 40 minutes a day worth?
Now the better news…
Most of the time the right materials choices…..
-cost the same or less than what you are currently using.
-are simpler techniques that makes the procedure more predictable
-helps the patient get what they want faster (get out of the chair!)
ease treatment acceptance – easier technique to understand usually with reduced risks such as sensitivity, chair time
-make staff happier and more productive and of course a more profitable practice which can lead to more benefits for all
So when you are choosing your materials – use an expert on helping you make the most informed choices.
Dental Reps Know.
Its’ my belief that an office using the most advanced products can gain efficiencies of 5 – 10% in gross production – just from materials choices. The products are never unproven – they must be backed by independent research, clinical trials, and for me - testimonials from the field.
The products must be:
#1 – Good for the patient
#2 – Good for the business.
I call the products I pick Timefactors (TM) and you can find many reviews on this website for products I recommended.
The best investments you will make in your practice are yourself (education) your staff (team education) and your choice of high VALUE products. Let your equipment and materials choices work FOR you.
The fact is – a good rep understands time is money, and that material costs are legitimately important – but the TIMEfactors ™ is the most important part of picking a material. If it is efficient in your hands, the price per use must include TIMEfactors ™….
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