“If you want to go through life without “making waves” then just don’t move.”
Having performed several dozen Practice Analysis, there are a few things I have noticed consistently. Every single office I have consulted has opportunity to grow their business substantially.
The 3 most missed opportunities Diagnostic, Education, TIME
Our Practice Analysis report is based on YOUR standard of care. In a recent example, an office I analyzed preferred a 6 month perio recall, 24 month full exam, and 36 month panoramics/X-rays.
On this one simple example, this office was missing out on approximately 12% opportunity ($87,000 a year) because their standard of care was not followed by the whole team. The team knew the protocols, but issues with booking, new team members, and lack of team effort resulted in missed xrays, exams and hygiene appointments.
After implementing suggested changes, the last 9 months resulted in over $200,000 of additional revenue. Much of this work came from new treatment created by the additional screening, and implementing several new diagnostic tools.
I suggest every office look at these highly recommended, trusted and proven diagnostic tools closer.
-Caries Detectors will increase your diagnostic ability by 15 – 25% and requires no radiation. (Diagnodent is most proven, but several new methods are now available)
-Periodontal Screening including perio pocket charting helped this doctor motivate patients to show up for their schedules appointments
-Intraoral Camera is used not only for patient education, but also used diagnostically
-Loupes can dramatically improve intraoral vision and diagnostics as well as treatment, a top 10 must have on most consultants lists
-Panoramic Xray is not used only for treatment, it should be used as a regular screening device.
-Soft Tissue Screening using devices such as the Dentaleze iDentafi
-Saliva and High Risk Caries screening and suggestions of therapeutic treatment such as MI paste, Dry Mouth
-Sleep Apnea, Grinding, Snoring…all opportunities in diagnostic screening
-Whitening – a simple question can result in tens of thousands of additional revenue, booked chair times, and very happy patients. They want it, why let them go to the hair salon to get it done?
Nobody likes just being told what to do. Dentists are among the most trusted professionals! However, Practice Analysis and reporting using metrics shows a lot of missed opportunity between diagnosis and booked treatment. As a matter of fact, it’s very consistent that most offices have $700,000’s to $1,000,000’s of dollars of un-scheduled treatment sitting in their charts!!
In a recent example, I brought in a consultant friend to several offices to run these reports and review unscheduled treatment. After a review and a team meeting it was determined the opportunity lay in several areas. Let’s start in the operatory…
-at time of recall exam, the dentist diagnosed treatment – but the patient didn’t “get it”. A “Hat in hand” is sometimes needed as this doctor explained more to the hygienist or CDA what needed to be done more than the actual patient. The terminology was not ‘street level’ and you could see confusion from the patient. The head was nodding, but more because they simply wanted to get this over with. The patient would often get to the front, the chart would be dropped off and no treatment would be scheduled – rather the patient would say “I will let you know when I have time” or worse would accept the appointment and then later cancel without re booking. We suggested using an intra oral camera and hiring a treatment co ordinater as well as educational software in office and via the website. The doctor implemented intra oral cameras in every operatory and soon found it much easier, along with patient education software chairside, to explain diagnosis and motivate the patient to accept and book the appointment.
This office realized close to a 15 % gain in net revenue starting the next month!
A big part of this was a good team meeting, making sure the hygiene team was on board with taking pre images of areas of concern. The doctor thought this would be a challenge – but the team was actually more motivated than the owner to make use of these tools!! They LOVE to use tools that make them more efficient and impress the patient! This simple $5000 investment resulted in over $14,000 of additional booked treatment the first month…and this will only continue.
Education tools for the dental office:
-Intra oral cameras in every hygiene room, one portable camera for all other operatories (this is a must now a days!)
-Simple Patient Education software you can run chairside
-Patient Education in your reception as well as posters, brochures – let your patients know what your and your team can do for them!
-Excellent well designed website (like those designed by www.bitebank.com) with patient CE, online booking, reviews
-Patient Follow Up using DemandForce surveys
-iPad Patient Education
-Digital Xray – SHOW your patient what you see!!
-Digital Panoramic – don’t just diagnose without sharing your view with the patient, they want and need to know.
-Follow up emails and phone calls to make sure your patient has the right tools to make an informed decision
-Staff that care and are motivated to provide the treatment you recommend
TIME is money.
Using Practice Analysis we are able to determine hourly production and production per patient. Comparing analysis from thousands of offices, we can see a range of practices – with the same patient base and similar demographics on dramatically different ends of the spectrum for production. Experience shows that TIMEfactors works. The offices that have the highest production per hour and per patient incorporate the tools that I have been recommending to your practice for years. This is just part of how my simple theory works.
#1 – Must be proven to be good for the patient with independent scientific studies, independent research, and street proven by colleagues for several years (dependant of the product, technique and use)
#2 – Must be good for business.
Ya. It’s that simple (but takes a little work to determine this)
Using TIMEfactored products and techniques can help you reduce your chair time by 25-50%. You already have a suggested fee guide. Some of you follow guidelines for running a business to determine your own fees. The important part of TIMEfactors is UNDERSTANDING that TIME = MONEY. The cost of the ingredients to bake the bread is the same, but if it comes out of the oven in half the time….you can bake twice as much. Get it? What competitive advantage does that give you when you have the ability to turn over your operatories in less time? What do patients think of ‘less time in the chair’ for the same or better results?
Why do you think some dentists are fully booked, and producing in excess of $1000 per hour in their chairs? We actually have offices in Saskatchewan producing even more than this! It IS ABSOLUTELY possible to get beautiful results in less chair time with proven techniques and products!! That is why I invented TIMEfactors several years ago. Over the last few years, many of my customers are proving with high levels of production that TIMEfactors works.
It’s really not a crazy theory. There are thousands of examples of businesses that prove this over and over.
TIME is MONEY.
Understanding the cost of time versus materials, equipment and techniques is KEY to remaining not only competitive today – but in taking your practice to another level.
Success in Dentistry and Life