UNTAPPED PRACTICE POTENTIAL
TO . . . SAME
At least some things don’t change. Although new patients are often assumed to be the answer to all practice
challenges, when we look at individual practice data over
the years, we fnd tremendous untapped opportunity for
growing production without adding a single new patient.
Most practices do not consistently meet the dentist’s
standard of care for hygiene visits, exams, and x-rays.
Henry Schein reviewed the potential production opportunity available simply by meeting the doctor’s standard
of care in almost 7,000 dental practices in 2015. In hygiene alone, there was an average production opportunity
of $241,161—if the practice brought in all active patients
for their prescribed number of hygiene visits that year.
How many new patients would your practice need to attract to create the production that could be added just by
keeping current patients on their recommended hygiene
With small changes to hygiene protocols and patient
education, you can rapidly increase hygiene production.
Every patient should know that a dollar spent on
preventative dental care can save them $8 to $50 in future
treatments. 6 Patients will not recognize and respect the
connection between their oral health and overall health
until they are educated to do so.
CONSOLIDATION IS THE NEW
In 2005, only 8.2% of general dentists were classifed as
employees. 5 In 2014, that number rose to 12.3%. 5 Te percentage of dentists who are solo practitioners has been
dropping, and is expected to continue dropping with
the growth of corporate dentistry and group practices.
While many dentists are content to give up the management and leadership challenges of running a business to
become employees, what does this mean for those who
choose to retain their independence as solo practitioners?
Many have chosen to focus on the business of dentistry,
enhancing the operations of the practice for greater profitability to successfully compete in their market. Others
have created niche practices that diferentiate themselves and use a targeted approach to attract patients.
Bruce Cassis, DDS, of Fayetteville, West Virginia, shares
how fnancial pressures have changed his business practices: “In the last 10 years, pressures from PPOs, corporate dentistry, and changing patient demographics have
forced me to run a better, more efcient business. By investing in new technologies and training, I’ve been able
to treat patients better and faster while creating a better
patient experience. We’ve also begun outsourcing our
key business functions such as marketing, HR, accounting, and payroll. Tis has put our operations in the hands
of experts and allowed us to focus more on patient care.”
IN 2005, ONLY 8.2% OF
GENERAL DENTISTS WERE
CLASSIFIED AS EMPLOYEES. IN
2014, THAT NUMBER ROSE TO