6 factors for top line growth in dentistry
TRANSCRIPT
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6 FactorsForTop LineGrowth
Scott Cairns, D.D.S
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Decrease, Eliminate FAILURES
Scott Cairns, D.D.S
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Decrease/Eliminate Failures
Deliberate practice as a means of improving your dentistry.
See: https://www.linkedin.com/pulse/deliberate-practice-healthcare-scott-cairns?trk=hp-feed-article-title-publish
Make sure it has the right fit the first time.
Train the dentists
Train the dental assistants
Create a safe environment to evaluate failure
Funnel highest frequency failures to the best trained dentist or dental specialist.1
Scott Cairns, D.D.S
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High Margin Procedures
Scott Cairns, D.D.S
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High Margin Procedures2In a perfect world we
would get paid for our time and the lab fee would be separate.
Our world is not perfect.Insurance sets our fees.Fees are not based on
time, or risk or utility (value,) or cost.
Scott Cairns, D.D.S
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High Margin Procedures2Most dentistry is not urgent. Managing
your personal supply of the delivery of non-urgent care is a key component of business success.
Dentistry is not as expensive as the rest of healthcare. Rarely are higher margin procedure un-affordable. Making a commitment to making dentistry affordable to everyone is a key strategy.
Lowering fee is not the same as making dentistry affordable. There are two elements to the foundation of making dentistry affordable.
Scott Cairns, D.D.S
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High Margin Procedures2Two elements to the foundation of
making dentistry affordable.
1.The tenant that “quality is the constant and time is the variable” is the key element.
Give patients options to spread treatment out over time holding quality as a unwavering condition.
2.The ability to allow people to choose between a low monthly payment and a low interest rate.
Scott Cairns, D.D.S
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High Margin Procedures2IMPORTANT
As healthcare providers it is imperative to do our part in providing urgent care to those who can and cannot afford that care. In addition, we must focus and if necessary subsidize preventative care as a precondition to the social contract of being a member of a profession.
Scott Cairns, D.D.S
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Effective Use of Space
Scott Cairns, D.D.S
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Effective Use of Space
Near 100% facility effective use of space. Define 100% (from facility point of view, not provider point of view.)
Any time that enough patients would be willing to come to fill the number of chairs available. Consider: 6 a.m.-9 p.m. weekdays, Saturdays 7a.m.-5 p.m. This may differ in different marketplaces.
Full Provider Schedules3
Scott Cairns, D.D.S
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Grow Demand
Scott Cairns, D.D.S
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Grow DemandUntil Capacity is fully utilized—then expand.1.Marketing
Direct to New Client
Raising Awareness Within Patient Base
Develop Referral Sources
Insurance and Benefit Plans4
Scott Cairns, D.D.S
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Grow DemandUntil Capacity is fully utilized—then expand.
2. Patient Experience3. Parent or
Companion Experience
4. Employee Experience4
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Good Better Best
Maximize FeeMaximize Fee Scott Cairns, D.D.S
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Maximize Fee
Let Patients ChooseGood, Better, Best
Offer Elective Enhancements5
Scott Cairns, D.D.S
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Maximize Frequency
Scott Cairns, D.D.S
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Maximize Frequency
Operational Excellence to Ensure Prescribed Frequency is Possible.
Provider Excellence to Motivate Patients to Return at Prescribed Frequency.
6Scott Cairns, D.D.S