Sally
McKenzie's Monday Morning Management Memorandum
#3
Print this Memorandum, distribute to your team, discuss at your morning meetings!
March 18, 2002
WEB: | http://www.mckenziemgmt.com
This issue is sponsored in part by:
McKenzie Management and Associates -
A full service, in-office dental
management consulting company specializing in the business,
clinical,
and hygiene areas of practices nationwide. Their clients
include thousands of dental practices
in over 40 states throughout the U.S. Sally McKenzie,
President founded the company in 1980.
You can find McKenzie Management at http://www.mckenziemgmt.com
More than 30,000 healthcare practices
nationwide use CareCredit as an alternative means of
helping
their patients finance treatment. You can find CareCredit at
http://www.carecredit.com
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Is your practice operating at peak performance? Take this test to find out.
Whoa, What a Concept! Swoooshhh. There
went another 10 grand down the commode, as the hygiene
department
maintains its usual lackluster performance for another
month. The golden opportunities
of hygiene production are, at best, unrealized income
potential for many practices. At worst,
they are a well-kept secret stymieing your practice
profitability and keeping you at the mercy
of a mediocre employee and antiquated systems. But how do
you get the most out of your hygiene
department? By measuring outcomes and insisting on
accountability says Sally McKenzie, founder
of mckenziemgmt.com.
- If the hygienist receives a
guaranteed salary regardless of their production the
expectation must be that they produces three times their salary. - In addition to a base salary,
consider paying hygienists a commission for
achieving additional production. - Schedule the hygienist to produce at 3x her daily wage.
- Evaluate fees and determine if
they are too low. Look at the procedures conducted
in an hour to determine the production per hour costs. If the hygienist is paid $25 per
hour and the cost for the prophy, not including the dentist's exam, is $50, the hygienist
is making 50 cents on the dollar. - The hygiene salary should be less than 33% of their production, not including the doctor's exam fee.
- Insist on periodontal assessment.
One-third of hygiene production should be in
interceptive periodontal therapy. Require the hygienist measure the total number of
dollars produced in the 4,000 code and divide it by their total production.
Report that once per month at the monthly meeting. - Customize the time per patient
based on patient need not on a standard one-hour
allocation for each patient. - Provide hygiene hours in the evening if patients are requesting late appointments.
- Evaluate the effectiveness of
pre-scheduling. Practices using six month scheduling
achieve only 76% patient retention and have a nearly 50% higher loss of patients
than similar-sized practices that do not pre-appoint.
Close the lid on poor hygiene
production, doctor, and you'll see financial
improvements you never thought possible.
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