Survive These Times….Give Your Patients What They Want
Dr. Marvin Black – Case Study #423
Dr. Black has prospered well over the last ten years but now things are changing rapidly and he was at a loss as to what to do. Calling McKenzie Management for consulting services helped him get clear direction as to what to do to stay profitable.
Dr. Black’s practice statistics:
His primary concern is that his patients aren’t keeping their hygiene appointments and his new comprehensive patients aren’t accepting treatment. It appears that the only guarantees of treatment acceptance are those patients with “emergency” needs – a crown to replace a fractured amalgam, a root canal for the abscessed tooth or an extraction for those patients that are not in a financial situation to accept the first two options.
Unfortunately, what Dr. Black didn’t realize was that his patients’ needs were the same but their wants were changing.
The Dental Menu
Change the Menu
What About Those Emergency Patients?
Diagnosing and recommending treatment can be a source of stress because emergency patients are interested in getting out of pain, not your comprehensive treatment plan, so you have different expectations. Dr. Black wants them to accept the “best” and they don’t want the “best” – they don’t want to hurt. Why not respect their wants so it becomes a “slam dunk” treatment plan with 100% case acceptance?
What is Gained?
Six months later, his production had increased and his overhead was reduced because the 11% lab overhead as a percentage of collections was now 7%. Dr. Black was making more money! As an added bonus, his “over-the-counter” collections increased from 38% to 42%
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