Sally McKenzie's Monday Morning Management Memorandum #8

Print this Memorandum, distribute to your team, discuss at your morning meetings!


April 22, 2002


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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.You can
find McKenzie Management at


More than 30,000 healthcare practices nationwide use CareCredit as an alternative means of helping
their patients finance treatment. You can find CareCredit at

Burbank Dental Lab:

is a full service lab providing fixed restorations that combine science,
precision and artistry. Call David French at (800) 336-3053 or visit their web site at

Lares Research:

Practice Profitability Soars! Sally Mckenzie, President of Mckenzie Management
recommends Laser SoftCare to boost your hygiene department profitability
to a new level. Lares Lasers will also make your dentistry faster and easier...
To learn more, visit us at or call
and schedule and educational presentation, 800-347-3289, ext. 1.


Finances, via lease or loan, dental and office equipment, leasehold improvements, working
capital and supply contracts at fixed competitive rates, with no points, variables or hidden fees.
HPSC also offers a variety of financing programs to dental professionals seeking to set up,
expand, buy into, or acquire a practice.


Allow InForms to participate in your successful practice by becoming the "ONE
STOP SOURCE" for your front office needs.
We carry a full range of products
recall and appointment cards, registration forms, exam forms, statements
and envelopes
, folders and labels.

Call us at 1-800-722-4884 or email us at informs@belllsouth today to receive your catalog.




Mystified by dwindling patient numbers?

Like lemmings over the cliff, patients are taking a flying leap right out of your practice.
And you don't have a clue as to what's prompting this apparent mass exodus.
There are a number of reasons why your numbers may be dwindling, including:

1. Ineffective patient retention. Patients that cancel, fail appointments, or
say they will call back need to be tracked by the patient coordinator. Make
a specific number of calls everyday to pull errant patients back into the system.

2. An ineffective or non-existent marketing plan. At a minimum, provide
patients readily available, pre-printed brochures on dental services you offer.

3. Lack of treatment planning. Treatment planning is not a list of oral
health needs. A treatment plan details the number of appointments
necessary, time necessary for each appointment, and the cost for
each appointment. Keep it on file in the computer system and sell it to
the patient as a plan.

4. Ineffective case presentation. Measure your case acceptance.
Rehearse and role-play case presentations. Seek training to learn
how to effectively "close the sale."

5. Reputation for being expensive. Perception is reality, doctor. It's
going to take a lot to overcome the perception that you may be good
but exorbitantly overpriced. It is possible to establish a fee structure
that is affordable for patients and fiscally sound for your practice, but
you will need to base your fees on solid data.

Establish a fee schedule that has a standard for each service, look
at each procedure and determine the time required, the fixed expenses
necessary to run the office, variable expenses such as supplies and lab
fees, and the income required per hour to compensate you, the dentist.

Most patients don't want to switch dentists once they've established a
trusting relationship. Keep them informed. Keep them involved. And
keep them in your practice.




Copyright © 2002 - All Rights Reserved.

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