Many practitioners tell me they have experienced a decline
in production during the last half of 2012 and into 2013. Though it is little consolation, rest assured
the problem is widespread; it is not your practice alone that has taken a
hit.
The two reasons most often given for the decline:
Patient
acceptance of treatment is down due to a variety of economic factors with which we all are familiar.
Many people
are losing their dental insurance which has been a benefit of their employment. Either they have been laid off or their
employer has had to drop that benefit
in lieu of increased costs in business expenses and declining profit.
What’s the answer?
There is not a single simple solution; rather several actions to try,
including:
Analyze all
costs and cut expenses every place possible.
A dollar saved goes directly to
the bottom line as improved profit.
Increase
marketing efforts, for example, an updated web site, a new practice brochure, more visibility community-wide
through educational efforts, charity dentistry,
and participation by the doctor and staff in community activities.
Open a
satellite office after careful analysis of location and demographics.
Strengthen
the Recare System. A realistic goal is
70% to 80% of active patients returning
regularly.
Adjust fees
at least annually to keep pace with inflation and rising costs.
Comb the
files for patients who have dropped between the proverbial cracks, and contact them with a reminder of needed
treatment and an offer of a choice appointment
time
Ramp up
“customer” service so that everyone in the office focuses on providing extraordinary attention, friendliness, and care
for every patient at every appointment.
These and many other ideas used in combination will help to
combat the decline so many offices are experiencing.
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