Using competitive intelligence to optimize dental networks

1. Using Competitive Information toOptimize Dental Network Access Aaron GroffmanPresident, The Ignition Group www.netminder.com

2. Discussion Topics Dental networks will continue to be important All dental networks are not the same Using CI to optimize your dental network

3. Discussion Topics Dental networks will continue to be important All dental networks are not the same Using CI to optimize your dental network

4. Dental networks save money

5. Dental networks save money

6. It’s good to be a dentist

7. It’s good to be a dentist http://smallbiztrends.com January 2009

8. But not quite as good as it used to be

9. But not quite as good as it used to be Unemployment Forecast Financial Forecast Center, LLC July 2010. http://www.forecasts.org/

10. Discussion Topics Dental networks will continue to be important All dental networks are not the same Using CI to optimize your dental network

11. A word about measuring networks Unique providers Unique locations Access points (providers at locations) Practicing Non-practicing

12. A word about measuring networks

13. A word about measuring networks 5unique providers

14. A word about measuring networks 5unique providers 4 unique locations

15. A word about measuring networks 5unique providers 4 unique locations 9 access points (providers at locations)

16. A word about measuring networks Practicing Location Practicing Location Non-Practicing Location Practicing Location

17. Dental PPO networks continue to grow Average National PPO Network +20.8% +16.2% Source: NetMinder Sep09

18. Market penetration is growing but still low Average National PPO Network 30.0%penetration 33.9%penetration Source: NetMinder Sep09

19. Dentists are participating with more networks Network Participation Source: NetMinder Sep09

20. Though many still participate with just a few Network Participation 42% of providers participate with <=3 networks Source: NetMinder Sep09

21. Overlap varies by counting method 68% Overlap(Providers) Network A:107.8K Provider Locations59.7K Providers Network B:104.4K Provider Locations52.1K Providers Source: NetMinder Sep09

22. Overlap varies by counting method 52% Overlap(Provider Locations) Network A:107.8K Provider Locations59.7K Providers Network B:104.4K Provider Locations52.1K Providers Source: NetMinder Sep09

23. Overlap varies by state Overlap: Network A vs. B by State Source: NetMinder Sep09

24. Non-practicing locations skew the numbers CA, GA, MN, TX Average KS, KY, MO, VA Source: NetMinder Sep09

25. The right ones need to be added to impact costs 2008 Growth Rates Source: Ruark Dental PPO Network Study, 2008 Edition

26. Discussion Topics Dental networks will continue to be important All dental networks are not the same Using CI to optimize your dental network

27. Optimization Strategies How many X providers in Y miles access Providers per capita Penetration of available universe Which ones Already have “NOT IN” locations for “IN” providers “NOT IN” providers at “IN” locations Others have Practicing locations Multiple networks, but not too many

28. Which providers to recruit

29. Summary Dental networks will continue to be important All dental networks are not the same Effective use of CI can help you optimize your dental network

30. What the future holds