Smart Ways To Net Post Covid

Smart Ways To Net Post Covid
May 13, 2020

Tricia Casasanta R.D.H
⬛ ⬛ Over 27 years of dental experience
⬛ Worked with single practitioners to
moderate size DSO’s
⬛ Focus on behavior change, fostering
tomorrow’s leaders, building teams and
implementation of business systems
⬛ In tune with the ever-changing needs of
the industry
CEO

OVERALL GOAL….
Provide
PEACE OF MIND
GUIDANCE DURING UNPRECEDENTED TIMES

WE’RE HERE TO HELP GUIDE
DENTISTS….
We are an organization that is here to help out the private
practitioner cut through the noise and navigate through these
unprecedented times and overcome the adversities.
We are not giving any tax or legal advice. Laws & materials are
subject to change, we are not able to cover all details, and each state
may have different criteria. Clients and others should independently
confirm all information and work with their professional advisers to
identify recommendation that pertain to their unique situation.

Smart Ways To Net
Post Covid
⬛ Rebuilding your team
⬛ Strategic Scheduling
⬛ Revisit Office & PPO Fees
⬛ How Hygiene Department Will Play A Role
⬛ The New Reality Of Diagnosing & Case Acceptance

Practices Reopened are...
⬛ Experiencing Increased PPE Costs
⬛ Handling More HR Issues Than Ever Before
⬛ Still trying to Understand the PPP
⬛ Dealing with Patient Apprehensions
⬛ Trying To Make Up Lost Revenue

Strategic Scheduling
⬛ Recall / Scheduling Platforms
⬛ New Patient Inquiry
⬛ Scheduling Suggestions

Recall / Platforms [Staying connected]
⬛ Recall Attempts made by the office [ track /measure]
⬛ Recall Platforms such as Revenue Well [ Samantha Apone C:773.329-1506]
→ WebPhone
→ Virtual Visits
→ LogMein Remote Desktop Access
→ Custom Campaigns
→ Appointment Reminder - texting/ email
→ Social Media Platform
⬛ Online Scheduling - LocalMed, NexHealth

New Patient Conversions
⬛135 New Patient Opportunities Per Month
48 New Patients Scheduled Appointments
187 Appointments Did NOT Book
35 % Conversion Rate
⬛ 40 New Patient Opportunities Per Month
20 New Patients Scheduled Appointments
20 Appointments Did NOT Book
50 % Conversion Rate

5
Days Per
Week
4
Weeks Per
Month
1
Month
20
Working
Days
*Conservative Number 20 Missed Call Conversions
Strategic Practice Solutions Offers Training Solutions

20
Missed Call
Conversions
$650
AVG Value
Of Visit
1
Month
$13,000
Missed
Revenue

13,000
Missed
Revenue / Mo
20
Missed
Visits/Mo
1
Year
$156,000
Missed Annual
Revenue

5 Years
Lifetime of
Patient
$780,000
Lifetime of
Patient
20
Missed Call
Conversions
$156,000
Missed Annual
Revenue

Schedule Options
⬛ Extend Hours
⬛ Add Additional Days &/or Extend Hours
→ Internal Team [ A Group / B Group]
→ Hire Additional Team Members
→ Utilize Temp Service
⬛ New Concept - Just to catch up or start new trend
35 hours in 3 Days - Team 1 [ ie Mon,Tues, Wed]
35 hours in 3 Days- Team 2 [ ie Thur, Fri, Sat ]
⬛ Increase Production Per Hour

Revisit Office & PPO FEES
⬛ Increase Office Fees
⬛ Renegotiating Fees & Reconfigure Participation with the Networks
⬛ Strategically Entering PPO Groups Via Rented Network
⬛ Revisit or Introduce In House Dental Savings Plan

⬛ Increase Office Fees
→ Increase fees 3% - 5%
→ Compare Office Fees To NDAS Report

⬛ Renegotiating Fees & Reconfigure Participation with the Networks

⬛ Revisit or Introduce In House Dental Savings Plan
→ Create Your Own Inhouse Membership Plan
Revisit The Fees In Your Inhouse Savings Plan
→ADA - Resource
→Kleer -

Offices Reopening Are Dealing With ….
⬛Cannot bring back the entire team full time - until schedule is rebuilt
⬛ Some team members want to remain on unemployment
⬛ Some team members do not have childcare coverage or are still home schooling
⬛ Fear of covid
⬛ Rethinking their career in the dental field
⬛ Employee is upset with the practice for laying them off - lack of communication
⬛ Difficulty in knowing how to handle patients wanting to hold off on coming in
Rebuilding Your Team.

⬛Cannot bring back the entire team full time - till schedule is rebuilt
Possible Solution: Underemployment
Underemployment : Is a situation which
a person is employed, but their hours or
wages have been reduced or changed for
reasons other than the person’s request.

Rebuilding Your Team
Example of Underemployment Claim :

Rebuilding Your Team
Situation: Person worked 13 hours @ $24
A. WBA= $362
B. Total Earning $312
C. If B is less than A, use calculations below
$312 x .5 = $156
WBA $362 - 156 = $206
D. Outcome: Person received
⬛ $806.00 from unemployment [ $206 UIA & $600 FPUC]
⬛ $312.00 from Employer
Total = $1,118 vs $962
Michigan Department of Labor and Economics Opportunity Website
States to qualify for the $600 FPUC a person must have earnings with
UIA
Example of Underemployment Claim :

⬛ Some team members want to remain on unemployment, have not child care, or
rethinking their career in dental.
Possible Solution: Place that employee on the B list to bring back
Start HR procedures
Find Replacement

Possible Solution - Temp
Coverage

Temporary Staffing Coverage
Hygiene Temporary Coverage :
Daily hygiene production of $800 or greater be viewed as “productive” enough to
have temp coverage – if internal search for coverage fails.
Strategic Practice Solutions Is Here For You - If You Are IN Need Of Staffing Help

Temporary DDS Coverage
Dentist Temporary Coverage
Daily dentist production of $2,000 or greater be viewed as “productive”
enough to have temp coverage – if internal search for coverage fails.
Strategic Practice Solutions Is Here For You - If You Are IN Need Of Staffing Help

Hygiene Departments Role In
the Recovery

⬛ Increase production/visit
⬛ Exceptional Patient Experience
⬛ SMART Goals
→ Periodontal Production percentage of > 45%
40% - 50% SRP
50% - 60% Periodontal Maintenance
→Case Acceptance > 95% [ Soft Skills]
→ Products
the Recovery

Case Study
⬛ Office in Sterling Heights Michigan
⬛ PPO Office, 3 RDH
⬛ No Accountability
⬛ Did not Track “lead” goals
⬛ Production / Visit = $ 120
⬛ Open Time = 20% * Training completed 1Q of 2017
⬛ Case Acceptance - Not tracked
⬛ No training received / Just department meetings
⬛ Block Scheduling/ Perfect Day Schedule - not set up
⬛ Insurance Focused/ Pre-judged
⬛ Head Trash
⬛ No continuity in DX perio
the Recovery

New Reality Of Diagnosing &
Case Acceptance

⬛ Increase production/visit
⬛ Exceptional Patient Experience
⬛ SMART Goals
→ Quadrant Dentistry
→ Case Acceptance > 70 % [ Soft Skills]
Small[ 100%], Medium[75%], Large Cases [30%]
→ Crowns, Implants, Ortho etc
→ Improve Soft Skills
New Reality Of Diagnosing & Case
Acceptance

Acceptance
5
Days Per
Week
4
Weeks Per
Month
1
Month
20
Working
Days
55% Case Acceptance...

6,500
AVG TX DX Per
Day
55%
Case Accept
%AVG
2,925
Missed
Revenue/Day
$58,500
Missed
Revenue/Mo
Acceptance

$58,500
Missed
Revenue / Mo
55% Case
Acceptance
1
Year
$702,000
Missed Annual
Revenue
Acceptance

6,500
AVG TX DX Per
Day
Just a 10% Increase In Case Acceptance...
Acceptance
10%
Case Accept
increase
$650
Additional
Revenue/ Day
$13,000
Additional
Revenue/ mo
Increases Annual Revenue by $156,000

System that will …...
⬛ Assists you to SUSPEND Judgement
⬛ Differentiates you from your competitors
⬛ Allows you to fit treatment to what the patient wants
⬛ Justify a higher price in the patient’s mind
⬛ Provide a form of value to the patient that cannot be easily
copied by competitors.
⬛ Positions you as an advocat
New Reality Of Diagnosing &
Case Acceptance

Getting to the C.O.R.E.

Email: t.casasanta@spsolutionteam.com
O: 586.803.7501
⬛ 10% off any training program
⬛ Should you have any temporary / perm staffing needs
⬛ Address any HR questions

Smart Ways To Net Post Covid

Recommended

Recommended

More Related Content

What's hot

What's hot (16)

Similar to Smart Ways To Net Post Covid

Similar to Smart Ways To Net Post Covid (20)

Recently uploaded

Recently uploaded (20)

Smart Ways To Net Post Covid