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Developing Equine Dental Profit Ctr 2013 Martinez

Presentation to AAEP Focus 2013 Business Education Session. Strategies I used to implement and grow an equine dental profit center.

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Developing Equine Dental Profit Ctr 2013 Martinez

  1. 1. DEVELOPING A DENTAL PROFIT CENTER Ernie Martinez, II DVM emartinez@hagyard.com @emartinezdvm 1
  2. 2. MY BACKGROUND 2 2
  3. 3. DEVELOPING A DENTAL PROFIT CENTER • “How did I get here?” • Career history with dentistry • Hagyard Dentistry Proposal • Results • Future 3 3
  4. 4. DENTISTRY EXPERIENCE • OSU Vet • 2003 Med - Basic dentistry, 1-2 lectures, lab? - Hagyard Internship - Handtools with mentor • Broodmares, wolf-teeth • KY (Practice Act- Includes dentistry but....) • 2004-2008 - Role change at Hagyard as an Associate • New Area, New Farm, Lay Dentist 1-2x / year 4 4
  5. 5. DENTAL HEALTH & PREGNANCY • PubMed -Human Literature search• Multiple articles show periodontal disease as a risk factor for pre-term births & low birth weights in humans. • Study in Turkey- 50 women, 4 PTLBW (3+ oral paths. in amniotic fluid) • Periodontal disease can affect pregnancy directly (orgs) & indirectly (infl med) • Stressed importance of good oral health & importance of treatments if necessary while pregnant. • More study necessary & uniform guidelines to various practitioners. 5 5
  6. 6. DENTAL HEALTH, PREGNANCY, HORSES & ME (OH MY!) • Large TB farm visited by out of state lay dentist in Oct-Nov..... • ~2008- Perceived increased incidence of Fall Abortions by Mgt/Vet team • Concerns over stress of procedure, oral trauma, bacterimia????? • Value of potential offspring warranted re-evaluation of procedures. • Farm desired mares be evaluated, floated & treated as needed and they desired a veterinarian provide the dental care. • Pubmed search “Pregnant mare dentistry” = results sparse (1/5) • Common Sense - Good dental health, happy pregnant mare. 6 6
  7. 7. NON-PREGNANT DENTISTRY ONLY • Large TB Farm • Annual Dental Exam & treatments when not pregnant • Perfect TB world - Between Day 10-30 post foaling • Barren and Maidens in Nov/Dec when in barns under lights • 2-3 mares due for dentals daily during foaling season. • Dental records are kept and consulted as needed. • 2008-2009 Fellow Hagyard Associate 7 7
  8. 8. OPPORTUNITY KNOCKS • 2010 • Hagyard Assoc leaving the practice • Dentistry refresher / Barren & Maidens • Added 3-4 mares to daily on-farm duties • • 165 Mares (130F, 35 B&M) Interest in dentistry grew, looked to expand to “offseason,” become more advanced... • 2 Day Wet-lab with Dr. Travis Henry -new toys, ideas etc. • AAEP Focus & Annual Convention8 8
  9. 9. Equine Dentistry • Regular dental care can: • Improve health and comfort of your horse • Improve performance • Increase feed efficiency • Reduce vices such as head tossing and resisting the bit Proposal • Intro - Advances, tools, standards, techniques • Services Available: Need - Routine to complex procedures, promotable unit Equilibrations referral center of a large • Routine It’s more • Patients - Current clients, Racetracks, Show Barns, than just • Proposal- floating teeth. • Wolf Tooth Extraction • Bit Seat Adjustment referrals, colics, electives.. • Tooth Extraction • Diastema Widening • Diagnostics • Intraoral Photography • Endoscopy • Radiology • Continued study by Dr. Martinez • Upgrade Equipment - Planned to stage purchases based on skills/need/demand Hagyard Equine Dentistry • Personal Investment Providing routine dental evaluations and advanced dental care to horses of all ages. Regular dental exams by your veterinary dentist help address and treat problems early, promoting lifelong oral health. The mouth of the growing horse is constantly changing until 6 years of age. Regular maintenance will insure a healthy pain free mouth. • Clinic Promotion - Client Edu Ops, Social Media, Cases in Hospital • Demo Days - Free Oral Exam days / Intern wet-labs etc... Call today to talk to a Hagyard Dentist www.hagyard.com 9 859-255-8741 Hagyard Equine Medical Institute 9
  10. 10. NUMBERS - MARTINEZ 2011 # in 2011 by 2011 Revenue by Dr Martinez Dr. Martinez PROCEDURE Price Basic Dental Exam $32.50 8 $260 Dental Float <2yrs old $78.00 1 $78 Dental Float >2yrs old $83.50 178 $14,863 187 $15,201 TOTAL DENTAL WORK 829 $63,386.50 Coggins Tests (horses needing dental care) $32.00 6757 $216,224 Dentistry Potential $78.00 6757 $527,046 10 10
  11. 11. NUMBERS - INVESTMENT EQUIPMENT LIST PRICE HAGYARD PRICE THRU MWI Flexi-Float Ultra $5,950 $5,652.50 Alumi-Spec $1,925 $1,828.75 Mini-Mac Recipr. Float $850 PURCHASED Head Rest $475 $451.25 Diagnostic Kit $410 PURCHASED TOTAL 2011 INVESTMENT Periodontal Unit (Fall 2012) $7,932.50 $5,500 $5,225 11 11
  12. 12. NUMBERS - PROPOSED PROFIT Projected Dental Work 2012 Billable Cost Totals 165 Mares (>2yr old Dental Float) 83.50 $13,777.50 165 TQ (1cc Dorm) 37.19 $6,136.35 Total Billable 2012 $19,913.85 Drug Cost -$3,149.85 New Equipment Cost -$7,932.50 TOTAL DENTAL PROFIT 2012 - DR MARTINEZ $8,831.50 12 12
  13. 13. THEN AND NOW Hagyard Martinez Procedures 2011 2012 2013 Procedures 2011 2012 2013 > 2yrs Old 178 174 242 > 2yrs Old 610 800 723 < 2yrs Old 1 35 ~40 < 2yrs Old 66 99 27 • How • Added second Large TB Farm • Consults with Medicine and Surgery Depts at Hagyard • Developing relationships with Sport Horse Dept & Drs • Reputation within the clinic 13 13
  14. 14. PROMOTION & GROWTH • How • • Practice Vehicle • • Articles, Social Media, Website, Displays in Hospital Word of Mouth - Clients to friends, Vet to Client, Vet to Vet New procedures + New opportunities = New Revenue • Extractions, Referrals, Consults • Wolf-teeth 14 14
  15. 15. PROMOTION Equine Dentistry Equine Dentistry Teeth Identification & Eruption Times Regular dental care can: • Improve health and comfort of your horse • Improve performance • Increase feed efficiency • Reduce vices such as head tossing and resisting the bit It’s more than just floating teeth. Triadan Numbering System (Deciduous in parenthesis) 100 (500) Services Available: • Routine Equilibrations • Wolf Tooth Extraction • Bit Seat Adjustment • Tooth Extraction • Diastema Widening • Diagnostics • Intraoral Photography • Endoscopy • Radiology 3 1 1 2 3 4 5 6 7 8 9 300 (700) Incisors Premolars and Molars Deciduous Permanent Premolars Age Age 06’s 2 yrs, 8 mos 07’s Incisor 2 yrs, 10 mos 08’s 3 yrs, 8 mos Central (01) 1 Week 2.5 Years Middle (02) 4-6 Weeks 3.5 Years Age Molars Regular dental exams by your veterinary dentist help address and treat problems early, promoting lifelong oral health. The mouth of the growing horse is constantly changing until 6 years of age. Regular maintenance will insure a healthy pain free mouth. Corner (03) 859-255-8741 10 11 L 400 (800) Providing routine dental evaluations and advanced dental care to horses of all ages. www.hagyard.com 2 R Hagyard Equine Dentistry Call today to talk to a Hagyard Dentist 200 (600) 6-9 Months 4.5 Years Age 09’s 1 year 10’s 2 years 11’s 3.5 years • Canines (04’s) erupt between 4-6 years of age • First premolars (05’s) or Wolf Teeth erupt between 6-12 months of age. • Deciduous premolars (06,07,08) are erupted at birth or during first week of life. • Molars (09,10,11) do not have a deciduous predecessor. Hagyard Equine Medical Institute Hospital & Website Displays 15 Client Education Handout 15
  16. 16. PROMOTION A FULL LINE OF DENTAL SERVICES AVAILABLE ORAL EXAMINATIONS ROUTINE EQUILIBRATIONS / FLOATS WOLF TEETH EXTRACTION ADVANCED DIAGNOSTICS CALL 859-255-8741 TO SCHEDULE AN APPOINTMENT WORK WILL BE PERFORMED AT KY HORSE PARK UNLESS CASE REQUIRES HOSPITAL SETTING 16 69,138,78 16
  17. 17. THINGS TO CONSIDER • Professional Environment you are working in • • • Fellow Associates, RDVMs, Lay-dentists Equipment and Time Promote & Educate • Extra-flashlight / head light • Teamwork • Career Path 17 17
  18. 18. SUMMARY • Dentistry has room to grow in all practices • • • Be a real dentist - diagnose, treat, prescribe, follow-up Profitable area of practice often neglected Educate clients • • • Show them what you see, explain why & how Discuss new research, new techniques, new tools Always tomorrow • Be courteous & professional • Work with and learn from everyone 18 18
  19. 19. MY DENTISTRY FUTURE • Keep learning - FOCUS • New Procedures/techniques • More outreach & speaking opportunities • Social media & website improvement • One mouth at a time... 19 19
  20. 20. THANK-YOU • Dr. Travis Henry • Dr. Andy Clark • Dr. Mike Pownall • Dr. Tad Tipton • Dr. Jack Easley 20 20
  21. 21. DISCUSSION • Hagyard Dentistry Articles - www.hagyard.com • Social Media • Twitter • • • @hagyard @emartinezdvm Facebook • Hagyard Equine Medical Institute • Ernie Martinez II DVM • Dentistry Proposal Available - Email: emartinez@hagyard.com • Slides will be available on www.slideshare.net 21 21
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  • gagnerprixdelarcdetriomphe

    Jan. 18, 2016

Presentation to AAEP Focus 2013 Business Education Session. Strategies I used to implement and grow an equine dental profit center.

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