The document discusses the current landscape of the dental profession in India, emphasizing the potential for growth despite perceptions of saturation. It outlines essential aspects of setting up and managing a dental practice, including patient management, staff training, inventory, and marketing strategies. The text further explains the lifecycle stages of a dental practice, from introduction to decline, and highlights the importance of innovation and adapting to competition.

1. PRACTICE
MANAGEMENT

2. HAVE YOU HEARD THIS …………
"Why did you choose to become a Dentist? There's no scope
in Dentistry."

3. FACT CHECK
1. Some references which say that there are approx. 350
Dental Colleges in India & approx. 40,000 new dentists join the
battle every year.
2. As per DCI there are 5.3 lakh registered dentists in India till
date (2019) who are serving to the population of approx
132 cr.

4. SATURATION ?????
• I believe that, saturation in not there in our profession
Saturation is in our minds which doesn't allow us to see the future
possibilities..
• In India less than 20% of population has awareness about oral health
while in US more than 80% population pay attention on their oral
health.
• Just imagine what can happen if we could turn this 20% into 80%
I know it's not going to happen overnight but it's possible

5. AFTER THIS SESSION
• Why Clinic
• Type(Size, Ownership, Amenities )
• Setup Requirement
• Costing
• Patient Management
• Staff Management
• Inventory Management
• Marketing Management
• Handling Competition
• Lifecycle of Dental Practice
• Why Clinics Close

6. Before We Start…..
• How many of you feel like coming to college / clinicals
• How many of you are stressed with the patient work in
college

8. EMPLOYEE OR SELF EMPLOYED

9. THE HARSH TRUTH…..

10. Setting up and running your first Dental Clinic is no mean feat
in India.

11. Questions ????
• Objective
• Which Area
• Which Floor
• Which Location
• Alone or Partnership
• Associated Cost

12. How You Decide on Type of Clinic

14. DENTAL CLINIC DESIGN
Dental health care is delivered majority by the private practitioners all around
the globe. The more importance was given on the design of the dental
treatment rooms than on the design of the business office. The planning of the
business office workspace is also a key factor and such area should be
ergonomically designed as the business staff can deliver its tasks with
the maximum efficiency. However, nowadays, convincing any population for
regular dental treatment is one of the difficult problem facing by the dental
practitioners. The obvious solution to this problem is to attempt to attract and
keep new patients.

15. KEY THINGS TO KEEP IN MIND WHILE
DESIGNING
• Patient Waiting Area should be spacious
• Reception Desk & Billing
• Spacious work area sufficient for Dentist and Assistant
• Rest Room
• Lab Area
• Space for Autoclaving /Sterilisation
• Sound Proofing
• Counselling Area (Within Work Space / Separate)

16. FUN TIME………..
• Make a rough sketch of your clinic with list of equipment's you
wish to keep

17. WISH vs NEED
WISH NEED
Best Dental Chair (Airel, Kavo etc) Good Dental Chair (After Sale Support)
RVG X-ray
Laser Unit ???
J Morita Endomotor & Apex Locator Endomotor & Apex Locator (If you know rotary)
Microscope (Only for Endodontist) Loupes (Only for Endodontist)
Expensive Materials Good Quality Materials
LEARN TO STOP AT NEED BEFORE YOUR SHOPPING DRAGS TO WISHLIST

18. COSTING
FACTORS WHICH INFLUENCE THE TREATMENT COST
• Area
• Competition Around
• Material Cost
• Manpower Cost
• Additional Cost
• Profit Margin

19. PRICE WAR
The young dentists need to understand that "treatment
charges" is not the only factor to overcome the competition, but
there are several other things where you can focus like your
specialty, best equipment, quality of materials, public relations,
communication etc.
This way you don't downgrade your own dental practice as well
as help dentistry to evolve.

20. FUN TIME …….
FOUR GROUPS
1. EXTRACTION
2. RCT WITH HAND FILES
3. RCT WITH ROTARY FILES
4. GIC & COMPOSITE RESTORATION CLASS II

21. Where Costing Fails …..
We all Forget to take few of these into consideration
1. Rent
2. Electricity/Water Bill
3. Manpower Cost
4. Material wastages other than Cement and Files like Gloves,
Cotton, Tissues, Paper Cup, Sterilization Cost etc

22. Exercise Time
LET’S DO COSTING

23. PATIENT MANAGEMENT

24. PATIENT MANAGEMENT
SUSPECTS
PROSPECTS
CUSTOMERS
LOYALIST
BRAND
AMBASADOR

25. FIRST DENTAL VISIT – WHAT TO DO
“In the course of a practice-patient relationship, the first dental
appointment is a momentous event. Handled well by you and
your staff, it will affirm the patients’ decision to make an
appointment at your clinic and it will create an excellent, lasting
impression”

26. WHAT TO DO ……
• Prepare systematically for new patients’ arrival
• Follow a carefully planned welcoming protocol when they
walk through the door.
• Make a strong impression chair-side.
• Schedule the next appointment.
• Ask for feedback.

27. BARGAINING PATIENTS
“The treatment is too costly “
Negotiating is the most critical business skill for dentists to
learn in today`s managed health-care environment.

28. HOW TO HANDLE THEM
1. Keep your emotions in check
2. Show by your action how your practice is different
3. Give patient the options to choose
4. Accept you are pricy (arguing never helps)
5. Give them various finance options.

29. STAFF MANAGEMENT
“Practice success doesn't happen by itself. You need a well-
trained and highly motivated staff to take your practice to the
next level of success”

30. HOW TO MANAGE TEAM
• Meeting
• Trainings
• Review of work
• Team Outing
• Leadership ( Not by name but by action)
• Listen to staff

31. FUN TIME …..
• Among yourself , make a team of consultant (use your
imagination) you would like to work with and why . And also
what all staff you will have with you and the quality you look in
them.

32. INVENTORY MANAGEMENT

33. WHAT TO KEEP IN MIND
• Your Consumption Pattern
• Product Shelf Life
• Varieties of Brand Available in Market
• Reorder Level
• Vendor Management

34. MARKETING MANAGEMENT
“New patients drive patient growth. Learn how to attract more
new patients to your practice from a variety of sources,
including your website, social media, word-of-mouth, the
community…”

35. DIGITAL MARKETING
“HAVE A WEBSITE”
1. Budget
• The rule of thumb says that you should invest at least 10% of your annual revenue in all the possibilities that has potential to grow your dental practice but
if you have started your practice recently then in that case you can even start with zero budgets.
2. Media
• Let’s consider your 10% yearly revenue as your 100% marketing budget. Now you have to make sure that you use this budget in multiple activities
throughout the year & not on just any one activity.
SEO , SMO, Instagram, Twitter , YouTube
• Your activities may include staff training & development, CSR, Internal marketing, Digital Marketing but make sure that all of these activities are within
DCI guidelines.
Now let’s understand which activities you should focus more?
• The mode of activity will completely depend on
Your location
Differentiation of practice
Stage of your practice
Treatments you offer
Education level of your potential patients etc.

36. OFFLINE MARKETING
• Internal Marketing
• Word of Mouth
• Traditional Marketing
• Tie-ups
• Camps
• Blogs & Articles

37. HANDLING COMPETITION

38. SAME PRODUCT SAME LOCALITY …
WHAT TO DO ??
YOU ARE THE DIFFERENTIATOR

39. LIFECYCLE OF DENTAL PRACTICE

40. An average life of your practice is 25-30 years. It undergoes
five different stages which are Introduction, Growth, Maturity,
Saturation and Decline & all these stages have their own set
of pros & cons. The beauty of your practice lifecycle is; unlike
human lifecycle these stages can be reversed, delayed or
avoided to a certain extent.

41. STAGES
Stage: 1 Introduction (Practice age: 0-3 Years)
• Introduction stage is the beginning of your dental practice which lasts up to 3 years. The avg.
age of the doctors in this class is between 24 to 30 years and most are bachelors. This is your
first opportunity to earn (after stipend) after studying for 5-8 long years. You try your best to
establish the practice; no matter however hard it takes, you are always ready! You entertain
each and every patient even when you understand he/she won't go for the
treatment. Sometimes if the spot selection is not proper, you end up with stiff competition.
Stage: 2 Growth (Practice age: 2-12 Years)
• Growth stage lasts for 5 to 10 years and avg. age group is 26 to 40 years. It is the best stage of
your practice as patient flow is good and you leap towards financial stability. You will observe the
rise in your income by 15%-25% every year. Most doctors get married in the beginning of this
stage and plan baby in mid-stage which sometimes adds to your financial burden and so you are
ready to work as per patient’s convenience.

42. STAGES
Stage: 3 Maturity (Practice age: 10-20 Years)
• Maturity is the stage where you enjoy the premium. This stage lasts for 5-10 years & avg. age group is 35 to 50 years. You are
financially stable by this stage and you will appreciate 10%-20% rise every year but it doesn't increase like it was there in the
growth stage. You will also observe change in the approach towards practice; of course you work to earn but money isn't your
priority. Your priority becomes "Time" for your family which stops you from entertaining every patient; you get relatively rigid about
the treatment charges and are least bothered about the competitors.
Stage: 4 Saturation (Practice age: 20-25 Years)
• Saturation stage is commonly experienced after the age of 50+ years. In this stage you appreciate stagnation in your income
whereas increase in your expenses. The financial requirements are increased as your kids will need money for education,
marriage or business. This stage can last for 5-10 years & you will also experience the increase in competition; as the young
dentists to whom you considered it "Bachchaa" has now entered into their growth or maturity stage...
Stage: 5 Decline (Practice age: 25+ Years)
• This is the last stage of your practice which is experienced after 60 years of age. Dentistry is a skill driven branch unlike other
medical fields where green cloth, stethoscope and a prescription pad is enough for practice.
• It is the stage either you have to close down the practice or hand it over to younger generation. But there are always exceptions; I
personally know some dentists who are into their 60's and still enjoying the maturity stage.

43. HOW TO OVERCOME DECLINE PHASE
• Innovate
• Bring New Technology
• Open up new verticals for revenue
• Group Practice

44. WHY CLINICS CLOSE
Clinic will be fruitful only if you remain calm. Dentistry is like every
other business. In the 1st year of your practice you pay from your
pocket. In 2nd year you reach a break even point i.e there is NO
PROFIT NO LOSS. Its only from the 3rd year that you start to
earn.
Suppose you are relocating after practicing for 4-5 years at some
place; then regardless of your experience you will still have to
have patience because your practice takes average 3 years to
show profitability.

45. THE GABBAR WAY OF DENTAL PRACTICE MANAGEMENT!
Gabbar Singh was a TRUE MANAGEMENT GURU as is
reflected in some of the timeless management lessons he
delivered through the movie Sholay. Friends these lessons can
be used effectively in order to build and maintain a successful
dental practice.

46. What You Heard … What He Meant
• Jo Darr Gaya - Samjho Mar Gaya! (Courage and enterprise)
• Kitne Admi The.?? (competition and its size)
• Arey O Sambha, Kitna Inaam Rakhe Hai Sarkar Hum Par ? (Your
Market Value & Branding)
• Yeh Ramgarh Waale Apni Betiyon Ko Kaunsi Chakki Ka Aata
Khilate Hai Re. (Market Research)
• Yeh Haath Mujhey Dedey Thakur. (Eliminate Threats)
• Holi Kab Hai, Kab Hai Holi ? (Advance mapping of events)

47. MANTRA….
Never loose patience , high and lows are just momentary…
But the Journey is for lifetime