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I n s t r u c t o r : M i r a n d a R e e d
Master the Metrics that Matter
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Speaker Disclosure
Miranda Reed is an employee of Henry Schein One.
• Tracking Key Performance Indicators
• Important Numbers to Know
• Dentrix Practice Advisor Report
• Dentrix Daily Huddle
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Agenda
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Polling Question Results
My biggest stress in my practice is:
Not enough time: 43%
Managing insurance: 16%
Keeping patients active (including hygiene): 15%
Treatment Case Acceptance: 13%
Holes in the schedule: 7%
Cash Flow: 6%
Tracking Key Performance Indicators
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“What gets measuredgets improved.”
— Peter Drucker
• Blood Pressure
• Waist Size
• Weight
• Cholesterol
• Fasting Blood Sugar
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Health Numbers
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• Production
• Collections
• Schedule Optimization
• Continuing Care
• Patient Analysis
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5 Practice “Health Number Areas” To Know
• Total Production, Average Daily and Hourly
• Adjusted Production
• 75-85% Dr Production comes from Hygiene Patients
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Production
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Production
65-75%
25-35%
Total Practice Production
Doctor Production
Hygiene Production
• A/R
• A/R to Production (.5 – 1.5)
• Over 30, 600, 90
• Insurance Aging
• Over-the-Counter Collections
• Collections from Insurance
• Collections from Patients
• Payment Agreements
• Adjustments
• Credit Balances12
Collections
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• ASAP List
• Perfect Day Scheduling or Blocked Scheduling
• Dentist or Hygienist
• Hourly production
• Unfilled hours
• Revenue lost from unfilled hours
• Daily Huddle
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Schedule Management
• Number of active patients in Continuing Care
• Preventive vs. Perio
• Patients reappointed in Hygiene
• # of patients due per month
• # of patients due and scheduled
• Patient Education
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Hygiene / Continuing Care
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• # of active patients - last 18 months
• # of new patients
• Where referred from?
• How many new patients referred by existing patients?
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Patient Analysis
• 1.5 million, single general dentist practice
• Computerized, using cameras, digital X-rays, etc.
• Frustrated with high overhead
• Team overwhelmed not having time to do most critical work
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Case Study: Denver, CO Dental Practice
A few things discovered:
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Sticky Note Syndrome
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Using Excel to Track Key Numbers
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Active Patient Base
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Production
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Dentist Totals
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Hygiene Totals
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Case Acceptance
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Collections
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Accounts Receivables
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New Patient Analysis
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Continuing Care
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Schedule Management
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Running the Practice Advisor Report
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Team Tracking Charts or Computer for Daily Huddle
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• Daily tracking of progress towards monthly goals
• How did we do yesterday?
• What does today look like?
• What does the rest of the month look like?
• Key conversations to have with patients coming into the practice
• Saves on average 90 minutes a day
• Even for those not having an actual huddle meeting
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Dentrix Daily Huddle
• Where to fit in emergencies
• Who is due for major X-rays
• Unscheduled treatment plans
• Unscheduled continuing care
• Unpaid balances
• Email addresses
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Daily Huddle
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• Updated consents
• Lab cases ready
• Birthdays
• Medical alerts/patient notes
• Other family members without future appointments
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Daily Huddle
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• 10-15 minutes
• Look ahead for opportunities in schedule
• No better time than when patient is face-to-face
• Decide who will ask top 20% patients for referral
• Are you asking your raving fans to:
• “Like” your Facebook page
• “Share” their experience on Facebook
• Google, Yelp reviews
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Daily Huddle
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Social Media Impact
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Running the Dentrix Daily Huddle
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“What’s missing is often good measurement and a
commitment to follow the data.”
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Measurement and Commitment
— Bill Gates
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Practice Education – Dilution of Knowledge
Inadequate Initial Training
Don’t Use
=
Don’t Retain
Turnover Every 12-18 months
New Team Member Trained
by Existing Team Member
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• Free 30-minute Practice Advisor assessment
• Customized, one-on-one analysis of your practice’s KPIs
• Can identify possible data inaccuracies
• Identifies key areas to take your practice to the next level
• Dentist needs to be present for the phone assessment
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• Understand your practice’s KPIs
• Use the Dentrix Practice Advisor
• Use the Dentrix Daily Huddle
• Schedule a Practice Advisor Assessment
• Utilize new features
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Keys to Your Success
Email questions:
Important Links:
www.dentrix.com/practiceadvisorreport
www.dentrix.com/products/dentrix/whats-new
www.dentrix.com/freepaassessment
www.Dentrix.com/upgradetraining48
Thank you for attending!