Dispel the Loss Leader Myth and Double your Hygiene Production!
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Transcript of Dispel the Loss Leader Myth and Double your Hygiene Production!
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Dispel the 'Loss Leader' MythDispel the 'Loss Leader' Myth and and
Double your Hygiene Production!!!Double your Hygiene Production!!!
Presented by:Presented by:
Colleen Rutledge, RDHColleen Rutledge, RDH
Perio-Therapeutics & Perio-Therapeutics & BeyondBeyond
www.PerioAndBeyond.comBeyond.com
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IT wasn’t ALL about the PLAQUE afterall !!
Systemic LinkSystemic Link
Genetics DOES play role in Genetics DOES play role in periodontal breakdownperiodontal breakdown
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Systemic LinkSystemic Linkresearch strongly suggests oral bacteria may contribute to:research strongly suggests oral bacteria may contribute to:
• Cardiovascular Disease• Diabetes• Pre-Term/Low Birth Wt. Babies• Atherosclerosis• Osteoporosis• Stroke• Stomach Ulcers• Pneumonia
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SurgeonGeneral Report
• Oral Health in AmericaOral Health in America draws attention to draws attention to the “silent epidemic” of dental and oral the “silent epidemic” of dental and oral diseases that has affected large numbers diseases that has affected large numbers of people in our countryof people in our country
• ““Good oral health and general health are Good oral health and general health are inseparable.” inseparable.”
• May 25, 2000: SG David Satcher, MD PhDMay 25, 2000: SG David Satcher, MD PhD
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Ris
k A
sses
smen
tSystemic LinkSystemic Link
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Back in the 80’s we were limitedBack in the 80’s we were limited….….
Treatment Treatment
optionsoptions
ProphyProphy OROR Perio SurgeryPerio Surgery
Periodontal TherapyPeriodontal Therapy
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Periodontal TherapyPeriodontal Therapy
““From what we know nowFrom what we know now…”…”
FocusFocus
ProphyProphy Non-SurgicalNon-Surgical Perio SurgeryPerio Surgery
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Periodontal TherapyPeriodontal Therapy
Dental offices are operating with Dental offices are operating with
dated hygiene department protocolsdated hygiene department protocols
“Quads” “SRP” “STM” 4341 / 4342 Relying SOLELY on local anesthesia
Removing bacteria & calculus
¼ mouth at a time
Treatment completed in 2 to 4 visits
(usually 2 weeks apart)
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Periodontal TherapyPeriodontal TherapyMajor DOWNFALL:
Treatment usually not completed in a timely fashion
(or at all!)
Patients numb for the procedure
Compromised clinical results with high probability of
relapse Typical ‘prophy’ services across the country are
nothing more than “supervised neglect” Many patients are left untreated due to under
diagnosis
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Periodontal TherapyPeriodontal Therapy
A Contemporary ApproachA Contemporary Approach
Oral cavity is treated as an infection Focuses on decreasing the bacterial load ASAP Cases finished in same day or within a week Newer products (Oraqix) used in place of needle
Medical model vs mechanical model
Locally applied antimicrobials
ULTRASONICS! Piezoelectric technology
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Brief History of Ultrasonics AKA:
Power Scaling
Accelerated
Instrumentation
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1950’s used for decay 1950’s used for decay removalremoval
BIG & BULKY!
Photo courtesy of Anne Guignon RDH, MPH
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Sonic and Ultrasonic Scalers gained popularity in 1960 & 70’s
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Debridement of Large Debridement of Large SupraSupragingival Calculusgingival Calculus
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Even though we had this technology…instruments still
ruled !
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UltrasonicsUltrasonics
are asare as
effective as effective as hand scaling… hand scaling…
and may be a and may be a BETTER BETTER choice!!choice!!
Now
we
know…
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"TALKING TIPS WITH COLLEEN” www.acteonsupport.com/Colleen.html
Why choose piezoelectric technology?
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PerioChipPerioChip ®®
ATRIDOX®
Locally Applied Locally Applied AntimicrobialsAntimicrobials
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PerioChip ®
Chlorhexadine Gluconate
2.5 mg
Locally Applied AntimicrobialsLocally Applied Antimicrobials
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Adrian PharmaAdrian Pharma
single sitesingle siteFDA approvedFDA approved
Non-antibioticNon-antibioticsmall small
orange-brown chiporange-brown chip
Initial Therapy or MaintenanceInitial Therapy or Maintenance
As an adjunct to scaling and root planing for As an adjunct to scaling and root planing for
Periodontal pockets Periodontal pockets 5 mm in depth5 mm in depth
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Locally Applied Locally Applied AntimicrobialsAntimicrobials
Insert curved end first, into the pocket to its maximum depth.
.
HOW to INSERT:After isolating the periodontal pocket
and drying the surrounding area:
Laschal
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• Henry ScheinHenry Schein• FDA approvedFDA approved• Single site (#12 ML)Single site (#12 ML)• 1 mg minocycline (antibiotic ‘powder’)• Place tip at the base of pocket• Express handle while retracting slowly
Locally Applied AntimicrobialsLocally Applied Antimicrobials
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Locally Applied AntimicrobialsLocally Applied Antimicrobials
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Locally Applied Antimicrobials Locally Applied Antimicrobials Flatten the tip – most important step!
Please see complete Prescribing Information following presentation
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Courtesy of I. Farmer
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Courtesy of I. Farmer
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FDA approvedFDA approved
ATRIDOX® is a registered trademark of TOLMAR IncATRIDOX® is a registered trademark of TOLMAR Inc
Locally Applied AntimicrobialsLocally Applied Antimicrobials
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TOLMAR Inc.
Preparation for Use
When removing caps, hold syringes with nozzles upright to avoid spilling while coupling
Twist and lock the 2 syringes. Inject the liquid contents of Syringe A (indicated by red stripe) into Syringe B (doxycycline powder)
ATRIDOX® is a registered trademark of TOLMAR IncATRIDOX® is a registered trademark of TOLMAR Inc
Module #3 Locally Applied Module #3 Locally Applied AntimicrobialsAntimicrobials
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TOLMAR Inc.
Attach the blunt cannula
Bend cannula to resemble a periodontal probe
Complete 100 mixing cycles at a pace of 1 cycle per second (or mix for 90 seconds)
Push the contents back into Syringe A
Preparation for Use
ATRIDOX® is a registered trademark of TOLMAR IncATRIDOX® is a registered trademark of TOLMAR Inc
Module #3 Locally Applied Module #3 Locally Applied AntimicrobialsAntimicrobials
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ATRIDOX® ATRIDOX® Inserted Inserted subgingivally intosubgingivally into
pockets 5 mm & pockets 5 mm & greatergreater
ATRIDOX® is a registered trademark of TOLMAR IncATRIDOX® is a registered trademark of TOLMAR Inc
Locally Applied AntimicrobialsLocally Applied Antimicrobials
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No brushing or interdental cleaning No brushing or interdental cleaning for for 1 week1 week in treated area in treated area
Biodegradable and bioadhesiveBiodegradable and bioadhesive
Treats Treats multiple sitesmultiple sites Reapplication - 4 monthsReapplication - 4 months
• Used in conjunction with SRP or as a “stand alone” therapy• No refrigeration or dressing required
ATRIDOX® is a registered trademark of TOLMAR IncATRIDOX® is a registered trademark of TOLMAR Inc
Locally Locally Applied AntimicrobialsApplied Antimicrobials
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Locally Locally Applied AntimicrobialsApplied Antimicrobials
What makes What makes ATRIDOX® ATRIDOX® so appealing so appealing in this economy?in this economy?
Treats Treats multiplemultiple sites! sites! Excellent choice for 10, 20, or Excellent choice for 10, 20, or
even up to 30 pockets even up to 30 pockets Affordable for both Affordable for both patientpatient
and and dental practicesdental practices
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Locally Applied AntimicrobialsLocally Applied Antimicrobials
SINGLE SITE LAASINGLE SITE LAA# 2 ML $40# 2 ML $40# 2 F $40# 2 F $40# 3 DL $40# 3 DL $40# 3 MB $40# 3 MB $40# 4 ML $40# 4 ML $40# 4 MB $40# 4 MB $40# 5 DB $40# 5 DB $40
$280$280
MULTIPLE SITE LAAMULTIPLE SITE LAA # 2 ML# 2 ML
# 2 F # 2 F # 3 DL# 3 DL# 3 MB# 3 MB
# 4 ML # 4 ML # 4 MB# 4 MB# 5 DB# 5 DB
$180$180
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Visit the EXHIBIT Visit the EXHIBIT TABLE for TABLE for
20 % off 20 % off all all
DVD’s & CD’sDVD’s & CD’s
SPECIAL!!! FOR ATTENEDEES TONIGHT!!!
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Scheduling and Production
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10:00 Patient one 4910 Perio Maint $125
11:00 Patient two0180 Comp perio exam $60
4341 Perio Therapy UL $1754341 Perio Therapy LL $1754341 Perio Therapy UR $1754341 Perio Therapy LR $175
12:00 Patient three4381 Atridox $150
4341 Perio Therapy UL $1754341 Perio Therapy LL $175
1:30 Patient four4381 Atridox $150
4341 Perio Therapy UR $1754341 Perio Therapy LR $175
3:00 Patient five4341 PerioTherapy UL $1754341 PerioTherapy LL $175
Production = $2235.00 for 6 hour day…
Generates $372.50per/hour…
$447.00 per/ patient
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Time Insurance Code Treatment PlanItemized
CostProduction Per
PatientPerio Classification
8:00 Patient One8:108:20 4341 UL Perio Therapy $210 Severe Perio8:30 4341 LL Perio Therapy $210 4-9 mm pockets8:40 4381 1 Atridox for both quads $180 with risk assessment factors8:50 and inflammation9:009:109:209:30
9:40 Sub Total $6009:50
10:00 Patient Two10:1010:20 4341 UL Perio Therapy $200 Moderate Perio 10:30 4341 LL Perio Therapy $200 4-7 mm pockets with10:40 4381 1 Atridox for both quads $180 risk assessment factors10:50 and inflammation11:00
11:10 Sub Total $58011:2011:30 Patient Three11:40 4341 UL Perio Therapy $190 Early Perio11:50 4341 LL Perio Therapy $190 4 mm pockets (isolated 5mm)12:00 4341 UR Perio Therapy $190 with risk assessment factors12:10 4341 LR Perio Therapy $190 and inflammation
12:204381 1 Atridox or 4
Periochip/Arestin$180
Sub Total $94012:30 Lunch
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“You can not build a profitable, high quality hygiene department
without consistent 6 point periodontal charting on every adult patient”
Colleen Rutledge, RDHPerio-Therapeutics & Beyond
Scheduling and Production
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Treatment Planning ExerciseTreatment Planning Exercise
Yellow Yellow highlight all pockets highlight all pockets 4 4
mmmm and aboveand above
Circle all pockets Circle all pockets 5 mm pockets5 mm pockets
and aboveand above in in REDRED
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Treatment Planning ExerciseTreatment Planning Exercise
Get your perio chartGet your perio chart
Focus on 1 Focus on 1 QUADRANTQUADRANT
43414341 - 4 or more - 4 or more teethteeth have have
depths 4 mm or greaterdepths 4 mm or greater
4342 4342 - 1 to 3 - 1 to 3 teethteeth have depths have depths
4 mm or greater4 mm or greater
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Treatment Planning
4 4444
4
4 4
444
44
4 444 4
44
5
5
5
55 5
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Procedure Codes and Fees
• If the ratio of 4910 is disproportionate to the number of periodontal therapy procedures (4341 / 4342) then…..
• Your practice is skipping the therapy and putting patients into “maintenance”
** (gives the ‘illusion’ of a perio program)
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Procedure codes and fees
4381
PerioChip
4381. P$35
Arestin
4381. AR$40
Atridox
4381.AX$180
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Procedure Codes and Fees
4341$250
4341. E$240
4341. M$250
4341.S$260
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Procedure codes and fees
4342$150
4342. 1$140
4342. 2$150
4342.3$160
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Case StudiesBefore & After Client Profiles
Average Return on Investment:
3 - 6 months
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Case Studies 1 DDS / 3 RDH Texas
* this client incorporated Oral Cancer Screening technology as well and increased
production by an ADDITIONAL $8,710
Client # 1Pre-consult 6 mo total
Post consult 6 mo total
Revenue increase6 mths
post consult
arestin 42 134 $ 2,375
atridox 0 27 $ 4,050SRP 4341 39 100 $ 10,065SRP 4342 13 63 $ 4,250
$ 24,720
*PCht 0180 69 268 $ 3,980
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Case Studies 1 DDS / 1.5 RDH
Virginia Client # 2 Revenue increase
6 mths post consult
periochip 0 35 $ 1,400
arestin 0 55 $ 1,925
atridox 0 19 $ 3,420
SRP 4341 11 57 $ 13,048
SRP 4342 3 52 $ 9,702
P Mt 4910 41 64 $ 2,484
$ 31,979
Pre-consult 6 mo total
Post consult 6 mo total
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Case Studies 2 DDS / 3 RDH
Pennsylvania Client # 3 Revenue increase
6 mths post consult
debr 4355 12 19 $ 1,015
periochip 0 32 $ 1,280
arestin 0 130 $ 5,200
atridox 0 52 $ 9,360
SRP 4341 12 44 $ 6,240
SRP 4342 16 147 $ 16,375
P Mt 4910 1 11 $ 1,210
Pchrt 0180 0 17 $ 1,275
$41,955
Pre-consult 6 mo total
Post consult 6 mo total
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Which production scenario would you prefer??
Adult prophy
$100Supervised
neglect
Perio Therapy
$1000High quality
care
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You can do this on your own….
5 things you must do to get started:
Order new probes (standardize) Full mouth charting on ALL ADULTS Email Colleen ([email protected]):
RISK Assessment Teach your staff how to Treatment Plan
(use exercise form) Order Locally Applied Antimicrobials
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The greatest benefits of NOT doing it yourself:
1. I will work with your ENTIRE staff hand-in-hand, step by step through the process so everyone is on the SAME PAGE
2. Your quality / variety of hygiene services are literally transformed OVERNIGHT!
3. HUGE and IMMEDIATE increase in hygiene production!
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20 % off
All DVD’s
& CD’s
Don’t miss this opportunity…
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Colleen Rutledge, RDH“Taking Hygiene Departments to Periodontal Therapy
Levels”
724 Fitzwatertown Road Glenside, PA 19038 [email protected]
www.PerioAndBeyond.com
267-241-5833