Cary Ganz DDS

http://www.caryganz.com

The Changing Dental Dynamic

Who Am I?

• Practicing Dentist For Over 40 Years

• Prosthodontist• Chief of Prosthodontics and

Implant Dentistry NSUH and LIJ

• Vice President and Original Owner of Dexis

• Consultant• Lecturer• Author of “I Love My

Dentist”• Father of 4 and Grandfather

of 6

For Those That Stay To The End We Have Two Special Free Gifts….So Make Sure

To Stay

A Special Gift

Times Are A Changing!We Need To Learn From

The Past So We Can Succeed In The Future.

What Can We Learn From Our Medical Colleagues?

Why Is This Important For Both Dentists and Any Company Working In The Dental Marketplace?

Why This Webinar

A Bit Of Dental HistoryI Began My Dental Practice

In 1970No Real Influence Of

Dental InsuranceNo Advertising Allowed

Was Actually Considered To Be Malpractice

One to One Relationship With Patients

Referrals Based Upon Skill and Attention To Detail

Referrals From Patients, Friend, Family and Other Healthcare Professionals

Introduction Of Dental Insurance In The 1960’s and 70’s

Change In State Laws Allowing Dental Professionals To Advertise In or Around 1980

Both Of These Events Changed Dentistry Forever!

What Has Changed?

The Three Circles Of Dental CarePrivate Fee For Service

(PFFS)Insurance Based

Dentistry (IBD)Corporate Dentistry

(CD)In The Middle are

Patients, Manufacturers and Service Providers to the Dental Profession

Dentistry Today

Graduating DentistsWhat type of practice should they

develop?Can they be in two or three circles

at once.How do they survive and prosper

in each circle.Existing, Mature Practices

Do they continue in whatever circle they are currently in?

Do they try to adapt their practices to a new model?

If so, which model do they choose?

What Problems Will Dentists Face If This Forecast Is True?

Benefits of PFFSQuality ControlCustomized Service –

One Doctor-One PatientDentist Autonomy –

Dentist Is Still The Boss…..

DisadvantagesControlling Overhead

Cannot Compete with Group Buying

Practice Management Totally In The Hands of the

DoctorCompetition

The PFFS Dental Practice

Develop A Specific USP (Unique Selling Position)

Critical for Today. For Example: Sleep Dentistry, TMJ, Digital Dentistry, Laser Dentistry

USP Can Be Short Term As Technology Gets Cheaper!

Provide Ritz Carlton Five Star Service Follows The Concierge Practice

Concept In medicine. Maintain The Latest Technology –

CADCAM – May or may not help differentiate since other circles may adapt as well.

Be 100% today and 1% better each and every day Difficult to maintain.

To Survive A PFFS Practice Must:

Problem - Understanding All Of The Previous Information Can PFFS Still Maintain An Edge, or Even Exist, When IBD and CD Possess Larger Advertising and Buying Budgets?

Answer – Group Practice. Joining Together of smaller PFFS Practices Into Larger Group Type Practices In Order To Have: Greater buying power Greater advertising dollars The Ability To Afford Latest Technologies

By Sharing Expense Better Control Of Staff Costs and

Maintenance Control Over Facility Costs By Sharing

Expenses. Ability To Compete On A Level Playing

Field….

PFFS‘s Bigger Problem

Medicine seems to have three circles as well. Corporate (ProHealth), Insurance (Medicare, Medicaid, PPOs etc.) and PFFS (Concierge Medicine).

Two Circles – Corporate and Insurance Have Been Combined To Increase The Economy Of Scale Even Further.

Can Dentistry Take Anything From This Example?

Medicine Is A Perfect Example

Decide upon where your practice belongs.

Cannot be a jack of all trades or you’ll be the master of none.

Can’t practice all types of dentistry at the same time. Charging one part of your practice one fee and treating them one way while treating and charging others a different way.

PFFS Just Need To Be A Bit Better…..

Surviving In The Future for Dentists

What Type Of Dental Practice Do You Want To Work With In The Years To Come?

Choose One Circle, Two or All Three. Can You Be A Jack Of All Trades?

Need To Develop Different Methodologies For Each Type Of Practice. Is It Cost Effective?

Develop Niche Products For Niche Markets. Is this Sustainable? How Many Products Can Be

Created To Keep This Momentum?

Why Does This Matter To Companies?

Manage Group Pricing For Both Insurance Practices and Corporate.

Be Prepared To Be Held Hostage In Both Insurance And Corporation Circles For Low Balling Prices. Group Buying will create a ‘drop to the

bottom pricing strategy’PFFS Dentists Will Look For And

Work With Companies That Fit Their Niche and USP

Customer Service – Five Star More Important For Private Fee For Service Practices. If You’re Going To Sell To PFFS Offices (PFFS Group Practices)

Why Does This Matter To Companies?

Product DevelopmentSales Force

Training/SupportCustomer Service

Training. SupportMarketing SupportTechnical Support

AssistanceLectures and WebinarsInternet SupportTrade Show SupportAnd Much More….

What I Can Do For Your Company

I Love My Dentist http://bit.ly/ILOVEMYDENTIST

Free ½ Hour Consult (Value $200) For First Five (5) Companies

Thanks For Staying…..

855 981 6069http://www.caryganz.com

Call Today

Thanks For Listening……Q&A