In the dynamic world of dental practices, growth and efficiency are paramount. Recently, Amol Nirgudkar, CEO of Patient Prism, interviewed Dr. Himesh Kana, Managing Partner at Dental Depot for the Dallas-Fort Worth (DFW) region. Dr. Kana shared his strategies for managing large, multi-specialty dental offices, optimizing patient care, and achieving significant growth even in challenging times.
Strategic Location and Real Estate
Dr. Kana emphasized the importance of strategic location for Dental Depot offices. By situating their practices in high-traffic areas, similar to where popular businesses like Chick-fil-A and Chase Bank are located, they ensure a steady stream of potential patients. This prime real estate is crucial for building a robust patient base from the outset.
Maximizing Production Per Visit
To maximize production per visit, Dental Depot focuses on standardizing training for doctors and hygienists. Dr. Kana likened their approach to the Ritz-Carlton experience, ensuring consistent, high-quality care across all locations. By emphasizing same-day treatments and ancillary services, they enhance patient convenience and practice efficiency.
Comprehensive Patient Care
Dental Depot’s model of offering a one-stop-shop for dental services, including orthodontics and general dentistry, helps meet all patient needs in one location. Dr. Kana discussed the importance of identifying additional treatment opportunities during visits, such as recognizing when an orthodontic patient also needs a cleaning. Daily reviews of patient schedules help identify unscheduled hygiene appointments, allowing for efficient, on-the-spot care.
Recruitment and Retention
Recruitment remains a challenge in the competitive Dallas-Fort Worth market. However, Dental Depot has successfully maintained high retention rates by fostering a positive culture and offering extensive training. Their onboarding process includes several weeks of paid training for new doctors and hygienists, ensuring they are well-prepared and integrated into the team.
Leveraging Technology and Membership Models
Dental Depot has embraced technology to improve patient care and operational efficiency. They utilize tools like iTero scanners for wellness checks and intraoral scans. Additionally, their use of the subscription based membership model has significantly boosted patient engagement and revenue. This model offers patients an alternative to traditional insurance, providing them with control over their care and simplifying the administrative process for staff.
Pearls of Wisdom for Growth
Dr. Kana shared several strategies for achieving growth:
- Focus on Same-Store Growth: Dental Depot shifted focus to same-store growth two years ago, leading to their best year yet. This involves optimizing provider performance, insurance models, and patient membership plans.
- Improve Treatment Acceptance Rates: Small increases in treatment acceptance rates can lead to significant revenue growth. By enhancing patient communication and utilizing data-driven insights, practices can achieve better outcomes.
- Optimize Call Handling: Addressing missed calls and improving booking rates can substantially impact practice growth. Utilizing data to identify gaps and implementing solutions can drive higher patient conversion rates.
Conclusion
Dr. Himesh Kana’s leadership at Dental Depot showcases the importance of strategic location, comprehensive patient care, and leveraging technology in achieving dental practice success. By focusing on continuous improvement and maintaining a patient-centric approach, Dental Depot continues to thrive in the competitive DFW market.
