BUILDING A THRIVING DENTAL PRACTICE MARY L. BERG, BS, RLATG, RVT, VTS (DENTISTRY) In this VETgirl Real-Life Rounds webinar, Mary L. Berg, BS, RLATG, RVT, VTS(Dentistry) reviews how to build a thriving dental practice. Check it out here: https://vetgirlontherun.com/real-life-rounds/july-8-2020-build-a-thriving- dental-practice/.
KEY HIGHLIGHTS
of understanding of the value of the procedure. Companion animals have become an essential part of our lives. This bond is crucial to the veterinarian and his staff because clients are more readily interested in seeking care for their pets. Communication must remain open between all parties. All members of the veterinary team must be excited and motivated and thus project that enthusiasm to the client. The veterinarian and his staff must educate the client about the need for dentistry and its importance. In the author’s experience, about 25% of clients will accept a recommendation immediately; another 60 percent will take a little time to accept the recommendation, the remaining 15 percent will not accept the suggestion. It is necessary to communicate the importance of dental treatment and oral care in many ways. It should become as routine as vaccinations and heartworm testing in your clinics. 1 EDUCATE As veterinary health professionals, it is our job not only to promote dentistry but to educate our team about the importance of good oral health and, in turn, educate the clients. How can we do this? Attend webinars on the subject or host an in-clinic training session with a veterinary dentist or a VTS (Dentistry) to work with the team on learning as much as possible about dentistry. Having the entire team
Unfortunately, veterinarians and veterinary technicians do not receive much training in dentistry while in school. Many practices don’t put enough emphasis on dentistry and the importance of a healthy oral cavity. In many small animal practices, dentistry accounts for less than 3% of the gross income. When a proper dental program is in place, dentistry can contribute to an additional 30% of the overall income. Practices across the country are losing the revenue from spays and neuters, and pharmacy. Dentistry is a great way to regain that lost business. Oral disease is one of the most prevalent diseases in dogs and cats. Over 80% of adult dogs and cats have some form of oral disease. Dental problems are a concern of pet owners in dogs and cats, especially if the pet has halitosis. Calculus and gingivitis are the common conditions diagnosed by veterinarians in all ages of animals. However, one study showed that less than 14% of companion animals receive dental care at a veterinarian. Owners are often afraid of anesthesia for their pets. Explain that blood work and a complete exam must be completed before the procedure. We should also discuss the medications used and that the pet will be monitored during the procedure to help alleviate their fears. The cost of the procedure is often thought to be an obstacle; however, many times, it’s not an issue of cost but rather a lack
understand the importance of oral health eliminates confusion from too many different thoughts on the subject. The receptionist must project a positive attitude regarding dentistry and home care. How your receptionist handles the phone shoppers is essential. The receptionist should avoid quoting prices over the phone. A script that can be used by the receptionist for phone shoppers, “We can’t give you an accurate estimate for dental treatment over the phone as the cost depends upon the degree of treatment necessary to give your pet the very best care possible. We’d love to see your pet, perform a quick oral assessment, and develop a treatment plan, especially for him/her.” (continued)
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