Schein Exclusives

D e n t r i x #1 Rated and Selling Office Software

D e x i s Digital Radiography. One Sensor System

E 4 D CAD/CAM Technology (d4dtech.com)

i - C at Leader in Dental MRI Technology

B i o l as e Leader in Hard and Soft Tissue Lasers

G u r u Patient Education

A r e st i n Perio Standard of Care

C a m l o g Dental Implants

S y b r o n E n d o Full Rotary Line

A r u ba O r d e r i n g s y st e m Efficient Ordering
Off i c e D e p o t Can be ordered through Aruba with clinical supplies

D R C Dental Resource Center (DRCdental.com)

S t e e l e C as e Office Furniture

P r i v at e Lab e l Largest in Industry

P ha r m ac e u t i ca l & M e d i ca l S u pp l i e s
C o l gat e , G l o v e C l u b
Oral CDX, Centrix, Pentron

Tom Dietzler
Practice Development Field Sales Consultant
7 1 7 . 9 5 1 . 9 0 9 5 Tom.dietzler@henryschein.com
Over >
Practice Development
In-Office Presentations
P r act i c e A n a ly s i s
Compares the office fees to other practices in the area by zip code
and percentiles

Mat e r i a l s A n a ly s i s
Search for manufacturers rebates based on current purchases

Ma n u fact u r e r s
Lunch & Learns (See List)

Ma r k e t i n g
Internal, External and Elective Procedures

S ch e d u l i n g
Designed to maximize efficiency

Re-Care
Reduce cancellations and fill holes in hygiene

S o ft T i ss u e Ma n ag e m e n t P r o g r a m
A complete program designed to diagnose, develop treatment plan
and present to patients

A cc o u n ts R e c e i v ab l e
Ideas designed to reduce A/R

Team Harmony
Behavioral Presentation

Tom Dietzler
Practice Development Field Sales Consultant
7 1 7 . 9 5 1 . 9 0 9 5 Tom.dietzler@henryschein.com
 Value-Added Services
E n r o l l m e n t i n th e P r i v i l e g e s P r o g r a m

• Customer Loyalty
• Discount on Service
• Priority Response on Service
• Extended Labor Warranty on New Equipment
• Reward Points

V o l u m e P u r chas e A g r e e m e n t

Special quantity price break

I n v e n t o r y C o n t r o l S y st e m

Aruba EZ and or EZ Scan, MSDS Sheets

I n - o ff i c e e d u cat i o n a l s e m i n a r s

(see brochure)

H e n r y S ch e i n C r e d i t C a r d

Up to 2% cash back on purchases

Tom Dietzler
Practice Development Field Sales Consultant
7 1 7 . 9 5 1 . 9 0 9 5 Tom.dietzler@henryschein.com
Over >
Customer Questionnaire
Doctor_____________________________________ Date__________________

What are your personal and practice goals for this year?

What is your primary concern regarding your practice?

If you could wave a magic wand and change one thing about your practice,
what would it be?

Are you interested in learning how to increase your production, cash flow
and profitability? Explain.

Comments.

Tom Dietzler
Practice Development Field Sales Consultant
7 1 7 . 9 5 1 . 9 0 9 5 Tom.dietzler@henryschein.com
Henry Schein Dental
JDE______________ Date______________ Rep Code______________ Customer Name______________________________________________
Gross Collections_____________________ Customer Email_____________________________________________________________________
Years at current location_______________ Number of Ops_________ Number of Non-Dentist Employees______________________________
1. What is your Practice’s greatest challenge this year? (Circle one and add notes)
High Overhead Lack of New Patients Too Many Patients Appointment Scheduling Incorporating Technology
Account Receivables Team Harmony Staff Turnover Cash Flow Productivity
Stress Payroll Recruit Employee(s) Cancellations Retirement
Other (Please explain below)

2. When in dental school and you envisioned your practice, what did it look like compared to now? (Circle one and add notes)
More Attractive Facility Bigger Facility Insurance Participation Single Doctor Practice Multiple Doctor Practice
More Rewarding More Profitable More Technology Different Clientele

3. Is your team performing in an efficient, productive and harmonious manner? (Circle one and add notes)
I’m Satisfied I’m concerned about (please circle below)
Front Office Staff Clinical Staff Inefficiency Harmony Profitability

4. What are your professional goals? (Circle one and add notes)
Increase Profit Retirement More Time Off Large Purchase Sell Practice
Grow Practice

5. If you could solve any issue today, which would it be? (Circle one and add notes)
Team Harmony More Profitable Practice Different Facility Technology A/R Cash Flow
Personal Goals Reached Professional Goals Reached Other (Please explain below)

6. What equipment or technology do you plan to purchase to maximize your section 179 this year? (Circle one and add notes)
Replace Existing Ops Digital Pan Digital Sensor Dentrix Chairs
Cabinets Laser 3D Cone Beam Imaging New Office E4D/CAD/CAM
Computer Hardware/OATS Microscopes Digital Processor Update Practice Appearance None
Other (Please explain below)

7. How many un-equipped ops?

8. Are you currently using digital radiography?

9. Do you have a panoramic X-ray? (digital, film or none)

10. Do you have a dental laser? (Hard tissue, soft tissue, both or none)

11. Do you use office management software? If so which brand?

12. What type of dentistry do you practice? (Circle all that apply)
Endodontics Orthodontics Oral Surgery Periodontics Pedodontics
Prosthodontics Cosmetic Dentistry General Practice Implantology Other

T o m D i e t z l e r | Practice Development Field Sales Consultant | 7 1 7 . 9 5 1 . 9 0 9 5 | Tom.dietzler@henryschein.com

Business Treatment Plan
1. Fee Schedule Analysis Target Date: ________
a. How are fees determined?
b. Strategy for fee increases
c. Uncollected revenue in the hands of the insurance company

2. Radiography Department Review Target Date: ________

a. Maximizing our diagnostic opportunities
b. Doing what’s best for our patients

3. Marketing Review Target Date: ________

a. Internal
b. External

4. Hygiene Dept. – Recall/Perio Target Date: ________

a. Value to the practice
b. Communication before clinician
c. Building value
d. Creating need for return
e. Cancellations/Broken appointments

5. Case Presentation Target Date: ________

a. The fulcrum of a practice
b. Consultative vs. Transactional
c. The role of Assistants and Hygienists
d. Effective Listening
e. Developing the “right” questions

6. Team Harmony Target Date: ________

a. Develop Job Descriptions
i. Determine training needs
ii. Seven elements of a comprehensive job description
1. How to get started
b. Develop Hiring and Training Manual
i. Hiring effective, motivated, productive team members
1. Where and how to find them
2. The interview process
3. Working interview
4. Training and Education
c. Performance Review
i. Ten steps for effective performance appraisals
ii. How to appraise performance
d. Keeping Valuable Team Members
i. Knowing what employees value
ii. Six strategies for keeping team members
e. Hiring and develop a practice administrator

Business Treatment Plan Continued >

 Business Treatment Plan Continued

7. Accounts Receivable Target Date: ________

a. What is the current policy
b. What is the aging of accounts receivable
c. Creating a goal and a strategy
d. Optimizing accounts receivable balance

8. OSHA Compliance Certification Target Date: ________

a. Review
b. Presentation and CE

9. Ditching Dental Insurance Target Date: ________

a. Replacing patients vs. dropping
b. Strategy
c. Role of marketing
d. Role of receivables

10. Kerry Straine – 1 Hour Consultation Target Date: ________

a. Straine Survey
b. Underwritten by Schein – $1,495.00
c. Focus areas of profitability

11. Tax Strategies Target Date: ________

a. Goals
b. Equipment
c. Staff
d. Location

12. Associates Target Date: ________

a. Introduction to Professional Practice Transitions
b. How do I find the right one?
c. Agreement options

13. Selling Practice Target Date: ________

a. When
b. How

14. Organization of the Office Target Date: ________

a. Systems, systems, systems
b. Supplies and ordering
c. MSDS sheets

Tom Dietzler
Practice Development Field Sales Consultant
7 1 7 . 9 5 1 . 9 0 9 5 Tom.dietzler@henryschein.com
Financial Health
Assessment
What’s keeping you awake at night?___________________________________
__________________________________________________________________

Are you enjoying your career? How do you envision your practice in 5 years?
__________________________________________________________________
__________________________________________________________________

Are you maximizing the full potential of your practice? ___________________

__________________________________________________________________

Are you willing to work with a financial planner and/or practice management
consultant to help you streamline your practice and take control of your finan-
cial future? ________________________________________________________
__________________________________________________________________

Do you have a personal or business plan? ______________________________

__________________________________________________________________

What are you doing currently to reduce stress and have a balanced life? ____
__________________________________________________________________

Name of practice: __________________________________________________

Address: __________________________________________________________
Telephone: __________________________Fax: __________________________
Email: ____________________________________________________________

Tom Dietzler
Practice Development Field Sales Consultant
7 1 7 . 9 5 1 . 9 0 9 5 Tom.dietzler@henryschein.com
Over >
Professional Partners

P r act i c e Ma n ag e m e n t
Straine Consulting – Kerry Straine
Dynamic Administrators - Nancy Zelno

Financial
Simply Financial Wealth Management – Business/Financial Planner
Fidelity – Investments/Retirement Experts
HPSC
Matsco
Citi Health Card – Patient Financing

Ma r k e t i n g
Golden Proportions Marketing
Demand Force

OSHA Training
Tom Dietzler and Karlene Stephany

P r o f e ss i o n a l P r act i c e T r a n s i t i o n s
Buying and Selling of Practices
Finding Associates
Practice Evaluations

Tom Dietzler
Practice Development Field Sales Consultant
7 1 7 . 9 5 1 . 9 0 9 5 Tom.dietzler@henryschein.com