Roger P. Levin,
Roger P. Levin, D.D.S., M.B.A., is the founder and president of
The Levin Group, an international practice management and marketing consulting company
that has worked with more than 1,000 practices throughout North America. Dr. Levin
lectures more than 100 days annually to both specialists and general dentists and is a
member of the National Speakers Association. He has written more than 800 articles and 20
books, and publishes 6 national newsletters on management and marketing. Dr. Levin has
also produced 11 audio and 5 video tape series focusing on practice marketing and
management. He is a regular columnist for Dental Economics and a consultant to the
American Dental Association Council on Dental Practice. Dr. Levin has been elected to
Who's Who in Sales and Marketing every year since 1987. In addition, Dr. Levin is a former
finalist for Maryland's Entrepreneur of the Year.
You can contact the Levin Group, Inc. at 1-800-443-3303.
Myrtle Beach, SC
East Coast Convention
East Tennessee Academy
of Dental Practice Admin.
New Orleans, LA
New Orleans Dental
Park Ridge, IL
To Be Determined
To Be Determined
Long Island Academy
ADA National Meeting
Excellence In Dentistry, the publisher of The Profitable Dentist Newsletter, is
holding its 3rd annual Fall seminar on August 7-10 in beautiful Keystone, Colorado. This
four day seminar will include focus groups, exhibitors, and exhibitor presentations, along
with lots of fun, food, and entertainment. Highlighting this event will be a panel
discussion on "Saving Fee-For-Service Dentistry" featuring keynote speaker Dr.
Space for this important event is limited. To register, call The Profitable Dentist office
toll-free at 1-800-337-8467.And for more info about beautiful Keystone, Colorado click here.
Few factors have had such a dramatic impact on increasing practice
productivity and profits and decreasing stress as the revolutionary concept of the Boutique
Dental Practice. Have you ever received boutique service before? Don't feel bad if you
haven't. Actually, many people never experience boutique service. But, as professionals in
dentistry, we owe it to our patients and ourselves to turn our practices into boutiques.
The boutique practice enables dentists to reach their full potential, while simultaneously
providing the highest level of service to patients.
There are three primary components to the boutique practice that we at The Levin Group
teach our clients:
1. High quality
2. Exceptional customer service
3. High fees
A combination of all three above-named elements is required for building a highly
successful dental practice. The boutique practice philosophy helps practices become even
more successful than they already are, but, more importantly, it may be the only effective
solution for dealing with changes in traditional dental needs due to the permeation of
The foundation of the boutique practice is high-quality dental care.
Without quality care, the practice will be unable to charge appropriate fees and offer
distinctive customer service. Each team member in the practice must make a conscious
effort to offer and promote quality. One way to ensure quality is by attending continuing
education seminars and study clubs. These outlets help you and your staff stay on top of
the most current techniques and materials available in dentistry. While attending seminars
and study clubs may be somewhat time consuming, it is an investment, which, if it becomes
a routine part of your and your staff's duties, will surely pay off.
In addition, highly successful boutique practices become so as a result of increasing the
percentages of elective services they perform. Why? The answer is simple. Elective
services are the most effective way to combat the effects of managed care and to deal with
the changes in modern society's dental needs and wants.
For example, suppose your practice adds additional cosmetic procedures to its list of
elective services. Begin tracking each cosmetic procedure's production, and compare this
figure to the practice's overall production. The percentage you come up with indicates the
role each service plays in your office's production. Say your office's production for July
is $70,000. Of that $70,000, porcelain laminate veneer procedures account for $14,000. Use
the following calculation to figure the percentage of production from veneers:
[$14,000 (veneers)/$70,000 (total)] x 100=20%
This formula shows you that 20 percent of July's production is from
porcelain laminate veneers. Using this figure, you can now formulate a goal for your
production from veneers. Each procedure you perform should be given a specific goal with
an overall objective to increase the total percentage of cosmetic procedures. In addition,
this calculation will help you determine which services to market and to what degree.
Turning boutique also requires extremely high levels of customer service. Each patient
should leave the practice with what I call the "WOW" factor. This means that
your patients are so impressed by how they are treated that they literally say
"wow" as they walk out the door. This may sound a bit unrealistic, but I have
seen first-hand the effects the boutique practice has on its patients. Exceptional
customer service goes a long way in enhancing your practice and helping you achieve your
Do not misunderstand your motivation for charging high fees. Do not feel bad for charging
high fees. You are not out to take advantage of patients, and you know it. If you are
going to have a well-trained staff that can provide exceptional care and outstanding
customer service, the best materials available in dentistry, and the newest techniques
available in the industry, among other things, you will need to charge high fees. Getting
the best doesn't come cheap. In addition to covering your expenses, your fees will have to
be high enough to allow for reinvesting in the practice.
Investments have one purpose - to increase productivity and profitability. How can you
invest in your practice? If you purchase the latest in dental technology equipment and
close the office for continuing education seminars for your staff, you can expect your
expenses rise significantly. But with this rise in overhead comes an increase in employee
productivity and practice profitability. With a more educated staff and a head start in
the industry's technological advances, you can expect your fees to be well worth their
weight in gold, so to speak.
The Levin Group has surveyed hundreds of thousands of patients for our clients during the
past 10 years, and one primary concern regarding fees continually surfaces. Most patients
believe that the fees in their dental practice are too high, yet they continue to return.
Meanwhile, patients in boutique practices report that the practice's fees are reasonable -
even though these fees are among the highest in dentistry! Why? Patients appreciate the
better care and higher level of customer service the boutique practice provides, and they
are willing to pay more for it.
While the boutique practice enables you to have the highest quality care, highest levels
of customer service, and highest fees of any practice in dentistry, perhaps its greatest
asset is its ability to handle changes in dentistry such as managed care. It's not just
financially beneficial, it's also the smart way to practice dentistry today.