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How is charging $10,000 for dentures different than charging $5,000 for Rolex watch when you can buy a Fossil for $150?
FYI: USC's new dental technology center, directed by Michel Magne, charges $900 per veneer for the lab work. Is this fraud?
(BTW, anybody heard of Michel or Pascal Magne?)
I would probably opt for an occl. resin or inlay(composite or porcelain) myself. Id prefer not to have those great big ugly alloys stuffed in my teeth!!!
This is right on.Dai Pan, I think you are missing some basic economic principles on this one. This isn't the soviet union, we are living in a capitalistic nation- this is a free market. It is not "fraud" as you claim to charge 10,000 for a set of dentures. There's more that goes into cost other than raw materials and labor used to produce the units. The customer is paying for your expertise- for those 4 years of hard work you put in dental school- this is an intangible- there is no set price here. If you are claiming that your dentures are as good as anything the world could produce you are full of it, there is always someone better. You fail to consider location of the practice. Cost of living, real estate values= higher prices. A beverly hills practice charges more than a rural practice- do you think this is fraud too? If there wasn't a consumer willing to pay 10K for dentures then they wouldn't be selling them that high- basic suppy and demand. For some people money is not a factor. Some people want the absolute best of everything and will pay top dollar for it. If you are the best in the world at what you do you can name your price- this is not fraud.
How did this not get mentioned sooner?*snip*Free market economy*snip*
At risk of candidly saying so, this is a perfect example of what I was talking about in my first post on this thread.JohnTara will know what I am talking about as we sat through this very lecture together:
How much would you charge someone to have them remove calculus from your teeth? 30 bucks? 10?
Call it calcarious concretions and they would easily pay 100 or 200.
Dentistry is business and you charge a fee set by - YOURSELF!
I know I am but a grasshopper in this field (a small larvae), but this is the sole point of owning your own business. Charging 10K in the inner city will most likely end up in defaulting on loans. Charging it in uptown, well, your bimmer gets shipped faster.
I used to own a lawn aeration business (anyone part of the 235 club?). Everyone else charge 30 bucks for the lawn. I charged 45. I got the same amount of business as my colleagues and did the same thing. In the end I got more money. Ethical? Yes, my services were worth that much because I had been doing it for many years.
You charge someone 3K for a denture, he charges someone 10K. Overhead on the denture is 1800. You take home 1200, he takes home 8200. Who cares if he offers extra minty water or 3 fittings. In the end he charges more because he LEGALLY can (no HMO's in dentistry) and because he feels it is worth that much.
I see no problem with calling it calcarious concretions and charging more.
Making up pretentious names to impede your patients' understanding of what you're doing (as in, not only failing to improve their health awareness, but actively working to diminish it) and inflate the perceived danger to their health? Completely antithetical to any concept of ethical practice.
I don't see it this way at all. We are health professionals and what we deal with is serious stuff (heart surgery serious, no, but still serious). I feel that a lot of the problem with dentistry is that there isn't a lot of "medical" respect in the general public about dentistry. I feel that a lot of this problem comes from the dentists. When we respect dentistry and convey that respect to our patients (by using "pretentious" words, physicians do it, but when we do it its pretentious) they will in turn respect it. If you treat your dental work like it is nothing, then your patient will be more likely to question the cost when you show them the treatment plan and be less likely to comply. If you treat your work with the respect it deserves, when you drop a 5k treatment plan that will take 6 months to complete, they will be less likely to question it and more willing to comply. You are not being shady, or pushing un-needed treatment on the patient, you are helping them to get their teeth to the point where they are healthy, viable and long lasting.
I might have to work the free market economy a little after seeing what the combined fixed/removeable lab bills were for my practice last month, just over $12,000 , but then again production was just over $150,000 , and believe me when I say that I'm not charging anywhere near $10,000 for 2 arches of removeable nor am I paying anything near $900 for a unit of fixed
And when you try to use such pretentious language to explain your treatment recommendations, you're going to have an office full of blank stares gazing back at you.
Case acceptance requires that your patients understand the problems they face without care, and the benefits of the treatment you're recommending. That means communicating to them in language that's less pretentious and more accessible, not the other way around. It means explaining their periodontal disease in terms of "ordinary plaque that becomes mineralized and starts damaging the bones & ligaments that hold your teeth firmly in place", not "calcarious deposits" or whatever term the other poster's professor used.
If you can't get them to understand the problems, you'll never get them to agree to the solutions.
A free market economy does not absolve us from respecting patient naivete. One of the basic assumptions of a market economy is that customers are well informed and know what they are paying for. In some cases that would take eight years worth of "patient education." Consequently, we just "teach" what we feel they need to know, and usually patients will "take your word for it." At least, if the patient trusts you. But that's a story for Guinness to tell, "Dr. Real World, get-your-nose-out-of-the-books-and-[presumably] into-the-bar-man."
Charge fees according to the dictates of your own conscience, but it would be IMMORAL to take advantage of that patient trust to unreasonably increase your profit margin. OR deliver "patient education" that persuades a patient into unnecessary more expensive procedures. I'm not saying that all patients are just staring up at you with big blue eyes asking to be ripped off, but to justify charging any fee you want because dentistry is a "business" doesn't adequately defend your position. With that said, charge what you think you're worth.
Dentistry cannot be reduced to a simple business. Patients do NOT equal simple customers.
I'm just a n00b, but isn't there a point at which a dentist's work becomes fraudulent?
The examples I'm thinking of involve price gouging (only dentist within 200 miles so you charge double what you could normally expect), and empty promises or deceptions ("Pay an extra $X for this space-age material and you will never have another cavity for the rest of your life!"). What about a dentist who encourages patients to replace their amalgam fillings because the mercury is slowly causing them to die?
Dentistry is a bussiness and the goal is to make money. You as the owner can charge whatever you wish whether it is a "Newly Dental Grad Special 10 dollars occlusal filling" or a 1000 dollars "Specialist Special". However, there are two things that you should consider. One is the "costumary fee" that the insurance looks at. I am quite sure that if I submit a 10 grand denture to my insurance for pre-approval , it will be rejected unless there is something in that set that can't be achieved with a 3K dentures. DP
In a perfect idealistic world, this sounds great. But when patients look at perio as "ordinary plaque that becomes mineralized" they tell themselves, "It is ordinary and I really want that new car, and it doesn't hurt, and my dad didn't come into the dentist every year and he didn't get dentures until his 50's and I am in my 40's so I will worry about it when I am 50." People are stupid, and when you allow them a way out, they will take it. If you give the person any reason to not get work done, they won't.
Example:
Patient comes in with large carious lesion on #3. You tell them that if we crown it today, they can avoid future problems (root canal, extraction, etc). The patient says, "Oh, well this has been a tight month, can we put it off for a couple of months?" You tell them you really shouldn't, these caries can travel fast, in a couple of months it could very easily be a root canal, blah blah blah." The patient then looks at you and says "oh, so your saying I can wait a couple of months. Thanks doc, I'll see you at my next hygiene appt in 6 months."
People are stupid and don't understand why they need the work. When you present a treatment plan, they are not looking to better themselves, they are looking to save a buck. And if you allow them to do that by not treating dentistry with the respect it deserves, you are doing a disserve to your patient.
If you routinely can't explain in ten minutes why one particular tooth needs a crown, the problem isn't that you have stupid patients. That's one of the most common conversations you'll have with patients, and if you'll forgive me for saying so, it's a pretty easy one.We spent 8+ years going through a science background to obtain the knowledge we have. Don't expect your patients to understand it in a 10 minute consult.
If you routinely can't explain in ten minutes why one particular tooth needs a crown, the problem isn't that you have stupid patients. That's one of the most common conversations you'll have with patients, and if you'll forgive me for saying so, it's a pretty easy one.
From day one out of dental school, I have refused to let insurance dictate what treatment plan or what I charge (that is of course unless you are a provider). Often teeth can be beautifully restored with three and four surface onlays, and insurance will reject to a 4 surface alloy---yuck!!!. If a patient has metlife, the "customary fee" for a PFM is $640. Lets see, my lab bill was $145, thats just my lab bill. If you start breaking down the costs involved for this patient do you think the return was worth it? I have not broken down costs to this level, but I really don't think that $640 (dictated by the insurance company) is customary. Dr. Phan, Im sure you are a great clinician, do you really want to retire at 83? ---
Um, you did.Who said that was hard?
Patient comes in with large carious lesion on #3. You tell them that if we crown it today, they can avoid future problems (root canal, extraction, etc). The patient says, "Oh, well this has been a tight month, can we put it off for a couple of months?" You tell them you really shouldn't, these caries can travel fast, in a couple of months it could very easily be a root canal, blah blah blah." The patient then looks at you and says "oh, so your saying I can wait a couple of months. Thanks doc, I'll see you at my next hygiene appt in 6 months."
We spent 8+ years going through a science background to obtain the knowledge we have. Don't expect your patients to understand it in a 10 minute consult.
Wow Dr. Jeff. You are paced to do 1.8 million for the year! Thats quite an impressive practice. Are you solo? With what the ongoing opinion around here about overhead (50-60%), you are grossing like $810,000 for 2007! I don't see how you have time to post around here Good job.
If that's how you want to run your practice & treat your patients, I hope it works out well for you.
You make that sound demeaning.
Let me make my point clearer and Johns as we talked about it at school today.
Educating the patients is the point. Educating them like they are 5 will dumb down your treatment plan and they may not be as likely to accept it.
"Your teeth are dirty and it's going to be 50/ arch"
vs.
ordinary plaque that becomes mineralized and starts damaging the bones & ligaments that hold your teeth firmly in place and it will cost 200/arch.
The second one sounds more technical, gives the profession more respect and for the patient sounds better when they pull out the check book.
If you are worth 3 million as a dentist and want to set fees that you are worth then you don't say things like I am going to scrape off slime with a rake and charge you 200/ arch. You sit down with them, give them professional advice, using financial terms they respect and are more willing to pay for. My point wasn't to use those words to squeeze another 1000 bucks from them, but to use words like that so you sound as much as you are worth.
Unfortunately I was tired in my earlier post and didn't quite explain it as well as I should have. I hope that makes sense.
I've found that both approaches of presenting a tx plan have their place. So much of it is getting a quick read of your patient and targeting your explanation to them. Not to sound crude, but frankly some patients just won't/can't respond/comprehend the "$200/arch" explanation and its not often the $$ issue, but way to commonly a comprehension/intelligence issue. Those folks need the "$50/arch" presentation style. Others, if you give them the "$50/arch" presentation they'll think you got you're degree by sending in some box tops from your frosted flakes and not respond to you.
Matching your patient education style to them, is very important, if you give the $200/arch talk to someone who can only handle the $50/arch talk, then your not doing that $50 of tx and someone else will. You basically can't have a standard patient education/tx presentation style since people very so much. The ability to read people and adapt how you educate them about their dental issues is often what will allow you to convert a very high percentage of consults into return visits for the actual treatment
This is good real world advice. Its not about being fake, or misleading, but everyone is different. There is not one way to sell a treatment plan. When you first meet a patient, you need to figure out the socioeconomic level, educational level, and what he or she really is there for. I have a particular staff member interview every new patient before I meet them. Often a patient is intimidated when they talk to the "doctor", and if you let them speak with a down to earth "normal person" you can get alot of info before you formally meet them. My advice, learn everything you know about: golf, nascar, home decor, building a deck, dogs, baseball, west virginia, alaska, football, etc....etc.....etc... You never know who you are going to meet, and what their interests are. You can be an average/ below average clinician(Im not speaking for myself---lol ), and be very very successful if you know how to INTERACT (without patronising or being fake) with your patients.
I promise I'm not trying to sound demeaning. Sometimes, agreeing to disagree is all you can do, and I think your classmate and I are at that point.You make that sound demeaning.
Let me make my point clearer and Johns as we talked about it at school today.
Educating the patients is the point. Educating them like they are 5 will dumb down your treatment plan and they may not be as likely to accept it.
I appreciate you saying so, since if you check backward in the thread you'll see that's a description I suggested for educating perio patients."Your teeth are dirty and it's going to be 50/ arch"
vs.
ordinary plaque that becomes mineralized and starts damaging the bones & ligaments that hold your teeth firmly in place and it will cost 200/arch.
The second one sounds more technical, gives the profession more respect and for the patient sounds better when they pull out the check book.
You and Jeff and OceanDMD are all absolutely right, and I agree with you. You have to tailor your patient education techniques to match the patient's dental IQ. Some patients are able to appreciate a more detailed explanation of the causes & effects of a given problem, but I'm not kidding when I say you'll also have plenty of patients who don't even know what plaque is or why they should care two whits about it. With those folks, you have to start at the very bottom and slowly work your way up.If you are worth 3 million as a dentist and want to set fees that you are worth then you don't say things like I am going to scrape off slime with a rake and charge you 200/ arch. You sit down with them, give them professional advice, using financial terms they respect and are more willing to pay for. My point wasn't to use those words to squeeze another 1000 bucks from them, but to use words like that so you sound as much as you are worth.
I think I've been on the same page as you--or at least pretty close--all along. Like I said before, though, your classmate and I are on different worlds, and to be honest, I'm not too enthused to arguing about patient management with someone who's still two years from seeing his own patients. I'm sure his boss makes it look easy, but watching it is a far cry from doing it.Unfortunately I was tired in my earlier post and didn't quite explain it as well as I should have. I hope that makes sense.
Like I said before, though, your classmate and I are on different worlds, and to be honest, I'm not too enthused to arguing about patient management with someone who's still two years from seeing his own patients. I'm sure his boss makes it look easy, but watching it is a far cry from doing it.
You say you aren't trying to be demeaning and then you write this. Also, you may have done more procedures than me, but I guarantee I have seen/assisted more implants placed than you have done procedures (and that is just one procedure, I have probably seen more bone grafts done than procedures you have performed on patients as well). So, even though I don't hold the drill (yet), I am way, way, way, WAY more experienced in dentistry than 90% of you guys (most likely you included as well).
So, even though I don't hold the drill, I am way, way, way, WAY more experienced in dentistry than 90% of you guys .
I'm guessing your goal is to specialize.
You may have watched the surgery, did you help treatment plan and assess the bone availability, augment bone, avoid sinuses/IA canals?
Sorry, but I'm calling BS.Yes, yes, yes, and yes. I have done all of that.
Open your mind. I spent one 1 1/2 years assisting a general dentist/endodontist/OMFS before dental school as well. Don't ever think you know more than you know.
Im sure you could probably pick up a handpiece and produce like Dr. Jeff your first month right, I mean you have seen/assisted thousands of procedures right?
Sorry, but I'm calling BS.
Nice try.Play nice guys. Closing.
You say you aren't trying to be demeaning and then you write this. Also, you may have done more procedures than me, but I guarantee I have seen/assisted more implants placed than you have done procedures (and that is just one procedure, I have probably seen more bone grafts done than procedures you have performed on patients as well). So, even though I don't hold the drill (yet), I am way, way, way, WAY more experienced in dentistry than 90% of you guys (most likely you included as well).
Nope, I love General Dentistry.
Yes, yes, yes, and yes. I have done all of that. Don't assume you know where I am coming from and what I have or have not done.
Play nice guys. Closing.
Actually, after further review, you & jb are probably right. I think it's time to put this one to bed.When it's an ADMIN that's in a catfight it stays open. but that was cute.