DentaltownUK August 2017 - 11

Then I'll ask dentists what their 'close rate' is
on sales-and they reply, 'What? Do you mean my
treatment plan acceptance rate?' They can't even use
business terms. Health care and government are too
sacred to be bothered with efficiency and profitability,
but doctors need to have an idea-the success of their
practice relies on that knowledge!

Think macro, not micro
I laugh when dentists can't tell me sales-related
numbers but can rattle off the fact that their bonding
agent bonds at 27 megapascals. Like that's supposed to
matter, as if billion-dollar dental companies would sell
glue that doesn't work! I don't need to take CE to see if
their glue works; I'm thinking if they sell a billion dollars
a year in glue, it's probably real damn gluey! But some
dentists would rather spend their time double-checking
the strength of that bonding agent by watching a lecture
(given by a dentist who doesn't even remember organic
chemistry) because that feels like a better use of their time
than recording all of their incoming calls and going over
missed opportunities that could've led to new patients.
Similarly, why are dentists so focused on composite
glues if only one person out of three accepts their treatment
plan? Why aren't dentists wondering why the nation drills,
fills and bills only 38 percent of the cavities diagnosed,
let alone everything else? If I said, 'The country would
be better off if we just removed 100 percent of all the
decay and then filled the resulting holes with butter,' I
already can imagine the Townie conversations online:
*
'Does Gordon recommend butter, or margarine?'
*
'Which instrument does Dr. Kois use to spread
his butter?'
It's so important to rethink how we do business,
and which metrics are important when it comes to
success. Between 1955 and 2014, a full 88 percent of
what had been Fortune 500 companies either dropped
off the list or disappeared entirely. Nine out of every 10
Fortune 500 companies in 1955 are gone today, because
of market disruption and creative destruction, and that
churn is getting even faster in our modern society. The
companies that survive and thrive are the ones that can
provide customers with low prices, high-quality products
and services, and great service. Is your practice on track
for success? n

Off the Charts
(in a Bad Way)

These companies were in the Top 10
of the Fortune 500 list in 1955 but
off the list entirely by 2014.
Esmark (#5): The Chicago-based group owned
Avis Car Rental, Max Factor, Tropicana and more.
Was purchased in 1984 by Beatrice Foods, which
itself was purchased by ConAgra in 1990.

Chrysler (#6): After a U.S. government bailout
and a sale to German car company Daimler-Benz,
it's now owned by Italian car company Fiat.

Armour (#7): The meatpacking giant was
purchased by Greyhound in 1970 and has been
since split into components and sold again. (For
example, the German company Henkel now owns
Dial soap, which originally was an Armour item
because the soap was made from a byproduct
of the meatpacking industry.
Gulf Oil (#8): Merged into Chevron in 1984.
Cumberland Farms purchased Gulf's naming rights
in 1986, and then the company in full in 2005 to
"reinvent" the brand. It's now owned by ArcLight
Capital Partners, a private equity firm.

dentaltownuk.com \\ AUGUST 2017

11


http://www.dentaltownuk.com

Table of Contents for the Digital Edition of DentaltownUK August 2017

Cover
On Dentaltown.com
Editorial with Mike Gow
Meet the Team
Howard Speaks: Drive-Thrus and Dentistry
Endodontic Reboot: Part One
Classified Listings
Brand Advertising
A United Voice
Adhesion in Primary Dentition Restorative Dentistry
Additive Dentistry
Zero Moment of Truth
Through the Keyhole
Message Boards: Re-treats question
Due Diligence—A Vendor's Perspective
Message Boards: Antibiotics after Surgical Extraction
Adding Value to the Patient Experience
Lifestyle
Poll: General Dentistry
CE Update
Students Section
Wishlist
DentaltownUK August 2017 - Cover
DentaltownUK August 2017 - Cover2
DentaltownUK August 2017 - 3
DentaltownUK August 2017 - 4
DentaltownUK August 2017 - On Dentaltown.com
DentaltownUK August 2017 - Editorial with Mike Gow
DentaltownUK August 2017 - 7
DentaltownUK August 2017 - Meet the Team
DentaltownUK August 2017 - 9
DentaltownUK August 2017 - Howard Speaks: Drive-Thrus and Dentistry
DentaltownUK August 2017 - 11
DentaltownUK August 2017 - Endodontic Reboot: Part One
DentaltownUK August 2017 - 13
DentaltownUK August 2017 - 14
DentaltownUK August 2017 - Classified Listings
DentaltownUK August 2017 - 16
DentaltownUK August 2017 - 17
DentaltownUK August 2017 - 18
DentaltownUK August 2017 - 19
DentaltownUK August 2017 - 20
DentaltownUK August 2017 - 21
DentaltownUK August 2017 - 22
DentaltownUK August 2017 - Brand Advertising
DentaltownUK August 2017 - 24
DentaltownUK August 2017 - A United Voice
DentaltownUK August 2017 - Adhesion in Primary Dentition Restorative Dentistry
DentaltownUK August 2017 - 27
DentaltownUK August 2017 - 28
DentaltownUK August 2017 - 29
DentaltownUK August 2017 - 30
DentaltownUK August 2017 - 31
DentaltownUK August 2017 - Additive Dentistry
DentaltownUK August 2017 - 33
DentaltownUK August 2017 - Zero Moment of Truth
DentaltownUK August 2017 - 35
DentaltownUK August 2017 - 36
DentaltownUK August 2017 - Through the Keyhole
DentaltownUK August 2017 - 38
DentaltownUK August 2017 - 39
DentaltownUK August 2017 - 40
DentaltownUK August 2017 - 41
DentaltownUK August 2017 - Message Boards: Re-treats question
DentaltownUK August 2017 - 43
DentaltownUK August 2017 - 44
DentaltownUK August 2017 - 45
DentaltownUK August 2017 - 46
DentaltownUK August 2017 - 47
DentaltownUK August 2017 - 48
DentaltownUK August 2017 - 49
DentaltownUK August 2017 - 50
DentaltownUK August 2017 - 51
DentaltownUK August 2017 - Due Diligence—A Vendor's Perspective
DentaltownUK August 2017 - 53
DentaltownUK August 2017 - 54
DentaltownUK August 2017 - 55
DentaltownUK August 2017 - Message Boards: Antibiotics after Surgical Extraction
DentaltownUK August 2017 - 57
DentaltownUK August 2017 - 58
DentaltownUK August 2017 - 59
DentaltownUK August 2017 - Adding Value to the Patient Experience
DentaltownUK August 2017 - 61
DentaltownUK August 2017 - Lifestyle
DentaltownUK August 2017 - 63
DentaltownUK August 2017 - 64
DentaltownUK August 2017 - 65
DentaltownUK August 2017 - 66
DentaltownUK August 2017 - 67
DentaltownUK August 2017 - 68
DentaltownUK August 2017 - 69
DentaltownUK August 2017 - 70
DentaltownUK August 2017 - 71
DentaltownUK August 2017 - 72
DentaltownUK August 2017 - 73
DentaltownUK August 2017 - Poll: General Dentistry
DentaltownUK August 2017 - 75
DentaltownUK August 2017 - CE Update
DentaltownUK August 2017 - 77
DentaltownUK August 2017 - Students Section
DentaltownUK August 2017 - 79
DentaltownUK August 2017 - 80
DentaltownUK August 2017 - 81
DentaltownUK August 2017 - 82
DentaltownUK August 2017 - 83
DentaltownUK August 2017 - 84
DentaltownUK August 2017 - 85
DentaltownUK August 2017 - 86
DentaltownUK August 2017 - 87
DentaltownUK August 2017 - Cover4
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