Dentaltown November 2017 - 87

Meet this featured speaker at Townie Meeting 2018!
SmartBox CEO Colin Receveur will be one of the featured speakers at Townie Meeting
2018, which runs April 11-14 in Orlando, Florida. To discover more about the event, or
to take advantage of discounted admission through Dec. 31, visit towniemeeting.com.

promotes Receveur's new book, The
Four Horsemen of Dentistry: Survival
Strategies for the Private Dental
Practice Under Siege]. When did this
come along?
CR: I think there are four big threats
facing dentistry today. Of course,
there's corporate dentistry. In many
markets, you've got your Aspens and
ClearChoices coming in, and they're
the big gorillas in the room. They're
driving up marketing expenses and
they've got economies of scale. They
get everything cheaper and they have
more marketing dollars.
You've got more dental grads than
ever, you've got dental schools opening
up everywhere and you've got older
doctors extending retirement because
of the Great Recession. Hence, you've
got more competition.
Insurance sure isn't something to
write home about these days. I read an
interesting article recently where four

doctors in Massachusetts filed
a class action lawsuit against
Delta for what it has done there,
cutting off top tier. There's a lot
of pushback on that from a lot
of dentists. It's their livelihood.
And then there's economic
uncertainty. We've been
in the largest, longest bull
market since World War II. To not
consider a plan if there's a small
setback in the economy, I think,
is shortsighted. I'm a big planner,
and how you're going to prepare for
these situations is what I push our
doctors to do.
HF: When dentists call you up and
say, "Dude, I want more new patients,"
what do you say?
CR: First, you've got to do the
diagnostics. You've got to meet with
them and see what they want. Every
practice is different. Every market is
different. We figure out what is needed,
then put together a blueprint of where
these wants and needs align. Also, how
does this plan look? And what results
do we see as being realistic to achieve?
HF: I also think the procedures a
dentist wants to do would matter. Like
Invisalign would be a totally different
patient than one needing an implant.
Would you agree that the majority of
implant patients are elderly?
CR: Oh, they're all the boomers.
That's where the money is. That's your
largest edentulous population.
HF: So you're saying the implant
market is boomers and the Invisalign
market is millennials? Is it a completely
different campaign and target market?
CR: The target market's different,
but the mechanism, the strategy to get
people to buy a $5,000 Invisalign case
or a $25,000 implant case, is still the
same. As transaction costs increase, so
does required trust. And building that

As transaction
"costs
increase,

so does required
trust. And
building that
trust, whether
you're building
it with a
millennial or
with a boomer,
it's all the
same.

"

dentaltown.com \\ NOVEMBER 2017

87


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Table of Contents for the Digital Edition of Dentaltown November 2017

Dentaltown November 2017 - Intro
Dentaltown November 2017 - Cover1
Dentaltown November 2017 - Cover2
Dentaltown November 2017 - 1
Dentaltown November 2017 - 2
Dentaltown November 2017 - 3
Dentaltown November 2017 - 4
Dentaltown November 2017 - 5
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Dentaltown November 2017 - Cover3
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