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Phil Cassis

Henry Schein Business Consulting Specialist

As PPO plans continue to dominate the dental insurance marketplace, practices struggle with the stresses and pressures that these reduced plans create. From dictating standard of care to significant decreases in collections and profits, practices from around the country are feeling the pinch. For many dental practitioners this has become the new normal. Most dental practices lack the resources and expertise to effectively develop and implement an insurance management strategy. At Henry Schein, we are able to help practices develop and implement an insurance management plan that will effectively manage their PPO contracts, optimize insurance networks, and maximize revenue through fee strategy and coding enhancements.

Dr. Charles Blair

CEO of Dr. Charles Blair & Associates

With years of experience writing and speaking about coding, I have seen first-hand the impact improper coding and record keeping can have on a practice from loss of revenue, malpractice lawsuits and fines, to even jail time. That’s why I spend more than 50 hours a year teaching Henry Schein Sales Consultants about coding and how they can help dentists put procedures in place to protect their license.

Jeff Harmon

Henry Schein Regional Manager

By implementing just four coding changes, customers I work with have added $25,000 to $150,000 a year in revenue to their practice. In these challenging economic times it is more critical than ever for offices to make sure they are coding all procedures properly and not leaving any revenue on the table. I recommend Dr. Charles Blair's "Coding with Confidence" book, in which Dr. Blair provides easy to follow, step-by-step instructions on how to maximize insurance reimbursement with proper coding. Dr. Blair suggests that the 9110 code is the most underutilized code in dentistry today. Your Henry Schein Sales Consultant can help you determine if you are missing out on thousands of dollars by failing to use this code, or others.

Ronnie Klein

Henry Schein Sales Consultant

All practices should review their procedure codes every 2 years. When I sit down to assist my customers with coding, our first step is to run reports on the practice including how many patients they see, fee schedule, codes used, and the number of times each code was used. This requires very little time and only becomes a challenge if the office is not using computers. After pulling the reports, we review areas for improvement such as missing codes that should appear more frequently (ex. cavity varnish) and areas of potential growth for the practice (ex. billing lots of post and cores, the office should consider performing endo). After this analysis, my customers usually see a 10-15% increase in their gross income. I also recommend they schedule a follow-up consultation with Dr. Charles Blair who can advise them on miscodings and legal issues.

Dr. Matt Krieger

CEO of Million Dollar PPO Coaching and Consulting

As the presence of PPO's and patients who use them grow, efficiency must be maximized in order to maintain profitability. As your fees fall further and further away from your control, you must shift emphasis away from the per procedure fee, and focus on best business practices in order to allow for growth and expansion. I went through a very challenging period in my practice, when fees stood still, but costs increased! I saw my bottom line decrease, and my stress increase. For a long time I drifted through my days aimlessly, with little direction, and minimal hope for change. Finally, through hard work, coaching, and training, I was able to create a successful system focusing on 5 factors that affect efficiency. By optimizing each factor, I was able to arrive at a successful and highly profitable practice. Our concern is not with fees, but with the cumulative productivity of the practice. If you find yourself flat, seeing fewer and fewer patients, and selling less dentistry than in the past, and you would like to make a change, we can help.

Mike Alder

President, Unitas Dental

The dental insurance industry has grown increasingly complex and properly managing the various Preferred Provider Organizations, Provider Network Organizations and Discount Plan Companies has become much more difficult. Developing an insurance roadmap, negotiating fee schedules, and monitoring EOBs will increase practice revenue and reduce inefficiencies in insurance participation.