developing equine dental profit ctr 2013 martinez
DESCRIPTION
Presentation to AAEP Focus 2013 Business Education Session. Strategies I used to implement and grow an equine dental profit center.TRANSCRIPT
MY BACKGROUND
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DEVELOPING A DENTAL PROFIT CENTER
• “How did I get here?”
• Career history with dentistry
• Hagyard Dentistry Proposal
• Results
• Future
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DENTISTRY EXPERIENCE
• OSU Vet Med - Basic dentistry, 1-2 lectures, lab?
• 2003 - Hagyard Internship - Handtools with mentor
• Broodmares, wolf-teeth
• KY (Practice Act- Includes dentistry but....)
• 2004-2008 - Role change at Hagyard as an Associate
• New Area, New Farm, Lay Dentist 1-2x / year4
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DENTAL HEALTH & PREGNANCY• PubMed -Human Literature search-
• Multiple articles show periodontal disease as a risk factor for pre-term births & low birth weights in humans.
• Study in Turkey- 50 women, 4 PTLBW (3+ oral paths. in amniotic fluid)
• Periodontal disease can affect pregnancy directly (orgs) & indirectly (infl med)
• Stressed importance of good oral health & importance of treatments if necessary while pregnant.
• More study necessary & uniform guidelines to various practitioners.
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DENTAL HEALTH, PREGNANCY, HORSES & ME (OH MY!)
• Large TB farm visited by out of state lay dentist in Oct-Nov.....
• ~2008- Perceived increased incidence of Fall Abortions by Mgt/Vet team
• Concerns over stress of procedure, oral trauma, bacterimia?????
• Value of potential offspring warranted re-evaluation of procedures.
• Farm desired mares be evaluated, floated & treated as needed and they desired a veterinarian provide the dental care.
• Pubmed search “Pregnant mare dentistry” = results sparse (1/5)
• Common Sense - Good dental health, happy pregnant mare.
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NON-PREGNANT DENTISTRY ONLY
• Large TB Farm
• Annual Dental Exam & treatments when not pregnant
• Perfect TB world - Between Day 10-30 post foaling
• Barren and Maidens in Nov/Dec when in barns under lights
• 2-3 mares due for dentals daily during foaling season.
• Dental records are kept and consulted as needed.
• 2008-2009 Fellow Hagyard Associate7
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OPPORTUNITY KNOCKS• 2010
• Hagyard Assoc leaving the practice
• Dentistry refresher / Barren & Maidens
• Added 3-4 mares to daily on-farm duties
• 165 Mares (130F, 35 B&M)
• Interest in dentistry grew, looked to expand to “off-season,” become more advanced...
• 2 Day Wet-lab with Dr. Travis Henry -new toys, ideas etc.
• AAEP Focus & Annual Convention8
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• Proposal
• Intro - Advances, tools, standards, techniques
• Need - Routine to complex procedures, promotable unit of a large referral center
• Patients - Current clients, Racetracks, Show Barns, referrals, colics, electives..
• Proposal-
• Continued study by Dr. Martinez
• Upgrade Equipment - Planned to stage purchases based on skills/need/demand
• Personal Investment
• Clinic Promotion - Client Edu Ops, Social Media, Cases in Hospital
• Demo Days - Free Oral Exam days / Intern wet-labs etc...
Equine Dentistry
Hagyard Equine DentistryProviding routine dental evaluations and advanced dental care to horses of all ages.
Regular dental exams by your veterinary dentist help address and treat problems early, promoting lifelong oral health. The mouth of the growing horse is constantly changing until 6 years of age. Regular maintenance will insure a healthy pain free mouth.
Call today to talk to a Hagyard Dentist 859-255-8741
www.hagyard.com
It’s more
than just
floating
teeth.
Regular dental care can:• Improve health and comfort of your horse
• Improve performance• Increase feed efficiency
• Reduce vices such as head tossing and resisting the bit
Hagyard Equine Medical Institute
Services Available:• Routine Equilibrations• Wolf Tooth Extraction• Bit Seat Adjustment• Tooth Extraction• Diastema Widening• Diagnostics
• Intraoral Photography• Endoscopy• Radiology
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NUMBERS - MARTINEZ 2011PROCEDURE Price # in 2011 by
Dr Martinez2011 Revenue by
Dr. Martinez
Basic Dental Exam
Dental Float <2yrs old
Dental Float >2yrs old
TOTAL DENTAL WORK
Coggins Tests (horses needing dental care)
Dentistry Potential
$32.50 8 $260
$78.00 1 $78
$83.50 178 $14,863
187 $15,201
$32.00
$78.00
829 $63,386.50
6757 $216,224
6757 $527,046
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NUMBERS - INVESTMENT
EQUIPMENT LIST PRICE HAGYARD PRICE THRU MWI
Flexi-Float Ultra
Alumi-Spec
Mini-Mac Recipr. Float
Head Rest
Diagnostic Kit
TOTAL 2011 INVESTMENT
Periodontal Unit (Fall 2012)
$5,950 $5,652.50
$1,925 $1,828.75
$850 PURCHASED
$475 $451.25
$410 PURCHASED
$7,932.50
$5,500 $5,225
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NUMBERS - PROPOSED PROFIT
Projected Dental Work 2012 Billable Cost Totals
165 Mares (>2yr old Dental Float) 83.50 $13,777.50
165 TQ (1cc Dorm) 37.19 $6,136.35
Total Billable 2012Total Billable 2012 $19,913.85
Drug CostDrug Cost -$3,149.85
New Equipment CostNew Equipment Cost -$7,932.50
TOTAL DENTAL PROFIT 2012 - DR MARTINEZTOTAL DENTAL PROFIT 2012 - DR MARTINEZTOTAL DENTAL PROFIT 2012 - DR MARTINEZ $8,831.50
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THEN AND NOW
• How -
• Added second Large TB Farm
• Consults with Medicine and Surgery Depts at Hagyard
• Developing relationships with Sport Horse Dept & Drs
• Reputation within the clinic
Procedures 2011 2012 2013
> 2yrs Old 178 174 242
< 2yrs Old 1 35 ~40
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Procedures 2011 2012 2013
> 2yrs Old 610 800 723
< 2yrs Old 66 99 27
Martinez Hagyard
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PROMOTION & GROWTH
• How
• Articles, Social Media, Website, Displays in Hospital
• Practice Vehicle
• Word of Mouth - Clients to friends, Vet to Client, Vet to Vet
• New procedures + New opportunities = New Revenue
• Extractions, Referrals, Consults
• Wolf-teeth
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PROMOTION
Equine Dentistry
Hagyard Equine DentistryProviding routine dental evaluations and advanced dental care to horses of all ages.
Regular dental exams by your veterinary dentist help address and treat problems early, promoting lifelong oral health. The mouth of the growing horse is constantly changing until 6 years of age. Regular maintenance will insure a healthy pain free mouth.
Call today to talk to a Hagyard Dentist 859-255-8741
www.hagyard.com
It’s more
than just
floating
teeth.
Regular dental care can:• Improve health and comfort of your horse
• Improve performance• Increase feed efficiency
• Reduce vices such as head tossing and resisting the bit
Hagyard Equine Medical Institute
Services Available:• Routine Equilibrations• Wolf Tooth Extraction• Bit Seat Adjustment• Tooth Extraction• Diastema Widening• Diagnostics
• Intraoral Photography• Endoscopy• Radiology
Equine Dentistry
Teeth Identification & Eruption Times
IncisorDeciduous
Age
Permanent
Age
Central (01) 1 Week 2.5 Years
Middle (02) 4-6 Weeks 3.5 Years
Corner (03) 6-9 Months 4.5 Years
Premolars Age
06’s 2 yrs, 8 mos
07’s 2 yrs, 10 mos
08’s 3 yrs, 8 mos
Molars Age
09’s 1 year
10’s 2 years
11’s 3.5 years
Incisors Premolars and Molars• Canines (04’s) erupt
between 4-6 years of age
• First premolars (05’s) or
Wolf Teeth erupt between
6-12 months of age.
• Deciduous premolars
(06,07,08) are erupted at
birth or during first week of
life.
• Molars (09,10,11) do not
have a deciduous
predecessor.
Triadan Numbering System(Deciduous in parenthesis)
100(500)
200(600)
400(800)
300(700)
R L
6 7 8 9 10 114 51 2 3123
Hospital & Website Displays Client Education Handout15
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PROMOTION
A FULL LINE OF DENTAL SERVICES AVAILABLE
ORAL EXAMINATIONSROUTINE EQUILIBRATIONS / FLOATS
WOLF TEETH EXTRACTIONADVANCED DIAGNOSTICS
CALL 859-255-8741 TO SCHEDULE AN APPOINTMENT
WORK WILL BE PERFORMED AT KY HORSE PARK UNLESS CASE REQUIRES HOSPITAL SETTING
16 69,138,7816
THINGS TO CONSIDER
• Professional Environment you are working in
• Fellow Associates, RDVMs, Lay-dentists
• Equipment and Time
• Promote & Educate
• Extra-flashlight / head light
• Teamwork
• Career Path17
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SUMMARY• Dentistry has room to grow in all practices
• Be a real dentist - diagnose, treat, prescribe, follow-up
• Profitable area of practice often neglected
• Educate clients
• Show them what you see, explain why & how
• Discuss new research, new techniques, new tools
• Always tomorrow
• Be courteous & professional
• Work with and learn from everyone18
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MY DENTISTRY FUTURE
• Keep learning - FOCUS
• New Procedures/techniques
• More outreach & speaking opportunities
• Social media & website improvement
• One mouth at a time...
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THANK-YOU
• Dr. Travis Henry
• Dr. Andy Clark
• Dr. Mike Pownall
• Dr. Tad Tipton
• Dr. Jack Easley
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DISCUSSION• Hagyard Dentistry Articles - www.hagyard.com
• Social Media
• Twitter -
• @hagyard
• @emartinezdvm
• Facebook -
• Hagyard Equine Medical Institute
• Ernie Martinez II DVM
• Dentistry Proposal Available - Email: [email protected]
• Slides will be available on www.slideshare.net21
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