invisalign teen- who, how, when and why-1.pptx [read-only] · • 1992-diplomate of the american...

Invisalign Teen: Who, How, When and Why ‐By Dr. Donna Galante

6/27/2013 4:21 PM

Align 2011 GP Forum PPT Template 8.1.11 1

Invisalign Teen: Who, How, When and Why

The Secret to Practice Growth

Dr. Donna GalanteJune, 21, 2013

www.DrDonnaGalante.com©

So Who is Dr. Donna Galante?

• 1984 DMD-University of Pennsylvania School of Dental Medicine

• 1986-Orthodontic Specialty Program at the University of Pennsylvania.

• 1992-Diplomate of the American Board of Orthodontics. • Clinical Instructor in the Department of Orthodontics at

the University of Pennsylvania 1986 -1994• Private Practice since 1986• Currently practice with my husband in 2 locations in

Northern California• Top 1% Elite Provider of Invisalign


What You Will Learn In This Webinar

• Why we chose Invisalign as our appliance of choice and how our practice continues to grow despite economic conditions

• How to get new teen patients into your office, and how to get the parents to say YES! to Invisalign Teen™

• Who are the best candidates for Invisalign Teen™ and How to get the results you want with your clinchecks

• Why the opportunity for Orthodontists who embrace Invisalign Teen™ is better than ever


• Local Economics

• Increased Competition

• Practice Profitability

• Improve Quality of PatientExperience


Why Invisalign?

Our Neighboring Businesses


Competition within 6 miles or less



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Differentiation


WHY Invisalign™

• Most well known brand in dentistry with over 80% awareness. ( Align market research 2008,2009)

• Multi-million dollar advertising budget

• JCO, January 2009: “The most monetarily productive offices perform the most Invisalign treatment”

• Greater number of referrals from patients with Invisalign™ versus fixed appliances (Levin Group)

D

More Reasons

• Attract Adults and Teens Who Do Not Want to Wear Fixed Appliances

• Less Emergency Visits ( Great for athletes)

• Happier Patients and Parents

• Fewer Hygiene and Decalcification Problems

• What Patients Want !

The Quality of Our Overall Patient Experience


Practice Survey 2008/2009

• 2 Questions:

1. What Do You Look For When Choosing An Orthodontist ?

2. Of those parameters that are important to you, how are we doing?

*Results better than expected

*Doctors available

*Seen on time

*Emergencies handled immediately


What Are Your Goals?

• Preferred Provider

• Premier Provider ( 50 cases per year)

• Elite Provider ( 100 cases per year)

• Top 1% Provider ( 200 cases per year)


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THREE STEP PLAN

• More New Patients that request Invisalign Teen™

• Staff Training for managing Invisalign Teen™ cases

• Doctor training and experience using Invisalign Teen™ and working with their ClinCheck technicians


More New Patients

• Email

• Practice Newsletter

• Dedicated Invisalign Teen™ website

• Set Up a Blog on your home website

• Social Media such as Facebook, Twitter, Pinterest

• Place strategic ads

• Write a book about Orthodontics

• Get on Doctor Locator for Invisalign™


Email Marketing

• Suggested topics:

1. Promotion you are having2. New service you provide ( iTero)3. Information about an event you are hosting4. Holiday wishes5. Educate them about your practice and services6. Tell them again and often ( weekly)

Custom Practice Newsletter


Internet Marketing

• Websites

• SEO

• BLOG

• Facebook

• Twitter

• YouTube

• DoctorBase.com

Facebook Statistics

• 2013 Social Mom Report: *91% of moms are using social media on a regularbasis* 44% said they made a purchase after a

recommendation from a friend on their social network

• Edison Research:

• 47% of the people polled say Facebook has the greatest impact on their purchase behavior

• 23% of all Facebook users check their account five or more times per day.



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Display Ad in Local Publications


Ask a question

Provide a testimonial

Make an offer with a deadline

Phone number easy to find

Healthy & Beautiful At Any Age: Your Smile and Modern Orthodontics


Invisalign Doctor LocatorIn The Phone is Ringing Off the Hook


New Patient Process

• GOAL: Get the patient or parent to say YES to treatment and specifically yes to INVISALIGN

• The 7 Triggers to Yes: The New Science Behind Influencing People’s Decisions by Russell Granger


The 7 Triggers to YES

• Friendship Trigger

• Authority Trigger

• Conformity Trigger

• Reciprocity Trigger

• Contrast Trigger

• Reason Why Trigger

• Hope Trigger



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Contrast Trigger

• Show and Tell the Difference

• The Benefits of Invisalign versus Braces*Less visits to the orthodontist*Less time in the orthodontist office*No emergency visits with pokey wires*No need to make special dinners*No discomfort for the patient( child)*Easy to brush and floss, no worry about cavities*Photos can be taken easily for school pictures*Teen Cases have blue indicator tabs for compliance*Same price as braces


6 Teen Cases

• Phase 2 (2)

• Deep Bite

• Mixed Dentition, Class 2, Deep Bite

• Class 3 with Anterior Open Bite

• Skeletal Class 3


Phase 1 Expansion

Upper and LowerExpansion

Partial Braces

Removable Hawleywith Tongue Guard

Invisalign Teen™

Crowding U/L

Overjet 3mm

Open Bite

Clincheck #1


Refinement

* Not enough room for UL3

23 U/23 L aligners


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Refinement


Final

36 U/L initial

23 U/L refinement

Total: 59 aligners

13 office visits

Treatment time: 21 months

Summary

• Tip#1 Place attachments at aligner 1 with all Teen Cases• Exception: some anterior extrusion attachments you can

place later once space has been created

• Tip#2 Start/End at the same time

• Tip#3 Make Sure you have created enough space between the teeth before you begin extrusion

• Tip#4 Ask for more extrusion than you want ( 1-2mm)

• Tip#5 Overcorrection Aligners will close residual space and possibly prevent a refinement


Phase 1 Followed By Invisalign

Phase 1 U/L ExpansionPartial Braces

Tx Time: 12 months

Phase One Completed Phase 2 Begins


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Clincheck #1


30 Aligners

Refinement


Progress

Use Auxiliaries to help finish the case. Here we are using elastics and buttons

Final

Total aligners 75

14 office appointments

Treatment time 24 months

J.M. Pano



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J.M. Before and After Photos


Summary

• Tip#1 Plan on refinement from the start ( second molars were not fully erupted)

• Tip#2 Rotate molars distally to gain space (10-20 degrees)

• Tip#3 More aligners in refinement:

* have patient change them every 7 or 10 days

* ask for less aligners in refinement

Tip#4 Ask for extrusion sooner – do not be afraid to

“roundtrip”


Deep Bite

Came in from an ad

Mom wanted Invisalign

Patient very motivated

Overbite 80%

Lower Crowding

Overjet 3mm

Clincheck


Refinement Photos


Refinement



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15 months

3/10 15 U/L aligners

11/10 Refinement13 U/L aligners


Total: 28 aligners

Retention: Vivera

Summary

• Tip#1 Be very specific about the amount of expansion

you want ( example: move UL and UR 6,5,4

buccally 2mm)

Tip #2 Gain space through proclination of the lower

anterior teeth.

Tip #3 Bite opening much easier and more predictable

with teen patients


Mixed Dentition and Class 2


Clincheck


Getting Ready For Refinement


Refinement



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Final


Initial 36 u/l aligners

Refinement 17 u/l

Total: 53 aligners

24 months tx time

16 office visits

A.D. Pano


A.D. Before and After Photos


Summary

• Tip#1 You can begin treatment with primary teeth inplace( E’s and C’s)

Tip#2 Plan on refinement to align the second molars and newly erupted premolars.

Tip#3 Ideally ask the technician to level the curve ofSpee by intruding LL321 and LR 321 3-4mmand extruding LL45 and LR 45 2-3mm

Tip#4 Teens are Growing


Class 3 Invisalign Teen™

Class 3

Open Bite

*Did not want Braces*

Clincheck



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Refinement

Refinement

15 U/L

Attachments forExtrusion placedat aligner 1

Refinement


Tx completed: 4/12

Total Aligners: 30U/L

Tx Time: 15 months


Summary

• Tip#1 Place all attachments at aligner 1 ( attachments at

aligner 3, 13 )

• Tip#2 Make sure to start extrusion early in treatment

especially on lateral incisors

• Tip#3 Open Bite in combination with Class 3

malocclusions are great practice builders

( 4 referrals for Invisalign)


Class 3 Invisalign Teen™

Previous Treatmentfor Phase 1 in HongKong

Not excited aboutBraces

Jaw Surgery not an option

Clincheck



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Refinement


Refinement Clincheck


Final

20 U/L aligners initial

12 U/L aligners refinement

32 total aligners

Treatment time: 16 months

O.Z. Before and After Cephs



O.Z. Before and After Pano



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O.Z. Photo Comparision


Summary

• Tip#1 Ask the technician for a specific number of

aligners to complete the case both in the initial

and refinement stages

Tip#2 Just like fixed appliance cases, there is an option

to proceed with jaw surgery.

Tip#3 Invisalign Teen is a viable option in more

advanced dental and skeletal problems


How to Make It Work Financially Efficiency Tips for Maximum Profits

• Invisalign patients seen every 10-12 weeks

• Attachments placed at first visit

• All IPR is done at one time

• Precision cuts for elastics ( no buttons)

• Non-compliance ( more frequent appointments)

iTero Scanner versus PVS impressions


Advantages of the iTero Scanner



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Patient and Referral Benefits Retention and Vivera

• All patients get 1 set of retainers with treatment

• Our retention protocol: 16 hours for 6 months, then night only for life

• Vivera is highly recommended and offered to ALL patients for an additional fee

Advantage Program

Premier Provider 25 cases/6 months50 lifetime

Rebate Check: $12,000*

save $200 per case

Elite Provider 50 cases/6months300 lifetime

Rebate Check: $44,500*

save $300 per case

Advantage Program

• Top 1% 100 cases/6 months

800 lifetime cases

Rebate Check: $100,000

**save $500 per case

Can Invisalign Teen™ be a practice builder?

• Over 21 million teens in the US ages 15-19

• Align Research found Teens prefer Invisalign7 to 1 over braces

• From 2010 to 2012, the percentage of consumers who say they considered an orthodontic specialist for their teen-aged children’s orthodontic treatment increased from 52 percent to 66 percent for teens anticipating the use of clear aligners to correct their malocclusions. ( Millward Brown Tracking Study commissioned by the AAO in 2010)

• Will You Be The Office Offering Invisalign Teen™?

“The Tipping Point is that magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildwire.”

Malcolm Gladwell, The Tipping Point



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WHO are you going to offer Invisalign as an appliance option?

HOW are going to get them in your office and saying YES!

HOW are you going to deliver exceptional results?

What is Your WHY?

WHEN are you going to start offering Invisalign Teen™?


Invisalign Teen™: Who, How, When and Why


Practice website: www.luvmysmile.com

Email: [email protected]

Marketing Resources: www.drdonnagalante.com

invisalign teen- who, how, when and why-1.pptx [read-only] · • 1992-diplomate of the american...

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