Don’t Park Your Dental Practice On The Corporate Dentistry Tracks

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Patient Attraction Episode 1198

– Thanks for watching the Patient Attraction Podcast™.

– I’m Colin Receveur.

– I’ve been sounding the alarm for some years about the rise of corporate dentistry.

– One existing model may serve as a guideline for what the impact of the corporate offices will mean for private practice dentists.

– And that model is Walmart.

– Corporate dentistry isn’t Walmart – yet – but there was a time when Walmart wasn’t the Walmart we know today.

– When Walmart moves into an area now, small businesses that try to compete suffer.

– That’s because Walmart has one of the world’s greatest advertising budgets.

– They also have economies of scale in operational costs that small businesses can’t possibly match, and price points that are ridiculously low on thousands of items.

– In fact, trying to compete has driven many, many small businesses out of business.

– Like I said, corporate dentistry isn’t Walmart yet.

– But many of the chains are forecasting phenomenal growth.

– And just as with Walmart, if there’s money to be made in a given market, corporate dentistry will be in that market.

– The only question is when, not if, they’re coming to your area.

– You’ve got a couple of choices.

– You can do what too many dentists do and try to ignore the whole thing.

– And if some of those dentists get out of the business soon enough, that strategy may work.

– But it’s not the best course of action for several reasons.

– One reason is that you typically won’t have much warning that one or more of the chain practices are moving into your market.

– Whether you plan to stay and fight or try to sell your practice, you’ll be reacting instead of acting.

– And in business, that’s not the position you want to be in.

– Businesses succeed when they have a plan and stick to it, modifying that plan only when needed.

– But the odds are that the plan you’re using to promote your practice won’t work when corporate dentistry arrives.

– Are you advertising low prices, specials, insurance acceptance, and availability?

– Those are exactly what the chains market their practices on.

– Once the chains arrive, you’ll be the small store trying to compete with Walmart.

– And Walmart has notched up a huge tally in the win column.

– The small stores, not so much.

– I mentioned that you have a couple of choices.

– The second choice is to learn to compete in the areas where corporate dentistry is weak.

– There’s one area where the chains really struggle, and that’s trust.

– There is story after story about patients not seeing the same dentist twice.

– There are even more stories about patients being gouged by unscrupulous chain practices.

– Corporate dentistry is short on trust.

– You can capitalize on that fact.

– Here’s your winning strategy: Let corporate dentistry market to the low case value patients.

– You focus on attracting the segment of your market that wouldn’t be caught dead in a chain practice.

– That segment is at least 20 to 30 percent of prospects in most areas.

– Those better patients have the ability and willingness to pay more for the right dentist.

– And once they’re patients, they’ll be your patients for a long, long time.

– Now, you’ve probably figured out that you can’t attract those better patients by advertising on low price.

– It takes time and a great deal of work to position yourself as the best and only logical choice to solve better patients’ dental problems.

– That’s time you won’t have when corporate starts sniffing around.

– SmartBox helps more than 550 dentists on 3 continents get more and better patients.

– Our industry-leading Patient Attraction System™ sets our dentists apart from their competitors and helps them get more patients, more profits, and more freedom.

– Don’t wait for corporate dentistry to force your hand.

– Go to and reserve your free Practice Discovery Session™.

– We’ll show you a Patient Attraction System™ that can double or even triple your practice.

– Don’t try to fight corporate dentistry on their terms.

– Take the struggle to another level where all the advantages are yours.

– Join me for our next podcast.

– Until then, keep moving forward.