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Market Share and Pocket Share: Team Role
- October 13, 2017, 1:30–3:30 pm (Pacific Standard Time)
- Hilton San Diego Bayfront
1 Park Boulevard
San Diego, California 92101
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Karima Bapoo-Mohamed, DH, RDH, MBA
- Associate clinical professor, dental hygiene program, Faculty of Medicine and Dentistry at University of Alberta
- Founding program director, dental hygiene program in Southeast Asia
- Recipient, 2014 University of Alberta Alumni Honor Award and 2013 Gibb Clinical Teaching Award at U of A
The dental landscape is ever-changing with new competitors enteringthe market place, sometimes in close geographic proximity especially in the urban metropolis. Continued viable existence and growth of the practice is heavily reliant on acquiring new patients for the ultimate goal of attaining a larger market share.
However, dental practices that focus on servicing the needs of the existing patient base for comprehensive dentistry will increase the patient’s “pocket share” for dental treatment. The relationships and trust established over time with the patients of record can be leveraged by team members to increase case acceptance within the existing patient base. Influx of new patients with an increase uptake of treatment by existing patients is a sure-fire way to promote practice profitability.
All team members can play a vital role in leveraging the good will by creating awareness of the existing dental condition of missing dentition and the exciting possibilities with the predictable and viable option of treatment using dental implants. More importantly vividly emphasizing the consequences of non-treatment will greatly increase the chances of patients committing to treatment recommendations.
At completion of this presentation, participants should be able to:
- Identify six common barriers to implant therapy
- Describe the biological rationale and scientific basis for replacing missing dentition
- Define the communication strategies including verbal skills for value and urgency creation in dentistry
- Relate the six steps of case presentation
- Discuss the seven steps of overcoming objections
AGD Subject Code: 551
Topics: Karima Bapoo-Mohamed, TEAM, Staff, pocket share