What's the value of relationship?
"Nowadays people know the price of everything, and the value of nothing..."
I first met Atul after he graduated in 2008 when he was working as an associate at Riverbend Dental.
I feel blessed.
Through the last decade, I have worked with Dr. Dhir and watched as he went from associate to owner. He introduced me to Dr. Sokomony Sun and Dr. Sean St. Marie. Atul secured an associate position with my friend Dr. Tim Pierce and secondly with a very close friend of mine Dr. Wes Antosh. Atul spent many years working as an associate at Lakewood Dental in Saskatoon.
Over time, I had the opportunity to introduce Dr. Dhir and Sun to a long friend of mine that owned a rural clinic, Dr. William Prokopishin. "Dr. Bill" was a “particular”, long established dentist with a decades long career (ie: he was still working in his 70's!).
Dr Bill had considered retirement for many years but wanted the RIGHT people to own his clinic....
It was a good introduction!
Since then Atul and his partners have opened and purchased 2 more locations. This dual friendship and business relationship we have led to many opportunities - for all of us!!
I'm not surprised to see their thankful patients, because even as their preferred "dental cotton roll broker" I am thankful!!
More valuable relationships...my team!
Wayne Sakowsky - the most dedicated service tehcnician
I can’t say thankyou enough for all the times Wayne got on the road to head somewhere after hours. His dedication to helping customers helps me succeed! I appreciate that....we are truly in this together! A recent post on FB Sask Dental Team featuring Wayne is the MOST POPULAR and LIKED post I ever posted! Wayne is WANTED and LOVED!
No doubt because of his incredible work ethic and skills...and values relationships how a patient values you or how you value your patient...
Wayne often leaves early morning when everyone else is sleeping so equipment will be working during normal clinic hours. He hits the road at 5am refularly.
Thus last Thursday night was a 5 hour return drive AFTER HOURS on his OWN TIME in order to make sure a customer had a functioning office for the next working day....
It's these situations and skillful services that are difficult to value! You do it with loyalty, appreciation and referral - like you ask of your patients!
We are all the same
John Goodwin often spends weekends away from his twin daughters to bring a customer to a factory education tour. There are no contracts expected or implied. Its a matter of doing the right thing, and trusting the results. We often discuss business in the evenings or weekends - there is no time during the "bank hours"! I've watched as John grow from technician to Equipment specialist.
He now enjoys my "scenario" where the mobile device you are personally attached to gets several dozen (hundreds for me) of messages day and night, weekend, holidays....Thankyou John for caring and all you do!
Your team members so the same things for your patients! Providing the answers and experience that leaves them sending you cards and flowers!
Carl Donahue often makes appointments with customers to go over service and maintenance to AVOID having to call him!
He is mostly working with our other local Schein Rep Kelly Fradette - but I am thankful for him covering the team when Wayne is away. We are all in this together, and TEAM is EVERYTHING to ME!!
Just like your office - Prevention is the best medicine, thanks Carl! This was an impressive presentation for Fresh Dental!
Kevin Boyd is my local high tech service and IT expert. I can't tell you how often an office has avoided major down time with his help. He deserves a section and blog all of his own for his unbeatable service!
We love and hate our technology! With todays more complicated digital services we now offer, there is nobody else that can touch his abilities! Not only an IT expert, but the ability to meld the dental technology together with the desktop, internet, business. AND ALWAYS FRIENDLY! WOW!
The reward is often the appreciation!
I know the doctor that received these flowers, and the card below at a different office.
Both these doctors were not at the office thinking of how the patient would pay the bill or how much they could charge. They were sincerely concerned about patient comfort, experience and results...just like you! It's awesome to get these gifts and cards - it makes a persons day.
I am BLESSED to have met both of these doctors as young associates, and able to help them find opportunities to own! Words can't express how PROUD I AM when I see them succeed and take care of patients this way. This is my motivation....the success in business ALWAYS FOLLOWS those who have the right ambition and integrity.
When my friends succeed - I have succeeded! This job is truly a blessing!
How does a patient measure value?
When a patient comes to you without insurance or benefits - does it make a difference on the way you treat them? One way or another, the bills get paid - but the treatment plan is NEVER about how the bill gets paid. Its about doing the right thing.
The right thing means finding the best value for the patients circumstances.
This is no different than the way I work as a "cotton roll brokers" .
Is the dentistry you provide worth the price you charge? What makes it so different?
It's not the materials cost.
You are likely using the SAME MATERIALS as many of your local colleagues. Maybe providing the SAME ENVIRONMENT. Similar techniques and services.....
What is the difference?
The difference is the relationship you have with your patient. With the team who helps you deliver an experience your patient enjoys so much they not only pay you....you get flowers. Or a card. They bring their kids. They tell their friends. They "like" you and tell co-workers and social media.
If a patient measured you by the materials you use. By "everyone is the same" so they needed to find the "cheapest"...where would dentistry end up?
How do you measure value...
The cotton roll broker.
I get paid to sell cotton rolls....but it's not what excites me. What motivates me most is the same thing that drives most of you. The relationship. A value that can't be measured in dollars.
When I am asked to describe my job, I can easily say I am a dental supply representative for Henry Schein. Or a Consultant. It is absolutely my job to help supply the best value in dental supplies...what exactly is the best value?
My job description
"I help bring dentistry to the public by encouraging talented people to pursue a career in dentistry.
I help with graduating Dental Assistant, Hygienist, Therapist, Receptionist, Denturist, Lab Technician, Salesman from the time they start a career to the time they retire. I help bring them opportunities! Find a job, or a business to buy.
I appraise practices, help transition. Find financing. Use my network of experts from legal to accounting to help them establish their practices. Supply them a team that can open an office from scratch or keep it running. The business of dentistry. Supply people, services, education opportunities. Technology for the desktop and drills that they use on the chairs in the operatories we provide. Help them from the time they graduate to the time they retire with everything related to dentistry.
I get paid to sell cotton rolls....but that's not what I really do."
The value a patient places in your and the value of your services is relative to your skill. How appreciative you are that your patient trusts you is reflected in how you treat them.
What is the value of anything? It's a matter of perspective.