Are DSO's Saving Dentistry?

We work with some of the largest DSO’s in America - they are friends, not foe

WATCH BELOW…

DO NOT FEAR! DENTAL SERVICE ORGANIZATIONS ARE HERE!

Some labs avoid them, while others embrace them—either way, DSOs are here to stay. I hope I have highlighted the good, the great, and the reality for everyone. Personally, I have had experience with these groups from a marketing and an operations perspective; both have been extremely helpful in understanding this side of dentistry and what could potentially become the new normal.

The Good (Lab Perspective)

Volume & Patient Care:

Each DSO has its own market strategy. Some embrace the marketing blasts that labs put out, while others want to be the "gatekeepers," if you will. Whatever the strategy, what DSOs provide is the ability to scale volume like no other. For some dental offices, crowns, bridges, implants, etc., are expensive. What DSOs provide is the financial stability to offer the utmost care to patients without having to worry about lab bills.

What does this mean for a lab? For the cynical people in the world, all they see are profits, revenue, and margins. For those who understand patient care, as most labs should, we see opportunities for growth on both fronts. Are there doctors who have their "Oprah Moment" every time a patient comes into the office? Of course, but with regulation and steady reporting, dental groups can not only eliminate abuse in some cases but also help labs scale accordingly versus a "grip it & rip it" strategy.

Reporting & Standards:

Some may find this section boring, and for that, I am sorry. Personally, I love a good report, sort, and AI uploader. What do DSOs require as far as reporting? For some, none; for others, and they know who they are, a US Military-style data display is required. Those who do not require reports, have a wonderful day; those who do, I thank you! The reporting aspects that these groups require should not just be for the DSO but for the lab as well.

Setting goals and standards is something that every lab in the world should strive for, but without steady and consistent reporting, how is that possible? It's not, unless your lab has its own reporting, data, and research team—some do not, and some do—this is no criticism of either. Having your "feet to the fire," if you will, is exactly what some labs need and may not receive from their book of business. For those that do have their own data teams, I commend you, but lab-decided reporting criteria is one thing; having it sort of "demanded" by a group of dentists with corporate backing is another. All in all, from an Ops/Marketing view, DSOs are good for dentistry.

The Good (Doctor Perspective)

Continued Education:

Every dentist can use a bit of a reminder on how to scan. I'm just going to come out and say it: if it's not the doctor scanning a patient's mouth or taking an impression, it's the staff, and they could absolutely use a gentle relearning on how to best help a lab achieve the best end result. Luckily, this is a high priority when working with larger dental groups. They make it paramount that their members be thoroughly trained, and that helps us as a lab, but also helps them as a team.

Education isn’t just about scans and impressions to appease demanding labs; it's also about gaining knowledge on the latest advancements in dental technology and software. There are new products, new workflows, and new developments every day in the world of dentistry. Therefore, seminars, training sessions, and conferences are crucial for the development of staff and doctors. That becomes much easier when the team you are a part of provides these opportunities for you.

Financial Support & Options:

Pay your bill, please! It's something we all know too well. There is no debate when it comes to DSOs vs. individual practice owners—the DSOs pay, and they pay on time. Sorry, doctors, but I will take a wire transfer over a "credit card payment" any day of the week. Our card didn't run? So weird. Our card is expired? No way! I'll call you back when our office manager is in. Sound familiar? When it comes to running a budget, having the guarantee of payment saves the day for labs, but what about for doctors? What a DSO provides is consistent payment for cases, no matter how unique or difficult. That is something you really cannot put a price on. The relief of knowing your staff will be paid, your office equipment will be paid for, and your office is covered truly cannot be matched. The idea is foolproof—you worry about your patients, and we will cover everything else. And that is remarkable.
 
Choosing the right lab is crucial. Having a team of knowledgeable and dedicated staff to identify the best vendors available in the country can significantly ease your burden. Are some labs more efficient than others? Yes. Do some labs use the highest quality zirconia, metals, and implant parts? Absolutely. However, having the option to choose or having those options presented to you at a guaranteed discounted rate is something that truly stands out. They want you to focus on what you do best, which is dentistry. Caring for your patients becomes more challenging when lab bills accumulate, vendors raise their prices, and the list goes on. However, having a genuine choice in your path as a dentist is different with a team of corporate "lobbyists" supporting you, and that is something an individual practice owner simply does not have.

The Bad?

Maybe set up a meeting with me without Read.ai or any recording devices in the room. Just kidding, honestly, what is the harm? On the lab side, some of these doctors can be a bit entitled. I know, entitled doctors—that is simply not possible. But they are entitled for good reason; they want the best for their patients, and that's not the worst thing in the world, now is it? On the doctor/staff side, I don’t want to speculate, but I can imagine it can become a bit nerve-racking if there is turnover within your organization. Being in control of your staff is easy when you are in charge, but with quotas and lab spend minimums, I can imagine that would be a bit much at times.

What’s Coming…

Another podcast, oh brother! I am going to take a deep dive with one of my favorite people I have met so far in my young career in dentistry—Dr. Alex Shore. He has DSO experience and currently brings in more work than most of the dental groups out there as an individual practice owner—he's the top dog. I think you will find it fun and lighthearted, and maybe you’ll learn a thing or two. Until next time… thanks for the read, and have a lovely day!