Dental Tribune United Kingdom Edition

8 Feature United Kingdom Edition February 2014 Making Patients Feel Special Glenys Bridges discusses patient plans I n this economic climate most people regularly make tough spending de- cisions. In some cases they must deny themselves one ne- cessity in favour of another. Although it’s true that some top end practices seem to be relatively unaffected by the double (potentially triple) dip recession, many have seen a dramatic fall in income from elective, cosmetic procedures. Under these circumstances this article asks, “How in the UK where 50 per cent of the population were not regu- lar dental attenders during the previous favourable eco- nomic climate, can we attract patients into best fit options to maintain their oral health during the current financial climate?” When practices with a well-structured maintenance plan are losing patients for fi- nancial reasons it may be that by reviewing the way they offer their plans to patients needs to be revised. Plan pa- tients will have two objectives, one objective being to spread the cost of their oral care and the other to save some money for the course of the year. Care Standard A well-priced plan will al- low a patient with a good standard of home care to save money on two oral health checks and scale and pol- ishes by paying a monthly direct debit to the practice plan. Although this will in- volve the practice in a month- ly administration charge, this will be more than bal- anced out by the monthly in- come and potential sales of home care products on each visit. Promoting maintenance plans need not be based sole- ly on a financial basis. There is also the opportunity to build in added value for pa- tients through customer care benefits linked to a loyalty scheme. Alongside the clear value of spreading the cost of ‘Promoting main- tenance plans need not be based solely on a financial ba- sis. 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