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ePaper created 2017-01-24, 10:47:27 | version 1.38.0
30 I I practice management_ onlays _Withpricepressuregrowinginthemarketplace, doctors are continually seeking new and innovative ways to create profitable restorations leveraging chairside milling systems. A simple yet dynamic op- portunity for practice growth exists for doctors to perform more onlays instead of direct restorations (aka composite fillings). Consider this startling statistic: On average, doctors perform nearly 1,000 direct restorations an- nually while their chairside milling system sits idle. You’ve made a significant investment in a chairside milling system; now it’s time to capitalize on that technology and maximize your ROI. How?Considerconvertingaportionofyourdirect restoration cases to onlays. Your patients benefit from a high-quality, long-lasting restoration while you benefit from greater practice revenue. Despite the benefits for patient and doctor alike, alltoooftenthechallengeofmaterialqualityandin- surance reimbursement considerations act as a bar- rier, discouraging the treatment plan that might be best for your patients. The esthetic efficacy and best interest of the patient are paramount in choosing a course of treatment, and material considerations and insurance reimbursement should not create a hindrance or prevent you from pursuing the opti- mum outcome. Here we give you the business case in favor of onlaysoverdirectrestorations,aswellassomeprac- tical tips on how to accurately document a case to maximize your reimbursement success and identify which material is the most ideal. _Expand clinical indications to increase ROI While many doctors have bridged the gap and successfully leveraged chairside milling to its fullest potential,othersstruggletogetthemostoutoftheir investment.Those1,000directrestorationscurrently in your practice offer significant potential to expand your system beyond just crown processing and in- crease your ROI. For example, if you used your chairside milling system only for crown processing — say, an average of 250 crowns per year at a treatment fee of $1,500 each — your annual practice revenue for those crowns would be $375,000. Meanwhile, if you’re doing another 1,000 direct restorations at $350 each, you’re generating another $350,000 in prac- tice revenue. Just those two procedures alone total $725,000 in practice revenue. But consider the practice revenue implications if you were to convert just 10 percent of those direct restorations to onlays at $1,000 each. While the rev- enue from direct restorations would decrease from $350,000 to $315,000 — about $35,000 less — you just generated $100,000 from 100 new onlay proce- dures. With your 250 crown procedures, 900 direct restorationsand100onlays,youhavenowincreased CAD/CAM 3_2016 On target with onlays: Boost chairside milling ROI with more profitable restorations Author_Laurie Lauletta-Boshart