dental hygienists

[drsushant]

 HYGIENIST TO PATIENTS

Communication in the hygiene treatment room can play a significant role in how busy the dentist is the following weeks. Sixty five percent of operative and cosmetic should come from the hygiene patients. Many hygienists hate to be looked upon as a salesperson. They must realize, as must the dentist and rest of the team, that “selling is serving.” Talking to patients about the whole health picture and the correlation between heart disease, diabetes and poor oral care is paramount in the 21st century hygiene department. Using terms such as, “What you do each day in the way of brushing, flossing and good nutrition is much more important than what I do for you on each visit. Therefore Mr. Carter, we are a team. I can help you but I also need your help. Together we can see great results.” Patient compliance is one of the hygienist’s biggest challenges. A hygienist with great clinical skills coupled with team spirit and excellent communication skills is worth their weight in gold to the practice.

Hygiene department tips

NUMBER OF HYGIENISTS NEEDED

A practice needs one hygienist for every 800 to 1,000 active patients. Many practices are only recalling 30 to 40% of their active patient base and the goal should be 85% of the active patient base. Count the number of active charts. Multiply by 2 as patients should be coming in at least twice per year. Divide by 12 months to see how many recare patients should be seen each month. This does not take into consideration the number of new patients monthly nor those patients who are on 3- or 4-month recall intervals. While new patients are the lifeblood of the practice, hygiene is the backbone. Couple a weak recall system with a low new patient number and this spells professional suicide.

HYGIENE PRODUCTION

If the practice has an effective initial perio program (IPP), hygiene should be one-third of gross production excluding the doctor’s exam. Perio procedures should be one-third of that daily hygiene production. In a more established practice, the IPP is greater than in a startup younger practice. Hygiene drives the rest of the practice. When hygiene production goes up $3,000 per month, total practice goes up between $8,000 to $10,000 per month. If hygiene goes up $5,000 per month, total practice sees a $13,000 to $15,000 increase and if hygiene goes up $10,000 per month, total practice increases $25,000 to $30,000 per month. When hygiene plateaus or declines, the entire practice goes flat or declines. Dentists should look at hygiene as an opportunity, not a necessary aggravation.

OPERATIVE FROM HYGIENE

Approximately 65% of restorative and cosmetic dentistry comes from an effective and efficient hygiene department. Great hygienists know that “setting the stage for case acceptance” is one of the most sought after traits of a 21st century hygienist. Believing in the doctor’s dentistry, their fees and sharing their philosophy of ideal dentistry sells a lot more dentistry than having a staff member who says: “If the patient needs something, they need to hear it from the dentist.” We have seen a 20 to 30% increase in operative and cosmetic care in those practices where the hygienist believed in the doctor, the dentistry, the fees and the practice vision.

HYGIENIST IN THE COMMUNITY

For those hygienists who are great mixers and educators, you cannot put a monetary value on those who wish to get out into the community and market the practice. Speaking at health fairs, having a booth at bridal shows, taking part in relay races, or other community activities is paramount to the doctor’s success. From an ugliest toothbrush contest at the mall, to speaking at women’s groups or delivering toothbrush baskets to local businesses, it is great when the hygienist or other team members are out in the community marketing the practice to others.