Alan Halls DMD
Alan Halls DMD
As a dentist and software developer, I often get asked technical questions regarding how technology can help an office overcome certain challenges, as well as advice regarding hardware and software for their office. Enjoy and comment.
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Your Unexpected Business Partner

Your Unexpected Business Partner

3/16/2019 12:04:30 PM   |   Comments: 0   |   Views: 18
Most companies overestimate THEIR value to YOUR business and inadvertently you become an unwitting partner with them, while they are the silent partner with no risk and all the benefits. 

How often have you heard this sales pitch: "Using this new $20,000 widget / technique, you can save 20 minutes a day! What is 20 minutes of your time worth? How many more crowns a month could you do with an extra 20 minutes a day?". Or what about: "Using our service will reduce no shows, what does it cost you to have an empty seat?"

Just like that, they convince you that by using them, at the end of the month, you will have more money in your pocket than if you didn't use them. 

The first problem is that they are now profit sharing in your time. They are saying that if you can make $50,000 with their product, they deserve $20,000 for supplying it. Let's think about that for a second. What if the paintbrush vendor that sold brushes to da Vinci got a share of the sales price of his paintings. Then shouldn't the paint vendor, the paper & canvas vendor also get a portion? Aren't they just as responsible for his success since they supplied the materials that made his work possible? For the record, I don't believe it, not for a second. He probably could have still created things with similar value by using rocks, sticks, rags, charcoal, and mashed up berries - maybe a stretch, but it was HE that was the star, not the vendors. The vendors probably sold to hundreds / thousands of other people that had equal opportunity, but little skill to match his success.

Second problem is that once you buy their overpriced product, they are off to find more "partners" with little regard to previous transactions. By holding up their greatest success stories, they inspire you to buy their product, and themselves to raise their prices - while accepting that not all past transactions met lofty goals.

I operate which offers appointment reminders, patient communication, review generation / management, statistics and more. I am often asked why our service is so much less expensive than our competition. As I have been asked repeatedly, I have thought about it and realized that dental products aren't just overpriced - but that dentists are actually being sold a profit sharing deal where the other parties risk exists only till the payments are made.

While most companies charge $300-$500/month, ours is only $50/month and provides features most others don't offer. The bottom line is that I priced the service for what it is worth for me to supply the service, not what it is worth to you. The reality is that one person buying a paintbrush will create masterpieces, and another will not. For that reason the price of a paintbrush should not be based off the painters earning potential, but off the supplier's cost.

I realize there are ways I could have explained this better, and would have loved to have had a copy editor polish my thoughts up, but I think you get the idea :)
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