Tip of the Week
by Arthur Anderson
 Art Anderson talks about:
Pay Dental Team Members a Commission This is far from a traditional approach but it works well for some dentists according to Crown Council member Dr. Charles Albee who has a general practice in Suncook, New Hampshire. The commission that all team members are paid is based on the revenue generated each week less bad debt write-offs. The total amount allocated to commissions is 25% of each week’s production. The percentage of the total that each employee receives is based on the impact each one has on production income. Typically the records keepers receive 6.5%. Hygienists receive 13.2% and chairside assistants receive 12%.
The advantages of the system are many:
· The appointment secretary has an incentive to keep the schedule full.
· The person who does the confirming has a similar incentive.
· Those who contribute to achieving treatment acceptance can easily calculate the effect this will have on their paycheck.
· If any team member is not pulling her weight, the dentist does not need to intervene. The other employees remind the offender that she is benefiting from the system but not doing her share of the work.
· There is a built-in system that resists adding a dental team member until absolutely necessary because the addition of another reduces the share of all of the others unless volume increases sufficiently to make up for it.
· The system inspires full cooperation among dental team members.
· An attempt is made to get all patients to pay at the time of service because this eliminates debt write-offs.
· Raises never become an issue. The way to get an increase in pay is to be more productive–for the whole team to be more productive.
This weekly Tip is provided courtesy of Dental Boot Kamp. If you would like more information about Dental Boot Kamp, or you would like to look at a list of the 2003 DentalBoot Kamp locations and dates, click here. Or if you have any questions about Dental Boot Kamp send and email message to gregs@dentalsuccess.net and type “DBK Info” in the subject box or complete the information below and fax this page back to 801-293-8524.
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