You can’t control things you couldn’t measure

Before coming directly to the strategies and tactics to increase the key factors it is necessary to start measure it, if you haven’t already doing.

It is important to understand the following fact: whatever you didn’t measure - you don’t control!

For exact construction of business systems we need careful measurements of all five indicators. So the first thing we recommend is to organize a workbook, which will constantly record the changes in these factors. And you will be able to control what works and what doesnu’t. It is very important to know the main parameters. Make a report about key factors of the clinic during last month, last week and the last day. It’ll be the main factors that you will want to know.

1. Sales volume means all your sales for the selected period.

2. The number of customers for the period of time (ie, how many people use your services). We also encourage you to separately count the number of new customers and, separately, to capture how many patients come again.

3. Number of purchases / visits /bills. It is understood that, suppose a person per month have been three times because it is being treated in one day and it was cured one tooth to the next day - the second, and so on.. In other words, for example, one month from You will have 100 clients and visits - 150, because each client has an average of one and a half times to you.

4. The average bill per person, that is how one person at this time, on average you spend money.

5. The average bill for a visit.

For instance, one and the same person during the month came to you five times, each time spending $ 200. Customer turns out - $ 1000 for a visit - $ 200.

Many dentists have a strong difference in margins in different directions. Suppose you have a therapy and orthopedics, but not crown you produce yourself, and order in the tooth-technical laboratory. As a result, the margin has a much smaller, and the average bill in orthopedics more compared to therapy. To these amounts are not distorted idea how much you bring therapy and orthopedics much better to break record for directions. So, you're doing a general report on all fronts together and each separately.

Consider the cash payment and the payment of insurance companies. You can also select a separate insurance payments statistics to see how much profit gain particularly from insurance companies.

In the future, introducing in its business or that technology and at the same time measuring the performance continuously, you will see them change and be able to evaluate their work is not at the level of intuition, "good" or "bad", and accurately represent the whole picture.

Next article: Is low price good?