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Sonia Palleck - Insignia Paradox

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on 15 April 2015

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Transcript of Sonia Palleck - Insignia Paradox

Dr. Sonia Palleck | Woodstock, ON. Canada

“It takes more energy to stand still than it does to walk.”

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What's a
PARADOX?
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A statement that contradicts itself,
yet can nonetheless prove to be true.

PARADOX
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You have to spend money
to make money.

The Insignia
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So what can you expect with
BEFORE
2010
with an overhead
of 66%
WHY 66%?
Three reasons.
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30%
Staff Wages & Benefits
25%
Dental Supplies
22%
Lab Fees
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77%
of total
overhead
A PARADIGM, WHAT'S THAT?
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It’s a model; a worldview underlying theories and methodologies of a particular scientific subject.

Think
EXAMPLE
or
PATTERN.
The
ORTHODONTIC
PARADIGM
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You will make money on some
cases and lose money on others.

Inventory
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Insignia is built on a case-by-case basis;
meaning there’s minimal need for inventory.
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Everything's already paid for.
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So you have less worry when or if
things start to slow down.
The
INSIGNIA
PARADIGM
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Every case is profitable:
Costs are fixed and incurred
when treatment's initiated.
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2011
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In 2011 we made the commitment to use only Insignia fixed cases,
and we made the decision to keep our fee structure the same.

There was a modest but immediate return in the first 12 months and overhead was reduced by 4%.

Overhead was 62%.

Staff wages were reduced to 28% from time savings not doing our indirect setups.

Lab fees were reduced to 20% from less expanders
and adjunct-designed appliances.

Dental supplies stayed the same...
But why?
We were able to recover the amounts sitting on the shelf initially and at the same time taking advantage of Ormco points to purchase additional supplies to finish our cases.

Meaning more value in the cost of Insignia appliances.
2012
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In 2012, we acquired Invisalign Elite status and still our overhead
NOW
The
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The
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Dr. Sonia Palleck | Woodstock, ON. Canada

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SmartClip
& a Premier Provider
of Invisalign
Overhead of
66%
2010
In
That someone with an overhead of 66% can lecture you on how to successfully implement a more expensive appliance into their office.

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PARADISE.
This is our
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INSIGNIA?
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A steep learning curve.

Initial time demands.

Fear.

MARKETING VALUE
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Predictability.
Technology.
Confidence.
Comfort.

Insignia offers a fixed-rate solution
to meet your patients’ needs.

It makes orthodontists determine how the teeth will fit and realize how to move them to the
It’s all about solving the
PROBLEM.
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Future
CONSIDERATIONS
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Lythos Scanner

Acceledent
Thank
You!
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52%
decreased to
Staff wages represent 25% of overhead, but remained unchanged.
We didn’t pay them less – we just increased
productivity and efficiency.

Lab fees were also reduced to 18% due to less resetting of teeth, fewer settling issues, better finishes, and switching to Vivera and bonded retainers.

And dental supplies dropped to 20%.
Because the more Insignia you require,
the more production will be.

Dental supplies go from variable
costs to fixed costs.

This is an incredible reduction in overhead of 14% in two years time.
Currently Overhead is at 50%
a 16-point decrease due to increased
production and decreased variable costs.

Our last 20
CONSECUTIVE DEBANDS
Full transcript