Although artificial intelligence often gets credit as the trend that will define dentistry’s future, some executives aren’t so sure. Some say the real advantage over the next few years will come from somewhere else entirely.
Four dental executives joined Becker’s Future of Dentistry Roundtable Sept. 14-15 to discuss the trends and operational tactics that will fuel growth in the future.
Note: Responses were lightly edited for clarity and length.
Question: What current industry trend is being overhyped? What under-the-radar trend could have a much bigger impact than people realize right now?
Jaspreet Gill, BDS, DDS, Founder, Countryside Smiles (Murphy, Texas): I think the overhype is that every office needs technology and that the traditional ways do not hold their value. You can still have a practice that is at 70% overhead and 30% profit by implementing and choosing what technology helps you and training your team in a way to do some tasks traditionally and going analog. You really have to train the dentist in practice management and entrepreneurship skills so that even if they are working for a DSO and they have equity, they should use that equity to grow that business model.
And I think [the trend that will have a] bigger impact than people realize is — as dentists, as a private practice owner and even in DSOs, there should be training for dentists to understand the administrative aspects … Dentists are never taught to read the fine print on a claim denial which says, “We cannot see the bone loss,” or “It’s a frequency.” DSOs, if they want to have a greater financial impact, they need to involve the dentist in the whole workflow of the office and not just stick them to the gloves and mask.
Ashish Bagai. Co-CEO at Vitana Pediatric & Orthodontic Partners (Plantation, Fla.): I think AI [being] a clinical differentiator is probably, to us, a little bit overhyped. It’s going to be table stakes in a year or two, like digital scanners are now, so it’s not going to be a differentiator. It will be valuable, but it’s not a differentiator like people think it is.
Under the radar — I come from a marketing background, so the way patients find dentists is going to completely change. It’s not going to be about SEO anymore. It’s about what the models think of us and how they summarize our brand. So, understanding that and building toward that can give groups probably two years of real advantage grabbing patients. Whoever gets that right in the next year or so will probably have that advantage for two years at least.
Justin Lai, DDS. Chief Dental Director at Dent-Well (Houston): I agree that the overhype is probably AI. It’s going to be everywhere. It already is everywhere, but that’s not going to be the defining factor of the dental offices moving forward.
What’s under the radar is the patient acquisition side. It used to be that Google was king. Now, there are so many different websites and offices out there competing for the same patients who are searching Google. I think it’s going to be whoever can cultivate these relationships in other areas to find patients who have been untapped. More than 50% of Americans still haven’t seen the dentist. So, where do we find those other 50%? I think that’s going to be the key.
Brian Groeschel. CFO at More Dental Solutions (Huntersville, N.C.): This one’s kind of died down a little bit, but it’s still a pet peeve of mine. I think I have four offices that got sucked into the in-house milling units. Those sales reps really over promised and under delivered on the P&Ls at every office that got them. Those numbers don’t lie.
Under the radar [is] medical billing. Whether you like it or not, coding is changing so you’re going to have to learn them soon enough anyway. If you’re not doing it now, you’re missing out on a lot of money.
At the Becker's 5th Annual Future of Dentistry Roundtable, taking place September 14-15 in Chicago, dental leaders and executives will gain insights into emerging technologies, practice growth strategies and the evolving landscape of dental care delivery, with a focus on innovation, patient experience and operational excellence. Apply for complimentary registration now.
