The hassles of dental insurance are largely fueling dental practice’s ability to increase their revenue, according to Thomas von Sydow, the CEO of Cornerstone Dental Specialties in Irvine, Calif.
Mr. von Sydow recently spoke with Becker’s to discuss why dentists must come together to confront challenges with insurers.
Note: This response was lightly edited for clarity and length.
Question: What uncomfortable truth about the business of dentistry should the industry confront?
Thomas von Sydow: There are a few to choose from, however, I think the largest uncomfortable truth is that we are avoiding the insurance dilemma. Under the current system, nobody wins except the insurance company and the employers that fund their plan management fees. Patients have zero clue of what they have and what they don’t. Dentists are also often confused and rely on coordinators who vary in skill and education. But here is the real problem: 70% of dentists are solo. They are fragmented; they cannot build a coalition to fight this … Without a way for dentists to really place pressure on insurance, they do what they please. Dr. Jones is just told to leave if she is unhappy. They know the vast majority of dentists cannot survive without new patient flow. They know most dental office selection is [based on] first, location, and then insurance. One major positive thing mid to large DSOs can do is band together to address this, then open it up to any licensed dentist. Hire a PR firm and lobbyist firm. Expose this to everyone. Dentistry has really one problem: it’s a revenue problem, and the insurance industry is driving it.
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