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Dental Products Report | February 2009
Is this your nightmare? The common misconception is that small patients mean small profits and big hassle. We find the truth behind the profitability of pediatric patients.
February is National Children’s Dental Health Month, so it seems like as good a time as any to bust some of the myths around the profitability of pediatric dentistry.
The common misconception that children aren’t good for business is reflected in Dental Products Report’s exclusive pediatric dentistry survey. Fifty-eight percent of respondents indicated a steady pediatric patient load within the past 12 months, yet the number of practices where children comprise more than 6% of their patients dropped when compared to the pediatric dentistry survey DPR conducted in 2006.
In fact, the number of survey participants who reported treating no pediatric patients in 2009 is nearly 4%, up from 3% reported in 2006—an increase of 33%. More than half of the practices surveyed in 2009 say they have a pediatric load of just 1% to 5% of the entire practice, whereas in 2006, one-third of the practices reported their pediatric load was just 1% to 5%. This reflects a marked increase in practices that care for few pediatric patients. On the other hand, the number of survey respondents who said they have a pediatric load of more than 20% of their patients has dropped dramatically—by half in three years—from 10% in 2006 to 5% today. Add to this the increase in the number of dentists who say they even partially agree with the statement “In general, I prefer to treat adult dental patients only.” Back in 2006, the number was 37%. Today, the number is 59%, which reflects an increase of 59% compared to just three years ago. “I cannot speak of your survey respondents; however, in discussions I have had with my colleagues, I have heard various reasons why some of them prefer to treat adults,” said Dr. Louis Surace, a pediatric dentist from Lockport, N.Y. “For the majority I find it simply comes down to their comfort level and training. Dentists want to provide the best possible options and treatment for their patients. Whether it is oral surgery, endodontics, pediatric dentistry, or any other specialty treatment, if a dentist is not comfortable fulfilling a specific need for their patient, they know they have the option to refer.” But with other specialties on the rise among GPs, why is pediatric care not keeping pace? Dr. Surace believes this is partly because of limited exposure to pediatric patients in dental school, but also, “my colleagues have shared that they do not understand how a practice limited to treating children can be profitable. Finances may also play a role in their preference to treat adults as pediatric patients do not usually have the need for more expensive treatments such as endodontic or prosthetics. “Along with that, as kids will be kids, they will present with differing and challenging behavior management needs. Addressing these needs requires expertise, time and a general overall love of children,” he said. “Without any of these, treating children may be stressful to not only the dentist, but to the staff and the office schedule for the day as well.” Is there merit to the “not profitable, too difficult” defense? And more importantly, are there solutions?
Treating pediatric patients does take more time and effort on the dentist’s part. Our latest DPR survey indicates the dentist often has the responsibility of education and consultation, both with the young patient and the child’s parents. Nearly half the practitioners responding said the dentist has the primary responsibility of educating and/or consulting with the patient, while 68% said the dentist also handles these matters for the parents of patients younger than 12. Nonetheless, treating children can be enjoyable, said pediatric dentist Dr. Fred Margolis from Buffalo Grove, Ill. “Although at times they’re challenging, young patients are fun to treat most of the time. You can tell jokes, laugh and sing to and with your young patients,” Dr. Margolis said. Dr. Margolis maintained even children who are fearful of a particular technique or the dental operatory atmosphere in general can be calmed. “There are certain techniques you can use to overcome these fears,” he said, adding his office staff is specially trained to use words that explain a dental procedure without frightening young patients. Also, he presents educational videos on his practice’s Web site that patients are encouraged to watch at home before their first appointment (see kidsmyl.com/first_visit.htm). Rather than accept difficult children as lost patients, a simple CE course at an upcoming dental meeting can help GPs learn at least some foundational information, skills or trends necessary when treating pediatric patients. The most basic training can be a big help. “Be willing to obtain the expertise,” Dr. Surace said. “Spending the individualized amount of time and loving to work with children are critical for not only the dentist, but for the entire staff. The best preparation I can think of is to not only create the image of being an office that is kid-friendly, but to actually be an office that is kid- and family-friendly and welcoming.”
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