Chris Barrow’s Blog

It was lovely to see this video from our friends and former neighbours Tom and Nicky Grant – proof that with passion, a good idea and skill you can succeed in any economic climate.

There is a metaphor here also for any independent dental practice owner who is worried about future competition from corporates and retailers – there is always room for the small, eclectic independent – so long as you are DIFFERENT.

For the chocoholics – you will love this short video.

Question from a client this morning:

“My lab fees are 14% of sales and I’m pretty sure I am his biggest customer – should I be asking for a discount?”

My response:

Your overall net profit before tax is 37% (by the way – this a bloody good result).

So, for every £1000 of dentistry you deliver, the lab makes £140 and your business makes £370.

Call a meeting with your technician.

Tell him you want a 5% discount for volume and loyalty.

• he is stressed and completely pissed off
• his lab fee is now £133 per thousand
• assume he has a 20% net profit margin
• his net profit is down from £28 to £26.60 per thousand
• he is taking a 5% reduction in net profit – his life
• you are now making £377 per thousand
• your net profit is up 1.89%

Big deal for him – small deal for you.

Wouldn’t you rather have a technician who loves you, does his best work and jumps every time the phone rings from your practice?

Maybe a conversation that agrees a target for production OVER which you enjoy a reduced price – that way, your technician doesn’t see his income dropping – he sees an opportunity for extra business.

Win-Win.

Understand the math.

I’m looking for a world-class associate – absolutely full of vim and vigour – who is looking for a career pathway working full-time for a top practice in the South of England.

Clinical experience is irrelevant – but an open-mind, willingness to learn, a sense of humour and an Olympic work ethic are essential.

Competitive sliding scale contract
Clinical mentoring from a top dentist
Superb practice and team
Top quality marketing systems
Outstanding premises and equipment
Lovely part of the UK

But…..

You are going to have to be capable of working with the best and delivering 100% skill, enthusiasm, initiative.

Possible succession plan.

If you think you would make the grade – email me at coachbarrow@me.com

Here’s 9 minutes of me explaining the concept of “values based selling”.

Why not consider using the same strap line for your own KEDO?

I love the way Paul Mandon-Gassman takes the lead every time there is a special day in the calendar.

• here we go…. 5 days full on. #
• Does volcanic ash create a gappy appointment book? Thankful to be in my car all of this week. #
• Around about NOW the announcement of IDH's new CEO. Very exciting and inspirational. Watch the press. #
• I'm having a bloomin' great day…… #
• 04:45 – wide awake with too much on my mind…..good stuff though and not gremlins #
• My best work-out, sauna, steam, igloo, swim and shower in years – heaven at Rockliffe Hall near Darlington #
• need to get my head back into Keynote in the next 90 minutes #
• Day 11 of 12 on the road. KOKO! This has been the busiest week . I'm blessed to have such wonderful clients. #
• arrived Birmingham – much midnight oil to burn…… #
• Day 12 of 12 – The Branded Experience – BACD Birmingham – innovation in the business of dentistry. #
• A magnificent BACD day. Thanks to Suzy and the team for the opportunity and to James Goolnik for being a superb co-presenter. #
• check out the world's first dental practice iPhone app – congrats James http://tinyurl.com/33bvdle #

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James and I have been collaborating on-line via iWork 09 on the creation of today’s NEW presentation to an audience of over 80 people in central Birmingham.

Since agreeing to this project, we have met once (what seems a long time ago) to agree the broad outline using a mind-map.

From there, using Keynote and the ability to share our work on-line, we have evolved a full-day presentation that embraces:

• the history and philosophy of branding
• the role of branding in business today
• the role of branding in dentistry

and then on to

• branded experiences
• and “BE’s” in dentistry

In particular, I’m excited that James will be sharing a detailed explanation of his own branding and marketing, an abundance of ideas for the audience, including the impending launch of his iPhone app for patients – I believe the first in the UK.

James has been working very closely with my IT partner, Kimberly Black and the results are outstanding.

The Bow Lane iPhone app will include the ability to book appointments, review the services of the practice, broadcast special offers, watch video’s of the team and patient testimonials, get directions and immediately include the practice details in “address book” – further features are planned.

We will also be looking at case studies of other dental businesses that have used both branding and branded experiences to create their competitive edge.

Its all new today – that’s why James and I were up until midnight last night putting the finishing touches together – and meet at 07:00 for the last look.

I’m excited about the day ahead – a finale to a 12-day tour of Britain that has provided lots of ideas and stories – allowing me to develop my thoughts on “what’s next” for us all.

You simply MUST read this brilliant short article.

CLICK HERE

After creating a bit of a tease on Monday, I can now report on the appointment of a new CEO for Integrated Dental Holdings from July 2010.

Richard Smith has spent the last 5 years with Lloyds Pharmacy assuming responsibility, as Managing Director, for 17,000 staff working across 1700 branches and sales in excess of £1.7bn.

Prior to that, Richard has held management posts in Somerfield, Gateway, BAT and Unilever.

Existing CEO and founder David Hudaly will now transition into a part-time role as Chairman.

During a 1:1 conversation with Richard last week, it became evident to me that he has done his homework on the dental sector, has an enormous energy and a crystal-clear vision of where he wants to take IDH in its next stage of evolution.

Whilst I will continue to operate in both the NHS, corporate and independent sectors as an advisor, I am truly excited about Richard’s arrival at IDH and the implications of that for all areas of the profession.

The arrival of experienced retailers like Richard (and other recent appointments elsewhere) is a clear portent of the future – and I still believe it is a future where all sectors can thrive.