More Productivity, Less Stress

2017 Catalyst – Issue 3
By: Jeana Bardwell, Burkhart Account Manager

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SSG Helps Oklahoma Practice Be More Profitable and Efficient

Lauren Engles, Janelle Lott and Casey Kennedy, Burkhart Account Manager

This Supply Savings Guarantee outlines the perspectives of Lauren Engles and Janelle Lott regarding the positive effects the SSG has had on them and their office. Lauren and Janelle work for Dr. Terry Reavis in Bixby, Oklahoma. Lauren is the office manager/lead assistant. Janelle recently took over the responsibility of ordering supplies when Lauren was on maternity leave.

Dr. Reavis just completed his third quarter working with Casey Kennedy and Burkhart Dental on the Supply Savings Guarantee and the results have been impressive. In the last nine months, the percentage of gross production Dr. Reavis’s office spent on supplies dropped from 5.52% to 4.36%—a savings of more than $15,000.

WHAT WAS IT THAT MADE YOU WANT TO WORK WITH BURKHART?
Lauren: “The Burkhart team came in and did a ‘What a Great Supply Rep Does’ presentation. I was impressed with the presentation and it came at a great time. I was about to go on maternity leave and needed a system of ordering that I could transition to Janelle who would be taking over that responsibility. I was doing most of my ordering from catalogs and thought I was saving money, but I was spending about three hours every Wednesday morning putting an order together.”

Janelle: “I had worked with Burkhart in the past, so I already knew what they could do for our practice. I had a positive experience with them at another office.”

WHAT WAS IT ABOUT THE GUARANTEE THAT ORIGINALLY CAUGHT YOUR ATTENTION?
Lauren: “We like to be as thrifty as possible. Margins are tighter and reimbursement seems to be going down. We are always looking to save wherever we can. We figured with the guarantee, we had nothing to lose by trying it for a year to see what happened.”

WHAT PART OF THE SSG DO YOU FIND MOST VALUABLE TO YOU AND YOUR PRACTICE?
Janelle: “Costs have gone down and it saves us a lot of time. I know Casey is going to take care of the order and I don’t have to worry about it. I don’t have to spend a half day putting an order together like Lauren used to do.”

HOW DOES YOUR BURKHART ACCOUNT MANAGER HELP YOU REACH YOUR GOALS?
Lauren: “Casey does a good job of describing alternate products that offer a better value. He researches products for us and keeps our costs down. I also really like the return policy and process. We feel comfortable trying his recommendations knowing we won’t be stuck with a product if we don’t like it. All of these things help us be more profitable and more efficient.

We also appreciate the free goods. Free goods are really important and we get them quickly.

We recently finished three quarters of doing business with Burkhart and Casey showed us that we have saved more than $15,000.”

HOW HAS THE SSG HELPED YOUR BUSINESS?
Lauren: “Before the SSG, we didn’t feel like we had a reliable service technician who we could depend on. It was frustrating not always knowing how long it would take a service tech to get to our practice. By agreeing to the SSG, we found out we would receive a 25% discount on service, so we gave Burkhart a try and met Tim Williamson. Tim has been great to work with. He knows what he is doing. We can rely on him being here when we are told he will be here. Tim and the Burkhart service team have really helped our business.”

IN WHAT WAYS DOES YOUR BURKHART ACCOUNT MANAGER HELP YOU AND YOUR TEAM?
Janelle: “Casey helps us spend less time ordering. He has helped us be more efficient. He has helped our bottom line. We are a very busy practice and we are growing. I don’t need to worry as much about the supply order, and I can focus on other things that are more productive than ordering.”

WHAT WOULD YOU SAY TO A DOCTOR CONSIDERING THE SSG PROGRAM?
Lauren: “We went into the SSG thinking, ‘We’ll give it a shot. We can’t lose anything.’ I was looking for an ordering system I could transition when I was on maternity leave. The SSG and Casey provided that system. Burkhart has been great to work with and the SSG has gone better than expected. We have saved a lot of money and become more efficient. I would tell other offices considering the SSG to give it a try. You can’t lose.”

Take Home Pay – How You Can Easily Earn Extra Money in Your Pocket

By Shannon Woodburn, Burkhart Account Manager

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Kuna Dental is a fun and energetic practice nestled in the corn fields of Kuna, Idaho. Dr. Doug Croft is a hard working “teddy bear” who put himself through dental school by earning money driving gas tankers to finance his education before starting dental school at the “non-traditional” age of 27. He is extremely involved in the local community and started a very successful practice almost 20 years ago. As his practice expanded, he built a beautiful new building where it could grow. Dr. Dan Haws, an avid cyclist and meticulous dentist practicing in Southern California, relocated his immediate family to be closer to relatives and joined the thriving practice at Kuna Dental in 2014.

Impressed with Burkhart Staff
Dr. Croft wanted to work with Burkhart as his staff was impressed with the people that made up Burkhart. They said that Robert Fogleman was integral in their decision to give Burkhart a try as he provided phenomenal service and they had a great relationship with him as their “fix it” guy. Burkhart Regional Sales Manager Derek Johnson was very thorough, and Kuna Dental decided to do business with these exceptional people.

Significant Savings Achieved Through Supply Saving Guarantee
Dr. Croft likes the Supply Savings Guarantee (SSG) and says, “It’s nice to have the extra money in my pocket…kind of like the cream on the top!” He said money doesn’t make his life spin, but it sure never hurts to have some extra money lying around, and Burkhart has given him that option by the significant savings his office has achieved since starting the SSG Program. He appreciates the fantastic customer service he receives from Burkhart and the fact that they take an interest in his business.

Quarterly Review Identifies Supply Overhead Percentage
His Burkhart Account Manager, Shannon Woodburn, performs a quarterly review to go over his numbers, evaluate what is going well and then make suggestions on what could be even better. This review helps him keep abreast of his supply overhead percentage and how to continuously improve and get it lower. He enjoys the graphs that put a visual on the trends in his practice and shows accountability for what is happening with his supplies.

The goal is to hit a specified percentage and often times the actual results are significantly lower than the established goal percentage that is being aimed for. He also appreciates that saving money never sacrifices quality. Jessica, his dental assistant, is integral in the partnership that ensures they never run out of anything, but also keeps a tight inventory so nothing is overstocked and wasting precious resources by just resting on the shelf for months.

Making Life Easier
Burkhart helps make life easier at Kuna Dental by taking the worry off the doctor’s shoulders regarding supply decisions. He has confidence knowing that his Burkhart Account Manager is looking out for his best interests at all times. This helps to simplify his practice and give him more free time.

Savings Allows Practice Investments That Make Business Profitable
The Supply Savings Guarantee Program has helped to save money. This allows for extra cash flow to invest in the practice on new handpieces or other important equipment that makes the business profitable and keeps it running smoothly.

A Great Team
Jessica has formed a great team with the Burkhart account manager to maintain the perfect level of inventory, swap out products that are more cost-beneficial yet offer the same quality for a better price, and maximize the amount of free products they have access to without compromising their desired products as dental professionals.

Continuing Education Programs Keep Staff Informed
Burkhart continually offers continuing education programs on hot topics and new offerings to keep them informed of the many changing options in the dental world. They work well with the staff and are great problem-solvers by anticipating what the office needs to continue their financial success.

Just Do It
If any dentist is considering the SSG Program, Dr. Croft advises them of the popular slogan to “Just do it!” It’s a better way to eliminate the “heartburn” of trying to plow the road on your own, when you have people with experience who can make your life much easier and free up your time.

Supply Savings Guarantee: Creating a Partnership

By Derek Johnson, Burkhart Branch Manager

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Dr. Skip Pierce graduated from University of Washington Dental school in 1974 and opened his dental practice in the same year.  Since then, Dr. Carson Mooney, Dr. Robert Studebaker, and Dr. Lance Ritchie have joined the practice.  Although the name of the practice has changed since Dr. Pierce first opened, the exceptional care they provide is still the same.  Nelly Gomez, Office Manager, sat down with Derek Johnson, Burkhart Branch Manager, to share their experience with the Supply Savings Guarantee.

What was it that made you want to work with Burkhart?
In 2012 we were building a new office, and Burkhart asked if they could be part of the bidding process. We were extremely impressed with Burkhart’s attention to detail and their team, and decided to go with Burkhart even though we didn’t have much of a history with them. Our expectations were exceeded while working with John Elliott, Equipment Specialist, and Chad Alger, Service Technician, with both our new equipment needs and with the move of our existing equipment. Even though we were impressed with our experience we decided to keep our merchandise business with the current supplier we had used for almost 30 years.

What was it about the guarantee that originally caught your attention?
Saving money was intriguing but it was Account Manager Katey Speegle’s vision that sold us. She explained how she approaches business with her clients and that she views it as a partnership. She spent time on how much money we could save and how she would do this. This was very different from what we experienced with our other suppliers.ssg_color_logo

What part of the SSG do you find most valuable to you and your practice?
The quarterly business review meetings—we like to know where we are with our numbers. Katey also presents less expensive product options that meet our clinical standard.

How does your Burkhart Account manager help you reach your goals as a dentist and business owner?
Shortly after we started on the SSG, Katey presented PracticeView. We were reluctant at first because we had used well-known national consultants in the past but didn’t see much of a return on investment. We decided to go through PracticeView because there was no cost and we were hopeful we would get insight on some areas of concern. Not only were we amazed with the initial information and direction we were provided, Practice Support Team’s on-going support has been greatly beneficial to our practice. This is another example to us of how Burkhart Dental is a partner in the success of our business.

How has the SSG helped your business?
First and foremost, it has saved us money by lowering our overhead dental percent. It has also added a level of transparency and accountability to our merchandise ordering.

How has the SSG helped your staff be more efficient?
Katey is very organized and has implemented new systems for ordering supplies. This has kept our inventory to a minimum.

What would you say to a doctor considering the SSG program?
Take a chance and do it. You have nothing to lose. It started with just the numbers but we have benefited in so many other areas.

Do you have any final thoughts?
Partnership. Katey is part of the staff. She cares about our practice’s success. Between rebate checks, free goods, and inventory control, she is looking out for our best interests. We trust her decisions are for our benefit and not for her benefit.

Click here to see the original article.

Supply Savings Guarantee: Part of the Family

Dr. Pickett and his Burkhart Account Manager Susan Carter

Dr. Pickett and his Burkhart Account Manager Susan Carter

Dr. Victor Pickett graduated from the University of Puerto Rico in 1979. Soon after, he opened Southwest Dental in Taylorsville, Utah and has been in the same location ever since—nearly 36 years! He sat down with his Burkhart Account Manager, Susan Carter, and talked about the success he has found with the Supply Savings Guarantee.

What was it that made you want to work with Burkhart?
I was invited by my lab technician to attend a 3M True Definition Digital Scanner event at the Burkhart branch in Salt Lake City, Utah. While in attendance I wandered around the showroom floor and spotted a Pelton & Crane chair. I wasn’t familiar with Burkhart and didn’t know they sold equipment. I had just purchased a Pelton chair only weeks
prior and curiously asked how much it costs. Surprisingly, it was significantly less than what I had just spent on the Pelton & Crane chair for my office. I was equally impressed with the Burkhart staff and was eager to learn more.

What was it about the guarantee that originally caught your attention?
My Account Manager, Susan Carter, and Branch Manager, Sam Goodrich, invited my staff and me out to lunch to share Burkhart’s philosophy with us. They shared the “What a Great Supply Rep Does” presentation with my team and handed out gifts with a promise to reduce my overall costs. The lunch was a lot of fun and very informative.

My previous suppliers, Schein and Patterson, with whom I had done business for over 25 years, had never given my staff anything, nor had anyone ever promised to watch my spending and guarantee I would spend less on supplies. We have a large practice and had been spending about $20,000 per month on supplies. I realized that if Burkhart could do what they were promising to do then I would save a significant amount of money.

What part of the SSG did you find most valuable to you and your practice?
I like knowing what percentage of my production is being spent on supplies. When we started working with Burkhart, we discovered that our percentage was 7.7 percent. After three quarters on the guarantee, we are spending nearly two percent less.

I like that Susan shares the numbers with my partners and me every quarter. We have never had accountability like that before.

How does your Burkhart account manager help you reach your goals as a dentist and business owner?
Susan continually suggests products that save our practice money without compromising quality. Susan is always looking for ways we can be more efficient without my staff or I having to ask. She even orders non-Burkhart products for us so my assistants can spend more time chair-side with my patients. Spending time on the phone ordering products can take a lot of time. We trust Susan to take care of all of our ordering for us.

How has the SSG helped your business?
We just completed our first 12 months on the Supply Saving Guarantee program. By working with Susan and Burkhart, we saved $66,801.00 and reduced our overhead by almost 2%. We also took advantage of nearly $22,000.00 in free merchandise through promotions and coupons Susan processed for us.

How has the SSG helped your staff be more efficient?
Susan has implemented a tag system to keep track of our inventory. We very seldom run out of products like we did in the past. I have a very busy office with a lot of employees. In previous years it has been difficult to keep track of products we were running low on. That rarely happens now. Susan also keeps track of our products ordered direct with other companies.

In what ways does your Burkhart account manager help you and your team?
There are many ways Susan and Burkhart have helped our team. Susan introduced us to the Burkhart service team who we now use to take care of our repairs at a discounted rate because we are SS G customers. Susan keeps us up to date on the latest products and equipment. The whole team at Burkhart is a pleasure to work with.

What would you say to a doctor considering the SSG program?
You really need to give Burkhart a try. They become part of the family, and they’ll care about your practice as much as you do. You’ll look forward to seeing your rep because they will be there to help you, not to just sell supplies.

Click here to see the original article.

Supply Savings Guarantee: “Never Pass on a Guarantee”

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Dr. Tony Ramos earned his Bachelor of Science and was the Memorial Union President at Oregon State University in 2000-01. He completed his education at Oregon Health and Science University, graduating in 2005 with high clinical honors. He began practicing in Prineville, Oregon at Ochoco Family dental, and purchased the practice and building from Dr. Gary Thomas after graduation. He partnered with his Burkhart Account Manager Sherry Perrigan to get started on the Supply Savings Guarantee, where he has found success.

To read the full interview, click here.

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