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 Gem #9It's All in the
Presentation In-office dispensing is becoming more common
place in podiatric offices throughout the country. Benefits of
in-office dispensing include improved patient compliance and
satisfaction, time-savings for the patient and profitability for the
practice.by Hal Ornstein DPM, FACFAS and Lynn Homisak, PRT, PMAC For years, Dermatologists, Optometrists and Dentists have successfully supplied products for their patients, which has become standard of care. Yet there is still significant apprehension by many in our profession who feel they will be viewed as unprofessional. We felt this same apprehension in our offices for years, based on theory and not fact. We made the critical mistake of thinking for the patients, resulting in false assumptions. However, after speaking with many successful and ethical practitioners about their successes with dispensing while speaking throughout the country, we tested the ground. Our decision was based on improving patient satisfaction with revenue as a secondary benefit. We have found that our patients have accepted the in-office dispensing with open arms. We learned a valuable pearl from Jason Kraus, Vice President for Langer, Inc., that ensures a professional perception relating to dispensing. He suggests that when presenting products to patients, simply say, “Your treatment includes use of a 'widget'. It is available in local stores (pharmacies) but we do have it here for your convenience.” We found with this approach the patient does not feel forced into purchasing the products from you and results in them buying the item in our office over 95% of the time. Our staff also shares in the profits from products dispensed in the office since they are the ones who typically present and discuss the products with our patients. With today’s completive environment it is more critical than ever for us to provide comprehensive care, deliver the best to our patients and develop profit centers in our office. More to come................
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