Archive for the ‘Patient Retention’ Category

3 Types of Problem Patients Who Are Actually Hurting Your Practice

Monday, August 13th, 2018

By Sally McKenzie, CEO of McKenzie Management

Attracting and keeping patients is a vital part of any dentist’s success. It doesn’t matter how talented you are clinically if you don’t have any patients to treat. To meet your financial goals, you must build a strong base of loyal patients—but you also need to attract the right kind of patients.

Unfortunately, there are some patients who actually hurt your practice. Here are three types of patients who often end up doing more harm than good, and the changes you can make to help them become the type of patients every dentist wants in their practice.

1. Patients who are always late on their payments. Patients accept treatment, then forget they actually need to pay. They usually pay eventually, but only after team members spend valuable time sending reminders and calling them on the phone.

How can you get patients to start paying on time? First, establish a clear financial policy. When patients make an appointment, make sure they understand when payment is expected. Don’t leave any room for confusion. I also recommend offering third party financing from a company like CareCredit. This enables patients to pay in small chunks each month, making the cost of dentistry much more manageable. You get paid on time, and patients are also more likely to go forward with treatment they otherwise couldn’t afford.

2. Patients who don’t value the dentistry you provide. When patients don’t value dentistry, they don’t make it a priority. So if something else comes up that conflicts with their scheduled appointment time, they don’t feel bad about canceling at the last minute or simply not showing up at all. These broken appointments bring chaos to your day and often keep you from meeting production goals.

Spend time educating patients about the value of the services you provide. This education can come in the form of images from an intraoral camera, radiographs, videos and even brochures. Make sure patients understand why maintaining their oral health is important to their overall health, and the possible consequences of not going forward with recommended treatment. I also suggest confirming with patients two days ahead of their visit, giving you time to fill open slots if they have to cancel.

3. Patients who show up once never to be seen again. Patients come in for their new patient appointment, you think the visit goes great, but you never hear anything from the patient again—and you have no idea why. Patients don’t come back simply because they didn’t have a good experience. Once patients are in the chair, focus on building a rapport. Ask them about their families, their jobs and their oral health goals.

Patients are the lifeblood of your practice, but sometimes they can actually cost you money and create extra stress. Making the necessary changes will help turn these problem patients into the loyal patients your practice needs to thrive.

Sally

 

Sally McKenzie is CEO of McKenzie Management, www.mckenziemgmt.com, a full-service, nationwide dental practice management company. Contact her directly at 877-777-6151 or email sallymck@mckenziemgmt.com.

 

 

Bridging the Gap Between Case Presentation and Acceptance

Friday, July 20th, 2018

Guest post by Dawn Christodoulou, President/Owner of XLDent

Patients come through your door all day with problems ranging from periodontal disease to missing teeth. The biggest challenge isn’t in performing those treatments, it’s in getting a patient to agree to them. As a clinician, your role is much more than just doing the work, it’s listening to problems, educating, and demonstrating.

In most cases, the relationship between you and your patient must start with trust for the patient to feel confident enough to go through with your recommendations. No matter how large or small the proposed treatments are, there’s a personal element to each involved. A patient needs to hear and believe there’s a problem, before ever considering the solution.

One way to do this is to use visuals. Electronic dental charts and digital photos are good to start with. They show problems clearly and offer a focal point for your discussion. Focus less on the filling, and more on the recurrent decay or new caries that are seen and possibly felt right now by the patient. This step of the acceptance process should center around their goals and solving the problem (with your proposed treatment).

Understand barriers to acceptance and address them head on. Dentists think more times than not that the biggest roadblock to acceptance is money. In reality, this is true in some cases. However, it’s likely followed by fear or lack of understanding. Listening to your patient will bring you the most success at this stage. Get in the habit of repeating back what you’ve heard to confirm and reaffirm the barrier.

For example, you might say, “Mrs. Jones, if I’m hearing you correctly, your main concern is how much this treatment will cost. Is that correct?” Don’t be surprised if you get a response like this: “Well, I am worried about that, but I’m also just not feeling any pain right now on that tooth.” We can safely assume Mrs. Jones hasn’t truly seen or understood the problem, thus she doesn’t see the need for the solution. A repeat of the patient education and more focus on the problem is probably necessary.

The process of gaining treatment acceptance is much like crossing a bridge – each step connects to the next until you reach the other side. There comes a point where the patient understands the problem and can connect your solution as a means to solve it. The process of case presentation has a direct effect on a patient’s willingness to make that commitment.

To connect with XLDent, call 800-328-2925 or email xldentinfo@xldent.comDawn

Dawn Christodoulou is the President/Owner of XLDent. She has more than 25 years of experience computerizing dental offices and helping both new and established practices streamline electronic workflows for increased efficiency, improve patient engagement, and achieve maximum profitability. Dawn is also a member of ADA SCDI Working Groups 11.1 Standard Clinical Architecture and 11.9 Core Reference Data Set.

How Much is Enough?

Wednesday, June 20th, 2018

Guest post by Sally McKenzie, CEO McKenzie Management

Naturally, one of the first questions many dentists ask is, “How much should be budgeted for marketing?”  For startup practices or offices that seek to market and grow aggressively, 4-6% of projected production should be allocated for marketing. The typical dentist should budget about $30k to $50k for the first year. For established practices, 3-4% of projected production should be allocated. The typical established dentist should budget $20k to $40k per year.

New dentists commonly assume that because they have a large family or are active in their church these individuals will be the new patients that sustain their practices. What is not considered is this may amount to only 20 to 50 people. They don’t fully realize how many new patients they need each month to make payments on the practice, pay the staff and themselves.

Marketing is an investment in the success of your practice. If you cut the marketing budget or have an insufficient budget, you are cutting the flow of patients to your practice. Without patients there is no practice, plain and simple. Invest in your practice. Create a budget and spend it intelligently – which brings me to my next point.

Marketing is far more than a single ‘Campaign’ or ‘Event’

I have watched dentist after dentist throw thousands of dollars into so called “marketing campaigns”, convinced that this one will bring in all the patients they need. It’s the “silver bullet,” the answer to all of their struggles. The campaign kicks off. The mailers are sent, the ads are placed, the special offers are promoted, the radio jingles are playing, and, yes, the phone is ringing. The schedule is full. Ninety days later, it’s over and so is the rush of new patients.

What happened? Was the campaign really a waste of money? Why are there holes in the schedule again? Who’s responsible for this disaster? Who, what, why – many questions and concerns arise when lots of money is spent and limited return is achieved. I have a word of advice for you – STOP.

Stop looking at marketing as a one-time external event. Marketing is taking place in every interaction with every patient. It is what happens when your business staff answers the phone. It is what takes place when you explain a procedure to a patient. It is the layer of grime on your front door that no one on staff notices because they’re always going in and out the back. Marketing is the small stuff and the big stuff. It is the “whole package.”

SallySally McKenzie is CEO of McKenzie Management, www.mckenziemgmt.com, a full-service, nationwide dental practice management company.

Contact her directly at 877-777-6151 or email sallymck@mckenziemgmt.com

Do You Have a Disaster Plan?

Sunday, May 20th, 2018

Guest post by Dawn Christodoulou, President/Owner of XLDent

Every day, news reports show us the devastation that can be brought to any doorstep by Mother Nature or other unplanned situation. Our best defense against this is to ask ourselves, what is our plan if such a thing were to happen to our dental practice?disaster plan checklist (002)

Your answer should be a disaster plan. This is something that should be in writing, reviewed at least annually, naming a specific person (such as your Office Manager or another person) entrusted with following the practice owner’s wishes, bringing some semblance of order to the chaos to come.

There are many examples of disaster that can throw your practice into a tailspin.

Fire, flood, or other natural disaster:

  1. Make sure dental staff members are accounted for and safe. Have a designated staff member (and a back-up person) activate your prepared, written Emergency Action Plan with appropriate contact information for the office team and patients.
  2. If you are aiding in the cleanup process, be sure to wear appropriate personal protective equipment (PPE) to protect against water-borne illnesses and aspiration of materials.
  3. If possible, make arrangements to pay staff right away to help them cover basic needs for food, shelter, and any medical treatment they may need.

Theft or embezzlement:

  1. Review protocols surrounding passwords and security. Every staff member should have their own login credential assigned and known only to them. For example, XLDent practice management software recommends security groups which clearly identify staff members and access permissions.
  2. Review security logs. This is where you will find record of every transaction performed for each staff member’s login. It’s good practice to periodically review these for inconsistencies.

Unexpected illness or death:

  1. Make sure Standard Operating Procedures are written and up-to-date. They may be needed in the event a staff member’s duties are to be completed by another member or even by a temporary replacement hired from an outside agency. Be familiar with local dental staffing agencies that may be a resource for temporary administrative and clinical employees.
  2. Know who is designated to handle the estate of the doctor and if there is a document (such as a will) to provide a path for transfer of ownership.

One area not yet discussed is your practice data. Your disaster plan should include a data recovery section. Data recovery is critical to keep your business going after a disaster event has occurred. In many of the examples, office computers and equipment may be damaged or lost. Knowing your data is safe and secure is peace of mind you don’t want to risk. A reliable managed data backup option is XLDent’s XLBackup.

In all cases, remember your best bet is to be prepared. With a proper disaster plan, an unplanned sequence of events can quickly be turned into a planned response for you and your team.

To connect with XLDent, call 800-328-2925 or email xldentinfo@xldent.comDawn

Dawn Christodoulou is the President/Owner of XLDent. She has more than 25 years of experience computerizing dental offices and helping both new and established practices streamline electronic workflows for increased efficiency, improve patient engagement, and achieve maximum profitability. Dawn is also a member of ADA SCDI Working Groups 11.1 Standard Clinical Architecture and 11.9 Core Reference Data Set.

What New Dentists Can Gain from Losing

Friday, April 6th, 2018

Guest post by Nelson Kanning, DDS

Why would anyone boast about being a loser, especially if losing involved money? Who in their right mind would consider losing money a gift? Most dental practice owners and even associates would throw a fit at the idea of setting a goal to lose money. But, I’m proposing being a loser can make sense, particularly if you’re a new dentist.

Until recently it was hard to admit that being a loser is one of my greatest gifts. The majority of my experience with teams has been as a loser. High school football; we lost. I played for a Division I football team that was bowl champ the year prior to me joining. Then, we lost. Losing used to be tough. However, now I’m finding being a loser is a joy.

I’d say this revelation happened about six years ago. I was sitting in the audience at the American Academy of Cosmetic Dentistry’s (AACD) annual scientific session in Seattle. During one of the opening sessions, I became curious about the awards being given to offices who participated in their Whitening Challenge. Offices who participate in the AACD Charitable Foundation’s Whitening Challenge agree to donate a portion of profits from their whitening to the Give Back a Smile program, which restores the smiles of survivors of domestic violence. And one office received the award for donating the most profit from whitening to the AACD. That office’s benevolence inspired me. Their team was excited about the program. The doctors felt good about the service to their patients and to a much greater cause. That day, I realized that program had to be part of my practice.

It seems fit, here, to reveal that dentistry is my second career. Through my twenties, I made a living as a professional fundraiser asking people to donate money to leadership programs, support scholarships, and buildings for a private liberal arts college. During that time, I was always fascinated by the joy the donor received knowing their money was making an impact for someone deserving. The Whitening Challenge has given me that same feeling of joy. It is a whole lot more fun to give money away freely than it ever was to ask for money.

Does donating increase my bottom line? Who knows. But ultimately, who cares. You’re not a dentist solely for the profit. Remember, you said it yourself in your interview: “I really want to help people and make a difference.” Boom, here is your chance. Finding a cause for your practice, like the Whitening Challenge, can make instant connections with skeptical patients as well as entice new patients into our chairs. It has given my team a cause they are proud to stand behind and excited to share with our community. However, it mostly reminds me that when you do the right thing, despite your overhead, your monster loans, and your financial ambition, being a loser just feels good.

AACD.Blog.4.7.18.Kanning (002)Nelson earned a BS at William Jewell College, with an emphasis in Leadership and Biology. After graduating, he served two years as a leadership trainer and capital campaign consultant for Sigma Nu fraternity. Although he enjoyed his mission-driven work in the non-profit sector, Nelson decided to pursue his original desire for a career as a dentist.

Dr. Kanning served on the AACD Charitable Foundation Board of Trustees from 2015 to 2017 and served as the chair from 2016-2017. His office has participated in the Whitening Challenge since 2013 and won the Bright White award in 2014 for donating the most whitening proceeds of all participating practices in that year. Since his office has started participating in the Whitening Challenge, they have donated nearly $25,000 in whitening proceeds.

 

Collections and Your Practice: Success with Patients and Insurance Companies

Tuesday, March 20th, 2018

Guest post by Dawn Christodoulou, President/Owner of XLDent

Practice collections have started the trend towards a steady drop in what dentists are collecting for their work. Without a thorough understanding of insurance benefits and collection policies, paired with a good communication strategy, the ripple-effect on staff morale and productivity can exacerbate this decline.

Insurance Collections

Submitted claims is a first step to insurance collections. If weeks pass before anyone confirms that claims were received and being processed, that time has been lost. Insurance carriers do not make a habit of contacting dental practices to let them know if additional critical information or documentation is needed. Electronic claim services embedded in a practice management software are your first line of defense. For example, in XLDent, with one-click, claim status tracks claims instantly; easily avoiding costly delays.

Fee Schedules XLDent.TND.Blog.Electronic.Claims.Status.3.21.18.jgep (002)are a critical part of making sure your office is making accurate contractual adjustments. EOBs are not always the easiest to decipher, especially for staff with little or no experience with insurance billing. Ensure your team is prepared with payer contract details and fee schedule information so they can post accurate adjustments. Patients will appreciate attention to this detail too, so that your treatment plan estimates are as close to accurate as they can be.

Patient Collections

Every practice should have a written financial policy that lays out the terms involved with insurance processing – what is filed, by whom, and where the responsibilities lie. Payer structures and guidelines can change, so review this policy annually, and adjust it as needed. Any changes should require an updated review and signature from your patients.

It’s no surprise that Standard Operating Procedures (SOPs) guide your practice through critical business processes, and collections are no exception. Establish a collection’s timeline, which includes number and frequency of communications, and consequences for non-payment. Practice administrators should adhere to them, but not without exception. Administrator’s should bring any individual patient concerns or circumstances that need review to the practice owner for further discussion.

Think about how patients want to interact with your practice nowadays, including making payments. XLPortal is a comprehensive solution allowing patients to not only make payments online, but also verify and update medical forms before an appointment, view upcoming treatment plans, and more. Convenience can often be a compelling factor in getting that payment sooner rather than later.

The best way to tackle collections head on is to start with the basics. There is always an opportunity to turn declining collections around, and practices just starting out should strive to establish successful procedures from the start.

To connect with XLDent, call 800-328-2925 or email xldentinfo@xldent.comDawn

Dawn Christodoulou is the President/Owner of XLDent. She has more than 25 years of experience computerizing dental offices and helping both new and established practices streamline electronic workflows for increased efficiency, improve patient engagement, and achieve maximum profitability. Dawn is also a member of ADA SCDI Working Groups 11.1 Standard Clinical Architecture and 11.9 Core Reference Data Set.

Getting Patients in the Door for a New Startup

Tuesday, March 6th, 2018

Guest post by Brian Baliwas, DDS

Four years ago, I took a risk as a new grad and joined a group practice in San Francisco to try and build a patient base of my own. A few trusted mentors supported the idea and gave me the confidence that building something for myself straight out of school was a good idea.

I saw a staggering FIVE patients in my first week. My days were full of hygiene and down time, but I kept a positive outlook throughout it all. I knew that if I did good work and treated people like family, this slow start and double-digit patient count would be temporary.

Like any dental startup, the priority was getting patients in the door. When I wasn’t with patients, I brainstormed different ways to market my practice with a limited marketing budget. Today, my patient count is in the quadruple digits, and I believe social media has played a significant role in that growth.

Social media gives dentists an opportunity to show potential patients something no other type of marketing can: a glimpse of who they are behind the mask. Dentists who treat social media like traditional advertising and post about whitening specials and Invisalign discounts miss out on the opportunity to really convey their personality and practice philosophy.

In addition to growing my practice, social media has allowed me to connect with people I may have never met. Aside from patients, I’ve met other dentists, specialists, dental students, laboratory techs, and dental product reps. I use it to stay connected with people I meet at conferences. I even met the person mentoring me towards AACD accreditation, Dr. Adamo Notarantonio (@adamoelvis), through Instagram!

The question you must ask yourself when starting a dental social media account is: what do you want to share and who are you targeting?

If growing a practice is your goal, don’t get caught up focusing on irrelevant numbers. Patients don’t (directly) care about your follower count, follower to following ratios, how many likes you received, or other meaningless social media statistics. Focus on content and providing information they would find valuable. Nothing else matters.

If you have a great personality and provide honest dental care, your future patients deserve to know! Take pictures of your office, staff, patients and dental work (with permission), volunteering, CE courses, hobbies, humor, family, and individuality. Share who you are… and then share some more.

AACD.BLOG.3.7.18.BrianBaliwas.photo (002)Brian Baliwas (@sfdentalnerd) received his DDS degree from the University of the Pacific Arthur A. Dugoni School of Dentistry, where he graduated with high honors and was elected to join both Omicron Kappa Upsilon and Tau Kappa Omega dental honor societies. He is an active member of the American Academy of Cosmetic Dentistry and the Academy of General Dentistry, and maintains a fee-for-service private practice in San Francisco, California, with two locations near Union Square and the Marina district.

His practice philosophy is centered on conservative, highly esthetic, comprehensive dentistry that utilizes modern technology and techniques. Dr. Baliwas also teaches part-time at UOP in the Department of Integrated Reconstructive Dental Sciences.

 

 

4 Ways Dentists Will Grow Their Practice in 2018

Monday, January 22nd, 2018

Guest post by Dawn Christodoulou, President/Owner of XLDent

I have to imagine that most every practice has a 2018 goal of growth. Now it’s time to start implementing your plans so changes can take hold and start producing results. Goals are a means to keep everyone motivated and pushing for excellence. Investing in new technology can certainly provide advantages that make you stand out from the crowd, and get new patients coming in your door. Current patients will take notice too, and feel confident that they made the right choice entrusting you with their family’s dental care.

Let’s first talk about recall. Maybe it’s not your strong suit, but it needs to be! Seventy-five percent of your revenue comes in through your hygienists, and getting people scheduled is the first major hurdle to making that happen. There are many ways to improve what you are already doing to reach patients, but perhaps you would rather this particular problem would solve itself? Automated patient communications are the answer to the time-consuming and challenging task of reactivating dormant patients and reminding scheduled ones to come in. Using a customizable combination of phone calls, emails, and texts, front desk staff can better utilize their time interacting with patients and focus on patient experience.

Many offices gain or lose staff after the holidays. Either way, the start of a fresh year is a chance to review standard operating procedures, especially if they haven’t been updated in a while. SOPs provide guidance to each member of your team, so they always know what part of the workflow is whose responsibility. Better to lay out practice expectations at the beginning, so that your new, or re-assigned, team member fits into your practice like a puzzle piece from the start.

Faster and mXLDent.Blog.1.21.18 (002)ore accurate payment processing, clearer insurance benefit coverage, and electronic insurance payments (EFT) are a few focus areas for those looking to streamline payer and insurance services. To maximize these options, integration of the service is a must. XLDent’s integrated ERA solution not only auto-populates the payment amount during the posting process, but also the contractual adjustments from Electronic Remittance Advice.

One of the best things to do when there is a slow-down and the winter doldrums set in is to retrain or “tune up” your team. Webinars are a great way to kick this off, but on-site and live web training are important options to consider as well. They give you a more hands-on training that isn’t quite the same as watching a video. Whether it’s appointment reminder automation or staff education, this year, set out with your best foot forward for growth!

To connect with XLDent, call 800-328-2925 or email xldentinfo@xldent.comDawn

Dawn Christodoulou is the President/Owner of XLDent. She has more than 25 years of experience computerizing dental offices and helping both new and established practices streamline electronic workflows for increased efficiency, improve patient engagement, and achieve maximum profitability. Dawn is also a member of ADA SCDI Working Groups 11.1 Standard Clinical Architecture and 11.9 Core Reference Data Set.

A Smart Start to Practice Growth

Tuesday, August 1st, 2017

Guest post by Dawn Christodoulou, President/Owner of XLDent

As the owner of a practice starting out or a stagnant one trying to grow, you are faced with figuring out what impacts practice growth the most. When properly planned, three areas can help to maximize growth from day one.

  1. Systems

You’re likely not thinking about efficiency or productivity during your first days or weeks in business. With a handful of patients each day, you’re not faced with bottlenecks, communication gaps, or duplication of processes. Alas, you soon will be. Systems minimize gaps or overlaps in your daily processes. They are needed for productive workflows and profitability.

Create standard operating procedures (SOPs) early on. Doing so sets the stage for staff expectations, accountability measures, and helps you measure areas of success or needs for improvement. Early on, you are likely running your practice without a full team. You have an assistant also taking on the front desk role, because you’re simply not busy enough yet to hire a full-time admin team member. As you bring on new staff, a written set of SOPs will ensure each team member is prepared and knows their responsibilities. Systems should be created knowing they will evolve as your practice grows and staff roles change. XLDent provides each practice, whether just starting out or transitioning from another PMS, a core set of SOPs to start with. They are a fantastic starting point for those new to establishing systems, and are customized by each practice as needed.

  1. XLDent blog photo Mockup-12-19-16Reviews and Referrals

I doubt there’s a practice starting out today that doesn’t have an online presence from day one. From the day you open your doors, focus on creating a process for reviews and referrals. Nothing attracts new patients more than a healthy online rating and patients who aren’t afraid to tell others about their great experience. After a visit, ask your patient if they were happy with their experience and funnel them right over to do that 5-star review. Lighthouse 360 helps you automate this. Emails. are automatically sent post-visit, and good reviews are posted right to your website and social media pages.

  1.  Patient Experience

It’s no surprise that convenience and consumer experience are priorities when a new patient chooses a dentist. They are especially significant in gaining one who is loyal. Don’t discount the importance of electronic reminders, online access, and paperless forms, to a patient. A busy mom doesn’t want to be faced with a stack of forms to complete that you’re going to scan and shred anyway. Consider a system that embraces all aspects of a streamlined paperless system, so you’re not left with the task of finding disconnected solutions that leave you with clumsy systems.

To connect with someone from XLDent, call 800-328-2925 or email xldentinfo@xldent.com

DawnDawn Christodoulou is the President/Owner of XLDent. She has more than 25 years of experience computerizing dental offices and helping both new and established practices streamline electronic workflows for increased efficiency, improve patient engagement, and achieve maximum profitability. Dawn is also a member of ADA SCDI Working Groups 11.1 Standard Clinical Architecture and 11.9 Core Reference Data Set.

 

Sex, Drugs & Oral Cancer

Thursday, June 1st, 2017

Sex, Drugs & Oral Cancer…what does this mean? Let’s take a closer look at oral cancer to see how sex and drugs play a role in the development. The risk factors for oral cancer are not only the traditional risk factors of tobacco, alcohol, and age, but now there is an increasing prevalence being caused from a sexually transmitted virus, HPV 16. With the new risk factor of HPV, oral cancer is not only affecting older patients, but now younger patients without the traditional risk factors. This means that everyone who walks into your office potentially has a significant risk factor. Just as with other cancers, early diagnosis of oral cancer provides a markedly improved prognosis for the patient. Knowing that early discovery for cancer saves lives, our goal should be to screen every patient. With the changing trends, it is important to have a tool in your arsenal for early discovery. OralID™ is the perfect solution and is being used in some of the top clinics and cancer centers across the nation.

OralID™ is an FDA Cleared medical device for oral cancer (and pre-cancer) screening. Without the need for any rinses, dyes or other consumables, OralID™ uses fluorescence technology that when shined in the mouth causes healthy tissue to fluoresce an apple-green color and suspicious tissue appears dark. If a dark lesion is found, the recommended protocol for screening is to have the patient back in two weeks to reassess the lesion. Normally these lesions will have healed in the follow-up period. If the lesion is still present, then performing an advanced cytology swab (CytID™) or a biopsy (PathID™) is recommended at that point.

In addition to the OralID™, Forward Science provides complimentary diagnostic tests designed for early discovery. The company offers an all-inclusive program, called the ID For Life Program™, that provides not only the OralID™ device for each office, but diagnostic tests, unlimited support, marketing materials, a lifetime warranty, and more. The ID For Life Program™ helps to ensure success in implementing an oral cancer screening protocol in each office.

As oral cancer has continued to rise over the past eight years along with the risk factors now affecting all demographics, we encourage you to join Forward Science and commit to screening each of your patients. By working together, we may play a crucial part in reversing oral cancer trends through early detection. Learn more by visiting www.forwardscience.com.

FSForward Science is a privately held biotechnology company based in Houston, Texas. OralID, Forward Science’s flagship product, is an award winning oral cancer screening device that allows clinicians to Shine Light. Save Lives.™ by identifying abnormalities that may not be seen under traditional white light examinations. Forward Science quickly expanded its product portfolio in efforts to provide clinicians with a complete program to battle the rising trends of oral cancer. With the launch of the ID For Life™ Program, Forward Science has evolved into the industry leader for oral oncology. The ID For Life™ Program includes the following in an effort to change the trends for oral cancer: screening device (OralID), diagnostic tests (CytID, PathID, hpvID, phID), and treatment options (SalivaMAX). SalivaMAX is Forward Science’s latest product offering, which is an FDA Cleared prescription strength rinse for all ranges of xerostomia.