The Practice Development Program

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The Practice Development Program

• An internal marketing and
• patient management program
• for audiology practices

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Finally . . . Easy-to-use techniques
for long-term, sustained growth of your
practice

• The best marketing strategies and tips developed
  during 18 years of work with hundreds of
  audiology practices.
• Co-op funds Subscribers have used manufacturer
• co-op funds to pay 50 to 100 of the cost.
• Developed by Dennis Hampton, Ph.D.,
• private practice audiologist since 1976 and
• editor of Hearing HealthCare News.

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• Program Goals
• 1. To increase practice revenues
• The 1,000-patient practice can
  increase
• revenues by more than 32,000 a year.
• 2. To improve patient care

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Problem 1 Lack of follow-up care is the
most common hearing aid user complaint about
their service provider.
(MarkeTrak III survey results)

• Solution
• The Practice Development Program provides
• patient follow-up services and programs
• that eliminate this common complaint.

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Problem 2The typical professional
practices loses 10 of its patients every year
because they didnt feel cared for.
(Rockefeller Institute study)

• Solution
• The Practice Development Program
• proves you care about your patient
• with patient contacts tested and proven
• by hundreds of audiology practices.

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Problem 3Replacing lost patients Industry
experts estimate it costs more than 200 to bring
a new hearing aid user into your office.

• Solution
• The Practice Development Program acts
• as an insurance policy against patient
• lossfor about 3 per patient per year.

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Problem 4 Manufacturers report a hearing aid
return rate of 18.

• Solution
• Research has demonstrated that a well-
• designed follow-up care and patient
• education program cuts hearing aid
• returns in half.

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ChallengeMake sure your patients see you
forall their hearing care services.

• Post-fitting service is a major
• untapped market.
• Increase revenues by more than 32,000 a year
  (1,000 patient practice) by
• Doubling battery sales (see worksheet)
• Doubling annual test visits (see worksheet)
• Increasing hearing aid sales to current patients
• Generating more referrals from current patients

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The Program is based on three proven principles

• Patient satisfaction is vital to the growth
• of your practice.
• Marketing to your own patients is the easiest,
  most cost-effective marketing you can do.
• A tested and proven patient care program MAKES
  money.

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Program Tools

• Among the tested and proven tools we
  provide are
• customized patient newsletters
• a patient follow-up program
• a battery club program
• an annual re-call program
• customized physician newsletters
• office forms and letters templates (on disk)
• a collection of the best audiology marketing
  articles

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PDP Manual Topics How to use a patient
newsletter effectively HIPAA regulations and
newsletters Using manufacturer co-op funds to pay
for the program How to make battery sales pay for
the program 3 key elements of a successful
re-call program Patient satisfaction
survey Annual re-call letter Hearing aid fitting
checklist The 1997 AAA Marketing Survey Marketing
to physicians How to use a physician newsletter
effectively Lunch Learn Increasing your
patient referrals the four keys Appointing
clients as ambassadors of your practice The 15
secrets of guerilla marketing Marketing to the
sophisticated senior Reducing instrument
returns by 50 with consumer education

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Generate more referrals from patients

• Patients refer more when they feel cared for.
• Active and satisfied patients are more likely
• to refer family and friends.
• Patients are more comfortable referring family
  and friends when they receive regular reminders
  of your professionalism and willingness to
  provide extra care.

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A loyal hearing aid patient will spend more
than 12,000!

• The typical loyal, active patient will purchase
  
• Three to four sets of hearing aids
• 10-15 annual hearing check-ups
• 100-150 packs of batteries
• 10-15 years of warranties and/or repairs
• Plus, refer several friends and family
• members

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Cost Return on Investment

• Cost
• About 3 to 5 per year per patient
  (including
• four issues of a customized patient
  newsletter, several
• patient mailings, postage and all program
  materials)
• Return-on-investment
• More than 161, according to current PDP
  participants

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Low risk, high return

• We work with you, sharing the tips and techniques
  learned from working with hundreds of successful
  audiology practices.
• We demonstrate why over 90 of our participants
  continue year after year.
• The program makes money because it reaches the
  most highly qualified market possible
• known hearing aid users who already know
  you.
• Cancel anytime if not 100 satisfied.

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What are the benefits?

• Dramatically increased revenues
• 32,000 a year just from increased battery
  sales and annual visits (plus
  revenues from additional hearing aid sales to
  referred and current patients)
• Happier patients!
• More loyal patients
• (who wont be seduced by your competitors
  free offers)

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How to get started

• Call [phone]
• To learn more, visit
• www.hearinghealthnews.com