DEEP-SIX
Direct Reimbursement!

Direct reimbursement has several major flaws that make it a total loser.

First, no one makes money directly from marketing DR. This is one of the greatest stumbling blocks, because no one takes on this kind of endeavor for free. This type of endeavor is contrary to human nature. Wake up!

The ADA expects us to sell to the CEO's and Benefits Managers as they sit in our chairs with saliva ejectors hanging from their mouths, but in reality these opportunities are few and far between; we have little chance for follow up; we have no experience, and frankly, our presentation in this role is probably suspect to real-world businessmen. We are not, nor should we be, insurance salesmen.

The reality is that most of this type of business is conducted between Benefits Managers and insurance agents or benefits consultants, and on golf courses or on the basis of historical relationships. We can't compete there and DR gives the agents no reason or motivation to present it as an option- in fact, since they make no money from it, DR is negatively represented by insurance professionals.

Secondly, DR leaves a significant administrative burden on the insured. This is the era of downsizing and outsourcing. Do you think any competitive business wants to take on new administrative responsibility? Absolutely not!

Finally, did we mention that dentists are lousy insurance salesmen? Finally, did we mention that dentists are lousy insurance salesmen? Finally, did we mention that dentists are lousy insurance salesmen? Finally, did we mention that dentists are lousy insurance salesmen? Finally, did we mention that dentists are lousy insurance salesmen? Finally, did we mention that dentists are lousy insurance salesmen?

Get the message?

How many insured lives have you personally converted to DR?

It's not working, friends.

Now, let's take a look at a newer concept, a brainchild of the Florida Dental Association, which deserves much credit for this innovation.

Meet
DIRECT ASSIGNMENT

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8American Independent Dentist's Association
Last update 03/26/98