Since joining Cleveland-based DentalOne in 2004, Melissa Marquez has climbed the ladder to become the dental service organization’s COO of the west market.
With approximately 20 years of experience in the dental industry, Ms. Marquez has seen the changes DSOs have brought to the field. She also understands the challenges newly graduated dental students face.
Below, Ms. Marquez dives into the operation of DentalOne Partners and the future of DSOs.
Note: Responses were edited lightly for length and clarity.
Question: What are three major challenges DSOs must overcome?
Melissa Marquez:
1. Competing for talent and patients — 35 percent of Americans still don’t regularly visit the dentist.
2. Staying ahead of technology. Advances in technology with cone beam computed tomography scans, lasers, intraoral scanners and more are all exciting and at the same time costly. It has been a challenge to keep up with the changes.
3. Deciding on an insurance payor mix that is the right fit. The insurance landscape is changing and requires us to change with it; however, new types can come with their own challenges and complications.
Q: Where are the greatest opportunities for DSOs?
MM: While the DSO industry is experiencing massive growth, it still only accounts for less than 15 percent of the market. So while mergers and acquisitions opportunities abound, we also have the opportunity to continue to develop how we design infrastructure, how we approach specialty and orthodontic services and finding new ways to support clinicians for the long-term and the different seasons of their career.
Q: How do recent dental school graduates respond to DSOs?
MM: There are often concerns about the freedoms they will have as clinicians, so it is common to field a lot of questions pertaining to how we handle labs and supplies, expectations around treatment planning and what the patient flow will look like. Generally, students just want to make sure they will be granted the ability to make clinical choices with their patients and that they will be supported with a strong team. There are some students who have heard horror stories, and we just have to listen to their fears and future goals to ensure we are a good fit for what they want their experience to be like.
Q: What strategies are you using to attract recent dental students?
MM: Most students are looking for the sweet spot between mentor, support and autonomy. Our current strategies are to promote that culture and support new graduates at that critical early on stage to ensure they have a great DSO experience that they can build upon for years to come.
Q: Is there a market or region you haven't tapped into that excites you most? Where are you looking to expand?
MM: The region I support is in very competitive markets like Dallas, Denver and Houston. We would love to continue growing in areas where we only have a handful of locations, like Arizona, in the future.
More articles on dental:
HHS gives Florida health centers $4.6M for dental care
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Seniors prone to illness caused by poor oral hygiene
With approximately 20 years of experience in the dental industry, Ms. Marquez has seen the changes DSOs have brought to the field. She also understands the challenges newly graduated dental students face.
Below, Ms. Marquez dives into the operation of DentalOne Partners and the future of DSOs.
Note: Responses were edited lightly for length and clarity.
Question: What are three major challenges DSOs must overcome?
Melissa Marquez:
1. Competing for talent and patients — 35 percent of Americans still don’t regularly visit the dentist.
2. Staying ahead of technology. Advances in technology with cone beam computed tomography scans, lasers, intraoral scanners and more are all exciting and at the same time costly. It has been a challenge to keep up with the changes.
3. Deciding on an insurance payor mix that is the right fit. The insurance landscape is changing and requires us to change with it; however, new types can come with their own challenges and complications.
Q: Where are the greatest opportunities for DSOs?
MM: While the DSO industry is experiencing massive growth, it still only accounts for less than 15 percent of the market. So while mergers and acquisitions opportunities abound, we also have the opportunity to continue to develop how we design infrastructure, how we approach specialty and orthodontic services and finding new ways to support clinicians for the long-term and the different seasons of their career.
Q: How do recent dental school graduates respond to DSOs?
MM: There are often concerns about the freedoms they will have as clinicians, so it is common to field a lot of questions pertaining to how we handle labs and supplies, expectations around treatment planning and what the patient flow will look like. Generally, students just want to make sure they will be granted the ability to make clinical choices with their patients and that they will be supported with a strong team. There are some students who have heard horror stories, and we just have to listen to their fears and future goals to ensure we are a good fit for what they want their experience to be like.
Q: What strategies are you using to attract recent dental students?
MM: Most students are looking for the sweet spot between mentor, support and autonomy. Our current strategies are to promote that culture and support new graduates at that critical early on stage to ensure they have a great DSO experience that they can build upon for years to come.
Q: Is there a market or region you haven't tapped into that excites you most? Where are you looking to expand?
MM: The region I support is in very competitive markets like Dallas, Denver and Houston. We would love to continue growing in areas where we only have a handful of locations, like Arizona, in the future.
More articles on dental:
HHS gives Florida health centers $4.6M for dental care
Nebraska dentists file complaint against state insurance department
Seniors prone to illness caused by poor oral hygiene