Dr. Allen Nazeri (DDS, MBA) explains practical steps dental practices can use to increase over‑the‑counter product sales (e.g., Sonicare, Waterpik, mouthwash, fluoride, OTC bleaching). Key recommendations: make products physically accessible (not locked away or placed far from checkout), position products where patients can see and handle them (operatories or checkout), and train staff to "ask for the order" using scripted handoffs from clinical staff to front desk. The video emphasizes team workflows, scripted language, and product placement; the speaker also offers coaching services and a website for follow-up.
Chapters
Today I had a question coming in from a doctor from Albuquerque, New Mexico. And the question had to do with the over the counter sales. How can we increase the sales of our products such as, like, I don't know, Sonicare mouthwashes, fluorides, over the counter bleaching and so forth in our dental office. So.
I thought I'd do a video on this. Well, the first thing you need to do is to train your staff to ask for the order. So what happens in many dental practices, I see that when a patient is checking out, number one, the products are set far from the checkout counter, meaning that, you know, where the patient is actually paying. The products could be across the way, across the hall, and the patients don't have easy access to it. Another problem I see is that a lot of times doctors, they lock up the products like somebody's going to steal it, you know, and I don't understand why, you know, so the product has to be absolutely accessible so people can, you know, reach out, feel, feel it, read the labels, whatever, and ask questions. So what you can do is to ask your, or train your team. When a patient is actually paying, ask them. Just like somebody goes to McDonald's and asks, they simply ask, would you like Coke with that or would you like to upsize your French fries or upsize your meal? They need to ask you questions similar to that. Would you like to get a product today.
And then show them the products? Would you like to take home, you know, a Sonicare? Would you like to take home a water pick, whatever that is. So the first thing you have to do is ask. But also your product has to be positioned correctly in the office. So if you have the products in your operatories, that's wonderful. So the patients can see it. Now, if a doctor recommends a treatment, it's your assistant's job to go and hand that patient off to the front person or the receptionist by basically telling the receptionist, you know, Dr. John.
Actually recommended this fluoride to be used on Susie and would you please show Susie.
You know, what sizes of bottles we have and so forth. So really this process is a team process and this is the stuff that I actually coach my clients with. You know, how to do proper handoffs and scriptings and so forth. This is Dr. Allen. If it's the first time you're reaching my channel, I help doctors develop, scale and exit from their practices successfully. If I can be of any assistance to you, let me know. I do weekly coaching with many clients through technology like this and be happy to help you and your team out and get you guys to the next level. Thank you very much. Or Visit my website, www.drallennazeri.com. thank you.
