Referral Health Snapshot
Referral Trend — Previous 90 Days
364 referrals
▲ up from 362 (+0.55%)
Referral Trend — YTD YoY
936 referrals
▲ up from 898 (+4.23%)
Active Referring Providers — Previous 90 Days
93 providers
▼ down from 97
Key Discussion Topics
- Wrightsville Lunch And Learn Feedback: Staff at the referring office in Wrightsville (about an hour and a half away) had no real complaints, but shared that patients in their rural, lower-income area are often hesitant to travel or pay for treatment. Brandy walked the team through language they can use with patients and left pamphlets to help explain why timely treatment matters.
- August Production Dip: After running at least $20K over baseline every month from March through July, the practice is on pace to just barely hit baseline in August. Kerry hasn't finished a full root-cause analysis yet but pointed to gaps in the quality of touch points on undecided treatment as a likely factor.
- Average Case Value Below Industry Benchmark: Average case value is currently under $2,000 versus the roughly $4,800 perio industry average, with the schedule weighted toward SRPs and extractions over higher-value procedures. Local general dentists appear to be sending most of their implant cases to a competing oral surgery group rather than to Parkway.
- Low Proactive Visit Volume: Brandy logged only 4 practice visits this month, mostly reactive drop-offs of referral pads and implant components rather than planned outreach, in part because she was out with a family hospital stay from August 6-12.
Marketing Initiatives Discussed
- Lunch And Learn Program: Completed a session at the Wrightsville office last week, with a staff-only session scheduled at the Wadley office in September. Sessions cover doctor introductions, the LANAP/laser system, sedation options, implant capabilities, and the referral-to-treatment timeline.
- Referral Growth Engine Re-Activation: The tool is back online for both Brandy and Kerry after a period of downtime. Going forward, Brandy will use its weekly-module structure to work one focus area at a time, starting with dormant and trending-down providers for the rest of August.
- Provider Recognition And Reactivation Outreach: Thank-you visits have already gone out to first-time referring providers Dr. Hewitt and Dr. Haraka, and a recent touch on Dr. Nally (dormant since April 2025) appears to have prompted a new referral.
Wins & Opportunities
Production has stayed at least $20K over baseline for five consecutive months, and referral volume has grown for two months running during what's typically a slower Q2/Q3 stretch — a strong signal alongside healthy referral counts and case acceptance. The clearest growth lever going forward is average case value: implants and multi-implant evaluations still make up only about 6% of total procedures, so building stronger relationships with local GPs currently defaulting to a competing oral surgery group is the single biggest opportunity to close the gap to the perio industry benchmark.
Action Items
| Action | Owner | Due |
|---|
| Work the referral growth engine's dormant/trending-down provider module to re-engage providers who haven't referred recently. | Brandy Rodriguez | End of August |
| Complete root-cause analysis on the August production dip, focusing on touch points for undecided treatment. | Kerry Santucci | TBD |
| Move into the provider-trending-up module (e.g., Dr. Westmoreland, hygiene referral sources) to keep momentum after dormancy outreach. | Brandy Rodriguez | September 23, 2026 |
