Marketing Focus 20 · Growth + Ops Sync · July 2026

Practice-by-Practice Performance & Drivers

All 20 marketing-focus practices — July net production and new patients, month-over-month and year-over-year, with hygiene & doctor lead-days, Google reviews last 30 days, and the specific driver behind each move.

$4.33M
Net production · Jul 2026
+0% YoY (18 comps) · +6% MoM
973
New patients · Jul 2026
+18% NP YoY
18 / 6
Median hyg / dr lead days
6 practices > 21d hyg — capacity ceiling
298
Google reviews last 30d
2 practices with <3 reviews
Growth working · 8
$1.65M
rebrand + paid-social wins
Marketing lever · 4
$0.79M
true NP demand rebuild
Capacity / Ops · 5
$1.65M
not a marketing spend
Rebrand / de novo · 3
$0.24M
no comps yet
sga dental partnersSource: SGA governed data (Power BI) + Peerlogic Gen4 + SerpAPI/Google · data as of 2026-08-21 · 1 / 8
Executive summary · read first

The engine works — the list needs a bucket-and-triage

The Marketing Focus 20 is +18% on new patients and flat on production YoY — growth is showing up where marketing has actually applied a lever (rebrands + paid social + GBP relaunches). The drag inside the 20 is not a marketing problem: five practices are capacity-ceiling or losing-a-doctor situations that don't move on ad spend, and three are mid-rebrand with no comps yet. Splitting the list into marketing-actionable vs ops-actionable is the fastest way to focus effort — echoing Sarah's quarterly-segmentation framework on the 8/21 call.

1Where the lever is working: rebrands + GBP relaunches. Ways Station +89% YoY (rebrand), Benner & Townsend +85% (GBP live 6/25), Smile Gulf Coast +49% MoM, Southern Oak Conway +47% — combined NP +18% across the 20.
2Where the drag is: capacity, not demand. Six practices show hyg lead-days > 21 (Benner & Townsend 39d, Wyoming 49d, Gage 30d, Main Street 29d, SGC 28d, Oakwood 26d). Wyoming ran NP +102% but the schedule can't absorb them — that's an ops fix, not media.
3Four practices should come off the list. Per the 8/21 call, Gage & Rock Hotel are booked out; Westport is losing a doctor next summer; Wyoming is short one. Marketing spend at max-capacity or exiting-provider practices is wasted effort — reclassify to Ops.
4Reviews cadence is stronger than we thought — but 2 practices are quiet. 298 Google reviews across the 20 in the last 30 days (avg ≈ 15/practice). Only Smile Gulf Coast and Smile Center Orlando came in under 3 — both fixable in weeks with a Swell / PromoRepublic review-request cadence. Notably Ways Station (rebrand) already hit the 38-review pull ceiling.
NP YoY (18 comps)
+18%
the growth signal — marketing focus is landing
Production YoY (18 comps)
+0%
flat — capacity + case-value lag NP
Hyg lead days > 21
6 / 20
the actual bottleneck
Neurality live
14 / 20
2 live-but-idle (Gage, Rock Hotel) · 4 not installed
sga dental partnersExecutive summary · data as of 2026-08-21 · 2 / 8
The shape of it

Where the new patients are — and where the schedule can't take them

New-patient waterfall — YoY change by bucket

Jul '25 → Jul '26, absolute NP delta. Growth working = rebrand + GBP wins. Capacity/Ops = NP up but schedule blocked. Marketing lever = NP down, media action needed. Rebrand/de novo excluded — no baseline.

Hygiene lead-days — capacity leaderboard

Worst offenders: 21-day benchmark; anything past = booked-out / provider gap.

Google reviews last 30 days

Reputation cadence — target is ≥8/mo; single-digit = review-request process broken.
sga dental partnersLead-days: Power BI ROD Dashboard (calendar days, appt created → appt scheduled) · R30: SerpAPI/Google Maps · 3 / 8
Primary action · drill-down

Smile Gulf Coast & Wyoming Dental — the two to act on now

Two different problems on this list. One is the fee-for-service demand rebuild that becomes a template for the other FFS offices; the other is a capacity crisis that's suppressing production while NP more than doubled YoY. Both need a call between Growth and Ops.

Smile Gulf Coast
Gulfport, MS · fee-for-service · Neurality not installed
FFS proof of concept
Net prod · Jul
$142K
Production YoY
+49%
New patients
8 (+33% YoY)
Hyg lead days
28d
The KPI cascade: production +49% MoM on rising case value, but new-patient volume is only 8/mo — cosmetic funnel is thin. Hyg lead-time 28d says the few patients showing up hit a schedule wall. Signed 90-day plan starts 9/1: website rewrite, paid-media launch, Yelp verification, Dr. interview + 24 content pages, Neurality install unlocks $5K video shoot. Doctor is on a 12-month runway — keep spend at existing $3K, don't add (per COO decision 8/21). The value here is a reusable FFS playbook the other consultative-model practices can inherit.
Primary action: Growth executes the signed plan without adding spend. Ops decision: does the doctor's departure timeline change the template we're building around this practice?
Wyoming Dental
Wyoming, MI · general dentistry · short a doctor
Ops — not marketing
Net prod · Jul
$163K
Production YoY
−23%
New patients YoY
+102%
Hyg / Dr lead
49d / 36d
The KPI cascade: NP is up +102% YoY (97 patients in July) — top-of-funnel is not the problem. But hyg is booked 49 days out, doctor 36 days out, and missed-call% is 23% on live PeerLogic — the practice can't absorb the demand it already has. Production −23% YoY follows. Adding marketing spend here makes the ceiling worse, not better. This is a doctor-recruit + scheduling-triage problem for Ops.
Primary action: Ops decision — recruit-a-doctor timeline or reclassify off the Focus 20 until capacity opens. Marketing pauses new spend, keeps foundational SEO / GBP / reviews live.
sga dental partnersPrimary-action drill-down · KPIs from SGA Power BI + Peerlogic + SerpAPI · 4 / 8
What we need from Ops

Decisions needed — and what should move off the list

Practice / groupDecision or askOwnerUrgency
Capacity / Ops · 4Gage, Rock Hotel, Wyoming, WestportReclassify off the Focus 20. Booked-out (Gage, Rock Hotel) or losing/short a doctor (Westport, Wyoming). Marketing spend at these can't move production until Ops opens capacity.Ops · Karen / NathanThis week
Neurality — live but idle · 2Gage Dental Group, Rock Hotel DentalTurn Neurality on or turn it off. Both installed, both showing 0 activity. Missed-call% 37/38% says the phones are the bottleneck — either the platform is misconfigured or the team isn't using it.Ops + GrowthHigh
PeerLogic analytics · 4-5 moreRebrands + WyomingApprove the remaining $80/mo analytics turn-ons. 9 already approved (Nathan); we need at least the 4 rebrands live to diagnose phone answering — including Belfast, Liberty, Wyoming.Ops · KarenMed-High
Neurality install · 4SGC, Lake Mary, Liberty, BelfastApprove installs at the 4 remaining offices. Not-installed = we can't measure phone→schedule conversion; SGC install unlocks the FFS video-content deliverable ($5K).Ops + GrowthMed
Lake Mary data gapLKMARYFLDDConfirm with Scott why Lake Mary is missing from PBI lead-days, PeerLogic and Neurality. We can't diagnose what we can't measure.Ops · ScottInfo
Focus 20 refreshquarterly cadenceAdopt Sarah's segmentation framework. Quarterly waterfall from revenue, then bucket into capacity / clinical / marketing / rebrand — Focus list re-cut each quarter. This report is the first pass.Growth · AmyBy EOQ

What's actually moving · YoY, 18 comps

Rebrands live · Ways Station, BTD, Main St+$314K
GBP relaunches · Southern Oak, Lake Shore, Oakwood+$168K
FFS momentum · Smile Gulf Coast, Clay Center+$66K
Capacity ceiling · Wyoming, Gage, Rock Hotel−$120K
Provider exit · Westport−$59K
Rebrand transition · Liberty, Belfast, Main St, Peach−$68K
Net · 18 comps≈flat
Every line ties to a bucket in the driver table below. Capacity/provider loss = Ops action, not marketing.
Method: per-practice July YoY production delta grouped by dominant driver. Liberty + Belfast excluded (no prior-year comps).
sga dental partnersDecisions carry to Wed 8/27 hour-long sync · owners & dates logged · 5 / 8
The book, one row per practice

Marketing Focus 20 — 20 practices, July 2026

Net production (Jul), MoM vs June, YoY vs Jul 2025 · New patients & YoY · Hygiene / doctor lead-days · Google reviews last 30 days · Missed-call% · Neurality status · Primary driver. Grouped by action bucket, ranked by production.

PracticeNet Prod
Jul '26		MoMYoYNew
Pts		NP
YoY		Lead
Hyg/Dr		Reviews
last 30d		Missed
Call%		Primary driver / issue
Growth working · 8 · Marketing lever landing (rebrand / GBP / paid social)$1,650,432+41%576+48%
Ways Station Family DentalRichmond Hill, GA · rebrand$201,993+11%+89%135+187%15 / 638+n/aGrowth Rebrand ex-Highsmith — NP +187% YoY, prod +89%. Model rebrand result.
Benner & TownsendWinder, GA · GBP relaunch$250,389−16%+85%65+81%39 / 323+n/aGrowth GBP live 6/25 — NP +81%, prod +85%. Hyg lead 39d is the next unlock.
Southern Oak — ConwayConway, SC$218,314−7%+47%104−2%— / 521n/aGrowth Prod +47% YoY on steady NP volume; 3 marketing tracks blocked on OM/ROD.
Oakwood SmilesOakwood, GA$363,639+4%+35%48+7%26.5 / 57n/aGrowth Steady growth; hyg lead 26d needs schedule opens.
Lake Shore — Saint CloudSaint Cloud, FL · GBP live 7/10$242,428+16%+20%48−6%5 / 514n/aGrowth GBP live 7/10; lead-days healthy — GBP effect showing in production.
Pryor — LebanonLebanon, TN$298,439+42%−15%65+8%9 / 2.521n/aGrowth NP +8% YoY; MoM +42% — recovery underway.
KCC Clay CenterClay Center, KS$117,403+2%+19%30+11%6 / 11238%Growth Clean growth; missed-call% 38% is the last remaining lever.
Smile Gulf CoastGulfport, MS · fee-for-service$141,683+65%+49%8+33%28.5 / 122n/aFFS rebuild Signed 9/1 90-day plan (paid, web, Neurality unlock, Yelp). FFS template — spend held flat.
Marketing lever needed · 4 · True new-patient-flow problem — media action$787,571−7%116−25%
Heritage Dental AssociatesSyracuse, UT$324,229−2%+3%57−19%7 / 3166%Marketing / ads NP −19% YoY — top-of-funnel rebuild needed; lead-days & phones are healthy.
Smile Center of OrlandoWinter Park, FL · GHL LP live 7/10$171,690−1%−26%27−41%3 / 22n/aMarketing / ads GHL LP live 7/10; NP −41% YoY — paid-media ramp; blocked on webhook + AW ID.
Moskowitz — ConcordConcord, NC$133,124−9%−0%13−7%2 / 46n/aMarketing / ads Blocked — waiting on ROD/OM approval for GBP + reviews cadence.
Lake MaryLake Mary, FL · new site in flight$111,529+61%−9%19−14%n/a18n/aData gap New site build in flight; missing from PBI lead-days, PeerLogic and Neurality — needs Scott review.
Capacity / Ops · 5 · Marketing spend can't move production — Ops call to reclassify$1,656,606−17%302+33%
Gage Dental GroupTopeka, KS · booked out$580,460+14%−10%84+12%30 / 91637%Capacity / Ops Missed 37% + hyg 30d + Neurality live-but-idle. Ops fix, not marketing.
Westport DentalTopeka, KS · losing doctor 2026-summer$462,951+8%−11%45+29%6 / 1164%Provider exit NP +29% YoY but doctor leaves next summer — no reason to drive more.
Rock Hotel DentalFarmington, UT · booked out$288,226+1%−25%34−8%15.5 / 12038%Capacity / Ops Missed 38% + Neurality live-but-idle. Candidate for Advanced Care conversation.
Wyoming DentalWyoming, MI · short a doctor$162,982−3%−23%97+102%49 / 362023%Capacity / Ops NP +102% but hyg 49d / dr 36d — capacity crisis blocking production.
Peach Family — Fort ValleyFort Valley, GA · rebrand phase$41,076−40%−56%23+10%16 / 17n/aProvider / mix Social live 7/1; NP +10% YoY, prod still lagging on case mix.
Rebrand / de novo · 3 · No prior-year comp — measure by absolute new-patient count$219,242n/a71n/a
Main Street — LexingtonLexington, SC · rebrand ex-Palmetto Jul '26$192,731−8%−15%28−30%29 / 130+n/aRebrand July rebrand — NP −30% is transition turbulence; expect 60-90d recovery.
Belfast River DentalRichmond Hill, GA · new practice 6/20/26$12,202n/an/a25n/an/a4n/aDe novo Opened 6/20 — 25 NP in month 1 is a solid start. No comp exists.
Liberty Family DentalHinesville, GA · rebrand ex-Spinnaker Jul '26$14,309n/a−91%18−92%n/a5n/aRebrand Rebrand launched July — YoY comp not meaningful (pre-rebrand identity).
Growth working Marketing / ads Capacity / Ops Rebrand / de novo Data gap Lead-days red ≥ 21 · Missed-call% red ≥ 25 · R30 red < 3 · n/a = not on Peerlogic/Neurality
sga dental partnersNet production & new patients: SGA Power BI · Lead-days: PBI ROD Dashboard · Missed-call%: Peerlogic Gen4 · Reviews last 30d: SerpAPI/Google · 6 / 8
Frameworks & recommendations · from the 8/21 Ops call

Where this list goes next — quarterly segmentation, not one-time picks

① Adopt Sarah's segmentation framework (quarterly)

  • Start from the revenue waterfall for the whole 158-practice book — not just new patients.
  • Bucket every down-revenue practice into capacity / clinical / marketing / rebrand / one-time.
  • Growth owns the marketing bucket; Ops owns capacity + clinical. Both agree on the list.
  • Re-cut quarterly — expect ~30% list turnover each quarter.
  • This report is the first pass of that framework applied to the current 20.

② Fix the Lead-Days metric definition

  • PBI ROD dashboard = calendar days from appt-created to appt-scheduled — not next-available.
  • Karen saw Clay Center = 168 days on one report vs 6 days here → different metrics with the same name.
  • Recommendation: publish one canonical definition (e.g. "days to third-next hygiene opening") and standardize both the ROD dashboard and MSA report on it.
  • Nathan owns the definition sign-off; Scott owns the PBI implementation.

③ Reviews cadence — 2 practices under 3/mo

  • Only Smile Gulf Coast (2) and Smile Center Orlando (2) are under 3 reviews in the last 30 days. The 4 practices flagged on the 8/21 call (Moskowitz, Peach, Liberty, Belfast) have all rebounded since — Peach 7, Liberty 5, Belfast 4, Moskowitz 6.
  • Fix is process: Swell / PromoRepublic review-request cadence, plus a Growth Manager visit to the OM.
  • Target: every Focus 20 practice ≥ 8 Google reviews per rolling 30 days.
  • Reviews numbers marked "+" (Ways Station 38+, BTD 23+, Main St 30+) hit the SerpAPI pull ceiling — real R30 is likely higher for those three.

④ What we resolved on the 8/21 call

  • Display advertising cancelled — Gray Media / W-DAM at 36 offices, $65K/mo total; savings redirected to Google Search on general practices and Advanced Care direct-to-consumer implant on specialty.
  • Smile Gulf Coast — 90-day plan approved; no additional spend beyond existing $3K (COO decision). Use as FFS template.
  • PeerLogic analytics — Nathan approved 9 more locations; 4 remaining pending Karen approval.
  • Next sync Wed 8/27 — full hour to re-scope the Focus 20 with the segmentation framework above.
sga dental partnersFramework carries into Q4 planning · shared with Sarah's board deck · 7 / 8
Trend view · Karen's ask from the 8/21 call, applied

The Focus 20 across Feb → Aug — not one snapshot, six months of shape

Karen: "one data point isn't meaningful — Q2 vs July and August is where the trend shows." Applied to the 20: zero practices land in "Declining 3+ months" — May > Jun > Jul doesn't happen anywhere on this list. On new patients: 9 Growing/Bouncing Back, 6 Stable, 3 Mixed, plus Liberty in rebrand transition (post-Spinnaker) and Belfast in month 2 (opened 6/20). The list isn't in free-fall — the July snapshot understated it.

Declining 3+ mo
0
of 20 — no practice down May→Jun→Jul
Growing or Bounced Back
9
of 20 — trend is up on NP
Stable
6
holding pattern, no signal to act on
Mixed + Rebrand/New
5
SGC · Moskowitz · Main St · Liberty · Belfast

New patients — bucket mix across the 20

456311
Growing (4)Bounced Back (5)Stable (6)Mixed (3)Rebrand transition (1)New practice (1)

Buckets defined against Q2 2026 avg (Apr-Jun) baseline. Growing = Jul >10% above Q2. Bounced Back = Jul >10% above Q2 and Q2 was below Q1. Declining 3+ mo = strict May > Jun > Jul monthly decline.

Production — bucket mix across the 20

6442211
Growing (6)Bounced Back (4)Stable (4)Mixed (2)Stable-Low (2)Rebrand transition (1)New practice (1)

Prod tells the same story: zero in Declining 3+ mo, most in Growing / Bounced Back / Stable. Two Stable-Low practices (Moskowitz, Wyoming) are the production drag — one is a marketing question, one is capacity.

The 3 Mixed practices — where a trend view actually changes the conversation

  • Smile Gulf Coast — NP: 5 → 10 → 11 → 14 → 7 → 8 → 6 (Q2 avg 11 → Jul 8). Aug MTD 6 (thru 8/21).
  • Moskowitz — Concord — NP: 13 → 19 → 13 → 18 → 24 → 13 → 12 (Q2 avg 18 → Jul 13). Aug MTD 12 (thru 8/21).
  • Main Street — Lexington — NP: 25 → 20 → 36 → 23 → 36 → 28 → 36 (Q2 avg 32 → Jul 28). Aug MTD 36 (thru 8/21).

Mixed = doesn't fit any clean pattern. Read each series: if May/Jun were tracking Q2 avg and only Jul dropped, don't overreact. If it's been sliding since Feb, that's the real signal.

All 20 · Feb–Aug new-patient trend

Practice Feb → Aug* Q2 Avg Jul Aug MTD Q2 vs Jul NP Bucket Prod Bucket
Main Street — LexingtonLexington, SC · rebrand 7/26 31 28 36 -12% Mixed Growing
Moskowitz — ConcordConcord, NC 18 13 12 -29% Mixed Stable-Low
Smile Gulf CoastGulfport, MS · FFS 10 8 6 -25% Mixed Bounced Back
Southern Oak — ConwayConway, SC 104 104 80 0% Stable Growing
Heritage Dental AssociatesSyracuse, UT 52 57 45 +9% Stable Bounced Back
Lake Shore — Saint CloudSaint Cloud, FL 47 47 24 -1% Stable Bounced Back
Westport DentalTopeka, KS · losing dr 41 45 24 +10% Stable Stable
Rock Hotel DentalFarmington, UT · booked out 33 34 31 +2% Stable Mixed
Smile Center of OrlandoWinter Park, FL 25 27 26 +5% Stable Stable
Gage Dental GroupTopeka, KS · booked out 57 84 51 +46% Bounced Back Growing
Benner & TownsendWinder, GA · GBP relaunch 51 65 31 +27% Bounced Back Stable
KCC Clay CenterClay Center, KS 23 30 21 +30% Bounced Back Stable
Peach Family — Fort ValleyFort Valley, GA · rebrand 19 23 11 +17% Bounced Back Mixed
Lake MaryLake Mary, FL 14 19 9 +36% Bounced Back Bounced Back
Ways Station Family DentalRichmond Hill, GA · rebrand 58 135 74 +133% Growing Growing
Wyoming DentalWyoming, MI · short dr 59 97 57 +63% Growing Stable-Low
Pryor — LebanonLebanon, TN 43 65 38 +51% Growing Growing
Oakwood SmilesOakwood, GA 37 48 17 +30% Growing Growing
Liberty Family DentalHinesville, GA · rebrand 7/26 52 18 24 -65% Rebrand transition Rebrand transition
Belfast River DentalRichmond Hill, GA · new 6/20 — 25 44 — New practice New practice

* Aug 2026 is MTD through 8/21 — roughly 68% of the month. Multiply by ~1.48x for a rough full-month projection. Sparkline dots: Jul = larger navy; Aug MTD = smaller dashed. Full trend data on every 236 SGA locations: np-performance-jul-2026-augmented-2026-08-21.xlsx (data pull: sga-data MCP / Power BI · 2026-08-21).

sga dental partnersTrend framework · Karen's 8/21 ask · augmented workbook is data source · 8 / 8