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<blockquote data-quote="jthacke3" data-source="post: 116322" data-attributes="member: 3527"><p>Like us, it appears your model and wax fees are "break-even" products that open the door to more profitable products to be sent later. Since you are a for-profit business, you need to find a way to make the work worth your time. You should know how much you bill per hour and you should charge appropriately for the production cost. When invoicing the case, you should take this into account.</p><p></p><p>If it were me, I would first consider the overall relationship with the doctor and take a "big picture" approach to the billing. If he allows you to make make money elsewhere, I would take it easy. If you're his "single central only" lab, I'd stick it to him. That being said, I would probably charge him your normal model and wax fees (plus shipping) plus an arbitrary "Design Fee" of perhaps $50-$75 that you would "Happily refund to him upon receipt of the rest of the case."</p><p></p><p>You have to create a disincentive for him to send it elsewhere. Docs who chase lab's loss leaders or are cheapskates don't care about building relationships and tend to stumble over dollars to pick up dimes. I had a doctor send a denture case over two weeks ago to have us pour his models and return so he could make his own bite blocks to save our $50 charge. Of course it cost me $25 to pay my delivery driver for two extra round trips so I lost $75 in revenue to accommodate his cheapness. I billed him for it on the back end by charging him a transportation fee of $25 to make up for those costs. When he calls to complain, I will explain our position, probably waive the fee, and explain the terms by which we are willing to do business in the future. </p><p></p><p>I have no fears of losing this doctor because he doesn't allow us to make money. Our resources are better spent elsewhere. You should take the same approach with this guy.</p></blockquote><p></p>
[QUOTE="jthacke3, post: 116322, member: 3527"] Like us, it appears your model and wax fees are "break-even" products that open the door to more profitable products to be sent later. Since you are a for-profit business, you need to find a way to make the work worth your time. You should know how much you bill per hour and you should charge appropriately for the production cost. When invoicing the case, you should take this into account. If it were me, I would first consider the overall relationship with the doctor and take a "big picture" approach to the billing. If he allows you to make make money elsewhere, I would take it easy. If you're his "single central only" lab, I'd stick it to him. That being said, I would probably charge him your normal model and wax fees (plus shipping) plus an arbitrary "Design Fee" of perhaps $50-$75 that you would "Happily refund to him upon receipt of the rest of the case." You have to create a disincentive for him to send it elsewhere. Docs who chase lab's loss leaders or are cheapskates don't care about building relationships and tend to stumble over dollars to pick up dimes. I had a doctor send a denture case over two weeks ago to have us pour his models and return so he could make his own bite blocks to save our $50 charge. Of course it cost me $25 to pay my delivery driver for two extra round trips so I lost $75 in revenue to accommodate his cheapness. I billed him for it on the back end by charging him a transportation fee of $25 to make up for those costs. When he calls to complain, I will explain our position, probably waive the fee, and explain the terms by which we are willing to do business in the future. I have no fears of losing this doctor because he doesn't allow us to make money. Our resources are better spent elsewhere. You should take the same approach with this guy. [/QUOTE]
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