Prospect to Mentor System (PTMS)
Overview
The PTMS program provides a systematic approach to developing a loyal “life-time” customer base. Mentors are recruited from existing customer advocates to assist with training dentists that are new to the SmartEndo system (Mentees). Some Mentees eventually become Mentors which in turn help train more Mentees. The SmartEndo team leverages itself with assistance from existing advocates, thereby growing a larger and more loyal following of SmartEndo advocates that are well-trained and much less likely to jump over to the competition. Who better to train dentists then other dentists themselves?
The process begins with a dentist showing interest in the SmartEndo System, at this stage they are called Prospects. The Prospect then participates in a short Orientation session designed to spark their interest in pursuing additional SmartEndo training. If interested (and qualified) the Prospect becomes a Mentee within the mentorship program (PTMS). Mentees are assigned a Mentor and a Discus Representative to help them learn and implement SmartEndo into their practice. Credits are earned at each level of training. This gives them incentive to continue and helps offset the cost of training and supplies required. Upon graduation from the program and continued use of SmartEndo products, Mentees become Advocates. With time, experience and continued support from their Mentor and Discus Representative, selected Advocates are then recruited and trained to become new Mentors.
The PTMS Process
There are 5 levels of training:
Level I - Orientation (4 to 5 hours)
Level II - Hands-On with Extracted Teeth (8 hours)
Level III – Office Set-Up & Staff Training (4 hours) and Live Patient Cases (24 hours)
Level IV - Follow-Up and Support (as needed)
Level V – Mentor Training (4 hours)
Prospects may come from many sources and may include those who have already tried the system but are no longer regularly using SmartEndo in their practice (i.e., Urgent Care Customers). Urgent Care Customers are given incentives to enter PTMS. On a case-by-case basis, a Discus Representative will decide whether it is best for them to enter the program at Level I, II or III.
Not all Prospects will be eligible for the Mentorship program. Mentee candidates should be: 1) practicing dentists with endodontic experience, 2) regularly complete multiple endodontic cases per week, 3) are decision-makers in their practice and, 4) are willing and able to complete the first 3 levels of training within a set period of time (i.e., 3 months). Candidates accepted will be given purchase credits which are earned as they progress through each level of the training program. These credits should not be confused with CE credits; purchase credits are used to offset the cost of additional training and for future product purchases. Not all Mentees will go through all 5 levels, only the first 3 levels are required to complete the program.
Level I – Orientation
A four to five hour program designed to explain “What” SmartEndo is and “Why” it makes sense to implement the SmartEndo system into one’s practice. It is meant to stimulate their interest in learning more. This can be self-directed or instructor led. The cost of this orientation will be dependent upon how it is taken, the least expensive being self-directed and the most expensive being a one-on-one session with a Mentor.
Orientations will be made available on the Web so that they can be viewed at the convenience of the participant. Additionally, group Orientations will be given at various locations around the country. A certificate of completion and CE credit will be given upon completion. Qualifying candidates are offered incentives to participate in PTMS. This earned credit can be applied to the cost of Level II training or kept for future SmartEndo purchases.
Those dentists completing Level I who are either: not eligible or refuse participation in PTMS may be sold product at the discretion of the Discus Representative. However, the products should not be discounted and it will not be sold with a 30-day return guarantee. No unpack or follow-up will be provided unless it is to get eligible dentists into PTMS.
Level II – Hands-On Training
Level I certification is a requirement before one can enroll in Level II training, unless they are an Urgent Care Customer. During Level II training, Mentees are required to complete at least 10 practice cases. No more than 2 cases can be practice blocks and at least 3 cases must be molars (all canals). Mentees can provide their own teeth or use their credits to purchase teeth from Discus Dental. All extracted teeth must be accessed, instrumented, irrigated and obturated. Radiographs are taken and roots cross-sectioned. When complete, blocks and teeth are sent to Mentors for evaluation. Mentors will evaluate and provide feedback to the participant. Once approved by their Mentor a certificate of completion, CE and purchase credits are earned. Otherwise, the Mentor may suggest that more cases be completed and submitted before Level III training is recommended.
Level II training can be self-directed or instructor led. The cost of this hands-on training will be dependent upon how it is taken, the least expensive being self-directed and the most expensive being private one-on-one tutoring with a Mentor present. The cost will include supplies needed to complete the cases but credits earned from Level I should help offset some of these costs. Hands-On training classes, via the Web and in small group sessions around the country will be given throughout the year. These will be led by Mentors and assisted by a Discus Representative when possible. A certificate of completion will be given along with CE and purchase credits earned for candidates successfully completing the 10 cases and passing the associated test. Credits earned can be applied to Level III training or kept for future purchases.
Level III – Office Set-Up and Live Patience Training
Level II certification is a requirement before one can enroll in Level III training, unless they are an Urgent Care Customer. This level is designed to successfully implement the SmartEndo System into ones practice. It includes training the staff to set-up, organize, provide proper chair-side assistance and order supplies. Successful completion will require 10 cases to be submitted for Mentor review. The Mentor will review cases, offer suggestions and provide a recommendation for Level III certification. At least one office staff member will be required to pass a test to insure they have been fully trained.
It may be self-directed (by the doctor to the staff) or by a Discus Representative or Mentor. The cost of this hands-on training will be dependent upon how it is taken, the least expensive being self-directed and the most expensive being one-on-one with a Mentor. Cost will include supplies needed but credits earned from Level II should help offset these costs.
Once complete, CE credit and purchase credit is earned that can be applied to Level IV training and future purchases. Once the Mentee graduates to Level IV and continue to use SmartEndo products in their practice for a minimum of 6 months, they are considered to be an Advocate.
Level IV – Support and Follow-Up
Mentors, ISRs and/or OSRs continue to follow-up, checking on the Advocates progress and ensuring they continue developing their SmartEndo skills. Regular training materials such as a newsletters and webinars will be sponsored by Discus Dental for continuing education credit and purchase credits. There is no certificate given for this level of training. Those attending Discus Sponsored programs will earn credits for future purchases as an incentive to continue to learn and be part of the SmartEndo team. Support from Discus Representatives is offered without cost but support requested of Mentors is offered at a cost established by the Mentor. Mentors and Discus Representatives should always be looking for Advocates they believe would make good Mentors. Advocates may request Mentorship status but they must be sponsored by a Discus Dental Representative or Mentor to be considered. An application and background check will be required to become a Mentor Candidate.
Level V – Mentor Candidate Training
Once the candidate has been accepted into the Mentor Training Program, candidates will be required to successfully complete Mentor training. This will be web-based, self directed training. The cost of this training will be borne by Discus Dental. A certificate is awarded and credit will be given to use against future purchases. Mentoring assignments may be forthcoming as soon as they have successfully completed the training program and a Mentor Agreement has been signed by both parties.
