Case Study Program
Achieving The "Viva System Masters Graduate Diploma"
The Case Study Program
Eligibility: The pre-requisites for the Viva Case Study Program: a minimum of two-years extension of your Viva program.
The case study program has an exclusive and limited participant. This Case Study is specific to building the Hygiene Retention Department
and is an ongoing training, execution and outcome study. The purpose of the program is to expand the hygiene department by increasing the
number of hygiene days per week. The program is fully elective and has no fee or additional cost at this time.
Viva Program Engagement
As mentioned above, there is no additional cost for the Case Study program. It is however a requirement of participation to be on a
Viva Program for an additional 24 months. Simply see your account rep to extend your marketing agreement at the current rate.
This requirement is held in place as the case study:
- Requires 6 months to coordinate and train staff,
- Requires a minimum of 6 to 7 months to BEGIN seeing results to schedule existing patients to return for their next visit, and
- Requires two years, from the initial 6 months training period and scheduling of patients for recall to begin add additional days of hygiene.
Do not engage in the program without full willingness to participate.
Training the Trainer
Each office must have a Project Manager for the Case Study training, execution of targets and reporting of statistics and information.
The Project Manager is trained to train staff in-house. All materials are supplied as well as training checklists. Final learning drills are
done via “share-screen” and/or Skype, which is conducted by the Viva Training Coordinator.
Forms & Monthly Reports
There are multiple forms, images and reports supplied by Viva to the Project Manager. These items are paramount in the execution and
implementation of the overall program. Realize that forms, images and reports are executed on a gradient, one by one, to stably
expand the hygiene department.
Group Sessions & Doctor Study Group
There are 3 group sessions with doctor study groups that are held once every 4 months, or 3 times a year. The Group Sessions cover
two important aspects of the Case Study:
1) Review of progress of implementation: statistics (growth), training progress, targets accomplished.
2) Owner’s Discussion and Study: specific isolation of best practices to share with other owners.
Case Study Requirements
Designated Project Manager
The designated project manager is vital to the success of the case study and responsible for:
a) Attending training on all aspects of the program
b) Coordination and training of employees in the office
c) Execution of vital elements of the Hygiene Targets
d) Monthly reports to Viva and practice owner
Reports & Statistics
The Project Manager is responsible to report monthly to the Case Study Training Coordinator so monitor-ing of progress can be obtained.
Report forms will be issued by the Training Coordinator to track:
a) Training progress of project manager and employees
b) Vital targets of implementation, i.e. mission statements, signage, vivapaks distributed
c) Number of recall hygiene visits increased in the department
Exponential Benefits from Residual Income
The benefits or rewards from a Residual Income based practice are far greater than imagined. The workload majorly reduces for the
practitioner but as well for the general staff. Retention is what causes residual income and the "by-products" are as follows:
- Higher case acceptance due to patients coming back through hygiene visits
- Higher income security from hygiene revenue
- More free time and longer periods away from the office for family, vacations or hobbies
- Increased loyalty from patients
- Most importantly an increase in word-of-mouth referrals is generated due to the increase in people
coming in and out of the office.
Content: The curriculum consists of eight marketing course modules. Each module is shown with the title of the course. The curriculum consists of learning the business end of the full marketing cycle through study, drilling and apprenticing on the following program courses:
- An Overview & Theory of Advertising
- The Four Business Laws for Growth of Any Business
- External Marketing Methods and Costs of Each
- The Role of Reception to Increase Call Conversion
- Increasing Case Acceptance
- The Dynamics of Database Marketing, The Beginning of Residual Income
- The Hygiene Retention Department, An Education Center
- The Hygiene Residual Model, Laws of Hygiene & Implementation
Apprenticeships: Graduates have apprenticeships throughout the program. The student apprentices on each section of the program, from doing math and calculations to grow the hygiene department to implementation of retention disciplines and learning key metrics of the hygiene revenue center to become a manager and department head who controls the expansion and retention of all patients in the practice.
The Masters program materials and the titles are shown below to give a concept of what the student will be studying.
The Theory of Advertising
The Four Business Laws
External Marketing Methods
Laws of Case Acceptance
Dynamics of the Database
An Education Center
Hygiene Residual Model,
Laws of Hygiene & Implementation
Patient Acquisition, Laws of Conversion & Enquiry
Length of Program
The length of the Masters program is up to the student. The length of the courses and apprenticeships requires a minimum of one to 1 1/2 years. However, the end result is that every graduate has a requirement of adding a minimum of one full time hygienist to the practice (4 full days of hygiene per week).
The achievement of this goal is monumental and it is recorded with finite expansion statistics of a) an increase in the active patient count by 800. The length of time to complete can be achieved sooner with an aggressive approach and use of the educational tools learned on the course. Each course runs two to three days in length in addition to the apprenticeships which are done throughout the program.
All courses are done two times through the materials! The internships are done in the practice where the student works, except for the final apprenticeship which runs a full week and is done in a model practice using all elements of the marketing cycle learned on the Masters program.
Graduation & Certification
Upon completion of all program courses and apprenticeships, the student graduates with a diploma, with Viva certification that all requirements and classes have been completed. The student has embarked upon a new found knowledge and understanding of the marketing cycle and is armed and educated to advance his or her career to new a new height! The student is awarded a Diploma of Graduation with the title of Viva System Masters Graduate.