Why you want GoodKahl
George’s accomplishments were not because he has the characteristics of leading salespeople (i.e. calling on tons of prospects, following up like crazy, bugging doctors to exhaustion), because he doesn’t—that is totally outside of how he is made! It’s because of spreadsheets, and George believes also some inspiration from God. More than just spreadsheets, it is the inspiration of what to put in them, and also what should not be the focus therein, as well as the follow-up—not following up on any sales effort—but rather on-site training, guidance, whatever was necessary to assure the success of doctors who did buy from him, totally outside of and beyond what was “required” or “expected” of him. It has always been paramount to George that “his doctors” do very well as a result of their investment into his recommendations, and in the process developing wonderful relationships. (George actually received both branch and national pressure to dramatically reduce his support to doctors in order to make sales, but the pressure was mild, because his results were unmatched in the country.) That is what he feels has made the dramatic difference in his doctors’ lives.
It’s completely different than everyone else that was in George’s position at Patterson (Cerec Specialists) in the country, which had to do with calling on tons of doctors, meeting with different prospects (doctors) every day, and bugging them continuously until some bought. That is so outside of how George is made, that if he had to do it that way, he would have totally failed. George hates bugging people who are not interested in him, or what he offers. George loves working with people that he can profoundly help, and who appreciate him because of the fabulous benefit he has brought to them. He especially believes that God has blessed him with the right people to work with, such that they really enjoyed each other, and greatly benefitted from working together. So the things told below are just told so that you can believe that his analyses and projections are true. George never let “his doctors” know these things before. If Durwood (George’s manager) had forced him to perform the same way other “salespeople” do, he could never have succeeded as even being average! He would have failed, because he hates bugging people who don’t want to talk to him! (George his very grateful to Durwood for supporting him, giving George room to do what he thought was right. Durwood went to be with the Lord in June, 2024.)
Transform Your Dental Practice
The reason you want GoodKahl is because we can enable you to profoundly increase your patients’ appreciation of your practice, while also profoundly increasing your income, WITHOUT causing you to work harder. Sound too good to be true? Everything below is a there to let you know that results such as these have already been accomplished, and now it can happen for you.
Spreadsheets can be a most powerful tool to accomplish what you hope to do. George Kahl says that spreadsheets sometimes seem related to “Now faith is the substance of things hoped for, the evidence of things not seen.” You put your current circumstances into the spreadsheet, and with inspiration “of things [you] hoped for”, the spreadsheet can provide you with accurate “evidence of things not [yet] seen.” George has seen it work as designed countless times over decades for dentists he has helped.
For decades George has built spreadsheets to increase profitability for dentists. In the past, he did it to accurately increase the profitability of technology for doctors based upon their (then) current practice. George would ask pertinent questions regarding their practice related to the equipment in consideration.
Upon entering their information, the spreadsheet provided instant results showing not only if it were appropriate for their practice, but how much would be saved in expenses and additional profit earned after all added costs of payments for purchase, and any other related costs and gains. Not only would this provide accurate projections, it would also enable George to advise changes that would bring additional increase, often profound profit.
Enhancing Patient Experience and Proven Expertise
It has always been important to George to search out ways to improve the patients’ experience, whether enabling less chair time, fewer appointments, greater durability and longevity of restorations, more esthetic results, ending sensitivity issues, greater understanding for patients through advantages of technology, etc.
The things written on this page are things George had never before told any of his doctors. There was no reason to do so. There are people who remember, though, such as key people who are or were in Patterson and Schick, who could verify these things. For instance, his doctors never knew that George was #1 in the nation, that as a result George got to go to the University of Zurich in Switzerland to meet “the Father of Cerec” (as he is called), Professor Dr. Werner Mormann, the inventor of Cerec, or to go to Liechtenstein to meet the Ivoclar Vivadent scientist who invented Variolink, and other wonderful blessings. Even now George wouldn’t tell these things that he’s been blessed to experience, except that you need to know that he can really do for you the things George claims to do, because of his analyses and spreadsheet skills.
Success Stories from Cerec Sales Events
Branches around the country began having sales events for Cerec, featuring top Cerec dentist speakers. As a result, 10-15% of attending dentists would purchase the system. Patterson’s Raleigh branch hosted such a meeting with Dr. Doug Voiers, who had developed a rapid and effective method for producing the most esthetic Cerec restorations available at the time.
George invited a doctor for whom, approximately a year earlier, he had projected an astounding increase in profitability through Cerec with practice changes made in accordance with the spreadsheet projection. After George addressed some initial difficulties, including correcting causes of sensitivity issues, and advising the use of different materials which worked better in this doctor’s hands, that doctor fully achieved George’s projected results. At the end of Dr. Voiers’ presentation, this doctor shared his profoundly positive experience, in addition to George’s spreadsheet analysis, and 50% of the 22 attendees purchased Cerec systems, followed by George’s two-day class and chairside support.
Dr. Mark Morin was clearly the greatest Cerec motivational speaker of that time period, as well as performing the most restorations personally in his own practice in Detroit, Michigan. The Patterson’s Sacramento Branch sponsored Dr. Morin to present to a large group of doctors who attended their meeting, resulting in 15% of the attending doctors buying a Cerec. Shortly thereafter, Dr. Morin presented at Patterson’s Raleigh branch, where George provided a financial analysis for the dentists, resulting in an astounding 90% purchase rate.
Once, at an open area meeting at the Hinman, Dr. Morin was addressing a group of perhaps a couple hundred dentists, and George happened to be sitting in the middle among them. Dr. Morin spotted George, and made some kind comments deferring to George’s opinions regarding the subject matter. George, not being a dentist, felt especially honored to have been treated with such respect.
Prioritizing Patient Results and Doctor Satisfaction
However, buying is not the key. The patients’ results and the doctors’ experience and happiness over this process are what truly matters. That’s why George deviated from the standard practice (actually requirement for Cerec Specialists across the nation) of giving two-hour training sessions at each doctor’s office. Instead, he had the doctors and their assistants come to Patterson’s Raleigh branch office for two days of extensive training. Some reported it was the most intense, mentally-focused experience they had since dental school. Afterward, they attended a course with a Cerec-using dentist approved as a trainer, and George later provided additional chairside support as needed.
In the national Cerec Specialist meetings, none of the other specialists believed it was possible to persuade doctors to come to their office for training. The Regional Cerec Manager and National Cerec Manager expected continuous follow-ups over a 90 day period with 50 doctors to sell one Cerec. In contrast, George’s experience at Patterson was that he always sold to 25% of dentists on the first appointment and focused on fully supporting those who bought, instead of any sales effort to follow-up with those who did not buy.
Sharpen Schick to Shine in Shows
Schick Technologies was the leading company in dental radiography, setting some of the industry standards. The founders and key personnel were invited to NASA, because their sensors and technology used in digital radiography were of interest to NASA for tracking stars. George joined Schick Technologies in 1995. At that time, Jim Gaitan was their peerless salesperson.
They would send Jim on “parachute sales” trips, meaning they gathered leads from their advertising, and when they had a handful of them they would fly Jim to the city with the most leads, such as Dallas, Texas, put him up in a hotel, with a rental car, and Jim would exhaust all the leads, offer stunningly deep discounts, and come home with a stack of sales. He was their ace in the hole, so to speak. Such trips were costly to the company, and the deep discounts were also tough, but he produced by far more sales than anyone else. They flew George to their corporate office in Long Island City, NY, to take phone calls of doctors responding to ads.
To clearly perceive whether it made sense to purchase digital radiography, George created a spreadsheet to compare their current cost of film, developer, etc. plus tax credits available at the time. Schick’s concept was for George to get a record of each interested doctor, and document locations, so that later someone—probably Jim—could fly in when enough leads made it worthwhile.
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Instead George asked the doctor the information needed to calculate the profitability—it only took a few minutes—then told them their cost for loan payments vs their savings and profits using the (then) new digital radiography. Doctors asked if George could fax them what he told them. George had a printer that easily fit in his briefcase with his notebook PC, so he would print it and fax it to the doctor. Doctors bought over the phone from him—full list price—it was still highly profitable to dental practices, but no one knew that precisely prior to George’s spreadsheet. One of the founding engineers of the company found out what George was doing, and the next thing he knew, they hired a battery of telemarketers to set up a meeting for Jim and George to present jointly.
They reserved the main meeting room of a New York Marriott, expecting about 50 doctors that were confirmed to come. Instead only ten came. David Schick was very upset—it was very costly. However out of the ten doctors, nine bought—all at full list. David was stunned! Next thing Jim and George knew, Schick had them together on a road tour. The first meeting (Jim always presented, with amazing skill), then George got up with his spreadsheets, showing accurate profits, and personalizing for any dentists wanting it), with the same kind of results. After the first meeting in the evening in Pittsburgh, George and Jim drove to Youngstown, Ohio, where they would have their next meeting the following day. A doctor from the night before called George’s cell phone. The doctor told George his CPA told him not to buy one of these. He paused…”My CPA told me I need to buy two of them!” Within a matter of months, Schick sent Jim and George to Philadelphia, Chicago (where they met Dr. Claudio Levato at his office, the doctor who put the gold star in the “bad guy” in the original “Home Alone” movie), Boston, Atlanta, Denver, Raleigh, New Orleans, Dallas, Miami (where they met Tom Cruise, who was staying in the same hotel), and more.
What Did Doctors Think of George?
One example involved a doctor who was highly focused on achieving perfect esthetics in restorations. He was very disturbed by a class presented by a dentist-trainer because the restorations lacked the anatomic and shade gradation perfection he deemed essential. He told George that he couldn’t stand what he was seeing and shut his eyes through much of the class. The training dentist later mentioned to George that this doctor “slept through much of my class,” but George didn’t reveal what actually happened. Instead, George spent time training his perfection-oriented doctor (which George also especially appreciates) to approach esthetic perfection with Cerec.
Perhaps the most dramatic demonstration of how doctors felt about George is the following: he only spent time selling on Fridays—one appointment each Friday morning. One Tuesday, George realized he had no appointment for that Friday, just three days away. So, he sent a single fax to his 74 remaining dentists (when Patterson bought Thompson, the Greensboro Branch was created, such that he lost half his territory, and many wonderful dentists), offering for George to present a day of advanced training if they would bring their Cerec with them. The fax stated that this was their only notice—that the office would be making no calls—and they needed to RSVP so George and the Raleigh Branch could prepare for the number in attendance.
Did any respond? At that time, Patterson’s Raleigh office was quite large, and George expected to accommodate them all there. But 42 dentists responded and came! Based on the RSVPs, George had to change the venue to a hotel to accommodate them all. Because 43 Cerecs (including George’s Cerec) were in operation at once, the hotel circuit breaker blew, and the hotel staff had to reroute power to many of the Cerecs.
Why You REALLY Want GoodKahl!
Last year George woke up with a series of dreams, as well as inexplicable encounters, that all pointed to the development of new spreadsheets to, once again, improve doctors’ and patients’ lives, but this time even more dramatically.
This spreadsheet makes his former spreadsheets comparatively elementary. This employs changes that do not require any learning curve for doctors (as was required somewhat by Schick’s digital radiography, and profoundly by Cerec), nevertheless, proper (very easy) employment of these simple-to-use technologies will make immediate, yet profoundly increasing changes in patient’s oral health, your happiness, and your profits.