Revenue per Appointment – Consentz Academy

Revenue per Appointment is a key metric to track and to seek to improve, as it is an indicator of how well your practitioners are performing.

How it’s Calculated:
Dividing the total Revenue for your Clinic by the Total number of all appointments, in a selected time period.

Useful for:

Assessing Practitioner Performance – what practitioners’ need more support and which practitioners can everyone learn from.

Further Insight:

Appointments Per Practitioner – This is the other side of the equation, giving total revenue. A low Revenue Per Appointment implies your clinic is dependent on larger numbers of patients to generate income. You may wish to look at ways to increase Revenue Per Practitioner through cross selling using the Patient Mode and Treatment Plans.
Treatment Type – Comparison with your clinic’s treatment charges will shed light on patient spending, with numbers above you charge your patients for a treatment indicating that patients are engaged and buying multiple treatments. Lower numbers would indicate that patients are not enrolling in the higher cost treatments, or that a number of patients are coming into the clinic and not purchasing additional goods. Focus on increasing cross promotion, using Patient Mode.

Questions to ask yourself:

Is my clinic reliant on a large number of patients, or on a smaller number of well paying patients?

Identifying this will help you better understand your clinic and plan for wether you should advertise further (to increase patient numbers) or nurture your existing patients (to maintain their high spend). You can raise your average spend per customer by cross selling, or by expanding your existing offerings.

Do I need to expand my offerings?

One way to increase Average Spend is to increase the number of additional products on offer that can be purchased at the time of an appointment. Increasing the number of treatments on offer may have a similar effect – depending on their value.

Why is my Average Spend falling?

This could be caused by a number of factors, including an increase in patient numbers in a short time period, espiecially if this is due to an advertising campaign that offered treatments at a reduced price. As always, it is important to identify trends over a larger period of time – and note that, just because the average is falling, it doesn’t nessacarily mean the total revenue is falling.