Always looking for ways to improve my service to patients, I attended an implant course given by Dr. Mark Hunt in Raleigh, NC.

Always looking for ways to improve my service to patients, I attended an implant course given by Dr. Mark Hunt in Raleigh, NC.

My practice aspirations are to provide more dental options for my patients. This practice, operated by my wife
Dr. Laura Davila and me, needs the most up-to-date technology to be able to offer treatment such as implants and orthodontics. At the implant course, I met John Kuzman with Gendex, and discussed their new pan-ceph-3D unit and how it fits with my practice goals.

“Besides the benefits that I gain from 3D imaging, my patients benefit from increased understanding of their individual dental issues and my treatment plan.”

Why does a general practice need 3D imaging? Three-dimensional imaging takes away many variables in the dental equation. Laura and I want the confidence of seeing the various anatomical structures, relationships between adjacent teeth, location of nerves, the angulation of roots, and the amount of available bone before starting implant or orthodontic processes. With the surgical view that I gain by having 3D scans, my procedures are less invasive, and in some cases, I can avoid additional surgeries. Before I had the knowledge that comes with CBCT, I would tell my patients, “I am going to try to do your implants today, but we need to find enough bone.” Then, I would open a flap, and only at that point know if the patient actually had enough bone to support the implant. If not, we would have to graft that day instead of placing the implant. This would be a disappointment to both me and the patient. CBCT gives me this information ahead of time.

Besides the benefits that I gain from 3D imaging, my patients benefit from increased understanding of their individual dental issues and my treatment plan. The patients are amazed that they are looking at a 3D model of their mouth and that I can capture such a data-filled scan in just a matter of seconds.

With all of the complex technology that it probably took to develop a CBCT, it is surprisingly simple to learn and operate. My Henry Schein Sales Consultant, David Johnson, has been an incredible help getting the machine in place. We have a great relationship with our sales consultants. Training was seamless— 11⁄2 days, and the staff learned quickly how to use the system to take both pans and 3D scans. My office staff also learned how easily they can position the patient, and change from the 2D panoramic mode to the 3D mode. The touchscreen is easy to understand, which makes choosing imaging selections quick and easy. They were particularly impressed with the 3D preview screen that ensures the scan will capture the area of interest that I want.

Another benefit of my new system is that we were able to eliminate our panoramic film, so we do not need to use chemicals to process those types of images. This is one more step toward achieving full digital radiography. We hope to add the ceph to our unit in the near future. Since
I also already have an E4D milling machine, I also plan to integrate it
with my CBCT for even further progress with implant procedures.

For an office like mine that wants to offer more to patients, having a 3D system is a most valuable tool. Choosing a system that also includes a 2D pan is even more practical. For detailed data, flexibility, and versatility, I am very happy to be one of the first dentists to have the opportunity to use the GXDP-700. I now feel better prepared to face the challenges of implant procedures without facing the “unknown challenges” after the patient is already in treatment.

In addition to reduced donations, many organizations are also facing severe cuts in government funding as well. When Henry Schein discovered that Dental Lifeline Network (formerly the National Foundation for Dentistry for the Handicapped) was facing that very situation, the Company made an immediate decision to act. Well-recognized for their dedication to social responsibility, Henry Schein doubled its 2012 commitment to the DentaCheques program—a major source of revenue for Dental Lifeline Network.

Year after year, Dental Lifeline Network has worked to provide comprehensive dentistry for society’s most vulnerable individuals; those with disabilities or who are elderly or medically fragile and have no other way to get help. The money raised through the sale of DentaCheques books and other donations generated 23.6 million dollars worth of dental care last year. With a waiting list of 17,000 patients in need, it is imperative that everyone find a way to support the work of Dental Lifeline Network, either by purchasing a book or even volunteering your time and resources.

• Each year approximately 9,000 dental offices purchase a DentaCheques book, a tax-deductible charitable contribution. DentaCheques enables dentists to save hundreds, and even thousands, of dollars on purchases of equipment and supplies for their dental practices while providing dental services to vulnerable people who are desperately in need of care. This year’s edition offers $120 in invoice discounts from Henry Schein, over $700 in free products and potentially thousands of dollars of savings. Great gifts for your dental peers, there is no limit on the number of books that can be purchased.
• Each year 15,000 dentists and 3,200 dental laboratories volunteer their time and resources providing dental services on behalf of Dental Lifeline Network. Volunteering is easy with Dental Lifeline Network coordinating all arrangements with the patient in advance. The dentist simply reviews the patient profile prior to appointment, with the ability to decline the case for any reason, and then sees the patient in his/her own office to determine the treatment plan. Dental Lifeline Network will arrange for specialists and donated lab work as needed.
• Each year hundreds of companies and individuals make donations to Dental Lifeline Network. Although the revenue from the sale of DentaCheques books supplies a major source of funding for the organization, additional donations are still a critical component to the success of Dental Lifeline Network. For every $1 in general operating support, the Dental Lifeline Network provides $9 in charitable treatment and other direct-care program services. This would not be possible without the support of the dental professionals, the dental industry, and dental laboratories who donate.

“Forget “minimal invasive” or “minimal intervention” dentistry. We do not want to do the minimal amount. We do not want to “watch and wait”. We need to properly diagnose, assess risk, and proactively intervene before the situation requires more extensive treatment. Welcome to the concept of Proactive Intervention Dentistry,” Faye Goldstep, DDS, FACD, FADFE.

Assistant Sue, Patient Lew, Dr. Robert Humphreys, Assistants Stephanie and Shawna (Colorado)

Harold and Dr. Greta Richter (New York)

The culture of social responsibility at Henry Schein reflects the charitable spirit witnessed in dental offices every day. Please continue to support Dental Lifeline Network and help them move patients off of the waiting list for care and back on the road to health. For more information about donating your time or resources, visit www.DentalLifelineNetwork.org.

Treating the people currently in need with the help of the Dental Lifeline Network is the vital first step. Next is looking at how to reduce the number of people who reach this critical state of need in the future. With education, prevention, and early intervention, we can improve patient health and reduce the number of patients in need of urgent dental treatment. Using a wellness program in the dental practice, such as Total Health™ Beyond the Mouth, educates patients on the oral systemic health connection while reinforcing the importance of regular oral care. Patients who understand the impact oral health has on their overall health are motivated to maintain a regular schedule of dental visits and accept recommended treatment when needed, reducing the number of patients who require advanced dental care. To learn more about Total Health and how you can improve the health of your patients visit www.facebook.com/HenryScheinTotalHealth.

Jason Werner, Henry Schein TechCentral

PC and network security are hot topics, thanks to ever-evolving Internet threats. Here are 10 rules to live by (even if you’re not a computer geek).

PC and network security are hot topics, thanks to ever-evolving Internet threats. Here are 10 rules to live by (even if you’re not a computer geek).

Just locking your practice’s front door at night doesn’t mean your practice is totally protected from intrusion or threats. I bet you lock the back door, windows, and employee entrance as well. But what about that thin, little wire that brings you the Internet. In today’s ultra-connected world with Internet access on everything from PCs to phones, you must take computer security precautions seriously or put your practice at risk.

Protecting your practice requires you to make network and data security a priority, especially now that more of your records, business transactions, and data are digitized and accessible over the Internet.

Not a computer security expert? Here are 10 things you can do to reduce your risk and better protect your practice. Volumes of information have been written on computer security, and this list is certainly not a complete list of all the security safeguards available to you. However, these quick tips go a long way toward protecting you from the nastiness (and costs, time loss and stress) that await the unprotected.

The basic concepts, best practices and technologies below are things you should be familiar with and use in your network operations to keep things safe.

Operating systems and applications, especially browsers, must be patched continually to protect
against new threats.

1) Your password is your friend. I’m amazed at the number of offices I come across that don’t have passwords for their systems or have a standard password for everything. You must require a password on every computer, all the time. Don’t let users share their passwords. Don’t write them on a little yellow piece of paper and tape them to your computers for all to see.

2) Your name is a bad password. As a rule, mix numbers, words, symbols, and capitalization in your passwords. A good example is “G8D3nti5t!” (Think “Great Dentist!”). However, you can’t use that one now that I’ve told the whole world. See Rule #1 above. Create a variation of an easy-to-remember word or words, like your first car, pet’s name, or favorite hobby. Many Internet sites already require passwords containing a mix of characters today, so why shouldn’t your practice’s security policy. Can’t remember all your passwords? Neither can I. Get a reputable password manager for your smartphone. They keep all your passwords close at hand, security encrypted—and you can back them up somewhere safe in case you lose your device. It is worth the $.99 to $5.99 investment. And yes… you’ll need a password for password manager as well.

3) Keep up to keep safe. Operating systems and applications, especially browsers, must be patched continually to protect against new threats. Keep up to date with updates for the software you rely on most.

4) Protect yourself from viruses your autoclave can’t kill. Well, that might not be true. However, super-heating your hard drive until it melts will destroy a computer virus, but that will get expensive. Antivirus software on every computer is a must, and each computer must have regular updates to its antivirus software. A quick check of your antivirus software will tell when the last time your protection was updated and when the last full scan was completed. Been a while for either one? Turn on your software’s automatic update feature
and adjust the automatic scan schedule.

5) Wireless good! Unsecured wireless bad! We all love free Internet access while we wait for coffee, our dinner, or an oil changes. And yes, your patients will love you for it, too. However, leaving your Wi-Fi open for all to use puts you at risk. Configuring your wireless router so it doesn’t openly broadcast your Wi-Fi network for all to see will require a little work on your part. Plus, you will have to provide patients with the exact Wi-Fi network name and password you’ve chosen. That, however, is a small price to pay to keep lurkers in the parking lot and the next-door businesses from stealing your wireless network and slowing your Internet access speed to a crawl.

6) Speaking of Wi-Fi…Wi-Fi for you, Wi-Fi for them. If your practice is thinking of deploying wireless networking for your patients and your business use, guess what? You need two Wi-Fi networks—one for your patients’ use and a separate, isolated, and secured Wi-Fi network for your business data. Don’t mix them or you could open the door to unauthorized access of your business systems. You can configure most quality wireless routers to create two networks to keep business and patient wireless traffic completely separated.

7) A firewall around your practice won’t burn patients. Just the opposite—you’ll protect the sensitive information they’ve entrusted you with. A network firewall will act as a flaming drawbridge to your practice’s network, letting in the good and keeping your network out of reach from Internet “nasties.” But it has to be configured correctly. Don’t have a firewall? Get one ASAP. Otherwise, your network could become the next playground for hackers and malicious software.

Filter your water and the Internet. Most firewalls provide some level of Internet content filtering. That puts you in control of what your patients and staff can access while on the Net. X-rated photos and videos are not the sort of things you want your network used for. There have been cases where unsecured networks have been used to access illegal content and the networks’ owners were blamed. Internet filtering will also block malware (think robotic software that scurries around your network letting in hackers and doing damage) and questionable websites that are known to contain dangerous software. Internet filtering, just like antivirus software, is continually updated to protect from ever-evolving threats.

9) E-mail. You’ve got risk! Be suspicious and only open E-mails from sources you trust. You would not open your door to a questionable stranger. Don’t open E-mails, click on links, or open attachments from sources you’re not comfortable with. One simple click can open your PC and network up to malware (remember
these?) attacks.

10) Data never dies. Are you ready to donate that old PC or sell it on eBay? Are you sure you aren’t handing a stranger your patients’ sensitive data, credit card information, and your financials? It is amazing what can be recovered from a hard drive because (newsflash!) deleting a file does not make the data vanish completely. With a little know-how, files and data can be recovered from discarded or repurposed drives. Use a reputable disposal and recycling service that will electronically, or physically, shred your hard drives.

Learn more practical security tips. Listen to the Henry Schein TechCentral Protected Practice Webinar available on www.henryscheintechcentral.com/security

Check out the Henry Schein TechCentral Protected Practice solution on our website. Henry Schein TechCentral also offers secure computer equipment recycling and environmentally friendly disposal to keep our customers safe and green.

Designing and Building the Dental Office That Works for You–A Step-by Step Guide

In designing and building a new office, the ultimate mark of success is revealed a year after completion with the owners’ comment that they would not change any element of the design.

Fear is an emotion, and an emotion should not drive a financial decision; numerical facts should drive your decision to build a new office.

Every Journey Starts With the First Step Have you been thinking about a new office…for years? What is keeping you from moving forward with the desire to improve your facility and practice? Many of us will cite circumstances that are seemingly beyond our control (insert your favorite reason here), but after thousands of conversations with doctors over many years, I would suggest two reasons for inaction: fear and inertia.

Fear is a four letter word.

There is fear of the unknown in that you don’t know where to start, how to proceed, and that you will lose control. We are in total control (most of the time) in our office, but when we embark on designing and building a new office, we don’t even know what we don’t know. Now, that is frightening.

Losing control of the cost of the project is a big fear because it leads to an even bigger fear: financial failure. What if we could eliminate this fear and risk to zero?

Well, now you are talking!

Fear is an emotion, and an emotion should not drive a financial decision; numerical facts should drive your decision to build a new office. EXACTLY, what will the project cost? Incidentally, Pelton & Crane is able to assist with this calculation (project cost, cash flow analysis, and risk assessment) with their new project management tool called inView and their analysis is spot on.

Your project cost can be calculated in the following manner. First, after understanding your vision of your dream office, the architect should make an estimate of building cost. Second, that estimate must be used by an accountant to calculate the impact on your cash flow to determine if you can fund the project and still meet all of your current financial obligations.

Third, the calculated increase in cash flow should be divided by your current production to assess the risk in undertaking the project. For example, if the cash flow analysis results in a production increase requirement of $5,000/month and you are currently collecting $50,000/month, then you would have a 10% production increase requirement. This value of 10%, by itself, is meaningless. But when compared to the thousands of projects with which I have been involved over the past decades, we found that projects that required less than a 20% increase in production had virtually no risk of failure, i.e., being able to cash flow the project during their (critical) first year in the new office. However, this metric applies only to those new offices that employ the principles of dental office design described in my book, A Guide to Designing the Elegant Dental or Medical Office: The Largest Marketing Tool of Your Career.

If the production increase requirement is greater than 20%, your risk increases. Now the possibility of failure is real. So, you either scale back the project and repeat the calculations, or you attempt to increase your current production and thereby decrease the quotient which is the production increase required.

Do You Have Tired Blood?

The second reason I cited for not moving forward with a new office is inertia. We have so many professional and personal demands on our time that it seems we never get to anything that is not essential.

And therein is the answer.

IF YOU EVER WANT TO HAVE A NEW OFFICE, IT MUST BE TOP PRIORITY.

It is hard to have a sense of urgency if you don’t know what you are missing. If you have always been swimming upstream, you have no idea how easy it is to swim with the current. To put this metaphor in tangible terms, doctors who incorporate the principles of dental office design into their new facilities actually work 2.5 hours less each week in direct patient care going from 31 hours/week to 28.5 hours/week, and their production increases by an average of 38%. These results have been achieved in over 3,000 offices across the country spanning two and a half decades.

Time dulls our memories of the effort we expended to obtain our dental degree. Perhaps refreshing our memories would motivate us to capitalize on our education with an office that 1) makes our daily efforts easier and less stressful, and 2) drives our production by physically communicating the quality of care we are providing to our patients. We, and our practices, will be successful when the office environment is consistent and congruent with the care we are proposing to our patients.

Go West, Young Man

So, what is the first step? How do you decide whether to build from the ground up, finish out a lease space, buy a condominium, or remodel?

First, determine the number of operatories you will need in the new office. This should be carefully discussed with your Henry Schein Equipment Sales Specialist and/ or practice management consultant, but I will offer the observation that doctors characteristically and almost universally underestimate the number of operatories needed. Remember that the incremental cost of an additional operatory is dwarfed by the opportunity cost of lost revenue in an office that has an insufficient number of operatories. Pelton & Crane’s inView program includes a financial calculator that is used to compare the bottom line impact of choosing to add an additional operatory.

Second, determine the size of the office (space) and the size of the lot needed to support the practice. The metric I use is that we need approximately 500 usable square feet of office space per operatory, so a 5 operatory office would need about 2,500 useable square feet (space inside the walls). Next, the size of the lot needed is generally six times the size of the office, so 6 X 2,500 square feet= 15,000 sq. ft.
Third, define the search area for the new location. As a general rule, you can move up to seven miles from your previous location and not lose patients as long as you don’t cross any psychological boundaries such as bridges going from one side of town (good) to another (bad). Also, you want to be in a class A building if leasing or purchasing a condo; commercial real estate ranks properties as class A, B, or C with C being a warehouse. Finally, you want to be in an area or neighborhood that is consistent with the level of care you are providing and the type of patient you are attempting to attract.

Fourth, ask your Henry Schein Equipment Sales Specialist (ESS) to help find a good commercial real estate person and ask them to find all of the opportunities that fit the above criteria. Then review the results with your ESS and select the top three candidates based on the above criteria and your knowledge of the local area.

Fifth, with your architect and ESS, determine the cost of the project for each of the three selected options. Then using the financial calculator available in inView—calculate the impact on the practice’s cash flow and determine the level of risk associated with each option.
Sixth, select the single best option that will yield the most optimal floor plan result (The optimal floor plan will incorporate the tangible principles of dental office design. These are enumerated in my book.) and financial result, that is, the total production increase requirement is less than 20%.
Now you have the beginnings of a great office, one that can generate substantially higher revenues and produce less physical stress. But it is only the beginning because now you must engage an architect to design the office and to control cost, build the office on paper. There are literally thousands of decision points during the construction process and they must have answers or the contractor will make a decision on the spot that will affect the price of the project. Cost over runs occur because many of the construction decision points were not addressed in the architectural drawings, so insist that your architectural drawings are complete with all necessary schedules and plans.

Getting There From Here

At this point, we are feeling pretty good. We have selected a location, we know the cost of the project, the impact on cash flow, the financial risk associated with the project, and we have a floor plan. We know we need an architectural plan that builds the office on paper to control costs, and a good general contractor who understands how to build dental offices. Note: Here is another decision in which your Henry Schein ESS can be of great assistance in securing a knowledgeable contractor. Dental offices are very different from other buildings in that they are much more complicated with all of the electrical, mechanical, medical gases, plumbing, and technology issues that must be correctly addressed. Employing an uninformed contractor will delay the project’s completion, yield a poorer result, and will increase construction costs.

There are still many issues to address. I have put them on a timeline rather than attempt to chronicle them.
If you feel somewhat overwhelmed, that is natural and expected. I suggest that my clients create an inView account. Pelton & Crane has compiled years of office design expertise into a project management portal to help your project stay on task and on budget.
inView includes more than a robust financial analysis, it serves as a guide throughout each step of the dental office design process. Members of your project team can collaborate, track the progress of your project and share documents in one secure location. THIS IS CRITICAL BECAUSE IT IS IMPORTANT THAT EVERYONE KNOWS WHAT EVERYONE ELSE IS DOING in a project that has hundreds of moving parts.

You can register for a free inView account at: www.yourfutureinview.com. Thousands of doctors have successfully completed beautiful and functional offices—you can too. The key is to surround yourself with an experienced team and take advantage of the tools that will help you succeed.

In designing and building a new office, the ultimate mark of success is revealed a year after completion with the owners’ comment that they would not change any element of the design. When you stand in your new office and make this statement, you will have the office of your dreams.

About the Author
Dr. Mark Tholen graduated from the University of Texas Dental School and U.T. Graduate School of Business with an MBA. He served in the U.S. Air Force and was engaged in practice before turning his attention to industry. He is the former CEO of T.H.E. Design, a dental and medical office design firm and author of the book, A Guide to Designing the Elegant Dental Office…The Largest Marketing Tool of Your Career. He can be reached at marktholen2000@yahoo.com or 972-365-6151. Dr. Tholen lectures throughout the US and Canada frequently and is engaged in the active design of dental offices with Fazio Architects of Austin, Texas.

Dr. Mash Ameri

Dr. Ameri’s newest office focuses on cosmetic and implant dentistry and represents the doctor’s vision of an ideal setting to provide his patients with the latest in smile-enhancing procedures.

In preparation, Dr. Ameri attended seminars sponsored by Henry Schein, Inc. and presented by Dr. Mark Tholen, a specialist in the field of dental office design principals. The seminars also featured equipment and technology options that would help to increase practice efficiency and productivity. Equipment Sales Specialist Michael Konesheck, Field Sales Consultant Josh Toppass, Digital Technology Specialist Steven Castaneda, and National Design Group’s Genevieve Cicero combined their expertise in effectively managing the many phases and specifications of the project. Henry Schein Dental’s specialists strive to advise and mentor their customers by listening to their concerns and offering the products and services that work to help them accomplish their individualized business goals.

Sophisticated and contemporary, the reception and waiting area has spa-like impact. Equipped with Dentrix and eServices Practice Management Software.

Unique art is presented throughout the facility.

The customized and efficient sterilization center is equipped with Pelton & Crane Solaris, Delta Q, and KaVo QUATROcare.

“Through attending the seminars and experiencing a hands-on approach to the equipment ad technology I was interested in, I gained the insights necessary to make choices that would benefit my overall vision for the new office,” comments Dr. Ameri. “The Henry Schein team were integral in the planning, design, and successful completion of the project while staying within my budget.”

“The type of equipment…decided upon was the best in each respective category,” notes Equipment Sales Specialist Michael Konesheck. “From a technology standpoint, the integration of Dentrix and DEXIS products with the computers creates a streamlined and efficient operating system for the office. With this level of equipment and technology in place, there is more time to treat patients and less stress.”

“The Henry Schein team were integral in the planning, design, and successful completion of the project while staying within my budget.”

The office design perfectly captures the fresh and simple elements of contemporary style. At the entrance, an 8-foot water feature embedded with the practice’s logo creates instant impact. Twenty-foot ceilings, large windows, sleek oversized furniture, and a custom-made 240-gallon aquarium bid patients welcome in the reception area. Art niches in the main hallway, unique suspended lighting, and attention-getting wall art add drama and complete the sophisticated backdrop that mimics the mood of a luxury spa.

“My staff love the new office,” comments Dr. Ameri. “New patients who come through the door say ‘WOW’ as they walk in. Patient flow and productivity have improved greatly because of the design, equipment, and technologies. The practice is building clientele quickly. New patient count is up—about 100 per month now—and we’ve seen a 30% increase overall since we opened. We have a beautiful space to enjoy as we deliver excellent care to our patients every day.”

Digital Imaging is provided by the Instrumentarium OP300 and DEXIS.

Check out your beautiful smile in this elegant “goodbye” mirror. Located on your way out next to the lobby.

Dr. Mash Ameri and Staff.

Dramatic customized lighting.

Dedicated space for personal treatment planning.

The 8-ft. water wall is an eye-catching feature at the office’s entry.

This state-of-the art operatory is equipped with Pelton & Crane 3000 Chairs, Stools, Helios 3000 Lights, Renaissance rear and side cabinetry, a 2500 Delivery System, and the KaVo Comfort Drive Handpiece.

Left to right: Michael Konesheck, Equipment Sales Specialist; Mark Lowery, Regional
Manager; Dr. Mash Ameri, DDS; Joshua Toppass, Filed Sales Consultant; Steven Castaneda,
Digital Technology Specialist

Designed by: Genevieve Cicero, Henry Schein National Design Group

The E4D Dentist system has changed the way I practice—for the better.

Dr. Curtis Jansen, DDS
Monterey, California

I’m a prosthodontist practicing out of Monterey, California. I’ve got a progressive and successful practice with a great team assisting me in providing patients with excellence in dentistry every step of the way. I’ve had the E4D Dentist system for over three years now and it has provided my patients with a unique dental experience every time I’ve used it; digital impressions, restorations in one appointment, and quicker turnarounds with larger cases. All without compromise in form, fit, function, and esthetics. I’ve involved my whole team from Irma, my chairside assistant, who has become a CAD/CAM Dental Designer (CDD), and a Clinical Integration Specialist (CIS) to Frank, a dental technician with over 30 years bench experience—who is now “gaga” over what he can do with a mouse rather than a hot waxing instrument. I do it all—inlays, onlays, and crowns and veneers from single tooth to extensive cases. All are better when you have the E4D Dentist system by your side. Take my word for it— if you haven’t looked at this type of system in the last couple of years, you haven’t looked at all. And don’t believe what you’ve heard or seen before—this technology works!

Figure 1

But now it’s gotten even better and in a way that is most passionate to my interests in dentistry—implants. More specifically it provides all dental professionals a more predictable way to communicate with patients, specialists, and laboratories. It’s a way to get exactly what you’ve planned for—restorative-driven implant therapy—with E4D Compass

Your Henry Schein Dental Sales Consultant can help you decide which one is right for you. Then get ready for E4D Compass—putting you and your surgeon on the same page!

In the implant world, we’ve always talked a good game and have extensive preoperative plans with the laboratory, the surgeon, and the patient. Mocking up diagnostic plans, getting surgical stents and then hoping for the best as you send your patient along the implant placement trail. But, and you’ve all had it happen, something goes awry—the surgical stent doesn’t make it into the placement procedure or the surgeon puts the implant “where the bone is” and not necessarily where the restoration needs to be…then what? These surprise events in the continuum of implant therapy can set the final treatment plan back and dramatically increase the cost of treatment for the patient and the restorative dentist—let alone throw us all into a state of recovery and embarrassment.

Digital dentistry is coming to the rescue! With E4D Compass you’re able to combine cone beam data for the 3-D “internal” view of the patient along with intraoral data from E4D scans. Only the E4D Compass combines the data chairside from multiple sources and provides the clinician an intuitive planning process. E4D Compass works with leading dental cone beam manufacturers such as Imaging Sciences International, Gendex, Instrumentarium Dental, and SOREDEX for a complete solution.

Although other manufacturers have used a closed loop to simply export a static file into implant planning software, only D4D Technologies and the related cone beam systems have worked together to revolutionize the entire restorative/implant planning with E4D Compass. I don’t want to learn new surgical software—I’ve already invested time and effort learning my restorative software. Wouldn’t it be great if I could have all the data on my restorative cart – and be able to play, adjust, and design both the restoration and the implant placement all on the same screen? Well, that’s what we can do with E4D Compass—anything we want—at any stage of the game or plan. I can now draw a nerve the same way (using similar tools) as I draw a margin on a preparation. The interface is made for dentistry…for restorative dentistry.

Flexibility is the key! I know that the implant is not always going to be able to be placed exactly where I want it to be. Factors including bone density, dimensions, and nerve location all can dictate the final placement. But wouldn’t it be nice to know beforehand as you are designing the restoration? With E4D Compass, I can be flexible with my restoration design and implant placement all on the same screen and adjust both parameters (restoration and implant) rather than try to heroically save a situation with angled abutments, extensions and other compromises only on the restorative end. Optimize, don’t compromise.

I’ve been lucky enough to be involved and see the development of this exciting software program. It makes everyone’s “wish list” come true. I can draw the nerve(s), view the data from any angle, design the restoration that is right for the edentulous area, then choose one of a myriad of implants to place into the space using just a click and drag of a mouse. Nothing is this easy in dentistry. Then I can line up the implant with the ideal restorative placement, check the density of the bone, even the angulation of a proposed abutment—incredible. [See screenshots at the end of article.] This flexibility also allows for efficient and effective communication between the surgeon and the restorative dentist, and the laboratory if needed.

Figure 2

Figure 3

So what’s your next step? First, if you are a restorative dentist—get E4D Dentist system into your office (Figure 2): no powder, easy to use, makes any office more profitable by being able to complete same day dentistry or fabricate nearly all your single unit restorations. Get going with that system, and start scoping out the myriad of excellent cone beam systems listed above or locate a scanning center using one of those brands
(Figure 3). Why be tied into just one option? And, more importantly, why be tied into a closed system of the same manufacturer’s CAD/ CAM system and cone beam system? Be able to choose the best of both worlds and what is right for you.

Your Henry Schein Dental Sales Consultant can help you decide which one is right for you. Then get ready for E4D Compass—putting you and your surgeon on the same page! The more you grasp technology and use its capabilities to guide you to the ideal, the more efficient and effective you will become.

So here is your future dialogue with patients missing a tooth who come to see you for restorative therapy. Note: patients don’t come to you with the request for “an implant” they come to you to fill a missing space—it is up to you to offer the ideal restorative plan to fill that space first, then decide how you are going to put the restorative plan in place (bridge, implant; orthodontia). So let’s do that—design the ideal restoration then plan the mechanism to hold it in.

Okay Mrs. Smith, it is very important for you to replace that missing tooth with a “tooth” that will maintain the health of your mouth and will provide you function for chewing. We have several options to complete that goal, but let’s first scan the area with an advanced 3-D laser scanner so we can plan accordingly.

Take the E4D Scanner and capture a true 3-D image of the area—all soft and hard tissue. Note: No powder or contrast agent is placed. Think about it. This patient had just had the tooth extracted and there was still an open or healing wound. The last thing you’d want to do is spray titanium oxide under pressure into an open or healing wound. (So don’t go the powder route.)

Okay, so here is the 3-D virtual model

Figure 4

Figure 5

Figure 6

We can get a better idea of what the ideal restorative solution would be. The computer will assist us in previewing what would be the best functional and maintainable solution for your individual case. Here is the ideal proposal, which we can optimize for your individual situation prior to doing any treatment

It looks like one solution we should consider is a single-tooth implant that would hold the restoration in place and also provide you the most natural feeling and looking solution possible. But first we’ll need to look under your tissue to see if an implant is possible in that location.

Take them over to the i-CAT (or other compatible cone beam system) and complete a cone beam scan. Or if you’ve taken one before on any of the compatible systems, just grab the DICOM data.

So now we can see the bone available below your tissue. I’m going to combine this data right on this screen and show you what is possible. Here is the implant solution I would recommend and you can see I’ll place this directly under the restoration we’ve designed and see if you have the type and amount of bone ideal for this procedure (Figure 6).
We’ll identify the location of the nerve that runs down your lower jaw and certainly avoid that. With this software you and I can get a great view of the overall process before any treatment is started. So yes, it looks like this would be an ideal treatment. If we decide to go with this I have all the information I need. I can be ready when you are and in fact, I can prepare a temporary restoration and have it ready to place in that space the same day the implant is placed so you’ll never feel that open space again and your tissues will heal in the ideal form so when you’re ready the final restoration will be that much more natural and beautiful. Let’s get started!

E4D Compass will guide you in the right direction. Share your passion.

Screenshots

With so many products vying for individuality these days, it is refreshing to find one that strives for compatibility as well.

i-CAT® provides both—a reputation for flexibility in clinical control for individual cases and also compatibility with a variety of other tools to help dentists achieve great results more easily and more precisely.
Distinguished from other cone beam systems, Tx Studio™ software was developed exclusively for i-CAT systems. This powerful software package allows doctors to create complete treatment plans for implants (with abutments and restorations), surgical procedures, endodontics, orthodontics, TMD, and airway assessment in minutes. Plus, doctors can build onto the program with a host of special tools. The clinician can guide each case efficiently, from plan to completion, with enhanced surgical predictability. Visuals in the software facilitate patient education and lead to greater understanding of their condition and reasons for treatment plan.

With i-CAT, dentists can also take advantage of the benefits of other programs and technologies that are compatible with i-CAT data, such as the E4D®. The new E4D Compass™software integrates 3D data from i-CAT® Next Generation™and i-CAT® Precise™with E4D scan data to assist in the designing the optimal restorative plan and ideal implant positioning. Using i-CAT and Compass, dentists can efficiently plan and place implants and use CAD/CAM to restore them with a single software program.

i-CAT data in E4D Compass

i-CAT data in SureSmile

Implant planning with i-CAT
Precise data in Tx Studio

Besides implants, i-CAT also is compatible with orthodontic-related programs. SureSmile® technology transforms cone beam scans into 3D computer models for orthodontic planning and treatment. Orthodontists can use the data from i-CAT scans of the patient’s mouth, face, and jaw, for control of treatment through virtual diagnostic simulations, instant quality grading tools, prescriptive planning capabilities, and robotic arch-wire customization.

Time-saving i-CAT software includes quick launch integration with 3D planning software, including Dolphin® 3D. i-CAT scans used in conjunction with various types of 3D imaging software, provide an opportunity for planning in a program that is specifically geared toward specialty and procedure-based practices.

Compatibility with different software applications is just one facet of i-CAT flexibility. This dynamic CBCT system also offers a variety of scan sizes and dose. The ability for collimation allows the practitioner to focus on a particular area of interest, limiting radiation exposure for the needs of the individual procedure and patient.

i-CAT imaging systems’ individuality, compatibility, and flexibility offers dentists more choices and more control over their patients’ treatment, from diagnosis to implementation.

Dr. Michael Koceja breaks down laser technology and how it works within a dental practice.

You have heard all about lasers in dentistry—all the different applications in your everyday delivery of dental care and the ways they can make your practice grow and grow.

Your patients like the idea of laser dentistry, and you want to modernize your office. All of this sounds great, but you are still a little hesitant. So, “What Now” laser companies are springing up faster than tulips in April in Wisconsin. You have to have lived there to know what I mean.

Choose a trusted partner in purchasing technology.

Every laser company is promising you the world and telling you their product is the best, the latest, the greatest. A whole new generation of dental speakers want you to attend their courses…to learn how to use lasers from them…to grow your practice…to make millions. We have all heard it all before.

So let’s all take a deep breath and float back down to reality and let a guy (I’m just a dentist.) give you a little down to earth advice on the laser revolution.

Let’s talk a little about how lasers work, what they are really good for, and how to utilize them to their fullest potential. We will also touch on what type of training is needed to make a laser work in the “real world” we face every day as dental professionals. So many lasers, so many different wavelengths, disposable tips, cleavable fibers…which laser is really the one that you need? Do you really need a laser?

I had the opportunity to attend a lecture by one of the most knowledgeable laser specialists in the US, Donald Coluzzi, at the ADA meeting. The first question that came from the audience was—which laser should I buy? Dr. Coluzzi had the best answer I have ever heard—buy the laser that you will use. Simple, yet so true—no technology is worth a dime if it sits in the corner. Decide what you want to use a laser for and then buy a laser from a trusted source, a person or company you deal with on a regular basis. We have all purchased equipment from a company or salesperson that went away after the sale. It’s no different with numerous companies popping up to sell lasers. Choose a trusted partner in purchasing technology.

Figure 1

Figure 2

Figure 3

Figure 4

What are you going to use your laser for? As many applications as possible—the more you use new technology, the more it becomes indispensible. A great everyday use is in restorative procedures (Figures 1 & 2). Trying to restore teeth with subgingival decay can become a nightmare. The laser can expose the sugingival decay, control hemostasis, and can be used to also contour tissues to blend with the adjacent teeth. How long should this procedure take? It should take a minute or two—max.

Another great everyday use is gingival recontouring to create an even esthetic gingival contour in the maxillary anterior region (Figures 3 & 4). Both these cases were basically soft-tissue procedures. The first case required a soft- tissue diode laser (Precise 810 nm, CAO company). The second case required an all-tissue laser (MD 2780 nm, Biolase Waterlase) because once the soft tissue was recontoured the attachment level and osseous level had to be modified. So remember to think-out your procedure prior to carrying it out clinically. This determination of what each type of laser can accomplish will play an important part in the decision you make.

Will you need a soft-tissue laser or an all-tissue laser? This brings up the concept of hard-tissue cutting. Can lasers cut tooth as fast as a high-speed handpiece? To me, this is an unimportant comparison. It’s not how fast you can accomplish a procedure—it’s the end result. Isn’t this the whole concept of incorporating technology into our offices? Lasers can cut hard tissue and they can cut efficiently. I have done hundreds of cavity preparations with lasers and time isn’t a factor. Let’s get back to the concept of utilizing lasers. It boils down to getting a better result with an efficient instrument. Lasers come in different wavelengths. Diode lasers are available in 810 nm, 940 nm, 980 nm, and 1060 nm wavelengths. Which is best? Again, I quote Dr. Coluzzi, “The best laser is the one you use.” Hard-tissue lasers come in 2780 nm and 2940 nm wavelengths. There are differences such as ease of use, touch screens, simplicity in understanding the technology into your practice. After 4 years of college, 4 years of Dental School, a residency program, and a postgraduate fellowship,

I still live by the—keep it simple rule. Lasers should be easy to use and training is important. Does the company you purchased your laser from offer training, DVD, online, live training, and support? Can you contact laser users to answer your questions? These are important aspects of learning lasers. You should be open to continuing to learn. Remember if you don’t get the result you expect when utilizing your laser, don’t blame the laser—it’s usually the operator. You would not use your high speed without water—so if you’re learning to use a laser and it’s not accomplishing the result you want, think of how to change your approach to get that result.

Take the time to learn to use your laser and you will get predictable results. Most lasers that are sitting in the back corner of the operatory not being used, are there because the doctor did not take the time to learn the technology. So training is paramount. What does training entail? How long does it take? What is the best type of training? That depends on you. Do you like to attend training with other dentists, prefer online training, or like in-office training with your staff?

I believe training should be simple and should concentrate on how the laser you purchased interacts with the tissue you want to change. Setting sheets are a great starting point (every laser company will give you one) but concentrate on the laser-tissue interaction. Then make adjustments to the settings to get the result you want. Remember, new concepts are sometimes difficult for a dentist who has practiced for 10, 20, or 30 years. Give yourself a little extra time to learn. Numerous times when training a new laser user, I hear that it takes longer than a high speed or scalpel. My response is usually to inquire how long they have been using a laser. If their response is… “This is my first time,” I encourage them to try a few more times. After a few more tries, the concept comes together and the procedure is done. I then look at the doctor and say, “Wow after only 5 minutes of training, look what you were able to do.” The results suddenly seem so much easier and better.

Spend a little time researching new technology and jump in. Lasers are here to stay, the cost is very reasonable and you will provide better care for your patients. Contact your dental supplier and discuss the advantages and disadvantages, cost, and abilities of the lasers on the market. Spend a little time learning to use your laser and most of all—have a little fun with technology. I bet you really will enjoy the benefits of laser technology. What are you waiting for?

For Dr. Natalie Carr, moving forward to reach her professional goals also meant moving back to her hometown of Riverview, Florida. “I had grown up in this area and wanted to move back to open my own practice,” notes Dr. Carr. “After 12 years of working as an associate there were many things I liked about each office…as well as many things that I would have changed. These experiences allowed me to focus on determining choices that I would eventually incorporate into my new practice.”

The use of a “car” as a branding logo for the business reflects the Doctor’s name and adds an element of whimsy for pediatric patients.

The wall color was chosen in order to promote a soothing and relaxing environment. Equipped with Belmont Clesta lights Summit Dental chairs and stools

After the Doctor purchased the building she moved forward to plan out the design and equipment needs. “I had known Henry Schein Dental Equipment Sales Specialist Pat Tarrant for over 10 years,” comments Dr. Carr. “When I finally made the decision to create my own business, I contacted Pat. He was always honest, hardworking, and knowledgeable. I knew he could offer the guidance and support required for the project.”

“We have come a long way and will continue to improve, providing great service to our clients. I love my office. It projects a clean, fun, and professional image.”

The new consultation area provides a comfortable and private space for reviewing treatment options.

The X-ray unit is situated to promote efficient workflow. Equipped with Sirona XG3 and Progeny Preva DC

Fresh and bright, the reception area creates a great first impression. The stainless steel and glass tiles were used on the reception desk for easy cleanup.

The office’s bright colors and clean contemporary look make it a place where children can feel comfortable and relaxed. The smaller waiting area has been purposely proportioned to be “kid-size.” “It is a tiny triangular room with a TV, children’s chairs and toys,” points out the Doctor. “It is positioned to be away from the main traffic zone to maintain a clutter-free environment. There is also a video game area for older children to enjoy while awaiting treatment.”

Dr. Carr is also an active participant in community activities that support dental health. Referrals from local pediatricians and dentists have steadily increased at her new office. “We have come a long way and will continue to improve, providing great service to our clients. I love my office. It projects a clean, fun, and professional image. My patients look forward to coming to visit and their parents can be assured of high-quality care for their children.”

Left to right: Andrew Guenther, Field Sales Consultant; Dr. Natalie Carr; Pat Tarrant, Equipment Sales Specialist.

Quartz countertops make for easy upkeep in the Sterilization Rooms. Tall cabinets provide for increased storage space. Equipped with the SciCan Statim 2000 and KaVo QUATTROcare

Dr. Carr and her team.

Designed by Jennifer Rhode, Henry Schein National Design Group

The wall color was chosen in order to promote a soothing and relaxing environment. Equipped with Belmont Clesta lights Summit Dental chairs and stools

Dr. Gary Kaye describes an analytic tool that he uses in his practice to predictably assess when the technology is right for him.

Dr. Gary Kaye describes an analytic tool that he uses in his practice to predictably assess when the technology is right for him.

Making decisions on when to add a particular technology to the practice has become a task that confronts dental practitioners more and more frequently. The technology is often expensive and how we make those evaluations is varied and often irrational.

My experience in almost 20 years of private practice has taught me many things, one of which is that the impulsive reasons for acquiring the technology often end up being expensive mistakes (both in time and money). The same can be said about deciding not to buy something because of an irrational reason (which, incidentally, can be more costly in the missed opportunity, benefit to patients, or any number of other factors).

We are taught many skills in our education but few of us have received any formal training in general decision making. In clinical dentistry the decisions we make are driven by very rigid guidelines on when to treat or when not to treat, then what and how to treat. These are evidence-based and grounded on sound scientific principles. It would be inconceivable and downright unethical to make a clinical judgment—a decision—based on some irrational motive. However, we live in a world where technology is moving at a rapid pace and the benefits of technology are all around us. There is often a “wow” factor associated with new technology that is so utterly compelling that it drives our decision to buy it. Dentists, have become very good at jumping on the “wow” factor of technology, buying something, and ending up with a piece of equipment that gathers dust in a corner somewhere in our offices. Most of the technology utilized in our private practice in New York City has helped put us into the top 1% of solo practices nationwide, driven efficiency, and given the team phenomenal tools to perform at the highest level but, most importantly, is that it has provided our patients with benefits they would otherwise not have received. Our patients are the heart of our practice, so if they benefit from a particular technology, then it will weigh positively on whether that technology should be adopted.

The Kaye Technology Decision Scorecard can be used in any practice setting to determine if the time is right to implement CAD/CAM

Figure 1.

Figure 2.

We have developed many systems in all areas of our practice that help us achieve our goals. For technology acquisition decisions, we developed the Kaye Technology Acquisition Scorecard (KTAS; Figure 1), a list of all the conceivable variables or factors that have to be considered in the decision with a score for each one. We end up with an overall score, a number, rather than a hunch about whether to go ahead with the technology or not. We tested the scorecard and looked back at decisions we had made in the past and it has been remarkably accurate and reliable as to how those decisions turned out. For example a number of years ago we bought an air abrasion system and stopped using it long before we came close to amortizing the equipment. Had we used the technology scorecard, we would have come up with an overall score of 375 against it and only 210 in support of the decision. The scorecard is very practice-specific so two different practices using it for the same technology could arrive at different scores and hence different decisions whether to adopt a technology or not. On the other hand, in 2001 we added digital impressions and CAD/CAM into the practice. Unlike air abrasion, it worked out very well. The retroactive scorecard of instituting CAD/CAM would have been 335 to 246 in favor of CAD/CAM. By 2009, CAD/CAM had become an integral part of our practice. At that time, the technology had advanced we faced the decision of whether to upgrade to a newer version of the same system, but there was now a competitive CAD/CAM system available in the E4D Dentist™ system by D4D Technologies in Dallas, Texas. The Kaye Technology Decision Scorecard is also very useful when comparing different products, and based on the overall scores, 335 for E4D and 246 for the upgrading our existing system, we decided to purchase the E4D Dentist system.

Why CAD/CAM?

The Kaye Technology Decision Scorecard can be used in any practice setting to determine if the time is right to implement CAD/CAM. Based upon all the benefits of the technology and the success of more than 10,000 practices that have adopted CAD/CAM, the technology scorecard will usually come up with a positive result, indicating that the benefit of acquiring CAD/CAM exceeds that of not acquiring it. The next step is to determine which product or company to go with. It is here that the KTDS excels. By using the scorecard, a true side-by-side comparison can be made. Another way of looking at the KTDS is as a series of 30 questions that should always be answered when selecting a technology product. The scorecard has the flexibility to accommodate additional variables should the clinician deem them to be significant as well as ignore variables that are not considered important for a particular decision.

How the Kaye Technology Acquisition Scorecard works

The KTAS looks at numerous factors and divides them into four broad categories: clinical use, product features, service, and support plus a variety of business issues that relate to the practice management. Each of these categories is divided into subcategories that are assigned an importance value of 1, 2, or 3 to the subcategory as it pertains to a particular decision. For example, if we are looking at a piece of technology that we will depend upon for critical functions in our treatment, then the service response time if it malfunctions takes on a higher level of importance in our decision so we assign an importance value of 1 to the subcategory of response time. Then for each subcategory we assign a “positivity” score between 0 and 10, with 10 representing the highest positivity for that subcategory. For example if the distributor of the technology has a good track record, then for quality of who handles it under service and support we assign either 7 or 10.

The spreadsheet is set up to calculate weighted scores for each category and two overall scores, and then a graph displays the results (Fig. 2). We use the difference in the two overall scores to drive our decision. The larger the difference between the two overall scores, the more compelling the decision in favor (or against) the technology becomes. If the scores are very close then that will obviously be indicative that there is not much of an overall benefit or detriment to acquiring the technology.

Good for your patients. Good for your practice.

We hear about it a lot these days—dental practices getting squeezed by lower consumer spending. The result is less treatment acceptance and lower revenues—and no practice is immune. Economists have even coined a phrase for this belt-tightening and credit-crunching …“the new normal.”

But, as any dentist will tell you, patients electing not to get the treatments they need because of financial concerns is far from what they’d like to see as “normal.” Luckily, there are some innovative payment options out there for dentists who want to help their patients, keep money coming into their practice, and avoid becoming debt collectors themselves.

Here are a few of our favorite tips for what to look for in a patient-financing program.

Your outside financing partner should be as flexible as you. You always have your eye on individual solutions for your patients—from the routine to the cutting edge. And, we all know that “one size fits all” rarely fits anyone. So you should expect the same kind of flexibility from from your financing partner. Look for a payment option like the Citi Health Card that offers several no-interest plans as well as budget plans and regular revolving options. The more options your financing partner can provide, the more likely you’ll find the one that works best for your practice and your patients.

A good partner lets you focus on your patients, instead of whether you’ll get paid. Almost nothing is as frustrating or drains productivity more than out-of-control accounts receivable. Who wants the hassle of tracking down past due payments? Keep your focus on care, and let a third party handle the payment process. Just make sure they offer fast payments in 2–3 days.

You shouldn’t be held hostage to high merchant fees. One of the main benefits of patient financing is cash flow management. But be careful. A lot of partners will make you pay a big price for this convenience on the back end. Keep a close eye on the merchant fee rate for each financing option you select. The Citi Health Card has the lowest No Interest and Budget Payment Plan Merchant Discount Rates in the dental industry and providers can save up to 41% compared to other products.*

Peace of mind matters to you and your patients. No one wants to wonder how they’re going to afford a procedure they need. That’s why the best financing partners provide your practice with all the materials your patients need to understand their financing options right from the start. And they also provide reliable support to your staff so they can answer patient’s questions. That way, your patients know exactly how they can pay, and you know exactly when you’ll get paid. Taking the payment out of the relationship lets everyone focus on care.

You have enough equipment in your office already. Do you really want to deal with another payment terminal, snarl of wires, and who knows what else? Working with a financing partner who can accommodate your existing payment processing equipment just makes everything that much easier. For example, the Citi Health Card can be processed through a standard credit card terminal, a touch-tone phone, or via the convenient and easy-to-use online processing method.

Fast payments make for a healthy practice. We can’t stress this enough. Knowing that you’ll be paid consistently and on time lets you manage your expenses, budget for equipment upgrades, and keep your finances in order. Plus, offering a trusted payment option like the Citi Health Card can help you increase treatment acceptance and patient loyalty at your practice. Sounds like a good deal to us—less hassle, more savings, better treatment rates, fast payments, and full customer support.

For more information on the Henry Schein Financial Services Patient Financing program, please call 800-443-2756, Option 1 or e-mail hsfs@henryschein.com.

*Merchant Discount Rate is the cost to your practice and is calculated as a percentage of the total sale. Savings is based on No Interest and Budget Payment Plan rates charged by a major or national competitor.

My stance has always been that we are not in the dentistry profession working with people but rather working with people providing dentistry. Therefore, “connecting” with patients is key—dayin and day out.

How do we connect? We ask insightful questions, provide clear explanations, and relate with sincerity. Patients don’t remember necessarily what you said but rather how you make them feel. This creates loyalty as we are developing relationships, and from that, deep mutual trust and respect develops. As a result, patients will follow and accept your treatment advice. This to me is the highest of priorities.
—Dr. Cynthia Brattesani

It might seem contrary that technology, which is often derided as something that keeps us from genuine face-to-face interactions with others, can help doctors connect with patients. But it’s true.

Smart devices, and in particular the iPad, are allowing dental teams to share information with patients in a more user-friendly, engaging way. From the three-year-old who’s entertained on the plane to the business executive presenting in the boardroom, the iPad and its endless supply of apps have changed the way we play, and it can change the way we work. It’s called a “smart” device for a reason.It will optimize care and streamline the workflow in every room of your dental practice.

Taking the steps to integrate devices like the iPad into your practice can provide productivity improvements, improved patient engagement, and an edge on your competition.

~Reception Area
Patients cultivate their opinion of your practice in the reception area. Use of an iPad can enhance every part of their experience here from the check-in and required paperwork completion to their entertainment and comfort during any waiting time.

• At check-in: Replace “old school” paper and clipboard and have patients complete forms on the iPad, which are imported into DENTRIX from the practice Web site or iPad, with a few clicks.
  Apps Needed: Dentrix Kiosk

• Self-service consent forms: Forms can be set with required fields that expire after a pre-determined amount of time, ensuring that data is current.
  Apps Needed: DENTRIX Kiosk

• Check-in alerts operatory staff: The appointment status in the DENTRIX Appointment Book is automatically updated to indicate that the patient has completed the forms and is readyfor the operatory.
  Apps Needed: DENTRIX Kiosk

• As patients wait: Provide wi-fi, branded to your practice. Give patients an iPad loaded with digital magazines and newspapers, games, videos, social networking apps like Facebook and Foursquare, where they can “check in.” Dental care videos can also be provided as a service to patients through Guru.
  Apps Needed: Flipboard, Foursquare, Facebook, NetFlix, Guru

~Treatment Rooms/Consultation Room
Pictures are worth a thousand words, and are an excellent catalyst for conversation between doctor and patient. This“co-discovery” opens up conversation ata whole different level, sealing the message and fulfilling expectations for doctor and patient.

• Display 3-D videos and interactive demos: Explain diagnoses and treatment plans and give patients a superior level of understanding.
  Apps Needed: Guru

• Put digital X-rays into patients’ hands: Enlarge or zoom in to images while sharing your diagnosis with patients as they hold an iPad in their laps. Choose from several iPad apps that can remotely access the computer that houses the DENTRIX image software.
  Apps Needed: Splashtop, iTeleport, or Jump Desktop

• Patient file photos: Use the iPad or another digital camera for non-clinical patient photos. Patients find it fun and intriguing—and it’s less intimidating for some. Several iPad apps allow you to upload photos that can be viewed on all Apple devices in the office.
  Apps Needed – Apple IOS 5 / iCloud or Dropbox

~Practice Administration
Behind the Scenes – Staff Meetings
The iPad brings a powerful tool into your daily meetings, giving you the opportunity to present practice updates and patient information to the team, while also collaborating with them on patient care.

• Daily Huddle Reports: Exported from DENTRIX to a PDF. Using iAnnotate, review and make notes on the iPad with the entire dental team to show progress made toward monthly goals and maintain a focus on improving patient care.
  Apps Needed: Dropbox, iAnnotate

• Practice Advisor Reports: Export from DENTRIX to a PDF and display on an iPad to give management team or entire office a glimpse of the financial health of the practice and overall performance data.
  Apps Needed: Dropbox, iAnnotate

• Create a survey to answer questions about that day’s patient load in the huddle then store the document in the cloud for easy access by the entire team.
  Apps needed: Dentrix Kiosk

Potential questions to address in huddle:

• Who is coming in? New patient or existing?
• Who referred them? (Helps to remember who they are.)
• Any recent referrals to thank themfor today?
• Any medical history alerts?
• What will we perform as treatment today?
• What treatment is pending?
• Did we receive correspondence form/report from a specialist?
• Do we have any personal photos/announcements (new baby, marriage, announcement of new job, postcardfrom travel)?
• Eligible for FMX X-rays?
• Any pending balances or billing issues?
• Any specific notes about today’s appointments?

~Appointment Management
DENTRIX Mobile streamlines many processes for practice staff in scheduling appointments and keeping in touch with patients. Reminders and frequent contact with patients keep your office top of mind and provide them with a convenient service as well.

The Dentrix Appointment Book can be viewed, appointments confirmed, and notes added. Confirmations and notes are updated automatically in Dentrix.

• Postcards are automatically generated, reminding patients of a scheduled appointment. It includes a QR code so patients can use a smart phone or iPad to see appointment details, confirm the appointment, add the appointment to a calendar, and even get directions. Requires eCentral Communication Manager.
• Research drugs listed in patient medical history and drug interactions with dental treatment (www.Lexipro.com). Create an app for the Lexipro website on the iPad home screen by opening the Web site, clicking on the icon with the arrow in the top right and selecting, “Add to Home Screen.”
• Search for insurance codes and for narratives to submit insurance claims (www. practicebooster.com).
  Apps Needed: DENTRIX Kiosk

~Access on the Go
Even away from the practice, DENTRIX Mobile allows doctors or on-call team members to view appointment and patient information and add notes and updates remotely using a mobile device.

• Appointment schedules: View remotely to plan for the following day or call patients if appointments need to be rescheduled.
• Patient notes: Add remotely to the DENTRIX Appointment Book specific to a certain day or appointment using an iPad or Xoom tablet.
• Appointment confirmations: Update remotely using an iPad or Xoom by teams calling patients after hours or outside of the practice. The confirmations are automatically updated in DENTRIX. Requires eCentral Communication Manager.
• Patient prescription history: Ensure the doctor or on-call team member has the correct information if the patient calls requesting a new prescription.
• Patient eligibility status: Update or verify eligibility remotely. Requires eCentral Insurance Manager
  Apps Needed: DENTRIX mobile

~Getting Started
Basic Apps You’ll Want
Two of the iPad’s most powerful benefits are its ability to share information in the cloud and with other mobile devices seamlessly and the 90,000+ iPad-specific apps available in the Apple App Store! With so many to choose from, it’s difficult to know where to begin. Here are a few apps you should load to get started.

~App Store Apps

• Guru for iPad provides educational tools that can be used to connect with patients. High-definition videos, animations, and diagrams can be used to help to explain procedures. Guru is available to download for free and connects to the Guru Server products.
• iTeleport: VNC or Jump Desktop (Remote Desktop) – Access a stand-alone computer in your practice remotely and display its information on an iPad in another part of the practice. iTeleport works with VNC and requires that VNC be configured on the computer that you are connecting to. Jump Desktop will allow you to connect to Remote Desktop, the built-in Windows remote-connection software.
• Facebook for iPad: Install the native Facebook app on your iPad to allow users to connect directly to Facebook. If multiple team members access the app, encourage each user to log out when they are done.
• Penultimate: Are you using your iPad to take notes at your practice? The iPad equivalent of a pad of paper is Penultimate. If you don’t have a stylus, Penultimate provides a great reason to try one out.
• iAnnotate: iAnnotate provides the ability to annotate PDF documents with notes and comments, which allows for team collaboration and sharing. To view and read PDFs only, download Adobe Reader.
• iWork: Pages, Numbers, Keynote: If you have a Mac in your practice and use Apple’s iWork suite of apps, Pages, Numbers, and Keynote are all available as native apps on the iPad.
• Documents To Go – Office Suite: If you use Microsoft Word and Excel, Documents To Go provides a subset of the editing capabilities for the iPad. Open and edit Office documents right on your iPad and get some work done.
• iBooks: Apple’s eBook reader and store are not installed by default on the iPad, but can be downloaded for free fromthe App Store.
• Netflix: Does your practice have a Netflix streaming account? Install the Netflix app and allow patients to watch movies and TV shows on demand as they wait.
• Dragon Dictation: Dictate a note using the popular Dragon Dictation app and copyand paste the resulting text into an email or other apps. In the future, we may see Siri Personal Assistant, the voice recognition software debuted on the iPhone 4s, available on the iPad. For now, third-party dictation apps accomplish simple dictation.
• The Daily: Looking for news on the iPad? The Daily is a news app created specifically for iPad. It’s an immersive news experience similar to news magazines but with more interaction.
• Evernote: Another note-taking app that allows you to store videos, links, reminders and more in easy-to organize notes. Take notes on any device and view and edit them on another. Evernote provides cloud-based note management.
• GoodReader for iPad: Connect to a server location via FTP, Dropbox, or several other cloud-based services and open and view items right on your iPad.
• Dropbox: Share files and collaborate practice information over the cloud, a particular strength of the iPad. If you want to easily move files between devices, move them into your Dropbox location and view them on your other devices.
• Google: This shortcut to all things Google allows you to access Gmail, Google Docs, photo sharing, YouTube, and more.

~Web Apps
DENTRIX Mobile – Giving you the power of DENTRIX on mobile devices Dentrix customers can access the powerful benefits of their practice-management software while they’re away from the office with Dentrix Mobile. Available for devices like iPhone, iPad, Palm Pre, Android and select BlackBerry models, Dentrix Mobile is part of regular customer service plans, and maximizes your time in and out of the office. Some of the most common tasks that can be done while on–the-go include:

• Access patient data, contact information, appointment history, and more, 24/7
• Verify patient prescriptions while out of the office
• View upcoming appointments for you and your providers
• Deliver real-time updates for on-call teams
• Search by patient or provider with extremely simple but powerful search and navigation functions

Taking the steps to integrate devices like the iPad into your practice can provide productivity improvements, improved patient engagement, and an edge on your competition. It would be a daunting taskif you had to figure it out on your own, but you don’t. Contact your Henry Schein Technology Representative to help you take the first step toward introducing mobile devices into your practice.

Article Contributors:
Dr. Cynthia Brattesani
William Weldes, Centare Group
John A. DeToro, Techteriors.

See why Jason Barth, DDS, decided to switch from using a film-based system to digital radiography.

It is a wonderful feeling to make a decision and have absolutely no regrets.

Switching from a film-based system to digital radiography was a good choice. Digital is more environmentally friendly than film-based systems that require chemical processing, and images are immediate with no time wasted waiting for developing. It was one of our steps on the path to a paperless office. We did find out, though, that not all digital sensors provide the same quality of images or the same patient comfort. Over the years, I had the opportunity to use several brands of digital sensors. Our recent trade-in to the DEXIS system has changed our view of digital radiography, improved patient comfort, and eased staff workflow.

Some years ago, we chose another system that was compatible with our EagleSoft software. We immediately noticed more difficulty taking all of our shots with those sensors, causing us to have to rely on a Phosphor Plate system for some people, especially our younger patients, in conjunction with our digital X-rays in order to capture all of our needed images. This was frustrating. It was like relying on traditional films all over again, with the only advantage being that we did not have to use chemicals. All of the other benefits related to digital sensors could not be utilized. We also noticed many more patients complaining about discomfort, requiring us to use more pads on the edges of the sensor, which equated to more time and more expense.

Trading up: One dentist’s view of digital radiography

In our fourth year of use with our previous system, the problems started to escalate. I had already decided on changing to DENTRIX software, and knew that would lead to a change in sensors. Then, within a matter of weeks, all three of my other sensors became completely unusable. We used our PSP plates temporarily until I decided what to do.

The sensors carried a warranty, and I could have replaced them at a reduced price. However, I had already made up my mind to change. When I called my Henry Schein Sales Consultant, Charlie Lonberger, and told him of my decision to go to the DEXIS system, he told me about the trade-in program. I was happy to be able to acquire the sensors that I really wanted. The very first day that our new sensors were in use, my staff was amazed at the images. They were so well designed for ease of placement in the patients’ mouths. We could take a full-mouth series in nearly half the time that we did before, and they were so comfortable we were able to throw out our edge pads. The assistants remarked how convenient and efficient it was to only need one size sensor for every type of image. Since we switched, I can’t think of a single time that we have had to resort to our PSPs in order to get an image, even on kids! One of my team members, Erin Burch, shared her thoughts, “Now, taking X-rays is definitely easier. The angled corners are more comfortable for our patients, and the single-size is so convenient. We don’t have to worry about what size to grab—they’re very portable and just travel around the office.”

The really important aspect of any X-ray is the image itself. Everyone in the office is impressed by the clarity of the images. Our local DEXIS rep, Joel Martino, along with Charlie, made the transition seamless—we didn’t miss a beat. It is great to make the right decision the first time, and the trade-up program gives dentists the chance to rethink and replace their sensors for more durability, comfort, and image quality. Actually, even if there were no such program, I would have switched sensors anyway. The trade-in program just made the switch more enticing—and more of a no-brainer.

Time To Grow

See how Dr. Steven Johnson transformed his practice in order to fullfil all of his specialized service needs!

Johnson Family Dental’s continuously strong growth had propelled it toward full capacity at its former facility. The time had come to evaluate future needs and develop a plan for keeping up with its diverse activities and specialized services. The availability of retail space at reduced rates because of the recent economic downturn proved beneficial for building a new facility. The focus was on design ergonomics that would enable the maximum use of space while saving footsteps during the day. Better integration and standardization of equipment and technologies was also a prime consideration. With constantly accelerating growth, a well-organized and efficient setup for delivering care was a necessity. “In the old office, small hallways, a patchwork of different equipment and chairs worked against our productivity,” comments Dr. Johnson.

“Patients and employees love the feel and openness of the new office — and often remark that they would like to work here,” comments Dr. Johnson.

Johnson Family Dental can now work confidently toward achieving its practice goals in a 5,390-sq.-ft. space that houses 18 operatories (11 doctor; 7 hygiene). There is ample room for patient treatment, a welcoming reception area, a large employee lounge that doubles as a center for employee meetings, and equipment and technology upgrades that are vital to its many specialized services.

“Henry Schein Dental’s team accommodated our every need,” points out Doctor Johnson. “We have built a good trust relationship with them. Our sterilization, laboratory, and operatory equipment are through Henry Schein Dental. We also chose Dentrix practice-management software through the Privileges program; and use TechCentral support for computer integration and maintenance.”

Comfortable chairs and a patient beverage station make the waiting room an inviting space.

Mellow earth tones are prevalent throughout the new facility. The main focus of the reception space is a 9-foot wall made of stacked stone that is native to the area. Its characteristic colors blend beautifully with the décor and make an outstanding accent statement in the room. A stylized, barrel-shaped ceiling in the main hallway adds additional architectural detail.

A dedicated lab provides a clean and quiet room for the E4D mill and other lab equipment. Equipped with E4D Dentist Mill

“Patients and employees love the feel and openness of the new office—and often remark that they would like to work here,” comments Dr. Johnson.

A dedicated lab provides a clean and quiet room for the E4D mill and other lab equipment. Equipped with E4D Dentist Mill

Soffits, arches, and unique lighting break up a long hallway.

Rear delivery, track lights, and an efficient
cabinetry design allow extensive technology in the operatory without feeling cluttered.

Equipped with DCI track lights, Marus Chairs and Stools, E4D Dentist, KaVo DIAGNOdent, Gendex Expert DC X-ray.

A galley-style sterilization setup
increases efficiency and allows a
single sterilization area to handle all
18 treatment rooms.

Equipped with Midmark 11 Ultraclaves

“Patients and employees love the feel and openness of the new office—and often remark that they would like to work here,” comments Dr. Johnson. “Employees feel they can better serve the patients in the efficient workspace. New patients have doubled and we have already experienced a 20% increase in reappointments; referrals continue to rise—we are now at 40%–50%. The renovation has allowed us to offer endo treatment—we have a specialist coming in weekly—and we hold an implant seminar monthly. Our equipment upgrades included the E4D Dentist system, which gives us the ability to provide same-day crowns and our i-CAT cone beam X-ray makes a wide range of diagnostics possible. And, we are looking forward to starting a dental assistant training school in 2012!”

Left to right: Hugh Hall, Field Sales Consultant;
Mike Mathews, Equipment Service Technician;
Matt Scott, Equipment Sales Specialist;
Gary Rzepka, Digital Technology Specialist;
Dr. Steven G. Johnson; Maritza Alford, Regional Manager; Frank Hovey, Office Manager

Johnson Family Dental 2D Design Plan

Just as a healthy, thriving dental practice begins with a healthy hygiene department, a healthy body begins with a healthy mouth. Improving patients’ understanding of the oral-systemic connection is the first step in boosting the profitability of your hygiene department. Imagine if every dental patient knew that periodontal disease doubles the chance of dying from a heart attack and every woman knew that periodontal disease can affect fertility and contribute to low-birth-weight babies. Oral systemic information has the power to motivate compliance with oral care routines and treatment recommendations, when communicated properly.

By setting clinical standards of care for soft-tissue management and determining office protocols to adhere to them, you can directly affect the health of your patients.

A healthy body begins with a healthy mouth. Find out how you can improve your patients’ understanding of the oral systemic connection. This is the first step to boosting the profitability of your hygiene department.

A wellness program provides a standard process for educating patients on the oral-systemic health connection and preparing them for a health discussion with the dental team. Wellness education teaches patients that regular visits to the dentist do not simply maintain oral health, but may help prevent serious health conditions and maintain optimal overall well-being.

What should a wellness program address? According to the American Academy of Oral Systemic Health, the foundation of any dental wellness program is periodontal disease. By setting clinical standards of care for soft-tissue management and determining office protocols to adhere to them, you can directly affect the health of your patients. Using wellness education to highlight the links between periodontal disease and heart disease, stroke, diabetes, pancreatic cancer, and osteoporosis will reinforce the importance of periodontal health for patients and drive treatment acceptance.

Using a wellness program to collect basic data on patients’ sleep patterns, you can uncover undiagnosed sleep disorders in your patient base, vastly improving patients’ quality of life and improving their health.

When diagnosing and treating periodontal disease, there are other health conditions that can impact a treatment plan. According to the American Heart Association, patients with periodontal disease are almost twice as likely to suffer from coronary artery disease as those without, and periodontal disease can exacerbate existing heart conditions. Using a wellness program that asks patients to report current heart conditions or risk factors for heart disease will allow dental professionals to target comprehensive periodontal exams, assess every patient’s risk of heart disease and make referrals for care accordingly.

Much like heart disease, we know that diabetes is also closely connected to periodontal disease. Since severe periodontal disease can put the patient at a higher risk for diabetes, dentists may refer these patients to a physician for testing or use a finger-stick test to check for diabetes in the dental office. Using information provided through a wellness program, both patients currently diagnosed with diabetes and those who report diabetes risk factors could receive a comprehensive periodontal evaluation, immediate periodontal treatment if necessary, and referral to a physician as needed. Research shows periodontal disease treatment can improve management of diabetes and improve the overall health of the patient.

In a 2007 survey, only 15% of patients who went to the dentist reported receiving an oral cancer exam. Although most dentists and hygienists are careful to do oral cancer examinations as part of both their initial patient examination and recall examinations, they might not be telling patients that they are looking for oral cancer. Patient education regarding this deadly disease ensures patients understand that the oral cancer exam they receive in the dental office is just one more crucial reason to keep their scheduled dental appointment! Early detection is the key to surviving oral cancer and using wellness education to reinforce this for patients will increase their commitment to dental care.

Sleep is one of the most important components of health, yet the Institute of Medicine reports that 50 to 70 million Americans suffer from chronic sleep disorders. Despite dangerous associations with high blood pressure, heart attack and stroke, depression/anxiety, memory and concentration problems, and driving accidents, 80 to 90 percent of sleep disorders remain undiagnosed. Using a wellness program to collect basic data on patients’ sleep patterns, you can uncover undiagnosed sleep disorders in your patient base, vastly improving patients’ quality of life and improving their health.

Henry Schein introduced their new wellness program, Total Health, to assist dental practices in communicating wellness information to patients with the goal of decreasing cancellations, increasing patient compliance, and ultimately improving the overall health of patients. By converting your current recare program to a wellness program, you can do what’s best for your patient and what’s best for your practice. To learn more about Henry Schein’s Total Health Program, visit the Wellness page on www.HenryScheinWeDoThat.com or contact your local Henry Schein Sales Consultant.

If you’re puzzled at the name of Dr. Ellen Brodsky’s new practice, Art & Dentistry, you only have to take it literally. This stunning office, which is located in Bethesda, Maryland, has captured a vision that is unique and inviting with a lineup of advanced technologies that deliver personalized, comfortable treatment options to its patients in an interior created to give maximum productivity—with the look and feel of an art gallery.

As a passionate lover of art, Dr. Brodsky has found an exciting way to be surrounded by inspired artists and their works through showcasing different collections in the office every few months. Patients and visitors can browse and enjoy the art, which is perfectly set off by the facility’s strikingly sophisticated architectural design.

Properly sized operatories with equipment and technology upgrades allow Dr. Brodsky and team to provide her patients with the specialized care they need and want. Workdays at Art & Dentistry are more productive and just more fun for both patients and team members.

Sleek and ultramodern in style, the office’s trendy mood captures one’s attention immediately. The office may look SoHo New York City, but make no mistake—the ergonomic environment was created and envisioned to allow all team members to deliver the finest dental health care throughout the day with heightened efficiency and productivity.

The 7 operatories use state-of-the-art equipment from leading manufacturers. “I purchased this practice over 13 years ago when digital technology was just about nonexistent,” notes Dr. Brodsky. ” We were in 1200 sq. ft. space that was outdated and limiting. We needed more and larger operatories along with private areas to discuss and present treatment plans and payment options.” I met with our Henry Schein Dental Field Sales Consultant Matt Rice and Equipment Sales Specialist Bob Middledorf to begin the process of creating my dream dental practice.”

“We all spent a long weekend in Charlotte North Carolina.” While there we participated in the Driven to Excellence program hosted by Dr. Mark Tholen on office design and ergonomics. The properly sized operatories with equipment and technology upgrades allow Dr. Brodsky and team to provide her patients with the specialized care they need and want. Workdays at Art & Dentistry are more productive and just more fun for both patients and team members.”

“We now have almost 4,500 active patients,” adds Dr. Brodsky. “The office setup is ideal for us—exceptional lighting, a The 7 operatories use state-of-the-art equipment from leading manufacturers. “I purchased this practice over 13 years ago when digital technology was just about nonexistent,” notes Dr. Brodsky. ” We were in 1200 sq. ft. space that was outdated and limiting. We needed more and larger operatories along with private areas to discuss and present treatment plans and payment options.” I met with our Henry Schein Dental Field Sales Consultant Matt Rice and Equipment Sales Specialist Bob Middledorf to begin the process of creating my dream dental practice.”

“We all spent a long weekend in Charlotte North Carolina.” While there we participated in the Driven to Excellence program hosted by Dr. Mark Tholen on office design and ergonomics. The properly sized operatories with equipment and technology upgrades allow Dr. Brodsky and team to provide her patients with the specialized care they need and want. Workdays at Art & Dentistry are more productive and just more fun for both patients and team members.”

“We now have almost 4,500 active patients,” adds Dr. Brodsky. “The office setup is ideal for us—exceptional lighting, a gorgeous new consult room, private offices for Doctor and practice administrator, and a large conference room with kitchen for meetings and continuing education. We have made it a priority to integrate modern technologies into the business. The right equipment gives us flexibility in patient treatments and makes a positive difference in the oral health of our patients. We are able to offer full service dentistry including; sedation dentistry, implants, orthodontics and even Botox and dermal fillers. We continue to see more and more patients for elective and cosmetic procedures.”

Dr. Brodsky and her team are now able to see more patients per day and to easily accommodate their requests and scheduling needs. The entire team is committed to each patient’s “best smile” and has the delight and pleasure of doing so in a spectacular environment that merges the science of dentistry with the art and cultural enrichment of talented local artists’ all with a like minded philosophy of esthetics and function.

Left to right: Tonya Faison, Equipment Service Technician; Bob Middledorf, Equipment Sales Specialist; Dr. Ellen Brodsky; Matt Rice, Field Sales Consultant

Featured Equipment and Technology

Dentrix Practice Management Software
DEXIS X-ray Digital Sensors
Guru Patient Education
Pelton & Crane Cabinetry
Pelton & Crane Chairs and Units
Pelton & Crane Helios 3000 Lights
Pelton & Crane Solaris Sterilization Center

The Cloud

Since the advent of the Internet, the term “cloud computing” has been used to refer to a variety of capabilities: online data storage; instantaneous file sharing across multiple users and wide geographies; and universal access to information that keeps businesses running.

It’s important to note that many cloud services have been around for a while, including now-ubiquitous products like Citrix®, Google Docs™, and iTunes™. Even basic services we all use every day, such as cell phones and ATMs, make use of cloud technology. Newer companies like Dropbox® are distilling the almighty power of the Internet down to amazingly simple, low-cost offerings that speed up the basic ways we share information. So, while not a new concept, running a business “in the cloud” has many exciting implications for the dental industry that are just now being realized with stable Internet bandwidth and operating platforms.

“The advantages of universal access and easier file sharing fit naturally into what dental labs [and practices] do every day. Communication with a clinician can help avoid frustrations and, with the cloud in play, collaborating with outsource partners, dentists, surgeons and suppliers can be accomplished in a variety of simple ways.” – Noah Levine, Senior Editor, www.dlpmagazine.com

Henry Schein DDX
At Henry Schein, more of our products and services are cloud-ready than ever before. In particular, Henry Schein DDX offers an extremely exciting network for dentists and labs to submit and receive new prescriptions, share lab case information, collaborate on case design, and manage account details like payments and statements—all integrated with technologies dentists use every day, like D4D, Dental Wings, and 3Shape. DDX is built and delivered online with no software installation necessary, and mobile access is planned for 2012 release. For added efficiency, DDX has been embedded into all of Henry Schein’s practice-management platforms, giving 47,000 practices the ability to create lab cases with just one click and without ever leaving their practice-management software. It’s also accessible via the Web, so any practice can use it—though practices with Henry Schein software will enjoy the maximum level of integration. Any lab can access DDX via the Web as well, so all labs can accept cases with DDX through a simple online set-up process.

The best part? DDX is completely, 100% free for dentists.

As the health care environment evolves and national legislation for basic care enters the horizon, we at Henry Schein see many dentists view the cloud as an elusive goal, a distant utopian future that some may think, like a truly paperless practice, requires sizable investments in software and equipment to implement. For many, distrust of security, questions of HIPAA compliance and perceived productivity loss due to staff training will slow adoption of cloud technologies in the short term.

Fortunately, cloud services like DDX are designed to be low-cost, secure, surprisingly easy to use and, for most, complementary to your existing software. They must, or where’s their value? The tumult of an Internet boom in its infancy is thankfully stabilizing into a recognizable adolescent landscape of minimum thresholds for dentistry: EHR, digital imaging, design and milling, Web-enabled front desks that schedule and notify patients electronically, etc. For the dental practice, an industry-standard practice-management system like Dentrix or Easy Dental provides the foundational software within the practice walls—patient scheduling, charts, financials, and records databases. Then, with a single click from the patient’s chart, DDX instantly populates a digital lab slip that can be sent to any lab, anywhere, with imaging files of any size attached: the perfect launchpad for liftoff.

DDX and the Cloud
In the cloud, of course, the lab prescription is just the beginning. Once a dentist takes a few seconds to submit the prescription, the chosen lab receives an automatic alert that the case is coming (or an automatic pickup request, if the practice chooses). Practices can more accurately schedule the patient’s follow-up appointment right in the chair, since DDX instantly generates an accurate turnaround date based on the lab’s production calendar.

With just a few clicks, the lab case and all its related info is in the cloud—secure, trackable, transparent, with all necessary files attached—and viewable by both the dentist and the lab, anytime, anywhere, forever.

There are more than 35 million lab cases in the U.S. annually. Given an aggregate caseload of 15–25 cases per month, per dentist, and hundreds or thousands of cases per month, per lab, this means DDX puts a critical aspect of the patient experience under greater oversight and provides an atmosphere of collaboration for both dentist and lab. At the same time, significantly reducing phone calls, lost staff time running down cases and costly rescheduling can virtually eliminate familiar hassles in today’s lab/dental environment—hassles that currently slow patient flow and lab production. Given that many practices work with multiple labs, and most labs work with multiple practices, the dental team can now log in and view a centralized case record, with no lost reporting time to patients, lab managers, or doctors. In January 2011, a survey of DDX-enabled labs reported that most saw around a 30% reduction in staff phone time after implementing DDX—time those employees can now dedicate to important tasks such as improving customer service or making outbound marketing calls to generate new business.

“This revolution has resulted in true increases in efficiency, security, accessibility, immediacy, and simplicity, since running software in the “cloud” (i.e., online) frees the user to no longer be concerned about the complexities of obtaining, installing, and maintaining software and hardware and focus instead on exploiting anywhere, anytime access to one’s programs and data.”– Bruce Lieberthal, VP Emerging Technologies, Henry Schein Inc.

How It’s Going So Far
In the short time DDX has been available, DDX-enabled practices say it has helped them improve:

• Efficiency—67% of DDX-enabled practices say DDX makes their practice more efficient
• Competitive edge—58% of practices increased the volume of cases they submit to their DDX-enabled lab
• Profitability—35% of practices credit DDX for reducing patient rebookings

With the program’s responsive, flexible, and customizable platform, dentists and labs can agree on the criteria required for a case and then standardize that criteria so incomplete prescriptions can never be submitted. Zero incomplete prescriptions! In the words of DentalOne Partners, a large dental practice-management service provider, “We partner with Henry Schein on the enhancement of the lab slip, the graphics, and the reporting enterprise and have been able to share ideas. Henry Schein has supported our training of the product and has taken on lab enrollment.” – Susan Huff, General Manager, DentalOne Partners

Put DDX and the Cloud to Work for You Today
For practices exploring the wisdom or efficacy of a sea change like totally paperless practice management, a smaller step that harnesses the power of cloud computing can deliver needed changes quickly, inexpensively and with measurable results. DDX provides dentists and labs with a universal network to communicate using technologies they already have, speeding adoption of ever more powerful solutions that just keep getting easier to implement and leverage for growth. Visit www.DDXDental.com to learn more today.

¹Integrated practice management software includes: Dentrix, Dentrix Enterprise, Easy Dental, OMSVision, EndoVision, PerioVision, DentalVision and DentalVision Enterprise.

Dr. Justin Moody believes “the future is in technology” and it definitely shows in his brand new practice in Crawford, Nebraska!

Dr. Justin Moody returned to his hometown in Crawford, Nebraska in 1997, to share and eventually take over the practice of his family dentist. In 2006, he began to think about how new technologies might benefit the business and the decision was made to implement DEXIS® 2-D intraoral digital X-rays. Using the system improved the imaging process and was instrumental in creating dynamics that would change the Doctor’s approach to patient care and the way he practiced dentistry in general.

“The future is in the technology…especially in digital impressions and milling,” points out Dr. Moody. “i-CAT® 3-D scans are invaluable in treatment planning and the CAD/CAM products E4DTM and E4D DentistTM allow me to generate restorations in my office.”

One year later, plans were made to increase the facility’s space and focus its services on comprehensive and implant dentistry. Horizon West Dental’s renovation added an additional 8,600-sq. feet to the existing premises, giving a total of 10,000-sq. feet for the new office. “In order to provide an optimal level of care and to attract high-quality professionals to rural Nebraska, we needed to make a commitment to the facility, the equipment, and technology,” points out Dr. Moody. “I worked with my Henry Schein Dental Equipment Sales Specialist Ryan Lingenfelter and the company’s design team to coordinate the project. I needed technologies that would help us to achieve our clinical goals and go forward with our projected future growth. We used many of Henry Schein Dental’s services to get the desired outcome for our business.”

Horizon West Dental’s 8 operatories contain industry-leading equipment and technologies that made it possible to offer expanded treatment choices that include a core of dental implant placement and restoration options, no-prep and conventional veneers, same-day crowns, soft-tissue procedures, and in-house tooth whitening. “The future is in the technology…especially in digital impressions and milling,” points out Dr. Moody. “i-CAT®3-D scans are invaluable in treatment planning, and the CAD/CAM products E4DTM and E4D DentistTM allow me to generate restorations in my office. The linking of these two high-tech products for surgical implant guides is very exciting. Having the proper dental imaging makes results more predictable, saves time for everyone involved, and also lets me fit more patients into my daily schedule.”

“Our new space tells the story of how you can have the very best in state-of-the-art dental care in a small, rural community. The total experience has been beyond our wildest dreams.”

The office’s ergonomically superior layout streamlines the practice’s daily activities and reduces workplace stress. There are a number of “firsts” for the office, including a surgical suite for dental implants, an in-house laboratory, and a spacious continuing education center. Five of the eight operatories overlook the 8th hole of an adjacent golf course and offer refreshing views of the rustic natural surroundings. Clean, contemporary furnishings and elements such as concrete countertops, suspended ceilings, and vessel sinks throughout the facility give it great style impact.

Horizon West Dental now enjoys increased production and the ability to offer patients a variety of treatment options in a comfortable and supportive environment. “Dr. Moody has an office that lets him express his standards of patient care,” notes Equipment Sales Specialist Ryan Lingenfelter. “Our entire team: Field Sales Consultant Gabe Olson, Equipment Service Technician Mark Junek, Regional Manager Eric Nuss, Equipment Sales Specialist Jim Farrell, and Office Designer Jennifer Rhode contributed their individual talents and skills to bring this project to fruition and ensure that the Doctor could successfully meet all of his business goals.”

“The flow of the office is very efficient,” comments Dr. Moody. “There is seamless integration of equipment and technology. Our new space tells the story of how you can have the very best in state-of-the-art dental care in a small, rural community. The total experience has been beyond our wildest dreams. We have nearly double the new patients, and we have many local dentists who refer their dental implant patients to us. I always want to do the best for my patients. We must never forget that it is all about the patient.”

From left to right: Mike Minor, Special Markets ESS; Ryan Lingenfelter, Equipment Sales Specialist; Dr. Mark Griffiths, DDS;
Eric Nuss, Regional Manager; Dr. Justin Moody, DDS; Dr. Kaylene Harms, DDS; Dr. Travis R. Dickey, DDS; Casey Silvas, Regional Manager Special Markets; Gabe Olson, Field Sales Consultant

Featured Equipment & Technology
Biolase ezlase soft-tissue laser
Dentrix Practice Management
DEXIS Digital Sensors
E4D Dentist

i-CAT Conebeam CT
Pelton & Crane Chairs and Units
Pelton & Crane Helios 3000 Lights
Pelton & Crane Cabinetry

The crown jewel of the bus is the new GXDP-700, which begins as a robust pan that can be upgraded in the field to add cephalometrics or 3-D Cone Beam CT, or both. The 3-D component, with two scan-size options and a low-dose PerfectScout™ location tool, complements diagnosis and planning for targeted areas of interest in applications such as impactions, root investigation, and implants. General dentist, Dr. Mohammad Khandaqji, of San Ramon, California is an excited new owner. He comments, “We are trying to offer a broad variety of dental options, such as implants, and surgical procedures. For a more successful outcome and to avoid complications, I need to know everything that I can about the patient’s sensitive dental anatomy.” He notes he will also be able to offer more endodontic procedures, with his added ability to view the root canal anatomy in 3D, especially for retreatment.” Dr. Khandaqji is a long-term Gendex and Henry Schein customer. “I have been working with Henry Schein since I started in 2000. I feel that both of my Sales Consultants care about my success. They know that if I grow, they grow.”

The Experience Gendex mobile showroom.

The bus interior with operatory-style setting

The new GXDP-300 panoramic was the perfect choice for general and cosmetic dentist, Dr. Richard Reath, who has used Gendex products for almost three decades. “I was looking at pans at the last Chicago Midwinter Meeting and my Henry Schein Sales Consultant suggested Gendex,” he said. After deliberations, Dr. Reath decided on the new DP-300. At recent hands-on training session, he was impressed by the projection technology of the unit, the comfortable patient positioning, and the overall design. “I particularly like that the tube head is designed to be angled, so that even people with short necks or big shoulders clear the unit better than with other pans.” Dr. Reath’s investment in a DP-300 also allowed him to eliminate his film pan. “I will be happy to get rid of the chemicals and the processing errors,” he noted.

Both doctors read about the Experience Gendex bus on Facebook™. Much to their delight, the bus team scheduled visits Dr. Reath’s office in August, and then, on the way to the California Dental Association meeting, to Dr. Khandaqji’s Mona Lisa Smiles office. Anyone can track the bus, see scheduled visits, and even suggest a stop by going to www.expereiencegendex.com. These new launches and the Experience Gendex mobile showroom show that Gendex really means business when it comes to “driving innovation.”

By John C. Cranham DDS

It is hard to imagine now that when I left dental school in the spring of 1988, the vast majority of dental practices did not have a computer on the premises. At the time, the public Internet did not yet exist and a single E-mail had yet to be sent or received. In dental practices the front desk routinely used a ldquo;peg board” to manage the patients’ accounts. All the clinical information, X-rays, and clinical photography were kept safely in the patients’ charts. That was a short 23 years ago.

In the fall of 1990, my practice bought our first office computer. I remember bragging to a colleague that it had a
20-megabyte hard drive. Amazing when we consider that even the most simple software options available to us today take up more space then what we had available on the entire
hard drive of our first computer.

As computer power has exponentially evolved, software companies have responded and provide us with a myriad of options. Now, practice-management software allows us to precisely manage the business aspects of the practice (We use Dentrix®.). Utilizing the scheduling option, we can focus on increasing the quality, efficiency, and profitability of the care
we provide. Treatment plans are created, sequenced, and customized on the fly, as well as closely followed over time so patients do not fall between the cracks. Utilizing the reports and practice analysis features has allowed us to run our businesses like any seasoned CEO.

By the new millennium, digital clinical applications were being developed that would forever change how we practice dentistry. When hardware prices came down, computers found their way into the clinical environment. At this point the paperless office, something that we couldn’t even imagine in the early 1980s, became a reality. Today technologies are being developed so fast that, for many dentists, it is difficult to know which will be right for their practice. Additionally, with the downturn in the economy, justifying any capital expenditure needs to be carefully considered.
The goal of this article is to review the return on investment of four key digital technologies, with the hope that it will help other professionals with today’s great question: ldquo;When and which technology should I become involved with?”

In our practice, potential technologies are evaluated to see if it will have:

1. A positive effect on the predictability and efficiency of our clinical procedures. Will it make us better?
2. Allow us to expand the professional services we are offering.
3. Provide the practice with cost savings through the utilization of the technology.

If a potential technology is viewed to have a positive effect on the practice, then the cost of the technology (over time) can be evaluated to see if the return on investment (ROI) makes sense. Your CPA as well as your Henry Schein Dental Equipment Sales Specialist should be involved in these computations.

Digital Radiography
As dental teams integrate computers into the chairside clinical environment, the ability to take and analyze digital X-rays is an ideal first digital technology (Our office uses Dexis®.)
At first glance, the cost may not justify what dentistry has been able to do with traditional film for over a century. However, the ROI comes from the combination of increasing efficiency and decreasing expenses over time.

Not having to wait for dental X-rays during an endodontic procedure or an implant surgery is a tremendous benefit. Trial files and master cones can be evaluated without waiting. Films can be taken momentarily to verify precise angulation during implant surgeries. A full-mouth series or a bitewing series can be taken and ready for viewing in a quarter of the time. Increased efficiency translates to increased profitability.

Lastly, digital X-rays are simply better. Having the ability to easily retake films that are not optimal, as well as adjust for brightness, contrast, and numerous other parameters dramatically increase our diagnostic capabilities. This is an excellent entry level digital technology that I would not want to practice without.

Digital photography
There is not a single thing a dental team can do that will improve the quality of their dentistry faster than routinely taking quality digital photographs. At The Dawson Academy, we teach a 21-photo series as part of the new patient examination. Photos are taken for shade communication with the dental laboratory, communication with specialists, case presentation, and documentation of our clinical skill.

Take the time to get your office trained, and take pictures every day, the same way every time. You won’t regret it.

The ROI on this technology comes from expanding the scope of the procedures you are doing. The dental team will diagnose more comprehensive dentistry, as well as be able to communicate better with patients.

Chairside CAD/CAM
Dental practices that are doing even a moderate amount of crown & bridge will benefit from having the ability to fabricate chairside CAD/CAM restorations. Although workflow issues have to be worked through to maximize the efficiency of this process, the ROI comes from the savings recuperated when decreasing your outside laboratory expenses. It is important to realize that it will not completely eliminate the relationship with the dental lab.

In our practice, we utilize our E4D machine for inlays, onlays, and crowns (1-4 units at a time), primarily in the posterior. Larger cases we work traditionally and mount on a semi-adjustable articulator. A good way to see if this technology is for you is to keep track of the number of units per month that you would be comfortable keeping in-house. Multiply this number by the average dollar cost per unit you currently pay. Simply compare this number to your monthly payment for this technology. Most offices are surprised by the savings.

Computerized Cone Beam Tomography (CBCT) Having the capacity to look at mandible and maxilla three dimensionally has dramatically increased our diagnostic capabilities. Boney pathologies, changes in the TM joints, and potential implant surgical sites can all be viewed without dimensional change and in incredible detail. In our office we utilize the Sirona Galileos. Although our reason for purchase was to increase the diagnostic capabilities of our TMJ patients, it has dramatically improved our diagnosis in the other areas already mentioned. The ROI in this technology lies in the scan itself, combined with the expansion of services we were currently providing. CBCT allows us to recognize the straight forward implant cases and provide the surgical service in house. For advanced cases, we provide the surgeon with the surgical and prosthetic plan in order to control the case.

The future of digital technology looks extremely bright. Hardware and software will continue to evolve, and the architecture between the various technologies will open.

The Future
The future of digital technology looks extremely bright. Hardware and software will continue to evolve, and the architecture between the various technologies will open. As the various technologies learn to speak to one another, our ability to evaluate, treatment plan and provide dental services will only improve. Soon cone beam computerized tomography will integrate with digital models in a way that precise virtual articulation (4D and 5D modeling) will be a reality. The opportunity to utilize one of the intraoral digital impression systems and have a choice between sending the information to a dental laboratory or to a chairside mill will also be possible.

My suggestion is to devote a small percentage of your time to stay up-to-date on current technologies, as well as the ones that are on the horizon. Apply the three principles we have in our practice to see which one will be best in your practice. Do your homework with regards to which technology will make you better, as well as positively affect your bottom line. If you do, your practice will evolve in a financially healthy manor, while providing optimum care for your patients.

Doctors have come to trust Imaging Sciences because of their reputation for knowing precisely what dentists need to improve clinical control and workflow. In contemporary dental practices, both general dentists and specialists are increasingly adding implants and other surgical procedures. 3D imaging is a tool that boosts the efficiency and success of the process. The new i-CAT® Precise™ was specifically designed for implant and oral surgery procedures with the award-winning i-CAT® technology.

Powerful Treatment Tools
This new dynamic system is equipped with tools for treatment planning and implementation, as well as patient education. With the exclusive Tx Studio™ treatment planning solution, dentists can feel confident in accurately planning the entire implant process, including single and multiple implant placement and the restorative treatment for these implants. The high resolution, volumetric images give the clinician the data to analyze and measure exact bone structure, discern buccolingual dimensions, concavities, bone height, and view tooth orientation in the planning stage. From the surgical placement of the implant to the final restoration, the scope of information obtained from i-CAT Precise provides dentists with a concise map of the entire course of treatment. The new i-CAT Precise also helps dentists to incorporate the latest dental techniques without the stress of guessing. Steven A. Guttenberg, DDS, MD, elaborates on the value of 3D imaging for implants. “CBCT offers me the data to evaluate potential implant sites, and develop a treatment plan. I can place implants exactly, avoiding anatomical structures, such as the sinuses and nerves, and I can establish precise angles to fit the implant properly in the available bone. With CBCT, my patients’ confidence grows and so does as my confidence to treat them properly and safely.”

Precise view into your patient’s anatomy and tools to plan their care.

Faster 3D Workflow
With all of the details to keep track of during an implant or surgical process, having a method of increasing efficiency and accuracy is comforting to the doctor and the patient. The scan is captured, reconstructed, and ready for planning in less than 30 seconds. Even complex treatment plans can be completed in a few minutes with the Tx Studio software and immediately discussed either chairside or in consultation rooms. With the opportunity to view rich, engaging 3D visual images, patients will quickly understand reasons for treatment and be eager to start the process.

More Clinical Control
Practices strive to make patients feel special in many ways, so why not also with imaging? Because patients are not “one-scan-fits-all,” i-CAT Precise gives the clinician control over image size and radiation dose—each scan can be designed for the individual needs of each patient. Capture a single arch to full dentition plus the TMJ complex with 3D scans of 8cm or 14cm diameters and heights ranging from 8cm to 2cm and everything in between. With Precise, dentists and staff can proudly tell the patient that the system was chosen with an eye for the lowest radiation exposure while still obtaining the necessary amount of information. And, for those times when a pan is indicated, the i-PAN™ option captures traditional 2D panoramic images without having to invest in two separate sensors or machines. Learn more about the new i-CAT Precise at http://www.imagingsciences.com/products/i-cat-precise/

By Jason Lipscomb

Social media has taken off in dentistry! Dentists all over the country are starting to learn the benefits of social media and the new marketing opportunity it presents. This is not a phenomena restricted only to dentists. Fortune 500 companies and small businesses alike are finding the benefits of social media. So is it all hype or is it a real opportunity? Just like any other marketing effort, some will have great success while others will flounder. Let’s talk about some successful dental cases and what they are doing right.

Web video can also be shared across many formats. Video is great to share on sites like Facebook and Twitter. Videos can also be embedded on Web sites and blogs, making them nice showpiece for these sites.

First of all, lets start with one of the most basic rules of social media. Personalize your office. Social Media marketing is never a hard sales pitch. Social media allows us the opportunity to present our office as a group of real people. Potential patients like real people! A potential patient will feel more comfortable coming into your office if they feel that they already know you. One office that has taken this to heart is Omega Dental Care, the office of Annelle Soberay, D.D.S. They have embraced the “fun” aspect of social media, and it has paid off. Fritz Soberay, who manages their Facebook page, relayed to me that they have gained several new patients from their page. They also have a photographer take a new set of practice photos every month. These photos are then used on their Facebook page,
and they make Omega Dental Care look like a very fun place to visit!

They have a good time with their pictures and it shows. Not only do these photos highlight the human part of dentistry, they also make for great Facebook fodder. Building a catalog of practice photos like these can be used in several aspects of social media. They can obviously be shared on Facebook all at once, but a gradual release of photos over time will give the average dentist something to post for weeks at a time. A photo session of 20 photos should be released 3 or 4 at a time. Dentists often ask how long it takes to manage social media. I tell them: “A slow release of a photo set will give you material for quite a while.” These photos can also be used on Twitter and photo sharing sites like Flickr. Photos posted to Flickr allow for great text descriptions that can be indexed by search engines and also in geotagging. Geotagging allows you to tell the search engines exactly where the pictures where taken. This activity will let the search engines know that your spot on the map is an active Internet presence. A similar service from Google named Panoramio.com is also a great place to share photos. This service will actually place your photos on a layer of Google maps. Once again, this will show Google that your blip on the map is an active spot.

Start taking your own photos now. Take as many as possible of your staff, your office, your work, and your dog. (Patients love dogs!) Building a great library of practice photos will give easy and effective material to post on social media sites. The second success story is an expansion of the first; the transition from pictures to videos. If a picture tells a thousand words, then video has to be a million! The invention of portable and easily accessible video can be a boon for any practice. Patient education has always been a big part of any successful practice and the use of online video extends the reach of any doctor’s patient education efforts. We recently worked with Dr. Don Deems of Cantrell West Dental in Little Rock, Arkansas. He was looking for a little more online visibility. We discovered that he had a knack for videos, but needed some slight improvement. He had great video content, but he was not using the power of YouTube and Google to its fullest. Many people fail to realize that Google owns YouTube, and they love to present video in search results when it is available. For instance, suppose someone searches on Google for the phrase “Gum Disease.” Google will present many Web site results, but at some point it will present a video result if it is available.

One of the biggest new fads in marketing is the QR code. These bar codes can be scanned by most smartphones and often contain a link to a Web site, a phone number, or Facebook. A simple scan from a smartphone can lead someone to your Web site in seconds.

Web video can also be shared across many formats. Video is great to share on sites like Facebook and Twitter. Videos can also be embedded on Web sites and blogs, making them a nice showpiece for these sites. Facebook has also begun to filter how your posts are shown to your followers. A simple text post may be filtered out and never seen whereas a video post will be considered more important by Facebook and seen by more eyes. Using all of YouTube’s tools when creating these videos will make their use more effective when they are employed.

Dr. Deems videos were nice, but they needed some simple changes. One of which was optimizing the titles and the descriptions of his video. The simple use of a few keywords like “Little Rock dentist” and his proper business name “Cantrell West Dental” used in natural speech patterns, helped boost the page positions of his videos in search. We all know by now that having a nice position on a Google search page pays for itself. We also started to add annotations to Dr. Deems’ videos. These annotations give the viewer visual links to your Web site and your branding. They remind the user where to find you through the length of the video. At the end of any video should also be a written transcript of the video. Sure, it is nice to talk about your dental implant procedures, but Google can’t index the audio from your video. A text version of the video will ensure that Google picks up on each time you mention “Dental Implants.”

Dr. Deems’ YouTube efforts are also successful because they help unify his library of videos. When someone completes watching one of his videos, they are quickly prompted to view the next one. We like to call this his “web of influence.” He is setting up his material so that the viewer will be inclined to watch one video after another. Thus the viewer is trapped in his web of influence by listening to his messages. Now Dr. Deems’ videos are often about real-world topics. He talks about the questions that many patients have. He also finds dental news reports and relays them in his own words, with his own spin. He doesn’t need to come up with the topics; he just needs to offer a professional opinion. This is something that every dentist can do.

I will give a few words of advice about recording your own videos. 1. Smile! Even if it hurts! 2. Watch your lighting. Many mobile devices don’t do well with light, so always keep the brightest light in front of you. Don’t record in front of windows during daytime. 3. Be brief! Try to keep your videos short if possible. YouTube likes it when someone watches a video the whole way through. We don’t want people to jump ship because they get bored!

The third example I am presenting is the blog of Albert Mendez from Pittsburg, Kansas. Blogs are often overlooked as requiring too much time and effort and not getting any results. The truly wise among us realize that all the efforts we put into social media and adding content to the Internet will be a synergistic experience. Blog posts may not seem like they are individually successful, but they are a very important piece of the Internet marketing puzzle.

Dr. Mendez of Mendez Family Dental recognizes that a blog is very important to social media marketing. He also realizes two important factors. Blogs can be fun and they don’t have to be tedious pieces of prose. They can also be informative while being fun. For those of you who don’t know what a blog is, I won’t bore you with a long description. It is an online journal of sorts. More importantly, it is a Web site to which you can add content all the time. Many of us don’t know how to create or change a Web site at all. A blog can easily solve that dilemma and allow a normal dentist to create great Web site content without a lot of technical know-how.

Why is this so important? Google is always looking for good text information on the Internet to populate its search results. A formal Web site can only showcase so much text before it starts to look like a page out of a phonebook. You have to find that fine balance of just the right amount of optimized text for your Web site. Your blog, on the other hand, could house the library of congress and still be a great resource. Even better, Google can index all that text. A nice blog could have hundreds of mentions of “Dental Implants,” “Sedation Dentistry”, or any other set of keywords. This large footprint of work will often be rewarded by Google.

Dr. Mendez does a good job of recognizing the need for a great story, plus adding the foundations needed to get a blog indexed by Google. Blog titles should be eye catching, but also include keywords that will help Google rankings. Want to have more visibility in a Google search of dental implants or sedation? Write a blog about it. Want to show up on Google for sleep dentistry in your area? Write a blog about it. Blogs are Web sites! Building a nice catalog of blog posts about a certain topic will power your appearance on Google.

By now, many of you are saying, “I don’t want to write a blog!” or “I don’t have time to write a blog.” Contrary to popular belief, blogs don’t have to be big productions. Think of 10 questions that your patients ask you every week: e.g., What are implants? Will bleaching hurt my teeth? Do composite fillings last longer than amalgam? These are all topics that you could answer in your sleep. Use these ideas to write a blog post. These blog posts don’t have to be very long and can be completed with only a few paragraphs. Don’t feel like writing? Record a video and embed it in your blog. Don’t have your own video? Find a video in the news, embed it, and write a commentary about it. All of these Web sites that host videos provide embed codes because they want you to share them! The key is to get started now. Building a great online footprint has to start somewhere.

Finally, one of the biggest new fads in marketing is the QR code. These bar codes can be scanned by most smartphones and often contain a link to a Web site, a phone number, or Facebook. A simple scan from a smartphone can lead someone to your Web site in seconds. I even posted one in the window of my office. They present a great way to easily give your information to the consumer with little effort. Many docs are starting to use them on businesses cards, T-shirts, and throughout the office. When considering using QR codes, consider the device that scans them. Your QR code should lead to something that is easily used or viewed on a mobile device. You should use a QR code to lead to your Facebook page, your telephone number, a text message, or your contact information. These bits of information are optimized for mobile devices and will have the most impact. You wouldn’t want to create a QR code to your blog or your wordy Web site. The person scanning will probably not read a blog on their phone. Only create a QR code for your Web site if it is optimized for mobile viewing. No one will read a tiny Web site on a smartphone.

As you can see, real dentists can find success by using social media. The possibilities for creative marketing are endless. Give it a try today and see what opportunities await your practice!

So how does this affect the dental technology market? This can be split into the three main areas through which technology today impacts the practice.

Accessing Information – The access to patient information as it relates to insurance coverage, past procedures, clinical notes, existing conditions, and other details that are kept in an electronic format are getting to the point where the expectations of the patient is for you to have all of the needed information at your fingertips. With most systems today this is possible.

Capturing Information – The ability to quickly capture and store information whether an X-ray, photo, patient questionnaire, or procedure notes has developed by leaps and bounds. The automation and ease of the process has been the largest area of improvement.

Sharing Information – This is the key focus for technology today. This is the heart of the cloud movement. The ability for the information that is collected to intelligently interact with related information to make decision-making faster and speed the business of dentistry.

These things have led to a major change in the world of dental technology. The ability to purchase individual parts of your technology from multiple partners is getting harder and harder. This is due to the real success of technology in the practice being based on the integration, not the individual parts themselves. The solution that allows all of the information and interactions that are collected act together in one seamless solution is the best option for most any practice.

So what is Henry Schein’s role in this ever-changing environment and world? We see our role as three-fold. We first need to find and partner with the best software and hardware vendors in the industry. Second, we need to create a complete and integrated solution so you receive the best converged offering for today and also to prepare you for the future. Third, we need to implement and support the right solution for your practice end to end. At Henry Schein we feel we have the best total solution for your practice today and are working diligently to improve it so we can continue to be the best partner for you.

Please contact any of our expert Sales Consultants or service technicians to hear more about what we can do for your practice.

“No Strings Attached,” what an interesting phrase. We hear it all the time; a pitch on a TV commercial or a special deal at a sales event—and usually it gets us in trouble. We are promised something and usually don’t get what we were promised and end up with “strings attached.” In dentistry, no strings attached has numerous implications, because dentistry like other professions continues to go wireless. More and more of the technologies we have implemented into our everyday delivery of dental care have become smaller and wireless—“No Strings Attached.” Wireless remote controls, wireless intraoral cameras, and even wireless digital X-ray sensors have all become common in the modern dental office.

So is wireless always better? Does it always improve the delivery of care? Well, fewer cords in an already cluttered dental operatory seem to be a great idea. I believe in most cases—yes, wireless is better, even though I have heard of a few stories of technology becoming too small and inadvertently ending up in the trash.

In the case of dental lasers, I believe smaller is definitely better, and some lasers have become wireless. The first dental lasers were extremely big and nicknamed “coffee tables.” They were bulky, difficult to maneuver, and inefficient. Over the years, laser technology has evolved. Lasers have become smaller, more efficient, and more user friendly. Some have also become wireless. Diode lasers are quickly becoming standard equipment in the modern dental office. I believe these smaller diode lasers and the wireless handheld diode lasers make laser technology easier to incorporate into our dental practices. We already have enough foot pedals, wired devices, handpieces, and suction hoses. Sometimes it is a small feat just to position ourselves to provide care to our patients. So adding another useful tool that doesn’t clog up our operatory can be a perfect way to introduce laser technology into the dental practice.

The ilase diode laser (Biolase) is a great example of laser technology that has “no strings attached.” Weighing in at about 1/5 of a pound and 7.2 inches in length, the ilase can literally fit into your shirt pocket. This small size makes it a perfect addition to the modern dental practice.

So what advantages does a wireless handheld diode laser have over its tabletop counterparts? What features should a dentist look for in a diode laser besides size when thinking about incorporating a diode laser into their practice?

Number one is always “ease of use” when adding new technology. If it is easy to use—we will use it. Often dentists overcomplicate technology and this creates a barrier to incorporation. Remember, diode lasers are easy to use and have numerous applications in our everyday delivery of dental care. Many procedures can benefit from lasers. This helps to make our day more productive—from troughing around crown preps (also great at helping with homeostasis) to exposing subgingival decay to soft-tissue surgical procedures (gingivectomy, fibroma removal, frenectomy) and periodontal applications, the ilase can improve the level of care we provide. Because we encounter these procedures every day, a handheld wireless laser can be convenient and quickly gives us numerous advantages over tools we used in the past (scalpel, electro surge) or, in the case of crown and bridge, can greatly improve the quality of the impressions we take.

Other factors that contribute to adding a wireless laser technology to your practice should include:

1. Size–Small diameter handheld lasers are easy to hold and operate. Because they are lightweight, they don’t create a lot of hand fatigue. They also take up very little space on the counter or in the tray setup
2. Rechargeable battery–In the case of ilase, the battery quickly attaches directly to the body of the laser. The battery can last long enough for even the most demanding procedures and can be easily changed out. Since the ilase has 2 lithium batteries you always have a standby available.
3. Adequate power–Handheld wireless diode lasers are useless without the power to perform a wide variety of procedures. The ilase has 3 watts of continuous power and the ability to provide pulsed power.
4. Easy manipulated with LED screen–The laser should be easy to use. The display should be simple, yet provide the ability to change mode, power level, and access presets in easy steps.
5. Disposable tips–Handheld diode lasers have disposable tips. These tips are easily placed on the laser—prestripped, premeasured, and ready to go. They can be easily changed, and specific tips for specific procedures are available.

When all these features come together, today’s techno-savvy dentist has the advantage of an efficient and easy-to-use tool.

Handheld wireless diode lasers can also be a great addition to your hygiene department. Diode lasers can be easily incorporated into soft-tissue management programs and can be utilized in the non-surgical aspect of treating periodontal disease. Because of their smaller size and ease of use, hygienists find the handheld diode lasers less intimidating than the larger tabletop or floor models. There is less hand fatigue, virtually no set-up time and they can add another treatment mode to the hygienist’s approach, thus helping to improve the oral health of patients. (Always check state guidelines as far as requirements for laser use by hygienists as they may vary from state to state. Certain certifications or training may be required prior to use.)

Diode lasers are quickly becoming standard equipment in the modern dental office. I believe these smaller diode lasers and the wireless handheld diode lasers make laser technology easier to incorporate into our dental practices.

A diode laser can be an efficient, easy-to-incorporate tool that any dentist or hygienist can utilize everyday to improve the level of care for their patients. By providing a wide range of applications and because of its smaller size, the ilase should become part of your tray setup for operative, crown & bridge, periodontal and, of course, soft-tissue surgical procedures.

As dental technologies continue to advance, and more of our everyday tools become smaller and wireless, our operatories will become less cluttered, our care more streamlined, and the term “No strings attached” could take on a whole new meaning in dentistry.

After completing his degree, Dr. Brandon Allen purchased the practice of a dentist who had done business in Athens, Texas for over thirty years. The two professionals worked together for 6 months until the retirement of the previous owner. The business flourished, and growth accelerated to the point where Dr. Allen began to strategize about his practice’s needs. Each month the patient count had increased and this reality was driving him toward moving forward with a clearly defined game plan.

“I knew I wanted to build for the future. If I was going to take the step of building a new office, I wanted to
get it right from the start.”

An Eye to the Future–“Toward the end of our time in the old office, we had turned the existing small private office into a pano room…and used another small space as our lab, staff lounge, and my office,” notes Dr. Allen. “We needed much more room. Being a relatively young doctor, I knew I wanted
to build for the future. If I was going to take the step of building a new office, I wanted to get it right from the start.
I only wanted to do it once in my career if I could help it!”

While engaging in talks for financing, the office design and layout plans were being firmed up with Henry Schein Dental. “I had originally found my practice through my local Henry Schein Dental Field Sales Consultant Jay Knight,” comments the Doctor. “I always had a good working relationship with the company, and I trusted the expertise and advice of their specialists. We have had Dentrix running since to 1997 in the old office and use the Privileges program for discounts and special offers, including earning Rewards Points for purchases. The flat-screen TV in our lounge room was earned with Rewards Points from the program.”

Perfect Form and Function–The new, freestanding office building is also located in Athens, Texas. Its first floor encompasses a 5,000-sq. foot area; the second floor adds 1,500-sq. feet to the overall plan. Crestway Park Dental’s exterior has the modern, organic feel of the Bauhaus-style architecture with strong cubic lines, minimalist sensibility, and a perfect blend of the functional and aesthetic. Mixed elements such as stone and metal, landscaping that adds softness, and a soothing water fountain at the entry give this office strong curb appeal. Inside, the well-thought-out design perspective continues. The use of wood, stone, and water in the reception and waiting areas echo the exterior design motifs and enhance the impact of the office’s clean, contemporary mood. The granite-topped, curved reception desk; warm wood floors; water wall; and an abundance of natural light invite the patient into a relaxed and welcoming space. 3form panels can be found incorporated into walls adjacent to the sterilization and consultation rooms. The translucent panels add decorative flair and allow ambient light to flow between rooms. Dr. Allen’s wife, Brittany, is responsible for all of the professional creative insights into the office’s design.

“The new office building gives added credibility to what we are doing. I am most proud of the overall look and feel of the office…very relaxing and the better location gives us greater visibility.”

Technology Leads the Way–Equipment Sales Specialist Scott Beech provided guidance with the layout and technology products that would support successful project completion. “When we began…I met with Dr. Allen to find out what his practice goals were in developing this new office,” notes Scott. “The Doctor needed more operatories. He also needed the ability to accommodate visiting specialists without sacrificing chair time and better handle his patient base without being space constricted. Since he already had two new Pelton & Crane (P&C) chairs, I took the Doctor and his wife to the P&C showrooms to show him the many equipment options available today. Equipment and technologies that were chosen included P&C chairs, P&C Helios 3000 LED lights, P&C Renaissance 12 o’clock cabinetry, KaVo handpieces and quattrocare system, and the Biolase ezlase soft-tissue laser. These products are ideal for the office’s customized needs and will offer outstanding patient comfort, better doctor accessability in the operatories, and a smoother daily workflow.”

Left to right: Jay Knight, Field Sales Consultant; Randall Mclemore, Regional Manager; Scott Beech, Equipment Sales Specialist; Mark Welch, Equipment Service Technician; Dr. Brandon Allen

Dr. Brandon Allen and team

The added space has allowed the Doctor to bring in an orthodontist and a periodontist one day per month. “My patients now receive the highest quality care from the best specialists—right here in Athens!” adds Dr. Allen. “The new environment makes it possible for us to practice high-quality, comprehensive restorative and cosmetic dentistry. We easily accommodate about 30 new patients per month and our production has increased by 10%-20% despite the current economic climate of the last few years. Referrals have also increased. We are looking forward to bringing in an associate and equipping more of our operatories.”

“Doctor Allen will have peace of mind knowing that his equipment will hold its value and give him a ROI that will far exceed his original investment,” points out Jay Knight. “The design and aesthetics of the new premises, inside and out, conveys ‘big city sophistication’ in the small town of Athens, which is 90 miles from Dallas, Texas. The staff at Crestway Park Dental now enjoys all the benefits of working with
state-of-the-art equipment and technology with plenty of room to grow. The office is a great marketing tool for the business and a great place to come to work every day.” Positioned for Success–With the ability to offer enhanced treatment options through industry-leading technologies and
a design plan that hit all the right markers, Dr. Allen’s dream office is a true reflection of his dedication to excellence in patient care. “The new office building gives added credibility to what we are doing. I am most proud of the overall look and feel of the office. It is very relaxing and the better location gives us greater visibility. Finally, our surroundings portray the quality of dentistry we work to achieve.”

Featured Equipment & Technology
Biolase ezlase
Pelton & Crane Chairs
Pelton & Crane Helios 3000 Lights
Pelton & Crane Renaissance 12 o’clock cabinetry
KaVo handpieces
KaVo Quattrocare

By Mary Verardi, DDS

Bringing an out-of-date practice into the 21st century can be challenging, costly, and take years. Therefore, when the opportunity presents itself to establish a new practice from the ground up, it simultaneously offers unique possibilities for incorporating state-of-the-art technologies as opposed to buying an existing practice and renovating it.

As a dentist, my objective always has been to remain on the cutting edge, but I was determined to do it right. So, when building my new practice in Orlando, Florida, I invested in state-of-the-art technologies, including Mediadent imaging software, voice activated software, and digital radiographs rather than traditional X-rays. As a result, from the start we’ve maintained a paperless, fully digital 3,000-square feet, seven operatory, high-tech practice in which we can deliver optimal care to our nearly 4,000 patients.

Although I’ve been in this location for almost six years, I continue to explore new ways to improve my patients’ dental experiences. Having already conquered the goal of going digital and paperless, our most recent addition was the E4D Dentist System, an innovative and advanced chairside CAD/CAM technology.

Choosing the Most Advanced Technology
What ultimately made E4D the right decision for my practice was the genius of the technology and the superior quality of the end result. In my practice, I’ve continuously raised the bar for myself and my staff when it comes to patient treatments and procedures. What was good five years ago isn’t necessarily the best today, and I had been waiting for the ability to fabricate a restoration on par with my standards. I was hoping for better margins and more durable porcelain. The E4D delivers both and more. Restorations fabricated with the E4D Dentist System provide a better fit, better function, better aesthetics and, to top it off, can be completed in one visit.

Ensuring Thorough Training & Support
A natural concern, however, is being left on your own once you’ve invested in the equipment. That’s not the case with D4D Technologies, the company that developed and stands behind every E4D Dentist System. Personally, I’ve never experienced better training and support they offer. Their comprehensive training program was wonderful. System integration into the office involved an E4D Clinical Integration Specialist spending a day with us in our office, during which we were able to complete four crowns in five hours.

But the training and support don’t end there. With the Support-on-Sight (SOS), if an issue should occur at any time—even during a restorative procedure—the Support team can actually take over the reins in real-time to provide the assistance and support you need, or they can talk you through it, explaining each step.

Ease of Use & Integration
Sized for in-office use, the design center is housed in a mobile unit, and the milling unit is kept in the office, which eliminates the need to send restorations to an outside laboratory. Knowing that you can provide a quality service and that your patients are gratified is extremely rewarding and has re-energized my entire staff.

For example, my assistant, a certified CAD CAM Dental Designer, has developed the skills to actually design my restorations. If I begin an E4D restoration design and am called away, she can take over, and vice versa. This represents a huge benefit, since her training enables her to participate in the process, from scanning to staining and glazing.

Elevated Care & Patient Acceptance
E4D’s DentaLogic™ software enables you to scan, design, and fabricate veneers, inlays, onlays, and full-contour crowns in one day, and the process represents the ultimate in convenience.
It’s as easy as waving the Intraoral Digitizer laser scanner (IOD). The software is so revolutionary there’s no need for messy contrasting agents or sprays. Patients don’t have to wait two weeks for their restorations, which eliminates the need for temporaries and return visits. So, the amount of convenience it offers is unbelievable.

Patients are excited, and they marvel at the convenience of one-day restorations and are ultimately relieved by the comfort and ease of the procedure. After scanning and completing the design, we walk them to the in-office lab- where they watch in amazement as their restoration is being milled.

Conclusion
The standard of care that the E4D Dentist System allows us to provide is unprecedented. It was unheard of to provide a custom porcelain restoration of the quality I was looking for in one visit until E4D. After all is said and done, the most satisfying aspect of investing in the E4D is that once our patients witness the technology and convenience firsthand, they are no longer afraid to come to the dentist. The ability to provide state-of-the-art treatments and the highest standard of care has redefined what we do, and that, in turn has improved the dynamics of my practice tremendously.

We have seen an increasing number of deferred transitions over the last several years. Whether you are recruiting an associate to become a partner or want to find a candidate to purchase your practice in one to two years, the question always asked by the Associate or Owner is “When does the practice get valued?”

For many associates who intend to make a financial commitment, they need to know what their potential investment might be. Therefore, determining a value at the outset or within the first year of employment is not unreasonable. We’ve often heard complaints from associates who have worked at a practice for several years who are offered a partnership opportunity, but at what price? If no valuation had been prepared at the outset, does the associate want his/her contributed production to be included in the valuation calculations? The answer is a resounding NO! If you want to value your practice prior to a partnership formation or deferred sale and the price is too high in the associate’s mind, they might walk away! Therefore, in order to avoid this problem and to prevent delay in achieving your transition plans, we recommend establishing a baseline early in the relationship, usually within the first year of employment.

Since many owners offer guaranteed salaries for the first three to six months of employment, it is fair to wait for the completion of the first year to conduct this baseline valuation. If you do the math, most valuations include a three-to-four year historical average, so the inclusion of the associate’s first-year collections should not skew the numbers too much for them. By establishing a baseline valuation when it is time for the partnership or sale to commence, you must update the numbers to reflect current economic conditions as well as any additional assets that might have been purchased during the Associate’s employment phase.

Using this approach minimizes any disincentive for your associate to work hard and help your practice grow without being penalized for their efforts. In our experience, if done properly, associate profit margins should be 30% to 35%. If not, there is something wrong with your economic equation. Perhaps overhead is too high or there aren’t enough patients to share. Good economics assure that the owner receives a good profit margin during this employment phase.

We recommend a baseline valuation for solo practitioners who plan to offer their associate a partnership opportunity within a two to three year period after the associate joins the practice.

There is one major exception to this rule. In situations where the owner feels that hiring a Management Consultant at the outset will not only enhance the success of the associate’s integration into the practice, but also increase the potential for the practice to grow, the valuation for buy in or sale should precede the event. The rationale here is simple. If the owner invests from $25,000 to $40,000 for a reputable consultant to improve the practice’s gross revenue, increase new patient flow, fix patient retention, and increase profitability, the new partner or owner will benefit from these changes and be buying into or purchasing a stronger asset! In fact, we have seen instances where the associate’s ability to earn income is enhanced during the employment phase. So everyone wins!

At the time of partnership formation, the valuation is updated in the following way:

As we have discussed in prior articles, all practice valuations consist of two classes of assets—Tangible Assets and Intangible Assets. Intangible Assets include goodwill, restrictive covenant, telephone numbers, namely all things you can’t see, feel, or touch. Tangible Assets include dental equipment, supplies, instruments, sometimes leasehold improvements, and technology. Once the baseline valuation is determined, you can segregate the value into these two asset categories. From our database, we have found that Intangible Assets values, on average, are about 76% of a practice’s value; the remaining 24% represent Tangible Assets. When it’s time to update your valuation, you’ll adjust the Intangible Assets by the CPI over the period of time from the baseline valuation to the current period. For example, if the buy in occurred in 2009, and the baseline valuation was prepared in 2007, adjust the former value of the Intangible Asset Value by referring to the Bureau of Labor Statistics, “Inflation Calculator” to update that number. Tangible Assets are then reappraised to take into account the additional “wear and tear” that has occurred. We assumed some new equipment or technology was purchased during this period, so you add these assets to the mix. Here are examples of how the calculations might work:

Summary
In this case, with the various adjustments made to both asset classes, the revised value would be $621,800. This way, by setting a baseline value, you demonstrate that you are trying to create a “win/win” situation for your partner.

Establishing a baseline valuation lets your potential partner or purchaser know you want things to be fair. In my many years of transition consulting, the root cause of most partnership failures has been over money. So start your relationship the right way by putting your economic cards on the table and create a win-win relationship.

Dr. Tom Snyder, consultant, lecturer, and author has consulted with dental practices nationwide in creating “win-win” practice transitions. He is the Director of The Snyder Group, a division of Henry Schein. Dr. Snyder is a graduate of the University of Pennsylvania School of Dental Medicine and
has an MBA from the Wharton School of Business of the University of Pennsylvania. His practical approach to the complex and personalized area
of dental practice transitions has been well received.

For Henry Schein Professional Practice Transitions, call:
1-800-730-8883

With Dentrix practice-management software, patient records, scheduling, insurance processing, charting, and digital progress notes are organized and easy to access. “We build the electronic dental record first, including information on insurance, contact information, and e-mail addresses,” says Dr. Busch. The patients have secure access to their files with their user name and password through Dentrix. Once logged on, they can see treatment they have received, possible future treatments, X-rays, intraoral photos, their balance, payment plan, and any other information relating to their relationship with the practice. To encourage “co-diagnosis,” a system of red, yellow, and green folders in their Dentrix file offers patients access to a gamut of possibilities for immediate, eventual, and optimal treatment planning. Also with Dentrix, patients can access their accounts and even pay their bill online. The program’s credit card system saves the information and allows for recurring payments in the system, with debit card information posted right into the ledger.

“The best part is that the patients and I can see their teeth up close with a noticeably improved level of clarity in images generated by the DEXIS Platinum sensor,” says Dr. Busch.

The practice-management application is fully integrated with the award-winning DEXIS digital imaging for a smooth digital workflow. The clear, crisp DEXIS digital images can be enlarged and enhanced in a variety of ways for better diagnostic capabilities and improved patient communication. “The best part is that the patients and I can see their teeth up close with a noticeably improved level of clarity in images generated by the DEXIS Platinum sensor,” says Dr. Busch. “Clear, well-defined images are easier to examine. Digital technology already has so many benefits over traditional film, and DEXIS’ sensor technology makes it even better.” Dr. Busch notes that the DEXIS system improves workflow and office efficiency. “An FMX can be reduced from 25 minutes to five minutes from start to finish. That’s an extra 20 minutes of time per appointment, meaning not only can each patient receive extra attention, but more patients can fit on the schedule for any given day.”

Dentrix practice management offers highly useful functions
for both the practice and the patient.

Dentrix and DEXIS integration provides greater efficiency.

Clear images are quickly captured and enhanced for diagnosis and communication.

Video animations demonstrate the exact steps to take the mystery out of the procedures.

Annotate videos, add your voice notes, and then send to patients via e-mail.

Guru lets the dentist create presentations with the patient’s own DEXIS digital images and information, and also with the option for 200 original 3D images and animations. With “the power of Guru,” notes Dr. Busch, “I can put together a full upper and lower arch of their own teeth in 180 degrees, and show them an image like looking in the mirror.” He continues, “You can create a story board or personalized presentation and then e-mail it to the patients so they can show friends and family. Dentists even have the option of incorporating their own recorded voices explaining the presentation.”

Guru also contains descriptions that can be edited for personal preference. “When the patients see procedure code 2392, surface posterior resin, that doesn’t mean much to them,” says Dr. Busch. “Guru describes the procedure in a more patient-friendly way—life-like tooth-colored filling that restores form and function to your tooth—that makes it easier for them to understand.”

Whether sitting together chairside or reviewing the dentist’s recommendations at their home computer, Dentrix, DEXIS, and Guru make dental care decisions easier. “Ninety percent of the patients don’t need a separate formal treatment planning visit—and don’t have the time to come back for one,” says Dr. Busch. “These three systems help your patients ‘get to yes’ more quickly, and Guru speaks to many different patient personality types.”

“Everything is ‘smart’ today,” says Dr. Busch. “We have smartphones, smart credit card machines, smart TVs. The combination of Dentrix, DEXIS, and Guru results in a seamless integration of diagnostic, treatment, patient education, and practice-management options.” Dr. Busch notes that sometimes if he leaves the room with the Guru presentation up on his touch screen, the patient continues to click on the various choices. “Nothing makes me happier than to hear the patient clicking away, educating himself with all of the personalized information. This really shows that as a doctor and business owner you have the freedom and ingenuity to create a smart practice for yourself.”

Get the whole story. Watch Tom’s videos at www.meandmydexis.com

Taking DEXIS digital radiographs is simple. When the sensor detects radiation, the image is automatically saved, dated, tooth numbered, and correctly oriented with one mouse click. My staff members are glad that they don’t ever have to mount a full series of X-rays again. One employee, whose job it was to change the chemicals in the film processor, would come into the office on a Saturday and proceed to perform a ritual where she took apart the processor and spread all of the parts out on the counter. The three days before the processor was cleaned and the three days after, we had to put up with less than optimal X-ray images. With all of the moving parts involved, the processor was our dental repairman’s best friend. Digital radiographs are immediate, clear, detailed and able to be enlarged to fill the size of my monitor, if necessary.

DEXIS digital sensors are very portable. The direct USB connection allows them to be transported between operatories without docking stations or other equipment that can get lost or broken. One of the greatest testaments to their durability is the fact that a DEXIS digital sensor has accompanied me on my humanitarian aid trips to Haiti. We set up portable dental clinics in towns, using a few tables and chairs in facilities with no electricity. Thank goodness we had a portable X-ray unit and the DEXIS digital system.

The sensor was rugged and durable, surviving its trip in a suitcase bouncing over bumpy roads and in very hot working conditions. There was no way that we could have maintained X-ray chemicals at a proper temperature or stored film correctly. DEXIS allowed us to move quickly and to gain the necessary diagnostics when working in those harsh conditions, treating hundreds of people who spoke a different language.

We stored the X-rays on a computer and downloaded the information to a thumb drive so when we come back for our next trip, we will have electronic records available. For towns with no electricity, that is amazing. Besides assisting us in the field, DEXIS donated a sensor to the Haiti Dental School, which has allowed me to teach their aspiring dentists about this important standard of care in dentistry that is not only achievable in America.

As a long-term DEXIS customer, digital X-rays have helped improve my diagnostic capabilities and to provide educational opportunities for my patients in the United States as well. Taking the DEXIS sensor with me to Haiti was like traveling with a good friend—reliable, and durable, and always ready to help.

By Kristen Esler, RDH

Today, most dental treatment providers clearly understand the importance of periodontal disease and its ramifications on patients’ health.So why are fewer than 5% of patients receiving the treatment this disease requires? There are several factors required to create a successful Periodontal Program. First, there must be an office protocol for perio diagnosis that reflects the vision of the practice. Second is the commitment to change from the dental team. The entire team must agree on the protocol and work together to execute it, including providing patient education and motivation. Third, scheduling must allow enough time for the hygienist to provide treatment and operatory capacity to support that treatment. Finally, perio coding must be done properly to ensure appropriate insurance reimbursement and patient compliance. Proper coding provides a means for helping patients achieve ideal oral health and proper insurance coverage.

The entire team must agree on the protocol and work together to execute it, including providing patient education and motivation.

Sadly, even though science and technology related to diagnosis and treatment of periodontal disease have significantly changed over the past 30 years, many dental practices are stuck in a “business as usual” mindset. Despite the prevalence and persistent nature of periodontal infections, more than 70% of dental offices do not perform full-mouth probing and charting on a regular basis. The popular “adult prophylaxis” procedure is being offered to patients who have all the clinical evidence of an active periodontal infection. We must start by informing patients of their current disease status and making recommendations for their treatment. The next step is to use the proper CDT 2011-2012 codes for billing and help the patient understand what these codes mean and why they are being used. Periodontal Program Goals should be customized for each individual, practice but the following are recommended:

Periodontal Program Goals

1. Use education to motivate the patient to accept the necessary recommended care.
2. Increase the patient’s level of periodontal health.
3. Help the patient receive maximum insurance benefits.
4. Make sure the hygienist is paid for the procedures she/he
   is actually providing*
5. Increase the practice profitability by using the correct periodontal codes.

*It’s important to understand that many hygienists are already doing the work, and should be paid accordingly. The use and documentation of proper billing codes will ensure the offices are paid for the proper periodontal treatments.

1. Diagnosing Periodontal Disease
The Periodontal Examination–Everything begins with the gathering of the clinical data necessary for the diagnosis of periodontal disease. Full Periodontal Probing Charting and
X-rays generally need to be sent to the insurance company to demonstrate presence of periodontal disease. They will not allow the patient coverage without these. Full Perio Charting involves 4 or 6 measurement points of pocket depth on each tooth. Notation of tooth mobilities, furcation involvements, occlusal trauma, and tissue attachment abnormalities, bleeding points on probing, etc. must also be included. All of this supporting documentation demonstrates active disease and some evidence of bone loss and allows you to use proper, periodontal insurance coding. Be prepared with scheduling; it will take extra time to probe and chart and can be done manually with the help of an assistant, voice recorder, automated probes or computer recorders, etc. Computer voice recorders can be extremely effective and can be done without the help of an assistant.

2. Explaining the Diagnosis to the Patient
During the exam, give the patient a mirror and show them at least one bleeding area. Use an intraoral camera. If patient is complaining about bad breath let them know it will clear up after treatment. Touch the patient’s hand with the probe and discuss pain and bleeding associated with touch. Explain that any probing reading over “3” is not good. It is important that the patient hear the numbers and recognize the importance of the probing depths. Call out the Pocket Depths during the exam—this gives a patient a warning so they are prepared to accept the news.

3. Confirm the Diagnosis With X-rays
Periodontal X-rays–Full Series X-rays are appropriate for both perio and non-perio patients. Full series X-rays show bone levels of perio patients better than routine bitewing X-rays.
A full series should generally be taken on new patients rather than vertical bitewings.

Codes for Periodontal X-rays

• Full Series X-rays (D0210) are appropriate for both perio
  and non-perio patients. Full series X-rays show bone levels
  of perio patients better than routine bitewing X-rays. A full series should generally be taken on new patients (D0210) rather than vertical bitewings. Full series X-rays are payable every 3–5 years depending on the plan.
• 7-8 Vertical Bitewings (D0277) show bone levels/loss better than regular (horizontal) bitewings (D0274). Some use (D0277) for annual checkups instead of four bitewings (D0274). D0277 is in reimbursement “no man’s land.” Some insurance companies “downgrade” and pay as four bitewings (D0274). Some insurance companies “up code” D0277 to a full series (D0210), if available at the D0277 fee, and then refuse to pay for the full series (D0210) when taken. Some insurance companies will accept a panorex (D0330) and vertical bitewings together but all companies will accept a full-mouth series.

4. Achieve Treatment Plan Acceptance From Patient
After the doctor reviews the pocket depth readings, bleeding-on-probing (BOP) readings, the Clinical Attachment Levels (CAL), and the full-series X-rays for bone levels and for extent of bone loss, he/she confirms the diagnosis of periodontitis and prescribes a Treatment Plan. Each level of periodontal disease requires a different treatment plan and uses different coding, sequences, treatments, and appointment lengths. The hygienist then discusses the prescribed treatment plan with the patient. This should be presented so that it’s clear the patient is involved in lowering/improving their pockets depths; it will be a joint effort between the patient and the dental team. Print out the perio chart and send it home with patient. Explain that pocket depths will be compared to track the progress during the next appointment. Help patients understand that treatment now may help them avoid Periodontal Surgery down the road. After the patient understands and accepts the treatment plan, transfer to the Financial Coordinator for financial arrangements and appointment scheduling.

Kristen Esler is a Registered Dental Hygienist and Regional Manager for Henry Schein Dental. She teaches Henry Schein Sales Consultants how to help dental offices implement and properly code for Periodontal Management programs. For help with your perio program, please visit www.henryscheinwedothat.com or contact your local
Henry Schein Sales Consultant.

Every day brings new challenges to the Dentist who embraces the role of “Physician of the Masticatory System.” Fortunately, new advances in diagnostic imaging, such as Digital Cone Beam 3-D Technology, make it virtually impossible for pathology to escape diagnosis. To illustrate, let’s explore a challenging case to diagnose, beautifully exposed by digital CBCT technology.

A 62-year-old Caucasian female presented with a chief complaint of progressive bite changes. Previously, all her teeth touched uniformly, but over the past 18 months this had gradually changed. The result was an open bite that extended from teeth #2–13, and a facial asymmetry with the mandibular plane of occlusion visibly canted significantly downward on the right side. She reported no pain; the left TM Joint felt normal but the right TM Joint felt restricted, as if something was in the way of normal movement. Her previous dentist had told her that she would need restorative dentistry to correct the new malocclusion; but was concerned as to why these changes had occurred. We also discussed the possibility that changes were still progressing.

(Figure 1.)

Clinical evaluation revealed an absence of masticatory muscle tenderness. Mandibular range of movement was limited to a maximum opening of 29 mm (normal 40–50 mm) with a marked deviation toward the right side. Right excursion was 7 mm, left excursion was 2 mm, and protrusive movement was 4 mm with a noticeable deviation toward the right (normal for each 7–13 mm). Palpation of the left and right TM Joint capsules and ligaments were negative for reported tenderness. Orthopedic load testing of the TM Joints via Dawson’s bimanual manipulation was negative bilaterally.

Doppler auscultation was negative for clicking or boney crepitus bilaterally. Joint Vibration Analysis-JVA (Bioresearch Associates technology) revealed no indications of joint clicking or condylar breakdown bilaterally. Occlusal evaluation, using articulating ribbon and TScan computerized bite analysis revealed the only teeth that touched with seated TM Joints were the left side first and second molars. The occlusion was increasingly open from left to right with the right molars open by 4–5 mm. Swallowing did not reveal a notable tongue thrust between the teeth that were out of contact. Movement of the mandible in lateral and protrusive excursions with the teeth in contact revealed exclusive contact on the left molars.

The first impression upon observing our patient’s facial asymmetry and open bite was the probability of an internal derangement in the left TM Joint; but the reported history did not fit that diagnosis. When observing the range of mandibular movement, it became evident that the right TM Joint was not translating normally. Joint assessment did not imply any obvious discal displacement or internal derangement in the left TM Joint. The concern shifted toward the right TM Joint region. To develop the bite changes observed would require an enlargement of tissues in the right TM Joint. Specifically, the concern became focused on the probability of some type of expanding pathosis. Due to the absence of pain and the inability to properly translate on opening, we became suspicious of extra capsular hard-tissue expansion.

The history, chief complaint, and clinical evaluation leave unanswered questions, which must be clarified. Now what? Should we correct the occlusion? Should we empirically try an occlusal splint first and see what happens? Where do we start? Answer: Always diagnose first, then treat. We needed a complete diagnosis. We needed to know exactly what was going on in the right joint. A cone beam CT scan provided an accurate 3-D image of the total joint region.

The CT scan of the right TM Joint produced a startling revelation. A large boney projection extended from the anterior condylar neck of the mandible superiorly, like a tree trunk, and mushroomed up to the opposing articular eminence. A 3-D projection showed the growth wrapped from posterior, to beneath, and even anterior to the articular eminence. This explained the inability to translate upon opening. A panoramic view also clearly showed the hard tissue pathological projection, which extended vertically beyond the height of the mandibular condyle, thus producing a resulting right side open bite. The diagnosis was quickly clarified through CBCT technology.

(Figure 2.)

(Figure 3.)

(Figure 4.)

The patient was referred to a Maxillofacial Surgeon. Surgical removal of the mass was performed and the pathology report came back “Benign Homoplastic Osteoma” (benign bone tumor growing on bone). The cause of osteomata is uncertain, but is commonly associated with embryologic, traumatic, or infectious sources.

Following surgical intervention the dental occlusion returned to its original Class I relationship, with all the teeth touching. We did not perform any dental procedures. The appropriate plan for treatment was developed primarily from the invaluable information obtained from the digital CBCT Scan.

DeWitt C. Wilkerson D.M.D. has a private practice in St. Petersburg, Florida, which focuses on Restorative Dentistry and Occlusal Treatment for TM Joint Disorders. He is the Immediate Past President of the American Equilibration Society; Adjunct Professor in the Graduate Program, University of Florida College of Dentistry; and Senior Lecturer at the Dawson Academy for Advanced Dental Study. He lectures extensively internationally and may be contacted at dwilkerson@dupontwilkerson.com.

by Dr. Robert Stanton, DMD

“Space … the final frontier,” those were the words written by Gene Roddenberry and spoken by Captain James T. Kirk in 1966 that sparked imaginations everywhere as to what might be discovered during the travels of the USS Enterprise. Some 45 years later, space may be the final frontier for the human race but as far as restorative dentists are concerned, the final frontier might be 100% utilization of in office CAD/CAM technology for indirect restoration fabrication, especially anteriors. My first exposure to CAD/CAM technology in 2001 with another system left me less than impressed with the practicality and flexibility of the technology. Most users at that time were using it mainly for posterior PCRs (Partial Coverage Restorations) because the deficiencies in strength and esthetics of CAD materials paired with a lack of utility in the design software and intraoral scanner at that time contraindicated its use with large anterior cases.

Over the next few years, advances were made in the scanner, design software, and materials quality and selection. Up to this point, all CAD blocks were monochromatic and somewhat opaque, which created obvious challenges when trying to create restorations with variable translucency, shading, and characterization. Manufacturers created polychromatic blocks with variable opacity layered within the block and the design software allowed for selection of the desired area within the block in order to create a milled restoration that had inherent transitions from cervical to incisal translucency, thereby negating the need for cutback and layering in typical cases. At that time, I decided that the technology was capable of meeting my standards of quality, efficiency, and practicality and I decided to incorporate it into my practice. I fabricated my first anterior crown during my second week of usage and although it took over three hours, I was immediately inspired to push the envelope of what was possible.

43 year old female patient presented with a chief complaint of “I haven’t been to the dentist in years. My teeth hurt and I never smile anymore.” Her anterior treatment plan consisted of eight restorations from #5 to #12 with necessary endodontic treatment.

Completed design. I used the Clone design technique to mimic the patient’s approved provisionals thereby guaranteeing
proper esthetics and occlusion. All interproximal contacts
can also be verified simultaneously.

Eight restorations delivered. Substrate used was Empress CAD Multi A2 (Ivoclar Vivadent) with incisal and cervical stain.

Secondary and tertiary anatomy added post milling very easily and predictably using the principles taught at E4D University.

I’ve improved the image of my practice, myself as a clinician, and made my patients and staff more satisfied—all due to the excellent results that the E4D delivers.

I started performing larger and larger anterior cases until I felt comfortable performing full/dual arch cases. Although I was satisfied with the results I was achieving, I was always frustrated with the design process. Every lab technician who performs a multiunit anterior case goes through a certain sequence of design steps. These steps revolve around the principles of golden proportion and smile design. Symmetry, proportion, length/width ratio, contact placement, and embrasures are just some of the factors that go into proper smile design and attention needs to paid to all of these during the design process. My frustrations arose from the fact that the other design software did not allow for confirmation of any of the aforementioned factors and so I decided at that time to investigate the E4D system since its design software did allow for confirmation of all of these factors.

I discovered that the E4D system provided three distinct advantages over any available and, as a result, I decided to incorporate the E4D in my practice:
1. I find the E4D Clone mode to generate a closer reproduction than the other system’s Correlation mode and this is my preferred design method for anteriors.
2. E4D’s software starts with a more accurate design and then offers a very wide range of tools to create whatever global and delicate changes are required to finalize the design in much less time.
3. The E4D software allows for the simultaneous design and finalization of as many units as the operator needs. From a smile design standpoint, any clinician would think that this would be a requirement and vital component of any software involved in the design of a multiunit anterior case. The ability to modify, finalize, and verify all aforementioned smile design factors simultaneously for all units involved not only greatly reduces the need for any post-milling correction, whether additive or reductive, but also guarantees that esthetics and function that were verified in the wax-up/provisional are properly and accurately transferred to the final restorations.

As a cosmetic dentist who is not only passionate about my profession but also deeply compassionate toward my patients, my goal is to put them at ease, keep them comfortable, and do things right the first time. That’s why the E4D is the perfect in-office CAD/CAM system for me. Because my goals are to perform better dentistry and make my patients’ lives less stressful, I have embraced the E4D technology and implemented it to its fullest potential. My patients love it, and I love it because my patients are happy.

For me, it is an honor to make a difference in people’s lives. Making my staff and my patients happy and providing state-of-the-art treatments is among my most prized accomplishments. I’ve improved the image of my practice, myself as a clinician, and made my patients and staff more satisfied—all due to the excellent results that the E4D delivers.

The E4D allows me to do all my own anteriors and veneers with fabulously precise results, all in a single visit. It has allowed me to make a valuable difference in my patients’ lives. My staff and I are impressed with the conveniences and capabilities of the E4D, its intuitive software, small in-office production unit, and the ongoing support we receive. The E4D does what it is designed to do and with sensational results.

ROBERT STANTON, DMD
Robert Stanton, DMD is a practicing dentist in Ft. Lauderdale, FL. Dr. Stanton is a graduate of the University of Miami and Tufts Dental School in Boston, where he earned an MA with honors. Named one of the Top 100 Best Young Dentists in the Country in 2001, Dr. Stanton is also a faculty member in the Department of Prosthodontics at Nova Southeastern Dental School and a member of the American Academy of Cosmetic Dentistry.

Practice Owners have been provided with historically significant tax incentives through 2011–making this the right time to invest in your practice’s future. The government estimates its cost of enhancing Section 179 is
$50 billion alone. Are you poised to seize the opportunity?

Dental Owners have unprecedented incentives to invest in their practices! The Small Business Jobs Act of 2010 increased Section 179 dollar and investment limits to $500,000 and $2,000,000 (for 2010 and 2011). The 2010 Tax Relief Act will reduce the Section 179 dollar amount by 75%, reducing the expensing benefit to $125,000 starting January 1, 2012. The Section 179 benefit is scheduled then to be reduced to a $25,000 and $200,000 investment limit in 2013.

Small Business Owners have many benefits to focus on. The 2010 Tax Relief Act is in favorable treatment of off-the-shelf computer software (i.e., Dentrix, DEXIS) as eligible for Section 179 expensing. In addition, there is a 100% Bonus Depreciation (applies to qualified property acquired before January 1, 2012). The qualifying property for the Bonus Depreciation allowance is only available for new property (the original use begins with the practice owner).

The list of tax incentives for both businesses and personal use expiring in 2011 is extensive. There are more benefits than space in this article (i.e., luxury auto depreciation cap, self-constructed property, credit for energy efficient appliances, above-the-line deduction for qualified tuition and related expenses, conversion credit for plug-in electric vehicles, expansion of adoption credit and adoption assistance programs, tax credit for research and experimentation expenses, etc). Thus, it is recommended that practice owners discuss their individual circumstances with their own advisors.

Annual Internal Revenue Code Section 179 Example:

This deduction may be available whether you are a sole proprietorship, a partnership, or a corporation (S corps are subject to different rules; again, please check with your advisors). If you plan to acquire equipment in the near future, purchasing it before year’s end is prudent. Utilizing a finance agreement or capital lease to acquire technology or equipment will qualify for this benefit (where true leases or fair market value agreements will not). If you use a finance agreement to acquire your equipment and you have deferred payments, you may file your tax returns and achieve the benefits before you have made any payments.

Don’t wait too long to acquire technology or upgrade your office. Although it is true that you can have equipment placed in service until December 31, 2011 to take advantage of the incentives, waiting too far into the year may mean that you will settle on your technology choices due to diminished year-end selections. Now is the right time to meet with an equipment or technology specialist and discuss acquiring the optimal production-enhancing technology and equipment that will help your practice stay “Fiscally Fit.”

If your business uses a fiscal tax year rather than the calendar tax year, you may have additional time to take advantage of the extended $500,000 Section 179 deduction privilege. For example, if your outfit’s next fiscal tax year will begin on November 1, 2011; the $500,000 deduction deal is available for your current tax year. Plus you’ll get another $500,000 allowance for the following tax year that begins next November 1 and ends on October 31, 2011.

If your business uses the calendar year for tax purposes, you only have until December 31, 2011 to take advantage of the generous $500,000 allowance. Don’t wait to see if the rules for 2012 will change to provide the same opportunity! Act now and take advantage of all the benefits available through this current legislative windfall!

Keith Drayer is Vice President of Henry Schein Financial Services. Henry Schein Financial Services provides equipment, technology, and practice start-up and acquisition financing services nationwide. Henry Schein Financial Services can be reached at 800-853-9493 or hsfs@henryschein.com. Please consult your tax advisor regarding your individual circumstances.

Practice Owners have been provided with historically significant tax incentives through 2011–making this the right time to invest in your practice’s future. The government estimates its cost of enhancing Section 179 is $50 billion alone. Are you poised to seize the opportunity?

Dental Owners have unprecedented incentives to invest in their practices! The Small Business Jobs Act of 2010 increased Section 179 dollar and investment limits to $500,000 and $2,000,000 (for 2010 and 2011). The 2010 Tax Relief Act will reduce the Section 179 dollar amount by 75%, reducing the expensing benefit to $125,000 starting January 1, 2012. The Section 179 benefit is scheduled then to be reduced to a $25,000 and $200,000 investment limit in 2013.

Small Business Owners have many benefits to focus on. The 2010 Tax Relief Act is in favorable treatment of off-the-shelf computer software (i.e., Dentrix, DEXIS) as eligible for Section 179 expensing. In addition, there is a 100% Bonus Depreciation (applies to qualified property acquired before January 1, 2012). The qualifying property for the Bonus Depreciation allowance is only available for new property (the original use begins with the practice owner).

The list of tax incentives for both businesses and personal use expiring in 2011 is extensive. There are more benefits than space in this article (i.e., luxury auto depreciation cap, self-constructed property, credit for energy efficient appliances, above-the-line deduction for qualified tuition and related expenses, conversion credit for plug-in electric vehicles, expansion of adoption credit and adoption assistance programs, tax credit for research and experimentation expenses, etc). Thus, it is recommended that practice owners discuss their individual circumstances with their own advisors.

Annual Internal Revenue Code Section 179 Example:

This deduction may be available whether you are a sole proprietorship, a partnership, or a corporation (S corps are subject to different rules; again, please check with your advisors). If you plan to acquire equipment in the near future, purchasing it before year’s end is prudent. Utilizing a finance agreement or capital lease to acquire technology or equipment will qualify for this benefit (where true leases or fair market value agreements will not). If you use a finance agreement to acquire your equipment and you have deferred payments, you may file your tax returns and achieve the benefits before you have made any payments.

Don’t wait too long to acquire technology or upgrade your office. Although it is true that you can have equipment placed in service until December 31, 2011 to take advantage of the incentives, waiting too far into the year may mean that you will settle on your technology choices due to diminished year-end selections. Now is the right time to meet with an equipment or technology specialist and discuss acquiring the optimal production-enhancing technology and equipment that will help your practice stay “Fiscally Fit.”

If your business uses a fiscal tax year rather than the calendar tax year, you may have additional time to take advantage of the extended $500,000 Section 179 deduction privilege. For example, if your outfit’s next fiscal tax year will begin on November 1, 2011; the $500,000 deduction deal is available for your current tax year. Plus you’ll get another $500,000 allowance for the following tax year that begins next November 1 and ends on October 31, 2011.

If your business uses the calendar year for tax purposes, you only have until December 31, 2011 to take advantage of the generous $500,000 allowance. Don’t wait to see if the rules for 2012 will change to provide the same opportunity! Act now and take advantage of all the benefits available through this current legislative windfall!

Keith Drayer is Vice President of Henry Schein Financial Services. Henry Schein Financial Services provides equipment, technology, and practice start-up and acquisition financing services nationwide. Henry Schein Financial Services can be reached at 800-853-9493
or hsfs@henryschein.com. Please consult your tax advisor regarding your individual circumstances.

That’s why, for nearly 10 years, Clay Center Family Dental Care has called on the experts at Henry Schein to deploy, integrate, maintain, and service the computer network and practice-management technologies that drive the efficiencies of its digitally-based practice.

“When I began practicing dentistry in 1977, a computer took up an entire room. I never envisioned that my practice would some day operate in a completely digital environment. We couldn’t have done it without Henry Schein,” says Dr. Rick Hammel of Clay Center Family Dental Care.

Over the years, Clay Center Family Dental Care has grown from a small three-chair practice to a multi-dentist practice with seven operatories in a 3,600-square foot building. “One of the main reasons we are able to grow our practice is the efficiencies we gained from going digital with solutions recommended by Henry Schein,” says Nancy Hammel, Office Manager for Clay Center Family Dental Care. “Henry Schein continually exceeds our expectations as they care for our technology needs. As a dental speaker and someone who is active in various online dental communities, I have access to many the technology experts across the country. There are a lot of companies to choose from. We chose Henry Schein because they have taken such good care of us from day one.”

Dental-Specific Technology Expertise Dr. Hammel and the entire team at Clay Center Family Dental Care rely on Henry Schein because of the solution provider’s decades of expertise and experience in designing, building and supporting integrated technology solutions tailored to the dental industry. “Most dentists believe in doing dentistry right the first time,” Dr. Hammel says. “Redoing procedures is unproductive and expensive. The same is true for technology investments. You want to pick a solution provider you can depend on and who does it right the first time. Over and over, Henry Schein has proven that it does it right the first time.”

In talking about how Henry Schein helped the practice move from a paper office to a digitally based practice, Nancy says, “It can be a stressful leap of faith to make the transition to digital, but it’s much easier when you can put your faith in someone with a good reputation, that you can depend on and that will walk with you through it step by step. Henry Schein will not let you down. They’re professionals you can trust.”

Giving Back with Technology’s Help
Clay Center Family Dental Care also appreciates the fact that Henry Schein provides integrated and fully tested offerings that have optimized their systems’ performance and increased uptime and operational efficiency. That efficiency helps the practice reach out to those in need.

“When we are efficient and productive, we are blessed with more freedom to give back to our community and to the world. Every year we go to Belize with the Belize Mission Project and donate dental care,” said Nancy. “Because of our experience in Belize we began our own mission here in Clay Center, the Clay Center Dental Mission.

On this annual day of providing dentistry to the community, we rely completely on the technology that Henry Schein has provided for us. At last year’s event, we saw over 77 patients in one day – something that could have never happened without digital solutions.”

“Henry Schein not only understands how to tie all of our computers and systems together, but they understand the intricacies of a dental practice,” Nancy said. “Having an integrated digital office reduces our overhead, increases our efficiency, and lets us be more productive. With everything tied together, anyone who is authorized can log in from anywhere in the office, at home, on the road, or even from a smart phone and access any patients’ information. With a click of a button we can see X-rays from yesterday or two years ago. I can schedule them for an appointment. I can see when they last visited and what procedures they had done. It’s a very efficient and cost-effective way to serve our patients.”

With Henry Schein, the Clay Center practice achieves efficiencies and cost savings without the worry of downtime that other practices often deal with. “We simply can’t afford to have our systems go down,” notes Nancy. “Most businesses depend on technology, and dentistry is no different. Downtime affects your ability to care for patients. It affects your patients’ lives, and it impacts your livelihood. That’s why we rely on Henry Schein. I don’t have to worry like I used to.”

More Satisfying, Efficient, and Profitable Dentistry
To summarize how going digital and choosing Henry Schein Dental as its trusted team has benefited Clay Center Family Dental Care, Dr. Hammel stated, “Many dental practices do wonderful dentistry, but they’re not achieving their potential. In today’s economic environment you have to be efficient, and you can’t waste time. With Henry Schein’s help, our digital practice lets us be more efficient and more financially profitable. It also creates a more emotionally fulfilling environment for our patients and our entire office.”

About Clay Center Family Dental Care
Dr. Rick Hammel attended Kansas State University and graduated from UMKC Dental School in 1977. Nancy Hammel has a B.A. in French and Biology from Kansas State University. Together, the Hammels have built a successful and thriving practice that incorporates all facets of dentistry, including sedation dentistry. Their state-of-the-art facility was built in 2000 and continues to incorporate cutting-edge technology in their practice. Nancy is a former speaker for Dental Organization for Conscious Sedation and is an active contributor to DentalTown meetings and forums. To see how Clay Center Family Dental Care gives back dental care to the world’s underserved, please visit their Web site at www.claycenterdentist.com.

Although the success of any organization ultimately depends on its people, the hiring of people is not usually the core competency of an organization. Hiring is, in fact, a source of pain for almost all organizations, but the cost is not borne proportionally. Larger organizations have dedicated HR departments whereas small and medium-sized businesses (SMBs), particularly dental practices, often must rely on the dentist or the office manager. In such cases, hiring is one responsibility among many that the dental team must assume, competing for resources and attention with patient care, scheduling, billing, and inventory management.

Dental practices are extremely people-focused, with a high degree of customer interaction at every level of service delivery, thus increasing the importance of getting hiring done right. However, hiring is made difficult by the very nature of the process. Some aspects that compromise its effectiveness are; high applicant volume; the inherent shortcoming of the resume with its broad variations in quality, content, and presentation; dentists or other team members pressed into the role of hiring manager while maintaining other responsibilities; and finally, the lack of a standardized process that precludes informed candidate comparisons while creating the possibility of decision bias (and its ethical and legal implications). Taken together these elements increase the likelihood of making a bad hire.

The costs of a bad hire are particularly nebulous for dental practices. Hard dollar costs—actual expenditures—include the cost of hiring and, where applicable, providing severance to a bad hire; the cost of posting ads to attract new candidates; the cost of ordering candidate tests and background checks anew; and finally the cost of performing on-the-job training all over again. These can easily add up to thousands of dollars. Bad hires also result in intangible or soft dollar costs, including the cost to a practice’s reputation of a poorly performing employee; the impact of such an employee on patient satisfaction; and finally the impact on colleague morale. Whether such soft dollar costs are short-lived or not, additional effort will need to be deployed by the dentist to mitigate and repair their impact.

So if an ineffective hiring process and its costs can readily be described, what are the components of a successful hiring process? The components of a good hiring process include properly documenting the requirements to perform the job effectively beforehand, as well as determining, in advance, the steps that all candidates will follow, from initial application through to phone interview and in-person interview.

However, what makes a hiring process great, and ultimately successful, is the integration of job requirements and hiring steps with data. Capturing each candidate’s experience, knowledge, skills, attitudes, personality traits, and general employability (using tools such as psychometric tests) and converting them into unbiased, objective data that can be presented in a concise, meaningful way allows for informed comparisons to be made and inappropriate candidates to be filtered out early on. It also drives candid discussion when candidates are interviewed in person. And finally, it provides confidence when it comes time to make a formal job offer.

Keeping in mind the previously discussed constraints on a dental team’s time and resources, the implementation of such a successful hiring process would need to be done in a manner that represents no additional effort or, even better, less effort than the status quo. Such an outcome could be achieved by automating the hiring process, including standardizing the collection and conversion of candidate data, using software.

Such a system would offer pre-defined job profiles, with an ability to customize them, and post job openings automatically to job boards as well as the dental practice’s Web site. It would also have the candidates do most of the work early on in the process, entering their details and qualifications and completing in-depth assessments, freeing up members of the dental team for day-to-day responsibilities. That candidate-generated data would then be presented in a concise, meaningful way (such as a dashboard or a table) allowing the ad hoc hiring manager to quickly weed out inappropriate candidates, and focus on those candidates with the most potential. Only then would an in-person interview be required, and job-specific interview guides would be available to support the process. Additional information such as reference checks and background checks could also be farmed out automatically to complete the picture before a final candidate is chosen and a job offer is made.

An automated solution eliminates many hard dollar costs by minimizing the time from job posting to job offer; and reducing or eliminating potential soft dollar costs by limiting disruption to existing day-to-day responsibilities, patient satisfaction, and employee morale, by ensuring that the right candidate was hired the first time around. Such a solution also captures many of the benefits currently enjoyed by placement agencies but not the actual dental practice customers themselves. Various business models for such solutions exist including the ability to pay for use on a per-job opening basis and the ability to subscribe for the ability to hire a given number of positions on an ongoing basis.

The components of a good hiring process include properly documenting the requirements to perform the job effectively beforehand, as well as determining in advance the steps that all candidates will follow, from initial application through to phone interview and in-person interview.

One example of an automated hiring process is the Henry Schein Dental Hiring Solution, developed by Iscopia Software in concert with the Henry Schein Dental group. Leveraging Iscopia Software’s 15+ years of expertise in human resources solutions and consulting, it is a secure Web-based application—no software to install—that enables dental practices to quickly attract, qualify, rank, and hire new employees. The Henry Schein Dental Hiring Solution includes popular dental team member job profiles such as hygienist, treatment coordinator, assistant, dentist and others. Each profile contains a pre-built job description, a job ad template, and a job-specific interview guide. As they apply, candidates are ranked automatically on the basis of quantitative fit between a dental specific’s hiring needs (target qualifications, experience, etc.) with the best candidates highlighted at the top of the list. The most promising candidates can be tested for qualitative fit using the included psychometric tests and interview guides, and further verified using automated online reference checks and optional background screening.

In conclusion, the availability of automated hiring solutions tailored to the realities of small business, and particularly dental practices, has the potential to permanently change the status quo by providing them with the tools and processes and ultimately the data required to make informed hiring decisions. This ensures that they enjoy all of the benefits that come with business growth and success, while minimizing the risk, uncertainty, and disruption that usually come with a decision to hire a new employee.

Kenneth Trueman is Director of Marketing for Iscopia Software. In collaboration with Henry Schein Dental, Iscopia has developed the Henry Schein Dental Hiring Solution, a secure Internet-based solution that enables dental practices to automate their hiring efforts. More information on the Henry Schein Dental Hiring Solution is available at www.iscopia.com/henryschein/.

Tips from the Top – E4D CAD/CAM Technology

James Kinney
Digital Technology Specialist
Henry Schein Dental
New Orleans, Louisiana

I worked with a Mississippi dental practice that wanted to convert their office to digital. As they weighed the decision, I pointed out their monthly lab fees made them an excellent candidate for an E4D Dentist.

They accepted an invitation to tour the Dallas E4D facility to see the chairside technology in action. They were impressed with the quality of the restorations and during that visit, they also became convinced the E4D Dentist would not just pay for itself, but would also fund all of the digital technology they hoped to purchase!

Within one month, they purchased the E4D Dentist, Dentrix, computers for the operatories, and other upgrades, taking their office from a traditional, non-digital practice to cutting edge technology–all paid for with savings from the E4D!

Substantial savings like this are typical among the practices I’ve worked with. On average, the E4D Dentist will reduce lab fees from 65% to 85% each month and, for some practices, that percent can go even higher.

Some of my clients have positioned their milling machines to be a visible centerpiece of the office. The patient response is amazing as they watch their crown being milled. It creates a buzz in the office and powerful word-of-mouth once they step outside as these patients share the experience of receiving a beautifully designed, precisely fit permanent crown in just
one visit.

Tips from the Top – Office Design

Jim Hammon
Equipment Sales Specialist
Henry Schein Dental
Boston, Massachusetts

I was meeting with a dentist one evening while we were planning his new office when he said to me, “How would you like to be in the only profession where no one ever looks forward to his or her visit?” I thought for a moment and said,“Well, Doc, I’m not sure that is true, no one looks forward to seeing the mortician either.” The point I was trying to make was he was right, I couldn’t remember anyone ever telling me, “What a great day today, I’m going to see my dentist.” So you have to ask yourself when planning your office, how can I make the experience a pleasant one for the patients and the staff? No one really enjoys having intraoral X-rays taken, but if we can create an office with carefully planned design details, from the front door of the reception area all the way through the office to the treatment and private staff areas, we can achieve an office that patients will brag about to their friends and family, and staff will take pleasure in and call the office their own.

On average, the E4D will reduce lab fees from 65% to 85% each month and, for some practices, that percent can go even higher.

The first place in an office to make an impression on your patients is the reception area. Too often this space can be overlooked in terms of fit and finish, perhaps because the overruns of the project budget wouldn’t allow for good quality furnishings or artwork to dress up the space properly. Work closely with your architect and interior designer to develop a palette of colors and finishes that can reflect the personality of the dentist, the geographic region where the office resides, or matches with the architecture of the building. It is very important that comfortable, quality seating, is specified and arranged in different locations; either in groups for family or kid-seating areas, or in single areas for patients who visit the office by themselves. Remember that some of the patients will only sit in the reception area for a short time before their appointment, so you have only so much time to get their attention and set the mood. Be sure to incorporate some accent lighting in the reception area. Pendant lighting or wall sconces are light fixtures that you can chose to make a design statement without breaking the bank. If the space is available, perhaps some crown molding or ceiling soffits with recessed accent lighting can give the reception area added volume.

The front desk in the business area is another example of a space that must be designed to take care of the administrative staff that runs the office, but it must also serve as a location where business and conversation can take place between patients and staff. Its important that the desk be sturdy, constructed from materials that can take the day-to-day action of patients leaning on the transaction top, staff working with computers, the weight and operation of office equipment, and even an area where a consultation can take place. I like to choose an accent material like stone, a rare hardwood, or ceramic tiles as a surface for the transaction top. Accent lighting within a soffit above the transaction top or decorative pendant lights hanging from the soffit can highlight the top and add flare to the business work area.

Flooring materials, wall finishes and accent colors, ceiling materials and heights, are all features with plenty of options available to separate your office from the rest. You can achieve a look that’s your own without upsetting the entire project budget. It is important to work with a qualified design professional who can help you design a palette of colors and materials that will blend and compliment each other. It’s very difficult to look at a carpet sample or a paint chip and picture what they may look like when they fill a space. Try to review the color selections in different lighting, both interior lighting that resembles your space, and natural light if your space will be adjacent to windows. Be sure to change flooring materials between the treatment rooms and the rest of the office. The flooring in the treatment rooms may age quicker than the rest of the office and it’s easier to replace small areas of flooring without disrupting the entire office.

A few well-planned design features can really make the difference between a office that makes your patients feel comfortable during their appointment and refer the practice to the friends, not an office where they are sprinting from the patient chair, out of the office with the bib still around their neck, hoping they never have to return. Remember, your patients have no idea if you hold the handpiece differently from the dentist down the street, but they will talk about their perception and how they feel after every visit to your office. If they feel that good about your office, how do you think they will respond to your treatment planning?

Tips from the Top – Digital Solutions

Adam Jones
Equipment Sales Specialist
Henry Schein Dental
Rocklin, California

As I met with a client the other day he asked me a question that is probably on the minds of most dentists:
“What are other doctors doing to be successful?”

In answering his question I took time to share stories from successful practitioners I know and how they have implemented technology to advance their own practices and to keep them growing. I focussed on four specific technologies that can influence case acceptance, expansion of procedures, time savings, quality of dentistry, and the ability to attract and retain new referrals.

I would like to share some common denominators found in successful practices that focus on using some of the amazing technologies available today. I will discuss four specific technologies and show how such improvements can influence case acceptance, expand procedure options, save time, improve the quality of dentistry, and better attract and retain patients.

Intraoral Cameras. Cameras today are advanced yet easy to use. Simple plug and play USB connections allow you to move from room to room very easily. These high-resolution cameras have the ability to take a variety of pictures: extraoral, full smile, quadrant of teeth, single tooth, or even look down a canal. “Seeing, is believing!” The more a patient can see and understand, the more educated they become about their oral health. An educated patient accepts treatment faster and on a higher level. They now know the value of your services. Pre-op and post-op pictures on any procedure create value and instill confidence. Cameras are one of the simplest ways to communicate with your patients and increase case acceptance.

Intraoral Digital X-ray. With intraoral digital X-ray you take a patient from squinting at a small film to a “wow factor” on a computer screen where you can utilize numerous tools to enhance, magnify, and communicate with the patient on a level they can understand. If you are ready to invest in digital X-rays, you will soon realize that the process is simply a reallocation of funds; funds you are already spending on film, chemicals, and chemical disposal. You will also find that you are able to diagnose more easily and that your patient’s confidence will grow when they see this amazing technology on your monitor and understand that radiation dosage is minimized and diagnostic accuracy is increased.

Digital Panoramic. Digital panoramic X-rays today have amazing technology like automatic exposure control (AEC) where they calibrate to each individual who steps into the machine, giving you great clarity and consistency. They also have the ability to take extraoral bite wings. To quote a few of my clients, “It’s amazing how patients relate to and understand the smile on their panoramic picture compared to an FMX and begin to co-diagnose with me in the treatment planning process.” “My staff loves our new digital panoramic X-ray because we can take panoramic and extraoral bite wings in less than two minutes and supplement with PAs where needed.” I always find that doctors, staff, and patients are amazed when they learn that a digital panoramic in dosage equals two PAs and that extraoral bite wings equal one and a half PAs. Put yourself in the patients’ shoes. Would you rather bite on a bite stick for 10 to 18 seconds or have a domino put in your mouth 18 times? After the installation of a digital panoramic, offices change their radiological baseline and realize that the time saved allows the hygienist to see an extra patient each day. I see a digital panoramic as being the best product an office can have for everyday “bread and butter” dentistry.

Cone Beam CT. 3-D is the hottest topic in dentistry. The ability to slice, measure, and see things in a 3-D format is impressive and assures the patient that they are being treated by an expert clinician who is using the best technology available. It also gives the clinician confidence to expand his or her procedure mix. Doctors who have purchased 3-D technology from me have all come back with similar comments indicating that they are not afraid to do a surgery or place an implant because they have already virtually done so through the software. To quote a client, “Now that I have 3-D Cone Beam, I am faster, less invasive, and my patients are healing quicker because I know exactly where I am going.” I believe that could be said for any and all procedures a clinician could perform with 3-D technology, including specialties such as orthodontics, oral surgery, periodontics, and endodontics.

Time and time again, I have seen these four technologies transform and re-energize dental offices and help to keep doctors on the cutting edge of their profession. Making these technologies part of your practice will increase case acceptance and give you the confidence to expand your treatment procedures. You will save time, increase your quality of dentistry, and find that your patients are referring their friends and family to you. Your return on investment will be great!

You’ve seen them—QR Codes. Grids of seemingly random dots and squares. These
are not just random patterns, however, but coded information waiting to be scanned.

There has been a significant increase in the use of advertising campaigns and other communications that use QR Codes. Several trends have fueled this. There are more smartphones in people’s hands. The use of QR Codes is free of any license, decreasing the cost of creating QR Code-based campaigns, and most importantly, QR Codes are a part of a larger trend toward merging real-life and digital experiences. The real and the digital are coming together, and QR Codes is one way to facilitate this.

A recent Mobio Identity Systems study¹ quantified just how rapidly QR Code use has increased in the past year alone. It’s findings show an explosion of QR Code use. It found that:

• On a year-over-year basis, QR Code scanning has increased by 4,549 percent in the first quarter of 2011.
• People who added QR Code scanning capabilities to their mobile devices during Quarter one 2011 has increased almost ten-fold versus new users added in Quarter one 2010.

With this rapid growth comes an opportunity for dental practices to use these codes to give patients immediate access to relevant digital content. Dental practices can use this technology to build better relationships with existing patients, gain new patients, and ultimately grow their practices. In addition, encouraging digital interactions with your patients will help build and grow a network of patients that can be leveraged in the future.

The Basics
QR stands for Quick Response. A QR Code is a two-dimensional bar code. The technology was developed in 1994 by Denso Wave Corporation. It is similar to the conventional bar codes found on products in a typical grocery store, except that a QR Code is specially made for smartphones, tablets, and other mobile devices. QR Codes have built in error checking so if the code gets dirty or slightly damaged the code can still be read by a scanner. A QR Code can contain several types of data including: URLs, text-messages, phone numbers, and other text-based information.

QR Codes can also contain much more information than a conventional bar code, giving it a great deal of flexibility.

QR Code Data Capacity²
Numeric only Max. 7,089 characters
Alphanumeric Max. 4,296 characters
Binary (8 bits) Max. 2,953 bytes

When a patient sees a QR Code, they can use the camera on their smartphone to scan it. The smartphone users will need to have an application on their phones to allow them to do this, but all the major smartphones either have these apps pre-installed or offer them for download. Once scanned, the user can be taken to a Web site to schedule an appointment; submit a review of your practice to a social media site; or be presented with any content you are interested in providing.

How to Make a QR Code
It’s easy to generate a QR Code. Several free Web sites will create a QR Code for you. In addition, creating a QR Code is free. This makes it very inexpensive for a dental practice to utilize this technology as there are no ongoing fees associated with their use.

Here are a couple popular Web sites for making your own QR Codes.

http://qrcode.kaywa.com/
http://delivr.com/qr-code-generator

These Web sites allow you to enter the information you would like to have embedded in your code and then, with the click of a button, generate a QR Code for you. Once made, you can print your own special code on any surface. The surface could be your waiting room wall, a brochure, a print advertisement, or a hangtag on the toothbrush you give to your patients when they check out.

In addition to the more traditional marketing tactics, there is no shortage of creative uses for QR Codes. You can make QR Code T-shirts or use QR Codes in TV spots. In fact, shows like Late Night with Jimmy Fallon are using QR Codes to further engage their audiences. There is even a tattoo parlor in Phoenix that offers QR Code tattoos.³

After making the effort to send patients to a digital experience, you’ll want to do whatever you can to make sure it is a positive one.

Core Users
The Mobio Identity Systems study also found that women are the top QR Code scanners, with 68% of scans done by females.

Of all people using QR Codes, the top age segments are:

• 26% of QR Code scanning is done by users aged 35-44.
• 23% of QR Code scanning is done by users aged 45-54.
• 22% of QR Code scanning is done by users aged 25-34.

These demographics support marketing tactics targeting these key dental care decision makers with whitening and other cosmetic procedures.

Marketing Ideas
There are several ways a dental practice could integrate QR Codes into its marketing efforts. Here are just a few examples.

Growing Social Media

• As patients leave the office, ask them to leave a testimonial on your Yelp or Facebook page. To further encourage this, you could place a sign on your counter with a QR Code that links directly to these pages.
• Another way to encourage social media participation is to encourage users to check in at your office location. You could do this by creating a sign containing a QR Code that links users to Facebook Places or Foursquare.

Direct Mail and Print Advertising

• Including QR Codes in direct mail and print advertising is a great way to encourage users to visit your Web site. For example, you could include a QR Code in a mailer that links directly to your online scheduling system. This would provide patients an easy way to quickly book an appointment right at the moment they are thinking about it. In addition, QR Codes are still unique enough that they visually stand out in an ad, grabbing your audience’s attention.

Patient Waiting Area

• Add QR Codes to brochures or posters in your waiting areas. These QR Codes could link patients to educational information or videos posted on your web site. Once there, the user could be presented with the benefits of key services you are promoting, and because they can be created relatively inexpensively, the QR Codes could change regularly as you change the services you promote.

Postoperative Information

• Provide patients with postoperative information cards that contain a QR Code. This code could link to postoperative instructions or other educational information.

For each of these tactics, it is important to make sure that the Web site you send your patients to is mobile-friendly. After making the effort to send patients to a digital experience, you’ll want to do whatever you can to make sure it is a positive one.

These are just a few of the possible uses for QR Codes in dental practices. Experimenting with a couple of these is a great way to further engage your patients in the digital world.

The Future
QR Codes themselves may not be around forever. Other technologies such as NFC (Near Field Communication) are on the horizon that will combine quick access to digital content with e-commerce. In March, Google Places removed QR Codes from users’ Places accounts, signaling an end to their support of these codes. But this doesn’t mean the time isn’t right for QR Codes. It will be several years before acceptance and penetration of NFC catches up to QR Codes, making now a great time to pursue QR Code-based tactics.

Regardless of the technology, the real world and the digital will continue to merge, becoming more interconnected and more dependent upon one another.

Patrick Kelly is a Partner at Method Engine, a full-service digital agency based in Chicago Patrick is also available for speaking engagements. He can be reached at www.methodengine.com

Footnotes:
¹http://www.mobioid.com/reports/naked-facts-whiplash/
²http://www.denso-wave.com/qrcode/qrfeature-e.html
³http://ktar.com/category/local-news-articles/20110328/Now-available:-Scannable-bar-codes-on-your-skin

By David Eshom, DDS

Practicing dentistry in today’s economic climate is as challenging as it has ever been in the 25 years I have practiced. The stress of presenting needed and elective treatment to fewer patients can sometimes seem overwhelming. To survive and thrive in these challenging economic times a dentist must do like businesses outside dentistry and diversify. Diversify means to provide more products that answer our patients’ needs under one roof so they can say yes to health and beauty in your office.

Laser dentistry is a great way to please and impress your patients when it comes to treatment acceptance, operative dentistry, hygiene, and cosmetic dentistry.

Over the last 8 years I have invested in dental lasers, and that has increased the diversity of my dental product offerings and helped me weather the economic downturn. I have lasers in my hygiene rooms and in my operatory, and I am thankful for the extra production, comfort and results they provide. Dental lasers are the ultimate in minimally invasive treatment and impress each patient that they touch.

Let’s go over the multiple applications of lasers in every dental office starting with the new patient exam. Take the time to tell the patient they are in a special dental office. Show them the lasers or pictures of the lasers you have to use for their benefit (stressing the patients’ benefits) when they walk in to your practice or exam operatory. This is easily done by the team while taking a health history or X-rays. Patients have been exposed and impressed by laser eye surgery for years, and now they can be impressed by your office’s up-to-date and comfort- centered laser equipment. Less than 10% of dentists practice laser dentistry and you should differentiate yourself as someone special. This all helps build trust and patient acceptance during your new patient exam.

Before procedure

Treatment-day

One week later-temps

One week after seat

When your exam is done and you explain treatment options, lasers will help your patient decide in favor of treatment because you can do regular dentistry more comfortably and in a minimally invasive manner. Starting with operative dentistry, you can tell your patients’ that their cavities can be worked on without a local anesthetic. Patients hate the needle and the whining dental handpiece. The Biolase Waterlase MD Turbo all-tissue laser allows me to do over 50% of my operative dentistry without the need for a shot. Patients love having a filling done without a sting and a poke, the sound of a drill, and a numb lip. More treatment acceptance and referrals will result of being able to say there is often no need for a shot or drill during treatment.

Not all laser dentistry needs to be done by you. Your hygienist can provide laser comfort, treatment acceptance, and additional production as well. Often the hygiene department becomes a place where people get “just a cleaning.” Diode lasers give the hygienist an exclusive tool to make your office stand out in the patient’s mind. Your hygiene department can provide dental health care and optional laser disinfections on top of routine prophylaxis. Medical professionals and general public now accept that the same bacteria that causes plaque in mouths causes plaque in arteries. Diode laser dental therapy kills nearly 100% of bacteria in periodontal pockets. That is better for your patient’s gums and heart. On top of conventional root planning, laser de-epithelialization and decontamination give your hygienist a tool to get better healing without subgingival drugs and the security of a extremely successful bacterial kill. When properly explained and understood, patients will pay out-of-pocket for this more effective method of fighting gum disease. Suddenly your hygienist is excited and your production increases because this new product “diversification.”

Cosmetic dentistry was a “diversification” for dentistry 15 years ago. Dental lasers help you be a more diversified cosmetic dentist. Often, over 50% of my cosmetic cases can be enhanced by laser gum contouring and even osseous contouring. Gingivectomy and closed-flap cosmetic crown lengthening take your smile makeover and veneers from good to great. This laser (Waterlase MD Turbo) method can be done the same day as your prep and temporaries. The gums heal while your patient feels nothing during or after the procedure. Laser gum recontouring keeps the patient and revenues in your office. The cosmetic result is better because the gum contours are correct, which makes your veneers symmetrical. This procedure could not be done in 2 appointments because doing it surgically would necessitate waiting at least 6 weeks for healing. Cosmetic dentistry and lasers are a match made in heaven for your practice.

Practicing in a challenging economic climate requires the doctor to be creative and use business principles outside dentistry to survive and thrive. Laser dentistry is a great way to please and impress your patients when it comes to treatment acceptance, operative dentistry, hygiene, and cosmetic dentistry. Lasers provide a way to diversify your practice and keep your patients in-house, which enhances your bottom line and keeps your practice healthy as well.

Visit Dr. David Eshom’s Web Site at www.eshomdds.com
Check out this article on www.Sidekickmag.com.

In March 2010, Apple sparked a computing revolution with the introduction of the iPad, a mobile computing platform unlike anything previously known. With more than 14 million units sold in 2010 alone, the iPad has gone on to be a resounding success for Apple. And, for Apple’s competitors, it has opened up a new market that until now didn’t even exist. As 2011 has unfolded, Motorola came to the market with the Motorola Xoom, the first Android-powered device to implement Honeycomb, a new version of Android specifically designed for tablet devices. Not long after Motorola brought the Xoom to the marketplace, Apple unveiled the iPad 2, an updated version of their original iPad. So with more choices available in the market, how does one go about deciding on a tablet? Let’s compare and contrast these two devices across several of the key feature areas.

There are a lot of factors that come into play when choosing one of these devices.

Hardware
Let’s start by taking a look under the hood. The iPad 2 and the Xoom both run on 1 GHz dual core processors. The Xoom’s screen is slightly larger and higher resolution than the iPad. Despite the higher resolution screen of the Xoom, the iPad screen produces a clearer, brighter image. The iPad is thinner, lighter, and sleeker, showcasing Apple’s design flare. The Xoom has an odd placement for the on/off button on the back of the device that leaves the user hunting. Both devices have front and rear cameras for photo and video, but the Xoom is the clear winner with twice the resolution in the front facing camera and an even wider gap on the rear facing. Both devices include the ability to connect to a projector or widescreen TV to output to a screen for presentations or multimedia viewing.

Operating System
The hardware may provide the horsepower, but it’s the software that truly provides the experience. The Apple iPad runs Apple’s iOS operating system, the same software that runs its iPhone and iPod Touch. In the mobile space, iOS is a mature OS, packed full of all the features that have made the iPhone, iPod, and iPad platforms so popular. It feels like a polished experience that includes subtle but important tactile feedback that draws the user in. Apple has focused on making their software easy to use and consistent. The menus and navigation are straightforward and require little learning for new users.

The Motorola Xoom runs the latest version of Google’s Android OS called Honeycomb. Honeycomb is the first version of Android OS to be focused on the tablet form factor and the Xoom is its inaugural device. Android offers users more options for customization than iOS does, including widgets and screen layout options. It also has a more sophisticated model for device notifications than Apple’s interrupting pop ups. The trade off more options and customizations is a user experience that doesn’t flow as naturally and easily as it does on the iPad. It may appeal to the techies, but is somewhat confusing for those less inclined to tinker.

Device Ecosystem – Software, Hardware, and Development
The Motorola Xoom and the Apple iPad have strong differences when contrasting the platform approach as an ecosystem. The Xoom is hardware designed by Motorola that runs an operating system designed by Google. The operating system will support devices from other hardware manufacturers and presumably each will build their own variation on the integration of the hardware to the device software. By contrast, Apple builds its own hardware and OS and maintains strong control over the software as a whole. The Apple iOS runs across Apple’s set of mobile class devices; iPod Touch, iPhone and iPad. The variations in the hardware are minimized with a specific set of targets designed by the same company that’s creating the hardware. Given this consistency, app developers have potentially less variables to contend with in making their apps operate in a consistent manner across the platform. Android developers must consider widely varying hardware and software combinations and therefore have potentially more variability to contend with.

Apps!
What would mobile computing be without apps? Tools for business productivity, games to entertain, utilities to eliminate paper processes, and windows into our social networks – the possibilities are limited only by developers creativity. When the original iPad launched back in 2010, the App Store had over 1,000 iPad specific apps at launch. The iPad 2 today boasts of access to more than 65,000 different iPad specific apps. Not every app in Apple’s store is as innovative as the next, but given the sheer number of apps, there’s plenty of variety to choose from and a lot of compelling apps to download. By contrast, when the Motorola Xoom launched earlier this year, there were less than 20 apps in the Android marketplace that were designed for the Honeycomb tablet platform. That number is increasing as the market grows, but as it currently stands, it’s negligible compared to the mature and ever growing Apple App Store. One of the key elements to Apple’s success with the App Store is the strong development community they have nurtured. Part of the App Store’s appeal for developers is its record of success in terms of sales revenue. Many commercial apps have not found the same success in the more loosely-controlled Android marketplaces. In turn, Apple’s App Store tends to have higher quality commercial apps. In order to compete with the iPad, Google will need to build a thriving development community that targets the Honeycomb version of Android for tablets.

Adoption
The market for this new class of mobile devices is young, but growing. The current leader of the pack is clearly the Apple iPad and presumably that will continue with the iPad 2 at least in the short term. Apple released the iPad in April of 2010 and sold over 3 million units in the first two months. Following the early adoption trend, sales remained strong throughout 2010 with nearly 15 million units sold by years end. Most recently, Apple sold 4.7 million iPads during its quarter ending March 26, 2011. Those sales include all of the iPad 2 devices that they were able to make. According to Apple, many of the fortune 500 companies are currently testing or deploying iPads inside their businesses.

As for the Xoom, Motorola recently published sales figures indicating that it sold 250,000 Xoom tablets in the first quarter of 2011.  This indicates a much weaker early adoption rate when compared to the strong launch of the iPad.  Also more recently, sales of the iPad 2 over the same period were significantly higher.  Some analysts have indicated that the initial launch of the Android Honeycomb OS on the Xoom was plagued with glitches that slowed consumer adoption and caused several other hardware manufactures to delay product releases that implement Honeycomb.  Google and Motorola have some kinks to iron out before they will be able to compete with Apple’s iPad and iPad 2 adoption rates.

Value
The Apple iPad 2 is available in several different configurations. One of the largest differences between the two platforms is the availability of apps. Apple’s App Store is full of apps to keep you entertained, connected, and productive. The Honeycomb apps available in the Android Marketplace pale in comparison to the wide range of options available for the iPad. Each of the platforms will continue to mature and more apps will become available on both, but as it stands right now, there’s tremendous value in gaining access to Apple’s App Store.

So which one?
If only there was a simple answer. There are a lot of factors that come into play when choosing one of these devices. The Android device is appealing to the types of users that like to tinker with their devices and customize the settings to create their own unique experience. The iPad, on the other hand, offers a simpler more straightforward design approach to the device and the user interface that’s easy for a wide range of users. The iPad is just as compelling for toddlers playing learning games as it is for seniors plugging in to the social networks–and everyone in between.

There’s no place like home! And, there’s nothing better than being 50 feet from your place of business. Gearhart Dentistry and the Doctor’s residence, located in Gearhart, Oregon, are only footsteps apart and ideally configured to offer an enviable lifestyle—possibly with one of the shortest commutes on record!

Construction began in January 2010 in the new location (the office opened in September of the same year). The new building’s 1,750-square-foot downstairs space houses the reception area and 4 operatories. Its 400-square-foot second level is used for the Doctor’s personal office and storage.

“We feel the office’s environment accurately reflects the quality of care we provide to our patients,” points out Dr. White. “I believe the new office is more relaxing and less stressful for my staff as well…it allows them to work as a strong team and enjoy a greater level of communication and productivity. We have had a measurable increase in new patients in just the last 3 months and there have also been a lot of walk-ins, roughly one to two per week, wanting to check out the new place and inquire about becoming patients.”

“My business being so close to my home is such a wonderful thing,” remarks Dr. White. “There are many matters that need to be handled after patient treatment hours, which means time away from loved ones. I can literally run over to the office and work—guilt-free.”

Through the successful completion of her new office, Dr. White will better realize her business goals and be able to fulfill her personal philosophy of patient care. With new technologies and a perfectly configured space, the Doctor can confidently look forward to supporting an increase in her burgeoning client base and comfortably meet the demands of her personal life as well.

Front row: left to right–Kristeena Robinson, Digital Technology Specialist; Dr. Stephanie White; Jaime Phifer, Field Sales Consultant. Back row: left to right–Chris Whisman, Certified Installation Technician; Mike Corcoran, Equipment Sales Specialist; Lee Lehman, Regional Manager; Jason Paz, Equipment Service Technician; Dan Sands, Equipment Service Technician

Gearhart Dentistry 2011 Making the Dream Work

>Dr. Stephanie White definitely achieved the best of all possible worlds when she opened her new practice in Gearhart, Oregon. With an enviable proximity of the business office to the Doctor’s family residence, everyday concerns over traffic and delayed schedules were overcome from day one. “As a mother, small business owner, and dentist, this relocation provided numerous benefits on many levels, including highway frontage that increases the practice’s visibility,” points out Dr. White.

The new office’s superior ergonomics and enhanced functionality continue to make each workday less stressful and more productive. Industry-leading technologies play a huge part in the office’s ongoing success. “The most beneficial technologies affecting our business are the DEXIS platinum sensor and the Dentrix practice-management software,” notes Dr. White. “We made the switch from conventional film to digital radiography more than four years ago.

It was a very smart move financially. We are able to provide high-quality diagnostic images with less radiation to our patients. With chair-side monitors in each operatory, we are able to enlarge radiographic images and clearly illustrate problem areas to patients—which has a huge impact on case acceptance. We save money on the amount of time it takes to take films (and see a finished product), not to mention the days of painstaking maintenance of processing equipment and chemicals that are a thing of the past. Our Dentrix software allows us to manage operating systems in our practice more efficiently. With the numerous reports that can be run, we are better able to track our patients’ data as well as the practice’s financial status and needs.”

“The space and the new equipment and technology makes them proud to be a part of our Gearhart Dentistry team and provide dental care in such a beautiful office.”

Gearhart Dentistry is also busy increasing its visibility through the Internet. “We are currently working on getting our Web site established,” notes the Doctor. “One of the features on our new Web site is Henry Schein’s Guru. This educational resource integrates with our Dentrix practice-management system and connects with patients in our office, at home, or online, offering multimedia presentations on treatment recommendations by using the patient’s own X-rays and intraoral images. It’s a great communication tool and helps build trust with the patient.”

“Our productivity has increased by 25% and we have seen a 75% increase in our patient base since opening the new facility.”

Working toward greater team harmony is always a prime consideration for the dental practice. Positive morale of the staff directly impacts productivity and influences patient satisfaction, helping to build a bright future for the business. “Our staff loves the new office,” says Dr. White. “The space and the new equipment and technology makes them proud to be a part of our Gearhart Dentistry team and provide dental care in such a beautiful office. They are also excited to implement the latest technologies as they become available.

Front row: left to right–Nicole Clauder, fill-in Hygienist; Cathy Jo Kirkpatrick, full-time Hygienist; Dr. Stephanie White; Megan Kristovich, Sterilization Tech; Back row: left to right– Jamie Stratton,
front-office and financial coordinator; Heidi Ross, front-office coordinator and financial coordinator; Kathy Sue Maltman, Doctor’s Assistant

As a small business owner, Dr. White continuously works to keep her practice goals on track. “We provide dental services in a location that we own, which keeps overhead to a minimum and translates into increased profitability and lower costs to the patient,” adds the Doctor. “Our productivity has increased by 25% and we have seen a 75% increase in our patient base since opening the new facility.”

With the support of its dedicated team and new technology solutions, Gearhart Dentistry is perfectly positioned to pursue continued success in fulfilling its philosophy of patient care while staying competitive in today’s marketplace.

Featured Equipment:
Dentrix Practice Management Software
DEXIS Platinum Digital Sensors
Digital Doc Icon Intraoral Camera
Crown Seating Operatory Stools
Guru Patient Education System
Midmark Assistant Stools
Pelton & Crane 3000 Chairs and Delivery System
Pelton & Crane Helios Light
Pelton & Crane Cabinetry

Left to right: Ron Kettles, Equipment Sales Specialist;
Dr. Tina Nichols; Dr. Samaria Mascagni; Scott Fritz, Field Sales Consultant; Kevin Halter, Equipment Service Technician

A location was chosen about one-half mile away from the existing office. It would better provide the opportunity for continuous growth and enhanced services to more fully meet the Doctors’ vision of the ideal dental practice.

The process began by contacting Henry Schein Dental. A rough draft of the new floor plan was created and then a tour of the Pelton & Crane factory and showroom was set up to view the many upgrades that were available in operatory equipment.

The design impact of the new building harmonized perfectly with its natural setting. The interior design specifically creates a separation of patient care, staff, and clinical areas to streamline activities and aid in accelerating productivity. The airy and colorful entry space infuses energy and vitality to the reception and waiting areas. Every operatory has a window that looks out on the surrounding forest and lush landscaping. Inside the operatories, the patient has multiple options to enjoy the pleasures of electronic entertainment.

Arkansas Family Dental encompasses the best of all possible worlds in its design and functionality—and the office has great street appeal. Doctors Nichols and Mascagni can now comfortably accommodate their busy practice schedule and look forward to a successful future treating their patients with the latest in industry-leading technologies.

Arkansas Family Dental 2011 Technology Makes the Difference

In today’s dental industry, it is well known that a techno-revolution has taken hold. Doctors can now offer a greater variety of treatment options
through the use of evolved, innovative equipment solutions that expand their ability to create new revenue streams and
stay competitive in the marketplace.

“We have complete control of the final restoration. Patients are very impressed and happy with the results and the convenience that the process offers. There are so many positive aspects to working with the E4D—it’s a real practice-builder.”

Since its completion, Arkansas Family Dental has provided its patients with high-quality care and the benefits of superior technology that create the optimal treatment experience The amazingly transformed workplace houses 11 operatories in a 6000-sq.-ft. area, allowing Doctors Nichols and Mascagni to confidently meet the demands of their busy workdays. To better serve their patient base, they have invested in one of today’s most dynamic technologies, the E4D Dentist.

The E4D Dentist CAD/CAM chairside system has been designed and manufactured in the United States and also offers supportive training for its owners. Distributed exclusively by Henry Schein Dental, the E4D makes it possible for the dentist to create metal-free crowns, inlays, onlays, and veneers on-site. Beautiful restorations can be completed in the same day. “The E4D has shown to have the greatest ROI and has continuously increased my revenue stream,” notes Dr. Nichols. “We have complete control of the final restoration. Patients are very impressed and happy with the results and the convenience that the process offers. There are so many positive aspects to working with the E4D—
it’s a real practice-builder.”

Arkansas Dental started out in a strip mall environment with limited square footage and only five operatories. Today, they enjoy a seamless clinical area with multiple operatories, a sterilization center, an on-premises lab space, an impressive array of technological upgrades, and sufficient space to plan for growth. “Everyone comments on how amazing the new office is…and how nice it is to be a patient at our facility,” comments Dr. Mascagni. “Arkansas Family Dental is such a pleasant space to come to work every day!”

Featured Equipment:
Biolase ezlase
Dentrix Practice Management Software
E4D Dentist
KaVo Quattrocare
Pelton & Crane Delta Q
Pelton & Crane Light Fantastic
Pelton & Crane 3000 Chair
Pelton & Crane Cabinetry
Pelton & Crane Delivery System
Pelton & Crane Sterilization Center
SciCan Statim 2000
Sirona XG3 Digital Panoramic X-ray

Gendex — your total imaging solutions provider

Filippo Impieri: “The Gendex tradition in imaging began with intraoral X-ray. The company’s technology solutions adhere to high standards of reliability and quality, but also are simple and very intuitive in their use. During the last few decades, Gendex grew strong with the GX-770™, one of the most popular intraoral X-rays ever built. We then added the expert^® DC, which offers dentists a simple and fast workflow, user-friendly interface, and unique solutions like the quickset control on side of tubehead for rapid selection of the patient size and exposure setting. Besides the convenience and speed, the expert DC also offers extremely clear, sharp X-ray images. A strong complement to this dynamic unit is our GXS-700™ sensors. These ergonomically designed sensors come in two sizes that are comfortable for the patient and easy to position. They produce clearly detailed images and feature direct USB “plug-and- play” connectivity. Gendex has developed a strong commitment to the intraoral dental X-ray business. As we look at the years ahead, we will continue to engage our significantly large customer base and understand how to address their future needs. The voice of our customers is the key source to trigger future innovation.”

Mike Bosha: “One of the most appreciated innovations of Gendex is the panoramic X-ray machine that fits into any dental office footprint at an affordable price point. The Orthoralix^® 8500 DDE product line offers dentists the opportunity to own a digital pan with features necessary for diagnosing both adults and children. We are eager to welcome new panoramic products in the second half of the year, developed with additional features that our customers have requested. Our new panoramic system takes not only a full panoramic image, but can also focus on specific areas of the mouth, with less radiation exposure for the patient, and faster exposure times. Improvements to patient positioning in this unit, usually a tricky aspect of a panoramic machine, make positioning basically “foolproof.” For those who like the workflow of film but also want digital capabilities, our PSP product line is also expanding. The new system is flexible, fast, easy-to use, and familiar to dentists. Our PSP product line covers a wide variety of needs, from standard intraoral sizes to of a full complement of extraoral panoramics and cephalometric images.”

John Steck: “Gendex has a long history of providing panoramic devices. Seizing the opportunity to partner with i-CAT, the company was able to take advantage of the i-CAT-developed 3D technology that is very popular with dentists. Since Gendex historically has been very well known and trusted by general practitioners, the GXCB-500™ 3D system was developed with these particular dentists in mind—for implants, extractions, third-molar extractions, impacted teeth, restorations, endo—all things that would provide better clinical results and expansion of procedures to GPs, as well as oral surgeons and periodontists. This 2-in-1 unit is extremely flexible, with capability for both panoramics and 3D, and it is adjustable to capture from the bottom of chin to base of sinus cavity, and extending to the TMJ. Later in 2011, we are anticipating a new high-quality pan/ceph/3-D combination system with many projections and the ability to capture 3D from a single tooth to the full arch or the TMJ. The system will deliver what GPs need: repeatability in the capture and quality of panoramic images and scans, flexibility to capture the images necessary for the procedures they perform, and the ability to upgrade to ceph and/or 3D as the practice grows.”

“In planning our new location and building, our goal was to make sure we achieved a comfortable atmosphere for staff and patients,” comments Dr. Andrew J. Hoekwater. “Through the combination of homework and preparation by our staff and the experience of the specialists from Henry Schein Dental, we were able to realize that goal.”
Henry Schein Dental Equipment Sales Specialist Bill Smith determined the number of operatories and square footage required for Hoekwater Dentistry’s new space. With three doctors, five hygienists, and five assistants, it was calculated that the doctors would need from 9 to 10 operatories and from 4,000 to 5,000-sq. feet to accommodate their needs.

“We have a history with Henry Schein; a long-standing relationship and trust that was built over time,” notes
Dr. James C. Hoekwater. [The] consistent quality of [their] service could be depended upon and the communication level regarding details large and small helped to make the project manageable and even enjoyable.”

Technology with the future in mind–Staying abreast of today’s “smart” technologies helps the modern dental facility to streamline their daily activities and offer patients a wide range of treatment options, many of which can be completed in just one visit. For Hoekwater Dentistry, the decision to create a paperless office made a measurable difference in their efficiency. Incorporating intraoral cameras has given them the ability to show the patient what is going on inside their mouth, better facilitating an understanding and acceptance of proposed treatments.

A dependable partnership–“Because of our continuous relationship with Henry Schein Dental, we will be able to provide professional excellence and state-of-the-art technology in a comfortable environment. Our professional goal of having all 3 dentists at the facility full time will be realized in June 2011,” adds Dr. James P. Hoekwater. “With our growth in new patients at 20% since opening—the future looks good!”

“In planning our new location and building, our goal was to make sure we achieved a comfortable atmosphere for staff and patients.”

Left to right: Dan Madsen, Equipment Service Technician; Kathy Christensen, Field Sales Consultant; Dr. James P. Hoekwater, Dr. James C. Hoekwater, Dr. Andrew J. Hoekwater, Bill Smith, Equipment Sales Specialist; Rob Hulick, Regional Manager.

Featured Equipment:

Air Techniques ScanX

Dentrix

KaVo Quattrocare

Midmark Track Light Monitor

Pelton & Crane Ergo Soothe Massage Chairs

Dr. James C. Hoekwater
Dr. James P. Hoekwater
Dr. Andrew Hoekwater
Hoekwater Family Dentistry

It’s a “family affair” at Hoekwater Family Dentistry! Dr. James C. Hoekwater and sons, James and Andrew are all attending to the business at hand at their well-designed new dental facility in Wyoming, Michigan.

Equipment chosen reflected the projected demands of the office. Function, ergonomics, and integration were first and foremost with the Doctors. Reliability and low maintenance were also important factors. Also prominent in the considerations for the office was its ability to stand up to the regulatory requests of the U.S. Green Building Council’s Leadership in Energy and Design (LEED). LEED is the nationally-recognized standard for green buildings.
“It was exciting and challenging to meet the requirements presented to secure certification,” adds Dr. James C. Hoekwater. “The final outcome worked and feels pretty good.”

If you love relaxed and comfortable with a touch of Craftsman-style ambience, you’ll be right at home at Hoekwater Family Dentistry. Warm and welcoming, the waiting area offers wide-screen TV viewing in front of the beautiful, ceiling-to-floor stone-faced fireplace; the XBOX 360® for amusement; and your choice of beverages while awaiting treatment. Wide hallways, high ceilings, and large operatories and staff areas make the office’s traffic flow more easily.

The Doctors agree that the new environment makes coming to work fun and easy. The staff agrees it is exciting to be part of a new and growing health care environment without the old space constraints. The patients love the office—from the operatories with massaging chairs to the easy parking accommodations—it’s a hit over and over again!

“Find people you can trust to work with—and take your time planning,” advises Dr. James C. Hoekwater. “Because of our continuous
relationship with Henry Schein Dental, we will be able to provide professional excellence and state-of-the-art technology in a comfortableenvironment for our patients now and in the future.”

The Dental Institute is located on the Midwestern University Campus in Glendale, Arizona. With 242 chairs and 99,000-sq. ft. of space, the facility is a monumental resource dedicated to the betterment of oral health care for a wide variety of patients
in the area. A feasibility study was begun in 2005 by the administrative team at MWU and, after studying the metrics, determined that there was significant need for a new dental school in the state of Arizona. Construction of the Dental Institute began in November 2009; was completed in
February 2010; and opened for operations in July 2010.

The focus of the Dental Institute is educationally based to train men and women entering the profession to provide comprehensive care. All faculty members are clinicians with from 12 to 40 years of clinical experience and will educate the Institute’s students with an emphasis on patient-centered delivery of quality dental care. The facility has 50 faculty members, 64 staff members, and a total of 111 student dentists, which is anticipated to double by June 2011.

The three-story building is based on a private-practice model, and is configured into 10 “suites” with 20 chairs in each suite for 200 operatories for general patient care; 12 operatories devoted to pediatric dentistry; an imaging center for X-rays;
2 surgical suites for dental implants and surgical extraction of teeth; 2 special needs operatories—one with a wheelchair lift; and 25 additional operatories dedicated to specialty care. All newly accepted patients are assigned to a suite and report to that suite for their care. Any financial dealings and future appointments are made in their assigned suites, which prevents bottlenecking at the reception desk in the waiting area.With patient care provided comprehensively by clinicians assigned to each suite, patients receive total care without the need to move to different areas for treatment. Just as in a private practice, complicated treatments are referred to the special facility housed on the lower floor of the Institute so all care is in one location.

“Midwestern University’s new Dental Institute has an efficient and innovative design that effectively supports its vision of success in providing excellent patient care while sustaining a top-quality learning environment that will help many aspiring professionals reach their goals each year.”

Several members of the administrative team had worked with specialists from Henry Schein Dental in the past and knew
the level of their expertise in supporting projects with dynamics such as would be required for the Dental Institute. From inception to completion, Henry Schein Dental’s Special Markets team interfaced with our local Henry Schein Dental group to develop plans that would perfectly fit MWU’s complex and diversified needs. Managing all aspects of this facility’s requirements demanded a broad spectrum of skills
and technical knowledge that is only seen during a project of this girth. Henry Schein Dental’s team of professionals included: Special Markets Regional Manager/Community Health Liaison Andrea Hight; Special Markets Manager Randy Kofron; and Special Markets Equipment Director Chuck Jenkins. Business Development Manager Keith Gauzza worked with Director of Schools John Bellero to set up essential supply orders for the facility.

“This was the first dental school to be established by Midwestern University,” notes Randy Kofron. “We made several presentations to University leadership…and were given the opportunity to review and comment on the design. We provided technical guidance, working closely with MWU’s leadership. Extensive research on technical issues was needed because of the project’s enormity. Our team worked in partnership with MWU to solve challenges that arose during the process—creating ways to develop more efficient and cost-saving approaches to equipment choices and construction demands.”

Since beginning its operations, the Dental Institute has provided over thirteen thousand appointments to patients, including periodontal care, fillings, root canals, implants, partials, and dentures. The impressive workflow and high level of efficiency during daily operations is a real asset to staff and patients. Without the restrictions of individual departments, patients are seen quickly. Materials and supplies needed for treatment are delivered to student doctors each day prior to the patient visit, preventing delays and reducing stress. Chair-side scheduling is a big plus—no waiting in line to make the next appointment.

“We are excited about being located in Glendale and appreciate the opportunity to provide quality dental care for the residents of the greater Phoenix area,” comments the Institute’s Assistant Dean Dr. James Pashayan. “This is a team effort to provide the best possible health care service to our patients. It is a pleasure to work with our faculty and staff and to see the educational growth and development of our students. As our next class enters, we will be able to increase the volume of patient visits. Our expectation is that we will shortly open an additional
120 chairs for treatment.”

Left to right: Front row–Dr. James Pashayan, Assistant Dean, Midwestern University College of Dental Medicine/Arizona;
Dr. Dennis Paulson, Vice President and CAO, Midwestern University; Dr.Kathleen Goeppinger, President and CEO, Midwestern University; Dr. Russell Gilpatrick, Dean, Midwestern University College of Dental Medicine/Arizona; Dr. Arthur Dobbelaere, Executive Vice President and COO, Midwestern University

Left to right: Second row: Randy Kofron, Southwest Regional Special Markets Manager; Kevin Upchurch, Regional Manager; Mary Kellar, Special Markets Manager; Andrea Hight, Special Markets Manager/Community Health Liaison
Left to right: Third row: Fernando Maldonado, Project Coordinator; Stephen Weyenberg, Regional Operations Manager; Steven Cardot, Project Coordinator Henry Schein Dental

“Midwestern University’s new Dental Institute has an efficient and innovative design that effectively supports its vision of success in providing excellent patient care while sustaining a top-quality learning environment that will help many aspiring professionals reach their goals each year,” notes Randy Kofron. “Henry Schein Dental is proud to have been an integral part
of this project. The facility is beautiful, functional, and technologically ahead of the curve. It is well equipped to serve its community, students, and faculty for many years to come.”

Featured Equipment:
Biolase Lasers
DEXIS Digital Sensors
DEXIS Intraoral Camera
E4D Dentist
Gendex 9200 Digital Panoramic
i-CAT 3D Cone Beam
Midmark Chairs, Units and Lights

By Walter Chitwood, DDS

There are certain pieces of equipment, like my cell phone, that make me wonder how I ever got through a day before I owned one.
I feel the same way about my Gendex medium-field-of-view CBCT. The convenience of having access to 3D and the information that it produces is priceless. Unquestionably, I would not go back to practicing implant dentistry without the GXCB-500™.

CBCT scans are a very valuable element of an uneventful implant experience. Prior to my investment in 3D, I had to compensate for the inherent distortion of 2D pans; we were never able to truly check trajectory, width, and bone density. Often, I would treatment plan to place a certain size implant. After verifying the case with 3D, larger or smaller diameter implants were actually indicated.

The 3D view dramatically increases acceptance of implant therapy. In the past, the first time that I would present treatment to patients, they would need time to try to understand the concept. Only 25–30 percent made a decision for treatment on the first visit. These days, we are experiencing about a 60 percent acceptance rate on the initial visit, and a
75 percent overall. Why? We are able to show patients their own case in exact 3-dimensional images with implants in place. Prior to 3D, we relied on photos of other completed cases (and their imagination) to describe their procedure and outcome. Now, we are able to show each patient their own case, non-distorted, and in three dimensions. The Anatomage Invivo5 software shows the exact implant location. This creates a clear understanding of the procedure and its benefits to the patient.

Appointment times are also shorter—about 50 minutes from the time the patient is seated until the proposed treatment presentation. Before 3D, it took at least an hour just to gather the information—including a panoramic X-ray, patient examination, study models, etc. We would then reappoint the patient for a report of findings and consultation. For my out-of-town patients, the second appointment was especially inconvenient. Not only do my patients appreciate the convenience of fewer and shorter appointments, my referral doctors are also pleased that we are able to start surgery by the next appointment.

The following case illustrates the benefit of CBCT. We were the third opinion on a possible implant case for a 19-year-old who lost all of his lower teeth and sustained multiple mandibular fractures due to trauma. He had also lost much of his alveolar bone. The first dentist suggested implants and a removable appliance. The second dentist told them that an implant-supported fixed appliance was possible. We were the first to take a CBCT scan, which the patient had never seen, that showed a horizontal void in the symphysis area that had gone undetected by 2D radiography.

The previous two doctors’ plans would have been impossible without initial grafting to create adequate available bone. It would have been a grave surprise for one of the previous dentists to have started surgery, laying the flap for what was supposedly a “routine operation,” only to discover that he had to abort the operation and discuss a bone graft with the patient. CBCT totally transformed the treatment approach and instantly improved the patient’s confidence in our abilities. Rarely a day goes by that we take less than two or three CBCT scans for implant cases. The GXCB-500 gives me invaluable information and communication with patients and colleagues—an integral part of my growing implant practice.

By Jason Lipscomb

As you probably know by now, social media is the hot new topic in dentistry. The opportunity to take control of your online destiny holds multiple possibilities for the practicing dentist. The most effective form of dental marketing, word of mouth, has taken on new life with the likes of Facebook, Twitter, YouTube, and Foursquare. So how do you implement this new technology in your office? Last quarter we explained social media in a general sense. Now we will start to break it down and get into specific practices for social media.

Let me recount a real life social media occurrence that happened this morning that tied in several types of social media platforms. Every morning I do a quick scan of my social media profiles on Facebook and Twitter. This morning several people used a service called Foursquare to “Check in” to their office. Checking in involves visiting the Foursquare Web site, finding an establishment from a list of those nearby (using GPS technology of the phone), clicking that establishment, and leaving a comment. In essence this check in is saying “I am here now” and “this is what I think about this place”

Their “checking in” then shows up on my Twitter feed and I can see who is doing what and where. You are probably asking, “ How does this help a dentist?” I now know who works down the street and that they are active in social media. The fact that they are active means they may be more responsive to social media contact. I then went over to the ad center on Facebook and constructed an ad for the company down the street.

I find out that 400 people who work there are on Facebook. I can now target advertising to 400 people at a reduced cost instead of using the “shotgun” approach of traditional advertising. The saturation level will be very high with these 400 people – and the price will be kept low due to the
small numbers.

As you can see, different types of social media can give you insights into your advertising. Foursquare tells me where people are and what they are doing. Twitter spreads this information out to people that wouldn’t ordinarily know this information. Facebook then allows me to reach out to these people in a nonconfrontational way and get them in the office. Pretty amazing. So lets talk about some real world implementation of social media. We will start with Facebook.

Facebook recently reached 500 million users. Users in every age range, class, color, and creed have joined Facebook. Over 50% of the entire US population has a Facebook page. Let’s look at this from a marketing standpoint. Does any one television channel, radio station, or newspaper reach 50% of the population for over an hour a day? This may have happened in the 50s, but not today. Traditional media is so fractioned that no one outlet can reach out to the majority of the population. Look at the information Facebook gathers about its users. They have birth dates, E-mail addresses, place of work, interests, known associates, education, and the list goes on. They can use this information to effectively target marketing.

Once you have a thriving Facebook page, stay active. Post something at least twice a week.

When starting Facebook as a dentist, the question of privacy comes up quite often. Many dentists want to protect their privacy but still gain visibility for their office. There have been several news stories about privacy breaches within Facebook. Most of those breaches were not breaches at all. The users did not change their privacy settings. They left all of their information out in the open for the taking. It is quite simple to change privacy settings and should be the first thing you do when you start working with Facebook. Privacy settings can be set where no one can find you and they cannot see what you post. They can be set to remove your name from the Facebook search. In essence, you are a Facebook ghost. Facebook only really requires an E-mail address and a birthdate to start a personal profile. You don’t even need a picture. The initial profile for a Facebook account must represent a real person and not a business. Fake names are not permitted. California has even outlawed falsified profiles.

Dentists should create their own Facebook profile even if they don’t plan on running a social media campaign. They will need to use this profile to claim ownership of all social media efforts. The dentist should have complete access to any profile and retain all passwords. Imagine if a staff member has all the passwords and controls a Facebook presence and then leaves on bad terms. Who controls the Facebook presence of the practice? You guessed it; the angry ex-staff member.

Dentists should also have personal profiles because building a Facebook presence usually starts with friends and family. It always helps to get the ball rolling with people that you know. Once a personal (initial) page is established for the person or persona, a business page can be created. The business page must be managed by personal profiles and will be admins of the page. A business page can have multiple admins. Many dentists have their staff run the page as admins. The page must be created from the dentist’s personal profile so they are the original admin and can never be removed. The business page will be the best representation of the practice on Facebook.

Many people ask, “What do I post on our practice business page?” The answer is “everything!” Start out by informing people about your practice. Share links to your Web site and your local search profiles. Google will provide you with a link to your profile from the search result. Links to blogs make great material for sharing. They add a little spice to your links because the topics are always changing, but it is your own material. Pictures also make for great business page fodder. Pictures naturally catch the eye and users can actually “tag” people in the picture. Users can also be tagged in videos as well. Videos are one of the most powerful things that you can post on Facebook. A video can really tell a story about your practice and can pack in a lot of information. Many dentists have had success answering frequently asked questions in video format, recording patient testimonials, and using videos to teach. The use of portable video recording devices has made recording videos easier than ever. The Flip camera can record videos quickly and upload them to the Internet in a flash. When it comes to subject matter, think about what you already know. Think about questions that people ask all week in the dental office. In fact, write them down as they happen. This will help you write content later on. Many of us get the same questions over and over, “Will bleaching work for me?”… “Are tooth-colored fillings better than silver?”…and the most recent topic…“Are we getting too much fluoride?” Use these hints to post good content. Write a blog post, record a video, or take a picture to illustrate then post it on Facebook. Save excess content for a rainy day. Twenty photos of your office should be released a couple at a time over a period of time. This will make it easy to always have something to post.

A Facebook page should never be a replacement for a Web site, but it does have some advantages over a website. A Web site visitor will come in; look around; and hopefully make an appointment. Most often they will visit and go without leaving a trace. When someone becomes a fan of a page on Facebook they have opened a line of communication. Any time a new post is added to the business page, people who like the page will be updated.

Building a fan base is the next big step when building a Facebook fan page. Start out by “advertising” your Facebook page at your office. Put up signs or posters about your page on Facebook. Add links to your Facebook page in your E-mails and on your Web site. Facebook has several great tools that you can add to your Facebook page at http://www.facebook.com/badges/. Chances are, over half of your patients are on Facebook, and so they should be happy to connect with you there.

Once you have 25 Likes on your Facebook page, claim your vanity URL. A vanity URL is the Web address of your Facebook page, i.e., www.facebook.com/dentistrichmond. The URL can be claimed at http://www.facebook.com/username. Try to claim a name that is rich in the terms that people use to search for a dentist in your area, i.e., “Boston dentist” or “Cleveland dentist.” The URL is the first thing Google sees so a well-designed URL may appear in search engine results. A custom URL will also be much easier to share on business cards and Web sites. It will also be easier to remember.

Try using Facebook ads. As we mentioned before, Facebook ads can be targeted to very specific audiences. A recent study showed that Facebook ads were the most effective way to gain more “Likes” for a page. Remember, a Like means an open line of communication with a patient or potential patient. You can also use Facebook ads to direct people to your Web site or reputation software. Facebook ads are paid, so be careful and set a reasonable budget before getting started.
Once you have a thriving Facebook page, stay active. Post something at least twice a week. An easy way to do this is to use an application named “Networked Blogs.” This Facebook add-on imports your blog automatically to your Facebook page. Your weekly blog can now go directly to your Facebook page. Another great application to use is Tweetdeck (http://www.tweetdeck.com). This program allows you to update multiple social media profiles from one interface. It is a great tool for those using Facebook and Twitter. Make your Facebook page give value to your fans. Give them good information even if it isn’t your own. Make them feel that it is to their advantage to join your page.

Many people don’t realize that the profile picture for the page is a big part of the first impression. The picture can actually be up to 180px X 540px. This is a large picture! Always use a smiling face in the profile picture. Potential patients will make more a connection with a person rather than a logo or a building. Many people create a composite picture that shows all three. Remember to always have a person in the picture, even if it is a group shot of the staff.

These are some of the basics of Facebook business pages. More in-depth instructions can be found in “Social Media for Dentists” at http://www.socialmediadentist.com/book.php.

People have many choices when it comes to dental health care. Why does someone choose one dentist over another? How can you help them choose your practice?

To understand this, let’s examine how we make choices in the first place. Our perceptions dictate our actions. This means that how a potential patient perceives your practice will dictate any actions they take in accordance with your practice. If they perceive you as a better alternative then the competition, they will choose you; if they don’t, they will choose someone else. It is therefore critical to convey the right information about your practice to create the correct perceptions. So how can we do this?

If they perceive you as a better alternative then the competition, they will choose you; if they don’t, they will choose someone else.

Let’s look at how the average patient perceives dental practices in the first place. Currently, to most patients, dentists are all perceived to be the same. It doesn’t matter if they choose one dentist over the next because they feel they will basically get the same results. From a clinical standpoint, it is very difficult for the average patient to tell the difference between you and the next dentist. They really do not know if the filling in their mouth is of the highest quality or something less. From an experiential standpoint however, every dentist is, and will be perceived differently. This is true because every practice has different personalities, priorities, values, and aesthetics. This is why most patients determine their loyalty to a practice based on the experience they have while in the practice.

This means that when conveying a message to potential patients, you should focus on the unique experience you provide in your practice, which should also reflect your strengths. Creating a message based on the experiences and strengths unique to your practice allows potential patients to more quickly relate to you; understand why your different; and decide if you are the right type of practice for them.

There are other important benefits to advertising the unique strengths of your practice. Great messaging acts as a filter to bring in the ideal patient for your practice. Great messaging means that you are most likely attracting those patients who want your unique experience and, as a practice, you are able to better meet the expectations of your patients because they are based on your strengths. Keep in mind that your marketing sets expectations and how well you meet those expectations will determine the level of happiness of your patients. Only happy patients will give referrals. You can see that the way you set expectations and tell your story with your initial marketing efforts will ultimately determine the effectiveness of your referral program.

Let’s summarize:

1. Define who you are. Understand your true strengths and build a messaging strategy around them.
2. Deliver an external message that reflects your core strengths and sets correct expectations.
3. Ensure that internally you are constantly striving to exceed the expectations you set with your external marketing efforts.

For more information, or to build an effective strategy for your practice, contact Dental Branding at 866-375-5511 or at www.dentalbranding.com.

Douglas Sligting is the president of Dental Branding. He and his company work with dentists throughout the country, delivering smart, strategic marketing solutions that help them attract ideal patients and reach their growth goals.

By Dr. Charles Blair

1.D1352 Preventive resin restoration in a moderate to high caries risk patient – permanent tooth

Conservative restoration of an active cavitated lesion in a pit or fissure that does not extend into dentin; includes placement of a sealant in any radiating non-carious fissures or pits.

After January 1, 2011, dental teams can report D1352 if the following criteria are met:

1. The patient has had a risk assessment performed and is classified as moderate to high caries risk;
2. Decay that does not extend into the dentin is removed from a permanent tooth;
3. A composite restoration is placed; and
4. A sealant is placed over any remaining non-carious fissures

or pits on the occlusal surface.

Also note:

• D1352 involves a conservative cavity prep by the dentist.
• The placement of a sealant is included in D1352 and should not be billed separately.
• It is not appropriate to report D1352 if there is no active decay in the enamel, if decay extends into the dentin, or if performed on a primary tooth.

Reporting and Reimbursement Considerations

Dental carriers are expected to carefully monitor the reporting of D1352 because of concern that this code has the potential for abuse similar to claims submitted for multiple one-surface posterior composites—especially for children with no history of caries. Some dental plans are expected to pay an alternate benefit of a sealant, while others are expected to establish a separate allowable fee that will be more than a sealant but less than a one-surface posterior composite restoration. Carriers will likely require a narrative citing the risk factors that qualify the patient as moderate to high caries risk if it is not obvious from the patient’s claims history. Keep this in mind whenever a patient’s dental plan changes.

Note the Difference

2. D3354 Pulpal regeneration – (completion of regenerative treatment in an immature permanent tooth with a necrotic pulp); does not include final restoration

Includes removal of intra-canal medication and procedures necessary to regenerate continued root development and necessary radiographs. This procedure includes placement of a seal at the coronal portion of the root canal system. Conventional root canal is not performed.

Pulpal regeneration is performed on a non-vital permanent tooth with incomplete root development, necrotic pulp, and open apex. The tooth is opened, the pulp space disinfected, intra-canal medication placed, and temporary cement is used to seal the canal. Once regeneration and healing are complete, placement of a coronal seal completes the procedure, and the tooth is ready for final restoration.

The goal of pulpal regeneration is to recreate vital pulp and generate continued root maturation and development in order to avoid root canal therapy. Since the procedure often requires multiple visits and applications of intra-canal medication for successful outcomes, the visits are coded as follows:

Reporting and Reimbursement Considerations

Carriers are expected to pay the final visit for pulpal regeneration (D3354) at a fee similar to that paid for the final visit for apexification (D3353). Initial diagnostic radiographs may be billed separately. However, working radiographs are included in the apexification and pulpal regeneration codes.

3. D5992 Adjust maxillofacial prosthetic appliance, by report

No procedure code has been available in previous editions of CDT to report post-delivery adjustments to a maxillofacial prosthesis, which may need adjustments for a variety of reasons and at differing intervals following initial placement. D5992 should not be reported for adjustments to removable
partial or full dentures. It should only be used to report adjustments to a maxillofacial appliance (such as an obturator).

4. D5993 Maintenance and cleaning of a maxillofacial prosthesis (extra or intraoral) other than required adjustments, by report Maintenance and cleaning of a maxillofacial prosthesis.

5. D6254 Interim pontic

Pontic used as an interim restoration for a duration of less than six months when a final impression is not made to allow adequate time for healing or completion of definitive treatment planning. This is not a temporary pontic for routine fixed partial denture restoration.

This code was requested to report an interim pontic when the clinical conditions and healing requirements of the patient necessitate a provisional pontic of less than six months. The CRC (Coding Revision Committee) originally denied this request, but the request was approved during the appeals process since the need to place an interim fixed partial denture is not an unusual circumstance and the six-month threshold in code D6253 appeared to be arbitrary.

Reporting and Reimbursement Considerations

D6254 should not be confused with D6253—a provisional pontic used for at least six months or more. D6254 should also not be reported for a routine temporary pontic that is placed during a routine fixed partial denture (bridge) procedure.

Note: D6254 is the companion code for new code, D6795 – interim retainer crown (used less than six months).
Some dental plans will pay for a non-routine provisional bridge
placed in the anterior region during implant integration. However, dental plans often specifically exclude temporary, interim, or provisional procedures. Others may deduct the amount paid for the provisional procedure from their reimbursement for the permanent restorative procedure.

6. D6795 Interim retainer crown

Retainer crown used as an interim restoration for a duration of less than six months when a final impression is not made to allow adequate time for healing or completion of definitive treatment planning. This is not a temporary retainer for routine fixed partial denture restoration.
D6795 is used to report an interim bridge retainer when the clinical conditions and healing requirements of the patient necessitate a temporary bridge for less than six months. This code should not be reported for a temporary bridge retainer that is placed during a routine fixed partial denture (bridge) procedure. In other words, if you have taken the impression for the permanent fixed partial denture, this code should not be used.

Reporting and Reimbursement Considerations

If the interim bridge is placed for a patient and healing or completion of other procedures is expected to require at least six months or more, report D6793 – provisional retainer crown. Note: D6795 is the companion code to D6254– interim pontic.

As previously mentioned with D6254, some dental plans will pay for a non-routine provisional bridge placed in the anterior region during implant integration. However, dental plans often specifically exclude temporary, interim, or provisional procedures. Others may deduct the amount paid for the provisional procedure from their reimbursement for the permanent restorative procedure.

7. D7251 Coronectomy – intentional partial tooth removal

Intentional partial tooth removal is performed when a neurovascular complication is likely if the entire impacted tooth is removed.

8. D7295 Harvest of bone for use in autogenous grafting procedure

Reported in addition to those autogenous graft replacement procedures that do not include harvesting of bone.

Existing bone graft codes D7953 and D7955 do not include
harvesting the bone. D7295 can be reported in addition to
D7953 when harvesting a patient’s own bone (autogenous) for a ridge preservation graft or when repairing a maxillofacial hard tissue defect (D7955). It may involve harvesting bone from the mandible or maxilla or from a distant site such as the iliac crest or other appropriate sites, where the surgeon makes an incision over the donor site, elevates a flap, harvests bone for grafting, and closes the wound. D7295 may not be reported with D7950 (osseous, osteoperiosteal, or cartilage graft of the mandible or maxilla – autogenous or non-autogenous, by report) or D7951 (sinus augmentation with bone or bone substitutes) because the descriptors for each of these codes specify that obtaining the bone is included in the procedure code.

Coding with Confidence: The “Go-To” Dental Insurance Guide (CDT-2011/2012 Edition) Henry Schein, Inc. Item Code (367-7233)

This is a unique reference guidebook that goes beyond the typical “list and describe” coding handbook. This book was developed using information compiled from thousands of interviews with doctors and staff just like you, and uses PREDICTIVE ERROR
CORRECTION™ technology to help predict common mistakes before you make them!

Now that we are well into the New Year—has anything changed? Have you kept your new year’s resolutions; eating better, drinking less, are those unwanted extra pounds gone from your frame? How about your dental practice; have you carried through on your ideas to improve your practice and the level of care you provide to your patients? Maybe you don’t plan on changes and are ok with complacency, but dentistry constantly changes and our patients constantly change, not only their dental health needs, but also their knowledge of the care they receive.

The Internet and social media are powerful tools for our patients to learn and educate themselves about dentistry and technology. We must be ready to change the way we provide care to our patients and we must constantly evolve as we practice. Now I know some of the principles of dentistry are set in stone and provide a great foundation year in and year out, but technology changes and constantly improves, which allows us to improve and provide better care for our patients. I believe change is good. Every January, I sit myself down and make a list of how I can improve my skills, improve my practice, and improve the dental care provided for my patients. Some of the typical ideas that come up year after year are great, but never instituted and some ideas are duds. Some of the duds include: changing our hours to accommodate our patients (this never works); buying supplies on the Internet (the deals never are as good as they sound); and service (there is none). However, some ideas are great ways to improve our practices, like attending innovative continuing education classes or looking at new equipment—you can only put so much duct tape on a dental chair! Then there is technology, I believe:

• New technology is what our patients expect
• New technology is what makes dentistry better
• New technology is what makes dentistry fun

Each year we look at new technology and how it has improved; if the price has dropped; or if it really works. One technology that continues to be in the forefront of dentistry is the clinical use of the laser in dentistry. The efficiency of lasers cutting hard tissue (Class 1–6) is now comparable to high-speed handpieces without the damaging side effects. The scope of procedures they can be used for covers the entire dental spectrum and prices are now in the realm of every dental office. So why do so many dentists continue to put off what I believe is the standard of care in dentistry? Being a dentist for 25 years, I believe I know some of the answers to this question, one of which is the fear of change, how we can overcome this fear of change and possible technological failure.

Advances in laser technology make this the best time to introduce this technology into your practice and make this your best year ever.

So let’s take a few minutes to look at what drives a dentist to technology, what dentists fear about technology, and how lasers can help improve the quality of care we provide for our patients. I believe every dentist can benefit greatly from laser technology and I will outline how they can accomplish this and improve their bottom line. Being a dentist and having trained thousands of dentists to use lasers, I can offer a unique perspective on how lasers can change your practice this year.

I believe most dentists (most people) are a little scared of change. The old adage, “if it isn’t broke, don’t fix it” still resonates in many offices. This leads to complacency, or a certain comfort level, but often a certain comfort level leads to the same frustrations over and over, e.g., the inability to achieve a great crown impression because of excess tissue or subgingival margins or the inability to properly fill and contour subgingival class V’s. How we treat periodontal disease and our endodontic predictability also can cause stress in the daily practice of dentistry and the ever-evolving challenge to provide the best esthetics in our cosmetic procedures can sometimes be difficult to achieve. We know there are ways to improve patient care and the most versatile way is by utilizing lasers. Laser technology levels the playing field, giving us the ability to perform numerous procedures to supplement the tools we use on a daily basis. Examples of beneficial laser procedures include:

• Tissue contouring and crown lengthening with minimal bleeding or tissue damage.
• Exposing subgingival margins to make crown & bridge impressions become more predictable.
• Cosmetic recontouring to provide extra special esthetic results.
• Adjunct periodontal procedures to provide a new level of treatment of periodontal disease in a less invasive, patient-friendly way.
• Laser endodontic disinfection techniques, which have been shown to greatly enhance the disinfection of the apical 1⁄3 of the canal.

More and more everyday procedures can be performed with a laser, but perhaps the greatest breakthrough in laser technology is hard-tissue cutting. Lasers have achieved the coveted “as fast as a high-speed handpiece” distinction. In most instances, lasers can cut enamel and dentin with the same efficiency as a high-speed, with minimal or no local anesthetic required.

Having taught thousands of doctors to use all tissue lasers (YSGG), I can say most are skeptical about cutting speed when we start their training, but convinced of their capabilities when we finish. The most common response after cutting their first prep on a patient is “it cuts a lot faster than I thought it would.” Having overcome this hurdle and seeing all the everyday applications lasers have in the dental office has brought lasers time and time again to the front of the list of most desired technology a dentist would like to add to
their practice.
With lasers becoming more affordable, what then is still holding some dentists back from incorporating laser dentistry into their practice? I believe it is a fear of change. All dentists have this fear—some just overcome it a lot easier. Lasers are safe, easy to use, the learning curve is not difficult at all and the benefits are so numerous that we can’t continue to overlook this technology. Add the fact that our patients love new technology and want to be part of it and you have a win-win situation. A technology that allows us to do more procedures (less referrals) more efficiently (multiple quadrant dentistry without anesthetic) and impress our patients (restorative procedures on young children without an injection) is amazing—and is available right now.

Now that we are well into the new year, and our promises to ourselves have largely gone away, I feel it’s time to time to get to work and think about the promises we have made to our patients—to continuously provide the highest level of dental care and, to ourselves—to continue to learn and be open minded about new technology, to educate ourselves and most of all remove the complacency that we sometimes fall into.
I believe dentists are some of the most compassionate people on this planet and constantly thrive to provide the best possible treatment for their patients, but sometimes we need a little push; we need a little change—laser dentistry can provide that change. Advances in laser technology make this the best time to introduce this technology into your practice and make this your best year ever. Just remember, sometimes a little change
is good.

Dr. Michael Koceja has trained thousands of dentists and hygienists on the incorporation of lasers into their practices. His everyday realistic approach cuts through the hype and concentrates on the numerous ways lasers can benefit dentists to provide a higher level of care for their patients. Dr Koceja can be reached at mkoceja@comcast.net or
760-500-6189 and gladly welcomes your questions and comments.

The field of orthodontics is continually evolving. When I went to dental school, no one wore magnifying loupes, and now, that is standard in most dental offices. Similarly, when I went to orthodontic school, no one had in-office 3-D. But, now that I have an i-CAT^® in both of my offices in North Texas, I wouldn’t dream of doing without it—it’s just that useful.

Since I implemented Cone Beam technology, I repeatedly have been asked if there is one case that “saved the day” that justified my investment. My response is that it just doesn’t work that way. Although there are cases that I was able to detect problems earlier, it is the day-in and day-out improvements in the practice that make the difference for me.

There are times when I utilize panoramics. However, when I choose my 3-D imaging option, I don’t guess about what is happening with the eruption of permanent teeth, especially in the case of impactions. Parents appreciate that I have this leading-edge technology that provides more complete data. Before I enter the treatment room, the patient’s 3-D volume is up on the screen. Usually, patient and parent are already talking about the image that they see on the screen; when I join them, I can rotate and slice the 3-D virtual model, and change the translucency to take away the bone and just show the teeth. In the case of an impacted cuspid, I can isolate just that area to view the impacted tooth and surrounding structures. Besides assisting me in determining the best course of treatment, this technology is excellent for communications—parents better understand their child’s condition.

In the full volume, I can see the teeth in a one-to-one (accurate) ratio. With root shortening, I can measure and see the extent of resorption. Often, 2-D images cannot provide the data supplied by a 3-D scan. For example, frequently, flared teeth appear on a 2-D image as root shortening; however, on a 3-D rendering, I can tip the skull down and see that really is not the case.

Without the CBCT information, there were times when I would have halted treatment on such cases, but because I have a one-to-one ratio, I can determine more precisely when the condition warrants stopping treatment. Recently, I extracted a bicuspid and started to retract the cuspid, and after several weeks of attempting to distalize, I realized it wouldn’t move. I reviewed the initial 2-D pan, and nothing suspicious was visible. I took a CBCT scan and saw a dense radiolucent mass at the apex of the cuspid. A biopsy showed that the mass was a florid osseous dysplasia. I would have never seen the real cause without the 3-D scan.

The i-CAT’s collimation function gives me several field of view options to choose from. The 5-second scan exposes the patient to a lowered radiation, and allows me to see just enough of the skull and nasion for a ceph view. Usually, that is all I need. The “bread and butter” of having the i-CAT is being able to communicate my plans to my patients and share information. Sure, it is very satisfying to find unusual conditions, but the benefits that patients receive every day from the 3-D images captured by my i-CAT, makes the orthodontic experience for me and the patient so much better.

Greer, South Carolina

Check out Dr. Roger M. Harris III’s new office! This office displays some of the latest technologies available in today’s dental industry, including the 3M LAVA C.O.S digital impressioning system and the new Cubex 2000 Inventory Management System.

Dr. Roger M. Harris

As small business owners, dentists have the same concerns that any company might—along with the specialized clinical demands of an oral health care provider. When all the elements dovetail perfectly, Doctor, staff, and patients reap the benefits of the best that modern dentistry has to offer.

In November 2010, Roger M. Harris III Family Dentistry relocated from Greenville to Greer, South Carolina to pursue a re-energized vision for the practice. With the old office’s lease coming to an end and the need for more space and better visibility—the time had come to move toward a whole new dimension for the business. What took shape gave everything that great design and planning and new technologies could deliver—superior ergonomics, enhanced potential for treatment options, the ability to successfully expand the patient base, and more stress-free workdays.

A unique and eye-catching Craftsman-style building is the new home of Dr. Harris’s practice. Natural stone, roofline wooden brackets, and porthole and Palladian windows are just some of the charming architectural details that define the exterior. Interior design elements include modern, dark wood furniture, marble countertops, and carpeted floors in the reception area and hallways, producing the relaxed feel of a living room. There is a coffee bar and wall-mounted TV monitors with easy viewing for patients who are awaiting treatment.

“During the creation of my new office, I worked with my Sales Consultants to troubleshoot many aspects of the process,” points out Dr. Harris.

The clinical spaces include 6 operatories; glass quiet rooms used for sedation; a stericenter; and Cubex station for inventory control. Product lines were chosen from Pelton & Crane, Dentrix, KaVo, Air Techniques, SciCan, Lava COS, and Biolase. All the operatories are equipped the same to facilitate convenient treatment. “The equipment chosen was the best all the way around for Dr. Harris,” notes Equipment Sales Specialist Stephen Raley. “He wanted a high-end, low-stress environment…Pelton & Crane had everything he needed. Field Sales Consultant Kirk Greenway also assisted in the creation of the office. It’s a great showpiece. A very nice-looking office with lots of high-tech equipment!”

Henry Schein Dental’s Sales Specialists stay on top of the latest industry changes and patient trends, using that knowledge to develop state-of-the-art planning for dentists who look toward upgrading their practices to fulfill their business goals.“During the creation of my new office, I worked with my Sales Consultants to troubleshoot many aspects of the process,” points out Dr. Harris. “We reviewed what I liked about the designs and what I wanted to change. Stephen and Kirk sat down and listened to my concerns and what I hoped to achieve in the office. I also went with Stephen and Kirk to a Pelton & Crane’s VIP course, ‘Driven to Excellence,’ which helps you uncover the elements that will support your practice’s growth.”

Left to right: Becky Harms, Pam Lassiter, Dr. Roger M. Harris III, Trey Harris, Letitia Skinner, Renee Wooten, Lisa Furmanek, Sarah Kirby, and Julie Pierce.

Left to right: Equipment Service Technician Britt Surles; Equipment Sales Specialist Stephen Raley; Dr. Roger M. Harris III; Field Sales Consultant Kirk Greenway; Digital Technology Specialist Tom Hindmarsh; Regional Manager Russ Baker

Designed by: Tom King, Henry Schein National Design Group

With the office’s vision projected and reinforced by its investments in modern technology and the latest in patient treatment options as well as an environment that caters to the comfort of clients and staff, the mood is upbeat and positive. The practice’s new patient count went from 25 to 60 in just one month. “Referrals are tremendous,” notes Dr. Harris. “Don’t be afraid of change…get connected with your
Henry Schein Sales Specialists…I could not have done this without them!”

Featured Equipment:
3M LAVA C.O.S
Accutron Digital Flush Mount Flowmeters
Air Techniques Polaris Intraoral Camera System
Air Techniques Spectra Caries Detection Camera System
Biolase Waterlase MD
Cubex 2000 Inventory Management System
Dentrix Practice Management System
DEXIS Digital Sensors
Gendex Expert DC Intra Oral X-rays
KaVo COMFORTdrive Handpiece System
KaVo Quattrocare Maintenance System
Midmark M-11 Ultraclave
Pelton & Crane Solaris Sterilization System
Pelton & Crane Renaissance 12 O’clock Cabinet
Pelton & Crane Renaissance Doctor Side Cabinet
Pelton & Crane Renaissance Assistant Side Cabinet
Pelton & Crane 3003 Chair w/ Ergo Soothe Massage Feature
Pelton & Crane 3800 Rear Delivery
Pelton & Crane Helios 3000 Light
Pelton & Crane Doctor Stool 2003
Pelton & Crane Assistant Stool 2004
SciCan Hydrim Instrument Washer 24
Soredex Novus Digital Panoramic

By Tom L. Snyder, DMD, MBA

Now that it’s 2011, some of you may be reflecting on how your career will end.
If you are thinking of a practice transition in the next five years, today is a good time to get started. This article will look at 5 key points that you should consider and act on to maximize a successful transition.

Look at The Big Picture
1. Can I afford to retire?
When wanting to retire collides with being able to retire, the outcome can be devastating. Enlist the services of a financial planner to quantify the answer through a retirement income need analysis, which will project what you will need to live comfortably, for how long, based upon your current assets. If a shortfall is uncovered, plan now so you can make adjustments to your lifestyle or income before it’s too late.

2. Will anyone buy my practice?
The condition of your physical plant will either help or hinder your ability to sell. If your practice has a worn out look, and if your equipment is old, finding a young dentist willing to buy could prove difficult. If you are going to practice five years or more, consider updating equipment, or updating your office through smart interior decorating. You will receive tax breaks for Section 179 expense or depreciation, as well as recouping some of the value when your practice is sold. Remember that in an urban or suburban area, competition will be fierce for buyers. Enhancing your physical plant will help you compete in the long run. For practices located in small towns or rural areas, more time is needed for recruitment of potential candidates since the number of potential purchasers is far less than in Metropolitan or Suburban areas.

3. Am I up to date with technology?
If you are one of the 10% of dentists who do not have a dental software program and you plan to practice at least two years, make the investment to automate. Most purchasers are skeptical of a practice’s potential if computer records cannot be accessed or generated. Generally speaking, investing in clinical technology is only worth it if you can derive benefit from it immediately.

4. How efficient and profitable is my practice?
Building up your practice before retirement is not counter-productive. In fact, increasing your net income for the years leading up to the sale of the practice may increase the value of your practice quite handsomely as well as possibly provide more funds for your retirement plan. Most practice’s benefit from professional consulting and making that investment should provide good returns.

5. What are my real estate issues?
Since most solo practitioners own their office space, special consideration must be made for the majority of buyers who will not want to purchase the real estate with the practice. Most buyers will want to pay rent initially and then make a purchase after a few years of practice ownership. If a deferred real estate sale is part of your future, be sure that your Agreement of Sale for your practice includes a future purchase option, which allows a buyer the first right of refusal to purchase the building. Not being able to sell your practice and your office space may detrimentally affect your financial plan. Work with a financial advisor to allow for this possibility.

In cases where your real estate’s value is greater than the value of your practice, selling both assets together may create problems with funding for potential buyers. If a buyer cannot obtain funding for the down payment for the real estate transaction, you may need to become a landlord, until a purchase can be made. If so, be sure to charge rent that is comparable to other professional practices in your area. Set lease terms to a minimum of five years with a five-year renewal. This provides lenders with assurance that the tenant will remain.

Tom L. Snyder, DMD, MBA is the director of transition services for The Snyder Group, a division of Henry Schein. For more information, you can contact Tom at 800-988-5674 or e-mail Tom.Snyder@henryschein.com.

Clay Center Family Dental Care in Clay Center, Kansas operates its practice on a core set of values that includes honesty, excellence, teamwork, kindness, people first, and leadership. To ensure success, the practice chooses vendors that share those same core values.

That’s why for nearly 10 years Clay Center Family Dental Care has on the experts at Henry Schein to deploy, integrate, maintain and service the computer network and practice-management technologies that drive the efficiencies of its digital-based practice.

“When I began practicing dentistry in 1977 a computer took up an entire room. I never envisioned that my practice would some day operate in a completely digital environment. We couldn’t have done it without Henry Schein,” says Dr. Rick Hammel of Clay Center Family Dental Care.

Over the years, Clay Center Family Dental Care has grown from a small-three-chair practice to a multi-dentist practice with seven operatories in a 3,600-square foot building. “One of the main reasons we are able to grow our practice is due to the efficiencies we gained from going digital with solutions recommended by Henry Schein” says Nancy Hammel, Office Manager for Clay Center Family Dental Care. “Henry Schein continually exceeds our expectations as they care for our technology needs.”

Nancy Hammel adds, “As a dental speaker and as someone who is active in various online dental communities, I have access to many of the technology experts across the country. There are a lot of companies to choose from. We chose Henry Schein because they have taken such good care of us from day one.”

Dental-Specific Technology Expertise
Dr. Hammel and the entire team at Clay Center Family Dental Care rely on Henry Schein because of the solution provider’s decades of expertise and experience in designing, building and supporting integrated technology solutions tailored to the dental industry. “Most dentists believe in doing dentistry right the first time,” Dr. Hammel says. “Redoing procedures is unproductive and expensive. The same is true for technology investments. You want to pick a solution provider you can depend on and who does it right the first time. That’s what Henry Schein has done for us. Over and over, they have proven that they do it right the first time.”

In talking about how Henry Schein helped the practice move from a paper office to a digitally based practice, Nancy says, “It can be a stressful leap of faith to make the transition to digital, but it’s much easier when you can put your faith in someone with a good reputation, that you can depend on and that will walk with you through it step by step. Henry Schein will not let you down. They’re professionals you can trust.”

Giving Back with Technology’s Help
Clay Center Family Dental Care also appreciates the fact that
Henry Schein provides integrated and fully tested offerings that optimized their systems’ performance and increased uptime and operational efficiency. That efficiency helps the practice reach out
to those in need.

“When we are efficient and productive we are blessed with more freedom to give back to our community and to the world. Every year we go to Belize with the Belize Mission Project and donate dental care,” said Nancy. “Because of our experience in Belize we began our own mission here in Clay Center, the Clay Center Dental Mission.
On this annual day of providing dentistry to the community, we rely completely on the technology that Henry Schein has provided for us. At last year’s event, we saw over 77 patients in one day – something that could have never happened without digital solutions.”

“Henry Schein not only understands how to tie all of our computers and systems together, but they understand the intricacies of a dental practice,” Nancy said. “Having an integrated digital office reduces our overhead, increases our efficiency, and lets us be more productive. With everything tied together, anyone who is authorized can log in from anywhere in the office, at home, on the road, or even from a smart phone and access any patient’s information. With a
click of a button we can see their X-rays from yesterday or two years ago. I can schedule them for an appointment. I can see when they last visited and what procedures they had done. It’s a very efficient and cost-effective way to serve our patients.”

With Henry Schein, the Clay Center practice achieves efficiencies and cost savings without the worry of downtime that other practices often deal with. “We simply can’t afford to have our systems go down,” said Nancy. “Most businesses depend on technology, and dentistry is no different. Downtime affects your ability to care for patients. It affects your patient’s lives and it impacts your livelihood. That’s why we rely on Henry Schein. I don’t have to worry like I used to.”

More Satisfying, Efficient and Profitable Dentistry
To summarize how going digital and choosing Henry Schein Dental as its trusted team has benefited Clay Center Family Dental Care, Dr. Hammel stated, “Many dental practices do wonderful dentistry, but they’re not achieving their potential. In today’s economic environment you have to be efficient and you can’t waste time. With
Henry Schein’s help, our digital practice lets us be more efficient and more financially profitable. It also creates a more emotionally fulfilling environment for our patients and our entire office.”

About Clay Center Family Dental Care
Dr. Rick Hammel attended Kansas State University and graduated from UMKC Dental School in 1977. Nancy Hammel has a B.A. in French and Biology from Kansas State University. Together, the Hammels have built a successful and thriving practice that incorporates all facets of dentistry, including sedation dentistry. Their state-of-the-art facility was built in 2000 and continues to incorporate cutting-edge technology in their practice. Nancy is a former speaker for Dental Organization for Conscious Sedation and is an active contributor to DentalTown meetings and forums. To see how Clay Center Family Dental Care gives back dental care to the world’s underserved, please visit their Web site www.claycenterdentist.com.

Using search engine optimization and social media to win and keep customers.

by Lee Odden, CEO TopRankMarketing.com – TopRankBlog.com

Many small businesses have implemented a variety of online marketing efforts to attract new customers and increase overall sales with less than stellar results. The lure of the “next big thing” can create marketing inefficiencies when small business owners try to be a “jack of all trades and master to none.”

Consider these statistics: Google sites handle about 88 billion searches each month, YouTube is the second most popular search engine second only to Google, Facebook is now over 600 million users, Twitter has nearly 200 million accounts, LinkedIn is at 101 million users, and FourSquare grew 3,400% in 2010.

Dentist’s personal use social networking sites like Facebook approaches 71% and an increasing number of dental practices are starting to use Facebook, YouTube and Twitter for marketing or patient loyalty programs. But social media is new territory for most and as with many other industries exploring the social web, these are early days.

Small business marketing questions: The variety of options for customer marketing and engagement ranging from social media to SEO to E-mail marketing to online advertising can be overwhelming. As a result, some of the most common online marketing questions I hear from small businesses revolve around deciding which tactics are best; managing time across so many tactics; or the time needed to see results.

Answering these questions starts with a clear understanding of goals, customers, and a flexible online marketing strategy that assembles the right mix of tactics and measurement practices. Most companies are looking for more customers and to retain those they have, but the concern is how to do these things efficiently.

The answers: In the context of this article, a big part of the answer is through content marketing. If social media and SEO fit together like peanut butter and jelly (if you didn’t know; yes they do) then content is the bread that holds them together.

According to the Pew Internet Project, 80% of U.S. Internet consumers research health information online, followed only by E-mail and search engines. In fact, Forrester Research reports that 24% of U.S. online consumers engage in some form of health-related social media once a month or more.

Google sites handle about 88 billion searches each month.

The trend in search and social information discovery, consumption, and sharing behaviors of consumers are an opportunity for dental practices to become highly valued sources of information wherever their customers are looking.

Search engines favor high value content in the search results. Social media sites favor sharable, linkable content. A dental practice that combines smart social media and SEO tactics can create a competitive advantage for attracting new customers whether they search Google, Facebook, or blogs.

Some keyword homework before you start
With search or social media optimization, it’s important to empathize with the audience you’re trying to reach in terms of the language they use while searching and how they talk on the social Web.

YouTube is the second most popular search engine second only to Google

Optimizing a Web site for topics and specific phrases that customers rarely use, results in a waste of effort on your part and frustration on the part of the customer because they can’t easily find your content.

Keywords from a social media perspective involve discovering what customers are interested in and talking about on the social Web vs. deciding that for them by pushing traditional marketing materials.

Basic search engine keyword research can be done with free tools available from Google: http://www.googlekeywordtool.com

Enter the kinds of phrases that your customers use and the Google Keyword Tool will report back the popularity of those phrases and suggest related phrases to target. The process of doing keyword research should result in the creation of a keyword glossary, which is a list of keyword phrases in a spreadsheet.

Whenever new content is created online, the keyword glossary can be referenced to check keyword relevance and popularity so new information published to the web is of interest to customers that are searching. The process of looking up keywords to determine current popularity and variations should be repeated quarterly to stay current.

Social keyword research is a little trickier because there are no dedicated tools to provide what topics and phrases are most popular on the social web at large. However, there are tools like http://socialmention.com that offer a social search function by providing a list of keywords most often found in Tweets, comments, and other social content based on your query. The keywords can be imported into your keyword glossary spreadsheet for comparison to search keywords.

Social keywords might help you determine topics for Tweets, Facebook updates and content, tags used with videos and images, blog posts, and general names/titles of content and objects that you publish using social media Web sites. Doing so helps guide content that is of interest to those publishing similar content on the social Web.

Quick Tip: Your brand name is a keyword and worth protecting. Check your brand name with a site like http://knowem.com to make sure no one else is squatting on it. You can register accounts yourself or have the folks at Knowem do it for you.

Proven tactics to win the online marketing race
I say race, because in the online world, that’s exactly what it is. A continuous effort toward achieving marketing goals while the competition is doing the same thing. That might seem ominous, but think of it as something you spend a reasonable, scheduled amount of time on consistently. If you keep at it, and work smart, you will win.

Here are 10 content marketing tactics that small businesses can use in combination with SEO and social media to win and keep more customers.

1. Blog – A blog offers numerous social and SEO benefits. Blogs are very effective as the hub in a “hub and spoke” social media content model. The spokes of that model might be Twitter, Facebook, Flickr, YouTube, Foursquare, and other social media sites you’re participating on.

Facebook is now over 600 million users

Blog posts can focus on answering Frequently Asked Questions and topics of interest to patients. Create categories for each area of focus in your practice to serve as an editorial guide.

Schedule posts in advance to save time and encourage staff to comment and promote the blog on any other social sites you’re involved with.

You can find many “how to” articles on blogging at TopRank’s Online Marketing Blog: http://www.toprankblog.com/category/blogging/

2. Newsletters and E-mail Marketing–E-mail newsletters are great ways to connect directly with prospective customers offering tips and other content. A newsletter for existing customers helps reinforce the connection you have with them and can encourage referrals. A single newsletter can meet the needs of both lists with basic segmentation functionality and personalization features.

When publishing content on other social sites like Facebook, your blog, or Twitter, readers can be invited to sign up for your newsletter where they can learn more about your practice.

3. Media Coverage and Contributed Articles–Getting mentioned in the local business media and trade publications can boost awareness, credibility and directly generate new business.

To help make that happen, make a list of local business publications, writers, and editors as well as popular bloggers. Inquire with those Web sites about contributed articles or guest blog posts. Content off of your own site gives you exposure to a new audience and links from the author bio back to your Web site.

Visit industry blogs and make comments that add value, then follow up with more detailed, useful information. Provide “hooks” that give perspectives and insights not normally thought of. Stand out and tell a compelling story. Follow-up but don’t stalk!

Many of the relationships we have at TopRank Online Marketing with journalists came as a result of sending an E-mail offering 1–3 abstracts for potential contributed articles. Now many of those news sites contact us for quotes.

4. Resource Center–One way small businesses are beating their larger competitors in search and in building authority is to be a better resource for customers through useful content. Common formats for helpful information about buying, using and related information on products and services include articles, videos and podcasts. Think of it as an online encyclopedia for content and topics related to your practice.

Again, this is something you can build up little by little over time. Internal staff, outsourced bloggers, and copywriters can handle writing tasks.
An effective resource center will be keyword optimized, easy to share on social media site using embedded sharing widgets like http://sharethis.com and attract links from other Web sites. Keywords + useful content + links = search engine dominance.

5. Social Networks and Media–In the way that customers expect a toll-free number, Web site, and blog, they’re beginning to expect the businesses they engage with to be social. That means having a presence in the social networks that are most relevant to customers. Spending a small amount of time consistently on interaction and relationship building can go a long way toward developing a community.

FourSquare grew 3,400% in 2010.

The key is picking the right platform. It might be a LinkedIn group, Facebook Fan page, or a niche forum. Try out a social media monitoring tool like http://trackur.com to get an idea of which social Web sites might be good places to engage with potential customers.

Don’t be afraid to repurpose content. What you create on the newsletter, blog, and resource center can be modified and cross-promoted with social networking and media-sharing sites.

6. Local and Mobile Content–Although “fish where the fish are” ranks as one of the most over-used clichés in the marketing world, it’s important to recognize consumer trends toward mobile search with the proliferation of smart phones and tablet devices like the iPad. The Web experience has definitively extended beyond the personal computer and marketers must understand their customers’ use of mobile search and what the marketing opportunities are.
Make sure your Web site can be viewed properly on mobile devices and if you see a significant amount of traffic to your site (via Web analytics) from mobile, then you might consider creating a mobile-friendly version.

This tool can check the mobile friendliness of your site: http://validator.w3.org/mobile/ Keep in mind, it doesn’t need to be completely compliant to be useful to customers on their mobile phones. Also, most smart phones like an iPhone or Android can view Web sites the same as you would on a computer.

From a local perspective, for companies that serve customers in specific regions or with geographically specific needs, its essential those businesses are present in local search results, map results, and specific geo-location queries. That means making sure your business is properly listed with Google Places (http://places.google.com/business), Yahoo Local (http://listings.local.yahoo.com), and Bing Local (http://bing.com/Local) listings.

Be sure you take advantage of the opportunity to add content to local listings. In the case of Google Places, you can add images, video, and description content that will make your business stand out.

7. Video–If a picture is worth a thousand words, then a video is worth millions. A video highlighting your practice like the one Dr. Irena Vaksman posts on her YouTube channel http://www.youtube.com/user/DrVaksman can be helpful for patients in getting “to know” who they might be seeing.

Videos can also be used to demonstrate procedures, show patient testimonials, and highlight the personality of staff working within the dental practice. Videos hosted on sites like YouTube can be embedded within blog posts, extending their value as content.
As a small business, should you do all of these things? No, of course not. Wearing many hats and slim resources means all of these tactics won’t be practical. But you can start small and adapt with more or different content according to what’s working vs. what’s not. Just be sure to gain an understanding of what your customers’ information needs are, what topics and keywords are important to them, and how optimized content can fuel your social media strategy.

Over my years in practice, I have experienced several types of X-ray systems. As a military dentist, I used film X-ray for 21 years. When I opened my private practice in 2002, budget constraints led me to believe that purchasing a phosphor-plate system would be more economical. After discovering that image quality was lacking with the phosphor system, I made the decision to upgrade to a direct sensor.

I wanted to experience the system from my patient’s standpoint. Since patient comfort was a primary factor, I decided to try out the system on the most difficult patient I could think of—myself. Even though I am a dentist, as a dental patient, I am prone to gagging and drooling. To put the digital sensor to the ultimate test, I tried four different digital sensors by different manufacturers to capture a set of vertical bitewings and a few periapical images. The DEXIS sensor, with its rounded corners, was by far the most comfortable, and the image quality and software were also very persuasive benefits.

The transition to digital produced such dramatic image improvement that I was reminded of my mother’s reaction after having cataract surgery. She said, “I can’t believe I was driving like that.” The same is true about my switch to digital. This past summer, I upgraded to DEXIS Platinum sensors. Although I knew that some image quality was missing with both my film and phosphor systems, I can’t believe how much more clarity and detail DEXIS sensors bring to my practice.

Hear more about Dr. Chenet’s digital X-ray journey at http://www.meandmydexis.com

The clarity of the images improves my ability to diagnose dental conditions and helps me communicate that diagnosis to the patient.

For my staff, my DEXIS system is a win-win situation and a great time saver. Even though the phosphor-plate system takes less time to develop, it is still more time consuming than digital. My staff does not have to stop working with the patient and spend time developing X-rays, and they don’t have to clean the processor or be exposed to its chemicals. DEXIS images instantaneously pop up on my computer monitor. This speed is especially critical when doing certain procedures; for example, when doing endodontics, if I want to verify a length, the information is there, with no waiting.

Besides sensor comfort, patients also appreciate what has become known as “co-diagnosis,” the ability to sit side-by-side with me and discuss their case. It is so much easier to point out a lesion on a 19-inch monitor than to hold up a little piece of film. My DEXIS sensor and the interactivity of the software make it easier for the patients to understand their conditions and hopefully accept treatment.

Over the years, I have added new technologies that offer my patients the best care possible. I have a lot of “toys” to play with, but of all of my equipment, DEXIS is on my list of top five technology favorites in the office. DEXIS X-rays, captured by the Platinum sensor, have helped to make me a better dentist. The clarity of the images improves my ability to diagnose dental conditions and helps me communicate that diagnosis to the patient. That, together with my intraoral camera, digital photography, and patient education programs, has made my life easier and definitely has resulted in better dental care and an improved office experience for my patients.

From the reception desk to its operatories (and everything in between!) Main Street Pediatric Dentistry, located in Tuckahoe, New York, provides its patients with extraordinary oral health care in a one-of-a-kind environment that is chock full of amazing, fun-filled motifs with loads of color and textural touches waiting around every corner. Kids love to come to the office—and so do their parents!

The waiting room and hallways resemble the interior of a submarine, incorporating the elements of stylized metal-clad walls, floors, and countertops; authentic-looking lighting fixtures; and scuba-gear placed whimsically throughout.
The main treatment room truly brings home the feel of being underwater by the use of window-like wall murals depicting playful sea creatures and an amused, snorkeling boy stopping to gaze into the room as they pass by.

The same charm and high level of creativity can be seen in the remaining operatories as well. Delightful and amusing displays of fantasy and real animation artistically adorn the rooms’ walls, inciting smiles and laughter from viewers. Yes, that is a charging rhinoceros crashing through the wall!

“I want children to like coming to the dentist, not fear it. By creating a warm, comfortable space…they are relaxed and entertained. It defuses what can be a stressful situation.”

Before this new office came to fruition, Dr. Resnick-Graulich had worked continuously to respond to her practice’s evolution. Her 26-year professional progression has moved from a rented space that was operated for 2 days a week to today’s 1,950-sq. foot, 4-operatory new office with technologies that ensure top-of-the-line care for her patients in an environment that can be classified as nothing short of spectacular. “I felt that I was ready to create something unique,” notes the Doctor. “I had been keeping up with all the new technologies…and trends in pediatric dentistry. It is no longer sufficient to have a Mickey Mouse poster on the wall but time to create an environment conducive to the children of today. Every detail was thought out with the patient and parent in mind. The waiting room presents each child with a number of different activities, including games, movies, and interactive materials. There is a coffee bar and TV for the parents.”

The Doctor’s old building offered no hands-on care and parking was a problem. “My lease was expiring; I knew that I needed more space…so I began looking for an appropriate building.
I wanted a place that would be easy for my existing patients to reach; with adequate parking…I picked Tuckahoe, a mere 7 minutes drive from my old location. There is a superintendant on premises and the parking is great.”

After Doctor Resnick-Graulich saw the space, she contacted her Henry Schein Sales Consultants to ask their opinions. “I had worked with Henry Schein in the past and each project has been extremely successful,” notes the Doctor.

“I felt that I was ready to create something unique,” notes the Doctor.

“Equipment Sales Specialist Lee Goldstein understands function and has great vision. My Field Sales Consultant Jack Abrams is the best there is. He makes sure that I am kept abreast of all the latest technologies and is very attentive to my needs.”

Dentrix, Pelton & Crane, Gendex, and DEXIS products were just some of the specialized technologies used in the new office. These products will enhance its efficiency and make it possible to confidently look forward to providing increased treatment options to an expanding patient base. Increased space allows for a higher level of efficiency, increased productivity, and better patient flow. There are 2 chairs per bay, which makes it possible for the Doctor to numb one child, who can watch TV, while she works on a patient in the chair nearby. The new office has reduced workday stress for everyone and made scheduling and dealing with emergency cases much easier.

Left to right: Regional Manager Kristen Esler; Equipment Sales Specialist Lee Goldstein; Dr. Penny Resnick-Graulich;
Field Sales Consultant Jack Abrams

“What means the most to me about my new office is that it allows me to put my philosophy into practice,” comments the Doctor. “I want children to like coming to the dentist, not fear it. By creating a warm, comfortable space…they are relaxed and entertained. It defuses what can be a stressful situation. I worked closely with my contractor to get the this office looking fresh and unique.”

Main Street Pediatric Dentistry is successfully working toward achieving all its practice goals in a remarkable new space that is upbeat and dedicated to its patients’ every need. The addition of an associate is in the near future.

“My advice for any other dentist building a new office is to
go for it,” adds Dr. Resnick-Graulich. “Build your dream!
We spend so much of our time in our office—it should be an enjoyable place. What works for you is what is important.”

Featured Equipment:

Air Techniques AirStar 50

Air Techniques VacStar 50H

Biolase Waterlase C100

DCI Pro30 Units

Dentrix Practice Management Software
DEXIS Digital Sensors
Marus
NuStar Chairs

Pelton & Crane Delivery Systems

Pelton & Crane Spirit 1500 & 1800 Chairs

Pelton & Crane Post Lights

Progeny Preva Intraoral X-ray

SciCan Statim 2000, 5000
Sirona Cabinetry

Sirona XG5 Digital Panoramic/Ceph

The property that housed the shell of the practice and the family residence was purchased in 2007. Dr. White had taken ownership of her already existing business 5 years prior, providing general dentistry services for her patients.

Construction began in January 2010 in the new location, which opened in September of the same year. “I would be able to provide dental services in a location that I owned while being within close proximity to my home,” notes Dr. White. “As a mother, small business owner, and dentist, this relocation provided numerous benefits on many levels, [including highway frontage that increases the practice's visibility].”

Front row: left to right–Kristeena Robinson, Digital Technology Specialist; Dr. Stephanie White; Jaime Phifer, Field Sales Consultant. Back row: from left to right–Chris Whisman, Certified Installation Technician; Mike Corcoran, Equipment Sales Specialist; Lee Lehman, Regional Manager; Jason Paz, Equipment Service Technician; Dan Sands, Equipment Service Technician

The new building’s 1,750-square-foot downstairs space houses the reception area and 4 operatories. Its 400-square-foot second level is used for the Doctor’s personal office and storage. “We already had Dentrix and DEXIS at the old office,” notes Dr. White. “Henry Schein helped with the layout and blueprints; gave us tours of other offices to get ideas for design; and provided information on their products.” TechCentral, part of Henry Schein, installed all the computers and phone systems in the office as well.

Come on in and enjoy the beautiful reception area; you’ll relax to the gentle murmur of a waterfall and bask in the warmth of a fireplace while choosing a refreshment of choice as you await your treatment. The walls showcase custom oil paintings and artwork done by Dr. White’s mother Laurie Kristovich. Decorative accents include Brazilian walnut floors; quartz countertops; custom, hand-blown light fixtures; and comfy leather seating. “I believe the new office is more relaxing and less stressful to my staff as well…it allows them to work as a strong team in a more efficient manner, and enjoy a greater level of communication and productivity, which has increased by about 25% over last year. We have had a 50% increase in new patients in just the last 3 months and there have been a lot of walk-ins, roughly one to two a week, wanting to check out the new place and inquire about becoming patients with our office.”

Gearhart Dentistry’s office designer was Henry Schein National Design Group’s Genevieve Cicero. Equipment Sales Specialist Mike Corcoran worked with Field Sales Consultant Jaime Phifer, supporting the project in achieving all its technical and layout goals. “Dr. White has better ergonomics and enhanced functionality now. The use of the narrow-back chair and delivery unit that allows instruments to be easily accessed gives her a more streamlined work area…and a more stress-free day,” comments Mike Corcoran. “The office’s general atmosphere has the unique ability to increase overall comfort for the patients and the staff as well as helping the staff to work more efficiently because of its well-organized spaces.”

“My business being so close to my home is such a wonderful thing,” remarks Dr. White. “There are many matters that need to be handled after patient treatment hours, which means time away from loved ones. Since I am close to home, I can bring my two-year old over to my upstairs office where she can be with me in a comfy, clean, and child-friendly environment. …Other times, I can literally run over to the office while she naps or sleeps—and work—guilt-free.”

“I believe the new office is more relaxing and less stressful to my staff as well…it allows them to work as a strong team in a more efficient manner, allowing for a greater level of productivity.”

“Henry Schein helped with the layout and blueprints; gave us tours of other offices to get ideas for design; and provided information on their products.”

Through the successful completion of her new office, Dr. White will better realize her business goals and be able to fulfill her personal philosophy of patient care. With enviable new technologies and a perfectly configured space, the Doctor can confidently look forward to supporting an increase in her burgeoning client base and comfortably meeting the demands of her personal life as well.

Designed by: Genevieve Cicero, Henry Schein National Design Group

Front row: left to right–Nicole Clauder, fill-in Hygienist; Cathy Jo Kirkpatrick, full-time Hygienist; Dr. Stephanie White; Megan Kristovich, Sterilization Tech; Back row: left to right– Jamie Stratton,

front-office and financial coordinator; Heidi Ross, front-office coordinator and financial coordinator; Kathy Sue Maltman, Doctor’s Assistant

Featured Equipment:

Dentrix Practice Management Software

DEXIS Platinum Digital Sensors

Digital Doc Icon IntraOral Camera

Crown Seating Operatory Stools

Guru Patient Education System

Midmark Assistant Stools

Pelton & Crane

3000 Chairs and Delivery System

Pelton & Crane Helios Light

Pelton & Crane Cabinetry

By Dr. Jason Lipscomb

When the horse was domesticated thousands of years ago, most were used for labor purposes. It probably didn’t take long for enterprising individuals to hop on the back of a horse and start the first horse race. The same goes for the invention of the automobile. It probably didn’t take long for two car owners to compete in a match of speed and agility. That competitive nature pervades many areas of our personal lives as well as the business of our dental practices. In recent years the dental Web site has been one of the biggest public representations of our businesses. Like the horse and the car, it is only logical that the Web site will be pitted against other Web sites to gain the top spot. This is the race that we call Search Engine Optimization (SEO).

SEO has multiple definitions and components depending on whom you ask, but it all boils down to getting your Web site (Web content) in front of the consumer. Most people consider SEO the act of getting your Web site to the top spot of Google, Bing, or Yahoo.

Why is this so important? You must first consider the consumer (patient) you are trying to reach and their habits on the Internet. Internet users searching for anything on the Web will always be enticed by the low-hanging fruit. The content that is right in front of their face: the top search result on Google, Bing, or Yahoo. When users do an Internet search for a dentist, a majority will never click on to the second or third page of results. Those results on the first page will have the biggest chance of success. Your Web site needs to be on the front page of a Google search to be truly successful. A beautiful Web site may cost thousands of dollars, but if it can’t be found, its message will never be expressed.

Several years ago when the Internet was only populated with Web sites designed by professionals, SEO was an esoteric method that civilians dare not attempt. The Internet has changed. It is the age of crowd-sourcing and social media.

Google and other online directories have placed an emphasis on local search. These changes make it easier than ever to take control of your own online destiny. SEO for Web sites is still best left to those who have expertise, but the new online atmosphere enables you to contribute to the effort.

This is most apparent in the move toward “Local” search within the major search engines like Google. A search for a local business like “Fresno Dentist” will give results of a local business profile and Web site results. A search for something generic like “cookies” has no local component, so the results will all be Web site listings. The Google local listing is one of the first representations of your business on the search engine. It is also an item that any practice owner can claim and optimize.

A recent study claims that most people use 3 keywords when they do a search. A one-keyword search, i.e., “dentist” is a very broad term and will yield thousands of results.

First of all, consider what the average person types in Google to find a dentist. Hint: They will not type in “John Smith D.D.S. F.A.G.D.”. They will most likely type in their location “Richmond” or “23219″ and “dentist.” These search terms are the “keywords.” Keywords are the foundation of any search. A recent study claims that most people use 3 keywords when they do a search. A one-keyword search, i.e., “dentist” is a very broad term and will yield thousands of results. This broad search is very competitive because there are thousands of results vying for the top spot. A three-word search is very specific, i.e., “Dallas dental implants.” This search will have fewer results and therefore a better chance of being seen. What are the keywords someone would use to find your practice? There are several tools available online to find the activity of different keyword combinations. The Google ad words keyword tool is among the most popular. https://adwords.google.com/select/KeywordToolExternal
Find your keywords and remember them well!

Optimizing your local listing can be quite easy. The first step is claiming your listing. One of the biggest problems with listings is not claiming them. Unclaimed listings may have incorrect or missing information. Why be invisible to the search engine just because your listing has the wrong street name? Google listings can be claimed at http://www.google.com/places. Google has a couple verification features. Google will generate a “pin number” to verify your listing. They will either call your office with the pin number or send a postcard with the number.

Another major problem with local listing optimization is having multiple listings. Google does not like multiple listings. In their eyes, every business should only have one listing. Any more than that is a manipulation of the system. Be sure to “Google” yourself and your business. Dental practices that have moved locations, previously had associates, or signed up for marketing services, may have multiple listings. I recently worked with a dentist who had 7 Google listings. These duplicate listings can hurt your search position.

Adding content to your listing is a quick and easy way to optimize it. Google local listings can have 10 pictures and 5 videos. Pictures will always be the best way to gain a good first impression. Evaluate your address and business name. Google listings should only have the legal name of your business. The name of your business is probably not “Denver Dentist John Smith Cosmetic Dentist.” Changing the name of your business for the purpose of the listing is not advised. Follow Google’s suggestions for a complete profile. It will tell how complete your listing will be.

A local search result is often the one representation of your online reputation. These local profiles are often pushed to the top by activity. Many times this activity is that of online reviews. The problem is, Google will treat 20 negative reviews the same as 20 positive reviews. Multiple bad reviews will get you to the top just as fast as positive reviews, but do you want to be there? Being at the top with multiple bad reviews is worse than not being there at all. Using a service like Demandforce (http://www.demandforce.com) can help steer the online conversation. Demandforce submits reviews to your listing, which makes the listing appear active and popular. This will cement your online reputation and help increase your search rank.

Dr. Jason Lipscomb is a general dentist who operates two practices in Virginia. He specializes in helping dentists expand their practices through the use of social media. Jason and his partner Stephen Knight started Social Media for Dentists to help other dentists master social media and attract new patients. Jason and Stephen have also authored the book “Social Media for Dentists”. A 350 page guide to social media as seen from the dental perspective. Visit their website at http://www.socialmediadentist.com or http://facebook.com/socialmediadenist

By Dr. Larry Emmott

Way back in the last century computerswere big and heavy. They needed to be plugged into a wall for power and data. The monitor was a huge piece of glass and plastic that required either a staunch desk or a strong man to support it. Computers were put in one place and they just stayed there. If you needed to use the computer, you went to it—the computer did not come to you.

Amazing new technology has fundamentally changed all that. It is no longer necessary to assign a computer to a place—the computer can be assigned to a person and it simply goes wherever the person goes. It is a bit like an old wall-mounted corded telephone and a handheld cell phone. The old wall mount is the kitchen phone that you use to make or take a call— everybody uses it. Your cell phone is your phone—you carry it with you and it is intensely personal.

The idea of a personal tablet style portable computer is not new. In fact it was introduced by Microsoft as the Tablet PC in 2001. However, it never caught on. It seemed a cool concept—but people just weren’t that interested.

All that changed with the input from that “old MAC magic” and the introduction of the Apple iPad. The iPad is really just a variation on the Tablet PC concept, but it is such a well-designed and exciting variation that it has single-handedly changed the face of personal computing.

Several advances have made this possible including safe and effective wireless networking, reliable long-lived batteries to run mobile devices, ever tinier and more powerful microchips, lightweight portable flat-panel touch screens, and innovative input techniques. When you combine all these advancements you get something like an iPad.

In our homes we can use digital technology to look at and share photos, read the newspaper, take notes, check the weather, and read our mail along with countless other tasks. However,