Efficiency In Group Practice Sept/Oct 18 by BOC design Inc

The

Equipment Guide Equipment solutions for your group practice

SEPTEMBER/OCTOBER . 2018

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September/October . 2018

The Equipment Guide

Equipment solutions for your group practice...................................20 PrograMill™ One by Ivoclar Vivadent......................................21 AIR-FLOW Master® by Hu-Friedy...........................................22 ScanX Swift View by Air Techniques.........................................24 The Digital Ultra® Flowmeter, an Accutron line of nitrous oxide/oxygen sedation systems by Crosstex International, a Cantel Medical Company...................26 The InOffice™ by DentalEZ®..................................................28 Style Electric NLZ Motor Systems by NSK...............................30

New operatory system by Engle.................................................31 Intraoral Camera by MouthWatch............................................32 STATIM ® G4 Cassette Autoclaves by SciCan...........................34 DryShield All-in-One Autoclavable Isolation System.................36 The Isolite 3 isolation solution by Zyris.....................................38 NXT Hg5 Amalgam Separator by Solmetex..............................40 The Sterisil® System G5............................................................42

Editor’s Note

Fast-Acting, Ready-to-Use

ADSO Summit

Jump Start Organic Growth in Your Practices.................................................................56

Tomorrow’s Leaders............................................................................. 4 Partnering for Growth......................................................................... 6

Follow the Leaders

DSO members are in a unique position to implement cutting-edge technologies in their communities...............................10

When selecting the best surface disinfectants for a dental practice, efficiency and efficacy count..................................50

Addressing Your Team’s Needs

How to galvanize your team when times are tough...........................60

Health News & Notes...................................................62

Future State

Implementing new technology may be challenging, but the alternative is worse............................................14

Staying the Course

Tru Family Dental seeks technologies that serve both dentists and their patients.........................................18

Why I Close 23 of My Dental Offices Once a Year

An open letter to the dental industry................................................64

Industry News......................................................................66

Dental Infection Control Awareness Month

Infection control is a vital component of safe dental care..................46 Efficiency In Group Practice is published six times a year by Share Moving Media • 1735 N. Brown Rd. Ste. 140 Lawrenceville, GA 30043-8153 Phone: 770-263-5257 • Fax: 770-236-8023 www.dentalgrouppractice.com

EDITORIAL BOARD

Jack Allen, national purchasing director, Great Expressions Dental Centers. DeAnn McClain, vice president of operations, Heartland Dental. Lorie Streeter, FAADOM, CTC, chief operating officer, American Association of Dental Office Managers.

EDITOR Laura Thill • lthill@sharemovingmedia.com

ADVERTISING SALES Diana Craig dcraig@sharemovingmedia.com

MANAGING EDITOR Graham Garrison • ggarrison@sharemovingmedia.com ASSOCIATE EDITOR Alan Cherry • acherry@sharemovingmedia.com

ADVERTISING SALES Jamie Falasz, RDH jfalasz@sharemovingmedia.com

CIRCULATION Laura Gantert • lgantert@sharemovingmedia.com ART DIRECTOR Brent Cashman • bcashman@sharemovingmedia.com

Efficiency In Group Practice is published six times a year by Share Moving Media, 1735 N. Brown Rd. Ste. 140, Lawrenceville, GA 30043-8153. Copyright 2018 by Share Moving Media All rights reserved. If you would like to subscribe or notify us of address changes, please contact us at the above numbers or address. POSTMASTER: Send address changes to Share Moving Media, 1735 N. Brown Rd. Ste. 140, Lawrenceville, GA 30043-8153. Please note: The acceptance of advertising or products mentioned by contributing authors does not constitute endorsement by the publishers. Publishers cannot accept responsibility for the correctness of an opinion expressed by contributing authors.

ISSUE 5 • 2018 : DentalGroupPractice.com

Editor’s Note

Tomorrow’s Leaders As we head into the final stretch of 2018, Efficiency in Group Practice invites readers to look beyond and envision their dental group practice as a community leader for years to come. What are the latest and greatest technology offerings, and how can dental service organizations help clinicians make the right selection? “With so much technology available, it’s difficult for doctors to know what is truly worth their time and investment,” says Dr. Anna Singh, vice president of clinical training and development, Heartland Dental. Dental support organizations face a growing need to educate their dental members on emerging products and equipment, motivate them to explore it, and provide hands-on training, she points out. “It’s easy for new technology and equipment to go unused, or not used to full capacity, if supported doctors/teams are not fully educated on what that technology can do for their offices in the long run.” At Pacific Dental Services® (PDS), all potential technologies or equipment up for consideration “must add something of value to our overall patient care delivery system, including improved clinical outcomes, better pricing, enhanced patient convenience and/or greater efficiency,” says Charles Rodgers, DDS, vice president of clinical quality, PDS. At the same time, PDS makes decisions that are most likely to foster their dental clients’ future growth. “When looking at equipment or technologies we could easily decide to choose whatever is least expensive, and in some cases, this may be the right choice,” Rodgers explains. “However, it is far better to first evaluate what is the best match for where we are headed in five years, or even 10 years.” Tru Family Dental places technology decisions in the hands of its doctors, according to Brandon R. Halcott, co-founder and president. “Our doctors determine what they want to utilize in their practice for patient care so that they can deliver on our goal of providing exemplary patient experiences,” he says. Tru Family Dental, in turn, works with its vendor partners to provide dentists with the education and training necessary to incorporate these tools into their practice. In addition to further exploring these experts’ thoughts on adding new technology, Efficiency in Group Practice presents its first end-of-year equipment guide. From CAD/CAM milling to nitrous oxide/oxygen systems, polishing and biofilm management, water purification and more, dental professionals can take advantage of some of the most progressive dental technology to date. Read on and lead on!

Efficiency In Group Practice : ISSUE 5 • 2018

FROM ENGAGEMENT TO PROCUREMENT: Don’t miss this inside look at DSOs and Dental Group Practices! Brought to you by Efficiency in Group Practice Buy 2 Tickets • Get 1 FREE Renaissance Atlanta Airport Gateway Hotel November 8-9

Contact us today for group rates and limited time special offers. For more information and additional Special Offers please contact:

This year’s attendees will have the opportunity to: • Learn more about the procurement process and how it differs from group to group • Engage in a panel discussion with representatives from DSOs and group practices • Hone your skills on interacting with the dominant population of women in the dental industry and group practice

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Join us as we welcome representatives from DecisionOne Dental Partners, Mortenson Dental Partners, TruFamily Dental and more!

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Partnering for Growth When dentists receive good administrative support services, they can focus on patients, expand access to quality dental care and improve the oral health of their communities. In this issue, the Association of Dental Support Organizations (ADSO) reports on its recent Partnering for Growth meeting.

The ADSO’s “Partnering for Growth: Pathways to a DSO” meeting took place in Denver, Colorado, July 12-13. Considered one of the industry’s premier events because of its superior content, education and networking opportunities for emerging DSOs around the world, the event featured a number of key speakers, including Dr. Alan J. Acierno, a practicing dentist and the CEO of DecisionOne Dental Partners, headquartered in Schaumburg, Illinois; Dr. Aman Kaur, a trained dentist with an MBA and one of three female C-level executives responsible for leading Samson Dental Partners; Amol Nirgudkar, certified public accountant, business consultant, author, entrepreneur, and former owner of several dental practices and CEO of Patient Prism, a firm that helps dentists grow their practices and reach their goals. In addition, Neil Krugman and Don Moody led a panel on “Structuring for Growth, Scale and Scale.” Krugman is a health care expert who specializes in addressing the formation of companies and their development. He is a recognized thought leader in the Nashville healthcare community and a frequent speaker on healthcare topics. Moody regularly advises healthcare companies and private 6

Efficiency In Group Practice : ISSUE 5 • 2018

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equity investors. He has served as the lead counsel in hundreds of healthcare mergers, including DSOs and dental groups, and was named one of “The 32 Most Influential People in Dentistry” by Inclusion Edge magazine. A second CEO panel featured a conversation with top dental support organization CEOs, including Bluetree Dental CEO Steve Delong and Smile Doctors CEO Scotte Hudsmith. In yet another panel, Steven E. Thorne IV, founder, president and CEO of Pacific Dental Services, and Dr. Rick Workman, Heartland Dental’s founder and executive chairman, looked at future trends impacting dental support organizations. In addition to keynote addresses from the nation’s most successful DSO leaders and roundtable discussions with industry peers, attendees at the Partnering for Growth event were treated to: • Sessions on marketing including social media, reputation management and patient recruitment. • Next-generation technology sessions. • Strategies for doctor recruitment and retention. • Sessions on private equity, mergers and acquisitions. • Information on the role of clinical and dentist mentorship. For more information on ADSO’s recent Partnering for Growth meeting – or to learn about ADSO’s fall Partnering for Growth meeting, scheduled for November 13-14, 2018, in NYC, New York – visit https://www.theadso.org.

ISSUE 5 • 2018 : DentalGroupPractice.com

Sponsored: Tuttnauer

When results matter Ease of use and enhanced efficiency make the Tuttnauer EZPlus series a hit for one East Meadow, NY multi-site dental practice.

Dental teams today face challenging sterilization workloads and strict regulatory requirements, making it more important than ever before to depend on a sterilizer system that delivers optimal results, without sacrificing convenience.

Tuttnauer’s EZPlus Series Sterilizers

When Joel Goldenberg, DDS, clinical director of National Dental, began using Tuttnauer’s EZPlus series of fully automated sterilizers, he and his dental team immediately recognized the convenience and efficiency the equipment offered. For one, the EZPlus sterilizers accommodated more instruments per cycle compared with the practice’s past sterilizers, which meant instruments dried better and more quickly. In addition, each cycle can be customized, he points out. “The ability to customize each sterilization cycle ensures I can fully adhere to the manufacturer’s standards,” he says. With eight locations –each with anywhere from six to 12 operatories – the periodontal practice could not afford anything less. The system’s ease of use and unique design were hard to pass up, Goldenberg notes. “Not only is the door on the EZPlus line of sterilizers especially easy to open and close, my team appreciates the system’s vertical rack, which is a perfect fit for our hygiene cartridges,” he says. “Our new system enables us to lay cartridges flat, permitting my team to fit twice as many instruments compared to our previous unit. And, thanks to Tuttnauer’s advanced drying cycle, our instruments now come out dry – not sopping wet – saving my team time and frustration!”

Meeting the challenge Special features include: • EZView Multi-Color Display. • Closed door drying. • Comprehensive 2-year parts & labor warranty and 10-year chamber warranty. • Front or top fill options. • Dynamic Air Removal Technology. • Designed to meet the most current sterilization standards ANSI/AAMI ST55.

Indeed, Tuttnauer’s single focus on sterilization and infection control enables the company to offer products to help practitioners meet today’s workloads and regulatory requirements. The EZPlus series fully automatic sterilizers meet the most current standards ANSI/AAMI ST55. The system’s closed-door, HEPA filtered air-drying system is engineered to maintain sterility and ensure the efficient drying of packs and pouches. Because the door remains closed throughout the drying cycle, the staff is encouraged to leave the pouches/packs in the unit until all items are completely dry. Additionally, Tuttnauer is the only manufacturer to offer a two-year warranty on parts and labor, as well as an additional 10-year warranty on the chamber for all of its fully automatic autoclaves. Editor’s note: Sponsored by Tuttnauer U.S.A Co., Ltd.

Efficiency In Group Practice : ISSUE 5 • 2018

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Buy any new EZPlus, EZ, EA or Elara11 from September 15 thru December 15, 2018 and get a $450.00 manufacturer’s rebate. To redeem, the end user must visit www.tuttnauerUSA.com/rebate, upload the dealer invoice dated September 15 thru December 15, 2018 (with doctor’s and/or practice/facility name and date purchased), complete the information required on the form (which includes the serial number of the autoclave), and select “Submit”. All information will be verified by Tuttnauer USA upon submission. A confirmation email will be sent for your records. Keep the confirmation until rebate is received. Redemption deadline is January 15, 2019. Please allow 4 weeks for receipt of rebate. Excludes reconditioned and scratch and dent machines.

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New Technology

Follow the Leaders DSO members are in a unique position to implement cutting-edge technologies in their communities. As new technology continues to enter the dental industry – and the Internet and social media drive patient awareness – dental support organizations face a growing need to educate their dental members on emerging products and equipment, motivate them to explore it, and provide hands-on training, says Dr. Anna Singh, vice president of clinical training and development, Heartland Dental. “There has to be active participation across all segments, from doctors and team members to admin support, in order to create excitement and buy-in,” she points out. “With so much technology available, it’s difficult for doctors to know what is truly worth their time and investment,” says Singh. “Heartland Dental’s clinical leadership, procurement and other support teams conduct extensive evaluations on products and technology to determine the value created vs. the investment required. They put in the necessary due diligence, including pilot testing in both companywide and regional formats. From that, we’re able to make educated recommendations 10

Efficiency In Group Practice : ISSUE 5 • 2018

Dr. Anna Singh

By Laura Thill

and put proven processes and systems in place for supported offices.” “When communicating at enterprise level it’s important to share the why message and allow people to see the benefit from their own perspective,” she continues. “It’s easy for new technology and equipment to go unused, or not used to full capacity, if supported doctors/teams are not fully educated on what that technology can do for their offices in the long run. It’s all about clear communication and, again, the right education to create buy-in.” Indeed, it’s a never-ending process, Singh notes. As new technology continues to evolve, dental professionals have more and more opportunities for advancing patient care and experiences. “It’s important for DSOs to recognize this ongoing trend,” she says. “Building good vendor relationships/partnerships is a good way to ensure this. They can serve as a partner in educating doctors and their teams on technology and products.”

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New Technology

Doctor-led culture Patients today are better educated about oral healthcare, and they expect a higher standard of care, Singh points out. As such, Heartland Dental looks to offer its dentists cutting-edge technology designed to “increase efficiency and predictability, while creating the best possible experience for patients.” In short, the DSO wants to make sure the offices it supports are leaders in their communities, she adds. “At Heartland Dental, we put in the time and diligence to learn what works well – what creates value and what does not – from a systems and technology standpoint,” Singh continues. From that perspective, it makes sense to encourage alignment across all of its supported offices. “But we also stay true to our doctor-led culture,” she says. “Our supported doctors lead their offices and the care they provide,” she says. “It’s our goal to provide the best opportunities, education and support, so they can make informed decisions. We want to provide the right education, so they can learn what benefits and value certain processes or systems will bring them.” In Singh’s experience, technologies such as intraoral scanners, lasers and clear aligners are becoming more and more commonplace. “Many of our supported offices regularly utilize Invisalign,” she says. “We’re also in the process of rolling out intraoral scanners to supported offices.” Although CAD/CAM has gained popularity in many dental offices, Heartland Dental-supported dentists generally haven’t discovered a need. “That’s not to say CAD/CAM isn’t the right option for others,” she says. “It’s an emerging technology, as are implants and digital impressions.” The process of implementing new technology is key, notes Singh. “We work with our procurement and administrative teams to ensure a smooth rollout of

technology and products across our supported offices [to ensure our] doctors and teams are comfortable with these products and understand the value brought,” she says. “This creates a seamless transition, as compared to a standalone office, which may take longer to adopt different or new technology.” New office tools designed around patient communication, scheduling, billing processes and more are readily available and equally important when it comes to creating ideal patient experiences, she continues. “Tools to monitor patient satisfaction can now be used as well. Heartland Dental-supported offices use Press Ganey to monitor patient satisfaction, as well as a variety of social media channels to communicate,” she explains, adding that such opportunities help “improve all facets of the patient experience – before, during and following their care.” Dentists today face more competition than ever before, notes Singh. “Today’s patients are more informed, more knowledgeable and, most importantly, have more access to the care they want,” she says. “With a few clicks, they can learn about cutting edge care and easily find providers in their area who offer it.” Dental professionals who do not keep current on the latest technology and offer state-of-the-art care risk losing patients to those who can do so, she points out. Dentists who do not evolve with the industry will be left behind, making it increasingly important for DSOs to help their supported doctors stay current and communicate regularly with their patients, notes Singh. DSOs can do so by establishing a technology-friendly mindset, she points out. Just as patients expect new technology, many of the new millennial doctors graduating from dental school have that expectation of the group practice or DSO they join. “They have worked with new technology throughout their education, and expect to continue that.”

Although CAD/ CAM has gained popularity in many dental offices, Heartland Dentalsupported dentists generally haven’t discovered a need. “That’s not to say CAD/CAM isn’t the right option for others,” she says. “It’s an emerging technology, as are implants and digital impressions.”

Efficiency In Group Practice : ISSUE 5 • 2018

New Technology

Future State

Implementing new technology may be challenging, but the alternative is worse. By Laura Thill

There’s no shortage of new technology for today’s dental professionals. For dental service organizations (DSOs), the challenge is to evaluate the market – both clinically and with regard to cost – to determine which solutions will help their clients provide the best possible patient care, at a reasonable cost, while enabling them to grow their practice and maintain their competitive edge in years to come. At Pacific Dental Services® (PDS), “any technologies or equipment we consider to inculcate must add something of value to our overall patient care delivery system, including improved clinical outcomes, better pricing, enhanced patient convenience and/or greater efficiency,” says Charles Rodgers, DDS, vice president of clinical quality, PDS. “Dentists in general are very gadget-focused,” he continues. “Visit any dental convention and you will immediately see this is true. When 14

Efficiency In Group Practice : ISSUE 5 • 2018

Charles Rodgers

evaluating new technologies, PDS will only evaluate perhaps two out of 10 items seen at a convention. Ultimately, we might pick one out of 10 to actually implement. And, the choice we pick must provide superior clinical outcomes, better pricing, enhanced patient convenience, greater efficiency or some combination thereof.” At the same time, PDS makes decisions that are most likely to foster their dental clients’ future growth. “When looking at equipment or technologies we could easily decide to choose whatever is least expensive, and in some cases, this may be the right choice,” Rodgers explains. “However, it is far better to first evaluate what is the best match for where we are headed in five years, or even 10 years. “For the past three years, PDS has been building roughly 70 new

supported offices each year,” he says. Rather than purdone. “Admittedly it can be difficult to incorporate a new chasing the most economical panorex machines, the technology across a large DSO,” says Rodgers. A disrupDSO has selected those that are upgradable to cone tive technology may take months or longer to completely beam. “This allows the owner dentists at the location to embrace, and providers, users and the support team choose when to pursue 3D imaging.” Similarly, rather must be educated to support and maintain it. Sometimes than acquiring older ovens for firing CEREC crowns, PDS has opted to “ Any technology that is core to the practice will require buy furnaces that can sinter Zircoa dedicated team to support and maintain it. This nia. “This allows the owner dentists support team will also need to track any upgrades to the at the location to choose when they technologies, which may require additional learning, travel, want to provide in-office Zirconia restorations. We refer to these offices attending specific meetings or conventions, etc.” as cone-beam- and Zirconia-ready.” – Charles Rodgers, DDS, vice president of clinical quality, PDS In addition to enabling dentists to provide optimal patient care, updates are required while the technology is still being technologies such as CAD/CAM, diode lasers and CBCT rolled out, requiring the dental offices that just received often spark patients’ curiosity, Rodgers points out. When the new technology to be retrofitted. patients are interested in learning about a particular techOccasionally, the dental office may need to make nology, it can lead to their acceptance of proposed treatchanges to accommodate a new technology, such as ments, he adds. updating its electrical circuit, installing larger shelf Across the board space or expanding intranet pipelines, notes Rodgers. Although the value of incorporating a new technology Sometimes, new systems crash soon after they are impleacross a DSO may be clear, it’s sometimes easier said than mented at multiple locations. “Any technology that is ISSUE 5 • 2018 : DentalGroupPractice.com 15

New Technology

core to the practice will require a dedicated team to support and maintain it. This support team will also need to track any upgrades to the technologies, which may require additional learning, travel, attending specific meetings or conventions, etc.” At the same time, the DSO must evaluate how practical it is to equip all of its dental offices with the same technology. “Ideally every office would have similar and integrated equipment or technology,” says Rodgers. When more offices pull together to purchase the same

which have been vetted and identified as preferred choices.” That said, dentists sometimes question how PDS can offer better quality materials at a lower cost. “A perfect example of this is in the CAD/ CAM arena – specifically Dentsply Sirona's CEREC system,” says Rodgers. “Almost every PDS-supported practice has a CEREC imaging unit and milling machine in its office, permitting crown restorations to be completed in a single day. This not only enhances patient convenience, but also reduces lab and supply costs. We can consistently achieve this four out of five times. But, there is still that one time when the patient and/or the dentist requests a lab-based crown for various reasons. In these cases, the image can be sent directly to the lab. “While implementing new technologies can be challenging, the risk of not continually adding the appropriate technologies to our supported practices is too huge to ignore,” says Rodgers. For instance, the office that – Charles Rodgers, DDS, vice president of clinical quality, PDS has not committed to CAD/CAM at this level will – at the very least – equipment, the better leverage a group can have with prerequire the ability to take digital impressions in order to ferred vendors, he points out. “But this can be impractical remain competitive, he points out. “These images may be or impossible to achieve,” he adds. sent to a central milling location or a preferred dental lab, “At each PDS-supported office, owner dentists have and the turnaround time for the completed restoration a great deal of autonomy, so we have learned to accommay only be a few days. modate the variation that exists with material and tech“Still, dentists who continue to use traditional nology choices,” says Rodgers. Even so, the PDS National impression materials, such as polyvinyl siloxane (PVS), Dental Advisory Board (comprised of practicing dentists) are already being left behind,” he continues. “Every big encourages dental members to make a selection from two dental lab converts that PVS impression into a digital or three equipment solutions. “For instance, consider format when they receive it (either digitally inverted an item as simple as a curing light. Many of our older from the impression or scanned from the first model) supported offices may be using a curing light that is not and the work flow remains digital throughout the rest even manufactured anymore. So, of course, not every of the lab journey.” office is using the same curing light. When an old curing Evaluating new technology for dental members light finally breaks, however, the office is able to get comes down to seeking “the appropriate technologies that the latest upgraded version of the same model, or choose align with our ideal future state to allow the best delivery between two other similarly priced, capable options, of quality patient care,” he says.

“ When looking at equipment or technologies we could easily decide to choose whatever is least expensive, and in some cases, this may be the right choice. However, it is far better to first evaluate what is the best match for where we are headed in five years, or even 10 years.”

Efficiency In Group Practice : ISSUE 5 • 2018

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New Technology

Staying the Course Tru Family Dental seeks technologies that serve both dentists and their patients. Tru Family Dental places technology decisions in the hands of their doctors, according to Brandon R. Halcott, co-founder and president. “Our doctors determine what they want to utilize in their practice for patient care so that they can deliver on our goal of providing exemplary patient experiences,” he says. “With this goal in mind, Tru Family is not likely to stray from its mission of delivering a lifetime of healthy and happy smiles to our patients.” That said, the newest technology and products will help dentists deliver optimal patient care, he points out. “When our doctors and PC owners evaluate new technology, they start by asking whether it will help us deliver on our mission,” he says. “If the answer is yes, then we as the DSO work with our vendor partners to provide our supported dentists with the education and 18

Efficiency In Group Practice : ISSUE 5 • 2018

training necessary to incorporate these tools into their practice.” It’s a collaborative process, he adds. “A great example of this is our partnership with Dentsply,” he says, noting that many Tru Family-supported dentists utilize Dentsply’s WaveOne endodontic system. “Dentsply provides private educational seminars for Tru Family doctors, thereby allowing them to bring a new suite of service into their practice. “The incorporation of new technology within the dental practice requires operational changes to reach full implementation,” he continues. “Together with its vendor partners, Tru Family Dental makes sure all dental team members are trained on the merits of the technology and fully understand how it will fit into the office workflow.”

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Determining need “As a DSO, we work with our supported dentists to determine what types of technology they require to deliver the best possible care,” says Halcott. “Then we work to put programs in place to ensure they can deliver on that.” That said, it’s not necessary that all locations across the DSO utilize the same technology or products, he notes. “We work with our PC owners and dentists to establish a baseline set of clinical technologies for each office,” Brandon R. Halcott he says. Once those needs are met, the office is free to select a specific product, he explains. In Halcott’s experience, digital technologies, such as digital impressions, are quickly gaining traction among dentists. Millennial doctors in particular are interested in fully digital, paperless offices with access to cloud-based patient records and images, he points out. They also

depend on intra-oral cameras and televisions in each operatory for the purpose of educating patients on their treatment plan. “Beyond these must-haves, we are actively pursuing implant technologies, which we believe is the future of dentistry.” As patients become increasingly aware of this technology, they request it more frequently, he adds. In short, dental practices that are slow to adopt new technology risk losing both talented doctors who depend on such tools to provide “best-in-class” treatments, and their more educated patients who expect an increasingly higher standard of care, notes Halcott. “Today’s savvy patients look for dental offices that provide optimal care using the latest technology,” he says. “Not only are the outcomes better, the patient benefits from a higher-quality experience.” ISSUE 5 • 2018 : DentalGroupPractice.com 19

The

Equipment Guide Equipment solutions for your group practice

No matter what time of year a group practice makes a big purchase, you want to be certain it is an investment â&#x20AC;&#x201C; not just overhead. You can start the process by sitting down with your suppliers, analyzing how your group practice currently operates, examining your short- and long-term goals, and then arriving at optimal solutions. The following articles present products and solutions to help your group practice succeed.

Efficiency In Group Practice : ISSUE 5 â&#x20AC;˘ 2018

PrograMill™ One by Ivoclar Vivadent The new PrograMill™ One is changing the conversation about chairside CAD/CAM milling by offering stunning design, function and flexibility from the leading CAD/CAM materials manufacturer. As the dental industry moves towards digital processes and workflows, so do expectations for quality restorations. Combining the PrograMill One with IPS e.max® CAD creates a total solution that features innovation, durability and clinical success. Here are a few reasons why: • Optimized for IPS e.max® restorations. The unique milling technology designed into the PrograMill One creates an IPS e.max CAD restoration with smooth surface quality and an excellent fit. Practices that are new to creating in-office restorations, or want to upgrade their system, can be confident they are offering their patients the best version of the #1 digital material in dentistry.

• Can be operated via a tablet or smartphone. The machine is wireless and can be placed anywhere within the practice and operated via an app. Additional features include a 5-way material changer, an 8-position tool changer, an integrated camera for a high level of automation and Optical Status Display. For dentists looking for a mill that allows them to build a digital workflow that’s perfect for their practice, this is the One. For more information visit www.ivoclardigital.com. PrograMill One and other Ivoclar Digital products are distributed by Henry Schein Dental and Patterson Dental.

• Unique 5-axis turn-milling technology (5XT). Innovative 5-axis technology means the block moves around the tool. The infeed remains consistent and the tool never leaves the workpiece. This is the next generation of processing, enabling short machining times while keeping tool wear low. Depending on the materials and indications, individual validated machining strategies are used, reducing rework to a minimum. • Universal, open-source architecture. With PrograMill One’s open architecture, practices are no longer tied to a closed system. Practices that have – or are considering – scanners, such as the 3Shape Trios or Planmeca Emerald, are excellent candidates for this mill. • Sleek design with small office footprint. PrograMill One is the smallest smart 5-axis milling machine in the world. This full-featured machine is the perfect size for active practices.

Editor’s note: Sponsored by Ivoclar Vivadent. ISSUE 5 • 2018 : DentalGroupPractice.com 21

Equipment Guide

AIR-FLOW Master by Hu-Friedy ®

The AIR-FLOW Master by Hu-Friedy is a state-ofthe-art air polishing and biofilm management device. The Classic side can be used for standard air polishing and stain removal with sodium bicarbonate powder. The Perio/Plus side is designed for fine-grain glycine and erythritol powders, which are safe for supra- and subgingival biofilm removal. The low abrasive powders can be used on implants, restorations and around ortho brackets and other hardware. By using AIR-FLOW Master before scaling for comprehensive biofilm removal, clinicians can save between eight and 12 minutes per patient compared with using traditional instrumentation. They can focus their scaling

on hard deposit removal only and will not require rubber cup polishing following the procedure. The AIR-FLOW Master features power and water controls for a completely customizable experience for each patient. Adjustable levels ensure efficient powder delivery, 22

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saving clinicians money on powder in the long-term. Biofilm is one major cause of oral diseases, so shifting the focus of the hygiene and perio maintenance procedures to biofilm removal results in reduced inflammation and healthier patients. Clinicians can determine whether the AIR-FLOW Master by Hu-Friedy is right for their dental practice by considering the following: • What is my protocol for implant/perio maintenance patients? • What is my biofilm management protocol? • How much time do I spend using instrumentation? • What if I could save 8-12 minutes per patient? Some clinicians may question why it’s not productive to use scalers, rubber cups, etc., especially if they work just fine. While power or hand scaling can remove subgingival biofilm, and rubber cups can remove supragingival biofilm, these methods are less efficient than using the AIR-FLOW Master. With instrumentation, clinicians use overlapping strokes for 30-60 seconds per tooth surface, and then must pick up the rubber cup to complete the job. When used before scaling, AIR-FLOW can do a more comprehensive job in just 5 seconds. Clinicians may also question the cost-effectiveness of purchasing the AIRFLOW Master. The device is used to maintain/restore patient health. While it is an investment, there is no other technology that is efficient, safe and comfortable to use in all areas of the mouth to comprehensively remove biofilm. Plus, the benefits of patient retention cannot be overstated. When patients are comfortable, they will come back for this technology alone. Editor’s note: Sponsored by Hu-Friedy.

SHARPS INJURIES HURT One nationwide DSO found relief through the benefits of the Instrument Management System® (IMS) by Hu-Friedy. √ √ √ √

Eliminated sharps injuries Reprocessed eight minutes faster Spent less money on new instruments Onboarded new hires quicker

Equipment Guide

ScanX Swift View by Air Techniques The ScanX Swift View – the newest addition to the Air Techniques ScanX product portfolio – is a compact, single-slot phosphor storage plate (PSP) scanner digital radiography system. An ideal in-operatory solution or an adjunct to an existing direct digital sensor, the ScanX Swift View provides high-diagnostic image resolution (up to 20 lp/mm) with intuitive, time-saving digitization for all intraoral sizes (0-4). ScanX PSPs are as thin and flexible as traditional analog film, permitting easy placement for significantly increased patient comfort. And, greater

patient comfort ensures fewer retakes, increasing productivity and profitability for the dental practice. Dentists who are considering adding a ScanX Swift View should ask themselves several questions: • Is my practice currently film-based, or digital? • I f I’ve already incorporated a direct-digital hard sensor, do I still find it difficult to capture images?” • What percent of my patients are pediatric? What percent are geriatric? 24

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• Do many of my patients have special needs or issues with gagging? • Do I ever have the need to take a size 4 occlusal? Some dentists may question the need to purchase a new direct-digital sensor. However, ScanX Swift View PSP technology should not be undervalued. Often, the best digital solution for a dental practice is a hybrid approach that includes both direct sensors and ScanX PSP technology. Dentists can capture 100 percent of

their images with a hybrid digital solution, completely eliminating film and chemicals from the practice – a great solution for patients, the dental team and the practice. Air Techniques offers a diverse product portfolio for today’s dynamic market place, and the ScanX Swift View provides dentists with an innovative solution designed to address a variety of needs that may arise in their practice. Editor’s note: Sponsored by Air Techniques.

The New Standard for Digital X-rays Introducing the Newest Single-Slot Scanner The ScanX Swift View digital radiography system enables the intuitive, efficient and time-saving digitization of PSPs for all intraoral formats, sizes 0-4. • Easy-to-use interface • WiFi or LAN connection: place it anywhere • High resolution image quality for easier diagnosis TAKE ADVANTAGE OF THE INCREASED DEDUCTION LIMIT FOR SECTION 179 You may deduct the full cost of dental equipment from your 2018 taxes up to $1 million. Please consult with your tax advisor for further information. For more information, to schedule a demo, or to place an order, contact your local dealer representative. To learn more, visit www.airtechniques.com

Equipment Guide

The Digital Ultra Flowmeter, an Accutron line of nitrous oxide/oxygen sedation systems by Crosstex International, a Cantel Medical Company ®

Dental visits can sometimes be a source of anxiety for patients who fear treatment, resulting in missed appointments or last-minute cancellations. As a result, patients’ health – and the practice’s business – is compromised. Offering mild sedation through the use of nitrous oxide/oxygen systems can help manage anxiety and provide a better overall experience for dental patients. With minimal side effects and a solid safety record, nitrous oxide/ oxygen sedation can also increase efficiency in the practice.

Crosstex provides complete solutions for patient comfort through the Accutron line of nitrous oxide/ oxygen sedation systems. For instance, the Digital Ultra® Flowmeter features a contemporary design with a flat surface, which is easy to barrier-protect and disinfect between patients. It also offers automatic compensation to easily adjust total flow or gas ratio while the percentage stays constant, making it easier to use than traditional analog systems. The maximum nitrous oxide ratio is set at 70 percent and, along with updated audible and visual alarms, this helps ensure patient safety. 26

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Dentists can determine whether the Digital Ultra is right for their dental practice by considering the following: • If I currently use nitrous at my practice, how old are my units? • How often do I see patients who exhibit fear or anxiety? • Is the number of patients who have anxiety affecting the productivity of my practice? As with any equipment, flowmeters will not last forever, no matter how well they are maintained. So, it may make sense for the dental practice to invest in a new model, especially one that includes additional safety features. Offering nitrous oxide/oxygen sedation can help increase efficiency throughout a dental practice, as well as increase patient satisfaction and help attract new patients. And, when administered and monitored appropriately through well-maintained equipment, including scavenging circuits, the ADA notes there is no evidence of adverse health effects (Source: The Journal of the American Dental Association, Volume 128, Issue 3, 364 – 365). Digital Ultra is available in a variety of configurations suited to both central and portable nitrous oxide/oxygen delivery, including an optional remote control. Together with Digital Ultra, the Accutron product line offers additional equipment and accessories to address the needs of the office. Editor’s note: Sponsored by Crosstex International, a Cantel Medical company.

Multi-site compliance made easy with the power of cyclonic action

Easy to install, high-capacity canister extends time between changes

The Syclone™ Amalgam Separator supports dental practices in meeting the requirements of the new EPA dental amalgam discharge ruling with rapid-velocity separation, higher-yield waste capture and better operational efficiency. • Innovative cyclonic action delivers 99% amalgam separation, exceeding EPA requirements • ISO 11143:2008 certified by NSF International • Versatile replacement canister that is compatible with other systems • 50% additional canister capacity as compared to similar products • Backed by a competitive 2-year warranty* for added peace of mind Learn more at Crosstex.com/Syclone *Warranty for the system. Other terms and conditions apply. All product names are trademarks of Crosstex International, Inc., a Cantel Medical company, its affiliates or related companies, unless otherwise noted. Patent pending.

888-276-7783 crosstex.com

Equipment Guide

The InOffice by DentalEZ ™

The DentalEZ® InOffice™ workstation offers dentists everything they need to provide the best possible lab services for single-visit dentistry. The workstation is available with multiple drawer configurations and includes a variety of features, from durable steel construction and ½-inch solid-surface countertops, to a wide selection of scratch-resistant color finishes, adjustable height capabilities and options for dust collection. The DentalEZ InOffice Workstation is built with the power of flexibility in mind!

• Am I considering keeping more lab work in-house to generate higher profits? • How will the DentalEZ InOffice workstation enable me to add new features in the future, particularly as my business model changes and attracts new patients with different needs?

Dentists can determine whether the DentalEZ InOffice workstation is right for their dental practice by considering the following: •D oes my practice include a dedicated area designed for making adjustments and cutting restorations off of milled blocks and discs?

DentalEZ products are designed to help dental practices keep up with the many advancements in restoration and single-visit dentistry. In addition to its standard features, the DentalEZ InOffice workstation can be upgraded later on to accommodate the growing needs of the office. Editor’s note: Sponsored by DentalEZ®. 28

Efficiency In Group Practice : ISSUE 5 • 2018

Buy Buy now now to to take take advantage advantage of of tax breaks with tax breaks with your your Section Section 179 179 deduction! deduction!

Strong Strong

The CORE™ Chair has a durable baseplate The CORE™ Chair has a durable baseplate and stable footprint. The CORE Chair situates and stable footprint. The CORE Chair situates patients in an ideal position with a durable patients in an ideal position with a durable hydraulic lift cylinder. The chair is quiet yet hydraulic lift cylinder. The chair is quiet yet powerful with smooth operation. powerful with smooth operation.

Flexible Flexible

With CORE, choose from a left/right With CORE, choose from a left/right Magellan style mount or a fixed console Magellan style mount or a fixed console mount unit, both positioning StarDental® mount unit, both positioning StarDental® handpieces and ancillaries within easy, handpieces and ancillaries within easy, comfortable reach. Match with other comfortable reach. Match with other DentalEZ® LED Lights and delivery units. DentalEZ® LED Lights and delivery units.

Simple Simple

CORE products provide a straightforward, CORE products provide a straightforward, easy to use delivery unit with common easy to use delivery unit with common components, integrated holders and easy to components, integrated holders and easy to read pressure gauge. The CORE comes with read pressure gauge. The CORE comes with a limited 5 Year warranty that covers the a limited 5 Year warranty that covers the chair, light and delivery unit. chair, light and delivery unit.

Reliable Reliable

The CORE LED is equipped with 3 light The CORE LED is equipped with 3 light intensity settings and no touch operation. intensity settings and no touch operation. The handles can be repositioned 360° and The handles can be repositioned 360° and can be autoclaved. can be autoclaved.

Comfortable Comfortable

The new CORE chair design provides great The new CORE chair design provides great support and helps patients stay relaxed for support and helps patients stay relaxed for a great dental experience. a great dental experience.

Chair, Delivery Unit & Light Chair, Delivery Unit & Light Visit DentalEZ.com/Core for more information or to schedule a demo. Visit DentalEZ.com/Core for more information or to schedule a demo. © 2018 DentalEZ, Inc. DentalEZ is a registered trademark and Core is a trademark of DentalEZ, Inc. © 2018 DentalEZ, Inc. DentalEZ is a registered trademark and Core is a trademark of DentalEZ, Inc.

Equipment Guide

Style Electric NLZ Motor Systems by NSK NSK America Corporation introduces two NLZ Electric Micromotor Systems with new technology, faster performance, compact design and a new proprietary contra angle check function. The new NLZ has the highest torque in its class (4.2 Ncm) with the smallest dimension. The endodontic version, NLZ E, has both a reciprocating and rotary function, making it compatible with WaveOne® files. The NLZ is a compact powerhouse with 36 percent more torque than any other motor in its class! It easily cuts through EMAX, Zirconia and PFM. Using new technology, the NLZ is more powerful, yet lighter and with less heat generation than our existing models. The conventional magnet rotor has been replaced with an improved magnet rotor to provide a more

powerful rotation. The unique water and air lines are now integrated with the motor to make maximum use of the space. Using a simple non-layered coil, it is as compact as possible, shortening the pathway for heat generating current. As a result, it generates less heat without reducing the power. A totally new installation style separates the control unit from the main unit. Every part of the NLZ has been 30

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made more compact to minimize the required space for installation. The Main Unit (W146 x D75 x H48mm) fits under the counter, keeping only the Control Unit (W76 x D87.1 x H63.4mm) visible. NLZ’s new Contra-Check Function helps detect abnormalities caused by deterioration of the electric attachment and insufficient maintenance before use. To use it, just connect the electric attachment to the motor, press the Check key and view the results on the Control Unit. It will indicate whether the attachment needs oil, repairs or if it is ready to use. The NLZ E endo motor has both rotary and reciprocating functions, which allow it to work with DENTSPLY Sirona’s WaveOne® files. A large rotating angle in the cutting direction provides high efficiency, whereas a smaller angle in the reverse direction allows the WaveOne® file to safely progress along the canal path, whilst reducing the risk of a screwing effect and file breakage. NSK’s all new NLZ can help any user of air driven hand pieces convert to electric and enjoy the full benefits of this smart system. A big change in treatment environment is brought with only a minor addition to the current equipment in your office. Visit www.nskdental.us for more information. Editor’s note: Sponsored by NSK.

New operatory system by Engle Engle has developed a new operatory system that seamlessly integrates auxiliary technology chairside, including digital sensors, monitors, handpieces and more. Rapid advances in dental technology make it essential that these new devices are accessible to dentists. Engle has integrated USB 2.0 within the control head, a digital sensor holder, monitor mounts and assemblies with pre-wired HDMI cables. Our quality equipment is easy to use and even easier to install. Engle’s upgraded operatory system, which arrives at the dental office 80 percent assembled, enables dental professionals to quickly plug in their digital sensors or intraoral cameras into the delivery unit, as well as efficiently move technology between each operatory. Because they only require a single sensor for the entire office, the practice can expect a substantial cost savings. Dentists can determine whether Engle’s upgraded operatory system is right for their dental practice by considering the following:

• Do you currently have access to the latest technology, which is key to an efficient dental office? • Do you often trip over wires and cables in the office? • Do you have difficulty setting up your digital sensors or intraoral camera? Some dentists may be concerned that the new signal will not be strong enough to accommodate their digital sensors. Engle’s USB cable has a power amplifier that minimizes signal loss over long cables. And, our intraoral cameras have been tested to ensure clear, crisp images. Integrating technology into dentistry is the industry’s future. Engle is committed to providing intelligent engineering and premium features at an affordable price to ensure the operatory equipment supports all the new technology. Editor’s note: Sponsored by Engle.

ISSUE 5 • 2018 : DentalGroupPractice.com 31

Equipment Guide

Intraoral Camera by MouthWatch An asset to every dental practice, intraoral cameras are essential for educating patients about the need for treatment, boosting case acceptance and supporting insurance claims. And informed patients who are involved in co-diagnosis are more likely to accept treatment, including cosmetic cases. The

Efficiency In Group Practice : ISSUE 5 • 2018

MouthWatch intraoral camera shares many of the same features as high-end cameras, but at a price that makes sense. The easy-to-use MouthWatch intraoral camera is designed to seamlessly integrate with a dental practice’s digital x-ray imaging software. The camera’s single-button

Intraoral Camera An easy-to-use, quality intraoral camera that integrates with your digital x-ray imaging software at a price that makes sense. MouthWatch cameras offer the same features found in cameras that cost thousands more, and are backed by US-based technical support, a no-risk satisfaction guarantee and a one year warranty.

Satisfaction Guarantee

Lifetime Support

Starting at:

Integrates with...

$299

Eaglesoft, Dexis, Patterson, Ascend, XDR, TigerView, MacPractice, Kodak, Carestream, Schick, VixWin, Curve, Umbie, Apteryx, Sidexis, Patient Gallery, MiPACs, Romexis, Mogo, and pretty much any software out there... guaranteed.

1 Year Warranty

mouthwatch.com | 877.544.4342

capture and focus-free operation ensure the dental team can depend on sharp, diagnostic-quality images at every patient visit. MouthWatch cameras are backed by U.S.-based technical support and come with a no-risk satisfaction guarantee and a one-year warranty. Dentists who are considering adding a MouthWatch intraoral camera should ask themselves several questions: • What does my current new patient exam process look like? • How do I present cases to my patients? • Do I limit myself to one expensive camera? Does

Boost case acceptance in every operatory

The affordability and convenience of the MouthWatch intraoral camera, as well as its ability to integrate with the practice’s digital x-ray imaging software and its no-risk guarantee, make it an optimal solution for any practice.

this restrict my ability to capture diagnostic-quality images for my patients? Moving a single camera from room to room may work for a short time. But, as more clinicians at the practice incorporate intraoral imaging into their workflow, it’s less and less realistic. The affordability and convenience of the MouthWatch intraoral camera, as well as its ability to integrate with the practice’s digital x-ray imaging software and its no-risk guarantee, make it an optimal solution for any practice. Editor’s note: Sponsored by MouthWatch. ISSUE 5 • 2018 : DentalGroupPractice.com 33

Equipment Guide

STATIM G4 Cassette Autoclaves by SciCan ®

STATIM® provides sterilization and dryness at speeds faster than conventional chambered autoclaves.

Reliable

STATIM 2000 G4 unwrapped cycle times are the world’s fastest at 6 minutes. Wrapped cycles, including drying, can be completed in 35 minutes. STATIM ® 5000 G4 can complete unwrapped cycles in as little as 9 minutes. Wrapped cycles, including drying, can be completed in 40 minutes.

For over 25 years, STATIM ’s unmatched speed, reliability and dependability have made it one of the world’s best-selling tabletop autoclaves.

Gentle The fresh water feature guarantees fresh water with every cycle. State-ofthe-art steam technology is gentle on both solid and hollow instruments.

Capacity

Fast Cycle Times

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G4 Technology SciCan’s G4 equipment can connect and send accurate information to your smart devices, providing you with cycle data, instructions and maintenance notifications at your fingertips.

STATIM ® G4 autoclaves not only offer fast sterilization times but also enough capacity to meet the needs of a busy practice. The STATIM ® 2000 G4 capacity allows for up to 5 pouches and the STATIM ® 5000 G4 allows for up to 12 pouches. Editor’s note: Sponsored by SciCan.

Is your steri-center up to SciCan SPEC s? â&#x201E;˘

An often overlooked part of many practices is the sterilization area, the heart of every practice. If instruments do not efficiently flow into and out of it, the rest of the practice suffers. Your steri-center should improve Safety, ensure Predictable results, maximize Efficiency, and maintain Compliance.

Contact a SciCan Infection Control Specialist for a consultation at: www.scicanusa.com/scicanspec

SciCan SPEC and Your Infection Control Specialist are trademarks of SciCan Ltd.

Equipment Guide

DryShield All-in-One Autoclavable Isolation System DryShield – the first and only autoclavable all-in-one modern isolation system – combines the tasks of a high-suction evacuator, saliva ejector, bite block, tongue shield and oral pathway protector in one sleek, easy-to-use device. Designed by a dentist for dentists, it’s an intelligent breakthrough in isolation, bringing ease and comfort to doctors and patients alike. In a recent study of DryShield users, 95 percent of dentists reported that DryShield made it easier to perform restorative procedures while improving procedure quality. Procedure times were

dramatically reduced by 25 to 40 percent when comparing procedures using DryShield versus traditional isolation methods. 85 percent of respondents also indicated that DryShield improved their patients’ experience by increasing comfort, as well as reducing chair time. Autoclavability is the standout feature of the DryShield system, allowing doctors to save on disposable costs. The patented DryShield mouthpiece – available in five sizes – is completely autoclavable. In a cost comparison with comparable modern isolation products, DryShield has 36

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proven to be the most cost-effective both upfront and in the long run, saving about 37 percent in setup cost per operatory and 80 percent annually due to the reusability of mouthpieces. DryShield can be used for almost every dental procedure. The system is easy to use, installs in seconds and immediately improves patient experience and safety when used. The mouthpieces are soft and flexible, yet they provide increased visibility and cheek retraction to aid the doctor in performing dental procedures. Dentists can determine whether DryShield is right for their dental practice by considering a few points. For modern isolation users: How much are they spending today on disposable mouthpieces? For them, DryShield represents dramatic cost savings, reduction in waste and portability. For dentists using traditional methods, switching to DryShield means a significant reduction in chair time, increased autonomy for both the dentist and assistant, 2-quadrant dentistry and the ability to sterilize DryShield in the same workflow as other dental tools. By increasing office productivity and efficiency, DryShield lets dentists focus on what they do best: Provide quality dentistry and an ideal patient experience at a very reasonable price point. The DryShield system represents our company’s commitment to enabling dentists to grow their practices and rediscover their love of dentistry. DryShield is a winning solution for the entire dental office and their patients.

DryShield can be used for almost every dental procedure. The system is easy to use, installs in seconds and immediately improves patient experience and safety when used.

Editor’s note: Sponsored by DryShield.

Annual Savings of 80% With the Only All-in-One Autoclavable Isolation System

A modern isolation system that saves you money on consumable expenses, and fits seamlessly into your workflow. Stop worrying about mouthpiece costs with the only fully autoclavable, completely safe isolation system that is built for the economically conscious dental practice. Competitor

$3,750

Eliminate mouthpiece expenses by

DryShield

$750

Annual cost of modern isolation mouthpieces (based on 1500 procedures/year)

Try DryShield RISK-FREE for 30 Days! Visit DryShield.com/EGP

1.888.DRY.0300 | DryShield.com/EGP

U.S. Patent 8,911,232. D734851. 9,788,924. Other patents pending in the U.S. and worldwide.

Equipment Guide

The Isolite 3 isolation solution by Zyris This is the high-performance isolation solution you’ve been waiting for! The Isolite 3 allows dental professionals to quickly and easily implement a standard isolation protocol for consistent treatment outcomes. Achieve optimal visibility, moisture control, improved efficiency and consistent results, while providing patient comfort and safety.

The Isolite 3 features an integrated, long-lasting LED that provides both white light and a true amber light. The non-curing amber light provides illumination for maximum visibility when placing light-sensitive materials, including resins, composites and adhesives. The Isolite 3 removes many of the negative variables that can impact treatment, including moisture, contamination, soft-tissue interference, low visibility and restricted access. Continuous hands-free suction evacuates water, saliva and debris for unsurpassed moisture control, enabling clinicians to focus on the demands of today’s sophisticated dentistry. 38

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The Isolite 3 shields soft tissue from sharps. Designed with infection control in mind, the single-use mouthpiece gently hugs the vestibule and protects the airway. Unlike rubber dam placement, the Isolite 3 can be placed, removed and placed again in seconds. Common questions dentists may have about the Isolite 3 isolation system include: • “What is the return-on-investment?” • Studies with several DSOs have shown that a dental practice can reduce procedure time between 10 and 23 percent when using an Isolite system. Depending on the number of operatories an office has, as well as the number of procedures it performs, this can translate into a 15-hour time savings each week, if not more – an opportunity for the practice to add additional patient visits and boost production. The dental team can exercise more in-depth infection control, prepare for the next day, or take advantage of continuing education classes. • “What type of training and ongoing support do you provide for my office?” • At Zyris, we are dedicated to our customers’ long-term success. We provide complementary training for the entire office when the system is initially purchased and will train any new office team members that join a practice later, at no additional cost. • “Why does the Isolite system use single-use mouthpieces?” • Our mouthpieces are made of a porous material, which is as soft as gingival tissue. We know of no sterilization protocol for a porous material that guarantees complete protection against cross-contamination. Our single-use mouthpieces ensure your patients receive the highest-quality and safest patient care possible. Editor’s note: Sponsored by Zyris Inc.

New name. Same revolutionary technology.

In case the headline didn’t give it away, we’ve changed our name from Isolite® Systems to Zyris™ . But rest assured, that’s all we’ve changed. From mouthpieces designed to keep patients safe and comfortable, to isolation systems that allow you to practice efficiently, we are committed to driving stronger oral health through a better patient experience. zyris.com

MK0108-042

Equipment Guide

NXT Hg5 Amalgam Separator by Solmetex Solmetex has over 20 years in the business of amalgam separation and has continuously been a market leader in the industry with its Hg5 series of Amalgam Separators. Our latest separator, the NXT Hg5, meets or exceeds all requirements of the new EPA Dental Amalgam regulation, which went into effect July 2017. The NXT Hg5 is ISO 11143:2008 certified, includes online certificates of recycling and compliance, and now includes a Practice Waste Solutions (PWS) Amalgam bucket for the proper disposal and recycling of dry amalgam waste.

Combined, the entire package of products and certification documentation will ensure that your dental practice is compliant with the amalgam regulation. According to the regulation, dental practices are now being held responsible for the proper disposal of wet and dry amalgam waste. In short, anything that comes in contact with amalgam, now needs to be recycled properly. Solmetex has this covered in a simple, all-in-one solution. The NXT Hg5 Amalgam Separator takes care of the wet amalgam waste, while the PWS

Itâ&#x20AC;&#x2122;s a complete solution to the amalgam dental regulation and peace of mind, knowing you never are without proper documentation of compliance. Amalgam Bucket takes care of the dry amalgam waste. Recycle items, such as your chair-side traps, teeth with amalgam, spent amalgam capsules, contact and non-contact amalgam and vacuum filters in the amalgam bucket. Then utilize the Solmetex mail-back recycling program, which is included in the cost of the products. Finally, access the 40

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Goodbye mercury. Hello compliance. Removing mercury from the dental practice is now required by law - and we’re way ahead of the game. When it comes to Amalgam Separation, no one knows more than Solmetex. With over 20 years in the industry, our experience in water science has led us to create a system that easily and affordably removes amalgam waste from dental practices. Our signature product, the NXT Hg5, is the industry standard and has won more awards than all competitors combined. As a ‘total solution provider,’ Solmetex takes care of waste handling and recycling so you don’t have to. Solmetex – clearly the leader in amalgam separation

The EPA says you need one Visit www.solmetex.com/promotions for more details on our quarterly specials. (800) 216-5505 | www.solmetex.com

Compliance Center 24/7 on solmetex.com for certificates of recycling. It’s a complete solution to the amalgam dental regulation and peace of mind, knowing you never are without proper documentation of compliance. Dentists who are considering the variety of separators on the market should ask themselves a few key questions: • How many operatories do I need my separator to support and how much space do I have to accommodate the separator? • What are the costs of the initial purchase, installation and annual maintenance? • Does the separator meet all the requirements of the regulation, including recycling and documentation? Some dentists may question the need to purchase an amalgam separator: Q: “I no longer place amalgam. Why do I need to install an amalgam separator?”

EFFICIENCY_0918

A: A lthough practices no longer place amalgam, most practices still remove amalgam, and that amalgam needs to recycled. Q: “According to the EPA regulation, I have until July 14, 2020, to install an amalgam separator. Why do it now?” A: A s we near July 2020, the demand for amalgam separators – as well as for installations – will increase. With increasing demand, cost generally rises as well. Installing an amalgam separator today means fewer obstacles down the road. Solmetex has been the pioneer in amalgam separation and the market leader for over two decades. With Solmetex, dentists can be confident they are doing what is best for their practice and the environment. Editor’s note: Sponsored by Solmetex. ISSUE 5 • 2018 : DentalGroupPractice.com 41

Equipment Guide

The Sterisil® System G5 The Sterisil® System G5 utilizes six stages of purification to provide on-demand, purified and treated dental water for any dental practice. The G5 concept takes the existing silver-based antimicrobial technology and brings it into the future with integrated smart technology. It is the only system engineered with a Class A UV light capable of killing 99.99 percent of bacteria

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and viruses.* Equipped with a touchscreen, a PC app and a network of sensors, the G5 offers water quality monitoring and real-time diagnostics for optimized dental water treatment. Interfacing with our dental water systems is the next evolution for waterline infection control. Having access to real-time water quality data allows any user to be an expert

in dental water compliance. With built-in WiFi or a direct ethernet connection, water quality data and alarms are aggregated into one location via the PC app for efficient diagnostics and water quality control. In addition, centralized data aggregation and Next Step alert guidance eliminate costly technician visits for routine maintenance.

Continuous monitoring and recording of water quality protects dentists with a liability failsafe should the cleanliness of their water be brought into question. The improved diagnostics also allow users to efficiently track and maximize cartridge life resulting in costs savings over the lifespan of the system.

The G5 expands on the previous water quality and notification platform well beyond the Sterisil® System G4’s capabilities. An assortment of sensors and integrated smart technology make the user experience easier and more intuitive than the previous G4 System. Some dentists may question the need to add the G5: • “I’ve never had a problem with my waterlines.” • Waterline issues may not always be visible to the naked eye. An HPC bacterial assessment performed by an impartial 3rd party lab will prove what we already know to be true: Not treating your lines leaves your patients and staff vulnerable to serious bacterial exposure.

• “That’s quite a bit more money than the other Sterisil Systems. Is there that much more to it comparatively?” • Absolutely. The G5 expands on the previous water quality and notification platform well beyond the Sterisil® System G4’s capabilities. An assortment of sensors and integrated smart technology make the user experience easier and more intuitive than the previous G4 System. Add a Class A UV light for upgraded pathogen destruction and you have a powerful dental waterline disinfection system in a sleek, user-friendly package.

At a time when efficiency is a commodity in high demand, the G5 is poised to lead the way forward to a more userfriendly and efficient water treatment program. *C hevrefils, G., B.Ing, Caron, E., B.Sc., Wright, H., Sakamoto, G., Payment, P., Barbeau, B., & Cairns, B. (2006). UV Dose Required to Achieve Incremental Log Inactivation of Bacteria, Protozoa and Viruses. IUVA News,8, 1st ser., 38-45. Editor’s note: Sponsored by Sterisil®. ISSUE 5 • 2018 : DentalGroupPractice.com 43

Sponsored: A-dec

Purchasing for the Long Term Will the equipment you choose for your DSO today still be workable in the future? When you’re buying dental equipment, it’s important to look at a number of factors: the price-value relationship, product quality and performance, patient comfort, doctor preference, and manufacturer support.

Reliability pays off

Typically, dental equipment endures more hours of use in a DSO than a private practice, making reliability critical. Dental equipment that is constantly breaking down interBut there’s one other critical rupts treatment schedules and keeps consideration that is often overpatients out of chairs – and fewer looked: your DSO’s plans for patients means lost productivity. growth. Having a “scalability” Equipment that delivers reliable, mindset will help you make a consistent performance day after day wise long-term choice. keeps your operatories full and your As you research your patient schedule flowing smoothly. options, look for equipment Ask the product representative designed to easily integrate specific questions about product with a wide range of clinical reliability. How much maintenance A-dec chairs are built and tested to last. devices, and to accommodate is needed? What’s the expected lifesnew technologies as they evolve. Smart, scalable solutions pan? Is there ongoing engineering to improve perforwill meet your needs today – and offer the flexibility to mance? The answers may surprise you. A-dec chairs are grow with your organization into the future. Not all dentested for a minimum 20-year lifespan and are backed tal equipment fits that important criteria; and it’s a deficit with a five-year warranty. (And service parts for the full that can cost you money in the long run. line of products are readily available, even decades after the original purchase.)

Efficiency is important A seamless, integrated workflow helps keep DSO teams performing at their best by boosting productivity. By minimizing time-wasting movements, dentists and hygienists are able to complete procedures more efficiently. John Bettencourt, A-dec special markets representative, points out that well-designed equipment, together with a purposeful clinic layout, makes a significant difference in DSO efficiency. Beyond this, equipment with an ergonomic design enables the clinical staff to work longer and in greater comfort. A-dec products provide optimal access to the oral cavity, to prevent harmful postures that contribute to chronic aches and pains. Choosing efficient, ergonomic equipment can be a real benefit for recruiting and retaining clinical talent – by showing your commitment to providing an excellent working environment. 54

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Supporting your success A-dec offers dental equipment packages designed and priced specifically for DSOs, with rich feature sets that support productivity and allow for easy integration of clinical devices and future technologies. That value goes far beyond quality and reliability – to improving your operational efficiency, staff satisfaction and comfort, and overall patient experience. A-dec invests more than any other dental manufacturer to train its authorized dealers, sales and service personnel, and has the most territory managers in the field. From shipping replacement parts overnight to designing customized training programs, there’s a genuine commitment to providing exceptional customer service. Just like their dental chairs, A-dec will be here for you – today, tomorrow, and far into the future.

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Enhanced Practice

Jump Start Organic Growth in Your Practices

By Stephanie Edgmon Stephanie has been in the dental industry for over 18 years and held many positions over that time. Her experiences as a Dental assistant, Dental Hygienist, Director of Operations, and Chief Operating Officer of a multi-practice group in the Arizona Market has provided a comprehensive approach and understanding both clinically and administratively. Stephanie’s approach is to look at each dental business with a 360-degree assessment from all aspects of operations through team building for seasoned and start-up practices. Her passion is to assist dental practices in reaching their full potential in annual same store sales growth by implementing best practices to create efficiencies that are sustainable and duplicable for multiple locations.

It is common to have complacency in any business, and the age-old statement of “that is how we have always done it” continues to keep us there. Having a strategy to enhance your current processes and uncover more effective and efficient ways in your dental practices can bring out organic revenue growth and increase patient case acceptance along the way. But, given that, how do we create this strategy and implement it into our routine? Whether you are aware changes are required or not, the reality is the dental market is evolving. Staying ahead of the curve can allow for consistent successes with proper implementation. Execution is the key to any successful result, as without it, you simply have an idea. It can be explained as having the radio turned on in the car, but the car’s engine will not start – so here are some ways you can jump start organic growth into your practices and getting that engine turning.

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Enhanced Practice

Step 2: Bill your UCR fees to the insurance companies There are ways within your practice management software that can submit your UCR rates to insurances when sending them the claims, and it will post your contracted rates on the patient ledger within your system. Why is this important? It allows for the insurances to be notified of your UCR Fees when you submit new claims and it could yield higher reimbursements based on your UCR Schedule. This simple claim format modification can yield greater returns for the work your providers have accomplished.

Step 3: Ask for referrals & reviews Don’t assume your patients will automatically refer or write a review for your practices. Asking is the biggest key to success in this area. Whether you have an internal referral program or not, simply having your team members and providers asking patients for ‘more patients just like them’ because ‘we love what we do and want to serve as many people as possible’ will open the door to more people talking about you outside of your practices as well as on social media. In turn, simply asking creates more profitable and consistent schedules for organic growth.

Knowing your case acceptance percentages is important to know how well you executed the patient experience with the patients that have appointments in your practice. Step 1: Review and modify your UCR fee schedule This is one of the quickest and more profound ways to enhance your top line. Simply put, your fee schedule needs to be competitive within your market without underpricing your services. Why? Insurances provide you contracts based on what they will pay you as well as a UCR fee schedule that you submit to them. This allows for fairness in pricing and reimbursements on what you have mutually agreed upon. In addition, inflation within the market accounts for fee increases on occasion so you may stay competitive in the community you serve. 58

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Step 4: Track case acceptance We all like to believe that 100 percent of our patients accept our providers treatment recommendations, yet we still have treatment plans to follow up on every day. Knowing your case acceptance percentages is important to know how well you executed the patient experience with the patients that have appointments in your practice. Some practice management software’s can accomplish this for you, and it is important to know how they

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track this performance indicator. If you do not have the luxury of your software doing this for you, there is a quick way to talk about it with your teams each day. Keep track of how many treatment plans you delivered in the day, and note if they started same day or scheduled to return to complete something on the treatment plan. This would be considered case acceptance – in that your patient opted to have the treatment completed either today or scheduled for a future date. If you presented 10 treatment plans and 7 accepted – you would have a case acceptance of 70% for the day. Set a percentage goal for each day and discuss as a team why the number is where it is, and how it can be enhanced.

Step 5: Communicate with your patients Emailing is a wonderful way to keep in touch with your current patients, as well as remind them about your practice so they can talk with their friends, colleagues, and acquaintances about your practice. There are many

things you can communicate like whitening specials and implant specials – as well as informational items on periodontal disease or oral cancer to name a few. There is software that can assist you in these emails and they allow for it to be incredibly easy to use. Your current patients are the ones that trust your team members. They are where organic growth begins – the low hanging fruit. You need to focus on picking that fruit before relying solely on new patients into the practice. How can you accomplish this? Create best practices and timelines on implementation and follow up for the five steps. Allow your team to assist in creating the processes so you can involve and align them to the overall strategy of your business. The alignment in your team on providing full focus on those standing in front of you will allow for new patients to hear more about you and want to schedule appointments. Implementing these five simple steps can give you the jump start you are seeking, as well as keep that engine turning full speed ahead. ISSUE 5 • 2018 : DentalGroupPractice.com 59

Leadership

Addressing Your Team’s Needs How to galvanize your team when times are tough

Welcome to the new normal. We’re adding jobs daily, but most people are still miserable at work. Workplace study data confirms what leaders are experiencing: work is harder, over half of all employees are disengaged and many people actively hate their jobs.

By Lisa Earle McLeod

Given the climate, how can well-intended leaders galvanize their teams? It’s simple, but not easy. You must go beyond the traditional transactional approach to work and address three core human needs:

No 1. Connection: Get emotional Discussing emotions at work can make people queasy. But have you ever noticed that you never hear managers saying, “Please don’t get so excited?” Emotions are at the center of every human endeavor. What would happen if you walked in one day, looked one of your employees in the eye and told him or her, “I’m so grateful you’re on our team, and it’s not just about the work; it’s also about how much you as a person add to this place. I love having you here”? It sounds hokey, but every time I suggest this in a presentation, people’s eyes fill with tears. Human connection isn’t a nice thing to have; it’s a must-have. Meaningful connections provide people with the internal fortitude they need to stay productive during tough times. In the old days leaders could rally the troops by painting a picture of a glorious, prosperous future, garlanded with bonuses, perks and advancement. Today, people want both money and meaning. They’re also less trusting of senior leadership promises having seen evidence that a merger, acquisition, economic downturn, or CEO change makes all past promises null and void. 60

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No 2. Meaning: Provide context We all want to know our lives – and work – actually count for something. A person who makes widgets may do a good job of quality control. But if his boss holds a team meeting every Monday morning and shares stories about people who bought the widgets and how their

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lives were made better, more fun, more interesting, safer or easier as a result, that imagery is going to stick. The person responsible for stamping out part 357A will know his work counts for something more than a production number. He has a purpose.

No. 3. Leadership: Apply daily

given them anything important to care about. Revenue objectives, market share targets and productivity numbers are worthy goals. But the secret of true emotional engagement is to get beyond the numbers and make it personal.

One of the essential roles of a leader is to remind your team why their work matters. When employees seem like they don’t care, it’s often because leadership hasn’t given them anything important to care about. Revenue objectives, market share targets and productivity numbers are worthy goals. But the secret of true emotional engagement is to get beyond the numbers and make it personal.

It would be nice if we all went through our days feeling beloved by our families and co-workers secure in the knowledge our work makes a real difference. Sadly, angst and worry are the typical default setting for the human brain. Left to the mercy of our own perceptions, our jobs can descend into an endless series of meaningless tasks. That’s why we need leaders who can reset us in times of uncertainty and challenge. In fact, one of the essential roles of a leader is to remind your team why their work matters. When employees seem like they don’t care, it’s often because leadership hasn’t

People who are connected to each other and have a sense of purpose about their work will push through tough conditions to get things done. If your team is facing a challenge, or they seem to be disengaged, ask yourself: Do they know why their work matters? And most importantly, do I as a leader reinforce meaning and connection every single day? ISSUE 5 • 2018 : DentalGroupPractice.com 61

Health News

Health News & Notes Addressing PTSD Posttraumatic stress disorder (PTSD) affects an estimated 6 percent of adults in the United States at some point in their lives. It can cause flashbacks of upsetting events and difficulty sleeping, among other symptoms. With funding from the Patient-Centered Outcomes Research Institute, the Agency for Healthcare Research and Quality reviewed PTSD treatment studies published since 2012 and found strong support for the effectiveness of certain types of cognitive behavioral therapy in treating patients with PTSD. Cognitive behavioral therapy is a type of talk therapy that focuses on helping patients become aware of negative thought patterns and beliefs, and develop constructive ways of thinking. It also found moderate evidence that the antidepressant medications fluoxetine (Prozac), paroxetine (Paxil), and venlafaxine (Effexor) can help reduce PTSD-related symptoms.

Putting menopause on pause A study from the United Kingdom suggests that eating a high intake of oily fish delayed onset of menopause by 3.3 years per portion per day, and a high intake of legumes delayed onset by 0.9 years per portion per day. In addition, higher intake of two micronutrients – vitamin B6 and zinc – delayed onset by 0.6 and 0.3 years, respectively. The research also found that higher intakes of refined pasta and rice led to earlier menopause by 1½ years. A team from the University of Leeds followed 914 women for four years, examining their food and nutrient intake related to age of natural menopause, reports the Washington Post. Legumes, vitamin B6 and zinc all have 62

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antioxidant properties, and oily fish are associated with potentially improving antioxidant capacity. So, the results, and data from other studies, suggest that an antioxidant-rich diet can potentially delay onset of menopause, which is associated with greater life expectancy and reduced risk of cardiovascular disease and osteoporosis. More established research suggests that consuming hearthealthy and bone-strengthening foods, exercising and avoiding weight gain are good strategies for avoiding the cardiovascular disease and osteoporosis that so often are associated with menopause.

The ‘in’ crowd Dieting? You’re not alone. According to the Centers for Disease Control and Prevention: • In 2013–2016, 49.1 percent of U.S. adults tried to lose weight within the past 12 months. • A higher percentage of women (56.4 percent) than men (41.7 percent) tried to lose weight. • A lower percentage of non-Hispanic Asian adults (41.4 percent) than non-Hispanic white (49.4 percent), non-Hispanic black (48.0 percent), and Hispanic (49.1 percent) adults tried to lose weight. • The percentage of adults who tried to lose weight increased with family income and with weight status category. • Among adults who tried to lose weight, the most commonly reported methods were exercising (62.9 percent) and eating less food (62.9 percent), followed by consuming more fruits, vegetables, and salads (50.4 percent).

The company you keep Do the people you surround yourself with influence a healthier lifestyle or bring you down? “Researchers have found that certain health behaviors appear to be contagious and that our social networks – in person and online – can influence obesity, anxiety and overall happiness,” Tara Parker-Pope writes in the New York Times. “A recent report found that a person’s exercise routine was strongly influenced by his or her social network.” Parker-Pope describes the “moai,” a social network concept from Japan, where a group of five friends are connected for life as a source of social, logistic, emotional and financial support.

Hypertension in pregnancy Women with pregnancies complicated by high blood pressure may benefit from cardiovascular screening throughout their lives. That’s because those with a history of preeclampsia or gestational hypertension Despite all the in pregnancy developed marketing and chronic hypertension at a government two-to-three-fold higher rate support, fruit juices and had 70 percent and 30 contain limited percent higher rates of type 2 nutrients and tons diabetes and high cholesterol, of sugar. In fact, one respectively, than women 12-ounce glass of orange juice contains who had normal blood pres10 teaspoons of sure in pregnancy, according sugar, which is to a study published in the roughly what’s in a Annals of Internal Medicine. can of Coke. Between 10 to 15 percent of women experience hypertensive complications during pregnancy, and evidence shows that these women are more likely to have a heart attack or stroke later in life, even if their blood pressure returns to normal immediately following pregnancy.

When games are no longer fun “Gaming disorder,” with its online and offline variants, has been included in the draft of the 11th edition of the International Classification of Diseases (ICD-11) as a clinically recognizable and clinically significant syndrome, when the pattern of behavior is of such a nature and intensity that it results in marked distress or significant impairment in personal, family, social, educational or occupational functioning, reports the World Health Organization. (ICD-11 was scheduled to be released in June 2018.) Health concerns associated with gaming behavior include

other aspects of health (e.g. insufficient physical activity, unhealthy diet, problems with eyesight or hearing, musculoskeletal problems, sleep deprivation, aggressive behavior and depression) and psychosocial functioning.

Turn off the juice Soda pop and sports drinks are a major source of added sugar for Americans, and they contribute 145 calories a day to our diets, report researchers in a New York Times article. How about juice? Despite all the marketing and government support, fruit juices contain limited nutrients and tons of sugar. In fact, one 12-ounce glass of orange juice contains 10 teaspoons of sugar, which is roughly what’s in a can of Coke. Worse, juice isn’t the same as eating whole fruit. While eating certain fruits like apples and grapes is associated with a reduced risk of diabetes, drinking fruit juice is associated with the opposite, according to the researchers. Juices also have less fiber, which makes you feel full. Because juice can be consumed quickly, it is more likely than whole fruit to contribute to excess carbohydrate intake.

A walk in the park What does it mean to take a “brisk walk?” About 100 steps per minute, of 2.7 miles per hour, according to a study published in the British Journal of Sports Medicine. Just count how many steps you take in 10 seconds and multiply that number by six, advises Dr. Catrine Tudor-Locke, a professor of kinesiology at the University of Massachusetts Amherst. “The good news is that this pace will probably not feel strenuous to most healthy people,” she says.

Rising form of hepatitis Liver specialists say there’s a form of hepatitis that is sneaking up on about 12 percent of the U.S. population, or an estimated 25 million Americans, reports the Sacramento Bee. Called nonalcoholic steatohepatitis, or NASH for short, it does not result from drug use, alcoholism, sexual contact, water contaminants or viruses. Rather, it occurs when too much fat is stored in liver cells. Primary care providers are urged to look for risk factors among patients, including high blood pressure, high cholesterol, diabetes, and a body mass index of 30 or higher. Definitive diagnosis requires a noninvasive liver ultrasound called a FibroScan. Early detection can lead to management of the disease. ISSUE 5 • 2018 : DentalGroupPractice.com 63

Letter to the Editor

Why I Close 23 of My Dental Offices Once a Year An open letter to the dental industry

By Dr. AJ Acierno Dr. AJ Acierno is the CEO of DecisionOne Dental and was named one of Chicago Magazine’s Top Dentists in 2018. He is the Team Dentist for the Chicago Wolves Hockey Team and in 2017 gave a TedTalk about how “Healthcare Has Lost Its Soul.” To see highlights from Frank Stephens’ speech at the DecisionOne Dental rally, visits the DecisionOne Dental Facebook page.

I’ve known since I was about 19 years old that I wanted to be a dentist, and I’ve been practicing for 17 years. But seven years ago, I saw a change happening in dentistry and it became clear to me what I needed to do. My brother is also a dentist. When I approached him with my idea, he immediately joined me. We started DecisionOne Dental with one purpose: put patients first. Insurance companies are changing our industry and creating a barrier between doctors and patients. This isn’t just a financial effect, it’s fundamentally personal. We have pressures to see more patients, but spend less time with them. Our office staff has more paperwork to look down at than patients faces to look up to. Everything is numbers now, not names. It may seem counterintuitive, but to connect more with our patients, we’ve committed to close our offices – to NOT see patients – for at least one day every year. We recently hosted our 6th annual D1 Rally. We close every one of our offices for the entire day, and all 250 of our team members rally together to reinforce our mission

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of putting patients first. We celebrate each other’s accomplishments and share a vision for the future of our business as well as our profession. But most importantly, we welcome guest speakers from outside our industry to remind us of why we have chosen to serve our communities’ oral healthcare needs, and to remind us of our unique connection to our patients. This year’s themes were connection, culture, leadership and inclusion. Our guests included author Garry Poole; Jeanne Malnati, an expert on fostering positive and productive workplace cultures; former Disney Executive Vice President Lee Cockerell, who reinforced our belief in values-driven leadership; and Frank Stephens. Frank is either the most unlikely of heroes, or a predestined leader, depending on whom you ask. He is an Olympic athlete, actor, screenwriter and advocate for people with disabilities, including people with Downs Syndrome, people like him. He is an inspiration, but also a spokesperson for people whose voices we may not often hear. Frank puts other people first. Over the last six years, many colleagues have asked me about the financial implications of closing our practices for an entire day, wondering, as we continue to grow, if the cost will be too much to bear. My answer is always the same: as we grow, as other doctors join our mission, the benefits will be even more valuable. The truth is that our rally is not about professional training and company cheerleading, it’s about personal development. Putting patients first begins with connecting with team members, with rallying around a purpose, together.

Lee Cockerell asked us: “How do you feel on Sunday afternoon? Are you excited for tomorrow’s work?” As I think about what I want to see in the dental industry of tomorrow, I have never been more excited about my work as a dentist today. ISSUE 5 • 2018 : DentalGroupPractice.com 65

INDUSTRY NEWS DSO implements incentivized insurance plans Delta Dental of Arizona announced six new dental insurance plans for individuals and families. Delta Dental of AZ reduced waiting periods on its traditional dental plans, ensuring that members have full access to covered benefits within their first year on the plan. Although most of the new offerings are traditional plan designs, two of the plans reward members for maintaining dental coverage. With these incentive plans, the amount members pay for covered services decreases for the first 3 years they are enrolled in the plan. There are no waiting periods on the incentive plans, so members have full access to covered benefits from day one.

Mission of Mercy assists nearly 1,200 dental patients in Maryland Dental professionals from across the state of Maryland gathered at a local high school last weekend for the Southern Maryland Mission of Mercy, an opportunity for local residents with little or no insurance to receive quality dental care. The event drew around 600 people each day. More than 20 businesses and nonprofits partnered with the Mission of Mercy team, funding the operation and generating 1,000 volunteers. There are four of these free clinics across the state, divided by region and occurring once every two years. Residents ages 19 and older are permitted after being medically cleared, and there is always a pharmacy present to provide any necessary pain medications or antibiotics. The event offers hygiene, restoration and extraction services, all funded by private donations through the related state organizations. 66

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Heartland Dental introduces new leadership summit for dental students Heartland Dental (Chicago, IL) introduced LAUNCH, a leadership conference for dental students. More than 200 third-year and fourth-year dental school students applied, and just over 100 were selected for the all-expenses-paid, two-day event held in Chicago July 13-14. LAUNCH was designed to propel studentsâ&#x20AC;&#x2122; thinking about leadership traits that can ensure a thriving dental career. Rick Workman, DMD, Founder and Executive Chairman, Heartland Dental, was the keynote speaker. Attending students represented more than 50 of the nationâ&#x20AC;&#x2122;s dental schools. The conference also featured Author, Lecturer & President of Sanborn & Associates Inc, Mark Sanborn, and improv group Second City Works.

Highmark Health names Karen Hanlon to newly created position of COO Highmark Health (Pittsburgh, PA) named Karen Hanlon to the newly created position of COO. Hanlon has been with the company since 1997 and has been EVP and CFO since 2014. In this expanded role, Hanlon will add oversight for HM Health Solutions and Highmark Health Analytics and Informatics to her current responsibilities, which include Gateway Health and the Penn State Health alliance, which was formed in 2017. She will succeed David Holmberg as chairman of the board of HM Health Solutions. Hanlon will continue to serve as chief financial officer and treasurer during a national search for her replacement.

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