EGP Jan Feb 2020

New Products and Selling Opportunities

TM

Get iant l e p C o md S av an 300! $

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JANUARY/FEBRUARY : 2020

Help your patients relax

Axess to everything you want.

Comfort. Relaxation. Efficiency.

Help your pediatric patients relax with nitrous oxide/oxygen sedation.

The Axess™ Nasal Mask’s low-profile design provides unencumbered access to the mouth while its small, lightweight scavenging system maximizes patient comfort. Available in three sizes and scents, including bubblegum, Axess Nasal Masks fit snugly without tape or uncomfortable tubes protruding into the patient’s nostrils. For greater infection control and ease of use, each Axess Nasal Mask comes individually wrapped and are available at a lower cost than comparable single-use disposable options.

Call your preferred distributor to order, or learn more at

Crosstex.com/Axess

All product names are trademarks of Crosstex International, Inc., a Cantel Medical Company, its affiliates or related companies, unless otherwise noted.

Marks not registered in all jurisdictions. © 2019 Crosstex International, Inc. DADV01299 Rev A 1119

(888) 276-7783

crosstex.com

Contents >

Editor’s Note The makings of success.................................. 2

An unrivaled educational experience................ 4 Growing dental practices through quality content and SEO...................................6 New roducts and selling opportunities.........................8

Ivoclar Vivadent............................................. 9 Crosstex International................................. 10 MouthWatch................................................ 11 Solmetex...................................................... 12 Septodont..................................................... 13 BISCO........................................................... 14 Voco.............................................................. 15 Ansell........................................................... 16 RevenueWell................................................ 17 Apteryx Imaging.......................................... 18

EDITORIAL BOARD

January/February : 2020

Shofu Dental................................................ 19 Cranberry..................................................... 20 Flow Dental.................................................. 21 Handler Manufacturing................................ 22 Sterisil.......................................................... 23 Tokuyama Dental America........................... 24 Midmark Corporation.................................. 25 GOJO Industries, Inc.................................... 26 DryShield...................................................... 27

A game changer With access to new technology and the ability to connect with – and educate – patients, Advanced Dental Solutions helps patients discover a new reason to smile...... 28

Leaders in prevention February is National Children’s Dental Health Month - a time to remember the important role hygienists play in preventive oral health.............................. 32

EDITOR

A.J. Acierno, DDS, CEO, DecisionOne Dental Partners

Laura Thill • lthill@sharemovingmedia.com

Kristine Berry, RDH, MSEC, NextLevel Practice Coach

SENIOR EDITOR

Brad Guyton, DDS, MBA, MPH, Vice President, Clinician Development, Dean, PDS University™ – Institute of Dentistry, Pacific Dental Services Brandon Halcott, Co-Founder and President, Tru Family Dental DeAnn McClain, Executive Vice President of Operations, Heartland Dental Kasey Pickett, Sr. Director, Communications, Aspen Dental Management, Inc Heather Walker, DDS, Mortenson Family Dental

Graham Garrison • ggarrison@sharemovingmedia.com

MANAGING EDITOR Daniel Beaird • dbeaird@sharemovingmedia.com DENTALFACTS EDITOR Alan Cherry • acherry@sharemovingmedia.com CIRCULATION Laura Gantert • lgantert@sharemovingmedia.com ART DIRECTOR Brent Cashman • bcashman@sharemovingmedia.com

Children’s health on tap in February............................34 Treating teens Dental professionals must remind parents and guardians to stay engaged in their teens’ daily habits and food choices.... 35

Now hiring!

Hiring and retaining staff is a universal challenge for dental practices, regardless of their size or model. ................ 40

Hiring in a competitive market It’s important to find the right person to fill a position – and then convince them to stay..... 44

Protecting the patient Let patients know what and why you do the things you do to keep them healthy and safe....................... 50

News..............................................................54

ADVERTISING SALES Diana Partin dpartin@sharemovingmedia.com VICE PRESIDENT OF SALES Katie Educate keducate@sharemovingmedia.com PUBLISHER Scott Adams sadams@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 Phone: 770-263-5257 • Fax: 770-236-8023 www.dentalgrouppractice.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 2020 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.

Efficiency In Group Practice : ISSUE 1 • 2020

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> Editor’s Note

The makings of success January 2020 marks our annual Efficiency in Group Practice New Products Guide. It’s important to us to keep our readers current on the newest technologies and services, which they, in turn, can share with their patients.

As important as it is to invest in top-of-the-line products, however, it could be argued that it’s only one step toward attracting and retaining patients. Indeed, a team that doesn’t click – and employees who don’t enjoy working at their practice – can be a turnoff to patients. That said, putLaura Thill ting together a great dental team can be challenging, even for the most well-meaning practice.

“It’s all about creating the right environment and a sense of unity by making employees feel like they are part of a winning team, says Steve Desautel, vice president, sales and marketing, Dental Health Products, Inc. (DHPI). “Dental offices that typically have the greatest turnover issues are those where the owner is not overly staff centric, can’t clearly communicate performance targets and goals, makes unrealistic demands and is hard to please.”

Providing candidates with clear job descriptions up front, carefully vetting them to ensure they are qualified to fill a position, and then making them feel valued once they join the practice, go a long way toward fostering a happy, productive culture. “Employees leave organizations that lack vision, or because they don’t have the tools to perform their duties and/or feel unappreciated,” says Desautel.

In a competitive market, organizations must offer attractive packages, including a substantial benefits and salary package, according to Jacqueline Guinn and Rupinder Kaur, both doctor recruiters with Mortenson Dental – Steve Desautel, vice president, sales and Partners. Without a clear mission and a thorough undermarketing, Dental Health Products, Inc. (DHPI) standing of the patient base, however, it can be difficult to target new employees who will be a good fit for the organization. “In an existing practice, the best place to start is with your current patient base and clinical team,” they point out. “Patient demographics and expectations should influence the clinical skill sets targeted by the practice.”

Employees need clear job expectations, along with the resources to carry out their responsibilities, adds Sherri Toohey-Taylor, director of human resources, Mortenson Dental Partners. “When expectations are not clear, neither party is satisfied,” she says.

This year, we hope to address the above and many other issues that make or break a great dental team, including the tools and services that enable DSOs and their affiliates to provide optimal service day in, day out.

A happy, healthy new year from the EGP team to all of you!

“ It’s all about creating the right environment and a sense of unity by making employees feel like they are part of a winning team.”

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Efficiency In Group Practice : ISSUE 1 • 2020

Dentistry’s best-selling, longest-lasting amalgam separator.

The Hg5 Trust the leader.

Removing mercury from the dental practice (and the environment) is a good thing - and we’re way ahead of the game. When it comes to Amalgam Separation, no one knows more than Solmetex.

Twenty-five years ago, our experience in water science led us to create a system that easily and affordably removes amalgam waste from dental practices. Our signature product, the 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.

Good for you and good for the environment.

Solmetex – clearly the leader in amalgam separation (800) 216-5505 | www.solmetex.com

> ADSO

An unrivaled educational experience The Association for Dental Support Organizations (ADSO) is the primary champion and representative of the group practice and dental support business model in the United States. We are proud to represent the interests of emerging DSOs that we support through education, training, and mentorship, as well as national DSOs that we support through our advocacy efforts.

Due to ADSO’s unrivaled access to industry leaders, we have been able to regularly host the nation’s premier DSO conference, our annual Summit meeting. By calling on our members to share their insights and experiences, we have created an unrivaled educational experience, which has been growing every year since its inception in 2014. This is an incredibly exciting time to be a DSO or group practice leader, and through the cooperation and support of our community, we are able to share our learnings in order to support the development of this business model.

Partnering for growth The Partnering for Growth track will include topics touched upon in the other six tracks but specifically from the standpoint of emerging DSOs in the earliest stages of their growth.

Join us in March 2020, at National Harbor to hear from some of the most successful names in the industry as they share what they have learned on their path to success. Membership with ADSO is not required for DSO and group practice attendees, though our members do

This year, for the first time, our Summit will have sessions and panels organized into a variety of tracks to help assist our attendees in determining exactly which educational opportunities will be most valuable to them. The 2020 Summit tracks are: > Leadership > Growth & Development > Compliance > Human Resources > Marketing > Technology

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Efficiency In Group Practice : ISSUE 1 • 2020

receive complimentary registrations. Organizations that provide products and services to DSOs and group practices, who are interested in attending, sponsoring, speaking or exhibiting at Summit 2020, do need to join the ADSO Industry Partner program first and can request additional information from Membership@TheADSO.org.

We hope to see you there! If you would like to know more about ADSO’s annual Summit, contact ADSO at Info@TheADSO.org or by phone at (703) 940-3860. Together we can create practice environments where dentists can choose the administrative services that best allow them to focus on patients, expand access to quality dental care and improve the oral health of their communities.

Introducing

3s PowerCure System ™

ZERO TO 4MM IN 3 SECONDS • Esthetics and efficiency with no compromise on quality • Low shrinkage stress due to proprietary (AFCT) technology • Intelligent and efficient curing to 4mm in just 3 seconds with low heat development

Efficient Esthetics Isolate

Bond

Restore

Cure

Learn more at EfficientEsthetics.IvoclarVivadent.com For more information, call us at 1-800-533-6825 in the U.S., 1-800-263-8182 in Canada. © 2019 Ivoclar Vivadent, Inc. Ivoclar Vivadent, Bluephase and Tetric are registered trademarks of Ivoclar Vivadent, Inc.

POWER CURE SYSTEM

> SEO

Growing dental practices through quality content and SEO Quality content and search engine optimization (SEO) go hand in hand. SEO is the process of maximizing the number of visitors to your dental website by ensuring the site appears high on the list of results returned by a search engine. So how do you master SEO for your dental practice? The ever-changing rules and algorithms of search engines makes it imperative that dental practices hire and retain the right search engine optimizers (SEOs) to maximize their online presence and help drive patients to their practice. This monthly column in Efficiency in Group Practice will cover critical areas in the process of augmenting your dental business through today’s new yellow pages – search engines: where quality content is king.

Creating quality content sounds challenging. What is it? How do we create a comprehensive content strategy that includes topics our audiences want to hear or read? In his book “They Ask You Answer,” author and web marketing guru Marcus Sheridan presents a simple idea – when building your content strategy, create content based on the questions your customers ask.

This easy premise of answering questions helped Sheridan save his swimming pool business during the economic and housing crash of 2008. Yet many businesses, including dental practices, neglect the best resource available to them, the Internet. Quality content is the key to success. Today’s search engines recognize keyword cram and link boosting, which can move your content to the bottom of their lists.

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However, people ask search engines questions and your answers can provide the quality content that search engines are seeking when ranking your website. Think about

Efficiency In Group Practice : ISSUE 1 • 2020

By Barry Nix

who, what, which and how much when building your website’s content strategy. Dental practices need to address what their potential customers are asking. Your content should not shy away from problem solving, market comparisons, reviews, and pricing and cost.

Throughout 2020, this column will focus on growing your dental business through SEO best practices, ranking websites, citations, listings, consumer reviews, tracking, local search, building better websites, improving responsive design for mobile and more. What worked in the 2010s won’t work in the 2020s.

Your quality content is king. You are an expert in the dental space and your potential customers want answers to the dental questions that they’re asking search engines.

Understanding the difference between a customer’s hiring intent keywords, like your provided services such as fillings, crowns and teeth cleaning, and research intent keywords, which help position your dental practice as a leader in the field through your blog articles and FAQ pages, can help place content in its proper place on your site. Sharing your industry knowledge provides the best traffic to your site, better conversion rates and boosts your authority in the industry.

See. Show. Treat. Repeat.

An easy-to-use, quality intraoral camera that

integrates with your digital x-ray imaging software at a price that finally makes sense.

Starting at:

Satisfaction Guarantee

Lifetime Support

1 Year Warranty

$299

Integrates with...

Eaglesoft, Dexis, Apteryx, Carestream, XDR, Tigerview,

Dentrix Ascend, MacPractice, Kodak, Schick, VixWin, Curve, MiPACs Sidexis, Patient Gallery, Romexis, and any x-ray software out there... guaranteed.

Treatment Plans. Anytime, Anywhere.

Use TeleDent to create Visual Patient Care Plans wherever you are, whenever you want.

Turn a case presentation into the highlight of your patient’s experience - and a clear path to increased case acceptance and revenue.

Build visual care plans that patients easily understand Conveniently message and video conference patients about treatment Securely share clinical data and treatment plans with specialists and care teams

Download our FREE guide to teledentistry at MouthWatch.com/EGP

New Products and Selling Opportunities You want to ensure your purchase is an investment not simply overhead. That means, sitting down with your suppliers, analyzing how your group practice works, evaluating your short- and long-term goals and arriving at the best solutions.

Efficiency in Group Practice asked manufacturers about products in 2020 that will help group practices deliver optimal patient care at a great value.

Here’s what they shared.

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> New Products Guide

The 3s PowerCure System

by Ivoclar Vivadent The 3s PowerCure System by Ivoclar Vivadent provides offices with a three-tiered solution of esthetics, quality and unparalleled efficiency. The system is comprised of four coordinated products: the adhesive, Adhese® Universal; the sculptable and flowable 4mm composites, Tetric® PowerFill and Tetric® PowerFlow; and the high-power curing light, Bluephase® PowerCure, capable of curing the adhesive and composites in just three seconds.

The 3s PowerCure System is an open dental system; each individual product can be used to address a range of standard indications. Tetric PowerFill is a 4mm sculptable composite that can be cured in only 3 seconds with the Bluephase PowerCure curing light, or in 10 seconds with a curing light intensity of > 1000 mW/cm2.

Dentists can count on: > Outstanding esthetics, including lifelike esthetics in the posterior region due to Ivocerin® and Aessencio® technologies. > High quality, such as that provided by conventional composites, and better reliability due to fewer layers, shorter curing times and intelligent curing assistance. > Greater efficiency. Clinicians can expect 57 percent time savings over conventional incremental technique due to

increased layer thickness (up to 4mm) and reduced curing times (starting at 3 seconds).

The 3s PowerCure is the only system designed to make curing 4mm increments of composites in just three seconds not only a reality, but help guarantee a better quality and esthetic outcome than other options offered today.

This is a true innovation in chairside direct restoratives. Dentists can expect to lower their costs by reducing time spent on posterior direct restorations.

Still, some dentists may have a few concerns: > There may be too much heat and too much shrinkage. > It took the manufacturer 10 years to develop the system, and they focused on finding solutions to the same concerns you are mentioning today.

> Heat: Study from a third party shows that two curing cycles in the three-second mode (3000 mW/cm2) don’t increase the temp of the pulp any more than one 10-second cure of a high-powered curing light (1200 mW/cm2). > Shrinkage: There are tests that show the two patents (shrinkage stress reliever and chain transfer agent) minimize and reduce shrinkage to levels beyond a conventional composite. The Flexural strength also increases due to the chain transfer agent.

It all comes down to Ivoclar Vivadent’s mission to provide a direct chairside solution that offers dentists and patients esthetics, high quality and less time in the chair.

Editor’s note: Sponsored by Ivoclar Vivadent.

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> New Products Guide

Accutron Axess™ Nasal Masks by Crosstex International, a Cantel Medical company Dental anxiety presents a common challenge for dentists and patients alike. Patients suffering from dental anxiety tend to cancel or delay their appointments until they are in extreme discomfort. And, once in the chair, they often are less cooperative, leading to prolonged chair time. Multiple cancellations and extended treatment times can impact a practice’s bottom line and detract from the dental team’s ability to provide the best possible care.

Administering nitrous oxide/ oxygen sedation has long been considered a safe approach to addressing patients’ anxiety. Traditionally, however, the nasal mask and tubing have potentially impeded the clinician’s access to the oral cavity. Today that’s no longer the case! New low-profile nasal masks and slender scavenging circuits, such as Accutron Axess™ Nasal Masks by Crosstex, a Cantel

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Medical company, have completely changed how nitrous oxide/oxygen sedation can be delivered.

For relief from anxiety during the dental visit – even during procedures requiring access to the upper oral cavity – the low-profile design of Axess™ Nasal Masks provides unencumbered oral access while its small, lightweight scavenging system is easy to work around, enabling clinicians to deliver efficient care to more patients. Axess™ Nasal Masks have a comfortable yet snug design with no tape or cannula protruding into the nostril. They are available in various sizes, ensuring the best possible best fit for the patient, as well as several colors and soothing scents, and are individually wrapped to ensure efficiency and infection control.

Axess™ Nasal Masks are translucent, making it easier to monitor patients’ breathing. The clinician can check that the patient is breathing through the nose, rather than the mouth, ensuring the mixed gas is delivered appropriately and that minimal quantities of nitrous oxide are released into the operatory. The lightweight scavenging system of the Axess™ Scavenging Circuit fits behind the patient’s ears for increased comfort, and is

Efficiency In Group Practice : ISSUE 1 • 2020

autoclavable, making it eco-friendly and cost-efficient.

Dentists should ask themselves the following when considering Axess™ Nasal Masks: > “What percentage of our appointments get cancelled?” > “Do scheduled appointments run late on most days?” > “How is our office currently handling anxious patients?” > “Is our current nasal mask easy to work around?”

Some dentists may have a few concerns: > The nasal mask gets in the way of treatment. > The low-profile design of the new Axess™ Nasal Masks provides unencumbered oral access while its small, lightweight scavenging system is easy to work around. > Nitrous oxide/oxygen sedation is an outdated treatment method. > Nitrous oxide/oxygen sedation has been used safely for many decades and has a strong safety record. No allergic reaction has ever been recorded and it has minimal side effects. To this day, it is an effective and safe method to manage dental anxiety.

Editor’s note: Sponsored by Crosstex International, a Cantel Medical company.

TeleDent™ by MouthWatch TeleDent™, by MouthWatch, is the complete teledentistry platform that enables the sharing of patient data, clinical information, intraoral images and videos in real-time or via store and forward technology.

When used for clinician/patient communication, TeleDent can conveniently utilize video conferencing, visual care plans and messaging to inform patients about needed treatment.

What’s more, TeleDent’s secure, HIPAA-compliant cloud-based software enhances referrals, oral health screenings and collaboration between rotating specialists, multiple group practice locations and hygienists working under remote supervision when allowed by state regulations.

Whether used in group practice offices or in the group’s community outreach programs, TeleDent is the only dental software that can integrate the principles of telehealth into either workflow and also deliver the following advantages: > Save valuable time: Complex cases require significant communication between the dental practice and other specialists.

TeleDent allows dentists to share dental case presentations with their peers and colleagues without ever leaving the office.

This frees up more time for treatment and boosts the bottom line for the practice. > Serve patients with limitations: Due to age, illness

> “Would I like to communicate

or health conditions, some patients cannot easily leave their house for dental appointments. TeleDent helps dentists provide care for those with limited mobility. > Enhance access to dentistry: Between dental insurance reimbursement woes and busy lifestyles, patients are finding more and more obstacles preventing oral healthcare visits. With TeleDent, patients are more likely to make and keep their appointments.

directly and conveniently with my patients, as well as increase case acceptance?” > “Would I like to expand our hygiene department hours without requiring a dentist in the office?” > “Do I want to improve the referral and collaboration process with specialists and allied healthcare providers?” > “Am I looking to implement additional revenue streams?” > “Would I like to expand our community outreach program?” > “Would I like to improve the supervision and training of new dentists in their case presentation and treatment planning from any location?”

Thanks to the advantages listed above, TeleDent provides group practices with an unparalleled ability to educate and treat more patients every day.

TeleDent was designed to be a dentist-driven, patient-friendly platform for enhanced communications.

Through easy chairside or offsite clinical data collection, messaging and video conferencing, providers can create visual patient care plans that help patients easily and willingly accept recommended treatment.

In short, TeleDent helps turn a case presentation into a highlight of the patient’s experience. Multiply this by every dentist in every location and it’s clear that TeleDent creates a direct path to increased group practice revenue.

Dentists should ask themselves the following when considering TeleDent:

Editor’s note: Sponsored

by MouthWatch.

Efficiency In Group Practice : ISSUE 1 • 2020

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> New Products Guide

PowerScrub Vacuum Line Cleaner

by Solmetex The Solmetex PowerScrub Vacuum Line Cleaner, with SmartScrub Technology, is designed to release specific enzymes to dissolve vacuum line debris on contact. The ecofriendly, dynamic bacteria formulation is 100 percent biodegradable and remains in your lines overnight for continual cleaning action, rinsing clean when the job is done. PowerScrub Vacuum Line Cleaner works with all water temperatures (hot water is not required) and meets all EPA VLC requirements with a neutral pH between 6 and 8.

The unique PowerScrub enzymatic formula dissolves vacuum line debris in such a way that it compresses the solids within the collection container. This optimizes collection container capacity, resulting in less frequent collection container changes.

PowerScrub Vacuum Line Cleaner is compatible with all amalgam separators and is the only VLC recommended for use with the NXT Hg5 Amalgam Separator. PowerScrub contains no harsh chemicals and is safe for the clinician, the patient and the environment.

PowerScrub Vacuum Line Cleaner works with all water temperatures (hot water is not required) and meets all EPA VLC requirements with a neutral pH between 6 and 8.

Dentists who are considering PowerScrub Vacuum Line Cleaner should ask themselves: > “Does our current vacuum line cleaner meet all the requirements of the EPA Dental Rule with a neutral pH between 6 and 8?”

Dentists will be sure to appreciate the cleaning action of SmartScrub Technology! However, for those who are not fully satisfied, the PowerScrub Vacuum Line Cleaner is backed by a 30-day risk-free trial and the dental practice can receive a full refund within 30 days of purchase.

Editor’s note: Sponsored by Solmetex.

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Dentapen by Septodont

Performing the right injection is the first step toward a more comfortable patient experience. Anesthesia is a first and essential step for most dental procedures. But dentists face a variety of issues when using a traditional syringe, such as: > Adhering to the recommended injection time (One milliliter in one minute). > Variations in pressure, which can damage tissue and cause discomfort to the patient. > Keeping the quality of injections consistent throughout the day.

There is no console, no foot pads, and no tubing or proprietary disposables. It can be held in two different ways – by the wings, like a manual syringe, or pen-like, for a precise injection during special procedures.

With the Dentapen, these challenges are greatly reduced.

Dentapen is a new generation of electronic syringe designed to perform more comfortable patient injections.

Like most electronic syringes, the Dentapen injection is monitored with a constant flow, at the right pace. This gives dentists the opportunity to focus more on needle insertion1, leading to better control of the injection and a

reduction in pain for the patient. For instance, during a study of 50 dentists who received a palatal injection, 96 percent of them preferred injections from an electronic syringe vs. manual syringe, and their pain perception was reduced by a factor of two2.

What makes the Dentapen different is that it is a self-contained, cordless, intuitive device that matches

dentists’ habits. There is no console, no foot pads, and no tubing or proprietary disposables. It can be held in two different ways – by the wings, like a manual syringe, or pen-like, for a precise injection during special procedures. Dentists can use any local anesthetic cartridge and their favorite dental needle. And patients find the small, modern look to be less threatening and more reassuring, helping them to relax.

For over 80 years Septodont has been a global influence in manufacturing dental materials and local anesthetics for the dental community. Today they are a leader in pain management with a presence in over 150 countries with regulatory approvals to match. For more information, visit www.septodont.com.

Editor’s Note: Sponsored

by Septodont.

References: 1. H ochman, MN, Chiarello D, Hochman CB, Lopatkin R, Pergola S. Computerized Local Anesthesia Delivery vs. Traditional Syringe Technique. NY State Dent J. 1997; 63:24-9.

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> New Products Guide

TheraCal PT by BISCO

Clinicians don’t have the luxury of time when treating their pediatric patients; this is even more pronounced when working on children with special needs or complex health issues. With the launch of TheraCal PT, BISCO has greatly enhanced the efficiency of pulpotomy treatments by eliminating hand mixing of materials, long set times and waiting periods when medicaments are in the tooth.

Clinicians may agree on the value of maintaining primary teeth in order to maintain arch length, masticatory function and esthetics, but choice of pulpotomy medicaments are frequently debated. Most dentists don’t want to expose patients to harsh chemicals if it can be avoided. Although formocresol is still widely used, people are moving away from this material as it may be considered carcinogenic.

Of the regenerative materials options for pulpotomy, calcium hydroxide is the oldest and has been the most widely used biomaterial since the 19th century. However, one of the known limitations of calcium hydroxide-based materials is their relatively high solubility, which leads to dissolution of the material over time. TheraCal PT is moisture tolerant* and will not wash out.

TheraCal PT is a resin-modified calcium tri-silicate that has

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Although formocresol is still widely used, people are moving away from this material as it may be considered carcinogenic. enhanced physical properties when compared to MTA material. Essentially, the primary ingredients used in both materials are similar but TheraCal PT contains a unique hydrophilic resin, which facilitates calcium release. Similar to MTA, TheraCal PT has an alkaline pH, is biocompatible and kind to the residual pulp. TheraCal PT is faster, easier and more cost efficient: a great alternative to using MTA for pulpotomies.

TheraCal PT: > Adapts to pulpal floor with minimal manipulation. > Resists breakdown and degradation. > Radiopaque (2.45mm)*. > Calcium Release*. > Alkaline pH*. > Auto-Mix. > Dual-Cure. > Ten-second Light-Cure for immediate restoration. > Complete in 1 office visit. > Maintains tooth vitality.

BISCO is an international dental restorative company that produces well-known products, such as the

Efficiency In Group Practice : ISSUE 1 • 2020

All-Bond family of adhesives, TheraCal LC, TheraCem and Z-Prime Plus.

Products are developed and manufactured in the United States with materials virtually made-to-order and never warehoused for any extended period of time. BISCO is a direct selling company, which allows the pricing of our products to be very competitive, thereby providing our DSO customers the very best value for their purchases.

Incorporating TheraCal PT in to your practices can expedite pulpotomies and pulp-capping procedures, which makes for happier patients and parents, and more efficient dental practices. * Data on file.

For more information visit: Dental Advisor Editor’s Choice www.bisco.com/assets/1/7/ MC-8090TP.pdf Dental Product Shopper Evaluation https://www.dentalproductshopper. com/evaluation/theracal-pt# Editor’s note: Sponsored

by BISCO.

VOCO Admira Fusion x-tra Admira Fusion x-tra by VOCO is a single-shade, omni-chromatic nano-ORMOCER restorative material. Based purely on silicon oxide, it’s designed to optimally shade-match with the surrounding tooth structure in which it is placed, helping clinicians avoid the cost of purchasing a variety of shades, or the waste of disposing of expired shades. The x-tra in Admira Fusion x-tra refers to the enhanced physical properties it provides to clinicians, supported by its nano-ORMOCER composition, especially when compared to other single-shade nano-hybrid restoratives. This includes an extremely low shrinkage rate of 1.25 percent and a shrinkage stress of up to 50 percent lower than other brands.

Admira Fusion x-tra features high color stability and low water absorption, ensuring long-term esthetics and performance. In addition, the material’s pure silicate technology means it contains no classic monomers, is 100 percent BPA free, and delivers a new standard in biocompatibility, putting clinicians and their patients at ease.

Admira Fusion x-tra’s nano-particulate is grown using the sol-gel process; the particulate is perfectly spherical and only 20-40nm in diameter – smaller than the range of wavelengths of visible light. Light passes through this nano-particulate, hits and bounces off the surrounding tooth structure and eventually gets interpreted by the human eye as the shade of the surrounding tooth structure. Furthermore, Admira Fusion

x-tra offers a 4mm depth of cure with indications that include Class I, Class II and Class V restorations.

Dentists should ask themselves the following when considering Admira Fusion x-tra: > “Am I looking to streamline our inventory without reducing the quality of material solution I offer my patients?” > “Am I interested in decreasing the amount of time I need to complete a restorative procedure?” > “Do I have an answer or solution when my patients ask if the product I am placing in their mouth contains BPA?” As a dentist, I may have a few concerns: > I am comfortable with my current composite. > As more and more patients ask questions about the materials being placed in their mouth, clinicians must be more selective about the products they use. Your patients will appreciate

knowing you’ve chosen the most advanced, biocompatible, BPA-free material, with their best interest in mind. > Admira Fusion x-tra enables clincians to simplify their day-to-day procedures and save time, without decreasing the quality of care. The chameleon effect of Admira Fusion x-tra will allow you to eliminate time and concern over shade selection. You can provide high quality performance while minimizing your composite inventory to reduce overhead costs.

Practitioners will appreciate Admira Fusion x-tra’s speed and agility, as well as its non-sticky handling. Patients will appreciate the biocompatibility and esthetics. And practice owners who keep a close watch on the bottom line will appreciate Admira Fusion x-tra’s reduction of inventory through its single omni-chromatic shade capabilities.

Editor’s note: Sponsored by VOCO.

Efficiency In Group Practice : ISSUE 1 • 2020

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> New Products Guide

MICRO-TOUCH® DENTA-GLOVE™ Green Neoprene by Ansell

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MICRO-TOUCH® DENTA-GLOVE™ Green Neoprene by Ansell is designed to deliver the ultimate fit, comfort, tactile sensitivity, stretchability and grip. Featuring our ERGOFORM™ ergonomic design technology, this glove helps reduces muscle effort, which can cause stress on joints, ligaments and tendons.

MICRO-TOUCH® DENTA-GLOVE™ Green Neoprene delivers: > A unique formulation for extra sensitivity, with flexibility and comfort. > Protection from latex Type I allergy. > Strength and durability to help avoid snagging and tearing. > Low to no odor.

Ansell ergonomic technologies ensure comfort during extended procedures, wet grip innovations that prevent harmful mishandling, and micro-thin films for maximum sensitivity. Dental professionals can depend on a lower-cost Neoprene exam glove that delivers better clinician outcomes due to ERGOFORM™ Technology. In addition,

Dentists should ask themselves the following when considering MICRO-TOUCH® DENTA-GLOVE™ Green Neoprene: > “Is wet grip important to me and my staff while practicing?” > “Am I concerned with ergonomics at my practice?” > “Do our current gloves tend to rip or tear when donning?”

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Some dentists may have a few concerns: > MICRO-TOUCH® DENTA-GLOVE™ Green Neoprene are priced too high. > With ERGOFORM™ technology and excellent wet grip dentists and their staff will be able to protect their hands from musculoskeletal disease, as well as enhance workplace efficiency with better wet grip. > This product is not bulk packaged. > Our 100-count box of gloves is easy to store in the office and has proven to be a desirable size for most dental practices.

MICRO-TOUCH® DENTA-GLOVE™ Green Neoprene are tested and determined safe for oral examination.

Editor’s note: Sponsored by Ansell.

RevenueWell Enterprise Marketing and Communications Software > Do we have a HIPAA-compliant,

RevenueWell Enterprise is the only marketing and communications software developed exclusively for group dental practices. With RevenueWell Enterprise, group practices can streamline all their operations from a single dashboard. As such, groups are able to better manage their branding, communicate more efficiently, protect patient data, and mitigate risk through sophisticated user access controls.

Group practices can depend on RevenueWell to help lower costs, increase production and overall efficiency, and enhance patient satisfaction through: > Automatic recall and reactivation. RevenueWell reads outstanding insurance and dental codes to ensure patients follow up on proposed treatment. > Online reviews. Automatically request patient reviews after appointments; push reviews to Google, Facebook and Yelp; store reviews on a personalized, SEO-friendly website. > Centralized management. Manage marketing campaigns for multiple practices from a single portal and tag locations for easier grouping/organization. > Custom communications.

Two-way texting, customizable marketing campaigns, family messaging and online appointment requests.

centralized portal for marketing to patients?” > “How do we currently send out promotions/marketing efforts to our patients?” > “How do we currently reach out to patients that have not scheduled their proposed treatment?”

> Digital forms. Make life easy on patients by giving them a link to fill out forms ahead of their scheduled appointment. Any outstanding forms can be completed via a tablet in-office. > Unlimited support. Every RevenueWell Enterprise customer receives a dedicated success manager and unlimited support.

Group practices should ask themselves the following when considering RevenueWell Enterprise marketing and communications software: > “What goals are we looking to accomplish when it comes to our patients?” (i.e., patient retention, increase case acceptance, reach more patients via email/text, centralization/consolidation, etc.) > “What would we like to accomplish with a patient relationship management tool?”

Group practices may have a few concerns: > We already have a patient communication tool in place. > If this is the case, they very likely are using a system tailored to the solo practitioner, not a DSO/multi-group practice solution. Our solution is tailored to dental groups first. > I’m worried we won’t see a substantial return on this investment. > The average RevenueWell practice sees a return of 18x.

On average, every individual practice adds more than 900 appointments in the first year.

For a 35-location group practice, that results in roughly $2.6 million of added revenue.

RevenueWell Enterprise provides an easy way to streamline multi-practice operations and patient communications under a single umbrella.

Editor’s note: Sponsored

by RevenueWell.

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> New Products Guide

Apteryx Imaging’s XVWeb with Microsoft Azure cloud technology

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XVWeb by Apteryx Imaging utilizes Microsoft Azure cloud technology to deliver state-of-the-art clinical image storage, optimization and analysis as a cost-effective subscription service. Perfect for large-scale, multi-location organizations, XVWeb is a turnkey solution to network any dental practice via the cloud, while providing enhanced security and offsite backup of clinical data.

save their patient images from anywhere with web access, including via compatible smartphone and tablets.

If a patient has an emergency and clinical data is needed for reference after-hours, XVWeb allows clinicians to easily log into their database and retrieve the patient’s images. XVWeb can also serve as a secure image portal for sharing patient data with insurance providers and referring doctors online.

XVWeb has been designed to be more workflow efficient and budget-friendly for large dental organizations and group practices by making data more readily available, improving imaging device compatibility and reducing IT expenses. With 24/7 access to patient data, XVWeb users can retrieve, view, optimize and

XVWeb also embraces open-architecture, integrating with most imaging devices on the market today while allowing dental images to be read by any DICOM capable software.

Major brands of digital sensors, intraoral and extraoral cameras and pan/ ceph systems will seamlessly integrate with XVWeb, enabling dentists

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to choose the combination of imaging devices and brands that work best for their business. And, due to XVWeb’s utilization of the DICOM imaging standard, users are never locked into XVWeb by proprietary data formats.

XVWeb practices often see considerable reduction in IT related expenses, saving users significant cost with regard to onsite server hardware and maintenance. XVWeb is always updated and includes enhanced security with off-site data backup, so there are no additional expenses related to software upgrades or data protection.

XVWeb is constantly adding new modules and features, including XVWeb 3D, which adds support for accessing, viewing and securely sharing cone beam computed tomography (CBCT) datasets via any compatible web browser in real time. Requiring no downloading of data for image manipulation or enhancement, XVWeb 3D allows practices to access their CBCT data 24 hours per day, seven days per week, from compatible web-connected devices with the added security of off-site storage and back-up. All 3D image interactions can be performed via the web, utilizing a full suite of online image enhancement and annotation tools, in addition to an implant planning module.

For more information, please visit www.apteryx.com/xvweb or call 877.APTERYX. Editor’s note: Sponsored by Apteryx Imaging.

FIT SA™ by Shofu Dental

Shofu Dental’s FIT SA™, a comprehensive self-adhesive flowable restorative with bioactive Giomer Technology inside, eliminates the need for technique-sensitive bonding procedures. Designed to deliver precision placement, ideal handling, high bond strength for reliable adhesion and total integration of the bioactive benefits, FIT SA offers dental professionals a seamless experience, unlike any other flowable composite.

The unique filler structure combines the light transmission and diffusion properties of enamel and dentin, allowing FIT SA to blend well with the surrounding dentition. Dentists can provide unparalleled performance to restorations that are subject to minimal compressive force, without the need of a bonding agent. That means reduced

inventory and shorter chair times – a value-added benefit for pediatric and geriatric patients.

At the same time, by eliminating the bonding layer, the bioactive Giomer Technology inside FIT SA transfers the six healthful ions from the restoration to the tooth for optimal therapeutic benefits, including inhibiting plaque formation, minimizing hypersensitivity, neutralizing acid, and releasing and recharging fluoride.

FIT SA is indicated for liner, small Class I (PRR), Class III and Class V restorations, and is available in 2.2g syringes in two viscosities: low flow (F03) and high flow (F10).

Dental practitioners will discover it is the better choice for those who prefer glass ionomers and other bioactive restorative materials.

Editor’s note: Sponsored

by Shofu Dental.

Designed to deliver precision placement, ideal handling, high bond strength for reliable adhesion and total integration of the bioactive benefits, FIT SA offers dental professionals a seamless experience, unlike any other flowable composite.

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> New Products Guide

Inspire™ Nitrile gloves by Cranberry Dental professionals shouldn’t settle for just any gloves. A high-quality glove offers protection from blood-borne diseases, and the right fit can determine how efficiently dentists and their team can do their job. Cranberry U.S.A. offers a full range of nitrile gloves, including their recently introduced Inspire™ – the fittest and lightest nitrile glove yet!

Inspire™ Nitrile gloves are the first gloves weighing as little as 2.5 grams to be launched in the dental market, ensuring less constraint, more control and enhanced fingertip texture for superior tactile sensitivity. The glove’s light weight facilitates better extension and flexion throughout the clinical procedure, while the InSoft™ formulation provides greater comfort and performance by minimizing hand fatigue and enhancing superior grip under all conditions.

Inspire™ is packed in a box of 300, requiring limited storage space and creating less packaging waste.

One Direction packaging permits each glove to be dispensed by the cuff, minimizing direct skin contact with the finger and palm surfaces of the glove. This innovative packaging technology helps reduce the risk of cross contamination.

> “How important are flexibility, tactile sensitivity, cost, etc. to my choice of glove?”

Some dentists may find it confusing that different gloves are packaged in different quantities, ranging from 100 to 200 – or even 300 – gloves per box. Their sales rep can

Dentists should ask themselves the following when considering Inspire™ Nitrile gloves: > “What are my priorities when it comes to glove selection?”

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help calculate a standard unit of cost across the board. That said, while it’s important to make economical choices, it never pays to save money at the expense of staff and patient safety.

Editor’s note: Sponsored

by Cranberry.

Cranberry’s new One Direction packaging Inappropriate techniques for donning and removing may result in cross contamination and bacterial transmission. Through its unique packaging, One Direction significantly improves hygiene and efficiency.

One Direction packaging: > Packs our gloves in one direction. > Allows easy dispensing – both by the cuff and individually. > Ensures that glove fingers and the palm surface do not have direct skin contact during donning stage.

Bullseye alignment ring by Flow Dental Flow Dental’s new Bullseye is an essential add-on for any dentist who uses a hand-held X-ray. With handheld imaging, it’s possible that the X-ray may move during exposure and fail to align properly to the sensor, phosphor plate or film. The Bullseye alignment ring acts as a docking station, ensuring the X-ray remains properly aligned and thereby eliminating cone-cutting, blurred images and embarrassing re-takes. The universal alignment ring works with all handheld X-rays, including NoMad® and Xray 2Go*.

The Bullseye is easy to use.

Dentists simply peel and stick the Bullseye ring to the acrylic shield on their handheld X-ray, then slide the aiming ring on the positioner

along the aiming bar until it passively nests within the Bullseye ring.

Bullseye is re-usable and mounts permanently on the handheld X-ray.

Clinicians can determine whether the Bullseye alignment ring by Flow Dental is right for their dental practice by considering the following: > Do I use a hand-held X-ray in my practice?” > How would a product designed to eliminate the risk of cone-cutting or blurred images when using a hand-held X-ray benefit my practice?

Some dentists may question whether it’s practical to purchase a Bullseye alignment ring:

> “I am concerned about the cost.” > A Bullseye retails for only 20 bucks. > “Is it disposable? How often must I replace it?” > The Bullseye is re-usable.

Stick it on your hand-held X-ray and you are good to go. > “Will the Bullseye add weight to my hand-held X-ray?” > The Bullseye is practically weightless.

This neat little gadget takes the guess work out of handheld X-ray positioning. It’s an opportunity dentists cannot afford to miss!

Editor’s note: Sponsored

by Flow Dental.

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> New Products Guide

448PP 8-Quart Pressure Pot & Pneumatic Curing Vessel by Handler Most dentists will have an opportunity to care for denture patients throughout their career. With the Handler 448PP 8-Quart Pressure Pot and Curing Vessel, they can easily make on-site adjustments, whenever an emergency arises.

When patients experience denture pain, it is often caused by a failure, such as a crack or normal wear and tear. In some cases, a new denture may require a realignment or adjustment. With a Handler model 448PP, dentists can make the adjustment to the denture, cure it on site and refit the patient with the repaired denture to ensure it fits properly with no pain – often on the same day the patient comes to the office. The procedure is billable, but at a relatively low cost to patients. In the end, patients benefit from immediate pain relief and dentists save on lab fees.

The cost of the 448PP is relatively low, making it an attractive investment for many dental practices. The technology is easy to implement and most dentists are trained in these procedures, which can be easily managed during down time. That said, some dental practices may prefer to hire a lab technician to perform the application of denture repair and reline.

The 448PP comes complete with a fill valve, a relief valve for safety and an air hose to connect to a compressed air line. A common misconception is that the

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A common misconception is that the 448PP must be heated; in actuality, no added heat is required.

The dental assistant or hygienist can simply fill the bottom with warm water, put the denture repair inside, close the lid and add 22 PSI. 448PP must be heated; in actuality, no added heat is required. The dental assistant or hygienist can simply fill the bottom with warm water, put the denture repair inside, close the lid and add 22

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PSI. It’s important to follow manufacturer instructions for curing acrylic materials.

Editor’s note: Sponsored by Handler Manufacturing.

Citrisil™ shock tablets by Sterisil Waterline shock treatments are an integral part of any waterline treatment program. Shock contains a concentrated dose of chemical treatment intended to drastically reduce the bacterial load in the dental waterline. Without a shock treatment, your waterline program is likely to fail.

Sterisil’s Citrisil shock tablets feature non-toxic, non-corrosive, ionic silver to kill odor-causing bacteria and clean dental unit waterlines. You need only measure six ounces of water in your bottle and drop the tablet. As the tablet dissolves, the orange tinted treatment indicator lets you know when the water has been dosed and is ready for introduction into the dental unit.

Run your handpieces until you see the shock and stop. The shock sits in the line overnight and can be purged in the morning. It’s that simple!

With an EPA quantified claim for effectiveness of ≤10 CFU/ml, Citrisil tablet shock leads the shock category with 50 times the effectiveness of the next leading competitor. When you pair that with any of Sterisil’s powerful dental waterline maintenance products, you have a long-term solution to waterborne microbial contamination.

All EPA registered waterline treatments intended for continuous use specify employing a registered shock treatment to attain the advertised effective level of bacterial reduction.

Doing so ensures the initial microbial reduction needed to maintain compliant bacteria levels throughout the maintenance product’s lifespan.

When you pair Citrisil™ shock tablets with any existing waterline maintenance program, you complete the protocol. You need only ensure you avoid mixing chemicals in the waterline.

Compatibility among shock and maintenance treatments are key for long-term success. Unwanted chemical interactions in the dental unit can impede long-term maintenance efforts before they’ve had a chance to be effective. Citrisil shock tablets are the only shock treatment that is fully compatible with any Sterisil product.

ures and protocol breaches are common and should be expected. Stocking the supply closet with shock, and ensuring they know how and when to use it, will save them time and money over the long term.

In addition, clinicians must be aware of what the labels require or recommend. Some clinics may not realize their maintenance products require an initial shock treatment.

Product statements like, “To obtain maximum bacteriological reduction, dental unit waterlines are to

With an EPA quantified claim for effectiveness of ≤10 CFU/ml, Citrisil tablet shock leads the shock category with 50 times the effectiveness of the next leading competitor.

Clinicians should ask themselves whether they have a response for a breach protocol or a failed water test.

Often, clinics will purchase some sort of maintenance treatment, train their staff on how to use it, and stop there.

But understanding how to respond to test failures or breaches in protocol may not be in their repertoire.

Depending on the clinic, they may choose to shut the chair down and seek help from the manufacturer, delaying the inevitable and costing the practice money with the downtime. Test fail-

be cleaned with an approved dental unit waterline agent prior to initial installation…” are a cue to employ a shock treatment for best results.

No one is perfect. Mistakes are made. Once your clinic is aware that the work is ongoing with waterline treatment, you will need a response if something goes wrong. Shock treatments enable you to restart your treatment cycle without having to replace product.

Editor’s note: Sponsored by Sterisil.

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> New Products Guide

Estelite Universal Flow by Tokuyama Dental Traditional flowable composites do not have the strength required for a wide range of indications. As a result, their use is limited to cavity lining and minor restorations.

Estelite Universal Flow by Tokuyama is a supra-nano filled universal flowable that combines the cavity adaption and handling of flowables with the strength and versatility of universals. Estelite Universal Flow is currently the only product in three well-designed flows – Super Low, Medium, and High – for a wide range of indications, including direct anterior and posterior restorations. Major product benefits are: > High compressive and flexural strength. > High wear resistance. > Low shrinkage. > Outstanding shade blendability. > High gloss retention. > Easy handling. > Exceptional polishability.

To achieve optimal restoration outcomes, dentists often combine flowable composites and universal composites to treat a cavity. A flowable base layer reduces the risk of voids with great cavity adaption, while a capping layer of universal composite contributes strength, esthetics and durability. Traditionally, this approach has required additional steps, increased chair time when placing the restoration, and required dentists to stock additional composite materials in their practice.

With a composite that combines the

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benefits of flowable and universal composites, this is no longer necessary. Clinicians can achieve beautiful, long-lasting restorations with just one composite and in fewer steps.

Dentists who are considering Estelite Universal Flow should question whether their current flowable is: > Strong enough to be used in direct restorations, beyond cavity lining and minor restorations. > Offering the right level of compressive and flexural strength to handle both posterior and anterior restorations. > Esthetically pleasing for use in anterior restorations without a capping layer.

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> Available in different viscosities for increased ease of handling, depending on the case and indication.

Estelite Universal Flow is versatile, dependable and easy to work with. At press time, Tokuyama Dental America was offering new buyers the opportunity to purchase one Estelite Universal Flow and get the second Estelite Universal Flow of equal or lesser value free of charge. The new users can redeem this promotion up to three times.

Editor’s note: Sponsored by Tokuyama Dental America.

The Mobile True Definition Scanner

by Midmark When it comes to taking impressions, a high-quality outcome is essential. Dental professionals and labs rely on accurate impressions to produce restorations that fit in the mouth the way they are intended with minimal adjustments. As such, they require a digital scanning system that provides a high level of accuracy and precision to ensure consistent measurements, time after time.

Laser scanners use complicated optics with moving parts to create digital impressions. Because these optics are specialized, they cannot leverage the cost-effectiveness of mass production. As a result, the cost of laser scanners has been prohibitive for many dental practices. The moving parts of these complicated optics also require a bulkier scanner and make the wand more sensitive to damage. With the introduction of the Midmark Mobile True Definition™ Scanner, clinicians now have a highly reliable and financially viable option with a much smaller wand.

The Midmark True Definition Scanner is a video scanner that uses a number of off-the-shelf components found in today's more advanced consumer electronics, such as cameras and mobile devices. Because these components are widely available, the price of this system is one of the lowest on the market. And since video scanning eliminates the need for moving optics, it allows for a smaller, more durable

Laser scanners use complicated optics with moving parts to create digital impressions.

scanning wand. In addition, the dental team can benefit from: > Excellent patient engagement.

A mobile system that looks like the rechargeable tablets your patients see and use in their daily lives can improve not only patient comfort but also the overall patient experience. When a clinician places the familiar-looking mobile unit directly into the hands of a patient and shows them a 3D image of their oral anatomy, it can facilitate a more informed discussion about the patient’s oral health and help them both engage with the information and better understand the proposed treatments. > Improved user experience.

Imagine the ease of an ergonomically-designed, tablet-based system that allows clinicians to move freely between operatories, without power cords or carts. That's

what the dental team can expect with this scanner. The flexible mounting options can also help minimize workspace clutter and free up more space for clinicians and assistants to maneuver in small areas. > • More clinical options. Some digital scanners are designed to connect with mills and other systems. This flexibility means that dentists can work with their existing labs to prescribe the best material solutions for the desired outcomes. Clinicians who appreciate flexibility and an open and secure cloud-based platform that lets them easily share files and connect with laboratories and other partners, such as Invisalign®, should consider the Midmark True Definition Scanner for their practice.

Editor’s note: Sponsored by Midmark Corporation.

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> New Products Guide

PURELL® Healthcare HEALTHY SOAP ® with CLEAN RELEASE® Technology

by GOJO Industries, Inc. PURELL Healthcare HEALTHY SOAP® with CLEAN RELEASE® Technology sets a new standard for soap performance. This remarkably mild healthcare formulation is gentle on skin, contains no antimicrobial ingredients or harsh preservatives, and removes more than 99 percent of soil and germs.1,2 GOJO scientists teamed with a leading dermatologist to identify the most common causes of severe skin irritation: harsh preservatives and antimicrobial ingredients. Formulated for dry and sensitive skin, hypoallergenic CLEAN RELEASE® Technology soap is free of these ingredients, so it’s better for skin.

CLEAN RELEASE® Technology boosts soap performance. Its novel surfactant system reaches deeper

into skin’s cracks and crevices to gently remove more soil and germs than regular soap.1,3 When they use PURELL Healthcare HEALTHY SOAP® with CLEAN RELEASE® Technology, dental professionals benefit from enhanced soap performance and deep cleaning, including: > Lower interfacial tension.

CLEAN RELEASE® Technology lowers the soap’s interfacial tension4, improving its ability to spread at the skin’s topography, and allowing it to better remove soils and germs. > Better wash experience.

PURELL Healthcare HEALTHY SOAP® is 95 percent preferred over regular soap5.

In addition, CLEAN RELEASE® Technology: > Lifts and washes away germs better than regular soap2,3, ensuring 3.4 times fewer germs. > Removes 31 percent more biosoil than regular soap1. > Keeps frequently washed hands irritation-free.

Dentists should ask themselves the following when considering PURELL® Healthcare HEALTHY SOAP® with CLEAN RELEASE® Technology: > “What complaints am I hearing

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from my staff related to handwashing? What are my staff’s pain points?” > “What kinds of soap do we rely on at our practice?” > “What criteria determine our product selection?” > “Do we currently purchase soap through a retail store? Would it be more convenient to work through distribution?”

Some dentists may have a few concerns: > We believe the dental office must use an antibacterial soap. > GOJO offers both bland and antibacterial soaps, including PURELL® Healthcare HEALTHY SOAP® with CLEAN RELEASE® Technology. > We believe all soaps are the same. > Formulation matters and has a significant impact on skin health. > Can this product be purchased through distribution?

Editor’s note: Sponsored by GOJO Industries, Inc. Legal footnotes: 1. Augustine Scientific, Newbury OH, Ex Vivo Soil Removal Analysis, August 5, 2017 2. BioScience Laboratories, Inc.; Bozeman, MT, Study# 170398-101, Evaluation of In-Vivo Germ Removal, July5, 2017.

3. B ioScience Laboratories, Inc. Bozeman, MT, Study# 1707304-101, Evaluation of In-Vivo Germ Removal, August 22, 2017.

4. Augustine Scientific, Newbury OH, Surface and Interfacial Rheology Analysis, June 30, 2017 5. G OJO Industries Inc, Study 2017-08-I10608 Healthy Soap CRT Foam and Lather Study August 2017.

DryShield All-in-One Isolation System, featuring single-use mouthpieces DryShield – the all-in-one modern isolation system, now with autoclavable and all-new single-use mouthpieces – 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, the DryShield mouthpiece is engineered in two options – autoclavable and now single-use – to meet dentists’ needs for maximum affordability or convenience. It’s an intelligent breakthrough in isolation, bringing ease and comfort to doctors and patients alike. In a 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 20 to 30percent per procedure, allowing more procedures per appointment, more patients scheduled per day, and more consistent on-time schedules. Eight-five percent also indicated that DryShield improved their patients’ experience by increasing comfort as well as reducing chair time.

With a vision of making modern isolation accessible for all dentists, DryShield is the first allin-one isolation system to offer a full slate of autoclavable and single-use mouthpiece options. Both options work interchangeably with the flagship DryShield isolation

system. Although DryShield autoclavable mouthpieces continue to be the most economical option for many offices, for certain practices a single-use mouthpiece option may be preferred. In particular, the single-use mouthpieces target the needs of certain hospitals, government organizations, and practices that want the added convenience.

DryShield can be used on almost every dental procedure. The system is easy to use, installs in seconds, and immediately improves patient experience and safety. The mouthpieces are soft and flexible, yet 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 mouthpieces? For them, DryShield represents savings, ease of use, 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 fit DryShield into their practice’s workflow.

Some dentists may have a few concerns: > It’s more convenient to buy direct. > DryShield is the only modern-isolation system available through all major distributors. > My current modern-isolation system works. > DryShield Single-Use mouthpieces are built with a firmer bite block for better patient comfort and prevention of accidental trauma. They have excellent cheek-side retraction and superior suction for a clean and dry working area.

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.

Editor’s note: Sponsored

by DryShield.

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> DSO Profile

A game changer With access to new technology and the ability to connect with – and educate – patients, Advanced Dental Solutions helps patients discover a new reason to smile. : BY LAURA THILL

The first prosthodontic specialty level practice to join Mortenson Dental Partners, Louisville, KY-based Advanced Dental Solutions provides life-changing care to patients who often mistakenly believe their treatment is out of reach. To a large extent, belonging to a dental service organization has made this possible, according to prosthodontist Mark C. Nation, DMD, who heads the practice. In addition to full-mouth reconstruction on teeth and implants, Nation and his team offer grafting procedures to facilitate these treatments, as well as general anesthesia for bigger cases. “A large part of our practice involves helping patients with existing dental implants who require additional restoration, repair or replacements,” he explains.

“Belonging to a dental service organization has helped alleviate the non-clinical tasks generally required to run a dental office,” Dr. Nation continues. “It has freed me up to focus on my patients and facilitate their care at the highest possible level. While I had great experiences as a practice owner in the past, I’ve discovered the lower stress level associated with being affiliated to a DSO – together with the services they provide – have enabled me to improve my well-being and spend more time with my family.”

Indeed, while the experience has not impacted his staff’s day-to-day responsibilities, the support Mortenson Dental Partners provides around managing finances and training team members has made life easier for everyone in the office, he adds.

Better for patients

Mark C. Nation, DMD

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The DSO experience has led to an overall improved patient experience as well, notes Dr. Nation. “Mortenson Dental Partners has multiple specialists, which is a huge advantage for our patients,” he explains. “We are able to render multiple treatments in one clinic. For instance, in our group, we have maxillofacial surgeons who come to my clinic to help facilitate care on very difficult implant reconstructions and bone augmentations.

Patients appreciate comprehensive care in one clinic instead of

Reduce the Cost of Handpiece Infection Control Compliance

ēsa brings your practice 100% compliance at 50% of the cost¹ Let’s simplify the CDC recommendations. If a semi-critical item (i.e., low speed handpiece) is heat-tolerant, it should be sterilized between patients. If it’s heat-sensitive, you should not use it: Instead, replace it with a heat-tolerant or disposable alternative.² Since replacement can be costly, talk to us about ēsa and the compliant, cost-effective ēsamate prophy system. ēsa disposable prophy angles fit the Midwest Shorty®, Rhino® and Star® Titan® handpieces.3 So, if you already own these handpieces, put an ēsa on them and be compliant wherever you work.

If not, consider our ēsamate ST and new ēsamate MW lube-free low speed handpieces.

• Both are heat sterilization tolerant, 5,000 rpm, and backed by a 2-year warranty • Both offer proven air-driven performance; no recharging or batteries • Both are lightweight with a 360° swivel Best of all, both offer a simple, cost-effective solution to handpiece infection control compliance in all 50 states.

To learn more, call us at 800-474-8681 or visit www.preventech.com

4330-C Matthews-Indian Trail Road • Indian Trail, NC 28079 • 800.474.8681 • 704.849.2416 • fax: 704.849.2417 • preventech.com 1 Cost comparison based on Henry Schein Dental website prices and promotions for ēsamate® and Nupro Freedom® Handpieces as of August, 2018. 2 “Summary of Infection Prevention Practices in Dental Settings,” Centers for Disease Control and Prevention, March, 2016. Page 14. 3 ēsa is available for Star Titan, Midwest Shorty and Rhino. All third party marks - ® and ™ - are the property of their respective owners.

> DSO Profile

traveling between specialty offices.

We also have orthodontists in the adjacent space that allows for ease of interdisciplinary care.”

As part of a large DSO, Dr. Nation and his team have opportunities to try new technologies at greatly reduced prices, and sometimes even for free, on behalf of manufacturers who would like them to implement their technologies company-wide. “Our office has been fortunate to be the pilot for new implant placement technologies and scanners,” he says. “We evaluate

and determine the viability and profitability of these new and emerging technologies. In a big organization, it requires collaboration and agreement of many parties to implement new things. Communication and cost/ benefit analysis are key to being able to utilize these technologies moving forward.” It’s worth the effort to know that his patients are privy to the best possible care, he adds.

Communication is key Although prosthodontists like Dr. Nation can offer people potentially life-changing care, some patients are reluctant to move forward, he points out. “The two biggest factors discouraging patients from moving

forward with treatment are fear and a lack of understanding,” he says.

While cost can also be a concern, in his experience, “motivated patients find a way to finance their care.”

To put patients at ease, Dr. Nation and his team take the time to walk them through the treatment process, providing thorough explanations and visuals. “We approach all of our cases in the same way,” he says. “We photograph extensively and acquire any necessary three-dimensional radiographic information that we need.

We then meet with the patient in our patient education studio and take them through self-discovery and co-diagnosis. Our goal is to educate our patients in layman’s terms about their current situation and show them the needed procedures. We also show them similar cases that illustrate the initial presentation and final restoration. This is a very

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powerful approach and really motivates our patients to follow through with their treatment protocol.”

Last fall, he made an additional effort to connect with – and educate – patients by hosting two open houses. “The open house events drew nearby patients to learn more about dental implants and restorations,” he explains. Most of the attendees were either nervous about what these treatments involve, or they didn’t understand just how much implant dentistry and prosthodontics have to offer, he notes. “The open houses enabled patients to meet me in a relaxed environment where I could educate them and they, in turn, could see some of the cases we have done,” he says. Furthermore, he could provide these patients with a CT scan and a brief overview of their case, giving each of them a general idea of what their treatment would look like.

“The event proved to be a great way to help some patients make the leap and commit to treatment,” he adds.

And for one lucky individual who won Advanced Dental Solutions’ recent ADS Smile Makeover Contest, Dr. Nation provided a full-mouth restoration at no cost. “We are very fortunate to have the facility and the ability to provide full-mouth restorations at Advanced Dental Solutions,” he says.

“As dental professionals, I believe we have an obligation to use our talents to help those who normally might not have access to the level of care we provide. I thought the contest would be a great way to meet this level of obligation and perhaps help others see and understand the possibilities of advanced dental restorative treatment and implants.”

> Specialty Focus : Pedodontics

Leaders in prevention February is National Children’s Dental Health Month - a time to remember the important role hygienists play in preventive oral health. : BY ANDREA KOWALCZYK, AMERICAN DENTAL PARTNERS INC.

It is a well-known fact that in the United States, our healthcare system is generally focused on the treatment of disease, rather than its prevention. According to a September 2012, New England Journal of Medicine perspective of healthcare in the U.S., researchers Farshad Fani Marvasti, MD, MPH, and Randall S. Stafford, MD, PhD, concluded the following: “Although the United States pays more for medical care than any other country, problems abound in our health care system. Unsustainable costs, poor outcomes, poor patient satisfaction and worsening health disparities all point to a need for transformative change. Unfortunately, many modifiable risk factors for chronic diseases are not being addressed adequately. A prevention model, focused on forestalling the development of disease before symptoms or life-threatening events occur, is the best solution.” *

In this system of treatment-focused healthcare delivery, dental hygienists as disease prevention experts stand out from the crowd.

The formal definition of a dental hygienist according to the American Dental Hygiene Association is: “A licensed dental professional who specializes in preventive oral health, typically focusing on techniques in oral hygiene. Dental hygienists provide three types of services to their patients. The first of these is preventive services to promote and maintain good oral health. The second is educational services to help patients develop behaviors that promote better oral health and help them understand the importance of practicing these behaviors. The third type of service provided is therapeutic services, which are treatments meant to stop disease and maintain healthy tissues in the mouth.” **

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There we have it: Dental hygienists by their very definition are preventative specialists, trained to prevent oral disease.

Dental practices that focus on prevention tend to: > Offer in-office fluoride varnish to adult patients at risk of caries. > Offer sealants for children and adults at high risk for decay. > Dispense or write prescriptions for at-home fluoride. > Perform a caries risk assessment. > Periodontally probe each new patient. > Perform oral cancer screenings. > Offer smoking cessation and nutritional counseling.

The great thing about prevention in the dental office is that it is usually non-invasive and very inexpensive.

Caries risk assessment involves a con-

Efficiency In Group Practice : ISSUE 1 • 2020

versation with the patient to determine risk factors and possibly a saliva sample. Other than fluoride, preventative measures consist of healthy dietary changes and frequent cleanings – not medications. Radiation from digital x-rays is minimal. Oral cancer screening can be done either visually or with a harmless UV light.

“A licensed dental professional who specializes in preventive oral health, typically focusing on techniques in oral hygiene.”

In addition to being the right thing to do for our patients, prevention can be quite profitable for the practice when fluoride products are dispensed, sealants applied and periodontal disease properly treated. And while prevention may begin in the hygiene department, it should not stay there. Every team member should be focused on oral disease prevention.

As prevention experts, hygienists shouldn’t wait for the dentist or office manager to lead the way in prevention protocols! *Farshad Fani Marvasti, MD, MPH, and Randall S. Stafford, MD, PhD N Engl J Med 2012; 367:889-891 September 6, 2012DOI: 10.1056/NEJMp1206230 **www.adha.org

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> Specialty Focus

Children’s health on tap in February

“Fluoride in water prevents cavities! Get it from the tap!” is the theme for National Children’s Dental Health Month (NCDHM) this February.

NCDHM’s roots lie in a one-day event in Cleveland, Ohio, and a oneweek event in Akron, Ohio. Since then, NCDHM has evolved into a nationwide program.

The American Dental Association (ADA) held the first national observance of Children’s Dental

Health Day on February 8, 1949.

The single day observance became a weeklong event in 1955, and in 1981 the program was extended to a month-long observance. Today, National Children’s Dental Health Month brings together thousands of dedicated dental professionals,

34 Efficiency In Group Practice : ISSUE 1 • 2020

health care providers and others to promote the benefits of good oral health to children and adults, caregivers, teachers and many others.

NCDHM messages reach millions of people in communities across the country and at numerous armed services bases. Local observances often include poster, coloring and essay contests, health fairs, free dental screenings, museum exhibits, classroom presentations and dental office tours.

Dental professionals can visit the American Dental Association at www.ada.org/en to access the February 2020 National Children’s Dental Health Month Program Planning Guide. The NCDHM Program Planning Guide offers program coordinators resources to promote the benefits of good oral health to children.

The guide includes easy-to-do activities, program planning timetable tips, a sample NCDHM proclamation and much, much more.

Attitudes and habits established at an early age are critical in maintaining good oral health throughout life. By participating in the annual celebration of National Children’s Dental Health Month, members of the dental team, parents, teachers and others can help keep children’s smiles beautiful now and for years to come.

For more information visit ADA.org/ncdhm.

Treating teens Dental professionals must remind parents and guardians to stay engaged in their teens’ daily habits and food choices.

Children and early adolescents depend on their parents and guardians to instill positive habits that foster good health. By high school, as adolescents become increasingly independent in their daily habits and food choices, this continues to be an important time for adults to stay engaged, according to the International Association of Pediatric Dentistry (IAPD). The IAPD recommends the following for parents and guardians to keep teens on track with healthy teeth and bodies:

> Remind teens of the connection between good brushing habits and health, pleasant breath and good appearance. Brushing twice a day with fluoride

toothpaste, flossing and using fluoride rinse are still the best measures to keep cavities away.

Provide teens with different choices and encourage their use

in a positive way. (As a general rule, teenagers who do not brush consistently twice a day, or do not brush well enough, snack several times during the day, eat or drink sweet snacks in between meals, have had cavities in the last two years, wear braces or retainers, or take medicine that makes their mouth dry, could benefit from having fluoride varnish applications well into adolescence.) > Teenagers tend to gravitate

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> Specialty Focus

towards drinking soda or energy drinks. Although most know that soda is not a good nutrition source, many are led to believe that energy drinks are a healthier choice. Most of these energy drinks have as many sweeteners as soda, which can lead to cavities and even weight gain. Remind them about the danger of drinking sweet beverages on a regular basis. Drinking plain milk and plain water are always the best options. > As teenagers are able to purchase their own snacks, they need reminders that frequent snacking with chips or candy can also lead to cavities and weight gain. Obesity is prevalent in our society and good nutrition is important to stay healthy.

Many teens start to use mouthwash regularly, particularly as they become more interested in their personal hygiene. Teens and their parents/guardians should be aware that the use of mouthwash should not be a substitute for regular, good tooth brushing with fluoride toothpaste (including brushing the tongue, as it can contribute to a stale mouth odor.)

When using a mouthwash, it is good to use one with fluoride or proven anti-plaque benefits.

Red gums The gums around the lower teeth may become red and sometimes bleed easily when brushing. The main reason for this relates to improper cleaning of the teeth and gum-line. If the teeth are not straight, they may be more difficult to clean. The gums

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and teeth need to be brushed regularly at least twice daily with fluoride toothpaste. Dental flossing can help clear up the situation as the floss gets between the teeth and removes plaque from areas that the brush cannot reach. Parents and children can tell when the gums are getting healthier because the bleeding decreases and the gums become pink and hard. One special situation that should be mentioned is called pubertal gingivitis. This condition

ers, which enable cleaning between teeth that cannot be done with wires in place. > Use a fluoride mouth rinse or fluoride gel daily. (Adolescents who wear braces are more prone to tooth decay.)

Good hygiene during treatment with braces means a lesser chance of having to address gum problems and tooth decay when the braces are removed.

Parents and children can tell when the gums are getting healthier because the bleeding decreases and the gums become pink and hard. can persist even though the mouth appears well cleaned. It is due to the hormonal changes that occur in the body at puberty. It is usually a passing phase, and with persistent proper hygiene, the gums will eventually return to the healthy, pink color.

Brushing with braces Cleaning the mouth while wearing braces takes longer and requires more effort. IAPD recommends teens with braces take the following steps to facilitate home care: > Brush with a standard brush for regular cleaning and a special brush (small end-tufted brush) to clean around the hardware. > Use special dental floss thread-

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Teen trends Face jewelry, such as tongue studs and lip rings, is a trend among some teenagers, and they and their parents/guardians should be aware that this can sometimes cause dental damage. Tongue studs, for example, can contribute to breakage of back teeth. Lip rings can get caught in clothing or elsewhere, causing the lip to tear. The jewelry needs to be wellcleaned as it often is in areas where infection can easily begin. Whenever these items or tattoos are put into the mouth, they should be done under the cleanest possible conditions.

For more information visit www.iapdworld.org/main.php.

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> Sponsored : Align Technology

Achieving practice growth through the use of digital treatment options One clinician’s treatment journey with the Invisalign system :

ALLISON WALKER

Digital technology and workflows bring a new level of efficiency and ease to a growing number of dental practices. Dr. Shorouq Sahawneh, lead dentist with Smile Brands Inc. (SBI), and Clinical Director and Professional Corporation (PC) President of all southern California offices, knows this well.

Dr. Sahawneh and her team

Throughout her 12-year career, Dr. Sahawneh has been fascinated with technology. Embracing new digital innovations has allowed her to save time, enhance patient communication, and see Smile Brands, Inc. continue to expand. “We have almost 72 offices in southern California and we’re growing,” she says.

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“It’s been an amazing journey and I’m very grateful.”

When Align Technology introduced the Invisalign Go system to Smile Brands and their general dentists in 2017, Dr. Sahawneh was given the opportunity to practice in orthodontics, an area of longtime interest.

“I loved that Invisalign treatment

Efficiency In Group Practice : ISSUE 1 • 2020

helped me offer more comprehensive care. It helped me take advantage of a new area of untapped potential to help my patients.”

Dr. Sahawneh prescribed everything from restorative dentistry, extractions, and implants to her patients but had to refer all of her orthodontic cases to a specialist.

“With Invisalign Go, I was able to provide my patients with orthodontic treatment. Achieving a straighter smile was a helpful first step in planning future restorative work more effectively and achieving better overall results for my patients,” she explains.

Dr. Sahawneh points out that incorporating Invisalign treatment into the practice workflow is a team effort. The training and support provided by Align Technology are critical to getting up to speed and mastering the different components of the Invisalign Go System – from the Invisalign Photo Uploader through the intuitive ClinCheck treatment planning software. “Align Technology’s Invisalign Pro course, featuring one-on-one tutoring, was a tremendous opportunity to learn from an expert orthodontist while going at my own pace. It helped me become who I am and built so much confidence in my ability.”

Today, an orthodontic assessment is part of every patient’s evaluation and oral examination at Dr. Sahawneh’s practice. “I’m connecting the position of the patient’s teeth, their occlusion and misalignment, to the conditions that they complain about,” Dr. Sahawneh explains. “We are educating patients during periodic appointments that filling a chip or recession with composite is just a temporary fix and we need to treat the cause or the root of the problem—the malocclusion.”

Dr. Sahawneh started her Invisalign journey through utilizing the Case Assessment tool in the Invisalign Go system, which gave her a sense of assurance and confidence to assist her in determining if the patient was a candidate for the Invisalign Go treatment. After about a year, though, Dr. Sahawneh felt confident enough to do her own case assessments. “By this point, my practice was the top office in the whole company based on our number of Invisalign Go cases. But I felt limited and that there where situations where I could provide a more ideal outcome for my patients,” she recalls.

Dr. Sahawneh had been relying on standard impressions to start her Invisalign Go cases. She believed that starting the digital journey with a digital scan would further streamline the process for her team and for her patients. “Smile Brands’ leadership team was supportive, so we added an iTero intraoral scanner to my office,” she says.

Combining her advanced knowledge of Invisalign treatment options while utilizing the enhanced visualization tools, such as the Outcome

Simulator available on the iTero scanner, gave her more confidence in case selection and efficient treatment planning. “Now we have more knowledge and can see the bigger picture of what to expect at the end of the case,” she explained.

The iTero scanner helped Dr. Sahawneh tap into something even more important than cost savings and efficiency. The Outcome Simulation feature helped her connect with her patients on a real and

cases. “No more impressions!” she exclaims. “It has reduced my percentage of crown and bridge re-dos.

In addition, don’t forget that at the end of the day, it enhances patient experience.”

In fact, Dr. Sahawneh and her team have been discussing the need for a second iTero scanner. “We’re using it on every single patient—restorative, prosthetic, Invisalign treatment, all new patients, and for progress assessment in recurring patients.”

The Invisalign Outcome Simulator and the Invisalign Go Case Assessment tool.

powerful emotional level. “Patients know from looking in the mirror that they have crowding or malocclusion,” she noted. “But looking at a 3D image on a screen tells a completely different story. It opens up their eyes. They often say they didn’t know it was that bad. Even just looking at their scans before getting to the simulation step is really helpful for them,” she explains.

“One great thing is the iTero allows us to email them the simulation we created so they can look at it again and show it to their family. That is really awesome! It gives patients more confidence in their decision making and usually leads to a better outcome for case acceptance.”

Dr. Sahawneh uses the iTero scanner for 100% of her restorative

Dr. Sahawneh finds these digital technologies reinvigorating.

She admits that in the past, she had gotten to a point where she felt “capped out” with regard to both dental procedures and production.

“However, adding the Invisalign system and the iTero scanner to my practice created so many opportunities and took my office to the next level. It’s been amazing.”

In her opinion, connecting the iTero scanner to Invisalign treatments has added an additional line of business to her practice. “It took my revenue and production through the roof,” she says. “We’re literally hitting our goals every single month and offering Invisalign treatment to our patients is a big part of that success.”

Efficiency In Group Practice : ISSUE 1 • 2020

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> Trends

Now hiring!

Hiring and retaining staff is a universal challenge for dental practices, regardless of their size or model. :

Happy patients are key to a successful dental practice. But what does it take for practice owners to ensure that when their patients say goodbye, it’s only until their next visit? Investing in new technology and services certainly is crucial to patient retention. Yet, even the most tech-savvy patients won’t return to a practice if they aren’t comfortable with the dental team. Indeed, a team that doesn’t click – and employees who don’t enjoy working at their practice – can be a turnoff to patients. Which is why it’s so important for owners to hire and retain awesome employees. That, however, may be easier said than done.

Solo vs. group All practices, from solo offices to large dental service organizations, are bound to encounter challenges around hiring and staff retention. In

some geographic areas, for instance, there is a shortage of qualified dental professionals available for hire.

Depending on the practice culture or the compensation offered, employees

40 Efficiency In Group Practice : ISSUE 1 • 2020

BY LAURA THILL

may feel underappreciated. At the same time, each dental model inevitably has a lot to offer new employees.

Larger practices and DSOs often can offer employees more working hours. In addition, DSOs usually have the means to provide employees with better compensation packages.

On the other hand, clinicians and staff at smaller practices may feel in greater control of their treatment plans, making it attractive to stay for the long-term.

“It’s all about creating the right environment and a sense of unity by

making employees feel like they are part of a winning team, says Steve Desautel, vice president, sales and marketing, Dental Health Products, Inc. (DHPI). “Dental offices that typically have the greatest turnover issues are those where the owner is not overly staff centric, can’t clearly communicate performance targets and goals, makes unrealistic demands and is hard to please.”

For both solo and group dental practices, knowing where to find qualified potential dental hires, and then properly vetting them to ensure their skills and talents match the needs of the office(s), requires research and planning. Desautel and his DHPI team offer the following guidelines for identifying potential employees who will be a great fit for the practice: > Conduct a working interview.

Employers should pay potential employees to work at the office, experience the culture and see firsthand what the job entails.

The dental team, in turn, can see the candidates’ responses within their work environment, including their listening skills and ability to follow through. > • Evaluate candidates’ qualifications. What value do they bring to the practice? Past certifications and training are important, but don’t discount their future potential. > Identify candidates who have similar treatment philosophies and are proficient in procedures that tend to be referred out. > Collect references. > Personality counts. > Hire slow, fire fast!

In spite of the many technological advances the dental industry has experienced in recent years, word of mouth continues to be a tried-andtrue marketing tool both for dentists seeking new recruits and dental professionals looking for a new position, notes Desautel.

Avoid making mistakes Why do some dental practices make hiring and retaining staff look so easy, while others face constant turnover? Although practice owners

One of the worst mistakes a practice can make is to hire a new employee simply to fill a spot, rather than holding out for the right candidate, according to Desautel. “In many instances, practices become desperate to find help and they don’t take the time to identify the right candidate,” he says. At the same time, it could be a mistake to overlook a candidate who lacks some skills, but appears to be a great match in other areas. “Inexperienced candidates can be further trained and educated once they join

“Many younger professionals rely on dental social media portals,” says Desautel. But, whether the practice connects to potential candidates through social media or word of mouth, it’s important to portray a strong vision and culture to candidates. are likely to make a bad hiring decision at some point in their career, there are ways to avoid doing so.

Providing candidates with clear job descriptions up front, carefully vetting them to ensure they are qualified to fill a position, and then making them feel valued once they join the practice, go a long way toward fostering a happy, productive culture. “Employees leave organizations that lack vision, or because they don’t have the tools to perform their duties and/or feel unappreciated,” says Desautel.

the practice,” he says. “Office managers should be constantly interviewing candidates and building a team of prospective hires. And it’s important to remember that candidates who lack certain skills, but appear to be a great fit, can be trained moving forward. There is never an off-season for identifying talent.”

Without a clearly defined job description, dental practices will have a difficult time finding qualified team members, according to Desautel. Similarly, without proper training, new employees can’t carry

Efficiency In Group Practice : ISSUE 1 • 2020

41

> Trends

out their responsibilities to the best of their ability. “Whether an experienced individual or an industry rookie, anyone starting a new position requires proper training and education,” he says. In addition, all organizations need good systems in place to support a company vision, direction and intercommunication between leadership and employees, he explains. “Weekly staff meetings can help eliminate any issues.”

Finally, it never pays to underpay!

“Offering employees a competitive

salary is a must,” says Desautel. When clinicians and staff are not compensated for the value they contribute to the practice, they tend to feel unappreciated and eventually leave the practice, he notes, especially in the dental industry, where it’s easy to network and find a new position.

All this said, even the most diligent employees need – and want – to have some fun from time to time. “While a clear company vision and competitive compensation are a must, fun days, such as potlucks,

One of the worst mistakes a practice can make is to hire a new employee simply to fill a spot, rather than holding out for the right candidate, according to Desautel. barbecues in the parking lot, team events and charitable events have a profound effect on company morale and go a long way toward retaining employees,” says Desautel.

Attracting – and retaining – talented clinicians and staff.

Clinicians and dental staff look for a work environment that is supportive and affirming. As such, dental practices must offer their employees: > A clearly communicated vision, where employees know the goals and expectations. > A positive culture, where others can express opinions and empower others to act on those ideas. > Competitive salaries. > Benefits, such as a 401(k) program, health insurance. > The potential to grow skills and receive increased compensation. > Flexible hours.

It may sound like common sense, but dental practices that make their employees feel like a valued part of the team are more likely to retain talented individuals and succeed.

42 Efficiency In Group Practice : ISSUE 1 • 2020

Attracting talent Marketing through social media and networking are key to attracting new talent. “Many younger professionals rely on dental social media portals,” says Desautel. But, whether the practice connects to potential candidates through social media or word of mouth, it’s important to portray a strong vision and culture to candidates. Dental groups often recruit talented individuals from other organizations, notes Desautel.

“When building a brand, communication and trust of leadership are essential.” When employees have a good experience at their practice, they are more likely to refer new candidates, he adds.

> Trends

Hiring in a competitive market It’s important to find the right person to fill a position – and then convince them to stay. :

BY LAURA THILL

The national unemployment rate is low – a good thing for most people. For dental service organizations (DSOs) looking to hire and retain employees, however, it’s becoming increasingly competitive to attract dental professionals. There’s a definite supply-and-demand problem, according to Jacqueline Guinn and Rupinder Kaur, both doctor recruiters with Mortenson Dental Partners.

In addition, whereas years ago, women traditionally pursued careers as hygienists, rather than as dentists, that’s no longer the case. “As more women elect to go to dental school, rather than hygiene school, it’s becoming more challenging nationwide

to attract and retain hygienists,” says Sherri Toohey-Taylor, director of human resources, Mortenson Dental Partners. Together, Guinn, Kaur and Toohey-Taylor help Mortenson on-board talented individuals, despite obstacles such as these.

44 Efficiency In Group Practice : ISSUE 1 • 2020

Avoiding pitfalls In a competitive market, organizations must offer attractive packages, including a substantial benefits and salary package, according to Guinn and Kaur. When the organization asks a dental professional to relocate, “people generally are more willing to accept the offer if a relocation allowance is provided,” they point out.

“During the initial site visit, if we know a candidate plans to relocate, we connect them with a relocation specialist in that area.” Candidates will also be more likely to join – and remain at – a dental practice that offers:

> Sign-on bonus. > Clinical autonomy. > Opportunities for internal or external CEs.

> Mentorship and mentoring opportunities.

> Work-life balance. > Flexible work schedule. > Vacation days and holidays.

That said, without a clear mission and a thorough understanding of the patient base, it can be difficult to target new employees who will be a good fit for the organization. “In an existing practice, the best place to start is with your current patient base and clinical team,” say Guinn and Kaur. “Patient demographics and expectations should influence the clinical skill sets targeted by the practice. If the patients are expecting advanced services, such as sedation or implants, the practice may be looking for a provider who can meet those needs.” It’s also advisable that potential candidates offer skill sets that are complementary to those of the current team, they add.

Indeed, it’s very important to get to know new candidates well enough to ensure they are a cultural fit, according to Toohey-Taylor, Guinn and Kaur.

And, as soon as it becomes apparent that a new employee is not a strong performer, organization leaders must step in, notes Toohey-Taylor. “When leaders do not address poor performers, it’s the strong performers who turn over,” says Toohey-Taylor.

Employees need clear job expectations, along with the resources to carry out their responsibilities, Toohey-Taylor continues. “When expectations are not clear, neither party is satisfied,” he says.

Building your brand, marketing your organization Industry conferences and school career fairs are great opportunities to network and meet new people, according to Jacqueline Guinn and Rupinder Kaur, both doctor recruiters with Mortenson Dental Partners. “Utilizing digital marketing tools, like social media, emails and web/display advertising, can also be helpful for targeting potential candidates,” they point out. “It’s also important to have a strong webpage, where candidates can go to find information about the benefits of working for a DSO. General brand awareness efforts with visible signage, public relations efforts and advertising can help boost public perception and attract more candidates to the DSO.”

“ When leaders do not address poor performers, it’s the strong performers who turn over,” says Toohey-Taylor.

Interviewing guidelines Job candidates must do their research ahead of time to ensure the interview process is successful. So, too, must employers, note Jacqueline Guinn and Rupinder Kaur, both doctor recruiters with Mortenson Dental Partners.

“Employers should study a candidate’s resume ahead of the interview,” they point out. In addition, during the interview, employers should: > Make the candidate comfortable. > Allow the candidate to ask questions. > Provide the candidate with next steps. > Don’t rush the interview, be respectful of the candidate’s time. > Provide some background on the organization. > Clearly and realistically portray the opportunity. > Discuss both the candidate’s and DSO’s view of success. > Learn about the candidate’s long-term and personal goals.

Efficiency In Group Practice : ISSUE 1 • 2020

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> Sponsored : Ultradent

Direct manufacturer, direct savings for any size DSO Industry leading products are just the tip of what one direct manufacturer has to offer DSOs with 5 or more practices and/or 10 or more clinicians

Value over price Achieving clinical and financial success in a group practice ultimately comes down to increasing efficiency – doing more (and doing it better!), with less.

In today’s world, “price” is increasingly taking a backseat to “value.”

Because distributors have such large purchasing volume, they are, in turn, able to offer lower prices. And while there is no denying that purchasing at scale does allow distributors to pass along savings to their customers, there is more to consider than just price.

Dealing with a distributor carries some hidden costs, the most

obvious of which is the added complexity that comes from involving a third party (the distributor). Additionally, since the distributor is acting as a middle man, they often lack flexibility in what they can (or are allowed to) offer to their end customers. And while distributor reps are generally knowledgeable about their various offerings, they may lack a depth of knowledge about a given product. In other words, they can help you troubleshoot most problems, but they likely won’t be able to find ways to squeeze every drop of value out of another company’s product.

46 Efficiency In Group Practice : ISSUE 1 • 2020

Direct manufacturers The alternative are what’s called “direct manufacturers.” These companies, such as Salt Lake City-based Ultradent Products, Inc., deal directly with their DSO customers; without involving middle-men or any additional distributors. Eliminating this third party allows for a reduced price since there are “fewer mouths to feed” at the end of the day.

Ultradent says that, eliminating a third party, in most cases, has translated directly to cost savings for its DSO customers. And, working directly with the supplier can create other valuable opportunities and efficiencies as well.

A unique model Known best for its Opalescence whitening line of products, Ultradent offers a popular line of hygiene products as well as restorative products and small-equipment products, including its soft-tissue diode laser and the multi-mode VALO LED curing lights. While having a wide range of industry leading products is an accomplishment in and of itself, what truly gives the company and its products such a compelling value proposition for DSOs – of all sizes – is its unique direct contracting model.

As a direct manufacturer, Ultradent is able to negotiate pricing directly with its customers, with the company’s direct sales force and support staff providing pivotal customer support. The company has provided extensive training to its direct sales force and support staff, making them experts on Ultradent’s products as well as the procedures that involve those products.

The sales force can also provide product training and answer clinical questions on-site. Furthermore, Ultradent’s staff have the knowledge of how to help their DSO customers to market and sell whitening products to patients; creating additional profit opportunities for the dental office.

On top of the savings achieved by reducing the number of entities looking to “get a cut,” being a direct manufacturer allows Ultradent to have created an efficient and agile distribution process. This streamlined contracting approach means Ultradent can respond to each customer’s unique needs as they emerge. Dental offices place orders

Large DSOs like Heartland and Pacific Dental Services (PDS) have realized success in partnering with Ultradent, and the company is eager to work with small and mid-size DSOs as well.

DSOs of all sizes can benefit from what Ultradent brings to the table: > Pricing discounts: Being a direct manufacturer offers the company the ability to facilitate better pricing negotiations. > CE opportunities: Ultradent’s seminars team works with and has access to many top-notch Key Opinion Leaders within the industry. It can also assist in regional and annual meetings to help further educate a DSO’s clinicians, in whatever way the DSO sees fit. > 24-hour service: Ultradent prides itself on being able to ship products in a timely manner. It says that customers receive most orders within three days from the time of shipping. Additionally, Ultradent’s online ordering capabilities allow offices to order and stock up anytime, anywhere. > Support from a network of over 150 field sales representatives: The company’s sales force specializes in all aspects of its products – from the clinical step-by-steps to the “instructions for use” details. Ultradent makes sure all of its reps are thoroughly trained on the procedural and clinical details and benefits of its products, which creates reps who can provide value beyond simple memorization of product features. > Dedicated customer service team: Likewise, the company’s customer service team will know your groups and promptly answer any questions.

Ultradent says that, eliminating a third party, in most cases, has translated directly to cost savings for its DSO customers.

And, working directly with the supplier can create other valuable opportunities and efficiencies as well.

directly with the company and products are shipped quickly to the offices. The company says it is able to deliver orders within three days from the time the order is shipped.

At the end of the day, a key component of any product’s value is, ultimately, its monetary cost. To be able to offer quality products at the right price, Ultradent has worked to cut unnecessary costs out at each step of the process, from manufacturing to distribution – extracting savings from

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> Sponsored : Ultradent

start to finish and carrying those savings over to the customer. It all begins with the manufacturing process. While other suppliers may outsource some or all aspects of the actual manufacturing processes, be it facilities, equipment, or labor. Ultradent, on the other hand, makes the majority of its products in-house, thereby lowering the overall manufacturing costs and creating savings that are passed along to its DSO customers.

Ultradent has four decades of experience and many long-time customers among the larger national DSOs – but you don’t have to take our word for it: “ Ultradent is fully committed and cares about their strategic partners to ensure excellent products are produced for them and their patients.

Ultradent provides excellent service through their local representatives and their inside Specialty Accounts Customer Service Team.”

— Pacific Dental Services

Success that speaks for itself Ultradent’s loyal, long-time customers include some of the largest DSOs in the country. After four decades in the industry, the company is no stranger to success. Ultradent’s VALO LED curing light is the preferred curing light of the nation’s two major DSOs place in their de novo practices.

“ As the largest DSO in the country (and largest consumer of dental supplies besides the U.S. government), it’s crucial that we partner strategically with suppliers that can grow with us. Ultradent exemplifies this.

They’ve taken the time to understand our growth strategies and align their support accordingly; facilitating shared growth for both Heartland and Ultradent. They are a strategic partner in support of our education programs; from hosting speakers to loaning equipment for training. They always find a way to make the impossible, possible. They are responsive and are as invested in our growth as we are. They have locked arms with us to provide world class education programs and the highest quality products at the best prices to Heartland supported offices.”

Before the training ever begins, the Ultradent field team meets with the DSO, provides lunch, and learns how to help educate the clinicians within the group.

With its team of over 150 field reps, Ultradent is able to provide its DSO partners with exceptional customer service at a local level. Ultradent knows that no two DSOs are alike or have the same needs. With that in mind, the company works to create training that is catered to each DSO. Before the training ever

— Heartland Dental

begins, the Ultradent field team meets with the DSO, provides lunch, and learns how to help educate the clinicians within the group.

Recently, a DSO with over 200 practices was implementing Laser Dentistry and reached out to Ultradent for help. Ultradent connected its laser and brand specialist with the DSO’s

48 Efficiency In Group Practice : ISSUE 1 • 2020

education department to put together training for all of the DSO’s clinicians.

Ultimately, Ultradent was able to provide technical support, facilitate access to training, and train the DSO’s offices on all aspects of Laser Dentistry.

For more information about Ultradent, call 800.793.5215 or visit ultradent.com/account/dso.

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> Infection Control

Protecting the patient Let patients know what and why you do the things you do to keep them healthy and safe.

By Katherine Schrubbe, RDH, BS, M.Ed, PhD Dr. Katherine Schrubbe, RDH, BS, M.Ed, PhD, is an independent compliance consultant with expertise in OSHA, dental infection control, quality assurance and risk management. She is an invited speaker for continuing education and training programs for local and national dental organizations, schools of dentistry and private dental groups. She has held positions in corporate as well as academic dentistry and continues to contribute to the scientific literature.

Dr. Schrubbe can be reached at kathy@schrubbecompliance.com.

While providers must take care to protect the dental team from illness and injury, they mustn’t lose sight of the health and safety of their patients. Safety and infection control strategies are critical to providing safe dental treatment to patients.

The Occupational Safety and Health Administration (OSHA) sets standards for dental employers to ensure all team members have a safe workplace.1 The Centers for Disease Control and Prevention (CDC) provides guidance and protocols for infection prevention of the dental team, and also focus on patient health and safety.2,3 The CDC’s mission is to protect America from health, safety and security threats, both foreign and in the U.S. Whether diseases start at home or abroad, are chronic or acute, curable or preventable, or the result of human error or deliberate attack, CDC fights disease and supports communities and citizens to do the same.4 Let’s look at the top four actions dental practices should take to remain focused on patient safety.

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Hand hygiene Hands are the most common mode of pathogen transmission. On average, however, healthcare providers clean their hands less than half of the times they should, according to the CDC.5 Efforts around the globe have been focused on the benefits of clean hands in healthcare settings; yet, the World Health Organization (WHO) states that even in resource-rich settings, hand hygiene compliance can be as low as zero percent, with compliance levels most frequently well below 40 percent.6 Hand hygiene is a must-do practice for the health of patients, as well as dental team members, and should be completed in the presence of the patient. With access to the Internet and a wide variety of resources, patients are very savvy. The CDC has resources for patients and instruct them to speak up: “Don’t be afraid to use your voice: it’s okay to ask your healthcare provider questions, such as: > I didn’t see you clean your hands when you came in; would you mind cleaning them again before you examine me? > I’m worried about germs spreading. Will you please clean your hands once more before you start my treatment?”5 Take the time and do the right thing consistently and effectively regarding hand hygiene to protect patients, as well as team members, and reduce the risk of cross-contamination and spread of potential pathogens.

Thyroid collar use Why do I have to wear this collar around my neck for x-rays? This

question is commonly asked by patients. Dental professionals should let patients know before they ask that the collar is being used to protect their thyroid gland. According to the American Thyroid Association (ATA), it was estimated that in 2016 approximately 64,000 new patients in the United States would be diagnosed with thyroid cancer. In 2013, the last year for which statistics are available, over 630,000 patients were living with thyroid cancer in the U.S.7

mends the use of a thyroid collar for dental x-rays.9 Dental professionals should explain to patients that dental providers are a member of their overall healthcare team, and are committed to promoting and protecting general health, as well as oral health. It is important to protect the thyroid gland, which produces very important hormones that help the body use energy, stay warm and keep the brain, heart, muscles and other organs working as they should.8 For

Why do I have to wear this collar around my neck for x-rays? This question is commonly asked by patients.

Dental professionals should let patients know before they ask that the collar is being used to protect their thyroid gland.

In 2012, the ATA released a Policy Statement on Minimizing Radiation Exposure from Medical, Dental Diagnostics, noting that increased radiation exposure among both children and adults is of primary concern because the thyroid gland is among the most susceptible sites of radiation-induced cancer.8 In this policy statement, one of the key recommendations is for thyroid-protective collars to be used for all dental x-rays when they do not interfere with the examination. The American Dental Association also recom-

dental healthcare providers, the promotion and protection of systemic health is key to good oral health, and patients must be educated and informed about why providers do what they do.

Implementing patient protective eyewear The CDC recommends eye protection for all dental patients.10 Many patients decline or refuse to wear protective glasses or goggles during treatment, so this is the time to share the rationale for compliance

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> Infection Control

to the request. Dental treatment in general creates spray and spatter, and the use of numerous instruments throughout treatment can also pose ocular risk.2,3 On July 8, 2013, Jennifer Morrone, went to her dentist; after the dentist gave her an injection, he passed the syringe over her face without recapping the needle first and dropped the needle in her eye.

Neither the dentist nor a member

mologists who discovered abrasive lesions of the cornea and inflammation. Despite numerous treatments, the patient’s visual acuity gradually declined. A microbiological examination nearly two months later revealed amoebae (Acanthamoeba spp) in corneal samples, which caused a serious infection in the patient's eye, leaving symptoms that persisted for years and later led to a lawsuit against the dentist.12

When choosing a disinfectant, one must follow the instructions for use (IFU) and should consider the stated TB kill time; the shorter the kill time, the quicker the operatory turnover and the quicker the next patient can be seated. of his team had offered Morrone a pair of safety glasses. The infection caused her retina to become completely detached. She underwent multiple surgeries, but ultimately the doctors had to remove her eye lens and she lost her vision.11 Other cases of ocular injuries have also been documented.

A case reported in 2007 relays the story of a female patient with contact lenses who was not wearing safety glasses. During the treatment, a stream of water was directed from the handpiece into her right eye.

Because of subsequent eye pain, the patient consulted several ophthal-

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It is critically important to have standing policies for patient safety in the practice. The dental team must take the time to educate and explain to patients the rationale for wearing protective eyewear during dental treatment.

When patients understand, they are more likely to comply.

Environmental asepsis Clinical contact surfaces are easily contaminated with aerosols and spatter that may contain blood, saliva or other potentially infectious materials (OPIM) during dental treatment, and they must be

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cleaned and disinfected between patients.2,3 Sometimes patients may notice a scent from the disinfectant. This is a good time for the dental team to inform patients that infection prevention is taken very seriously at the practice, and that after each patient, the operatory is cleaned and disinfected with an intermediate-level disinfectant to eliminate pathogens and reduce the risk of cross-contamination between patients.

The CDC is very clear on the protocols for environmental asepsis, which include not only cleaning and disinfection, but the use of surface barriers.3 Most dental practices implement a combination of both.

Barriers are utilized to protect clinical contact surfaces that are difficult to clean and are an FDA-cleared medical device; they must be changed between patients. According to the CDC, dental practices must utilize an EPA-registered disinfectant with label claims for healthcare settings.3 Intermediate-level disinfectants have a TB kill claim and are utilized in dentistry because of the high probability of blood and body fluids on clinical contact surfaces.2 When choosing a disinfectant, one must follow the instructions for use (IFU) and should consider the stated TB kill time; the shorter the kill time, the quicker the operatory turnover and the quicker the next patient can be seated. Dental practitioners should inform patients about the important role surface disinfectants and barriers play in protecting them from pathogens.

Many infection control protocols performed in the dental setting

have been developed and put in place to promote patient health and safety. Just as patients are educated on oral hygiene, treatment and post-operative instructions, certain

procedures for infection prevention that are in the best interest of patients are more easily accepted when rationale and education are provided. Although dental provid-

ers can be extremely busy delivering direct care, time should also be permitted for educating patients on why they do what they do to promote their health and safety.

References: 1. U.S. Department of Labor. Occupational Safety and Health Administration. About OSHA. Available at https://www.osha.gov/aboutosha. Accessed November 18, 2019.

2. Centers for Disease Control and Prevention. Guidelines for infection control in dental health-care settings—2003. MMWR. 2003; 52:1–61.

3. Centers for Disease Control and Prevention. Summary of Infection Prevention Practices in Dental Settings: Basic Expectations for Safe Care. Atlanta, GA: US Department of Health and Human Services, Centers for Disease Control and Prevention, National Center for Chronic Disease Prevention and Health Promotion, Division of Oral Health, March 2016.

4. Centers for Disease Control and Prevention. Mission, Role and Pledge. Available at https://www.cdc.gov/about/organization/mission.htm. Accessed November 18, 2019.

5. Centers for Disease Control and Prevention. Hand Hygiene in Healthcare Settings. Available at https://www.cdc.gov/handhygiene/patients/index.html. Accessed November 18, 2019.

6. World Health Organization. How significant is the problem of infections in health care across the world? Available at https://www.who.int/features/qa/hand-hygiene/en/. Accessed November 18, 2019.

7. American Thyroid Association. Available at https://www.thyroid.org/anaplastic-thyroid-cancer/. Accessed November 13, 2019.

8. American Thyroid Association. Available at https://www.thyroid.org/american-thyroid-association-ata-issues-policy-statement-on-minimizing-radiation-exposure-from-medical-dental-diagnostics/. Accessed November 13, 2019.

9. American Dental Association. Dental X-rays. Available at https://www.mouthhealthy.org/en/az-topics/x/x-rays. Accessed November 13, 2019.

10. Guidelines for Infection Control in Dental Health-Care Settings --- 2003. Centers for Disease Control and Prevention. December 19, 2003 / 52(RR17);1-61. Available at https://www.cdc.gov/mmwr/preview/mmwrhtml/rr5217a1.htm.

Accessed November 13, 2019.

11. Kelsch N. Jenn’s vision: A true lesson in best practices Dentistry IQ; August 1, 2014. Available at http://www.dentistryiq.com/articles/2014/08/jenn-s-vision-a-true-lesson-in-best-practices.html. Accessed November 13, 2019.

12. B arbeau J. Lawsuit against a dentist related to serious ocular infection possibly linked to water from a dental handpiece. J Can Dent Assoc. 2007; 73:618-22. Available at http://www.cda-adc.ca/jcda/vol-73/issue-7/618.pdf.

November 13, 2019.

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> News

Dental News : DSOs, Dental Providers and Insurance

Robert J. Sullivan Family Foundation will be Inaugural Legacy Founder’s Circle Donor The Robert J. Sullivan Family Foundation is the Dental Trade Alliance Foundation Inaugural Legacy Founder’s Circle donor with a $1 million endowment to the DTA Foundation. The Robert J. Sullivan Family Foundation initially established a restricted fund in 2009 to support the efforts of the DTA Foundation. This restricted fund was designed to recognize outstanding dental students who have high academics, financial need, and a strong commitment to community service. The late Robert Sullivan, founder of Sullivan Dental Products (now Henry Schein Dental), was an honorary member of the American Dental Association. Per the Sullivan family’s request, this major gift will support even larger scholarships, as well as (yet to be determined) innovative work related to access to oral healthcare in America.

Dynamic Growth Dental Support announces affiliation with Gibson Dental Care Dynamic Growth Dental Support (Ephrata, PA) announced its affiliation with Gibson Dental Care (Lancaster, PA). The practice is led

by Dr. Steven Gibson. Gibson Dental Care has been serving the Lancaster community for 40 years. Through the partnership, Dynamic Growth will provide Gibson Dental with management support, business resources and systems, and technologies that

will allow the clinical team to focus on high-quality clinical care and maintain a great patient experience.

Aspen Dental practice owners named to American Academy of Clear Aligners’ board Three Aspen Dental (Syracuse, NY) practice owners – Dr. Ashley Keen of Florida, Dr. Kurt Losier of Indiana, and Dr. Nathan Oakes of Maine - were recently named to the board of directors for the American Academy of Clear Aligners (AACA).

Dr. Ashley Keen works at Aspen Dental’s Sun City, Florida, location.

Dr. Kurt Losier owns nine Aspen Dental offices in north central and northeastern Indiana, where he is the leading Invisalign provider in the Aspen Dental Nation. Dr. Nathan Oakes and his wife, Dr. Laura Oakes, now own and run three active Aspen Dental offices in southern Maine.

ALD announces first “Laser 101” full-day session for ALD 2020 The Academy of Laser Dentistry (ALD), recently announced its first “Lasers 101” full day educational track at the upcoming 27th annual conference and exhibition, April 2-4 at the Paradise Point Resort in San Diego. The “Lasers 101” track is a day pass program, “So You Got a Laser.

Now What?” This program will take place on Sat., April 4, from 8 am to 3 pm. The learning track is designed to excite clinicians interested in exploring laser dentistry or those who may be on the fence about it.

By taking this course, clinicians put

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themselves in the driver’s seat with confidence when it comes to evaluating lasers clinically and using them.

It’s another example of ALD’s innovative approach to laser education.

ADA awards $375k grant for special needs dentistry The ADA Foundation (Chicago, IL) has awarded a three-year, $375,000 grant to Advocate Illinois Masonic Medical Center Department of Dentistry (Chicago, IL) to support its dental anesthesiology residency program. The program operates in conjunction with the general practice residency and special needs dentistry programs to deliver oral care to patients with intellectual and developmental disabilities. Other details were not disclosed

Heartland Dental now supports 1,000 dental offices Heartland Dental (Effingham, IL) announced that is now provides support services to 1,000 dental practices, including more than 1,600 dentists across 37 states. The company said it is the first DSO “to reach this critical mass of support.” Miami Lakes Cosmetic Dentistry, owned by Johnny Peralta Lee, DMD, became the 208th Heartland Dental practice in Florida and the 1,000th in the U.S.

Oregon dental clinic warns patients that equipment was not properly sterilized Umpqua Community Health (Sutherlin, OR) reportedly did not properly sterilize equipment when

treating six patients in November.

Aviva Health, the clinic’s manager, mailed letters to the six patients to inform them that some instruments used during their visits were not properly cleaned. Aviva Health recommended the patients get blood tests to ensure they did not contract any infections. Aviva Health said it "deeply regrets" the incident and is reviewing processes to ensure a similar incident doesn't happen again.

Dental Care Alliance supports opioid-responsible dentistry Dental Care Alliance (Sarasota, FL) announced that, in support of Florida House Bill 451 on Nonopioid Alternatives, the company recently made an educational pamphlet available to all of its affiliated dental healthcare professionals in Florida for use in proactively communicating with patients before administering anesthesia or prescribing, ordering, dispensing or administering an opioid listed as a Schedule II controlled substance for the treatment of pain. The information in the educational pamphlet will serve to support an informed conversation with patients about available nonopioid alternatives, as well as the advantages and disadvantages associated with use.

VSS announces investment in Endo1 Partners Veronis Suhler Stevenson (VSS) (New York, NY), a private investment firm investing in the healthcare, information, business services and education industries, announced that it made a significant growth

investment to recapitalize Endo1 Partners (Houston, TX), a specialty dental services organization. VSS has partnered with co-founders Dr. Matthew Haddad, Dr. Daryl Dudum, Dr. Mark Haddad, and Dr. Darron Rishwain. Terms of the transaction were not disclosed. Formed in 2019 with operations in Texas and California, Endo1 provides comprehensive knowledge, resources and shared back-office support to endodontists across the country through an Endodontic Partnership Organization (EPO).

MB2 Dental closes its largest transaction

> Urgently advocate for regulatory, legislative, and/or legal action at the federal and/or state levels to ban the sale and distribution of all e-cigarette and vaping products, with the exception of those approved by the FDA for tobacco cessation purposes and made available by prescription only; and > Advocate for research funding to study the safety and effectiveness of e-cigarettes and vaping products for tobacco cessation purposes and their effects on the oral cavity.

IADR names new VP

MB2 Dental (Carrollton, TX) and CORE Dental Partners announced the close of a transaction that involved 17 dental practices, including 6 pediatric dental practices, in Phoenix, Arizona. The dental practices, owned by 11 doctor partners, were combined into one transaction. This transaction became MB2's largest deal since its founding in 2007. In 2019, MB2 will have partnered with 79 new practices in total. Terms of the transaction were not disclosed.

The International Association for Dental Research (IADR) elected Brian O’Connell to serve as the IADR vice president. effective at the end of the 98th General Session of the International Association for Dental Research (IADR), which will be held in conjunction with the 49th Annual Meeting of the AADR, on March 18-21, 2020.

O’Connell is currently a professor of restorative dentistry and dean of dental affairs at the Dublin Dental University Hospital at Trinity College (Dublin, Ireland).

ADA announces interim policy on vaping

AADR names new VP

The American Dental Association (ADA) announced it has adopted a new interim policy on vaping. The interim policy calls for a total ban on all vaping products that aren’t approved by the FDA for tobacco-cessation purposes. The policy, which is in step with the American Medical Association’s new policies on vaping, states that the ADA will:

The American Association for Dental Research (AADR) elected Jane A. Weintraub to serve as the AADR vice president, following the end of the 98th General Session of the International Association for Dental Research (IADR), which will be held in conjunction with the 49th Annual Meeting of the AADR, on March 18-21, 2020. Weintraub is

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> News

the R. Gary Rozier and Chester W. Douglass distinguished professor in dental public health, former dean of the University of North Carolina at Chapel Hill, Adams School of Dentistry, and an adjunct professor at the University of North Carolina at Chapel Hill, Gillings School of Global Public Health.

Endo1 Partners receives funding to expand, acquire more practices Veronis Suhler Stevenson (New York, NY), a private investment firm, announced that it made a significant growth investment to recapitalize Endo1 Partners (Houston, TX), a specialty DSO.

Endo1 will use the funding to “accelerate its expansion through strategic acquisitions of complementary endodontic practices.”

Endo1 Partners, which supports locations in Texas and California, was founded earlier this year by four dentists. Terms of the transaction were not disclosed.

U.S. Government and Regulatory News

Hiring bonus doubled to $10,000 for dentists at Michigan state facilities Hiring bonuses will effectively double for dentists who agree to work for the Michigan state government, a state commission decided last week. The commission hopes the move will attract dentists to practice in state hospitals and prisons that generally offer lower paychecks than the private sector.

The Civil Service Commission, which oversees the state's nearly 50,000-person workforce, voted to

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establish a $5,000 bonus for newly hired dentists who complete their year-long probationary period. The new bonus is in addition to the $5,000 signing bonus for state-employed dentists that has been in place since 2005. The Michigan Department of Health and Human Services currently employs four dentists in state psychiatric hospitals and the Michigan Department of Corrections employs dentists in state prisons. There were 15 open dentist positions in Michigan as of last week, largely at prisons,

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according to the state government jobs website.

FDA moves to electronic-only device submissions The FDA issued a new rule December 13 that requires medical device premarket submissions to be sent electronically. The FDA said the “inclusion of an eCopy is expected to improve the efficiency of the review process by allowing for the immediate availability of an electronic version for review rather than relying solely on the paper version.”

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