Catalyst_Q3_2026_Issuu

Q3 | 2026

A Magazine Dedicated to the Success of Dentistry

BUILDING Practices, Changing LIVES

The Journey of Grant Dental

Uncommon Solutions Washington Doctor Builds His Own Fully Integrated Vertical Software Why Dental Collections Fail Learn How to Fix the Problem With Better Solutions Why Every Practice Needs a Membership Program Learn From Plan Forward On How to Get It Right

CATALYST MAGAZINE // Q3 2026 // 53

INNOVATIVE, NOT COMPLICATED. The heart of the A-dec® 300 Pro delivery is the new Dynamic Screen 5 (DS5), an interactive touchscreen that feels so intuitive, it’s almost like having your smart phone in the operatory.

Easy to navigate and view, the responsive 5” screen displays only the information you need in the moment, including procedural timers, chair positions, and on-screen messaging. It’s a smarter, simpler way to bring new confidence—and control—to your practice.

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The large touchscreen makes it simple to focus on the treatment at hand, displaying the handpiece, device, or function in use.

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FEATURES

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BUILDING PRACTICES, CHANGING LIVES

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12

WHY DENTAL COLLECTIONS FAIL Learn How to Fix the Problem with Better Systems

7 MINUTES OF TRUST WITH DAVE SAWIN 2026 Perry Burkhart Jr. Award of Excellence Winner

The Journey of Grant Dental

WHY EVERY PRACTICE NEEDS A MEMBERSHIP PLAN and How to Get It Right

36

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UNCOMMON SOLUTIONS Washington Doctor Builds His Own Fully Integrated Vertical Software

L ooking Ahead As you explore this issue of Catalyst, you will see a clear theme: change, progress, & momentum.

At Burkhart Dental Supply, we believe meaningful change should serve a simple purpose: helping your practice succeed. Over the past year, we focused on improving the way we work so we could better support the way you work. We streamlined systems, strengthened internal processes, expanded online tools, and improved our inventory strategy to reduce backorders and increase reliability. Each step was made with our customers in mind. Now, in 2026, that work is turning into something bigger.

Wonderful things are happening at Burkhart. We are growing our partnerships, expanding our technology portfolio, and bringing more solutions to the dental practices we serve.

Our goal is to give you access to the products, services, training, and support that help your team deliver excellent patient care while running a stronger business.

We are proud to expand our longstanding relationship with Dentsply Sirona by adding their full technology portfolio to our offerings. From CEREC systems and blocks to Primescan intraoral scanners and advanced imaging solutions like Axeos and Orthophos, this partnership allows Burkhart to deliver more complete, end-to-end technology solutions for your practice.

We are also excited to partner with DEKA Dental Lasers, bringing hard-tissue CO2 laser technology and a broad product line to our customers. From solutions like QuietNite treatment to maxillofacial surgical applications, these innovations create new possibilities for care, efficiency, and growth inside your office.

Our partnership with Ivoclar adds another strong layer to our digital dentistry offering, with CAD/CAM products that support restorative workflows and help practices continue moving forward with confidence.

We have also expanded our Burkhart Private Label offering to provide high-quality, cost-effective alternatives that help practices manage costs without compromising the standard of care.

Looking ahead, we are energized by what is happening across Burkhart. New partnerships, stronger vendor collaboration, expanded technology options, and customer-focused promotions are all part of our commitment to bring more value to you. There is real momentum here. We are building something strong, and we are excited for what comes next.

Phillip Salerno Director of Equipment, Merchandise & Technology

Serving the Dental Profession since 1888 At Burkhart we realize our clients are both dental professionals and business owners. It is our goal to help them be successful at both.

Catalyst is fully dedicated to that success. The articles in this publication vary from product use and selection to business management topics and provide information and guidance that can lead to a more successful practice.

We hope you enjoy!

If you have a request for a topic you would like us to cover in Catalyst, please contact our Marketing Department at: Marketing@BurkhartDental.com Catalyst Magazine is published by:

Burkhart Dental Supply 2502 South 78th Street Tacoma, WA 98409 P 253.474.7761 F 253.472.4773

Advertising Contact Marketing Marketing@BurkhartDental.com All rights reserved.

Reproduction of any part of this publication without written permission from the Publisher is strictly forbidden. Images are not necessarily to scale.

Customer Service

1.800.562.8176

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Collections Fail Learn How to Fix the Problem with Better Systems

Written by

Burkhart Practice Support Team

4 // BURKHART DENTAL SUPPLY

Strong collections are not the result of aggressive billing; they are the outcome of well-designed systems, clear communication, and consistent accountability.

High-performing dental practices routinely achieve 98–100% of net production collected, maintain total accounts receivable (AR) under 1.5 months of production, and keep AR over 90 days below 10% of total AR, excluding orthodontic treatment.

When collections fall short of these benchmarks, the issue is rarely patient resistance; it is usually a systems breakdown.

Start with Clear Financial Expectations Effective collections begin before treatment is ever delivered. Every practice should have clear, written financial policies that outline payment expectations at the time of service. These policies should be reviewed with the patient and signed, not assumed.

When expectations are clear, consistent, and transparent, patients are far more likely to comply.

An increasingly essential component of this policy is maintaining a credit card on file. With patient consent, the card may be charged for balances insurance does not cover—typically up to a defined limit, such as $100. This approach reduces small balances that quietly inflate AR and consume valuable staff time.

Accuracy Drives Cash Flow Collections depend heavily on accuracy. Insurance verification must occur before the appointment, including confirmation of eligibility, benefits, limitations, and, critically, coordination of benefits (COB) when multiple plans are involved. Failure to confirm COB is a common cause of claim delays and reprocessing.

Equally important are accurate treatment estimates. When estimates reflect the correct fee schedule and anticipated insurance benefits, patients are far less likely to question balances later. When posting payments, teams should verify that the correct contracted fee schedule was applied to avoid adjustments.

Improve Chairside Communication & Handoffs Effective collections are supported by effective clinical communication. When providers use clear, confident chairside language to address patients’ clinical concerns and explain recommended treatment, trust and case acceptance increase.

Financial discussions should be limited to a

CATALYST MAGAZINE // Q3 2026 // 5

general estimate based on office fees, along with the understanding that insurance may contribute. This approach reduces sticker shock, prepares patients for the next steps, and allows the administrative team to handle detailed financial arrangements.

Handoffs must be deliberate. Practices perform best when there is a clear division of roles: one designated person checks out patients with no diagnosed treatment, while a different, trained team member presents treatment plans, estimates, and financial arrangements. This structure reduces errors, streamlines checkout, and improves patient confidence.

The Bottom Line Healthy collections are not accidental. They are built through clear policies, accurate systems, defined roles, and ongoing oversight. When these elements work together, practices improve cash flow, reduce stress, and deliver a better experience for both patients and the team, while consistently meeting industry benchmarks.

Article written by:

Tighten Posting, Claims, & Follow-Up Every day, providers should verify that treatment completed is accurately posted, typically by reviewing and initialing day sheets. Clean data in equals clean claims out.

Claims should be sent electronically daily, with no missing information or errors. One individual—not a group—should be assigned ownership of claim follow-up and AR aging. When responsibility is shared, accountability is lost.

Finally, schedule monthly meetings with the doctor.

These meetings should focus on outstanding and unsubmitted claims, AR trends, and aging. Regular review prevents small issues from becoming chronic problems and often reveals breakdowns, such as incomplete handoffs, unclear clinical communication, or checkout inconsistencies.

Identifying these patterns allows leadership to address them proactively in staff meetings and keep the team aligned.

6 // BURKHART DENTAL SUPPLY

Our experienced Practice Support Team has clinical and business expertise dedicated to supporting your practice & answering your questions.

Find more practice resources & learn more about the Practice Support Team at burkhart-go.info/PracticeSupport

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CATALYST MAGAZINE // Q3 2026 // 11

7

Minutes of Trust WITH

Dave Sawin 2026

Perry Burkhart, Jr. Award of Excellence Winner

12 // BURKHART DENTAL SUPPLY

Dave’s Guiding Principle: It only takes

7 minutes to gain trust, 7 seconds to lose it, and 7 years to earn it back.

Dave Sawin with President Lori Burkhart Isbell and award.

CATALYST MAGAZINE // Q3 2026 // 13

“I have always been a work ethic guy,” explains Dave Sawin, Burkhart Northern Division Sales Director.

“Growing up on a farm provided me with that foundation, and I have always firmly believed that if you have a very strong work ethic, the foundation of success is there for the taking. Of course, it takes more than just that to succeed.” He further explains that having core competencies added to that foundation creates a clearer, easier path to success.

These attributes are clear in his leadership today: “All the attributes that come with being an Iowa farmer – the early mornings, working day in and day out, responsibility, self-reliance, resourcefulness, applied practicality and a fair share of grit – are all in his formula,” agrees Oregon Regional Sales

Dave Sawin speaking at the Annual Sales Meeting

14 // BURKHART DENTAL SUPPLY

Manager Ric Vordermark. “These traits ground him and have molded him to be a wonderful representative of Burkhart.”

It’s clear, then, why Dave was selected as the 2026 recipient of the Perry Burkhart, Jr. Award of Excellence. Director of Special MarketsSouthern Division Sales Director Skip Pettus puts it best: “Dave Sawin’s selection [of the award] was not a surprise to me or the people that work with him daily! Who he is as a person and leader exemplifies what the award is focused on—financial performance, servant leadership, and community building.”

After 12 years with Burkhart, Dave was formally recognized at the Burkhart Annual Sales Meeting earlier this year by President Lori Burkhart Isbell,

Dave being congratulated on receiving his award.

Dave's wife, Clair, was brought in to surprise him in the moment.

“in recognition of his exceptional leadership, financial acumen, and unwavering commitment to our people and organization,” according to the nomination form.

Looking back at the moment of recognition, Dave recalls a wave of emotion as the announcement began. “About halfway through Lori’s comments, she mentioned corporate clients I’m responsible for, and that’s when it started to sink in,” he remembers. “It was a flood of emotions from shock and surprise to deep appreciation. To have that recognized so publicly was greatly appreciated.”

For Dave, the recognition reflects team success as much as an individual achievement. “It’s a really meaningful way for the company to show appreciation for the work my team and

“Dave is always willing to roll up his sleeves & do the hard work…

He truly cares about Burkhart, his team & the success of both.”

I accomplish,” he says. “Numerous associates are worthy of this award, so to be recognized as the recipient is both humbling and rewarding. It reinforces that hard work is noticed and valued.”

His award nomination pointed to several key strengths, such as his ability to exceed expectations in his role, consistently providing both strategic oversight and hands-on execution. Dave has stepped in to fill gaps in the Regional Sales Manager role when needed, ensuring continuity for both

CATALYST MAGAZINE // Q3 2026 // 15

“He intentionally fosters a supportive, collaborative environment…he helps cultivate a culture of creativity & innovation that supports Burkhart’s broader objectives.”

More congratulatory hugs and handshakes from colleagues.

clients and associates, and played a critical role in maintaining relationships with major partners, such as Willamette Dental and Best for Dentistry, during periods of transition.

“Dave is always willing to roll up his sleeves and do the hard work right alongside his team. He steps up to help where needed with a cheerful disposition.

He truly cares about Burkhart, his team, and the success of both,” reads the nomination.

The nomination continues: “Dave demonstrates an ability to quickly assess challenges, implement practical solutions, and maintain financial discipline, especially during periods of transition and change.”

Dave is recognized as a true model of servant leadership. He is recognized for leading by example and embodying the values of Burkhart, by how

16 // BURKHART DENTAL SUPPLY

he prioritizes the needs of others, invests in Associate development, and remains client-focused in decisions.

Dave Explains His Philosophy: “I want and expect to be able to trust and respect every person on my team. I will support them to the moon when the intent and work ethic are pulling in the same direction as expectations. When that trust is broken, there is work to be done!”

Colleagues and Associates alike cite Dave’s friendly demeanor, attitude, and his ability to lead by example. He was recognized for his ability to build community: “He intentionally fosters a supportive, collaborative environment that encourages collaboration across all departments. By creating opportunities for connection and open dialogue, he helps cultivate a culture of creativity and innovation that supports Burkhart’s broader objectives.”

At the center of his leadership philosophy is trust.

“I want people to be part of the decision and the solution,” he explains. “That creates buy-in and accountability.”

His guiding principle is simple but powerful: “It takes seven minutes to gain trust, seven seconds to lose it, and seven years to get it back.”

While results matter, Dave believes how those results are achieved matters just as much. “At Burkhart, the primary goals are achieving our financial and sales targets. However, financial success is not true success unless we do it the right way,” he says, “and execute against the core pillars of the company: through integrity, knowledge, and client success.”

Those who work closely with him describe a leader who is both driven and authentic.

Ric Vordermark calls him “a leader, not a manager.”

He adds that Dave’s approachable nature and open energy make him someone people are naturally drawn to. “Dave is genuine, kind, observant, and wonderfully unassuming,” Ric says. “He’s levelheaded, firm and understanding, and never misses an opportunity to be of service. Dave is tireless, an inexhaustible source of support and coaching.”

Skip Pettus sums it up simply: “Dave ‘walks the walk.’ He is truly dedicated to uplifting both the people and the organization to a higher standard. His blend of heart, results focus, and service make Dave an exceptional—and deserving— recipient of this award.”

Once again, congratulations to Dave for such a well-deserved accomplishment.

The Perry Burkhart, Jr. Award of Excellence was established in 2020 as the highest award at Burkhart.

President Lori Burkhart Isbell grants this award every year, named in honor of her father and the company’s immediate past President.

To earn this award, an Associate must exemplify distinction in their contributions, commitment, and achievement in the following categories: • Made a financial impact to the company’s bottom line • Modeled servant leadership • Encouraged a supportive and interactive work community

CATALYST MAGAZINE // Q3 2026 // 17

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CATALYST MAGAZINE // Q3 2026 // 19

Building Practices, Changing Lives The Journey of Grant Dental Written By DAWN KAHL

20 // BURKHART DENTAL SUPPLY

CATALYST MAGAZINE // Q3 2026 // 21

From 0 to 27 Chairs: Dr. Grant’s Dental Journey with Burkhart Dr. Scott Grant of Boise, Idaho was 2 years into his solo practice before he knew about Burkhart Dental Supply. The year was 2008, and after leasing space inside another dental practice, he was more than ready to build his own office.

He knew he wanted to go into medicine. He knew 2 people he really admired: an ENT who let him scrub in, and a dentist who allowed him to shadow and took him under his wing. Both advised him to pursue dentistry, citing better work-life balance, more time for education, and lower costs. No one else in his family was in dentistry, so he was paving a path in this new area.

“I was thrown into it,” is how Dr. Grant describes starting his practice in 2006. A graduate of Case Western Reserve School of Dental Medicine in Cleveland, Ohio he always knew he wanted to own his own practice but thought he had to do the associateship route first. Barely 2 months in to working as an associate dentist in a satellite location, he was informed that the company was being dissolved. “When that opportunity fell apart, I thought, if I’m not going to get paid working for someone else, I might as well not get paid working for myself.” That decision launched what would become a remarkable 20-year journey of growth. After getting advice from a trusted mentor, he leased a space, rented 3 dental chairs, and Grant Dental was born.

It was a scratch build, and he started relationship with Burkhart from that initial phase. He met and connected with the Burkhart Regional Manager and has used Burkhart for all of his builds since.

“Initially, we built four operatories in our current location,” recalls Dr. Grant. “And from 4 of them went to 8, and from 8 to 12, and from 12 to 17. So, we’ve been with the Burkhart design center, and we’ve remodeled this space multiple times.” At the same

time, they bought another practice, Caring Smiles, in a different part of Boise, and then another, All Smiles.

They have had three locations, using Burkhart for all the areas as they’ve grown.

As Dr. Grant puts it, “We’ve used Burkhart… their design and their people in lots of different ways.”

Previous Page: The front entrance of Grant Dental Meridian. Above: Front desk and lobby area.

Opposite Page: Checkout stations with privacy screens are available to patients after appointments.

CATALYST MAGAZINE // Q3 2026 // 23

“Troy’s always attentive, and whenever he’s in town, he connects …I felt like he’s been a really good friend and mentor and a connection for us.”

Each operatory is outfitted with A-dec chairs and equipment 24 // BURKHART DENTAL SUPPLY

They are now consolidated into Grant Dental Boise in a new building designed and equipped by Burkhart.

Grant Dental Meridian is the original building, but four remodels later, going from 4 up to 17 chairs within the same space. Grant Dental Boise has 10 chairs.

Along the way they’ve built a relationship with the Boise team, including Troy Stout, Burkhart Regional Manager. “Troy’s been awesome,” says Dr. Grant.

“Troy’s always attentive, and whenever he’s in town, he connects, and I felt like he’s been a really good friend and mentor, and a connection for us.”

Dr. Grant has assumed a mentorship role now for the Boise location, something he’s learned the value of in the last 20 years. It’s become important to him to make sure he has time for his other associates and his hygienists. He appreciates the help from his Burkhart Account Manager, Louis Ullrich. “Louis, our rep, is fantastic. Louis is an all-star,” emphasizes Dr. Grant.

“He makes a difference, and he streamlined our processes. He makes it easy to have multiple locations because he really is a part of our team.”

Both Grant Dental offices feature state-of-theart operatories outfitted with A-dec chairs and equipment, and most sterilization areas include A-dec sterilization centers. The practice prioritizes keeping lab work in-house, supported by a fully equipped 3D printing suite with advanced scanners.

They produce a wide range of items on-site, including dentures, night guards, models, and wax-ups. CEREC technology is used daily, and the workflow is fully digital. The offices are also equipped with multiple milling and finishing units, as well as cone beam imaging and laser technology. Dr. Grant says, “Digital dentistry has really transformed what we can do for patients.”

Already, the future is bright for Grant Dental, with designs for a 33-chair building in progress with Burkhart in order to accommodate growth.

Expanding to other locations is not out of the picture, either. Dr. Grant still marvels at how far he’s come since that small office 20 years ago.

“It’s been a journey from, 0 people over 20 years with three rented chairs to 27 chairs, to a team of 45 now with 6 dentists and 10 hygienists.” Becoming a mentor

CATALYST MAGAZINE // Q3 2026 // 25

Above: Below: Top: The team celebrating Patient Appreciation Night at Hawks Stadium.

Left: Working on a patient with Cooper, a teenage volunteer from Idaho.

Right: Dr. Grant with his wife, Sadie, and their 5 children.

Opposite Page: Some of the Grant family with young Dominican Republic patients.

26 // BURKHART DENTAL SUPPLY

is a fitting role for a dentist whose own career was shaped by mentors’ advice and who took that advice to transform a sudden setback into an incredible story of growth and success.

Changing Lives through Humanitarian Service: Grant Family Foundation Taking at least one trip to the Dominican Republic each year, Dr. Grant has been participating in dental missions with the G3 Foundation since he was in dental school back in ’03. His passion is not only providing dental, medical, and optical care in the Dominican Republic, but also changing the lives of the next generation through the experience. Several of his dental school classmates, including founders Dr. Len Aste and Dr. Ganon Rowan, officially created

the G3 Foundation in 2004 with a mission to “provide quality dental care and basic medical services to areas of the world where access to this care is limited or unavailable,” per their website.

In recent years, it started to become more difficult for Dr. Grant to be able to bring all the people who wanted to go on the G3 trip with him, given the popularity and size of the foundation and the demand within his office. Two years ago, family friend and dental assistant Terry approached Dr. Grant with a request. She had been diagnosed with terminal cancer and had always wanted to go on a humanitarian trip.

Inspired by Terry, he created the Grant Family Foundation, working with the Good Samaritan Hospital in La Romana, Dominican Republic to carry out their own yearly “Sonrisas de Amistad”(Smiles of Friendship) annual missions. “I really credit Terry for giving me the push that I needed to do that, and everybody we’ve taken down, it has changed their lives,” he explains.

CATALYST MAGAZINE // Q3 2026 // 27

“And we’ve taken down Terry and her family, her boys, and my family and kids. Now I can take 30 of my people, so instead of one or two every year, I can take full families. We go down there and have fantastic experiences.”

Important to Dr. Grant is how he wants the trips to impact the lives of both the people they help and the people who travel down to help. He has found that often teenagers, aged 14-18, who may seem lost in life, can benefit from a humanitarian mission and possibly even change the trajectory of their lives.

“That’s been my most proud moment, to take these youth and these families who always say, ‘Man, I needed this time. I didn’t realize that by serving in this way, I grew.’ And I want them to grow, too.”

He wants everyone who donates, whether it’s bandages for first aid kits they take down, large equipment, or cash donations, to feel the joy of giving and know they truly contributed to a worthwhile cause.

“Burkhart has just been so good about donating supplies. 100% of it goes there, and whatever supplies are left over, we leave it with the local dentists in the hospital to continue to bless. I feel very passionate that’s a responsibility that if we’re donated stuff, it needs to absolutely go to the right people. Burkhart has been phenomenal with us on that. They really have.”

A typical trip lasts for 7-10 days and will be in a different area each time. The local hospital coordinates the time and location. They can take any space, any available church, or community center, and in about one hour, it will go from a blank floor to a fully set dental, medical, and optometry clinic and be ready to service the local area, from about 8:30AM to 4PM. They bring everything in, take everything out, and are at a new location the next day.

Top: Dr. Grant with a patient (left) and Santos from the DR logistics team (right).

Bottom: Although Dr. Grant speaks the language, he is extremely thankful for the help of local translators, seen here.

28 // BURKHART DENTAL SUPPLY

“Burkhart has just been so good about

donating supplies...

Burkhart has been phenomenal with us on that.

Daughter Halle helps a local patient with dental hygiene.

CATALYST MAGAZINE // Q3 2026 // 29

Dr. Grant and Medical Team Coordinator, Jared Papa, PA of Idaho State University.

Dr. Grant’s son Zach carries a young patient.

Both Dr. Grant's daughter Halle here, and son Zach (opposite page) are able to assist 30 // BURKHART DENTAL SUPPLY by brushing the patient's teeth, applying fluoride, and giving oral health instructions.

“You can’t do these without a good in-country team.

And our Dominican country team is the best” says Dr. Grant. “Those guys are always available, come from all over the country to join us. Everywhere from other dentists to security detail, to the hospital personnel. It takes a village to do this.”

Many of the locations are Haitian bateys - a remote, very poor village built around a sugar cane field for workers, or on the outskirts of the bigger cities, where there are people in need. Every village has a promoter, and the promoters are in charge.

They run the show for that particular little pueblo or village, organizing the church or the community center space. Or if that’s not available, often the work is done outside.

“We’ll go clean teeth out under the trees.

We'll go anywhere we can, as long as it’s not raining, & even then the big palm

trees keep us dry

when it does rain.

It’s just hot.”

CATALYST MAGAZINE // Q3 2026 // 31

Left to right: Dr. Chase Trejo, Dr. Garren Riggers, Dr. Mark Larsen, Dr. Scott Grant, and Dr. Brent Wheeler at Patient Appreciation Night at Hawks Stadium.

There are 3 distinct teams: a dental team, a medical team, and a small optometry team, all qualified in their various areas.

The dental team cleans teeth and is able to do any restorative procedures and any root canal procedures. While they currently can’t provide anything removable, Dr. Grant is hopeful that someday he will get a 3D printer down there.

They have a team to provide general medicine. The Foundation works with the Idaho State University Physician Assistant Program and other local physicians to go on the trip. They work with the hospital to administer parasite medication to the local children.

For the team that provides optical care, there is an optical machine that measures prescriptions in donated glasses so that they can be matched up to the closest prescription. The Lions Club donates a lot of readers to the Foundation, and they’ve already cleaned the glasses, measured the prescription, and written it on the lens. “It’s more funky than I would like, but the people love it. They love it, man.”

Most of the equipment was purchased through to Burkhart is brought down in suitcases. They also have access to a mobile dental RV unit. However, most

32 // BURKHART DENTAL SUPPLY

of what they do, pulling teeth, is just done on folding chairs or mobile dental units hooked to a generator.

They hire local translators, about 10 of them, to come on the trip, and work in different areas, everywhere from triage to medical to check out.

Dr. Grant is still a member of the G3 Foundation Advisory Board, and his hope each time he takes a trip down is for the people they work on to have their lives blessed, to be healed and healthy. It is also his hope that every person that travels with him is able to have a life-changing experience.

“It’s been a joy, and it’s my absolute passion. It makes me happy and I love being down there.”

To learn more about the G3 Foundation, visit

G3Foundation.org To learn more about Grant Dental, visit

ScottWGrantDMD.com

We Provide Expertise and Service to Free Our Clients up to do

great things Since 1888, Burkhart Dental Supply has proudly been a family-owned and operated company founded on three major principals: integrity, knowledge and our clients’ success.

Our main goals are to help improve efficiencies, leverage advanced technology and reduce overhead costs while maximizing revenue opportunities.

We make every decision with our clients in mind.

Let us show you the Burkhart Difference.

1.800.562.8176 | BurkhartDental.com

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Promo Code 3588 markets, community health centers, schools, institutions, and discount customers. Offers cannot be combined with any other offer or promotion. Offers not valid on Made-To-Order (MTO) products. To get

your at no additional charge product(s), please email a copy of your Burkhart Dental invoice dated July 1 – September 30, 2026 indicating the required buys and your at no additional charge goods selection

to redemptions@hu-friedy.com.

Proof of purchases may an be used for marketing purposes. Redemption must be postmarked by October 31, 2026. At no additional charge, equal or lesser value.

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All company and product names are trademarks of Hu-Friedy Mfg. Co., LLC, its affiliates or related companies, unless otherwise noted. Marks not registered in all jurisdictions.

*Offers valid in the 50 United States and District of Columbia. Participation is not permitted for customers who participate in any other pricing program, including government, group practices, special ©2026community Hu-Friedy Mfg. Co., LLC. Allschools, rights reserved.

HFL-1223/2607 markets, health centers, institutions, and discount customers. Offers cannot be combined with any other offer or promotion. Offers not valid on Made-To-Order (MTO) products. To get your at no additional charge product(s), please email a copy of your Burkhart Dental invoice dated July 1 – September 30, 2026 indicating the required buys and your at no additional charge goods selection to redemptions@hu-friedy.com. Proof of purchases may be used for marketing purposes. Redemption must be postmarked by October 31, 2026. At no additional charge, equal or lesser value.

All company and productDENTAL names are trademarks 34 // BURKHART SUPPLY of Hu-Friedy Mfg. Co., LLC, its affiliates or related companies, unless otherwise noted. Marks not registered in all jurisdictions.

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CATALYST MAGAZINE // Q3 2026 // 35

Uncommon Solutions

Washington Doctor Builds His Own Fully Integrated Vertical Software

Written By DAWN KAHL 36 // BURKHART DENTAL SUPPLY

Dr. McClendon’s software program, Sigma Adviser

Tired of being marketed 15 different software solutions to solve the problems of being a ‘maker-manager’, Dr. McClendon has spent years creating his own software system, a top- to-bottom solution for independent solo practitioners trying to manage practice administrative tasks while also being the main performer of his business.

Dr. Grant McClendon is a busy man. Not only does he own and operate his solo dental practice with two locations in Washington State, but he also conducts research, has co-authored published articles in

peer-reviewed journals, and participates in many professional associations. He is also the pastor of his local church congregation. And for the last several years, beginning before the COVID pandemic, he has been iterating, testing, improving, and rolling out his own dental software solution.

Originally from Colorado, Dr. McClendon earned an Economics degree with a minor in Management from Brigham Young University. His career began in healthcare administration as a facility manager in Palm Springs, a place where summer temperatures can reach 120 degrees. He was tasked with keeping hospital equipment fully operational, including the large power plant that supplied emergency power, and maintaining the buildings at 75 degrees for patients and machines. He credits this position as the place where he first gained an appreciation for preventive maintenance schedules and the software that helps maintain equipment.

CATALYST MAGAZINE // Q3 2026 // 37

He went to dental school with the plan to focus on oral surgery, obtaining a Doctoral Degree in Dental Medicine from Western University of Health Sciences and completing a one-year postgraduate internship in Oral and Maxillofacial Surgery. He practiced in El Paso, Texas, for 3 years, exclusively performing oral surgery and wisdom teeth extractions, until moving to Bellingham, Washington, in 2002. He has considered the Pacific Northwest his home ever since.

date on the emergency drugs needs to be checked, and the building lease needs to stay current, to name a few examples.

After years of owning and operating his practice, Dr. McClendon noticed a few issues.

He describes it as the 'maker-manager' problem, a term he attributes to Paul Graham, Co-Founder of technology startup accelerator Y Combinator, LLC, who introduced the concept in a 2009 essay.

In applying this concept to dentistry, a lot of things need to happen that have nothing to do with the ability to prep a filling or to do a nice crown. The business side of the practice is the maker-manager problem for every solo dentist. In Dr. McClendon's view, that's one of the reasons many dentists elect to outsource, and, in many cases, he says, they end up selling all or a portion of their practice.

To him, one of the core problems as an independent solo practitioner of a dental office without any outside administrative support was that all the managerial duties and tasks fell to the doctor: equipment needs to be maintained, the expiration

“As I am going through the day-to-day grind of trying to own and operate a dental practice and simultaneously be the operator and the person that actually performs treatment to help keep the office afloat,” he explains, “it presents certain challenges in keeping on top of all the many tasks and responsibilities”

A Sigma Adviser dashboard

38 // BURKHART DENTAL SUPPLY

One of the core problems as an independent solo dentist is that all the managerial & business responsibilities falls on the dentist.

Top: Dr. McClendon at the 2026 SaaStr BNB and AI Annual Event.

Bottom: Dr. Grant McClendon, DMD, and Software Engineers Marcus Radder and Emily Parker

CATALYST MAGAZINE // Q3 2026 // 39

Everything in One Place

A sampling of some of the features of Sigma Adviser: •

Main dashboard with customizable features on the task management pane

•

Tools like Teams, Asana, Dropbox, and Google Drive, all under one umbrella

•

AI search engine

•

Private and public chat channels with 2-way communication in every operatory

•

Customizable preventative maintenance schedules and equipment logs

•

Customizable scheduling of routine tasks with automatic notification

•

Analytics and reporting, including customizable recurrent email reporting

•

Project management functionality (mentorships and study clubs)

“There's a lot of other dental software products out there, and many of them focus on analytics,” notes Dr. McClendon. “Most of them will integrate with your practice management software, your electronic health record, and then they will take your data, process it and regurgitate it back to you in some sort of a dashboard.”

He further explains they may be in the vein of marketing, trying to help generate leads, or may be focusing on notifications and appointment reminders. Still, he does not believe he has seen any one significant platform that has focused on operations and enterprise resource planning software.

To build his own solution, he began with the core problem, aiming to develop a more inclusive, broader-scope software platform to help with logistics & operations in general for dental practices.

He and his team began building and testing software in 'stealth mode,' as he calls it, and continued this process for several years, gradually including elements, while continually testing different tools integrated into the platform. Eventually, they added a main dashboard and incorporated an AI search function.

Dr. McClendon's software platform, Sigma Adviser, has been fully operational for over a year. Sigma Technologies has grown into a fully operational team of dentists, operators, and engineers working together from multiple states.

Current client feedback helps to guide new developments, and there are frequent updates to the product in the field.

For more information about this software, visit

As AI technology and language learning models continue to advance, he and his team plan to expand the product accordingly.

SigmaAdviser.com

“As technology does, it continues to move forward and evolve, and it's our hypothesis that as we're seeing artificial intelligence eat the world and eat all the other software platforms, it's going to continue,” observes Dr. McClendon. “We are just trying to skate to where we believe the puck is going.”

For more information about Dr. Grant McClendon’s practice, visit

BellinghamBayDental.com

Broken handpiece?

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Questions? 1.877.311.3856 | BurkhartDental.com

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Third Quarter 2026

KEEPING YOU UP and RUNNING You know the story – your air compressor goes down. A handpiece is on the fritz. You can’t serve your patients when your equipment isn’t running properly. We have a team of service techs on call to help you when you need it most. Because after all – when you succeed, we succeed.

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BurkhartDental.com

Why Every Practice Needs a Membership Plan and How to Get It Right

44 // BURKHART DENTAL SUPPLY

Written by Plan Forward

Why Membership Plans Matter Eight years ago, Plan Forward set out to solve a problem that most dental practices know all too well: a waiting room full of uninsured patients who come in infrequently, accept less treatment, and represent untapped potential for the practice and for their own health. Today, that problem is bigger than ever.

72 Million Americans Have No Dental Coverage Dental insurance is not nearly as universal as most people assume.

Across every generation, ~70m adults in the US are navigating their oral health without coverage: Data from CareQuest's State of Oral Health Equity in America 2024 •

Gen Z (ages 18-29): 20m uninsured

•

Millennials (ages 30-44): 18m uninsured

•

Gen X (ages 45-59): 9m uninsured

•

Baby Boomers (60+): 23m uninsured

The consequences go far beyond missed cleanings.

Poor oral health is inextricably linked to systemic conditions including diabetes, cardiovascular disease, and dementia.

Uninsured Patients Behave Differently The data consistently shows: uninsured patients visit less often, accept less treatment, and are harder to retain. Without the psychological nudge of "using" their insurance, many delay or skip preventive care entirely. They are also more pricesensitive at the point of service, which means treatment plans get declined more often.

For a practice, this creates a vicious cycle. The uninsured patient comes in rarely, has more extensive needs when they do, is more likely to decline treatment due to cost, and drifts away between visits. They represent significant production potential that is simply not being captured.

Not All Membership Plans Are Created Equal Here is where many practices stumble. They recognize the opportunity, build something inhouse, and launch with good intentions. But without the right pricing, processes, and platform, a membership plan can quietly undermine the business it was meant to strengthen. We have seen the same mistakes play out over and over.

Lacking dental insurance increases the risk of adverse

systemic health conditions, even for those who are medically insured.

CareQuest,State of Oral Health Equity in America 2024

The Most Common Ways Practices Get It Wrong 1. The Plan Is Mispriced This is the most damaging mistake. A plan that offers too steep a discount is attractive to patients but will result in net production for the practice at rates below its worst-performing PPO. The practice is effectively paying patients to come in.

Correct pricing requires knowing your standard fees, understanding your top PPO reimbursement rates, and planning ahead. The goal is a plan that sits just above your highest PPO rate, so that members represent your most profitable patient group, not your most discounted one.

2. The Value Is Not Clear to Patients A membership plan only works if patients understand why it is better than going uninsured. Too many practices hand over a brochure with a list of services and a price, with no clear comparison to what patients would otherwise pay. Without that context, the conversation stalls. The plan feels like an expense, not an investment in their health.

Effective marketing materials show patients, in plain language, exactly what they save and why

46 // BURKHART DENTAL SUPPLY

the plan makes sense for someone without dental benefits. The pitch should feel like the practice is doing the patient a favor, because it is.

3. There Is No Process to Track, Renew, or Grow Membership A spreadsheet is not a membership platform.

Practices that manage their plans manually find that renewals fall through the cracks, deactivated members are not followed up on, and no one can easily answer: How many active members do we have? Who is up for renewal? What is our retention rate?

Without reliable data, the plan stagnates, enrollment plateaus, and the practice is flying blind.

4. The Business Impact Is Unknown Is the membership actually helping the practice?

Is member production higher than uninsured production? Are members visiting more often?

Are they accepting more treatment? If you cannot answer these questions, you cannot optimize the program, and you cannot make the case internally for growing it.

A membership plan without measurement is just a discount program. A plan with the right data is a practice growth engine.

What it Looks Like When it Works

CASE STUDY #1: Fixing a Broken Plan From 81% discounts to a profitable, relationship-based practice How Dr. Burneson used Plan Forward to overhaul an unsustainable in-house membership plan to build a patient base that stays for the long term.

The Challenge

The Solution

•

Inherited plan giving 50-81% discount, undercutting top PPO reimbursements.

•

Partnered with Plan Forward in 2021, launched new plans in early 2022.

•

Manual Open Dental tracking made revenue reporting nearly impossible to parse.

•

Repriced the plan above highest PPO reimbursement rates.

•

Team lacked alignment on urgency for change.

•

•

Accountant flagged the plan’s impact on the bottom line from day one.

Offer 4 plans depending on patient needs, including Adult, Child, Perio - 3 Visit, and Perio - 4 Visit.

•

Dedicated support from Account Manager through onboarding and full rollout.

1.7X

2.5X

93%

2-3

More visits per member vs. uninsured

More net production per member vs. uninsured

Plan renewal rate

PPOs remaining by 2024, down from heavy PPO reliance

Plan Forward creates relationship-based patients instead of transactional-based patients, & that will set your office apart.

Dr. Burneson

CATALYST MAGAZINE // Q3 2026 // 47

CASE STUDY #2: Building From Scratch in a Fee-for-Service Practice From Uninsured to Loyal: How One Practice Built a Thriving Membership Program A fee-for-service practice partners with Plan Forward to convert uninsured patients into high-value loyal members, growing to 108 active members in under a year The Challenge

The Solution

•

•

Launched Plan Forward membership program in March 2025, fully onboarded within 2 weeks

•

No system to convert uninsured or emergency patients into ongoing loyal relationships.

Plans priced to appeal to patients while protecting practice profitability, with tiered options for different patient needs

•

Uninsured patients averaging 3.24 visits per year, leaving significant recurring revenue on the table

Front office trained to convert uninsured and emergency patients, achieving a 20.7% conversation rate on emergency visits

•

Plan Forward handles enrollment, renewals, payment processing, and PMS sync, minimizing administrative lift for the team

•

•

•

A 100% fee-for-service practice with large uninsured patient base, each generating $1,400 net production per year with no structured membership offering

Need for scalable, compliant plan that the front office could present with confidence

108

$3,008

4.61

20.7%

Active members

Net production per member

Visits per member year

Emergency visit conversion rate

Members visit 50% more often than uninsured patients & generate more than 2x the net production, turning every enrollment into a long-term relationship.

Plan Forward Analytics, 2025

48 // BURKHART DENTAL SUPPLY

How Plan Forward Is Different What separates Plan Forward is not just the software. It is the combination of domain expertise, implementation support, and a genuine commitment to measurable outcomes.

We Set You Up for Success from the Start Most membership plans fail in the setup. Plan Forward begins every engagement with a detailed, in-person pricing analysis : we look at your master fees, your top PPO reimbursement rates, and the UCR data for your zip code. We build plans that are priced to be attractive to patients and profitable for the practice, with a clear view of how those plans will perform over the next three to four years as your fees increase.

We do not just hand you a template and wish you luck. We build your plans with you.

Every client gets a dedicated Account Manager from onboarding through the life of the relationship. When questions come up, and they always do, someone who knows your practice picks up.

We Are Data-Driven & We Measure Our Success We identify patients who have not returned for hygiene, or who have treatment presented not scheduled, and reach out on your behalf via compliant email or text. We track your savings summaries so your team can show patients the value of membership in hard numbers, right at checkout.

Our dashboard gives practices daily visibility into the metrics that matter: member production versus uninsured production, visits per member, conversion rates, retention rates, and membership revenue trends over time. We proactively monitor your program's performance and flag opportunities for growth.

An Easy-to-Use Platform with Real Integration, Compliance & Security Built In Plan Forward integrates with almost all PMSs, read & write, so when a member enrolls or deactivates, your PMS is updated automatically. No manual data entry. No end-of-month reconciliation headaches.

Here are our results from the average practice in 2025. The proof is in the numbers:

Enrollment is simple. Renewals are automated.

Payment processing runs in the background.

Your front desk team does not need to become membership administrators; they just need to have a good conversation with the patient. Maintaining regulatory compliance and ensuring world-class data security are fundamental and non-negotiable.

The rules vary by state, and we ensure your plans are compliant. We require opt-in for patient communications, ensure every member signs an Agreement, and are licensed in the states that require it, including Washington. We have built in HIPAA and PCI compliance.

120

$65K

Members per practice

Recurring yearly revenue

3X

$1,442

Visits per year

Net production per member vs. $724 uninsured patient

Implementation and Unparalleled Support Half of our team has worked in a dental practice, which shapes how we support our clients. We understand your workflows, how you compensate hygienists & providers, how your RCM process runs, and what actually happens at the front desk during a busy morning.

Ready to see what a well-run membership plan can do for your practice?

Book a Demo Today

PlanForward.io

CATALYST MAGAZINE // Q3 2026 // 49

COST SAVINGS GUARANTEED We guarantee we’ll lower your annual supply costs.

With the steps in our exclusive program, the Supply Savings Guarantee, we’ll find your merchandise savings together. Not only that, but we’re the only dental supply company to put our guarantee in writing.

Ask us how!

The Burkhart Promise

GUARANTEED IN WRITING

TIME SAVINGS IN YOUR OFFICE

ACCOUNTABILITY

We offer a written guarantee to lower the total cost of dental supplies. If we go over, we’ll reimburse you the difference.

Your Account Manager will shop for the best value products, process coupon specials, manage your inventory, and take care of any returns for you.

Each quarter, your Account Manager will monitor your supply percentage and share the progress with you. At the end of the year, they will conduct an annual review to determine your total cost savings.

Additional Benefits Include:

Want to find out how you can get guaranteed savings on your dental supplies?

•

50% discount on service labor

•

Free ground shipping on merchandise orders over $300

•

Free OSHA/HIPAA training for four team members

•

Free consulting services with the Practice Support Team including Practice Analysis, Overhead Analysis, Fee and Coding Analysis, and more

“

Ask us

about the Supply Savings Guarantee!

I don't think there's any downside to the program. There's only upside, and it's great.

[Our Account Manager] has been really good at keeping our costs low and is always trying to find ways for us to save money when it comes to purchasing supplies.

50 // BURKHART DENTAL SUPPLY

-Dr. Kaylee Wonder | Wonder Family Dental & Dentures

Full Service Partner

Sales • Equipment • Service

”

BurkhartDental.com 1.800.562.8176

DTX Studio Clinic

Every detail.

Every workflow.

One platform.

The only imaging platform you’ll need from now on

DTX Studio™ Clinic doesn’t just bring imaging together, it redefines how you work. AI powers every step, from diagnostics to delivery, so you work faster and smarter. Plug it into your current technology, access it anywhere, and replace the clutter with one solution that does it all.

For more information, contact your Burkhart Dental Representative

Feature availability varies by region and is subject to local requirements and restrictions. © Dental Imaging Technologies Corporation. DEXIS is a trademark of Dental Imaging Technologies Corporation. DTX Studio is a trademark of Nobel Biocare AG. All trademarks are the property of their respective owners. All rights reserved. 2026 DXIS01380/Rev00

CATALYST MAGAZINE // Q3 2026 // 51

High Torque. High Performance.

High Convenience.

Designed for the ultimate hygiene experience

ARETE Prophy Expert 5K Hygienist Handpiece

• High Torque • Fully Autoclavable • Friction Grip Style Chuck with 360° Swivel Nosecone

Talk to your Equipment Specialist or Account Manager for more information.

52 // BURKHART DENTAL SUPPLY

• Accepts All Hygienist Disposable and Metal Prophy Angles • 1 Year Warranty • PN# 72721977

BurkhartDental.com | 1.800.562.8176

5oz Plastic Disposable Drinking Cups 4 Colors Available 1,000 Per Case

• Crack-resistant with rolled edges for easy sipping and a comfortable drinking or rinsing experience • The horizontal embossing creates easy separation and a comfortable grip

Blue (5oz)

72721985

White (5oz)

72721984

Silver Gray (5oz)

72721987

Lavender (5oz)

72721986

• 1,000 cups per case

1.800.562.8176 | BurkhartDental.com

4-Ply Poly/Rayon Non-Woven Sponges Non-Sterile Made in the USA

• Unique rayon/polyester 35gm blend • Provides maximum absorbency • Less adhesion to wounds for faster healing • Soft, smooth, strong, virtually lint-free • Ideal for sustained patient use, disinfecting, and general cleaning

1.800.562.8176 | BurkhartDental.com

Available Sizes 2x2 4-Ply Poly/ Rayon Non-Woven Sponges - (5000)

72721989

4x4 4-Ply Poly/ Rayon Non-Woven Sponges - (2000)

72721991

New Dental Anesthetic Articaine HCl 4% and Epinephrine 1:100,000 Injection

Burkhart Dental Anesthetic is indicated for local, infiltrative, or conductive anesthesia in both simple and complex dental procedures.

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Rapid onset of anesthesia within 1-9 minutes Complete anesthesia lasts about 1 hour for infiltrations, up to 2 hours for nerve block 10% overage of epinephrine¹ 24-month shelf life at room temperature Sodium edetate-free, methylparaben-free and latex-free Most common adverse reactions (incidence >2%) are headache and pain Each cartridge is sealed individually in the blister for maximum protection

24-Month Long Shelf Life

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Store at room temperature; 77°F (25°C), with brief excursions permitted between 59°F (15°C) and 86°F (30°C)

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Protect from light

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Do not freeze

Convenient Packaging

• • •

Each cartridge is individually sealed for maximum protection up to the moment of use Cartridges packed 10 to a blister tray to avoid glass-to-glass contact Blister trays packaged in boxes of 50

Dosage & Administration – Adults (Ages 16+)

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For normal healthy adults, the maximum dose of Burkhart Dental Anesthetic administered by submucosal infiltration and/or nerve block should not exceed 7mg/kg (0.175 mL/kg) of articaine HCl Dosage should be reduced in elderly patients and in patients with cardiac or liver disease

Pediatric Patients (Ages 4 to 16)

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•

The quantity of Burkhart Dental Anesthetic in children ages 4 to 16 years of age to be injected should be determined by the age and weight of the child and the magnitude of the operation The maximum dose of Burkhart Dental Anesthetic should not exceed 7 mg/kg (0.175 mL/kg) of articaine HCl (see Use in Specific Populations). Use in pediatric patients under 4 years of age is not recommended

Important Safety Information

PART# 72721816

Care should be taken to avoid accidental intravascular injection, which may be associated with convulsions followed by coma and respiratory arrest. Local anesthetic solutions that contain a vasoconstrictor should be used cautiously, especially in patients with impaired cardiovascular function or vascular disease.

Administration of Burkhart Dental Anesthetic results in a 3 to 5-fold increase in plasma epinephrine concentrations compared to baseline. However, in healthy adults, it does not appear to be associated with marked increases in blood pressure or heart rate, except in the case of accidental intravascular injection.

The most common adverse reactions (incidence >2%) are headache and pain.

Inform patients in advance of the possibility of temporary loss of sensation and muscle function following infiltration and nerve block injections. Instruct patients not to eat or drink until normal sensation returns.

1. The American Heart Association (AHA) recommends using the lowest possible quantity of epinephrine (Kaplan EL ed. Cardiovascular disease in dental practice. Dallas, TX: American Heart Association, 1986)

1.800.562.8176 | BurkhartDental.com

Manufactured in Italy for Burkhart Dental Supply