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Face value Dr Myles Holt is pushing for greater freedom for dentists to use facial injectables like Botox in their surgeries. But not everyone agrees with him

Brand values Why it’s not enough to give your practice a name with ‘smile’ or ‘tooth’ in it Mentoring Everyone agrees it’s good, so why do graduates often have to organise it

SPECIAL REPORT: Dental units product guide, starting on page 30

Passions: The dentist who built his own TARDIS… and his own Dalek

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In this issue News & events

4. The Greens win $165 million for dental The Government is promising $165 million for dental services, but its own expert panel warns much more is needed. ALSO THIS MONTH: shortterm clarity for hygienists with DVA patients; whatever happened to the aged care program?; and much more

your world

11. ADX preview What you need to know about this month’s ADX12 in Sydney 14. Total recall The ACCC has finally responded to the profession’s calls to take action on dangerous DIY teeth whitening kits

your business

24. Brand power For many dental practices brand marketing is a foreign concept, but it’s time to change


March 2012

COVER STORY Agent for change Few dental experts have experienced the level of success that has characterised the multifaceted career of Dr Myles Holt, and few will change the industry as he is currently doing. But such a track record doesn’t come without its challenges. By Chris Sheedy

27. Mentor health Universities are recommending graduates to find a practice that will provide guidance through mentoring



44. Implants grow The Asia-Pacific is emerging as a hub for dental implants expertise

Your tools

13. New products The best new gear and gadgets from suppliers you can trust





30. Dental unit product guide Everything you need to know about the best dental units starts right here 47. Tools of the trade Reviews of your favourite products by your peers

Your life

50. Passions Dr Wayne Ottaway from Tasmania has built his own Dalek in his backyard. Editorial Director Rob Johnson

Sub-editor Kerryn Ramsey

Creative Director Tim Donnellan

Commercial Director Mark Brown

Contributors Sharon Aris, Sarah Pickette, Kerryn Ramsey, Lucy Robertson, Amanda Lohan, Chris Sheedy

7,736 - CAB Audited as at September, 2011

For all editorial or advertising enquiries: Phone (02) 9660 6995 Fax (02) 9518 5600

Bite magazine is published 11 times a year by Engage Media, Suite 4.08, The Cooperage, 56 Bowman Street, Pyrmont NSW 2009 ABN 50 115 977 421. Views expressed in Bite magazine are not necessarily those of the publisher, editor or Engage Media. Printed by Bright Print Group






Government promises $165 million for dental But despite guidance from their Advisory Panel, there’s no plan for how and where the money will be spent yet.

H 4

ealth minister Tanya Plibersek has secured a deal with the Australian Greens that guarantees the passage of the Government’s changes to private health insurance in return for $165 million for dental care. However, the minister said that the money will not be spent under the current Medicare Chronic Disease Dental Scheme, and will not be allocated until she has received a report from the National Advisory Council on Dental Health, which she received on February 23. The report revealed the out-ofpocket cost to the health system per year is about $4.5 billion, but the price tag for fixing the system so that those who need dental services can afford them is at least double that. Ms Plibersek said the report raised questions and pointed to challenges which would need to be resolved in order to deliver a publicly funded dental scheme. She said any scheme would need to be managed in a fiscally responsible way and be phased in over a period of time. The report recommends federal, state and territory governments invest more than $10 billion extra to fix the system. At a press conference at the time of the Greens deal, the Minister said, “The Greens and the Government have shared for a long time a commitment to improve the dental care of Australians.” The Greens see the deal as a first step towards bringing all dentistry under Medicare, said Greens MP Adam Bandt, at the time. “Although we are pleased with this outcome, the Greens will not waver in our commitment to a universal Denticare scheme, beginning in this year’s budget. This is a solid down payment on year one of Denticare but we will continue to work with the Government to achieve this outcome,” added

Confusion as to who can treat DVA patients is clarified.

Dental hygienists okay by the DVA

Health Minister Tanya Plibersek says yes to money, no to Medicare dental.

Greens’ spokesperson for health, Senator Richard Di Natale. Minister Plibersek made it clear that her plans for the current Medicare Dental scheme to either be closed down or substantially altered: “I have been clear with the Greens Party and very clear in public, including with all of you, that I believe that the Chronic Disease Dental Scheme is very poorly targeted, that it doesn’t achieve good value for money, that I am very concerned about some of the spending patterns that I see in the Chronic Disease Dental Scheme, and I will still seek to close this scheme or substantially alter it so that it is means tested, so that it is targeted.” However, when asked whether that would involve means-testing Medicare, she avoided the question by saying, “Dental care has never been part of Medicare. We know at the moment that most people pay about 60 per cent of the cost of their dental care. The costs of providing for their own health care in other parts of the budget are much lower, so it is very important that we make sure that the lowest income people can afford to see a dentist.” 

Following reports last month that dentists were not able to claim under the Department of Veterans Affairs (DVA) Dental Schedule for services provided by dental hygienists to persons eligible under the DVA Scheme, the ADA has met with the DVA officers and the Minister for Veterans Affairs, Warren Snowdon. The Department has devised an interim arrangement to ensure that services provided by dental hygienists under the direction of a dentist or dental specialist can continue for veteran patients and be legitimately claimed under DVA’s current schedule arrangements. The Department’s solution overcomes the logjam that would be caused by funding for preventive dental services being restricted to dentists and dental specialists, according to the ADA. The Department has advised ADA that this “is an interim arrangement only while DVA considers the issue of access to services provided by dental hygienists. DVA will consult with the ADA in considering ongoing arrangements and will be in touch in coming weeks to progress this further.” The Minister, Department and ADA all recognised the value to veterans in having dental hygienists provide services under the Scheme. The ADA and the Department are keen to point out the interim arrangement applies only to the DVA scheme and not the Medicare CDDS. 








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he reason for this transition was mainly due to the development of the digital imaging module to dental4windows, Media Suite. It was obvious to Centaur that the level of x-ray device integration required for Media Suite to become the product leader would be significant. Centaur recognises if it’s digital imaging team have control over the installation of both the x-ray device/s and also Media Suite, the transition is considerably smoother for both Centaur and the customer. Centaur has built the reputation of dental4windows on its system functionality and workflow, training and support. The concern for delivering the best support possible drives the dental4windows team each day also demonstrated in its many awards for customer service and support. From most accounts coming from the hundreds of practices converting from competative systems to dental4windows, this seems to be contrary to those main competitors owned by multinational corporations. This same driving force to deliver great customer service has now resulted in the next step for Centaur. The company has now sourced what it sees as the best digital imaging sensors and intraoral camera for its customers in both image quality and value for money. These devices will

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No outcomes for aged care project?


Whatever happened to the results of the government’s Better Oral Health in Residential Care project? The ‘trainthe-trainers’ project, designed to deliver better oral health outcomes in residents of aged care facilities, was embraced by the aged care profession two years ago. But a report in industry magazine Aged Care INsite points out the government is refusing the disclose any outcomes of the program. The report (which is available online), points out that the government remains silent despite the fact that all the registered training organisations (RTOs) that delivered it were required to submit detailed reports to the Department of Health and Ageing (DoHA). In terms of the next steps, Adrienne Lewis of SA Dental Service told the magazine that accreditation standards should be aligned with the four processes of the training model. This would ensure it became continuing education and was part of induction of new staff, she said. “The alignment to the accreditation standards are a way of embedding this so it’s ongoing,” she said. In response, chief executive of Aged Care Association Australia (ACAA) Rod Young said he didn’t have a problem with the day-to-day management of oral health being a requirement, but was against clinical outcomes being tied to accreditation. “They come to us with a hugely difficult dental history and profile and all of a sudden the aged care service gets

The Better Oral Health in Residential Care project started off well, but what has happened since?

responsible for 30 years of dental neglect,” Young told INsite.“That becomes impossible to manage if you put it in accreditation and say, now you have to return this person’s teeth to a state as if they’re a 30- or 40-year-old. “A person’s oral hygiene, nonetheless, should be part of SOON! COMING our overall clinical objectives and part of accreditation.”  Won’t slide around

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Severe dental erosion link to eating disorders Eating disorders can be physically and emotionally destructive, but the results of a new clinical study indicate oral health is also destroyed by the condition. The study by the University of Bergen in Norway revealed patients with an eating disorder—such as anorexia and bulimia—had significantly more dental health problems than those without, including tooth sensitivity, facial pain and severe dental erosion. The report highlighted that more than one in three of those with an eating disorder (36 per cent) had ‘severe dental erosion’ compared to just 11 per cent of the control group. Those with an eating disorder also self-reported higher daily tooth sensitivity, higher occurrence of facial pains and of dry mouth. It is estimated eating disorders affect 1.1 million women and men in the UK, although many more do not come forward with their problems. While vomiting is often associated with eating disorders, the results of the research reveal oral health is likely to suffer too. 

FDA warns about hand-held dental X-ray units


The US Food and Drug Administration (FDA) has put out an alert to dentists, dental care professionals and veterinarians about handheld dental X-ray units, saying it “is concerned that these devices may not be safe or effective and could potentially expose the user and the patient to unnecessary and potentially harmful X-rays”.

The US FDA is concerned some American dentists are buying dodgy handheld X-rays over the internet.

The release points out that the FDA is aware of handheld dental X-ray units that do not meet their requirements being sold online by manufacturers outside the US and directly shipped to customers in the US. “All handheld dental X-ray units that have been certified by the manufacturer to meet the FDA’s radiation safety standards bear a certification label/tag, a warning label, and an identification (ID) label/tag on the unit’s housing,” the FDA says. In order to be legally marketed in the US, the units must comply with FDA’s radiation safety and medical device requirements. 

Correction In a ‘Tools of the Trade review” of LuxaForm on page 40 of the last issue of Bite, we incorrectly identified Henry Schein Halas as the product distributor. LuxaForm is sold in Australia exclusively by Gunz Dental. We apologise to readers and to Gunz Dental for the mistake. 

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Learning for life The ADX12 Sydney dental exhibition isn’t just about the shopping—there’s a range of seminars for the entire team, and best of all, they’re free


here are a number of interesting sessions being presented at the ADX12 Sydney dental exhibition. There’s still time to register, which you can do by going to the website ( and downloading a registration form, then returning it to the ADIA national office. Several of the seminars are being put on by respected industry bodies. For example, the ADA NSW Centre for Professional Development will be presenting a seminar entitled ‘Clinical Design in the digital age’. The seminar is based on the assumption that high quality digital images cameras are a function of equipment and technique. But are all modern cameras good enough? Which lens gives the best depth of field? What are the settings dentists need to use? Are some mirrors better than others? How do dentists position the patient for an optimum photo?
 The centre will also present case studies in paediatric dentistry. Providing competent, safe and modern dentistry for our patients is difficult enough without the added tensions of establishing a positive relationship with the children and adolescents that are part of daily practice. The presentation will review several challenging clinical situations that highlight the need for both good interpersonal skills and clinical ability and how they are both important in providing total health care.

Digital technology is now available that may change the way that dental devices are designed and made. With that in mind, a presentation by the Australian Dental Prosthetists Association will look at computerised dentistry and the prosthetist. It will introduce the options, how it can be used by dental prosthetists and tips on selecting the right technology. It is an ideal primer that equips you to discuss your needs with ADX12 Sydney exhibitors. At the time of going to press, the Therapeutic Goods Administration was scheduled to give a presentation on the Regulation of dental product in Australia. Introducing the legislation governing the supply of medical devices (such as dental product) in Australia, this presentation addresses the steps required to be taken before a medical device can be imported and the obligations on individuals importing a medical device, including those responsible for including product on the Australian Register of Therapeutic Goods (ARTG). The Oral Health Professionals Association will present a seminar that will provide an understanding of the techniques employed to make a denture base look like real soft tissue simply, quickly and economically. It will also take the next

The ADX12 Sydney dental exhibition combines cuttingedge education with convenient shopping.


ADX 2012

Quote Dr Phillip Palmer of Prime Practice will investigate several interesting ideas including the thought-provoking concept of never selling your practice.


step and provide advice on how to make a natural looking denture tooth in minutes. They will also present a session on understanding colour and shade. If you are responsible for assessing the shades of teeth, there are a number of environmental factors that will affect outcomes. This highly informative seminar will outline these factors and provide useful tips on how to easily overcome these. There will also be a number of clinically oriented seminars. Dr David Roessle will speak about bonding agents, bonding systems and techniques, with the aim of simplifying your understanding of adhesives, providing tips on how to establish a better bond and also evaluating different adhesive methods. Dr Kevin Wong will talk about the role of dental implantology in general practice. Dr Graham Craig will talk about new uses of silver fluoride, including applications in the permanent dentition for preventing root surface caries and for alleviating root surface hypersensitivity. The presentation will give the background needed to understand and utilise the potential of the new techniques as well as outline possible future developments. Dr Joerg Strate will look at instruction in contemporarily oral hygiene behaviours including supportive

devices such as modern power toothbrushes and additional aids. Professor Don Tyndall will help you understand when a CBCT (3D) X-ray scan is appropriate and also let you learn about new multi-planar viewing techniques for interpretation of CBCT images. Dr Scott Davis will overview the features and benefits associated with a decision to digitise a dental practice with an intra-oral scanner. Dr David Penn will look at the rapid evolution and fast expanding applications of sequential aligner therapies, what movements are possible and predictable and how it provides the general dentist with a myriad of non- and minimally invasive treatment options. There’s also a series on non-clinical lectures being delivered by exhibitors, including one on surgery design and presentation by Dr Genna Levitch and Anne Levitch; Stafford Hamilton of Investec will explain the short- and long-term financial advantages of owning your own practice; and Dr Phillip Palmer of Prime Practice will investigate several interesting ideas including the thought-provoking concept of never selling your practice, but maintaining it as an income stream.  For more on ADX 12, visit the website at



your business



New products New-release products from here and around the world

3M ESPE announces the launch of a new resin cement designed specifically for use with glass ceramics.

New WhiteFox 3D CBCT WhiteFox is the world’s first Dental 3D CBCT system to feature calibrated Hounsfield Units, which allows for a reliable and confident analysis of the bone quality as well as a better differentiation of hard/soft tissue. The WhiteFox comes with a complete imaging software package providing various modules for nerve tracing, implant planning, bone density check, reconstructed panoramic, TMJ analysis, airway study, various 2D reconstructions, to name a few. Its large field of view (170 x 200mm) means a complete 1:1 volume is created in one exposure, without the artefacts usually created by stitching. Suitable for diagnosis in dental and medical applications, WhiteFox will cover all your needs from implantology, endodontics, orthodontics, ENT and maxillo-facial surgery. Moreover WhiteFox uses a collimated field of view together with pulsed X-rays, delivering the best quality of image with the lowest dose to the patient, combined with a very fast reconstruction algorithm. For more information please contact Acteon Australia and New Zealand 02 9662 4400 or email julien.didron@ Online, go to or 

3M ESPE introduces RelyX™ Ultimate, a new adhesive resin cement specifically designed for the cementation of glass ceramic materials. The product provides ultimate bond strength and leads to highly aesthetic results that last over time. Used in combination with the new Scotchbond™ Universal Adhesive, it reduces the number of required components and steps. The new adhesive resin cement RelyX™ Ultimate complements the existing portfolio of resin cements. When used together with Scotchbond™ Universal Adhesive, the procedure is particularly simple: an integrated dark cure activator in the cement activates the dark cure function of the adhesive, thus eliminating the need for an additional activator. Scotchbond™ Universal Adhesive also functions as a silane agent for glass ceramics as well as a zirconia and metal primer, thus eliminating the need for separate components. The cement’s automix syringe offers a variety of mixing tips that allow for convenient cementation in the mouth or even in the root canal. Independent studies show that RelyX™ Ultimate cement users benefit from high bond strengths to enamel and glass ceramics as well as low three-body wear when compared to other resin cements. Further tests show the high colour stability and toothlike fluorescence of the new cement. Aesthetic results can be obtained using the four different shades and corresponding try-in pastes. For more information please contact your 3M ESPE representative. In Australia: call 1300 363 454; or New Zealand call 0800 80 81 82. 








recall Following the lead of overseas regulators, the Australian Competition and Consumer Commission has pulled some DIY tooth whiteners off the market. By Sarah Pickette 014 14

or years now, dentists and the various dental boards across Australia have been concerned about the potential health risks associated with do-it-yourself teeth whiteners. So when the Australian Competition and Consumer Commission (ACCC) issued a voluntary recall of whitening products it had deemed unsafe, it was cause for celebration. “This is a very good development,” says Professor Laurence Walsh, head of the University of Queensland’s School of Dentistry and a spokesperson for the Australian Dental Association (ADA). “The ADA shared a lot of clinical information with the ACCC on this issue. It’s brilliant to see them come out in this way.” The voluntary recall, issued in December last year, targeted teeth-whitening products that contain more than six per cent hydrogen peroxide and more than 18 per cent carbamide peroxide. All known suppliers and retailers of teeth-whitening kits were immediately contacted by the ACCC and advised to remove the products from sale. “We’re fairly confident these products are now off the shelves,” says ACCC commissioner Sarah Court, “but this is certainly something we’ll continue to monitor and should we strike any recalcitrant retailers we have a variety of enforcement options we can bring into play.” The ACCC’s interest in DIY teeth whiteners was first stirred when overseas regulators began to take recall action on some products. That prompted the ACCC to contact Australian dental bodies to see if there was any injury data. It soon became apparent that there was evidence of patients presenting with chemical burns allegedly caused by use of unsafe teeth-whitening kits.

The ACCC recall of DIY teeth whiteners is a cause for celebration among members of the profession.

“I was involved in giving evidence in one court case where, because there was no removal of saliva, the patient swallowed some of what is basically a corrosive gel,” says Walsh. “That person suffered burns down their throat, which subsequently became infected, and they wound up in emergency in a Melbourne hospital.” In this case, the patient had not applied the teeth whiteners themselves at home, but had paid a beauty therapist to carry out this procedure.


Professor Laurence Walsh, University of Queensland’s School of Dentistry

“I was involved in giving evidence in one court case where, because there was no removal of saliva, the patient swallowed some of what is basically a corrosive gel.”

“If someone applies a teeth-whitening treatment to another person, are they illegally doing dentistry? And if they are carrying out this procedure, what training have they had in order to do this safely? I do a lot of training of dentists on teeth whitening and we go into a huge depth of information on safety and correct technique, little of which I’d imagine would be included in the curriculum of a course at a beauty college,” says Prof. Walsh. When someone uses a teeth whitener that has an unsafe


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Really, the only safe way to apply corrosive chemicals to teeth is in the safe environment of the surgery.

concentration of hydrogen peroxide or carbamide peroxide, they face the very real risk of contracting chemical burns in the mouth, he adds. But the safety issues don’t end there. “What about the safety of the therapist who’s handling this product? You have to have a certain amount of training and skill to safely work with a product containing this amount of peroxide.”


here is also the issue of false and misleading claims being made by some makers of teeth whiteners, says Prof. Walsh. “These manufacturers are claiming their products deliver a better result than your dentist can provide, and unfortunately there are a lot people out there who don’t understand you get what you pay for.” The acidic modifiers contained in some teeth whiteners cause etching on the teeth, says Prof. Walsh. “That etching effect reverses naturally through contact with saliva. So to some extent there’s a bit of a falsehood involved when the person who’s had the teeth whitening looks in the mirror and thinks ‘wow, I’ve got this result now’ but the next day it’s more a case of ‘hang on a minute’,” he says. “The benefit you have had is reversing because the teeth have been etched and are a bit dehydrated.” In Australia, the Therapeutic Goods Administration (TGA) controls the classification of medicines and chemicals under the Poisons Standard. Last year, changes to the poisons standard saw hydrogen peroxide levels of above six per cent (for non-hair use) upgraded to a Schedule 6 Poison, instead of a schedule 5 Poison as it had previously been listed. When Bite asked how it is possible that products which contain hydrogen peroxide or carbamide peroxide exceeding the TGA’s guidelines for safe levels could be made

freely available for public sale, ACCC’s Sarah Court responded that “suppliers have an obligation to make sure they comply with those standards, but unfortunately that’s not always the case”. Peroxide is not technically a restricted item, says Prof. Walsh, so it is possible to bring teeth whiteners with unsafe levels of peroxide into the country without too many questions being asked. “It’s not like bringing something like, say, a human growth hormone through customs. Peroxide is pretty much regarded as a cosmetic product; it’s essentially put in the same category as toothpaste or facial cleanser.” Walsh says that what the ACCC action sets the stage for is a ruling that peroxide in a formulation designed to go on teeth should be subject to restricted access, in the same way fluoride and local anaesthetics are. As far as the ACCC is concerned, it appears that the voluntary recall has done its job effectively. The products removed from sale include: White My Bite Sensitive kit; White My Bite Professional kit; White My Bite Advanced kit; DayWhite Whitening Gel; NiteWhite Teeth Whitening Gel; Sunshine Health Teeth Whitening Gel; Crest Teeth Whitening Strips; DaVinci Elite tooth whitening pen; and Da Vinci Elite take-home teeth whitening kits.


Professor Laurence Walsh, University of Queensland’s School of Dentistry

“You have to have a certain amount of training and skill to safely work with a product containing this amount of peroxide.” For the ADA, the fight isn’t over. “The concentration level the ADA is wanting to support is a lower level than what the ACCC has used for its recalls. The ACCC’s recall is in line with EU Standards but we’d ideally like the safe levels of hydrogen peroxide and carbamide peroxide to have been lowered. We’d also like to see teeth whiteners over a certain concentration go on the TGA’s Schedule of Protected Items.” In the meantime, the important thing is that the recall is a good step in protecting the public from coming into contact with potentially risky teeth-whitening products. “We need to get the message out there that these are not just innocuous beauty products,” says Court. “They can pose real health risks.” 







e has a practice in Melbourne, another in Singapore and is planning to hang a shingle in New Zealand this year. He’s the director of the Australian Academy of Dento-Facial Aesthetics (AADFA) which represents hundreds of practitioners and has paved the way for dentists to advance the art and science of aesthetic dentistry through the responsible administration of facial injectables. He was recently awarded a Fellowship in the International Academy of Dental Facial Aesthetics in New York. And he runs a separate business that consults to the international dental industry in terms of lecturing, specialist courses, social media and boutique product distributorship. Dr Myles Holt, it is safe to say, is not your average dentist. And he never has been. In fact, immediately upon graduation from university in 1999, it became obvious that Holt was not one to follow a well-trodden path. While other graduates sought employment in local dental practices, Holt instead became the first student from the University of Sydney to join the Royal Flying Doctor Service (RFDS), based in Broken Hill, NSW. After pioneering the program that exists for students within the RFDS, he ventured into private practice in rural NSW, but not for long. The next big move, in 2001, was to London where he worked until 2007 in private practice with an entrepreneurially inclined group of specialists who were shaping the ‘dental spa’ concept. This experience, including facial aesthetics education undertaken in the US and Europe, would heavily influence his future direction. “It’s amazing how only now, years down the track, am I able to look back and clearly identify the skills and experience that each role or period in my life and career gave me and that were vital to the success of what I



Few dental experts have experienced the level of success that has characterised the multi-faceted career of Dr Myles Holt, and few will change the industry as he is currently doing. But such a track record doesn’t come without its challenges. By Chris Sheedy

Photography: Eamon Gallager


“In my years after graduation I only focused on one goal—to get as much and as varied experience as possible from as many areas of dentistry and life as possible.” Dr Myles Holt


do now. I’d like to pretend it was all strategically planned but it wasn’t,” Dr Holt smiles as we speak in his stylish Singapore apartment with its views over Marina Bay to the stunning Marina Bay Sands complex and the ocean beyond. “In my years after graduation I only focused on one goal—to get as much and as varied experience as possible from as many areas of dentistry and life as possible. I knew that if I travelled the world and gained vast knowledge and experience in many different arenas, one day all of that would align to enable me to do something special. “Those years in London also improved my life skills. I developed a keen interest in health and fitness and worked my way through the ranks of the fitness industry to become an international trainer and presenter. The personal development I received in order to perform this role gave me the confidence and presenting skills that I rely on today to facilitate the various trainings for AADFA around Australia and overseas, and to lecture globally on dento-facial aesthetics, social media for dentists and branding for dentists. It also gave me a keen interest in health and fitness and the interplay between nutrition, general system health and oral health. This influences the types of products my boutique dental distributorship now offers such as a scanner that measures a patient’s anti-oxidant levels, which have proven to be a significant factor in periodontal disease.”


Facial injectables controversy Dr Holt used to refer patients to specialists for facial aesthetics procedures but the results, he realised again and again, were disappointing. The relatively poor standard of the work, of course, also reflected badly on the tooth work that Dr Holt had done on the patient. Overall outcomes then, were less than ideal. “I saw the benefit in using my knowledge and skills to manage the case from start to finish, a philosophy that was appreciated by my patients as well,” Dr Holt says. Patients immediately understood the idea that they’re not just a smile or a set of teeth, Dr Holt says. “They understood that by treating the teeth we can only improve their concerns so much, but by treating the surrounding tissues as well we can truly complete the picture and take their results to the next level. Patients also understood the logic behind dentists providing this treatment for them and were readily accepting of the concept. They had formed long-term, trusted bonds with their dentists and they knew their dentist could not only provide accurate, safe and comfortable injections in the delicate facial structures, but that they dealt with facial aesthetics every day of their professional lives.” So Dr Holt trained further in facial aesthetics but in doing so realised much of the training in the Australian market was inadequate. As he attempted to rectify the situation, the main objections to his plans came from within the industry itself, from bodies such as the Dental Board of Australia (DBA) and the Cosmetic Physicians Society of Australasia (CPSA). “The strongest argument the president of the CPSA could come up with recently was that there are enough doctors to do these procedures so dentists don’t need to. That’s like Toyota saying to Ferrari, ‘Hey guys, we build enough cars for everyone to get around in so you may as well pack it in!’ Competition is never a bad thing in our eyes. It keeps everyone on their toes and striving to be better,” Dr Holt says.


Dr Myles Holt

“Any criticism that does come from dentists is quickly retracted once they take the time to learn about these materials, the procedures and what we are trying to achieve.”

And Dr Holt says the DBA’s objection, an interim policy proposing to limit the use of Botulinum Toxin by dentists to the treatment of TMJ/tooth grinding, was discovered to be inadequately investigated, “fundamentally flawed” and “completely unworkable”. The AADFA made a formal call for the policy to be withdrawn. The Interim Policy, still in place on the DBA website (the DBA preferred not to comment for this story), says: “The issues surrounding the use of botulinum toxin and dermal


Dr Myles Holt at work in his surgery. He says the use of Botox in Australia is falling behind international standards.

fillers are complex and the regulatory environment that existed across states and territories prior to the commencement of the national registration and accreditation scheme varied. The Board continues to examine these issues further within its mandate of public protection, however the Board has agreed, as an interim measure, to release this policy. The Board recognises that in some jurisdictions botulinum toxin could be used by registered dentists for the treatment of Temporomandibular joint disorder/dysfunction.” Dr Holt says that education on the topic of botulinum toxin and its uses within dentistry is all-important in the understanding of, and judging of, the matter. “Any criticism that does come from dentists is quickly retracted once they take the time to learn about these materials, the procedures and what we are trying to achieve,” he says. “This has been our biggest battle—educating the profession about the advances with these procedures that are happening internationally. It’s an area in which Australian dentists are falling behind.” “We do have some dentists coming to our training who

are initially quite sceptical. This soon changes when they understand the materials and methods and see how perfectly suited dentists are to be offering these procedures.” Social media One of Dr Holt’s greatest concerns for the dental industry is the lack of competence in the area of social media. The lectures and training sessions that he carries out with industry groups and businesses throughout Australia, Asia, Europe and the USA are often on this topic. “My biggest message to dentists is to just get into social media,” he says. “A lot of dentists don’t even have websites so social media is a completely foreign concept. This is a very conservative profession populated by people who are very cautious by nature so I think a lot of dentists are a little bit afraid of the concept.” “But these days you have to be there and you really must have that conversation going on with patients. It is not just a marketing tool—it really is an opportunity to establish yourself in the community as a recognised expert. The people who do it well take the time to commit to giving something to the process to ensure their patients get as much as they can out of it,” says Dr Holt. This year Holt has set up lectures at several major institu-


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tions, including James Cook University and the University of Sydney, on the use of botulinum toxin in dentistry. He has also launched the Asian Academy of Dento-Facial Aesthetics to continue to develop the part of the dental industry to which his name is now permanently attached. And that is exactly the way Holt sees his role in the industry, as one who develops and advances the field for the combined sakes of the practitioners and their patients. “Dentists are not trying to perform new or radical procedures here,” he says. “We are talking about procedures that are already used by lesser-trained individuals across Australia every day. What we are talking about is allowing patients to receive treatment from the most qualified and experienced health practitioners. “And in terms of the patients, I like to think my work enhances their lives. We receive emails daily from other dentists who have trained with our organisation and who are so appreciative of the effort we make to advance the dental profession. They often have great success stories of how they have truly enhanced their patients’ treatment and taken the outcomes to the next level by approaching each specific case as more than just a set of teeth. “By treating their patients more holistically the results are better than ever. That is what this is all about—advancing the profession so that the outcomes for patients are superior. Our battle is to get people to look at the facts and realise that denying dentists this ability would actually be denying patients the best possible treatment.” 

“We’re talking about procedures that are already used by lesser-trained individuals every day,” says Dr Holt.


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For many dental practices, brand marketing is a foreign concept, but the reality is, if you’re not branding yourself, you’re being branded by your competition. It’s time to take charge. By Amanda Lohan

Brand power 24

arolyn Dean, director of healthcare website specialist Wellsites, warns that if you are not presenting a strong brand to your patients, you will still be assessed by what you’re not saying. “If you’re not saying ‘we can do this’ and ‘we are the specialists’ then people are going to go to the specialists,” she explains. Branding, however, is more than just a logo. The key, according to Dean, is differentiation—“to be called ‘White Smiles’ or ‘Happy Smiles’ doesn’t really differentiate you. You have to know who you are and who your target market is.” The first step for any dentist in differentiating a practice is to sit down and work through your strengths. “Everybody has a strength,” says Dean. “Once you’ve got that, then you can articulate it.” Dean is quick to note that this does not mean replicating the sleek styling of a dental spa. In fact in some cases Dean says your differentiator may be, ‘We’re not the dental spa, we’re not doing all this funky weird stuff and we’re not doing teeth whitening’. In playing to your strengths, you may instead say, ‘we are the village dentists, we have been here for 70 years and it’s still Doctor Jones’. “That in itself is the brand,” she says.

To see a dental practice that absolutely knows its niche, one has to only look to Natural Dentistry on Sydney’s North Shore. Natural Dentistry offers natural dental therapies alongside a mix of Eastern and Western complementary health services, and targets people who are looking for a holistic approach to dentistry. The practice is a far cry from the classic clinical look, boasting a medication room and Zen garden. With a close awareness of their niche, and noticing that most of their business was coming from online, the team at Natural Dentistry decided


which has to look pretty, whereas using it to take work off your administrative staff has a far greater benefit on an ongoing basis,” says Dean. “If you spend thousands on a site today that looks beautiful but can’t change, then you’re going to be behind again,” she says. The reality is the practice today is not the practice it’s going to be in 12 months’ time. Modular CMS websites allow the practice to add functionality at any time, adapting as the business grows and changes. This added functionality can include such things as newsletters, social media and

Carolyn Dean, director, Wellsites

“The majority of small businesses have websites, but the majority of dentists are still a little bit behind the eight ball.”

to cut their print advertising and invest in a renewed online presence. This is true marketing strategy. Trends in the greater business area often take time to appear in the medical and dental fields. “The majority of small businesses have websites, but the majority of dentists are still a little bit behind the eight ball,” says Dean. Creating an online brand however is far cheaper and simpler than it once was and, if used correctly, can serve multiple functions for the practice. “People tend to think of a website as a brochure

blogging, but can also include educational videos for clients and online forms that reduce administration costs. Carl Burroughs, managing director at Integrated Dental Marketing (IDM), believes that the shift to the correct use of social media for marketing purposes has been revolutionary, in that it has brought dentists back to what they like best: reputation marketing. “Electronic word of mouth can be incredibly powerful,” says Burroughs. “Use of social media is growing tremendously and overall internet presence is very impor-

Your brand, and the way you communicate it online, is vital to your future success, say the experts.

your business

Choosing a name for your practice Carl Burroughs, managing director at Integrated Dental Marketing, says that the selection of a name for your brand depends on the goals and objectives of the individual practice. However he offers the following general advice:  Do not use the suburb in your practice name, as it may limit your future growth  Do not brand yourself by your own name, as it makes transitioning to a partnership difficult  Try to find a name that represents the things you are truly passionate about  These days, avoid words that have been overused such as “smile”  Write down the top 10 things you would like to be known for and use this list to help find a name that links to your values. As always, there are exceptions to every rule. Strathfield Car Radios expanded far beyond that first suburb to become a national brand, and even the band UB40, named as a political statement after an unemployment form, had just two hits out before the name of the form changed. It is the marketing and reputation behind your brand that ultimately holds.


tant because a lot of traditional marketing is dying. Yellow Pages is a disaster and the local newspaper can be expensive”.


urroughs notes that flyer drops continue to work well but he encourages dentists to consider incorporating social media, and while trends such as group buying sites may not be for everybody, other social media such as free directory sites are always worthwhile. Beyond this, Burroughs says that Facebook and Twitter are the two most influential social media if used correctly. “Facebook is the predominant one for dealing with and talking to the community, and Twitter has a large relevance in terms of search engine optimisation and getting a website to rank well, although it doesn’t have the same relevance as Facebook on a day-to-day basis,” he says. Interacting with these media does not have to be obsessive, with Burroughs recommending three updates, or around an hour of interaction, per week. While agencies including IDM do offer social media maintenance services, Burroughs claims that if you have the time and the interest it is better that you do it yourself because it is more genuine and spontaneous. Negative reviews are part of this medium and Burroughs notes that you must respond to negative comments very quickly. “Ironically, it can result in a very good response because it shows you are keenly committed to customer service and customers’ views.” 

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Mentor health Universities are recommending graduates’ find a practice that will provide guidance through mentoring. By Mary Banfield

hen a dentist closes their office door for the last time, the industry loses clinical skills and knowledge that have been built on decades of experience. This is a major problem for the industry and today universities and professional organisations are exploring the enormous benefits that mentoring provides when highly skilled principals take under their wing a graduate as they enter the field. Even more importantly is that it is now recognising that there are unlimited reciprocal benefits that mentoring graduates can give a practice. “It’s a huge culture shock going from the public hospital into a private practice,” says Ramesh Sivabalan, who graduated from Sydney University in 2010. Within 12 months of being qualified he has begun to set up his own practice, called My Dental Team. His first job was with Amazing Dental, in Nowra, NSW. Although it was a steep learning curve he attributes 60 per cent of his confidence in

managing difficult and complex treatments to a close mentoring relationship with the principal dentist, Dr Chan. In a twist on the standard principles of mentoring, Dr Chan had created an enormous win-win opportunity for himself. While he was more than willing to wipe out his books to make time to guide his graduates, Dr Chan also realised these young dentists had been injected at university with the most current knowledge and treatments, and he would learn from them. That’s the idea that is being promoted by major universities. “It’s true that undergraduates, particularly in remote practices, often help the principals to keep up to date and hear the latest techniques,” says Professor Richard Lindsay, Dental School, University of Adelaide. “Generally dentistry can be a lonely profession and you can beaver away without talking to others so mentoring graduates can be so highly beneficial.” From the day a student enrols at the University of Western

Above: Professor Richard Lindsay of the University of Adelaide. “Generally dentistry can be a lonely profession and you can beaver away without talking to others so mentoring graduates can be so highly beneficial.”



Universities have realised that new graduates have as much to offer mentors as the mentors have to offer students.


Australia (UWA) they are offered mentoring. “I believe in early intervention,” says Professor Andrew Smith, UWA. “In the first years there are a lot of personal issues that need resolving. There is a fine line between counselling and mentoring.” Yet Prof. Smith sees the mentoring program as having a significant influence on the low attrition rate for students. “Our dropout rate is incredibly low, .005 per cent. The reason for failure is only academic failure.” “In the higher years, students needs change—those needs are more related to assessment and clinical problems,” says Prof. Smith. That sets the scene for the requirements of students as they begin to move into the real world. “In a private practice we are required to have a lot more autonomy. While we were working in the public hospital we were supervised every step of the way,” says Dr Sivabalan. In the small country town of Nowra, there are no specialists, and over the past years Dr Sivabalan had a number of tricky moments particularly with crown or bridge work and the occasional difficult extraction. Yet with intense mentoring, particularly in his first two months, he rose to the occasion. “In the country there is a level of support and also the variety of treatments that we are exposed to that is arguably second to none,” said Dr Sivabalan. Over time his confidence grew and now the practice is reaping the rewards with Dr Sivabalan able to confidently take on almost any dentistry challenge. It’s a model now embedded in the strategic plan of Dental Corporation (DC), an agency that forms management partnerships with dentists across Australia. Each year DC offers graduates an opportunity to become part of the organisation with a placement in a successful practice. Even before they are placed, the principal is asked for an assurance that they will commit to passing on their intellectual property. “It was generally an accepted rule of thumb that a dentist

would close their doors and walk away when it was time, so their intellectual property was going out the door,” said Dr Ray Khouri, executive director of DC. “Mentoring is a way of imparting that intellectual property and adding value to the industry as a whole.” Once a young dentist is established, in most cases the benefits are phenomenal, with the graduate adding not only financial value but also being able to cover emergencies. Yet it’s not always a smooth road. There have been instances where the principal has been hesitant to impart knowledge, only seeing the graduate as a personal assistant, and allocating all those tasks that no-one else wants, such as sterilising and answering phones. “For Dental Corp this is not to be tolerated,” says Dr Khouri. “It’s nipped in the bud very quickly. Some practitioners see it as a gravy train just to have another staff member they can abuse.” But a keenness to learn is important to justify the investment of time by a mentor. “Meeting expectations of a principal dentists is major challenge,” says Dr Khouri. “When the kids are not seen as having the same attitude to work, for them it’s a case of ‘if you want me to help you, then give me a reason to; don’t just sit down and twiddle your thumbs’.” As with any system there are systemic issues, and time is often the biggest reason for a program unravelling. “We are living through a tight financial environment; universities are doing it tough,” says Lindsay. In recent times the number of students has doubled, but staff numbers have not. In 2010 its mentoring program offered intensive clinic and social support to all students. Yet as student enrolments increased, it was not seen as a priority, due to the weight of teaching demands, so the program was formally abandoned. Informally, it’s another story. “There is no other way to learn


Dr Ramesh Sivabalan

“My mentor recognised that I’d been taught the most current procedures and would often ask about, for example, the latest anti-biotic treatments.”

advanced clinical skills than to do things shoulder to shoulder because there is an enormous amount of role modelling and clinical training to know how you handle all situations,” says Dr Lindsay. It was Ramesh Sivabalan who found the ideal arrangement with his mentor, Dr Chan. “As a student, what you’ve been taught is the most current techniques and this may not resonate with the mentor who last attended the best practice workshop four years ago,” he says. “My mentor recognised that I’d been taught the most current procedures and would often ask about, for example, the latest anti-biotic treatments.” As the industry slowly wakes up, graduates are being warned from universities that for their professional development, they should find a practice that will provide guidance through mentoring and many are now heeding that advice. 

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ince its launch, the A-dec 500 has proven to be the most popular dental unit in the US and mainstay of the A-dec brand in the Australia, thanks to its functionality, flexibility and ease of use.


Designed with extensive input from dentists worldwide, the A-dec 500 is the universal solution from dental hygiene and general dentistry to all disciplines of dental specialists. This is a result of its superior ergonomics and wide range of delivery system options, designed around the way dentists like to work. The streamlined patient chair has a unique ultra-thin flexible backrest, which has been pressure-pointmapped for patient comfort, while allowing unrivalled access for the dental operator. The range of delivery systems offered by A-dec is unsurpassed, from the traditional delivery system, the increasingly popular ‘Continental’ delivery head – both of which convert easily and quickly to either left and right handed operation - and also innovative wall-mount and ‘12 o’clock’ (off-chair) delivery systems to the side or head of the patient. The A-dec 500 platform is also available as a bare chair, which is ideal for orthodontists and paediatric dentists and can be specified with or without cuspidor, chair-mounted light and monitor mount, or with the option of ceiling-mounted or track-mounted lighting. The A-dec 500 is the last word in integration, providing finger-tip control of all instruments from high and low speed handpieces, intraoral cameras, endodontic handpieces, scalers, electric motors and air turbines - all form the one intuitive touchpad with built-in endodontic function and memory settings for up to four separate operators. All A-dec delivery systems provide full control of chair functions from the assistant’s side, and choice of high volume evacuators, standard suction and A-dec’s patented Triflow syringe. Building on the success of the flagship A-dec 500 chair, the company has also released a range of mid and entry-level units offering the same high standard of

reliability, serviceability and value suiting different operator needs. New in 2012 is the compact A-dec 300 delivery system fitted to the high-end A-dec 500 patient chair. This unit is popular for its space-saving delivery head and compact touchpad. The mid-level A-dec 300 also features an elegant streamlined backrest and smaller footprint, with a simpler, compact delivery head. The A-dec 300 ‘Radius’ model offers the same ease of left and right-handed operation as the A-dec 500 model. For dentists looking for renowned A-dec quality and reliability in an affordable entry-level package, A-dec has released the A-dec 200, built on a reliable and proven A-dec platform for less than $20,000. The A-dec 200 is an ideal ‘first’ chair, additional chair for growing practices, or dedicated hygienists’ chair offering outstanding value and performance. To find the right chair model and configuration for the way you like to work, contact your nearest A-dec dealer or visit the A-dec website 

Proven. Unrivaled innovation, thoughtful design, lasting integrity: A-dec 500ÂŽ is based on decades of collaboration with dentists worldwide. Such cooperation has led to pressure-mapped patient comfort, robust integration of handpieces and technology to minimize reach, and a touchpad that provides single-point system control.

In a world that demands dependability, A-dec delivers a proven solution without a single compromise.






Buy an Chairs Delivery Systems Lights Monitor Mounts Cabinets Handpieces Maintenance Sterilisation Imaging

or a lim


ed tim A-dec 5 e 00 pack and rec a eive a ge**


set of


For more information Email: Phone: 1800 225 010 Visit: * Contact your local A-dec dealer for package inclusions **Package must include a chair, delivery system, assistants instrumentation and light. Offer ends 30 April 2012. Image used for illustration purposes only. AA673_Inkredible1844-13

Š2012 A-decŽ Inc. All rights reserved.

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Dental unit product guide SINIUS. The new Class in Efficiency. Whilst you are taking care of your patients the SINIUS takes care of you. Maximise your job satisfaction – even on long busy days.



he SINIUS is the new mid-range treatment unit from Sirona. It borrows on the innovative design concepts introduced to the market in 2008 with the TENEO Treatment Centre, and will sit alongside Sirona’s other mid-range treatment units from the C+ generation, the C3+/C4+/C5+, which remain available to purchase. The SINIUS is available either as a sliding track version or a whip arm version. The sliding track offers the popular side delivery manual parallel track option well known to users of Sirona’s C4+, C4, & E1 units. A newly designed patient chair with adjustable active lumbar support allows operators to select a comfortable support for each patient, thermo (heat removing) upholstery, and two headrest choices (Double Articulating or Motorized) amongst other features, allowing the patient to relax whilst giving the operator the opportunity to concentrate fully on the treatment procedure. At its lowest position the patient chair also accommodates the specific needs of children and elderly patients. For the dentist, the EasyTouch user interface offers state of the art touch screen technology providing the basis for integrating new user-friendly functions. It is simple to use from the outset. No prior knowledge is required. Only those functions that you need at any given time are displayed in the treatment process. The EasyTouch is your passport to future-proof technology. Advantages to the dentist mean the ability to choose from premium instrumentation options, including the ENDODONTIC TREATMENT Function with built in digital APEX LOCATOR. Special functions such as a file library are available at the touch of a button. Compared to the set up time and use of a conventional table top unit, you can save minutes of your valuable time. Treatment Counselling is more versatile and effective with the sophisticated yet easy to use multimedia functions. At the touch of a button you can display intra oral images, panoramic and 3D X-rays, as well as video and PowerPoint presentations. The SiroCam AF Intra Oral Camera expands images to 22” via the Sirona medical grade monitor. You also have the option of displaying software and planning data on the monitor in order to advise patients and speed up the decision-making process. You can also help your patients relax by showing entertaining and informative video clips. The SINIUS does not leave hygiene to chance. Optimum hygiene is achieved with a minimum input of time and effort. For example the SINIUS has built in Sanitation Adapters conveniently located in the water unit

Ergonomic sliding track—The dentist element can be moved easily backwards and forwards. Everything you need is at your fingertips – the basis for fast and effective treatment.

New whip arm system—The handpieces can be picked up and set down effortlessly. Everything is geared to an ergonomic mode of working.

allowing instrument and suction hoses to be rinsed with water automatically at the touch of a button. Chemical rinsing agents can also be deployed. ** Relevant chemicals are listed in Sirona’s list of approved cleaning and disinfection products. Whilst you are taking care of your patients the SINIUS takes care of you. Intuitive sitting positions, comfortable patient positioning, optimum visibility, and efficient clinical and hygiene features maximise your job satisfaction – even on long busy days. The SINIUS is available from $49,900 GST Inclusive (AUD). Units are available for viewing in all Sirona showrooms across Australia & New Zealand. Please feel free to contact your local Sirona representative directly to arrange your own private demonstration, or contact Sirona on 1300 747 662 or 

SINIUS. The new Class in Efficiency.

Introductory Price


Latest touch screen technology Intuitive programming to guide you through all your

treatment procedures Innovative hygiene system Unlimited freedom of treatment in such a small space

Contact your local Sirona representative for more information. 1300 747 662 Price is in AUD and includes GST. Valid until 30 April 2012.

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Dental unit product guide Premium class with new design The dental treatment workstation has been redefined:

W 36

ith the ongoing enhancement of the premium treatment units U 1500, U 5000 S and U 5000 F, dental manufacturer ULTRADENT has created a modern class of unit that provides the highest possible quality in the compact treatment unit segment. ULTRADENT’s special modular design makes it possible to equip units in line with dentists’ individual requirements and specifications. Extremely high standards are also set in terms of design, construction and quality of workmanship. The 2012 models have some interesting new features. The 19-inch flat screen monitor and the completely reworked spittoons are particularly striking. The assistant’s control console now has a new holder, making it even more ergonomic. The design of the dental assistant’s unit and tray table have been adapted to fit in with the overall concept even more optimally. In terms of positioning, programming and information, the dental unit fulfills every possible requirement and supports treatment with numerous exclusive instruments and all possible options. The central unit can be used to control everything – from the tartar remover and autoclavable micro motors with torque control and wide speed range to the intraoral camera, the electro surgery unit and an integral saline pump. There are six holders that can be individually fitted with instruments. The simple, symbol-controlled programming covers all instruments and chair positions, and can be stored for four dentists. In all versions, the tray rack can be adjusted independently of the unit and can therefore be precisely positioned. Naturally, this workstation can also be fitted or pre-configured with the ULTRADENT-VISION multimedia system. Various details, such as the new touch-screen display, an optional wireless foot control, replaceable control valves, and a non-drip filter system, make treatment easier and promote dental practice hygiene. The super soft chair upholstery, which is available in 12 colors and includes an individual headrest system with magnetic supports, ensures comfort. Movable armrests make it easier to get into the chair. The exclusive comfort padding with air conditioning or massage function is another feature developed by ULTRADENT. Here, six silent ventilators in the backrest and seat provide pleasant fresh air, or special electric motors provide a gentle massage which calmly relaxes the patient. This option is especially advantageous for long treatments, for both dentist and patient. The ULTRADENT Premium class realizes many

U 5000 F

U 1500

technical visions, while its overall design creates the kind of fascination and customer satisfaction that is only possible in the top-of-the-range segment. Almost every wish can be catered for here. Treat yourself to perfection and gain inspiration for your practice. See a live demonstration of these new models at ADX12. You will find the Premium class at the William Green stand 70. We look forward to welcoming you. 

Premium Class U 5000

Spectacular design Modern technology and comfort

Innovative and ergonomic Compact Class U 1301LR

Ph 1300 363 830 |

Functional and reliable

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Dental unit product guide Working tools Equipment failure spells disaster for dental practices, and income can be severely compromised which is why you need a reliable dental unit from a reliable supplier.


f your dental unit stops working, what will you do for an income while you wait for it to be fixed? It was something that weighed on the mind of Dr. Zaim Kujovic, who recently set up in private practice in Western Australia, and purchased two F1 FIMET Treatment Units for his new practice.


“I have used F1 Fimet equipment at my previous workplace for many years,” Dr Kujovic said. “The product is very reliable and compact, with stylish clean lines and modern looking. The multi adjustable headrest can be easily positioned for the comfort of all patients.” Design in modern practise comes through harmony. With F1 treatment units, the patient, the operators and the components are conveniently positioned for smooth and effective treatment. There are no cords on the floor; remote controls for individual placing; and one control for both the chair and unit. You have free choice to fit any instrument to the hoses and ultra light hose carriers. The continental whip arm can be placed on the doctor’s or assistant’s side for rapid cleanup procedures during patient changeover. Fimet systems When considering offer choices such as your investment in side lift or floor base, a dental unit make cordless remote or air-operated foot sure you account controls, adjustable left/ for the lifetime right suction arm unit costs. Evidenced changeover, continental based F1 FIMET ‘whip arm’ or hanging hose delivery, and dental units are electronic features such proof, that with as electric micromotor, good research, scaler, or curing light, dentists can make and multi-media systems. huge cost savings According to Jeff on there initial Clohessy, Fimet investment, and at Australia’s managing the same time get director, replacing chair units can be costly if much, much more... extensive renovations are required to reconnect existing service points. “It would be nice if all equipment brands had the same plumbing locations, but unfortunately they don’t. Changing these locations, replacing floor coverings, etc. can cost many thousands of dollars,” he says. “Fimet has several models available, with service connections in different places. This gives the flexibility to use the existing service points of most chair brands in the market without needing major floor renovations.”

 Compact F1 FIMET Treatment Unit Made in Finland.  Cordless remote foot control facilitates “touch free” chair position and handpiece operation.  Virtually maintenance free delivery system control block – up to 10 years F1 FIMET manufacturers parts warranty

What Dr Kujovic liked in particular about his F1 Fimet equipment was the unique rotation of the unit arm that allows the doctor’s instrument head to be easily positioned on the assistant’s side. “When this is done before the patient exits the chair, the assistant does not have to move to my side of the surgery,” he explains. “Changeover of instruments between patients is rapid, I can still talk to the patient about their treatment while the assistant cleans up. Patient entry and exit to the chair is clear and equipment obstruction free. I also really like the F1 Whip arm with zero pullback of the light weight hoses. There’s less wrist strain and the doctor’s instrument bridge can be positioned where the patients can’t see it. “The instruments need to be somewhere convenient. If you change the focus of your eyes (between looking at the patient’s mouth and finding the instruments), it is very tiring, especially when you see so many patients each day. This is the most ergonomic design and the least stressful.” Innovative technologies have always played an important role in Fimet’s manufacturing processes and equipment design. New technology offers many practical features for the user and understanding of the practical needs of dentists is important in getting equipment design right. The equipment’s reliability is essential and by producing about 90 per cent of most components in house, quality is controlled well and expenses are kept low. To find out more, including information on extended warranties, go online to 






Compact Modern Design Low cost – Low maintenance – Long lasting Virtually Maintenance Free Delivery System Control Block

F1 Mondo package

LOW COST – LOW MAINTENANCE – LONG LASTING - Evidence Based OUTSTANDING OPERATOR HEALTH BENEFITS COMPACT TREATMENT UNIT The F1 Treatment Unit can be easily positioned to the assistants side. I can still talk to the patient while the assistant cleans up and the patients are oblivious to it. Patient entry and exit to the chair is clear and obstruction free. Includes 6 LED Handpieces + Piezon electric scaler with 2 autoclavable handpieces.

Visit to see the video and brochure presentation under “Chair Products”

Call 1800 813 877 email

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Dental unit product guide Time for a new breed of ergonomics Introducing the Stern Weber S220TR HYBRID, which adapts from right-handed to left-handed in seconds.



t’s a fact rarely considered by 90 per cent of the population, but the left-handed minority face a daily battle in a world designed for right-handers. Left-handed dentists are no exception, with many practising lefties resigning themselves to treating patients from a posture that often feels a little awkward. Until now that is. Introducing the Stern Weber S220TR HYBRID, a simple yet effective concept that enhances ergonomics whatever a dentist’s working style. It adapts from right-handed to left-handed in seconds, offering complete operating freedom for right-handed and lefthanded practitioners alike. The innovative dental unit is proudly distributed, installed and serviced by Ivoclar Vivadent, Australia’s premier supplier of state-of-the-art equipment for dentists and dental technicians. According to Ivoclar Vivadent Executive Manager Dr Peter Lobo, thoughtful design and attention to detail is what makes this particular unit work so well. “All our Stern Weber dental units come with a host of innovative features, but what really sets the S220TR Hybrid apart is its versatility,” he explains. “The dentist’s module support arm can move freely through a 340° rotation angle, which means the module can be placed in any position. This ensures the unit is fully compliant with every possible ergonomic positioning requirement.” The unit comes with an intuitive control panel that’s designed to give dentists precise control over instrument parameters, hygiene system settings and the main dental unit functions. The panel provides optimal display of

instrument status and, thanks to its clever rapid-connect mechanism, can be repositioned on either side of the dentist’s module quickly and easily. As you’d expect, the assistant’s module is cleverly mounted in a central position behind the patient’s chair and this, too, can shift from one side to the other, allowing the assistant to work comfortably. These innovative features combine to provide a truly flexible solution, as the unit can be simply adapted to suit every user and every environment. Stern Weber dental units are internationally regarded as the unit of choice for discerning dentist as they allow for smooth interaction between dentist, patient and assistant. Always ground-breaking, they represent outstanding value for money and are complemented by an array of perfectly designed components. And now, with the introduction of the S220TR Hybrid, the company has neatly filled an often-neglected niche in the market, much to the relief of left-handed dentists around the world. “This latest addition to the Stern Weber stable offers an unparalleled level of manoeuvrability for the dentist and build quality at a reasonable price,” confirms Dr Lobo. “The S220TR Hybrid is backed by a two-year warranty but we’re confident that Australian dental teams will be enjoying the flexibility this unit brings to their practice for many years to come.” For more information contact Rhoda Maclean at Ivoclar Vivadent on 03 9707 9626 or 1300 486 2527. 

The Stern Weber S220TR HYBRID’s innovative features combine to provide a truly flexible solution

ultimate ergonomics S220TR HYBRID Ambidextrous as and when required, yet always multi-functional. the s220tR HyBRID is a simple yet effective concept that enhances ergonomics whatever your working style. Characterised by outstanding mobility of both the dentist’s and assistant’s modules, the s220tR HyBRID provides ergonomic positioning in a class of its own. Right-handed to left-handed in seconds: complete operating freedom is now within everyone’s reach. S Series, TR Series, TRc Series: Stern Weber models from Ivoclar Vivadent to meet your every need.

E s t. 1 9 6 7 I t A ly



Discover the new X7 Series — OPG with Ceph Hyperion Panoramic Imager

Featuring Morphology Recognition Technology (MRT) which automatically identifies patient size and all parameters required to ensure correct X-ray exposure.

• • • • • •

Laser guided positioning Automated exposure settings Face-to-face approach for reassuring eye contact Fast scan - Less than 9 seconds Quick share with Ethernet & SD card 15 Diagnostic programmes

CMYK 65-100-0-16

The series X7 machines can host a teleradiography unit for anter-posterior, poster-anterior and lateral cranium scanning, including special projections such as the submentovertex. Available in 3 models – Silver, Titanium and Platinum

M A D E I N I t A ly


2 YEARS For more information contact Rhoda Maclean on 03 9707 9626 or 1300 486 2527 Ivoclar Vivadent Pty Ltd

1-5 Overseas Drive, Noble Park North VIC 3174 | Australia | tel.: 1300 486 2527

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Dental unit product guide Business loans can be difficult Dentists looking to finance the fit-out of their first practice, or buy new equipment, are likely to find loans from the big banks harder to come by as the year goes on.



ccording to Phil Naylor, CEO of the Mortgage Finance Association of Australia, “Our big banks are headed for a credit crunch that will see business borrowers starved of finance later this year. Bank funding costs are rising and if we see the situation in Europe getting any worse, as seems likely, then there are likely to be more restrictions on loans” Naylor said. “When credit availability is squeezed, banks tend to keep loans flowing for residential mortgages because that is the mainstay of their business. What you tend to find is that finance for small businesses is the first area to really suffer, with less money available, and what is available becomes more expensive for clients.” Despite strong business fundamentals—high patient volumes, strong revenues and an ageing population— the big banks are still not prepared to invest in medical businesses without insisting on substantial security— usually the family home. Even then, if there is insufficient equity in the property, allowing the bank to use the home as security may still not be enough to secure the necessary finance. However, specialist medical lenders are stepping in to take up the slack, very often on more favourable terms than can be offered by the big four. Often specialists financiers in the medical area are even prepared to lend based on the sustainability of the business. “A loan in return for the bank taking security over your property is not a business loan—it’s a mortgage” said Stafford Hamilton of Investec Specialist Bank a niche medical lender. “That’s not what our clients want. They need a bank that understands their business and will invest alongside them. We back the individual and their practice, and generally do not need to take the property as security. This alone gives the client a lot more freedom.” Allowing a bank to stake a claim on the family home not only mixes up personal and business finances—it can have numerous implications later on. “It is very common for borrowers to underestimate what they have to pay back to the bank when they come to sell the property because the bank will claim back any money that was used to purchase business assets” said Hamilton. “If the bank takes the money from the equity, you lose all of the tax advantages usually associated with that loan—and that can be disastrous.” This will also prevent you from using the equity in your home for wealth-creation purposes, such as buying an investment property. For these reasons it makes sense to sit down with

an expert to discuss where your practice is going; what facilities or equipment you may want to install and the most tax-efficient way to finance them. “A lot of dentists want to fit out their first practice with a range of state-of-the-art technology right from the outset because they want the very best for their patients” said Hamilton. “But it may be that you can get by with less when you first start out and minimise the financial strain when you are starting your practice.” “Many dentists can co-operate with other dental practices in the area to conduct particular procedures and so save the outlay on some specialist equipment until later on—if at all.”

Stafford Hamilton of Investec Specialist Bank

“Most of all we need to be sure that the client has thought carefully about their growth strategy and how it dovetails with any other practices in their area. We often find this process of discussion really helps the practitioner clarify in their own mind how they want to grow their practice and what areas they want to specialise in.” Hamilton says through collaboration and advice we invariably come up with a well thought through solution. “We are here to work with our clients and help their business grow - and through our discussion process they can see we know what we are talking about. We want them to expand sustainably and implement growth strategies with the appropriate tax planning in mind. Too often people rush into practice without in-depth and long-term strategies in place, and that can be an expensive mistake.”  The information contained in this article does not constitute financial product advice. Investec Professional Finance Pty Ltd ABN 94 110 704 464 is a division of Investec Bank (Australia) Limited ABN 55 071 292 594 AFSL 234975. Investec Bank does not offer financial or tax advice. You should obtain independent financial and tax advice, as appropriate.

IntroducIng VIctor

to australIa


NeXt Brushless Electric motor LED Optic’s Woodpecker Piezoelectric scalar 2x Midwest fibro optic high speed lines 3 Axis operating dental light Independent bottle water supply Durr Suction filters European Suction tubing Cattani suction valves Hydraulic dental chair with program postions

Continental or International Systems



$16,500 Inc GST

Introducing VICTOR to Australia Stand 187 Introductory Price vaild till 26 March 2012

Installation and delivery Not included.LCD Screen and bracket are optional extra forV300 X-ray Certificate of Compliance not included ,installation of autoclave and compliance testing not included

Victor V300 R.R.P $17,500 Ext GST

Package Deal


+ Cattani turbojet 1

Cattani K100




$18,700 Inc GST

Mocoom B 17 litre moc-m/bm with 5 stage RO water system

Digital X-ray Packages





$16,390 Inc GST

$18,700 Inc GST

My Ray RXAC and My Ray XPOD size 1 sensor


Pty Ltd

My Ray RXAC and Digora Optime Deluxe

Dental equipment & designs

194 Old Canterbury road Summer Hill NSW 2130

Telephone (02) 9705-8727


044 44






Implants grow

The Asia-Pacific is emerging as a hub for dental implant expertise and demand, bucking the established trend of Euro-centricity. By Natalie Apostolou


lagged as an emerging growth region from the implant industry for the past few years, Chinese and Indian markets are driving high end manufacturers of dental implants. Patients in these markets are discovering the longevity benefits of the procedure with the added benefit of falling costs. The latest findings from iData Research position India and China alone to hit market volumes in excess of $US400 million by the year 2017. The research also found that the number of these procedures using dental biomaterials and bone-craft substitutes is anticipated to reach almost 400,000 in both markets by 2017. The Chinese and Indian territories have been benefitting from the deregulation of the dental services industry and coupled with relatively low labour costs, the usually pricey procedural costs of implants are evolving to a more accessible price range for patients. The democratisation of dental implants is also revealing itself in the Australian market. “The low cost of labour has kept implant procedural costs relatively low, promoting dental tourism from countries such as Japan, South Korea and Australia,” says iData CEO Dr Kamran Zamanian. Competition against Asian countries that heavily promote dental tourism is forcing practitioners and suppliers to review cost structures, but the flow on effect from the dental tourism industry is also having an impact locally.

Dr Robert Santosa, the Australian section communications officer of the International Team for Implantology (ITI), an academic group promoting research and education in the field of implant dentistry, says that Australia has the lowest implant rate in the developed world, floating around two per cent. Dr Santosa who is also an implant specialist operating out of Macquarie Street in Sydney’s CBD, says there is tremendous growth in the field as costs come down and knowledge of the procedures rise. “There is a discrepancy between people who know about the treatment and understand the benefits, and communicating that to patients and some dental practitioners,” he says. Implants essentially involve surgically placing a titanium post within the bone socket of the jaw, an attachment is made to the abutment, a small connector post designed to support the crown. The porcelain crown is then placed and results in the procedure looking exactly like a real tooth. Europe still retains the largest share of the $US3.2 billion global dental implant market followed by the US, Korea and Japan. The market itself is projected to growth by more than 20 per cent over the next five years. “Patients are generally far happier with implants than with dentures. It is the closest thing to having a natural tooth. Studies show that the implant patient’s quality of life is much higher than with full dentures. They chew better, their diet is better, there is less stigma and they feel more confident socially,” says Dr Santosa. Much of ITI’s work internationally and locally is to raise the

awareness of the benefits of implants and help dental practioners get the best training and research. The group is operational in 27 countries and recently ushered in its 10,000th member—Dr Jocelyn Shand, from the Royal Children’s Hospital, University of Melbourne and president of the Australian & New Zealand Association of Oral & Maxillofacial Surgeons. Dr Santosa says that Australia’s low take-up rate but huge growth potential emanates from a fear of the procedure and a common view that the cost is too high. He says that often when patients are offered free implants, most say no because they think the procedure is too invasive. “It is actually less invasive than a bridge as it doesn’t affect other teeth. Additionally, nine out of 10 will survive in the next 20 years,” Dr Santosa says. One area of unexpected growth in the Australian implant


Dr. Kamran Zamanian, CEO, iData

“The low cost of labour has kept implant procedural costs relatively low, promoting dental tourism from countries such as Japan, South Korea and Australia.”

sector is restorative work from poorly executed or planned implants in patients who have succumbed to the lure of dental tourism. Australian practitioners are increasingly cleaning up the mess for botched offshore work performed in clinics in places such as Croatia and Indonesia. “What I see more and more is complications arising from these offshore implant procedures. And a lot of these are probably not the fault of the dentists themselves. It appears to be poor treatment planning and when you have a patient that is in your clinic briefly with no records or opportunity for follow up, the treatment can be miscalculated,” Dr Santosa says. The upside for playing the dicey game of dental tourism is that the costs is dramatically lower for patients. “Unfortunately, the price paid in these clinics would probably not even pay for the hardware or screw and tools in an Australian procedure,” he says. It is not unusual to hear of a procedure that costs $7000 in Australia to only cost $1000 in Bali. Most of the comparatively inflated costs of implant dentistry comes from taxes. But the downside is that the patient may be left with hefty ongoing costs to rectify a procedure that may not have been correct for the patient in the first place. “The patient goes to a centre in Bali and they will do the procedure, probably to a high standard, but they don’t look at the whole issue. It may fix a problem at the front but don’t realise that there is a gap at the back,” says Dr Santosa. He says that it is an issue the entire industry is grappling

your business


with and in a niche area like implant dentistry, education and skilled knowledge is essential for all practitioners. “It is not so much that in these cases the materials are insufficient, it is a case that if they are being applied wrongly they will fail,” he adds. There is a danger in not extending duty of care and looking at the attention to detail, Dr Santosa warns. That is an area which ITI is working on with its members in order to increase awareness and education. “In a way you get what you pay for. But we also find that many of these offshore dentists are actually trained in Australia so we know they are trained well. It is just that patients find, often with a rude shock, that if there is any subsequent problem, you don’t get the support you need,” he says. In Australia the growth of implant dentistry is coming from non-traditional areas. Once the bastion of the top-end-of-town dental practices and clients, implants are now being seen as a cost-effective investment for patients in lower economic demographics as once the procedure is done, it requires little upkeep and does not affect the surrounding teeth. Dr Santosa says that while there are also cosmetic benefits, the real worth of the procedure is that it allows that patient to function better. “Function first, cosmetics second,” he says. In Australia, regional clinics and university research arms are all ramping up their use of implant dentistry. Pro bono treatment is also on the rise, bolstered by manufacturers like Astra. Some implant specialists will offer a handful of pro bono procedures a year for worthy or in need patients.

No matter how good the materials are, if an implant is applied wrongly there’s a chance it will fail.

Companies like Astra supply the materials for free and the patient only needs to cover incidental costs. For example a $15,000 treatment will only cost the patient $2000 in the end. Training hospitals such as Westmead Hospital in Sydney also offer procedures at a fraction of traditional costs. Dr Santosa explains that while the treatment is not free, the suppliers give the hospital free implants under the condition that the patients come back for ongoing review for research purposes. 

FREE weekly news from Bite Stay in touch... Receive a free weekly email bringing the latest dental news and product reviews striaght to your inbox. News Bites brings you the same high quaility content you’ve come to expect from Bite the magazine via our weekly email newsletter. Simply visit and enter your email address in the subscribe box to subscribe. If you have any feedback or enquiries just give us a call on (02) 9660 6995



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Tools of the trade A fast-cutting laser; a film-free X-ray unit; a cheap and effective headlamp; and a great camera are all in the spotlight this month

Fontona Fidelis Er:YAG laser by Dr Paul Rollason, Absolute Dental Care, Taringa, QLD About six years ago I decided to purchase a hard tissue laser and I wanted to get the best on the market. I attended a laser course run by Professor Laurie Walsh at the University of Queensland and he advised the Fotona Fidelis Er:YAG laser as being one of the best units on the market. It’s really quick cutting and an easy machine to use.

distance to hold the laser. If it’s too close or too far away, the beam defocuses and won’t cut, but there is the option of using a hand piece with a tip. If there’s too much water present then the laser will try to heat up the water rather than cut the tooth.

Where did you get it High Tech Laser Australia. 

What’s good about it It’s minimally invasive, doesn’t cause stress fractures or heat the tooth. A drill will heat up a tooth by five or six degrees whereas a laser will cool it by five or six degrees. There can be anywhere between a 10 and 12 degrees difference between the two. In 95 per cent of cases, patients don’t require anaesthetic. Prior to use, I warn them that they may feel a little discomfort and if it gets too much, the patient lets me know and I administer anaesthetic. Rarely do people stop me. It’s not that they don’t feel anything, but the discomfort is so mild that it’s not worth the numb face afterwards. A majority of my patients will choose the laser even though it’s a little bit more expensive. I’ve even had patients say that if I ever break my laser, I’ll need to reschedule them.

What’s not so good Hard tissue lasers can be expensive to purchase. My unit is fairly bulky but the latest version, the LightWalker, is much more compact. With the noncontact hand piece it can take a little practice to find the optimal


VistaScan by Mary Miller, Women in Dentistry, Melbourne, VIC VistaScan is a digital X-ray unit that uses digital image plates instead of film. These plates can be used repeatedly—between 2500 and 3000 times—and are the same size as normal X-ray film. It’s just like taking an X-ray in the traditional way but the plate is processed in the VistaScan machine.

What’s good about it The whole process is very quick. The X-rays are taken and developed within 90 seconds. The VistaScan is connected to our computer system so the images are automatically attached to the patient’s file. We also have it connected to a printer to produce high-quality hard copies. We can include these with our referral letters or we can email the X-rays directly. Everyone comments on the quality of the images. The radiation dose is 50 per cent of a normal X-ray. Patients love it because there’s less radiation and they can see the results immediately. Purely digital X-ray systems introduce a large cartridge into the mouth, but (continued on page 48)



your business

Tools of the trade with VistaScan it’s just a small digital plate. We’ve been using it for about two years and it’s the best of both worlds between digital and analogue technology. It’s also very easy to use—my staff mastered it in a day.

What’s not so good It’s quite an expensive set-up. The plates are very delicate, so the staff have to be very careful when handling them. That being said, in two years we haven’t had to replace any plates. The only problem we’ve had is a couple of tiny white marks that appear on the developed image. The plates can also be marked when using clip type film holders.



(continued form page 47)

What’s not so good It has a little bit of a scatter beam. It shines a central point of brightness but there is a slight lightness around that. Some of my elderly patients don’t like the light spilling into their eyes. The more expensive headlamp produced a definite central point and I could change the size of the diameter. I don’t have that level of control with this one.

Where did you get it Jaycar Electronics, Perth. 

Where did you get it Oasis Software. 

48 Nikon D80 Digital SLR camera by Dr Jerry Basson, Teeth@Mittagong, Mittagong, NSW

Cree headlamp by Dr Clive Rogers, The Visiting Dentist, Subiaco, WA As The Visiting Dentist, I spend my time travelling to many different nursing homes. I need a headlamp that’s bright, lightweight and can handle a bit of rough treatment. A colleague directed me to a Cree headlamp he saw in an electronics store.

What’s good about it In the past I used a brand name dental headlamp with a rechargeable battery pack. It’s a beautifully bright light and I always carried a spare battery in case the first one went flat. The downside was that it’s bulky, a bit fragile and costs about $1500. The Cree headlamp is 185 lumens and runs off standard AA batteries. I’ve had it for three months now and it’s still going strong on the same set of batteries. I use normal batteries but you could use rechargeable if you preferred. I’ve been carrying spare batteries for weeks, just waiting for the light to die. It’s so light, small and long-lasting that I don’t take my procedure lamp any longer. The Cree only costs $39.95.

I started using a digital SLR camera about five years ago. It was a basic point-and-shoot camera and most of the photographs were poor quality. A consultant suggested I purchase a Nikon D80 Digital SLR and a set of R1 flashes. All of a sudden it was a whole new world of photography. I could take high-resolution photographs of teeth that were better than any intraoral camera I had ever used.

What’s good about it The camera has 105mm macro lens that I use with some decent mirrors. This allows me to get really detailed close-ups with a fantastic resolution. I use it with almost every patient. Sometimes, when you’re in the mouth, the lighting can be a little obstructed. However, the flash on this camera throws so much light that the photo captures more detail than a dentist could see with the naked eye. The digitised image also allows you to zoom in to pick up the tiniest details.

What’s not so good If you don’t have a basic understanding of photography— macros lenses, depth of field, framing, etc—your results won’t be great. But when you get it right, it’s an invaluable resource.

Where did you get it Online from USA. 


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Wayne’s world


I’ve always been a Doctor Who tragic—some of my dental coats are even embroidered with a TARDIS, Dalek or K9. About nine years ago, I came across the Dalek Builders’ Guild site on the internet and that gave me all the inspiration I needed to get building. My Dalek is based on the classic 1975 ‘Genesis of the Daleks’ episodes. Construction took about 20 weekends. The hemispheres on the sides allowed me to use my dentistry skills as I created them with a mouthguard vacuum forming machine. A child or short adult can sit inside and move the Dalek by shuffling their feet. A windscreen washer pump squirts water out of the gun. There’s a voice modulator (“Exterminate! Exterminate!”) and the lights flash. It is always Then came K-9, the robot popular at the local school dog. The fete. The tricky part headmaster was making almost always gets squirted. it radioMy next controlled. project was to build a TARDIS. Once I obtained the blueprints for a 1928 Metropolitan Police Box—the basis for the on-screen TARDIS—it was a lot of carpentry, followed by a search for the roof lamp glass and the original lettering. I also had to source three different types of glass for the windows. Then came K-9, the robot dog. The tricky part was making it radio-controlled. In my house, the Dalek greets visitors by the front door, the TARDIS is under the back verandah where the kids use it as a change room for the pool, and K-9 just wanders around.” 

Interview: Kerryn Ramsey

Dr Wayne Ottaway, from Launceston, Tasmania, has taken his Doctor Who fandom to the next step, and built his own Dalek and TARDIS

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Bite March 2012  
Bite March 2012  

Bite magazine is a business and current affairs magazine for the dental industry. Content is of interest to dentists, hygienists, assistants...