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DrGrant

Duncan

THE NAME GAME

Why the name you give your practice matters page 25

Making an impression with the Invisalign evangelist who is running his practice at the cutting edge of technology page 28

MOBILE ECONOMY

Does the business case for a mobile dental van stack up? page 12

Let’s stick together

Strategies for keeping the churn of associates to a minimum page 20

WIN BIG Just by filling out our Reader Survey page 8


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Terms and Conditions: Cycle more to Win Entry to the Promotion is open to all Australian residents, aged 18 years and over, who fulfil the entry requirements. Employees, immediate family members of employees, employees of any company associated with the Promotion are ineligible to enter. The Promotion commences at 09:00 01/02/2019 AEDT and entries close at 18:00 31/03/2019 AEDT. To enter, Eligible Entrants must register and upload a photo of their current dental steriliser cycle count during the Promotion Period and enter via www.cyclemore.com.au. The game of chance will take place at 13:30 on 02/04/2019 at Unit 8, 5-9 Ricketty Street, Mascot, NSW 2020, AUSTRALIA. The first prize winner will receive one W&H LISA VA 22L and LisaSafe printer valued at $17,375.35 and second prize winner will receive one W&H Lina 22L and Sprint printer valued at $14,244.50. Installation and validation not included. The winner will be notified by phone/email within two (2) business days of the draw and will have their details published on www.cyclemore.com.au on 08/04/2019. Click here for full Terms and Conditions. Authorised under NSW permit number: LTPS/158/25220 Authorised under ACT permit number: ACT TP 18/01074.1 Authorised under S.A permit number: T18/990 INK 2767-10


Contents Don’t miss our reader survey on page 8 for the chance to

MARCH 2019

WIN! Editorial Director Rob Johnson Associate Editor Kathy Graham Art Director John Yates Commercial Director Mark Brown Contributors Frank Leggett KerrynRamsey

News

For all editorial or advertising enquiries: Phone (02) 9660 6995 Fax (02) 9518 5600 advertising@ bitemagazine.com.au editor@bitemagazine. com.au

Your world

The latest in dentistry ADA gets behind World Oral Health Day; new chair appointed for DHAA; and more.

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Cover Story

A clear choice 28 A very early adopter of Invisalign, Dr Grant Duncan of The Straight Smile Centre in Adelaide is always on the lookout for new technology.

The mobile economy 12 Whatever size the operation, it’s easy to see why mobile dentistry as a business model makes such good economic sense.

Your business

Back to SEO basics 17 Many dentists admit they don’t know how to attract customers by targeting keywords. This step-by-step SEO guide will show you how. Bite magazine is published 11 times a year by Engage Media, PO Box 92, 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 Webstar.

Let’s stick together 20 There’s a huge cost whenever an associate leaves a practice—and that cost is not just financial. Name game 25 Choosing the right name for your practice is a decision that will impact on your business for years to come.

Your tools content

Chairs and dental units product guide 33 Bite’s guide to the best new chairs and dental units on the market. Tools of the trade Reviewed by your peers.

COVER PIC: SIMON CASSON

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20

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Your life 9,193 - CAB audited as at September 2018

Deep water 50 Whether he’s diving in open water, caves or on wrecks, Dr Mark Spencer of Coffs Coast Dental in NSW finds great peace in scuba diving. Bite Magazine

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NEWS

ADA says ‘Ahh’

The Australian Dental Association supports World Oral Health Day (WOHD)—celebrated globally every year on 20 March—and encourages all ADA members to get involved in spreading the WOHD message. WOHD, the largest global awareness campaign on oral health, spreads messages about good oral hygiene practices and demonstrates the importance of optimal oral health in maintaining general health and wellbeing. Each year, WOHD focuses on a specific theme and reaches out to the public, oral health professionals, and policy makers, who all have a role to play in helping reduce the burden of oral disease. 2018 was the first year of a three-year campaign. Its message was ‘Say Ahh, Think Mouth, Think Health’. The message for 2019 is ‘Say Ahh, Act on Mouth Health’, and aims to motivate people to take charge of their oral health and act to prevent oral diseases and protect their general health, through managing risk factors and seeking treatment in a timely manner when necessary. In addition, the ADA is promoting the message this year that tooth loss should not be considered a natural part

of ageing, and that looking after your oral health has a material impact on your overall wellbeing too.

Keep an eye on ada.org.au and your inbox for more information on ADA plans for the day.

NEW CHAIR FOR DHAA Bill Suen has been appointed chief executive officer of the Dental Hygienists Association of Australia following the resignation of Dr Melanie Hayes.   After an extensive and thorough recruitment process the DHAA Board

announced that Suen will start in his new role in May 2019. Suen is currently CEO of the Pharmaceutical Society of Victoria and has extensive and proven experience in a range of small and large organisations in both the

public and private sectors. “We are very fortunate to have someone of Bill Suen’s calibre and experience step up to lead our Association,” DHAA president Cheryl Dey said. “Both myself and the Board are looking forward to working with him to

continue to grow and develop the DHAA.” Suen, who has held a number of senior roles in the health sector said: “I am honoured to join and work with a very passionate Board supported by state chairs, local committees, staff and contractors.” 

Bite Magazine

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NEWS NEW PRODUCT

Primescan perfects digital impressions With its completely new, patent pending digital impressioning technology Primescan— the new intraoral scanner from Dentsply Sirona—enables high-precision digital impressions to be taken of the entire jaw. “Dentists rightly expect products and solutions from Dentsply Sirona, that make their work at the dental practice easier, safer and better,” says Dr. Alexander Völcker, Group Vice President, CAD/ CAM and Orthodontics at Dentsply Sirona. “Primescan offers the option of faster, precise impressioning which is easy to manage in the usual practice environment, is reliable, delivers clinically flawless results, and which is simply fun to use.”

Primescan’s optical impression system has been decisively developed. The scan of the surfaces of the teeth is done with high-resolution sensors and shortwave light, capturing up to one million 3-D data points per second. With optical high-frequency contrast analysis, they can now be calculated more accurately than ever before. Dentsply Sirona has submitted a patent application for this process. With Primescan, it also is possible to scan deeper areas (up to 20 mm). This enables digital impressions even for subgingival or particularly deep preparations. Virtually all the tooth surfaces are captured, even when scanning

Digital impressions with Primescan: easier, faster and more accurate than ever before.

from very shallow angles. Primescan captures the dental surfaces immediately, in the required resolution and with a high sharpness even at great depths,

thereby ensuring a more detailed 3-D model. Find out more online at https://lp.dentsplysirona. com/en-au/primescan.html

MORE MONEY PLEASE

Gum disease bug may kickstart Alzheimer’s New research has uncovered how the bacterium commonly associated with chronic gum disease, appears to drive Alzheimer’s disease (AD) pathology. A paper recently published in Science Advances details how a team of international scientists identified Porphyromonas gingivalis (Pg) in the brains of patients with AD. According to researcher Jan Potempa, from the University of Louisville, Kentucky, USA, although infectious agents have been implicated in the development

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Proving that dental health affects our dementia risk.

and progression of Alzheimer’s disease, the evidence of causation hasn’t been convincing. However, “we now have strong evidence connecting P. gingivalis and Alzheimer’s pathogenesis,” he said. “An even more notable aspect of this study is demonstration of the potential for a class of molecule therapies targeting major virulence factors to change the trajectory of AD, which seems to be epidemiologically and clinically associated with periodontitis,” Potempa added.

In its Federal Budget submission, the Australian Dental Health Foundation has called for an increase in government funding for oral health programs for some of Australia’s most vulnerable people. With the ADHF already delivering over $1.1m of pro bono care each year to disadvantaged Australians, ADHF chairman David Owen said the submission outlines how the Federal Government can, with funding assistance of just $226,000 over three years, help deliver over $5m of essential dental treatment to disadvantaged Australians. “Whilst the significant dollar value of services delivered by our volunteers speak for themselves, there are many stories that illustrate how the ADHF is making a difference to people’s lives across Australia,” Owen said. “With funding from the Federal Government, we will be able to increase the reach of our programs and make a difference to the lives of even more Australians by providing essential dental care that they would not otherwise be able to access.”


WIN

$1,000 in gift cards for use at JB Hi-Fi or $2,500 worth of professionally written content for your website, email newsletter and social media.

Simply complete our industry survey for your chance to WIN! We want your feedback to make Bite magazine even better. This is your chance to help us improve and make Bite the best resource it can be for you.

You can choose

Don’t forget to tell us in 25 words or fewer about a problem in your role or business you’d like us to explore solutions to in an upcoming article. The best answer will receive their

choice of $1,000 in gift cards to spend at JB Hi-Fi or a set of twelve professionally written blog posts, developed from a phone interview with you, to use to market your practice online.

You can take the survey online at bitemagazine.com.au/survey Terms and conditions are available at www.bitemagazine.com.au/survey


Industry Survey TO SUBMIT THIS SURVEY, visit

www.bitemagazine.com.au/survey

to complete online OR fax it on 02 9518 5600, or post to PO Box 92, Pyrmont, NSW 2009 1. Name _______________________________________________________ Company name __________________________________________________ Job Title __________________________________________________ Phone number ___________________________ Email_______________________________________________ 6 Please tell us about the topics we cover and what you’d like to see more of

2. What is your age group?

 19 or under  20-29  30-39  40-49  50-59  60-69  70 or over?

Content type

Less

More

Practice marketing (using social media, emailing patients, website, advertising, etc.) Managing staff (recruiting the right team, training, managing staff conflicts, etc.) Equipment guides and reviews

3. Tell us about the dental magazines you receive, and how much you read? Title

Don’t receive

Receive but don’t read

Flick through

Read most

Profiles of industry thought leaders Read coverto-cover

Australasian Dental Practice

(tick all that apply)

ADA News Bulletin

4. Please rate the industry magazines according to how useful you find them

*For terms and conditions go to www.bitemagazine.com.au/survey

Topical feature such as the business case for being open on weekends, working with patients who are nonEnglish speaking, caring for aging patients, etc.

7. Which of Bite's products do you read?

Australasian Dentist

Not at all useful

Somewhat useful

Very Useful

Indispensable

    

Print magazine Email News on a Friday Partner offer emails on a Tuesday Bitemagazine.com.au Bite’s Apple or Google Play Store App

Bite

8. How often do you access dental content online?

Australasian Dental Practice

   

Australasian Dentist ADA News Bulletin

5. Total number of readers per copy of Bite magazine in your practice

   

One Two Three Four or more

apply);

 Buy keywords and online ads  Post content to social media  Buy ads or boost your posts on social media  Send email newsletters to a database of patients and/or prospects

 Have a blog on your website  Other ____________________

Industry news

Bite

Title

10. To market your practice do you (tick all that

Daily (or more frequently) Weekly Monthly Very rarely or not at all

11. Have you ever enquired about products or services you’ve seen in Bite?

 Never  Once  Twice  Three or more times.  Check this box if you’d like to receive more information about how to produce content for patients to grow your practice. We’ll also send you our content marketing for dentists e-book with content ideas for every month of the year FREE of charge. 12. Lastly, for your chance to win either a $1,000 JB Hi-Fi voucher or $2,500 worth of blog posts for your practice, tell us in 25 words or less your best idea for something we can include or cover in Bite magazine (think about a problem in your job role or business you would love solutions to). The best answer, judged to be the most creative and original, will win.

9. Do you use any of the following social media for

___________________________________

reading dental content or marketing?

___________________________________

    

Facebook

___________________________________

Twitter

___________________________________

LinkedIn

___________________________________

Pinterest

___________________________________

Instagram

___________________________________


“ Hi, I’m iTero Element 5D and I expand your spectrum of visualisation.” Introducing the iTero Element® 5D imaging system. It is the first hybrid dental imaging system that simultaneously records 3D, intraoral colour and near infrared images (NIRI), aiding in caries detection and enabling comparison over time using iTero TimeLapse technology. It defines a new era of patient engagement through innovative visualisation technology. Learn more about the first 3D intraoral scanner with NIRI technology at iTero.com AUS 1800 468 472 NZ 0800 542 123 EMAIL iTeroANZ@aligntech.com

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YOUR WORLD

The

mobile economy Whatever size the operation, it’s easy to see why mobile dentistry as a business model makes such good economic sense. By Kathy Graham

L

ast year the company behind the Smiles Onsite mobile clinics was convicted of X-raying thousands of children without radiation licenses or any training. There were also accusations by multiple former employees of billing Medicare for procedures that weren’t performed or weren’t necessary. Did the operators possibly feel the need to resort to these practices to make the business model work? And if so, maybe this wasn’t an isolated incident but typical in that those in the business of mobile dentistry have to over-service to cover costs. The Australian Dental Association has nothing to say about the financial viability or otherwise of the model, long touted as a solution to the lack of dental services for hard-to-reach groups, but plenty of others do—and it’s positive.

Go big

Consider, for example, Future Care Mobile Dental Services, Australia’s largest mobile dental service provider. The company has been running since only 2015, having started out as just a one-chair mobile van, and a couple of portable chair/units. It now operates a growing fleet of seven vans, plus as many portable units throughout Victoria

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and NSW visiting schools, retirement villages and community housing. Dr Oliver Colman has been with Future Care since June last year. His area of specialty is pre-school, primary and secondary school patients in outer metropolitan Sydney and up and down the coast. In his role as a senior clinical consultant, Dr Colman accompanies mobile staff on location, where he supervises patient treatments and provides clinical advice. The administration of patient co-ordination, sterilisation and stock management is facilitated at a centralised base in Sydney—Melbourne has one too—with its own team of dental practitioners and administration staff who liaise with parents, teachers and schools. “For our demographic the advantages are obvious,” Dr Colman says. “We are able to educate and set the young on the right path early on. Visiting the school dentist becomes part of the curriculum in the school day which helps to normalise visiting the dentist. Patients with limited access to a dentist will avail themselves of a well-advertised service that comes to them.” Dr Colman has no doubt that many of these kids wouldn’t see a dentist if it weren’t for operations like Future

Care that have been able to grow thanks to such demand. “Scale of operation and technology have been the biggest changes together with implementation of protocols such as infection control standards,” he says, adding that until fairly recently manpower was a limiting factor, however, in the past three


“Business expenses and costs depend on economies of scale and how the practice is run.” Dr Oliver Colman, Future Care Mobile Dental Services

years, the company has hired dental therapists, hygienists and oral health therapists as well as dentists. A major selling point of an outfit like Future Care is that it offers the same range of care as a fixed-site clinic excluding orthodontics and complex surgeries. “Convenience is what makes

the mobile dentist so effective—whoever the target patients are.” Dr Colman says that when considering whether to set up a mobile practice, there are many variables and that it really depends on the business model. “A mobile dental practice can be as simple as a van with a single

chair and dental unit, costing in the vicinity of $80,000, right up to twoand three-chair models in large trucks complete with leading-edge technology, structured back-up and administration services, incorporating mobile technology and secure remote cloudbased computer access which would

Bite Magazine

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YOUR YOURWORLD WORLD

“There is actually an extra revenue stream you can add to your practice via accessing this as yet untapped group of patients.” Dr Mark Wotherspoon, Best St Dental

see hundreds of thousands of dollars invested,” he says. “Business expenses and costs depend on economies of scale and how the practice is run. Equipment costs are essentially the same for fixed and mobile sites; the difference in operating costs is dependent on whether it is a one-van operation, or a fleet of them.”

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Small is beautiful

Dr Mark Wotherspoon is a general practitioner who delivers a domiciliary service out of Best St Dental in Wagga Wagga—“that’s where my portable equipment is stored and sterilised and where the front office team collect patient details including a comprehensive medical history plus

consent when required”. He says big or small, the main thing is “the numbers really have to add up”. He doesn’t have a van but rather a portable dental unit that he transports in the back of his car and operates half a day a fortnight, visiting the frail elderly, bedridden or cognitively-impaired patients in aged-care facilities, private residences and group homes in Wagga Wagga and surrounding towns who otherwise would probably not be seen.  “Patients who have been longstanding members of the practice get to a certain age and then just drop off the treatment cliff if they’ve got a health problem, or they’re bedridden or suffering with dementia. A trip to the dentist just seems to be one of those things that becomes too difficult. There is actually an extra revenue stream you can add to your practice via accessing this as yet untapped group of patients. So, if you’re careful with your finances and your financial model, then it does absolutely add a revenue stream to your business. “When people over-extend themselves financially, it just doesn’t make any financial sense,” Dr Wotherspoon continues. “It’s why I went for the relatively small capital outlay model [ $20-25,000] which still allows me to do 85 per cent of the work: the examinations, preventive care and simple restorations. I treat patients in their own bed or favourite chair using the latest [lightweight] portable equipment and digital technology.” His goal is to share his own experience and to demonstrate that it is “so easy and cost-effective for the dentist to be able to provide an affordable service for the family and the patient. As the aged care sector continues to expand, every private practice in a fixed surgery will need to develop and provide some level of mobile or portable dental service, and actually add a nice, neat little extra revenue stream for the business. I see the near future as a combination of many little players like myself providing a basic service, but who then refer the more complex cases to larger mobile surgeries [mobile vans] or when the patient numbers dictate.” Dr Oliver Coleman wholeheartedly agrees, stating, “Mobile dentistry is an idea whose time has come, and there is no force greater than an idea whose time has come.”


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MARKETING

When it comes to managing a digital marketing plan for your practice, many dentists admit that they don’t know how to attract customers by targeting keywords. But don’t go into a panic— follow Rob Johnson’s stepby-step SEO guide.

T

argeting keywords is one of the basic building blocks of a digital marketing plan. But maybe because it seems so basic, a lot of people are embarrassed to admit they don’t really understand it. Or they have an inflated idea of what keywords are, and what they can achieve. Add to that jargon like ‘long-tail keywords’, and you have a formula for frustration.

Backto SEO basics Learning SEO basics

The reason I decided to write this was because we asked a client to come up with some target keywords for his site. He came back with three. That’s not uncommon. Often when people try to think of keywords, they only think of the ones you might use to find and buy a product or service. In their mind, they picture someone thinking, “I want to buy XYZ product

or service; where do I get it?” But that isn’t how your customers use search engines.

The three types of search Before you think of your keywords, it’s important to understand how people search the web. There are three broad types of searches people perform… l Navigational searches: where people know exactly where they want to go,

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MARKETING

but don’t know how to get there. So they might want to book a Qantas flight, but not know the website address. So they type the name of the company into the search bar; l Informational searches: where people don’t know what they want, and they don’t know where to get it. This search could be anything from ‘how do I fly to Brisbane?’ to ‘what’s an airplane?’; l Transactional searches: where people want to either download, buy or join something, or intend a transaction to take place. In the words of the researchers who worked out these categories: “queries containing terms related to movies, songs, lyrics, recipes, images, humor, and porn”. Those categories come from a comprehensive study of web surfing from US and Australian researchers. In that same study, they determined that more than 80 per cent of searches are informational in nature. The other two categories only account for a small percentage of searches.

Is one search enough?

It’s also important to realise something search engines have known for a long time: that people don’t just do one search. The search engines would love it if they could return the perfect answer to your query straight away. But they rarely do. So you go back to the results page and type in another version of your query. This is where keywords are important. Keywords aren’t just single words. They are the words and/ or phrases that people use to search for a business like yours. And more than 80 per cent of the time, they are not searching to buy something. So if you run a dental surgery, you might assume that someone searching for your surgery might type ‘dentist’ and the name of your suburb. But if that searcher had just

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the person who is searching them. So with all the millions of possible word combinations that people can search for within a single category, targeting one or two is really bad practice. Even targeting 10 or 12 limits the number of times people may potentially find you. This is where the idea of long-tail keywords comes in.

Long-tail keywords

The search engines would love it if they could return the perfect answer to your query straight away. But they rarely do. So you go back to the results page and type in another version of your query.

moved to your area, they might type something else into Google like: ‘how do I choose a local dentist?’ Or ‘best children’s dentist’. It may take several searches for them to refine down to a search for you.

Getting unique answers

Each time someone types something new into the search bar of Google, the search engine refines its results. It does so based on what you’ve already looked at, interacted with, and shown interest in. So each group of results gets a little more unique and individual, based on

There are a few wonderful, magical keywords that get thousands of searches every day. The competition to own those keywords is often fierce. Which is silly, because if you do what SEO expert Rand Fishkin did in 2009 and look at the most popular terms searched for on the web, you’d find that the top 1000 search terms only accounted for a bit over 10 per cent of all traffic. That means 90 per cent of all search traffic is for those uncommon searches that might only happen a few times. You would think that with all the websites out there, and all the possibilities of answers to search queries, search engines would be able to neatly index every site in the world. But of course, they can’t. Recently, a senior Google executive said that every day, 15 per cent of queries Google receives are completely new. Pause a moment to take that in. Every single day, roughly 500 million Google searches are brand new, never-before-seen combinations of words. So the more keywords you target, the better.

Free tools to try

There are many free and paid tools you can use to find extra keywords for your site. But one of the easiest is Google itself. When you type a search query into Google, it will suggest answers. And often, when you get the results page, you’ll get some other suggested searches down the bottom of the page. Take note—every one of those is a possible keyword string for an article.


What drives me? Best results. And Primescan is my answer.  Dr. Carlos Repullo, BDS, DipImpDent RCS (UK)

Primescan

Engineered for superior performance. Innovation requires commitment to ambition: Primescan sets new standards in dental technology, making scanning more accurate, faster and easier than ever. It is engineered to enable all kind of treatments, from single tooth to full arch. Primescan produces highly accurate images and allows for fast scanning, consolidating 50,000 images per second. The new patented “High Frequency Contrast Analysis” delivers perfect sharpness and an outstanding accuracy. With Primescan, intraoral scanning delivers excellent results like never before. Enjoy the scan. Learn more at: dentsplysirona.com/primescan

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T

here are a number of negative impacts on a business whenever an associate leaves a practice. First and foremost is the cost and time of finding a replacement, and getting them up to speed. Until a replacement is found, schedules will be in disarray as other staff members pick up the slack of being a dentist down. Once a new dentist is found, they have to build a rapport with both patients and staff while trying to fit into a new work environment. If this

“Your whole aim should be to get the best value out of those associates for the years that you have them.” Dr Alex Negoescu, founder, LifeCare Dental

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new dentist decides to leave within the first year, the impact of filling the position again creates exponentially greater problems. It is in the best interest of every dental practice to keep their associates for as long as possible. Dr Alex Negoescu has some insight into this situation. Dr Negoescu founded LifeCare Dental in 1989, sold his surgery to Dental Corporation in 2011, but still runs the practice as if it were his own. For the past 30 years he

has consistently grown the business by more than one dentist per year. At present, LifeCare Dental has two locations, 33 dentists, 85 assistants and 35 other staff. “The truth is that you can’t stop associates from leaving,” says Dr Negoescu. “Your whole aim should be to get the best value out of those associates for the years that you have


YOUR BUSINESS them. At the same time, there are a few things you can do to maximise their time with your business. Our dentists generally stay with us for three to five years, though some have lasted eight to nine years.”

Find the right person

From the outset, it’s important that the right person is employed. This is why the interview process is so critical. Get it right and you have a reliable dentist working in your practice for years. Get

There is a huge cost whenever an associate dentist leaves a practice— and that cost is not just financial. So how do you prevent associates from leaving? By Frank Leggett

stick together Let’s

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YOUR BUSINESS ““[My dentists] may stay with me for five years but by enabling a culture of excellence in my practice, we are all winners.” Dr Alex Negoescu, founder, LifeCare Dental

it wrong and your business can be a revolving door of associates. Dr Negoescu uses the skills of his clinical psychologist wife, Kate, to aid in the recruitment process. “I attribute Alex’s success to his hard work, ongoing learning and critical thinking,” says Kate. “He has a high expectation in regard to behaviour and there are protocols that are expected to be followed. Alex is also pretty forthright in reinforcing these expectations and how he interacts with people.” Kate handles all the interviews and there is a structured questionnaire during the process. It is made clear that it is a mutual interview, so the dentist is also interviewing them to see if they’re going to be suitable. The new dentist should find the work ethos and business demands appropriate to their needs—and vice versa. “Interviewees are told they’re free to stop at any time, re-answer a question and seek clarification,” says Kate. “They are also asked to engage in role-play. In order to do good dentistry, you need to be technically competent, but you also need the skills to explain things in a way that patients can understand. This is crucial in allowing the patient to make an informed choice.” Kate’s interview process is rigorous by design because it’s not in anyone’s

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best interest for someone to start a job and then leave in short order.

Make expectations clear

The interview process is the time when expectations should be made crystal clear. The interviewee should understand what is expected of them, the culture of the practice and what type of business ethos is in place. At LifeCare Dental, Dr Negoescu is passionate about further learning, increasing skill sets and mentorship. A willingness to learn is paramount for any new dentist wishing to join the practice. “My aim is to upskill all my dentists and make them good operators,” says Dr Negoescu. “Most dentists want to run their own practice at some point and the more they learn, the better prepared they are. They may stay with me for five years but by enabling a culture of excellence in my practice, we are all winners. Ten per cent of patients are loyal to their dentist but 90 per cent of patients are loyal to their practice.”

Training and mentorship

Having a well-trained team of dentists, capable in all areas of dentistry, adds to their satisfaction and is a boon for the practice. “If anyone should phone and ask who they can see when Alex isn’t available, I would recommend

any dentist who has worked with Alex long-term,” says Kate. “I know that all these dentists are willing to learn, continue to improve and strive for excellence.” LifeCare Dental is open 12 hours a day, seven days a week. Many of the dentists who have trained and worked with Dr Negoescu, and gone on to open their own practices, refer their patients to him when they are closed or for emergencies. Offering training and mentorship to his dentists not only encourages them to stay on staff longer, but directly aids his business in the long term. “My ambition is to make my dentists as skilled as possible,” says Dr Negoescu. “When a patient walks into my practice, whichever dentist is available is allocated to that case. I truly believe that competence breeds confidence. “If you make your dentists both competent and confident, they’ll appreciate it, they’ll get to use all their skills and they won’t leave until they feel the need to branch out on their own.” While there’s no one answer to encourage associates to stay on staff, having realistic expectations about retention, helping associates grow and learn—and being actively engaged—will make for more skilled dentists and provide better outcomes for patients.


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YOUR BUSINESS

Choosing the right name for your practice is a decision that will impact on your business for years to come. By Frank Leggett

Name Game F

or many years, naming a dental practice was a relatively easy decision. You either named it after the dentist—e.g. Smith Dental—or named it after the location e.g. Jones Street Dental. Both of these options make perfect marketing sense. They connect the patient with the dentist or they connect the practice with

the locale. Unfortunately, both these naming styles can present issues further down the track. For example, if Jones Street Dental relocates to nearby Smith Street, then a name change is inevitable.

Creative thinking

“When we took over the practice it was called Parkwood Dental,” says

Dr Ernest Yeo who owns the business with his wife, Sarah. “I didn’t want the practice to be limited to its location and, unfortunately, Parkwood was not the most well-known suburb. Additionally, Parkwood is a bit oldfashioned and dated in appearance, and we wanted to separate ourselves from that perception.” Dr Yeo changed the name to

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YOUR BUSINESS Photogenic Dental within a month of taking over, updating the website and renovating the interior. He wanted a fresh start in a modern practice with a new vision for the staff. Calling the practice Photogenic Dental made marketing much easier as the name is very memorable. It also communicates that there is some focus on cosmetic work. However, a proportion of their marketing reminds patients that they are a family practice with excellent general dental care. “We’ve also partnered with a highend photo company, Verve Studio, in Claremont,” says Dr Yeo. “If a patient gets a lot of work done, we offer them a free photo shoot. We then use the images on our website and the patient can celebrate their new smile.”

Using your surname

Naming a practice after yourself can be problematic when taking on a partner. While it’s fine to keep operating under the original name, it can cause some confusion for patients. If they are seeing a dentist at John Smith Dental, they expect to be treated by Dr John Smith, not someone else. Often, taking on a new partner leads to a renaming of the practice. However, things become even more difficult when it’s time to sell the business. “When selling a practice named after the owner, it can be problematic when the vendor doesn’t want to sell their name,” says Simon Palmer, managing director of Practice Sale Search. “They don’t want dentists with unknown clinical ability practising under their name. If they have no clinical oversight over the new dentists, then they don’t want to compromise the integrity of their name. And rightly so. However, the person buying the practice will want to buy the name because it forms part of the goodwill.” One solution is to rebrand the practice six months or a year before selling. It doesn’t have to be dramatic and a connection can be kept with the original name. John Smith Dental may become JS Dental. This new name can be sold with no integrity problems for the seller. Another solution is for the vendor to license their name to the purchaser for a period of time. Then, once the time period expires, the practice would need to rebrand.

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“When selling a practice named after the owner, it can be problematic when the vendor doesn’t want to sell their name. They don’t want dentists with unknown clinical ability practising under their name.” Simon Palmer, managing director, Practice Sale Search

“That situation gives the purchaser a chance to take advantage of the goodwill with the existing practice,” says Palmer. “The buyer can show the patient base there’s a sense of continuity in order to retain as many patients as possible. If, all of a sudden, the dentist is gone and the name is changed, there’s the possibility for a disconnect and for patients to become unstuck. Having a sense of continuity is very important.” Traditionally, dentists named their practices after themselves as a way of showing pride and ownership. “I’ve spoken to older dentists who feel that young dentists are hiding behind anonymous practice names,” says Palmer. “They feel there was more transparency and ownership of the dentistry when the practices were called after the dentist’s surname.”

See to it

“Our practice was originally a video store,” says practice manager Lucy See who co-owns See The Dentist in Hunters Hill, NSW, with husband, Dr Andrew See. “We moved in five years ago, completely renovated the whole place and started from scratch.

It was Andrew’s sister who came up with the name and we both liked it immediately.” Sitting at the reception desk, Lucy can watch people walking past. They often see the practice name on the door, see Andrew’s name, and laugh or point it out to their friends. It’s not just a pun but a call to action too. “We are in the happy situation where the practice name incorporates our surname but is still general enough so that it’s not completely linked to one person,” says Lucy. “We have associate dentists now so patients see other clinicians as well as Andrew. The name has not narrowed us in terms of expanding our business. Likewise, if we ever want to sell the practice, there would be no need for the buyer to change the name.” More and more dental practices are choosing inventive, memorable names. And if your business name sticks in people’s minds, then the associated marketing becomes significantly easier.

Not a normal dental practice Dr Mark Miller of Dental as Anything in Helensvale, QLD, has been at the practice since 1989, was a partner for 10 years and became the sole owner in 2000. “Originally the practice was called Helensvale Dental Centre,” he says. “When we decided to rebrand and update the practice, I took the staff away for a weekend team event and one of the jobs was to create a new name for the practice.” A lot of ideas were tossed around until a hygienist came up with a play on the band name Mental as Anything— and Dental as Anything was born. The change of name signified that the practice was going in a whole new direction. Dr Miller instigated team meetings and goal settings for the first time. He began taking more time with patients and encouraged staff to be welcoming and approachable. Their website was updated to be less formal but more friendly. “Just about everyone comments on the name of the practice,” says Dr Miller. “We get a lot of new patients purely because of our name. Dental as Anything differentiates us from other practices and lets people know we are not your normal dental practice.”


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COVER STORY

A

C L E AR CHOICE I

n 2000, Dr Grant Duncan became one of the very first—if not the first—orthodontists to use Invisalign in Australia. He had been in San Francisco where he met the founders of Invisalign, Kelsey Wirth and Zia Chishti. At that time the technology was still in its early stages but Dr Duncan was intrigued. “I came back to Australia and became a remote mail-in type of orthodontist,” he recalls. “I sent my impressions through the post and even though Invisalign didn’t have any international capabilities, we muddled our way through.” Over the next few years, Dr Duncan came to the realisation that Invisalign

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didn’t work very well and wasn’t a very good orthodontic appliance. Then at a dental conference in Las Vegas, he met with other Invisalign users and saw that he had been going about things in the wrong way. “I realised I was blaming Invisalign because I wasn’t getting good treatment outcomes,” says Dr Duncan. “At the conference I saw that some beautiful work was being done. I was blaming the tool and not myself. My problem was that I was thinking like a braces orthodontist.” Braces are a three-dimensional appliance that can grab a tooth and move it freely in all directions. With Invisalign, all it can do is push—and it

PHOTOGRAPHY: SIMON CASSON

A very early adopter of Invisalign, Dr Grant Duncan of The Straight Smile Centre in Adelaide is always on the lookout for cutting-edge technology. By Kerryn Ramsey


“When I made it known that I was going to treat most of my orthodontic cases with some newfangled plastic, sleepy old Adelaide seemed to explode.� Dr Grant Duncan, The Straight Smile Centre

Dr Grant Duncan is one of the biggest Invisalign users in the world.

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COVER STORY has to have something to push on. “I had to go back and apply biomechanical principles to this new plastic appliance,” says Dr Duncan of The Straight Smile Centre in Adelaide. “It turns out that while I was doing that, there were people in America and a few other early adopters around the world doing the same sort of thing. We would go to meetings, transfer information and the appliance got better and better.” Dr Duncan appointed a key staff member in his practice to help him reach a goal of starting 300 Invisalign treatments a year within three years. In the process he became one of the biggest Invisalign users in the world. At the end of the three-year period, they totalled the amount of cases started in the preceeding 12 months and it clocked in at 300—exactly. From this experience, Dr Duncan developed a consultancy program for running a successful Invisalign orthodontic practice, and from this The Invisible Orthodontist community was born.

Schopenhauer’s Three Stages of Truth The 19th-century German philosopher, Arthur Schopenhauer, stated that: “All truth passes through three stages. First, it is ridiculed. Second, it is violently opposed. Third, it is accepted as self-evident.” Dr Duncan feels he experienced exactly that as he attempted to introduce Invisalign to the wider dental community. “When I made it known that I was going to treat most of my orthodontic cases with some newfangled plastic, there was an array of reactions from my peers,” recalls Dr Duncan. “But, in general, those reactions were at Schopenhauer’s stage 1 or 2, ridicule or violent opposition. In some ways it was fun to watch, as I understood the process within which I found myself. “The fun part was also over the years watching orthodontists enter the ‘evident truth’ phase.”

The way forward Today, Dr Duncan is treating about 80 per cent of his orthodontic cases with Invisalign. He knows of other orthodontists who manage 100 per

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cent of their case load with Invisalign. “Many dentists believe that Invisalign is great for minor corrections but you need to use braces if you really want to move teeth,” says Dr Duncan. “That is totally wrong. Most orthodontic corrections can be achieved with Invisalign and in some cases, Invisalign is a better appliance. And that’s not accounting for the many health benefits around not using braces.” While the Australian Society of Orthodontists (ASO) agrees with Dr Duncan to some degree, they still see a place for metal braces in orthodontics. Dr Theresia Sudjalim, the chair of the Australian Society of Orthodontists Communications and Information Committee, says, “There has definitely been great advancements with clear aligners, particularly in the past decade. However, the idea that clear aligners are a panacea that can do everything traditional braces can do is definitely not true. “Clear aligners are really good at pushing. However, braces are better at holding onto individual teeth. Braces may be required to treat conditions like impacted or severely rotated teeth, but it is fair to say that clear aligners can treat more conditions now than they could 10 years ago.”

The negative impact of metal braces There are many reasons why a patient would choose Invisalign over traditional metal braces. In fact, Invisalign has opened up a whole new market segment to orthodontic care— people who knew they had crooked teeth and needed braces, but who simply refused to wear them, often for aesthetic reasons. But Dr Duncan sees a number of physiological reasons to reject braces. “Even if the patient brushes their teeth, braces can still cause decalcification marks,” says Dr Duncan. “This is a permanent loss of enamel tooth structure, leaving unsightly marks. If it gets away from the patient or the orthodontist, it can lead to active decay. Braces can also contribute to conditions such as root resorption or the loss of tooth vitality. So, between hygiene issues, gum infection, decalcification, decay, root resorption and tooth vitality, metal braces have a lot of negatives.” Hygiene is definitely much easier to maintain with Invisalign as you simply take out the aligners and brush your teeth as normal. Dr Duncan claims that most of the negatives attributed to metal braces don’t happen with


Dr Grant Duncan and son, Nick, run The Invisible Orthodontist, the largest network of specialist orthodontists in Australia.

“The idea that clear aligners are a panacea that can do everything traditional braces can do is definitely not true.” Dr Theresia Sudjalim, chair, Australian Society of Orthodontists Communications and Information Committee

Invisalign because the teeth are moving in tiny intervals—as little as 0.1 mm per aligner. “Anecdotally, many orthodontists believe root resorption and loss of tooth vitality is much less common with Invisalign,” says Dr Duncan.” But we still need the science to support that conclusion.” Once again, the ASO is slightly at odds with Dr Duncan. “If you have a patient who is prone to root resorption, then any type of tooth movement can cause a problem,” says Dr Sudjalim. “Some people say that

alignment therapy is more gentle because there’s less force applied but you need to look at biologic individual variation. This will affect the outcome regardless of the type of treatment. “If you’re treating a person with bad oral hygiene, it’s certainly easier to brush with clear aligners as you are able to brush your teeth without appliances in place. But if the patient isn’t brushing their teeth effectively and generally has poor oral hygiene, then food particles and plaque can accumulate with the aligners in place and the patient is also prone to developing holes in their teeth and gum disease.” Dr Sudjalim believes there will always be a place for metal braces and clear aligners in orthodontics. “The important thing is knowing what each appliance can do and choosing the appropriate appliance to correct the specific problem. Sometimes a hybrid is required. Sometimes you use both.”

The Invisible Orthodontist In 2010, Dr Duncan and his son, Nick, started The Invisible Orthodontist (TIO). It began as an online consulting organisation but has grown to become the biggest group of Invisalign submitters in the world. The Invisible Orthodontist assists orthodontists in growing their orthodontic practices by helping them to establish themselves as the Invisalign experts within their communities. “We started with 10 people signing up,” says Dr Duncan. “Now there are 50 different TIOs in Australia and New Zealand. Five years ago, Align Technology started taking notice and encouraged us to emulate our Australian TIO experience in the UK. When Dr Duncan and his son started

TIO UK, there was resistance, with many people claiming that because of the National Health System, people wouldn’t pay for dentistry or orthodontics. “We helped many NHS orthodontists, who were paid little by international standards, and who had little clinical control, into private orthodontics,” says Dr Duncan. “The end result is the UK TIO business is now bigger than the Australian version. It’s incredibly successful.”

The future As an early adopter, Dr Duncan is always on the lookout for cuttingedge technology with potential. He sees great promise in a company called Dental Monitoring (DM). It provides artificial intelligence (AI) via a smartphone application. A patient uses the app by taking a video of their teeth every five days during their Invisalign treatment. “The AI analyses all the data and tells the patient whether they can go onto the next aligner or not,” says Dr Duncan. “It also tells them if they’re wearing their aligners frequently enough; if they have hygiene problems; if there are any problems with a particular tooth; if they have gum infections or if they have gum recession.” A 2019 addition in the AI space will be SmileMate (SM), a startup headed by Nick Duncan. SM has the potential to revolutionise orthodontics, bringing dentist and orthodontists together in the orthodontic management of their patients, and giving consumers direct access to specialist orthodontic care. “DM and SM are very exciting and promising technologies. These are very exciting times.”

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Product Guide

Chairs and Dental Units

Bite magazine’s guide to the best new chairs and dental units

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ADVERTORIAL

Product Guide Chairs and dental units

What’s really eating your profits? Analysing the financial health of your dental practice is a good time to look at the hidden costs adversely impacting your profits.

1. Ongoing Maintenance

When your dental equipment isn’t working efficiently, neither is your team. Equipment that’s constantly breaking down or out of service cuts into profits. The very last thing you want is to have to cancel appointments or skip procedures because your equipment is not working. A-dec’s legendary reliability has seen it named “Best in Class” in USA’s annual Dental Town awards as voted by dentists for an incredible 15 years in a row. This honour includes A-dec patient chairs, delivery systems, dental cabinetry, dental stools and operatory lights.

2. Patient Perceptions

Growing your patient list is top of mind for increasing profits. But what about how patients (current or potential) feel when they visit your dental practice? Environment drives perception. If your surgery is dated compared to the one with state-of-the-art equipment down the road, it’s hard to compete and patients may go elsewhere. A-dec’s attractive, modern patient chairs project comfort and reassurance, providing a superior patient experience.

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3. Workplace health

The most common injuries in dentistry (chronic neck and back pain, tendonitis, pinched nerves, injured discs in the neck and lower back, or carpal tunnel) develop slowly over time. If not addressed, they become debilitating and career-ending. The only way to avoid injury is by selecting dental equipment designed around superior ergonomic positioning. Equipment that places everything at the fingertips allows you to sit properly and work comfortably. This decreases stress and fatigue and increases overall productivity for years of profitable practice.

4. Ownership Costs (TCO)

Choosing between competing products is challenging. A-dec makes it simple with a range of chairs and superior backup so you can’t go wrong. Always add up the total cost of the equipment beyond the purchase price and factor in availability of parts and service. The major component that separates superior quality and true value from low quality is referred to as the Total Cost of Ownership (TCO). The cost of ownership concept is truly about value—not just

the product, but also the value of a customer’s time and your productivity: Acquisition cost + Maintenance cost ÷ Product life (in years) = TCO

5. Zero = Zero

Whether it’s physical discomfort and exhaustion or dental equipment that’s out of service waiting for parts means lost patient time. Zero patients in the dental surgery generate zero revenue.

6. Product Lifespan

Not all are equipment brands are equal. A-dec equipment is designed to last and is well known for its reliability. A-dec dental chairs are tested for a minimum 20-year life: others may only last 10-15 years or even less before they require major repairs. When you amortize the cost over the number of years of service, your Total Ownership Costs on high-quality products are lower in the long term. Call 1800 225 010 or visit a-dec.com to find your nearest A-dec dealer to discuss an equipment package that is right for you.


Evolved The new A-dec 300

Designed as a modular solution, A-dec 300 is a whole system that lets you pick and choose the features you want, within the price point you need. And we didn’t skimp on comfort. With pressure mapped, contoured surfaces and virtual pivot back, patients are relaxed and supported. Ergonomic and economic just got better.

Chairs Delivery Systems Lights Monitor Mounts Cabinets Handpieces Maintenance Sterilisation Imaging

For more information Email: a-dec@a-dec.com.au Phone: 1800 225 010 Visit: www.a-dec.com @A_decAust A-dec AUS Follow us on

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ADVERTORIAL

Product Guide Chairs and dental units

There is more to an equipment purchase than just finance

With the ever-increasing demands on dental professionals to run practices more efficiently, the productivity of both staff and equipment is a serious issue. Equipment often requires a large outlay, affecting both business cash flow and debt, so the last thing you want is unproductive assets. Even worse is equipment still in use well after its use-by date, which has a negative impact on productivity and the team. Many of our consultants have years of experience with the dental industry and have a deep understanding of your niche needs and career trajectory. For example, after a dentist hits the 10-year mark practicing they are often looking for their next challenge and, for example, may consider moving into owning their own practice or specialising in more complex procedures. We anticipate and facilitate such moves, which in turn require investment in further equipment. By taking this long-term view of your career development, BOQ Specialist

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remains one step ahead, helping you ensure that your equipment purchases and leases complement the growth in your business and experience. BOQ Specialist is an expert tools of the trade lender committed to the ongoing process of assessing and modernising your equipment. Many of BOQ Specialist’s commercial clients’ finance is for specialist dental equipment, and it is through everyday conversations with you and your equipment suppliers that BOQ Specialist stays ahead of the technology and innovations in your profession. While it’s important that you choose the right assets and equipment, it’s equally important that you are guided towards the right kind of financing. When it comes to deciding whether a loan, lease, chattel mortgage or commercial hire-purchase is best, we work closely with your financial advisers and accountants to tailor an arrangement which fits with your tax structure. As part of our distinctive service BOQ Specialist

also conducts a cash flow projection, considering factors such as how many patients need to be seen over the life of an asset to ensure it is profitable. To understand financing options and to enable practitioners to make an informed decision, speak to a professional in the industry with experience in providing finance for healthcare professionals. BOQ Specialist has over 25 years’ experience working with dentists and understands your specific needs. For further information on lending products, contact one of our financial specialists today on 1300 131 141 or visit www.boqspecialist.com.au Disclaimer Products and services are provided by BOQ Specialist - a division of Bank of Queensland Limited ABN 32 009 656 740 AFSL and Australian credit licence No. 244616. All finance is subject to our credit assessment criteria. Terms and conditions, fees and charges and eligibility criteria apply.


Is your equipment finance getting you all tangled up?

It’s time for a second opinion As you well know, running a practice involves balancing a myriad of priorities. Purchasing equipment is high on the list, but it’s often devilishly complicated – it takes specialist expertise to put together a simple, cost-effective solution. This is where BOQ Specialist comes in. We’re experts in providing financial solutions for medical professionals, so our team thoroughly understands the pros and cons of different methods of funding your equipment. Whether it’s buying outright or leasing, you can rest assured we’re on the ball when it comes to your needs. Find out more at boqspecialist.com.au/medical or speak to your local finance specialist on 1300 131 141.

Car loans | Commercial property | Credit cards | Equipment finance | Fit-out finance | Foreign exchange | Home loans | Personal loans | Practice purchase | Practice set-up | Savings accounts | SMSF | Transaction accounts | Term deposits | Vehicle finance Products and services are provided by BOQ Specialist - a division of Bank of Queensland Limited ABN 32 009 656 740 AFSL and Australian credit licence No. 244616. All finance is subject to our credit assessment criteria. Terms and conditions, fees and charges and eligibility criteria apply. BOQS001163


ADVERTORIAL

Product Guide Chairs and dental units

When choosing Anthos you’ve chosen the best Anthos, the No 1 Italian manufacturer of dental treatment units, offers numerous possibilities across its extensive range. In its 60-plus-year history, Anthos has won the approval of the dentistry profession all over the world. The appealing design typical of an Italian brand exudes quality and style and is targeted at dental professionals looking for a dental unit that makes the dentist, assistant and patient comfortable in every sense. You are sure to find a working style, technology, and comfort level to suit your working needs. Locally, Anthos Australia offers the experience of 20 years of focused Anthos distribution. Focused consistent distribution means expertise in product knowledge, technical support and spare part holdings. Developed and refined over many years, it’s valued by loyal customers Australia-wide. An overview of the Anthos range allows a dentist to target a suitable model for their needs.

A3 CLASSE

CONTINENTAL & INTERNATIONAL Versions l Made in Italy, providing quality construction, reliability, and proven reputation. l Proven cost-effective, long-term performance and stylish design, it’s the smart entry into the ANTHOS European Classe A family. l Price Guide: $19,900 plus GST = $21,890

L6 CLASSE

SIDE DELIVERY or CONTINENTAL l All the benefits of the A5, with the added benefit of the SIDE DELIVERY option. l Price Guide: $27,900 plus GST = $30,690

R7 CLASSE PLATFORM

CONTINENTAL, INTERNATIONAL, CART, ORTHO, NON CUSPIDOR & MODULAR Versions l Left and Right—Quick Switch Concept l I can turn into what I want—the R7, one of the world’s most adaptable treatment units. l This is the universal integrated treatment unit, highly adaptable, modular and featuring numerous configuration solutions. The R7 offers ergonomic solutions compatible with all working styles, whether from private clinics to hospital dentistry departments. l One unit, One Hundred Solution l Price Guide: $29,900 plus GST = $32,890

A7 CLASSE

technologies. The A7 is open to all Anthos integrated systems. From ultrahigh performance instrumentation eg. built-in implantology option, X-ray / multimedia solutions and the most advanced hygiene systems. The level of personalisation makes the A7 a perfect fit for the most demanding dental professional whatever their field of specialisation, from conservative dentistry to implantology. l Price Guide: $33,900 plus GST = $37,290

L9 CLASSE

SIDE DELIVERY or CONTINENTAL Version l Simply the best. Taking the ultrahigh performance of the Classe A7 further with innovative design solutions. Motorised knee break patient chair, Side Delivery option or Continental Delivery with Unique Cross Over Arm Concept. For the dental professional who demands the best of performance from their treatment unit. l Price Guide: $36,900 plus GST = $40,590 

CONTINENTAL & INTERNATIONAL Versions l A dental unit with underlying digital

A5 CLASSE

CONTINENTAL, INTERNATIONAL & CART Versions l All the fundamentals of the A3 with the addition of advanced electronic instrumentation as standard, upgraded patient chair and function plus digital control of instruments. l Price Guide: $25,900 plus GST = $28,490

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Classe L9


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ADVERTORIAL

Product Guide Chairs and dental units

3 key considerations to ensure return on investment from your new dental equipment When it comes to buying dental equipment, some purchases are no-brainers. There are those that are common sense (such as when replacement costs are more economical than paying for repairs) and those that are technology driven (you wouldn’t want to be the only practice using film when every other practice is using digital imaging). But some purchases, while perhaps less essential, will be more exciting, and that’s where the decision-making process can get a bit blurred. So how can you justify the purchase of that top-of-the-line patient chair? Whether you’re making the purchase for the first time, or updating an existing chair, the return on investment (ROI) is one way to determine if the chair will be worth the expense, and if patient care will actually improve as a result of it. At Credabl, we’re focused on ensuring you make the best decisions for the success of your practice. We’ve compiled three considerations to measure whether the investment you are making will lead to a positive return for your business:

1. Generating new income or offering a new service

If you’re already in practice and upgrading a chair, you’ll know the equipment already drives income in the practice. When it comes to replacing or upgrading it, you need to consider whether the amazing advances to the equipment will be put to use in your practice, and whether your current space can accommodate the equipment if its dimensions have changed. If so, you’re likely to encounter additional expenses to renovate and fit it in. By comparison, if you’re buying a chair for a new practice, it’s your feature piece, and it’s easy to get carried away with the bells and whistles top-of-the-range options. Forecasting what features of

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the chair you’re likely to use are key in determining whether you need all the added extras. Lastly, if you’re adding an additional chair within your practice, you need to ensure it is going to create value in your practice. It’s important to calculate whether or not the additional fee income it’s likely to generate will cover the cost of the chair, and ultimately improve your profit. A simple calculation for this is the number of expected patients per month x expected revenue minus the monthly loan repayment. The team at Credabl can assist you in working through this calculation.

2. Methods of payment

The most common quandary here is to finance or to pay cash. And there are advantages to each. It’s only natural that many people think paying cash feels good! There are no monthly repayments to manage and, on the surface, it seems to make sense as it instinctively feels like it’s the cheapest option. However, many people aren’t really paying cash as they redraw on things like home loans, and those that are actually paying cash will be sacrificing a potentially tax-deductible financing option. Equipment finance usually offers structured repayment terms and preserves working capital in the practice. Generally, the repayments (or financing costs & depreciation) can be tax deductible against practice income and at the end of the agreement there is a plan in place for you to take final ownership of the equipment. Further, suppliers may allow you to trade in old pieces of equipment before the end of the finance agreement to enable you to purchase a new model and keep your monthly commitments the same. Always ask yourself “what else could

I be doing with this money?” In some circumstances it absolutely makes sense to pay cash, but in business cash[flow] is king, so keeping your cash for a rainy day, and financing your new chair, may be more advantageous for your overall business position. HOT TIP: Depending on the term of finance, there are some structures where the interest paid on the loan is equal to the interest earned on cash in the bank. In this instance, “borrowing” costs nothing and you still have your cash.

3. Intended life span of the equipment

Matching loan terms with equipment life span is important as you don’t want to owe money on gear you’ll have to replace, whether it be due to changes in technology or just aging equipment. Further, most equipment does not begin generating revenue on day one. In fact, it can take months to build the business and collect the patient payments needed to begin payback. It’s important to factor this into your life span calculations. The ROI of new equipment is an important way to measure the monetary value of your purchase. However, do remember that purchasing new equipment, may also be about marking your competitive advantage or element of distinction in today’s crowded marketplace. Don’t underestimate the link between giving people a reason to talk about your practice and filling your appointment book! If you’ve got your eye on a new dental chair or practice equipment, speak with the team at Credabl. We can assist you in working through the numbers to ensure the new purchase is viable.  For more information, contact Credabl today on 1300 CREDABL (1300 27 33 22) or visit www.credabl.com.au. You can even live chat with us online!


People with a passion. That’s the Credabl way. Our specialist lending team has deep experience in the dental sector so we understand what you need. We’re here to support you at every step of your professional and personal journey. From building your practice to growing your investments, discover the difference that Credabl can deliver for you.

credabl.com.au

1300 CREDABL (1300 27 33 22)

Stafford Hamilton Our team C’s things differently. We’re focused on creating a meaningful partnership with you to achieve your ambitions. Whatever you need, we have your back and we’ ll get it done.

Practice Purchase • Commercial Property • Goodwill Loans • Overdraft Facilities • Home Loans • Car Loans • Equipment & Fitout Finance The issuer and credit provider of these products and services is Credabl Pty Ltd (ACN 615 968 100) Australian Credit Licence No. (ACL) 499547.


ADVERTORIAL

Product Guide Chairs and dental units

A milestone for more efficiency: Dentsply Sirona sells 15,000th Sinius Back in 2011, Dentsply Sirona unveiled an innovative addition to its range of new generation treatment centres - the Sinius. Now in 2018, Sinius is reaching a new milestone. Dentsply Sirona has delivered its 15,000th unit to Dra. Isabel Rodriguez Garcia in Pozoblanco, Cordoba. Sinius has become a popular Dentsply Sirona treatment centre during the past 7 years, mostly due to its outstanding performance and multifaceted design. “The whole concept of Sinius is delivering outstanding efficiency by being flexible and ergonomic,” said Michael Geil, Group Vice President Equipment and Instruments of Dentsply Sirona. He continued by explaining that “the Sinius treatment centre is not only ultra-compact – it also delivers clear benefits in terms of time and streamlined workflows. Its intuitive operation with touchscreen technology and numerous integrated functions ensures its efficiency.”

More efficiency: The Dentsply Sirona Sinius treatment centre.

Three different concepts

Indeed, with its integrated treatment packages for implantology and endodontics, as well as an integrated hygiene function, it’s not too difficult to see why Sinius has become such a desirable product among generalists and specialists. The fact that it also comes in three different concepts (the sliding track design, the OTP arm design and the whip arm design) fitting with individual treatment methods, further confirms that Sinius belongs to the top treatment centre products on the market today. Dra. Isabel Rodriguez Garcia, who ordered the 15,000th Sinius, has been a dentist in Spain for more than 25 years. For her practice in Pozoblanco, Cordoba, she opted for the sliding track design: “The fact that I had purchased the 15,000th unit was quite unexpected and exciting! It perfectly fits with my working technique and the sliding track allows for the dentist element to be easily moved forward and backward.”

A holistic vision of design and workflow The Sinius treatment centre concept is based on the experience of more

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than 150,000 installed Dentsply Sirona treatment centres around the globe, characterized by a holistic vision of the relationship between ergonomics and workflow in practice routine. As an innovator in linking digital technology with dental solutions, Dentsply Sirona has been on the forefront of developing advanced products for more than a century. But what does actually make Sinius such an enduring product after all those years? Could it be the sophisticated ergonomic treatment concept of the sliding track design with its swivelmounted dentist element that ensures everything is at your fingertips? Or is it perhaps the intuitive, functional design that offers more freedom of movement, the wireless foot control? It could also be the seamless integration of key functionalities like Endodontics or Implantology. According to Michael Geil, “Sinius does particularly well at implementing cutting-edge technology into its design

with, for example, its ApexLocator display on the Sivision monitor and its EasyTouch user interface. I believe it is most likely the perfect integration of all of the above features, which makes the whole treatment centre work in perfect symbiosis with the user. After all, 15,000 purchased units in just 7 years is quite an achievement for any product and evidence for the clinical and aesthetic superiority of Sinius.”

Dentsply Sirona at the IDS 2019

“Inspired by your needs” is the motto under which Dentsply Sirona will demonstrate at the IDS 2019 how it is redefining dentistry. From March 12 to 16, 2019 in Halls 10.2 and 11.2, dentists and dental technicians can look forward to revolutionary technologies and equipment for practices and labs, and simpler, more clinically safe solutions along with an attractive trade show bonus. Visit our website: www.dentsplysirona.com/ids


I make my way through the jungle, reach the secret cavern – and raise the hidden treasure.

The best place to be somewhere else. Sinius. You can sense when your patients feel comfortable and relaxed all around. Thanks to its smart design and extraordinary comfort, Sinius is perfectly tailored to the individual needs of your patients. With the optional integrated functions like endodontics, implantology and patient communication Sinius supports you in a better, faster and safer treatment. Can your little patient feel safe? More about the best place to be somewhere else dentsplysirona.com/siniussinius

Dentsply Sirona Pty Ltd

I

11-21 Gilby Road, Mount Waverley, VIC 3149

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ABN 87 111 950 602

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www.dentsplysirona.com.au

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Australia-info@dentsplysirona.com

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1300 747 662


ADVERTORIAL

Product Guide Chairs and dental units

Stern Weber— enhance the service that you give to your patients With a reputation for being one of the leading suppliers of dental equipment in Australia, Ivoclar Vivadent are constantly looking at ways to not only enhance the service that we give to our clients, but ways that you can enhance the service that you give to your patients. That’s why we stock some of the most innovative dental equipment on the market. Investing in innovative equipment will help you to practice faster, more accurate and more flexible dental procedures. Plus, all our equipment is not only backed up with the manufacturer’s guarantee, but it comes with our service promise too. You can be sure that whatever you buy will continue to work efficiently throughout its lifetime. The brand of Dental Chair we are proud to partner with in Australia is Stern Weber. For over half a century Stern Weber have been producing dental units of the very highest quality. Founded in 1958 as the dental division of a leading Swiss watchmaker, Stern Weber has always been extremely successful at keeping up with the times. In 1967, Stern Weber produced the first dental unit with instruments at the end of an articulated, balanced arm. Since then, Stern Weber has always provided equipment with innovative solutions, designed to take into account each dentist’s specific needs. Today Stern Weber applies the very latest technology to meet your ever-evolving needs. Stern Weber continues to provide cutting-edge innovation and, in addition to dental units, offers an extensive range of instruments and accessories - built at its own production

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facilities - that include integrated imaging and digital X-ray systems. Overview of the Stern Weber range

S200

l Available in Continental and International l The S200 brings together all essential elements in a compact space that enables the dental team to work harmoniously and efficiently. l Cost-effective l Made in Italy l 3-year warranty

S210LR – Ambidextrous

l Available in Continental and International l Built to work for you in just a few quick moves, the S210LR can be converted from a right-handed dental unit to a left-handed one. l Wide-range of high-tech accessories available to customise your ideal treatment centre l Made in Italy l 3-year warranty

S320

l Stylish, simple and streamlined in design, the TR Series places patient comfort and the ease-of-use and manoeuvrability for the entire dental team as the highest priorities. l The sturdy structure, hightech instruments, advanced anticontamination system and ergonomic,

compact design, deliver time-savings and performance. l Made in Italy l 3-year warranty

S280

l Available in Continental and International l Thanks to its suspended patient chair, Stern Weber’s TRc treatment centres encourage fluid interaction between dentist and assistant and offer more operating space for better workflow. l Atlaxis headrest for fast precise adjustment l Continuous Hygiene System (W.H.E.) l Suspended patient chair design l Made in Italy l 3-year warranty

S380TRC

l Available in Continental and International l Dentistry and ergonomics have been taken to the next level. The S380TRC boasts a unique rotating knee break suspended patient chair which allows greater patient interaction and treatment flexibility. l Made in Italy l 3-year warranty 


Sit up and take note! The treatment centre that gives patients more comfort and freedom.

S380TRC

I N N O VAT I O N Z O N E The desire to constantly improve and pursue technological progress has created the S380TRC, the ideal working space in perfect harmony with the way you work. The unique rotation of the S380TRC to the seated position, makes it easier for patients to get in and out of the chair. When discussing your treatment plan, excellent ergonomics allow you to talk with patients: face to face. Outstanding comfort with synchronised backrest and leg rest movements Functionally and ergonomically suited to the requirements of individual treatment plans Full Touch instrument control panel, handles all the functions and systems Automatic continuous sanitisation system i-XS4 brushless motor for outstanding performance

Visit your local Ivoclar Vivadent showroom to take a test drive, or for more information please call 1300 486 252.

ivde.com.au | ivoclarvivadent.com.au Ivoclar Vivadent Pty Ltd

1-5 Overseas Drive, Noble Park North VIC 3174 | Australia | 1300 486 252


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YOUR TOOLS

Tools of the trade

This month, our dentists review very small implants, an electrosurge, a digital intra-oral scanner and a dual-cure resin cement.

BICON DENTAL IMPLANTS by Dr Clive Dickinson, Bulleen Dental Clinic, VIC Bicon dental implants have been in use worldwide for over 25 years but are relatively new in Australia. These are truly amazing implants that will defy current accepted systems.

What’s good about it

The most obvious thing is the small size. For example, a 5mm x 5mm implant will support a posterior crown. In the mandible where the IDN bundle may be close, using a 5mm implant will be sufficient as opposed to a standard 10mm. Similar advantages exist in the maxilla when the ridge is not very deep. Width sizes range from 3mm up to 6mm and offer a great variety of lengths up to a maximum of 8mm. With optimal drilling speeds of 50 rpm, all autogenous bone can be saved and replaced. Placement can be performed freehand or with a fully guided kit, using just one drill for the osteotomy. Various abutments are available for different tooth profiles with different emergence profiles, including locators. The Morse taper connection absolves use of the screw and allows a hermetic seal with wonderful soft tissue tolerance. Generally, three appointments are required for placement, impression and crown/abutment insertion, with analog CAD/ CAM ability from the second stage. Osseointegration is faster as there’s no pressure placed on the contiguous bone.

What’s not so good

Implant stability is not an immediate facility unless there are more than two abutting implants or splinting to an adjacent tooth. The surgical site is generally closed after surgery and two to three months are required before the second stage. There is no direct intra-oral CAD/CAM restorative technique available.

Where did you get it

Bicon Dental Implants (www.bicon.com)

PERFECT TCS II ELECTROSURGE

by Dr Hess Kim, Avenue Dental, Kawana, QLD I came across my first electrosurgery unit at my old practice. A previous dentist used it frequently but no-one else had any interest. I completed a restorative course that gave complete instructions on how to use an electrosurge. It’s excellent at controlling the gingiva around any deep restorations.

What’s good about it

If decay gets underneath gums and the gums are enveloping into the cavity, the electrosurge is a great way to cut the gums back to create a restorative space. It gives excellent bleeding control, as well. If you cut the gums with a scalpel, you end up with blood everywhere but the electrosurge cauterises as it cuts. The subsequent healing is fantastic. I use it a lot for frenectomies and the healing compared to a scalpel is faster and less painful. There are lasers on the market that have superseded electrosurges but it can be difficult to retrofit a surgery for laser use. An electrosurge is treated like a handpiece and can be used straight away. This unit has completely changed my approach to deep restorations; I don’t fear them anymore. If there are any dentists, especially new graduates, who are struggling with deep restorations, I encourage them to try electrosurgery. It’s been a revelation for me.

What’s not so good

Our unit has a lot of cables so set-up takes a little bit of time. It can also be a bit of a trip hazard. Plus there can be a smell when using the unit.

Where did you get it

Henry Schein Halas (henryschein.com.au)

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YOUR TOOLS

3SHAPE TRIOS INTRAORAL SCANNER

by Dr Shawn Rama, The Dental Room, Balwyn North, VIC Digital technology has been introduced into many facets of dentistry and a recent addition to my practice has been the 3Shape Trios Intraoral scanner. Digital dentistry is not the future—it is the present.

What’s good about it

I mainly use this scanner to create digital impressions. It uses optimal scanning techniques to create a virtual, computergenerated replica of the hard and soft tissues in the mouth. This information is uploaded to a computer and then electronically sent to my ceramist or to Invisalign.  The information is extremely accurate and creates perfectfitting crowns, bridges and aligners. However, I still prefer to create porcelain veneers non-digitally in my practice. My in-house ceramist handles the process from start to finish. This scanner is fast and efficient, aiding with increased productivity. The turnaround of jobs has become much faster since purchasing the 3Shape Trios. I’ve also been very happy with the results—this scanner is incredibly accurate. Technology should be embraced by dentists so they can do dentistry better. I see a future where every client gets a scan done as a matter of routine. It stays on file and could be used to educate clients and as a comparison tool in subsequent visits. 

PANAVIA V5

By Dr Soroush Salimi, Dentists@Burswood, Perth, WA I was a big fan of Panavia F2.0 that was released many years ago. Unfortunately, it wasn’t a very aesthetic cement as it had a light brownish tinge. If you’re cementing something in the aesthetic zone, you don’t want any brown colour coming through the restoration. Panavia V5 is an alternative cement that can be used in the aesthetic zone and has provided great results so far.

What’s good about it

Panavia V5 is a dual-cure resin cement that is good for a variety of cementation procedures. I use it with inlays, onlays, crowns and veneers. It looks good, bonds well and has different shades to match each patient’s requirements. This cement has good workability—it’s not too runny or too thick. As it is dual-cured, you can position it, cure for a few seconds, remove the excess and then do a final cure to set. The cement comes in tubes with a straight and angled nozzle. Once you’ve used what’s needed, you put the lid back on and store it in the fridge. There is very little wastage with this product, especially if you mix it on a pad and then directly apply to the restoration. Panavia V5 could theoretically be used to cement any type of restoration, although I do use other cements as well.

What’s not so good

What’s not so good

Where did you get it

Where did you get it

This scanner is a little bulky which means getting to the back of the mouth can be tricky. It can also be difficult in tight spaces or when there is excessive crowding.

Ivoclar Vivadent (www.ivoclarvivadent.com.au)

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The only negative is that it’s a little more technique sensitive compared to a GIC cement. It takes a couple more steps as it has a resin component in it.

Henry Schein Halas (henryschein.com.au)


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YOUR LIFE

Deep water

Whether he’s diving in open water, caves or on wrecks, Dr Mark Spencer of Coffs Coast Dental in NSW finds great peace in scuba diving.

“We found the wreck of the AE2 resting on the sea floor at 72 metres. This Australian submarine had been sunk by the Turks in April 1915. There was some corrosion in the conning tower and a bit of bow damage but, apart from that, it was essentially intact. “I started diving when I was in my third year at Sydney University. One of the big sports stores on George Street was advertising diving lessons and I thought it would be fun. I completed a scuba-diving course and then gave it up for the next five years while I completed my degree. “Once I started working, I wanted to get a life apart from dentistry and joined a dive group. I fell in love with it and scuba diving became a regular activity. A year later, I bought an underwater

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camera to record what I saw. “For a long time, I was happy to be a basic open-water scuba diver. Then I started diving deeper wrecks and became interested in cave diving. I undertook special training and learned the correct way to use and breathe mixed gases. “Being able to dive deeper put a lot of interesting wrecks within reach. I’ve explored the Cumberland off the south coast of NSW at 100 metres, though I did suffer from a mild case of the bends on one of those dives. It wasn’t critical but I had an ache in my shoulder for a while. Finding and confirming the AE2 was a real highlight. At the time I didn’t even know Australia used submarines in World War I. “I’ve been diving for over four decades

and recently I published an ebook called Ocean of Self. Over the years, I began to see a correlation between my experiences in the ocean and with meditation. There’s a profound sense of quiet. It’s almost like restful alertness—a feeling of unboundedness around you. My book explores this connection. At present I am running a GoFundMe campaign to raise funds to also print hardback copies of Ocean of Self. “I’ve found that both diving and meditation offer a sense of freedom, timelessness, and a calming serenity. I encourage everyone to try both.” See the book online at www. oceanofself.com, and the crowd funding site at www.gofundme.com/ocean-ofself-printed-books.

INTERVEW: FRANK LEGGETT. PHOTOGRAPHY BY: BECCA SAUNDERS (MAIN PIC); AKIN TOKLU (TOP RIGHT); GARYBELL OF OCEANWIDEIMAGES.COM (BOTTOM).

Dr Mark Spencer (above) in Turkey, 1998, preparing to dive off the MV Saros for his descent to the AE2 submarine at a depth of 72m. Helping him is John Thomson, son of Arthur Bray, the signalman aboard AE2 back in 1915. (Below) at his home desk.


There’s no corner of your business that we haven’t examined very closely

We’ve been working with your profession for over 25 years so we’re keenly aware that dentistry is extremely precise work. It requires knowledge, skill, experience and an unflinching devotion to detail. So we’ve applied those same principles to designing a full range of financial services for your business. Each is the product of careful examination and has been shaped and refined to meet the needs of your profession.

Car loans | Commercial property | Credit cards | Equipment finance | Fit-out finance | Foreign exchange | Home loans | Personal loans | Practice purchase | Practice set-up | Savings accounts | SMSF | Transaction accounts | Term deposits | Vehicle finance The issuer of these products and services is BOQ Specialist - a division of Bank of Queensland Limited ABN 32 009 656 740 AFSL no. 244616 (“BOQ Specialist”).

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Come in for a check up or visit us at boqspecialist.com.au or call 1300 131 141


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Bite March 2019