GDA Action September 2015 by Delaine Hall

GDA Annual Meeting Makes a Difference for Georgia Dentists

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GDACONTENTS

september 2015 • volume 34, no. 7

features 17 NEW LOOK GDA MEETING

Hundreds of dentists and dental family members enjoyed this event. • House of Delegates Big Issues • Thanks Exhibitors and Sponsors • GDA Group Buying Program • Remembering Colleagues • GDA Dental Family Smiles • Honors and Officer Installations

departments 10 SEEN & HEARD

Members making news all around the state.

11 NEWSBRIEFS

News and general updates to keep you in the know.

13 GIVING BACK

GDA dentists making a real difference for people in need.

15 THE PRACTICE

Tools and tips to help you manage your business.

17 FINDING SUCCESS

Helping you achieve personal and professional growth.

in every issue 4 5 5 7 9 35 36

GDA Calendar GDA Benefits Plus+ Reach GDA Staff Editorial Commentary Practice Outreach Classifieds

The Cover: Dr. Anushka Amin (left) and Dr. Wendy Cardenas in the Exhibit Hall at the GDA meeting.

GDA Benefits+ Program: Save Big In addition to the money-saving products and services the GDA already provides to members, you can now benefit from payroll processing and student loan refinancing programs. In partnership with ERG Payroll (that is president Matt Vaadi above right at the Annual Meeting) member practices can access dedicated human resources and payroll support. In partnership with SoFi, members can save thousands of dollars on refinancing their student loans. Get details on GDA benefit programs on page 5 or at www.gadental.org. (Photo: David Burghardt.) September 2015 • 3

GDA ACTION (ISSN 0273-5989; USPS PE-590290) The official Journal of the Georgia Dental Association is published 10 times per year. POSTMASTER: Send address changes to GDA Action, 7000 Peachtree Dunwoody Road N.E., Suite 200, Building 17, Atlanta, GA 30328. Dr. David Bradberry GDA Editor 1070 Woodlawn Drive NE Suite 250 Marietta, GA 30028 drbradberry@bellsouth.net Dr. Tom Broderick GDA President 500 Eisenhower Drive Savannah, GA 31406 thomas.broderick@comcast.net Mr. Frank Capaldo Executive Director Georgia Dental Association 7000 Peachtree Dunwoody Road NE Suite 200 Building 17 Atlanta, GA 30328-1655 capaldo@gadental.org ______________________________ GDA ACTION seeks to be an issues-driven journal focusing on current matters affecting Georgia dentists and patients accomplished by disseminating information and providing a forum for commentary. Closing date for all editorial and advertising materials: First of the month preceding the publication month. Subscriptions: $17 of GDA membership dues is for the journal; all others, $75 per year. Periodicals postage paid at Atlanta, GA. © Copyright 2015 by the Georgia Dental Association. All rights reserved. No part of this publication may be reproduced without written permission. Publication of any article or advertisement should not be deemed an endorsement of the opinions expressed or products advertised. The GDA expressly reserves the right to refuse publication of any article, photograph, or advertisement, and illustrate, reduce, or revise any article submitted.

GDAEVENTS Thur, Sept 10: GDA Officer Visit to Central District, Macon. Wed, Sept 16: Northern District Executive Council, GDA Office. Sat, Sept 26: GDA Board of Trustees Meeting, GDA Office. ___________________________________________________________ Tue, Oct 6: GDA Officer Visit to Eastern District, Augusta. Tue, Oct 13: Northern District Webinar CE Course. Oct 22-24: ADA Fifth Trustee District Meeting, Atlanta, GA. Tue, Oct 27: Western District Legislative Event & GDA Officer Visit. Wed, Oct 28: GDA Officer Visit to Northwestern District. ___________________________________________________________ Nov 5-10: ADA Annual Session, Washington, DC. Tue, Nov 10: Eastern District Legislative Event (Augusta). Thur, Nov 12: Southwestern District Legislative Event (Valdosta). Fri, Nov 13: GDA Dental Forum and Last Minute CE Event. Tue, Nov 17: Eastern District Legislative Event (Athens). Thur, Nov 19: Southwestern District Legislative Event (Albany). Sat, Nov 21: Alliance Holiday Party, Peachtree Golf Club. Mon, Nov 23: Northern District Legislative Event & GDA Officer Visit. Nov 26-27: GDA Office Closed for Thanksgiving Holiday. ___________________________________________________________ Tue, Dec 1: Northern District Executive Council, GDA Office. Tue, Dec 1: Central District Legislative Event, Macon. Wed, Dec 2: Northwestern District Legislative Event, Cartersville. Sat, Dec 5: GDA Board of Trustees Meeting, Atlanta. Sun, Dec 6: GDA House of Delegates Meeting, Atlanta. Thur, Dec 10: Northern District Hall Co Legislative & Holiday Event. Wed, Dec 16: Northern District Membership & Team Appreciation Event. Thur, Dec 17: Southeastern District Legislative Event & GDA Officer Visit, Savannah. Dec 24-25: GDA Office Closed for Christmas Holiday. ___________________________________________________________ Fri, Jan 1: GDA Office Closed for New Year’s Holiday. Fri, Jan 8: Northern District Diversity in Dentistry CE. Mon, Jan 11: GDA Dental Kits/Opening Day of State Legislature. Fri, Jan 15: GDA Officer Visit to Southwestern District. ___________________________________________________________ Wed, Feb 10: GDA LAW Day (Northern/Eastern districts/GRU Dental Students). Mon, Feb 15: Northern District Executive Council, GDA Office. Wed, Feb 17: GDA LAW Day (Southwestern/Western districts; Northern District Hall County Branch). Thur, Feb 25: GDA LAW Day (Southeastern/Alliance/Georgia Dental Society) ___________________________________________________________ Wed, Mar 2: Wed, Mar 16:

4 • September 2015

GDA LAW Day (Northwestern/Central districts). GDA LAW Day (All Districts/Specialty Groups).

[Visit the www.gadental.org Benefits Plus page for full program details.]

PERSONAL SERVICES + MERCEDES-BENZ PROGRAM: (866) 628-7232 or www.gadental.org SOFI (student loan refinancing): (855) 456-SOFI or www.gadental.org UBS (wealth management): (404) 760-3000 or www.gadental.org WHIRLPOOL (appliances): (866) 808-9274 or www.gadental.org

HEALTH PLANS + GEORGIA DENTAL INSURANCE SERVICES (group and individual medical and vision coverage) with BLUECROSS BLUESHIELD OF GEORGIA (800) 432-4357 or www.gadental.org

PRACTICE SERVICES + BANK OF AMERICA PRACTICE SOLUTIONS: (800) 497-6076 or www.gadental.org CARECREDIT (patient financing): (800) 300-3046 x-4519 or www.gadental.org CLAIMX (insurance claims management): (866) 886-5113 or www.gadental.org THE DENTAL RECORD (patient form kits): (800) 243-4675 or www.gadental.org ERG PAYROLL (outsourced payroll and HR): (678) 842-4199 or www.gadental.org LANDS END OUTFITTERS (staff apparel): (800) 990-5407 or www.gadental.org LEGALSHIELD (prepaid legal plans and ID theft restoration): (904) 573-2232, (407) 529-8030, or www.gadental.org OFFICITE (custom practice websites): (877) 484-7187 or www.gadental.org TRANSFIRST (check/credit card acceptance): (800) 538-1601 or www.gadental.org TRANSWORLD SYSTEMS (debt recovery): (404) 538-6099 or www.gadental.org UPS (shipping services): 1-800-MEMBERS or www.gadental.org

REACHUS GDA EXECUTIVE OFFICE 7000 Peachtree Dunwoody Road NE Suite 200 Building 17 Atlanta GA 30328-1655 (800) 432-4357 or (404) 636-7553 GDA Fax: (404) 633-3943 GDIS Fax: (404) 634-6099 EXECUTIVE DIRECTOR Frank J. Capaldo capaldo@gadental.org EXECUTIVE STAFF Carol Galbreath Senior Director, Public Relations and Marketing galbreath@gadental.org Delaine Hall Director, Communications hall@gadental.org Skip Jones Senior Director, Membership Recruitment and Business Services jones@gadental.org Fatimot Ladipo Director, Governmental Affairs ladipo@gadental.org Courtney Layfield GDA Foundation for Oral Health layfield@gadental.org

BUSINESS INSURANCE +

Stephanie Lotti Director, Member Professional Services lotti@gadental.org

GEORGIA DENTAL INSURANCE SERVICES (800) 432-4357 or www.gadental.org

Melana Kopman McClatchey General Counsel mcclatchey@gadental.org

• GREATER GEORGIA LIFE INSURANCE COMPANY (life insurance) • GUARDIAN (disability coverage) • THE HARTFORD (property and casualty coverage) • THE HARTFORD (workers’ compensation coverage) • JOHN HANCOCK (long term care coverage) • MEDICAL PROTECTIVE (professional liability coverage)

Lisa VanZandt Chief Operating Officer vanzandt@gadental.org Patrice Williams Assistant to the Executive Director williams@gadental.org

September 2015 • 5

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6 • September 2015

05.15_Allproduct_GDAl_8.5x11_flyer_1.indd 1

5/15/15 3:14 PM

Editorial: Why Did The Chicken Cross the Road?

By Dr. David Bradberry GDA Editor

“In business we all wish for win-win situations ... There is great potential for this if lots of smart Georgia chickens see the new feed, cross the road, and get on board the ‘coop.’ ” DR. DAVID BRADBERRY GDA Editor Phone (770) 977-8644 drbradberry@bellsouth.net

I saw something lately that caused me to think about the ubiquitous question: “Why did the chicken cross the road?” There are many answers depending upon whom you ask. One politician might say that we need a study grant to find out what kind of chicken we have that would incline him to cross the road. The manager might want to poll his supervisors to find out how many usually cross and how many stay put. The scientist would, after careful thought, hypothesize that there must be food on the other side of the road. The farmer would reply that he just wanted to. Or the chicken, being a rather intelligent Georgia chicken, may just be trying to get back to his chicken coop. Speaking of chicken coops, we need to talk about one that we all need to climb into. We smart chickens or GDA dentists as it were, need to get on board with the GDA Group Buying Program (known colloquially as a cooperative, or co-op). Same letters but slightly different spelling and a vastly different meaning for all of us. In our case we will have a consumer buying program, in other words, a business owned by its customers for their mutual benefit. We will own the business and contract out for the products we use every day in our offices. Those of us from the country realize that chickens, or any bird for that matter, do not often willingly go into a coop unless there is incentive within. In this case our incentives are many and the risk is virtually zero. If our final contract with the providers does not offer an overall product discount percentage of 35 percent, the whole deal is called off. Once this program is up and running, if you do not receive a cost savings equal to or greater than your initial participation fee, you will get your fee back. We are not going to have to buy supplies a year at a time and build a storage facility for hundreds of “chickens.” The system will operate from a drop-ship standard. That means we don’t have to store more supplies than we all do now and we will receive products as we do today. After receiving the supplies then we pay for them just like we do

today. So, there will not be a massive order with a correspondingly large bill that upsets your cash flow. So that we may construct an initial stable platform for the buying group program, like any other business, we have to commit a little. We are being asked to commit for a year, after which we may stay or leave as we wish. And if we do not realize a cost savings in equal to or greater than our initial investment, the group buying LLC will return our investment. In addition, there may also be profit distributions to the members who are part of the buying program as it grows. There literally is potential here to save thousands in our practice overhead. In business we all wish for win-win situations. That is the scenario that keeps everyone happy and provides fertile ground upon which businesses and people develop and grow. There is great potential for this if lots of smart Georgia chickens see the new feed, cross the road, and get on board the “coop.” Why did the chicken cross the road? The answer is easy and doesn’t require a study, poll, or focus group. The chicken crossed the road because just as the buying group will serve us individually and as a group, crossing the road benefits the chicken and the group of chickens in the coop. Individually we are strong but united we are unstoppable.

September 2015 • 7

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8 • September 2015

Your Dental Practice Game Changer

By Frank J. Capaldo GDA Executive Director

“Two roads diverged in a wood, and I— I took the one less traveled by, And that has made all the difference.” The Road Not Taken by Robert Frost (1874–1963). FRANK J. CAPALDO GDA Executive Director Phone (404) 636-7553 capaldo@gadental.org

In July 2014 at my first House of Delegates meeting and over the past year I have talked to you about owning your own Group Purchasing Organization. It seemed like a dream to be able to reduce your dental and office supply costs by 35 percent or more! Well, it can be a dream come true if we all band together to make those purchases under one master contract just like the large group practices and Dental Service Organizations (DSOs). We have made outstanding strides on the project and are in a position to make that dream a reality. We need your written commitment to actualize the pro-forma presented some months ago. However, before you sign a Pre-Participation Commitment Agreement I want to put to rest some concerns I have heard from the dental community. All suppliers have had the opportunity to bid on the contracts for individual supplies through the Request for Proposal (RFP) process. (A list of supplies is included in the online Pre-Participation Agreement.) The RFP will require the same levels of service on new and pre-existing equipment. You will be able to obtain supplies that you require and have become accustomed to at the highest quality you expect. Do not let outside forces knock this “Game Changer” for the dental community off the rails. Tactics used in an attempt to derail this project clearly illustrate how powerful a position YOU will be in if YOU succeed in our plan to buy our supplies TOGETHER! A few old truisims come to mind: Divide and conquer; a house divided; if we do not hang together ... Of course they are trying to protect their company and no one faults them for doing so. It is just business. However, what it tells you is that they are concerned about the dental community organizing as one buying united voice. Why? Simple! Negotiating clout for YOU and the reduction of exorbitant margins currently charged for the supplies YOU pay for. We know from our own research conducted by our own business

consultant that your competitors using the DSO model receive 35 percent and higher discounts on the same products and supplies that YOU are using! I understand the concerns of the suppliers. However, my past experience is that the suppliers become more competitive and efficient, are not excluded, and in fact lower their own cost of doing business because they deal with one end point as opposed to 5,500 end points in Georgia alone. Loyalty is important, but make no mistake, loyalty is a two-way street. To survive and thrive YOU must reduce your costs and be more efficient on every line item of your profit and loss statement and budget. Ask yourself this question: Why has every other profession aggregated their buying? Even the oral surgeons have a group buying program! Many of these same professions waited until group buying was their only way to compete. In the interim because they did not heed the warning signs many lost their businesses or had them gobbled up for pennies on the dollar by ‘big box’ corporations. Since we announced the program we are well on our way to our minimum commitment. I recommend that you stand with your colleagues who have already signed the Pre-Participation Commitment Agreement and take control of YOUR destiny. Contact the GDA office to obtain a copy of the Pre-Participation Commitment Agreement, or visit the GDA website at www.gadental.org and search for “GDA group buying” to download a copy. Review, sign, and return that agreement to the GDA office on or before October 30, 2015. This will allow us to move forward with our negotiations and finalize a contract. Remember, the signing of this agreement only remains your commitment if our final contract with the providers meets the minimum product discount percentages and minimum number of products. In closing, I assure you, that if YOU all group together, you will have greater buying clout than the largest DSO.

September 2015 • 9

SEEN&HEARD Dr. Edward Green Named Committee Chairman of the Year

Dr. Doug Torbush, GDA president for 2014-2015, selected Finance Committee Chairman Dr. Edward Green of Albany as the Committee Chairman of the Year for his work with that committee over the last year. The Finance Committee consults with GDA leaders to prepare association budgets, steer investments, and recommend endorsements involving royalty income. “Ed accepted the challenges as chair of the Finance Committee and invested his time, his talent, and his leadership skills to make a significant difference in providing long term benefits to ensure and enhance the future growth of the GDA,” said Dr. Torbush in presenting the award. “Thank you to Ed and the entire committee for their work.” Dr. Green, a past president of the association, maintains a general practice in Albany in the Southwestern District. He has held numerous district, GDA, and ADA positions, and is currently a member of the GDA delegation to the ADA House of Delegates and co-chair of the GDA Strategic Planning Committee with Dr. Jim Hall. The other members of the Finance Committee for 20142015 were Dr. Kendrick Mathews (Central), Dr. Erik Wells (Eastern), Dr. Victor van Greuningen (Northern), Dr. Peter Shatz (Northwestern), Dr. Bracey Holland (Southeastern), Dr. Brett Hester (Southwestern), and Dr. Jeff King (Western).

1. GDA president for 2014-2015 Dr. Doug Torbush (r) presents Dr. Ed Green of Southwestern District with the GDA Committee Chairman of the Year award for his work leading the Finance Committee. The award was presented at the GDA Annual Meeting in July.

GDA Volunteers Present GRU with $5,000 for Scholarship Fund

This department offers snapshots of GDA members who are making a splash all around the state. Please send your photos and news to hall@gadental.org or call (800) 432-4357 and report a story! See more photos on the GDA website or on the GDA Facebook page.

10 • September 2015

Each year, the Georgia Dental Association president hosts a thank-you dinner for the organized dentistry leaders with whom they have worked for the year and presents the volunteers with a token of recognition. This year, as part of the thank-you event, 2014-2015 President Dr. Doug Torbush announced that on behalf of GDA volunteers that the GDA would make a $5,000 donation to the Georgia Regents University College of Dental Medicine scholarship fund. “I know many of our student members and young dentists struggle with student loan debt,” said Dr. Torbush. “One of our legislative goals in 2015 was to reinstate a dental student loan repayment program, so this topic is an important one for the GDA. We are pleased that the current leadership of the GDA was able to make a difference for the future leaders of our profession.” 2. 2014-2015 President Dr. Doug Torbush presents a $5,000 contribution to the GRU College of Dental Medicine scholarship fund to Dean Dr. Carol Lefebvre (l) and Associate Dean Dr. Carole Hanes on behalf of the GDA volunteer leadership.

NEWSBRIEFS The GDA Supports Dr. Pete Trager for ADA Second Vice President

With the enthusiastic support of the members of the Fifth Trustee District— Alabama, Georgia, and Mississippi—Dr. Pete Trager of the Northwestern District is now officially a candidate for Second Vice President of the American Dental Association (ADA). The election will be held during the ADA House of Delegates this November. “Pete firmly believes that the ADA is the voice of dentistry,” said campaign chair Dr. Carol Wolff. “He knows that the ADA needs to maintain its strength in advocacy and relevance to the membership and the public, and will ensure that the ADA stays strong.” Dr. Trager is a former member and 3. chairman of the ADA Council of Members Insurance and Retirement Programs as well as a former member and chairman of the Joint Commission on National Dental Examinations. He served six years as a Georgia Dental Association alternate delegate to the ADA and is a past president of the GDA Northwestern District. He has also served as president of the Cobb County Dental Society. Dr. Trager is active on the licensure side of dentistry and currently serves as an examiner for the Central Regional Dental Testing Service, Inc. and Southern Regional Testing Agency. He spent six years as a member of the Georgia Board of Dentistry, 5. and was Board president for one year. The Georgia Section of the American College of Dentists has benefitted from his chairmanship, and he is a Fellow of the ACD as well as the International College of Dentists, Pierre Fauchard Academy, and Academy of General Dentistry. He was named an Honorable Fellow of the Georgia Dental Association for his exceptional service to the GDA. Dr. Trager graduated from Washington and Lee University and the Medical College of Virginia (VCU) School of Dentistry and later served two terms on the VCU Board of Advisors. He also served four years on the National Advisory Board of Poe and Brown Malpractice Insurance Company. He spent 39 months on active duty as a captain in the U.S. Army during the Vietnam era and practiced general dentistry for 35 years in 6. Marietta.

3-6. Dr. Trager with GDA Director of Governmental Affairs Fatimot Ladipo, Dr. Cathy Cook, and Congressman Tom Price during the 2015 ADA Washington Leadership Conference; Dr. Trager; Dr. Pete and Carolyn Trager with the family; Dr. Trager with Dr. Ryan Fulchi and Senator Johnny Isakson during the 2015 ADA Washington Leadership Conference.

September 2015 • 11

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GIVINGBACK Dr. Troy Schulman Provides Follow-Up Care to Georgia Mission of Mercy Patient

Dr. Troy Schulman is a three-time Georgia Mission of Mercy (GMOM) volunteer. During the first GMOM charitable clinic held in 2011, the Northern District general practitioner was the last dentist working in the restorative section. As the clinic chairs and temporary plumbing systems were dismantled around him, he continued patiently with an anterior restoration. After another labor intensive restorative volunteer stint at the GMOM clinic in 2013, Dr. Schulman volunteered for the triage area at GMOM 2015. Although he was not actively involved in treating patients at the clinic, he still managed to find a way to go above and beyond in patient care. “Robby came through triage on Friday morning,” said Dr. Schulman. “I got to know about him a little bit while he discussed his medical history and x-rays. He was in discomfort and it was obvious that he needed multiple extractions. Based on the volume of patients and the number of volunteers, the likelihood was that we would not be able to provide him with a prothesis after the extractions. He was calm, but disappointed. He said, ‘Doc, I told my five-year-old I would be coming back with new teeth.’ I really felt badly for him.” After more conversation, Dr. Schulman discovered that Robby had driven from Metro Atlanta to Perry for the GMOM event and lived within driving distance of Dr. Schulman’s office. Dr. Schulman gave Robby his business card and told him to call once he was back in the Atlanta area and he would see what could be done. Robby called, visited for an appointment, and Dr. Schulman set up a process for the upholstery handyman to get a new, healthy smile. “I enlisted the help of Pittman Dental Lab to provide Robby’s upper prosthesis at no charge,” said Dr. Schulman. “That was delivered and fitted in August, and he can now chew without pain. During our initial examination we confirmed that Robby would require a significant number of lower teeth extracted too. Oral surgeon Dr. Robert Fryer is working with Robby on those extractions and Pittman has agreed to provide a lower prosthesis at no charge as well.”

Robby was overjoyed about his appearance and health and his first thank you note highlighted his gratitude: “Dr. Troy Schulman and his entire staff are simply an amazing group of people. I met Dr. Schulman at the GMOM event in Perry, Ga. and since then he has continued my treatment towards a perfect smile. No words exist that could describe how thankful [I] am for all he has done for me. You will never meet people as ... Professional ... as Caring ... and as True and Real as Dr. Schulman and the staff that he leads. Thank you all from the bottom of my heart ... for giving me the gift to [truly] smile again!

Above: GMOM patient Robby with his son after pro bono treatment by GMOM volunteer dentist Dr. Troy Schulman. Below: Dr. Schulman and Pittman Dental restored Robby’s upper dentition and are now with Dr. Robert Fryer’s help restoring the lower.

Dr. Troy Schulman (center) with dental hygienist Evelyn Maguschak and dental assistant Stephanie Chavez (right) at GMOM. Robby sent a photo of his son to Dr. Schulman with the thank you note. It is obvious from the photo that the five-year-old is as happy with his dad’s new look as dad is. “We send all our established patients a happy birthday email,” said Dr. Schulman. “Robby’s birthday was in August and so he received an email. He responded with a kind note that made me realize again Robby is everything I thought he was at GMOM—a good person who just needed a hand up: “Thanks you guys. THE BIG 40. Wow! And thanks again for bday wishes and all that y’all have done. I haven’t smiled in a bday pic in a long, long time. Thanks to y’all I am cheezin’ away today ... Hope all is well with all of y’all!” September 2015 • 13

14 â&#x20AC;˘ September 2015

THE

PRACTICE Top 10 Tips to Successful Practice Acquisitions By Bank of America These thoughts and suggestions are being written from a lender’s perspective with over 20 years of experience in dental practice financing. Through this exposure we have seen the successes and challenges associated with acquiring a practice, especially post transition. You will quickly realize overnight you have become the Chief Executive Officer, Chief Financial Officer, Human Resource Director, and the Lead Clinical Director. With an established practice, you’ll need to adapt to wearing multiple hats and adjust to your new environment quickly, while focusing on your number one priority—maintaining and growing your patient base.

You Will Experience Instant Cash Flow

Unlike a start-up practice, an established practice already has an existing patient base and, just as importantly, an existing cash flow that instantly allows the buyer (you) to support the practice debt load, including your new loan payment, your salary, and your personal expenses (car payments, house payments, student loans, credit card debt, etc). Typically lenders will look for the practice and doctor’s personal income to cash flow at a ratio of a 1.20%, which means the practice is expected to generate $1.20 in revenue or collections for every $1.00 spent between the practice expenses and the doctor’s personal expenses. Determining cash flow is similar from lender to lender, however, there are variables such as allowable expenses that may differ. For example, a seller has a $5,000 charitable contribution that was being paid out of the practice and the buyer decides they may not want to continue contributing at that level, or the seller was writing off $10,000 per year in entertainment expenses and the buyer may not see the need to entertain at the same level. By reducing these types of expenses, a lender may “add back” the expense into the practice’s profitability, resulting in a higher cash flow. Your lender can help you with understanding the most accurate cash flow and other important practice metrics as you move forward.

Trusted Advisors

Chances are you started associating soon after you passed the boards and started conversations with industry experts regarding the possibility of acquiring a practice. I would

Find tools and tips for managing your business in this column and on The Practice page online at www.gadental.org.

not recommend that you acquire a dental practice without the advice of one or more of the following key advisors: • Practice Transition Consultants / Practice Brokers: Similar to a house, dental practices can be sold by owner or most often a seller will list their practice with a business broker who may have multiple buyers waiting for the right practice to come along. Although the broker is representing the seller, it is important for a broker to make sure synergy exists between the buyer and seller and the transition is as seamless as possible. The value of a broker resides in their reputation being at stake should they sell you a practice that fails due to reasons beyond your control. Therefore, brokers are excellent resources who have vetted their listings, done their own appraisal, and established a fair selling price with the seller. Speaking with multiple brokers can provide you with a variety of practices to review and will help you understand what exists in the marketplace. • Dental Specific CPAs: There are thousands of Certified Public Accountants who would like to earn your business and you may already have a CPA you trust. I am not recommending you make a change, but interviewing a dental CPA who currently works with a minimum of 25 dentists will provide you with valuable perspective as it pertains to your particular industry. Your CPA will provide you with the best tax strategy regarding allocations of the selling practice, best practices from their existing clients, expense averages, and a cost analysis on hiring and equipment acquisitions. Strong dental CPAs could be lifelong advisors and planners for your professional and personal financial goals. • Dental Specific Attorneys: The practice broker will typically represent the seller and you need to find a reliable source to represent you (the buyer) during the negotiations for many aspects of the transaction. Your dental attorney should be at least engaged in: the terms of the buy/sell agreement, office lease negotiations, noncompete covenants, establishing your corporation, and lender requirements. As with your dental CPA, these attorneys have created a niche amongst many dentists,

THE PRACTICE

Continued on page 30

September 2015 • 15

GDA Expanded Duties Dental Assistants Program Dates and Locations

___________________

West Georgia Technical College (Newnan) October 9-10, 2015 Columbus Technical College (Columbus) December 4-5, 2015

___________________ REGISTRATION PACKETS: www.gadental.org (search “Expanded Duties”) Call (800) 432-4357

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FINDING

SUCCESS

Deposits to Your Patient’s Emotional Bank Account By Jeff Lovejoy How do you define customer service? Wikipedia.com says it’s “the provision of service to customers before, during, and after a purchase.” Is this your definition? If so, you’re like most owners. I believe this definition significantly understates the goal of good customer service and results in providing service that only satisfies customers. If your goal is to satisfy customers only, I suggest your competitors are “circling the wagons” in anticipation of stealing customers. Satisfying customers isn’t enough. Your goal should be to provide a level of service that delights customers. The key to “delighting” customers is appealing to their emotions. Customers have emotional “bank” accounts, and to truly delight customers you must continually make deposits to their account. The absence of deposits can result in a low “balance” in their account, which can lead to customer dissatisfaction. Deposits don’t happen from providing service that only meets or satisfies expectations … your service must be outstanding. We worked with a men’s clothing store where the owner adopted a strategy of delighting his customers. When someone purchased a suite he always added a pair of nice socks to the garment bag, unbeknownst to the buyer, with a note that read “thought these would look nice with your new suit.” Two days later he would send the buyer a new shirt, at no charge, with a note that said “I forgot to give you this when you were here and thought it would look great with your new suit.” Unexpected surprises like these result in large deposits to the buyer’s emotional bank account. It’s best to make deposits when your customer least expects it … not at the time they give you their credit card to make the purchase. What are you doing to deposit to your buyers’ emotional account? Here are some other examples of creating WOW for your customers: • Send cookies iced with your business name. • Provide a photo album of their new smile. • Give them bottled water with a restaurant gift card. • Gift a free song download with “smile” song ideas.

Find guidance as a dental professional in achieving personal and professional growth in this column and at www.gadental.org.

The surprise “deposits” don’t have to be extravagant— even tickets to a movie can delight a customer—but they must be unexpected. Creating a valued customer service strategy is one of the most important initiatives you as a leader can undertake. Create WOW programs that your customers will love and you’ll be well on the way to creating “Raving Fans.” You can’t afford to lose patients to competitors due to your patients’ perceptions that you don’t care about them. Jeff Lovejoy is a certified Business Coach providing help, advice, coaching, and mentoring services to small and medium-sized businesses. He has a passion for helping businesses like yours grow and become profitable. You can read more at www.actioncoach.com/jefflovejoy.

Professor John Gattorna of Macquarie University in Western Australia recently looked at why customers don’t buy or why they leave and move to a competitor. The results could be broken into six categories: 1% die; 3% move away; 5% follow a friend’s advice; 9% leave because of better product/ service or price value equation; 14% leave because of dissatisfaction with the current product/service; and 68% of customers do not buy from you or leave because they experience PERCEIVED INDIFFERENCE. In other words, 68 percent of people who feel unappreciated, unimportant, or taken for granted by the business owner or someone in the organization say “see ya later” without a backward glance.

September 2015 • 17

New-Look GDA Meeting Draws Many Hundreds Thanks to GDA President Doug Torbush, General Chairman Max Ferguson, Executive Director Frank Capaldo, and a dedicated team of volunteers and staff, the GDA Annual Meeting was like none members had experienced before. The meeting welcomed a record number of attendees who enjoyed outstanding clinical courses, a booming Exhibit Hall, bustling social events, the Ultimate Tailgate Party, and new attractions such as the Kickoff Event with author, radio host, and former presidential candidate Herman Cain (at right). The GDA welcomed new officers, conducted important business, and laid the groundwork for outstanding meetings to come! Save the date for next year, July 17-20, 2016, at The Ritz-Carlton Amelia Island in Amelia Island, Florida. (Photo: David Burghardt.) Annual Meeting photos are now available! Visit www.MeetGDA.com and click the link at the top of the home page. You will visit the GDA Flickr.com site where the meeting album is hosted. You can download photos for your personal use from the site! A free Yahoo account maybe required to obtain images. 18 â&#x20AC;˘ September 2015

September 2015 â&#x20AC;˘ 19

House of Delegates Deals with Big Issues

5. 1. Executive Director Frank Capaldo discusses the group buying program game changer during the House of Delegates.

4. Dr. Doug and Debbie Torbush with Dr. Torbush’s state legislative proclamation for his year of service as GDA president.

2. Dr. Bruce Camp and Director of Governmental Affairs Fatimot Ladipo present Rep. Lee Hawkins with the GDA Legislative Pinnacle award.

5. Rep. Lester Jackson with fellow Savannahian Dr. Tom Broderick. Rep. Jackson was presented with a GDA Legislative Champion award during the House. (Photo 1: Delaine Hall. Photos 2-5: David Burghardt.)

3. Members talk prior to the start of the House of Delegates. 20 • September 2015

The House of Delegates was a recordbreaker all on its own this year. Thank you to each officer, delegate, alternate delegate, speaker, and guest who took part, spoke up, and made a difference during this marathon business session. Among the issues debated were corporate dentistry, mid-level providers, GDA finances, and the new group buying program. Several members signed a “declaration of financial independence” in support of the buying program. This dental practice “game changer” has the potential to significantly reduce your dental and office supply costs. (More information about the program, including answers to frequently answered questions, may be found at www. gadental.org.) The House unanimously approved an ambitious public relations and communications plan as well as the first GDA dues increase in 20 years that takes effect for the 2016 year. The Governmental Affairs Committee, chaired by Dr. Bruce Camp, presented State Representative Lee Hawkins and State Senator Lester Jackson with awards and thanks for their patient-centered advocacy during the 2015 legislative session. President Doug Torbush and Executive Director Frank Capaldo presented in-depth information on the state of the association. The House of Delegates welcomed several speakers, including Dr. Carol Lefebvre, dean of the Georgia Regents University College of Dental Medicine; Dr. Stephan Holcomb, president of the Georgia Board of Dentistry; and Dr. Carole Hanes, long-time board member of the Emile T. Fisher Foundation for Dental Education in Georgia. The leadership of the association worked hard to handle a great deal of important information on this especially long Thursday meeting. Special thanks to Speaker of the House Dr. Jay Harrington and Parliamentarian Dr. Sidney Tourial for guiding this ship of state with confidence and good humor.

Thanks to Our Exhibitors and Sponsors Thanks to the following sponsors and exhibitors who supported the GDA meeting financially. Please extend gratitude to these organizations. Do you know an organization that would benefit from being a part of the 2016 GDA Annual Meeting? Please email GDA Exhibits Director Skip Jones at jones@gadental.org to request a prospectus and contract.

2015 EXHIBITORS

3M ESPE A-Dec ADS South LLC Advanced Automation Affinity Bank AFTCO Amerigroup Community Care Atlanta Dental Supply Company Avesis BlueCross BlueShield of Georgia Benco Dental Benevis Practice Services BioHorizons Brasseler USA CareCredit Carestream Dental Carr Healthcare Realty Colgate Oral Pharmaceuticals, Inc. Coverys Crest-Oral B Delta Dental DentaQuest Dentsply Tulsa Dental Specialties EnMedical Systems Enovative Technologies ERG Payroll Find Local Company First Citizen Bank GA-HITEC Georgia Dental Insurance Services Glaxo Smith Kline Great Expressions Dental Centers Habif, Arogeti and Wynne CPAs Halyard Healthcare The Hartford Heartland Dental Help A Child Smile Henry Schein Dental Hygiene Profit Leaders iMedicor Karl Schumacher Dental Kerr Endodontics & Kerr Restorative Kuraray Dental LegalShield Lending Club Patient Solutions Lighthouse 360 Medical Protective

1. Dr. Louvenia Rainge (far right) talks with a representative from Colgate (far left). 2. Dr. Jim Hall (far left) talks with representatives from UBS. 3. CareCredit had an exhibitor and sponsor presence at the meeting. 4. Linda Harvey, RDH, and Kevin Torres with LegalShield, a prepaid legal plan and ID theft prevention and restoration service. (Photos: David Burghardt.)

New Image Dental Laboratory Oberman Law Firm Otto Trading Pacific Dental Services Paper Napkin Marketing Patterson Dental SoniCare Pittman Dental Laboratory Plammeca Pratice Quotient Pro Med Sales, Inc. Pulpdent Corporation Resolution Wealth Management RGP Ergo Robert J. Whitman, MSE Rogers Dental Lab SCION Dental Sherer Dental Lab Smiles4Life Network SoFi Straumann-USA SunStar Bulter SurgiTel/General Scientific Corp. TD Bank Transworld Systems Inc. UBS Financial Ultradent Products, Inc. UNITEDHEALTHCARE Venture Dental Group VitalEsafe Zoll Dental/Bobby Morse

PLATINUM SPONSORS Affinity Bank Bank of America Hinman Dental Society

GOLD SPONSOR Amerigroup

SILVER SPONSORS

Atlanta Dental Supply Company Avesis BlueCross BlueShield of Georgia BioHorizons Great Expressions Dental Centers The Hartford Heartland Dental Henry Schein Dental Medical Protective Patterson Dental SCION Dental Southeast Transitions

BRONZE SPONSORS CareCredit DentaQuest Habif, Arogeti & Wynne CPAs Sherer Dental Lab SoFi TransFirst Systems Transworld Systems Utilicomm Systems

September 2015 â&#x20AC;˘ 21

House Members Support Buying Group

Dr. Mike Loden of Central District, a member of the task force that is examining the implementation of a group buying program for the Georgia Dental Association, gave a speech to the House of Delegates in July about the value of such a program for GDA dentists. He asked members of the House of Delegates to sign a “declaration of independence from high prices.” Several members signed on to the “declaration” (see the photos above and at right) and went on to sign a pre-commitment agreement in support of a GDA group buying program. Signing the agreement helps the association during negotiations with suppliers. For more details, visit the GDA website www.gadental.org.

22 • September 2015

Join the dentists who have already committed to support the GDA group buying program! These dentists are shown at the House of Delegates in July signing a “declaration of independence” from higher prices in support of a potential GDA group buying program. This program would lower dentists’ costs on dental and office supplies. Take a look at the frequently asked questions and answers about the group buying program on the GDA website at www.gadental.org. Search for the phrase “GDA group buying.”

In Memoriam: Remembering Colleagues In July during the House of Delegates, the GDA remembered dentists who had passed away in 2015 or whose passing had been relayed to the GDA office in 2015. The GDA extends sympathies to the families and friends of these dentists as well as the friends and families of those dentists who have passed away since the House of Delegates. To report the passing of a colleague, please contact “In Memoriam” liaison Dr. Henry Benson at hbbensonjr@gmail.com. Ray M. Camp Sr., DDS (9/12/15) Douglasville, Georgia University of Tennessee 1970 GDA Honorable Fellow ADA Life Member Thomas L. Hatchett, DDS (5/4/15) Dublin, Georgia Emory University 1961

Donald B. Nelson Sr., DMD (12/21/14) Springfield, Georgia Medical College of Georgia 1974 GDA Honorable Fellow ADA Life Member

John E. Stansell, DDS (5/8/15) Winder, Georgia Emory University 1955 GDA Honorable Fellow ADA Life Member

Jeanne R. Newbern, DDS (5/9/15) Valdosta, Georgia Emory University 1983

Robert L. Stone, DMD (5/1/15) Columbus, Georgia Medical College of Georgia 1995

J. Walter Sheffield Jr., DDS (8/25/15) Atlanta, Georgia Emory University 1960 GDA Honorable Fellow ADA Life Member

Robert P. Swenson, DDS (7/18/15) Marietta, Georgia Emory University 1954 ADA Life Member

W. Bruce Shropshire, DDS (4/13/15) Atlanta, Georgia Howard University 1951 GDA Honorable Fellow ADA Life Member

Charles W. Thompson, DDS (3/15/15) Atlanta, Georgia Emory University 1952 GDA Honorable Fellow ADA Life Member

Laurence R. Hibbard, DDS (1/27/15) Loganville, Georgia Emory University 1973 Joseph Armand Hotard, DDS (5/21/15) Columbus, Georgia Emory University 1969 Richard W. Huckaba, DDS (1/16/15) McDonough, Georgia University of Tennessee 1956 Hiram M. Jackson, DDS (6/30/15) Milledgeville, Georgia Emory University 1948 Peter A. Jensen Jr., DDS (5/17/15) Duluth, Georgia Emory University 1956 GDA Honorable Fellow ADA Life Member Theodore I. Jockisch Jr., DMD (8/13/15) Atlanta, Georgia University of Alabama 1969 ADA Life Member R. Daniel Nable, DDS (7/5/15) Atlanta, Georgia Emory University 1958 GDA Honorable Fellow ADA Life Member

September 2015 • 23

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5. 1. Dr. Richard and Helaine Sugarman and General Chairman Dr. Max and Nancy Ferguson. 2. ADA President Elect Dr. Carol Summerhays addressed the GDA kickoff event on Friday. 3. Dr. Kumar Patel talks with Dr. Elizabeth Lewis, Northwestern District President. 4. Dr. Doug and Debbie Torbush at the Ultimate Tailgate event. 5. Attendees circulate at the Welcome Reception in the GDA Exhibit Hall.

The GDA Dental Family Gets Together

5. 1. Dr. Nancy and Mike Gallagher. 2. Dr. David and Janet Bradberry. 3. Dr. Kent and Susan Simmons with daughters Abby and Emily. 4. Dr. Bill Bachand with GRU junior dental students Devan Callaway (ASDA Treasurer), Adam Carraway (ASDA Secretary), and Eric Anderson (ASDA President). 5. Dr. Jessica and Eric Watson.

The Annual Meeting provides members with a wonderful opportunity to socialize and network with colleagues and forge new professional connections. There is also time for dental students to meet their future colleagues, and members of dental families to find out about important dental issues and catch up with friends. Thursday saw hundreds of dentists and spouses gather for the Welcome Reception in the Exhibit Hall. They were treated to hors dâ&#x20AC;&#x2122;oeuvres and drinks while they shopped. The Alliance dental spouses group and GRU College of Dental Medicine also welcomed guests. Friday brought more than 500 attendees to the Kickoff Event with Herman Cain that also featured a presentation by ADA President Elect Dr. Carol Summerhays. You will not want to miss the December announcement of the kickoff speaker for the 2016 meeting! Saturday evening brought the Ultimate Tailgate that welcomed a record 753 registered attendees. This event combined a family fun night with games and rides for the kids (although plenty of adults played games, too) with a tailgate featuring The Maxx band. This night will be difficult to top but wait till next year! September 2015 â&#x20AC;˘ 25

Member Honors and Officer Installations When GDA members gather annually each summer, one of the activities that takes place is recognizing dentists who have gone above and beyond in their organized dentistry support. Another is the installation of state officers, district officers, and officers of the GDA Alliance dental spouses group. Kudos to all members who were honored this summer for their past work, and those who were installed to continue working. COMMITTEE CHAIR OF THE YEAR Dr. Edward Green, Finance Committee PRESIDENTIAL COMMENDATIONS (PRESENTED BY DR. DOUG TORBUSH) Dr. Ty Ivey for being “a friend and a mentor who has been an inspirational force to learn more, do more, become more, and not be afraid to cast your own shadow.” (Photo this page top right.)

Dr. Mike Loden for “his support, insight, and commitment to change our profession for the best not by fighting the old but on building the new.” (Photo this page lower right.) GDA / ASDA AWARDS Dr. William Bachand, 2015 GDA / ASDA Outstanding GRU CODM Faculty Dr. Alena Reich, 2015 GDA / ASDA Outstanding GRU CODM Student ALLIANCE PRESIDENTIAL SERVICE Mrs. Cindy Jernigan, 2014-2015 25-YEAR MEMBERS According to the ADA, these members reached 25 year status in 2015. CENTRAL DISTRICT Dr. Robby Brinson Dr. Alvin Chapman Dr. Jamie Mitchell EASTERN DISTRICT Dr. Steven Adair Dr. Michael Boyd Dr. Jayni Bradley Dr. David Brantley Dr. Celia Dunn 26 • September 2015

Dr. James Farmer Dr. Scott Linder Dr. Grant Loo Dr. Michael Myers Dr. Lewis Petree Dr. Annette Rainge Dr. Gary Stough Dr. Vincent Urbanek NORTHERN DISTRICT Dr. Robin Ashford Dr. Joseph Barclay Jr. Dr. Jeffrey Baumrind Dr. Jeffrey Blankenship Dr. Laura Braswell Dr. Michael Chalef

2. Dr. Stuart Coe Dr. Barry Cohen Dr. Jonathan Dubin Dr. Gary Greenwald Dr. Timothy Grubb Dr. Paula Hall-Reagan Dr. Walter Hudson Jr. Dr. Ben Jernigan Jr. Dr. Christian Loetscher Dr. Anne Mazzawi Dr. David Murphy Dr. James Robinson Dr. Kathleen Robinson Dr. Robert Slosberg Dr. Paul Smith Dr. Alan Tucker

Dr. Matt Walton Dr. Robert Watson Jr. Dr. Bruce Winter NORTHWESTERN DISTRICT Dr. Dale Adkisson Dr. John Beninato Dr. David Bradberry Dr. Dana Brockington Dr. Marcos Caceres Dr. Thomas Hart Jr. Dr. Mark Justice Dr. Fredric Moore Dr. Marc Moskowitz Dr. Michael Razzano Dr. Edward Santa

5. Dr. Russell Seabolt Dr. Lee Silverstein Dr. Larry Snyder SOUTHEASTERN DISTRICT Dr. William Clance Jr. Dr. Robert Miller Dr. Glenn Sasser SOUTHWESTERN DISTRICT Dr. Ron Shiver Dr. Terry Smith WESTERN DISTRICT Dr. Joseph Arnold Dr. William Campbell Jr. Dr. William Hines

Dr. William Miller Dr. Donald Neal 50 YEAR MEMBERS According to the ADA, these members reached 50 year status in 2015. CENTRAL DISTRICT Dr. James Marshall EASTERN DISTRICT Dr. Ronald Bowers Dr. Thomas Henson II NORTHERN DISTRICT Dr. Joel Adler

Dr. Michael Blass Dr. Morton Dimenstein Dr. Amos Jones Jr. Dr. Cleveland Jones Dr. George Morden

1. Presidential commendation honoree Dr. Ty Ivey with Dr. Doug Torbush.

NORTHWESTERN DISTRICT Dr. Zim Choate Dr. Boland McCamy

3. Dr. Tom Broderick sworn in as new GDA president by Dr. Doug Torbush.

SOUTHEASTERN DISTRICT Dr. Jules Paderewski SOUTHWESTERN DISTRICT Dr. James Morton Jr.

2. Presidential commendation honoree Dr. Mike Loden with Dr. Doug Torbush.

4. Dr. Doug Torbush thanks Alliance President Cindy Jernigan for her exceptional work during her year. 5. Dr. Jamie Mitchell, a 25-year member, receives a smile from Dr. Doug Torbush. (Photos: David Burghardt.) September 2015 â&#x20AC;˘ 27

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PRACTICE SALES n VALUATIONS n TRANSITION CONSULTING/ PLANNING n ASSOCIATESHIPS

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HONORABLE FELLOWSHIP Distinguished service to the GDA, through active participation in the Association at the state or the district level, is the primary requirement for an Honorable Fellow designation. A dentist so honored must also demonstrate personal integrity, honesty of purpose, and adherence to the Code of Ethics of the American Dental Association. In addition, each dentist must demonstrate active involvement in their community. This award is one of the highest that the GDA can bestow. These doctors were nominated by their districts, and approved by the Awards Committee, Board of Trustees, and House of Delegates. Kudos to these exceptional Georgia Dental Association members who will always carry the Honorable Fellow designation: Eastern: Eastern: Eastern: Northern: Northern: Northwestern: Northwestern: Northwestern: Northwestern: Northwestern: Northwestern: Southeastern: Southeastern: Southwestern: Southwestern: Western:

ORAL DISCOVERIES & INVENTIONS When the occasion dictates, the Georgia Dental Association confirms certain individuals as Oral Discoveries and Inventions honorees in recognition of their significant contributions within the field of oral biology. This year, the GDA was pleased to recognize the following individuals for their accomplishments. Stephen Hsu, BS, MA, PhD, Professor of Oral Biology, Georgia Regents University David H. Pashley, DMD, PhD, Regentsâ&#x20AC;&#x2122; Professor of Oral Biology, Georgia Regents University

K. Brad Hall, DMD Rhoda J. Sword, DMD S. Craig Taylor, DMD Ronald N. Cavola, DDS Lee Whitesides, DMD R. David Bradberry, DMD Brenda G. Fritz, DMD Benjamin W. Knaak, DMD Elizabeth T. Lewis, DDS George D. Mason, DDS Kumar J. Patel, DMD H. Byron Colley, DMD Julie Ann Routhier, DMD Chris Hasty, DMD J. Gregory Morris, DMD Nancy J. Gallagher, DMD

1. Honorable Fellow Dr. Gregory Morris of Southwestern District receives his certificate from President Dr. Doug Torbush. 2. Some of the Honorable Fellow dentists who received their certificates at the Annual Meeting. (Photos: David Burghardt.) 1. 2.

THE PRACTICE

Continued from page 15 and will typically provide the best advice at a packaged price. • Dental Specific Lenders: As with dental specialty advisors, dental specific lenders exist and are experienced with your needs and how to evaluate the financial aspect of your request. Most dentists will try their local bank to fund their practice loan and although this is always an option, local banks are often generalists and are collateral lenders that see little value in the goodwill aspect of the practice. They will demand a shorter term (three to five years) which provides you with virtually no flexibility to grow the practice with new technology or remodeling.

Loan Terms

The term of your loan will range from 5 to 20 years. Longer terms are preferred, as it does not impede your cash flow and minimizes the risk inherent in patient attrition in the first year of your practice. You should plan on keeping your loan for a minimum of five years, so a loan with flexible prepayment options will typically come into consideration at this point. Prepayment options will vary from lender to lender and your loan prepayment terms are less important in the earlier years of practice ownership. Pre-paying your loan or making additional principal payments may become an option as you grow your practice and increase your cash flow. • Loan Structure: If you prefer, loans with the first 6 to 12 months of interest only payments are easily available in the market place. • Interest Rate: Rates can be fixed for the term or adjustable with prime or other rate indexes. Although your payment may be less with an adjustable rate, rates will eventually rise and locking in a fixed rate today for the next 7 to 15 years is your best solution.

Advantages to Buying a Practice

There are several advantages, including acquiring an established patient base and patient flow. You will need to pay close attention to staff retention: The seller was the pillar of the practice for many years and has now left. The staff is an integral face of the practice and has a good rapport with patients, which means you may need to 30 • September 2015

retain the staff for at least the first year. The practice broker will walk you the best patient retention and transition strategy and will also help with an introduction letter, ideally signed by the seller, if you haven’t previously worked in the practice. Buying a practice can also provide cash flow and allow access to established insurance relationships.

Potential Acquisition Risks

From investing in the stock market, buying real estate, or buying a practice, there are risks to every financial investment. Although buying an existing dental practice provides low risk to the buyer, it is not entirely riskfree. As you go down the path of practice ownership, it’s important to understand the following: • You are buying someone else’s practice (philosophy, flow, treatment planning, staff training, systems, etc.) • Possible loss of patients during the transition. Many patients have remained loyal to the seller for many years and may look for a dentist closer to their home. • Existing staff is paid very well based on the length of employment and tenure; you may feel they are overpaid based on their skill level or other market-based reasons. • The staff may not bond with the buyer and voluntarily leave the practice. • The equipment and office may be outdated, which will require additional investment.

Practice Philosophy

Does this practice match your professional vision for several years to come? Your due diligence up front will prove to be very crucial to a successful transition and all your beliefs and experience, up until now, will need to be evaluated and measured when you are considering which practice is right for you. Do you and the seller practice with the same quality of care? Is the type of dentistry the practice is known for aligned with your practice vision? Is the practice feefor-service? What percentage of the practice is capitation? What is the percentage of PPO patients? What is the ratio of cosmetic or restorative dentistry versus hygiene? How

much business is referred out to specialists? Can you perform the specialty care if it has been kept in-house? Knowledge is power, and the more you know about the big investment, the better off you will be.

Types of Acquisitions

There are multiple options with a practice acquisition, including: • 100% Buyout: Purchasing 100% of the practice with the seller who may exit right after the sale or stay on for a period of time to transition the practice. • Buy In: Buy in for 25-50% with the condition of buying the rest of the practice in a pre-determined period when the seller decides to retire. • Associate with the option to buy: A practice owner may see the value with retaining a quality associate and offer a future option to purchase. In these cases, before you sign and agree, consult with one of your advisors on the details of such an agreement.

Room to Expand

Chances are this is your first practice and you are ready to conquer the world. If your production meets your ambition, do you have the room to expand? If not, as you begin to take your practice to the next level, a future alternative site may be an option if the existing space is holding you back.

Determining a Practice Value

Oftentimes there is a discrepancy between what a seller believes their practice is worth and what the buyer feels it is worth. While there are several methods used to value practices, the market value (what a buyer is willing to pay) is the most common. Practices usually sell for 70 to 90% of last year’s revenue, while specialty practices may sell for less due to possible volatility with the referral sources for the practice. As a prospective buyer, put yourself in the seller’s seat for one moment, and imagine that you have owned this practice for the past 20 to 30 years. It was your livelihood, one of your key connections to the community. You now have patients who are the children, perhaps even grandchildren of your patients. There is a high probability that the proceeds from

the sale of your practice will be a significant piece of your upcoming retirement. There will often times be an emotional value aspect to the sale, regardless of the monetary value

Take It Slow

consultant who will spend time in the practice to analyze the staff, the systems, and perform a complete chart audit/patient count. Consultants may be a great idea not only during due diligence, but also during

Take things slowly, especially when the seller immediately leaves post-sale and does not stay on for the transition period. Take your time to understand the existing systems and processes before you decide to make changes. Your patients may go through some anxiety with losing their trusted dentist, so maintaining those familiar faces and practices in the office is important. A true transition period, with both doctors working, can make or break a transition. It’s beneficial to everyone involved and also helps curtail any confusion the new buyer may have about the environment and philosophy.

Do Your Own Due Diligence

If there is a broker involved in selling you the practice, the broker will have done the proper due diligence to represent the seller and will have a good idea of what you are buying. I recommend taking it one step further—hiring an independent practice

When you need financing for your dental practice, you want to work with someone who understands your industry. For almost two decades, Bank of America Practice Solutions has helped dentists across the nation reach their goals through smart financial solutions* and expert guidance. Whether you own a practice or are just getting started, they can provide customized financial solutions for your short-term needs and long-term aspirations. Purchase and Start-Up: • Practice Sales & Purchases • New Practice Start-ups • Commercial Real Estate Products

*All programs are subject to credit approval and loan amounts are subject to credit worthiness. Some restrictions may apply. Bank of America is a registered trademark of Bank of America Corporation. Bank of America Practice Solutions is a division of Bank of America, N.A. ©2014 Bank of America Corporation | ARUU4XVV

Head Pain

Ear Ear pain • Ringing in ears Dizziness • Vertigo

Eyes

Jaw

Pain behind eye Blood-shot eyes Sensitive to light

Clicking, popping jaw joints Pain in cheek • Limited opening

Teeth

Neck

Clenching/grinding at night Looseness and soreness of back teeth

Lack of mobility/stiffness Neck pain • Tired/sore muscles Arm/finger numbness

Visit us online at w w w.tmdatlanta.com to download a referral form and learn more about our services! Manoj Maggan DDS, DABDSM, DABCP, DAAPM, FICCMO, FAACP

3590 Old Milton Parkway, Alpharetta, GA 30005

Center for TMJ Therapy

Growth & Restructuring: • Improvement and Expansion Financing • Equipment Financing • Practice Equity Loan Program

Quick turnaround. Personal attention. Real solutions. To learn more, call them toll free at 800.497.6078, Monday through Thursday, 8 a.m. to 8 p.m., and Friday, 8 a.m. to 7 p.m. EST. You can also visit bankofamerica.com/practicesolutions for more information or to schedule a phone consultation.

Do your patients suffer from any of these symptoms? Forehead • Temples Migraine-type Sinus-type

the transition. Hiring and firing, customizing and establishing YOUR systems, and maintaining them—without rocking the boat too much—are all their areas of expertise.

770.521.1978 phone • 770.521.9936 fax www.tmdatlanta.com • office@tmdatlanta.com

If your patients have any of these symptoms and are not responding to treatments, they may be suffering from a TMJ disorder. Problems within the jaw can produce a myriad of symptoms that, at first glance, might appear to be totally unrelated to the temporomandibular complex. Our dedicated team of professionals have years of training and are happy to assist you in the diagnosis and treatment of possible craniomandibular/ temporomandibular disorders. September 2015 • 31

What’s most important to you? If it’s providing excellent patient care, earning a great living, and getting home in time for dinner, then we invite you to call Coast Dental at (855) 559-6888. DISCOVER THE DIFFERENCE. DISCOVER COAST DENTAL. • •

• • •

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Focus on patient-centered care Clinical autonomy, including the opportunity to provide endo, oral surgery, and even implants and orthodontics with approved training Solo GP practices See an average of 8 – 12 patients per day You provide your own diagnosis, treatment plan, and treatment Sign-on bonus and relocation assistance Bonuses up to $20,000 annually $215,000 annual average full-time general dentist earnings potential $425,000 annual average full-time specialist earnings potential No employment contracts No lab fees Associate and ownership opportunities Health benets, 401(k) plan & paid time off Continuing education provided

LEARN MORE

TODAY

(855) 559-6888

DrRecruitment@CoastDental.com

Careers.CoastDental.com

^The compensation and bene ts outlined are for full-time, employee general dentists; terms and conditions apply. Independent contractors are not eligible. Ask us about opportunities for independent contractors. EOE/M/F/D/V. The dentists and hygienists are employees or independent contractors of Coast Dental of Georgia, P.C., (Adam Diasti, DDS, DN11634). © 2015 Coast Dental. All rights reserved. CD-102290

32 • September 2015

GDAPROMOTIONS OCTOBER IS DOMESTIC VIOLENCE AWARENESS MONTH In 1995, the National Resource Center on Domestic Violence convened several national domestic violence organizations— Futures Without Violence, the National Coalition Against Domestic Violence, the National Domestic Violence Hotline, and later the National Network to End Domestic Violence—to launch a new effort to support domestic violence programs’ awareness and education efforts for Domestic Violence Awareness Month, observed annually in October. This collaborative effort became the Domestic Violence Awareness Project. Domestic violence is best understood as a pattern of abusive behaviors, including physical, sexual, and psychological attacks as well as economic coercion, used by one intimate partner against another to gain, maintain, or regain power and control in the relationship. Research indicates that most physical injuries resulting from family violence are found on the head and neck, areas that are visible to the dentist during examinations. For example, dentists may observe injuries such as chipped or cracked teeth, a black eye, a broken nose, bruises on the earlobes or chin, and fingermarks on the neck, upper arms, or wrists. Given that dental professionals routinely assess the heads, faces, and necks of patients, they are in a unique position to identify the signs of family violence. Battering is the single largest cause of injury to women in the United States. In 2010, Georgia mourned at least 130 domestic violence related deaths. (Source: http://gcadv.org/general-resources/ common-myths-about-domesticviolence.) In Georgia, dentists are mandated reporters and are required to report suspected abuse, neglect, or exploitation. Dental offices may consider contacting an advocacy group representing children, the elderly, or victims of domestic violence first for guidance on what steps to take and to request assistance. Dentists are allowed to document suspected abuse and neglect in

patient records with photos, radiographs, and narratives. Georgia law allows photos to be taken of individuals to document injuries or marks which may be suspicious. However, the photos should not reveal the identity of the subject if possible. Some avenues where dentists may seek additional information on domestic violence and abuse and neglect of other vulnerable populations include:

1) Domestic Violence Awareness Project: www.nrcdv.org/dvam 2) Georgia Coalition on Domestic Violence: http://gcadv.org/ 3) www.preventchildabusega.org 4) www.georgialegalaid.org/resource/ what-is-elder-abuse

Plan for Domestic Violence Awareness Month: 1) Visit the GDA website www.gadental.org. 2) Click the green “GDA Services” button. 3) Click “Practice Promotions” in the drop down menu. 4) Review the information and download materials. 5) Email admin@gadental.org or call (800) 432-4357 for help. September 2015 • 33

GA-AUG-2015.pdf

8/5/15

8:31 AM

CMY

Have your patients complained about any of these symptoms?

Oral

Appliance Therapy ...

HEADPAIN Forehead Temples Migraine type Sinus type

EYES

Pain behind eye, above eye, below eye Sensitive to light

EAR

Ear Pain Ringing in ears Dizziness Vertigo Fullness

TEETH

Clenching/Grinding at night Looseness and soreness of back teeth Unexplained tooth pain

NECK

JAW

Lack of mobility/stiffness Neck pain Tired/sore muscles Arm/finger numbness

Clicking, popping jaw joints Pain in cheek Limited opening Face pain Muscle stiffness

a solution for your snoring and non-compliant CPAP patients.

Mayoor Patel

DDS, MS

D.ABDSM, DABOP, DABCP, DAAPM, FICCMO, FAACP, FAGD

We also provide Oral Appliance Therapy to manage obstructive sleep apnea. 1505 Mount Vernon Road, Suite 150 • Dunwoody, GA 30338

P: 678 899 6076 • F: 678 899 6075 W: www.cpcgeorgia.com E: office@cpcgeorgia.com Dental Sleep Medicine and Craniofacial Pain are not recognized as specialty areas by the ADA. Adjunct Clinical Instructor Tufts University, Boston, MA & Georgia Regents University, Augusta, GA

HEADACHES

34 • September 2015

FACIAL PAIN

NECK PAIN

TMJ DISORDERS

SLEEP APNEA

GDACLASSIFIEDS CE COURSES

DENTAL STAFFING

Emergency Preparedness & Simulation! 9 CEUs. ADA Accredited. Sedation Ready Inc. is offering a unique training program that provides your dental team with the tools to handle medical emergencies during oral or IV sedation that may arise in your office. The 9 CE credit ADA-accredited course provides lecture/hands-on emergency scenarios with SIM-LAB technology to exclusively train you and your dental team. To book a training near you visit: www. sedationready.com/booking.

NEED A TEMPORARY HYGIENIST? Why inconvenience your patients and lose that revenue? We have friendly, experienced, competent staff available six days a week. Please call or email for competitive rates. Phone (404) 900-8924 or email drresourcesllc@gmail.com.

Smyrna—Associate Dentist: Our fast growing general practice has a need for a dentist looking for growth and professional interaction. This excellent opportunity offers a pathway to ownership. Base salary plus exciting incentives. Please email resumes to christinevo48@gmail.com.

POSITIONS AVAILABLE

Pediatric Dentist—North Atlanta. We have an excellent opportunity for a pediatric dentist who wants to grow with our company. We offer a great work environment, modern equipment, and back office administrative support to enable out dentists to succeed in providing top quality care. We also offer a competitive compensation package and a career path for growth. If interested in this great opportunity, please fax resume to (678) 550-5490.

DENTISTS AVAILABLE Dentist (Temp Fill In): DEA# and insured; GA, FL, AL licensed. Private practice (solo & groups), military experience. Email: drglassdmd@yahoo.com or call cell# (770) 656-5269 or (770) 380-7487. Dentist will fill in for illness, vacation, or continuing education. Licensed, insured, DEA #. Call (404) 786-0229 or email breighard@gmail.com. DENTIST: Need Part Time Fill In? Vacation, Illness, Maternity? GENERAL DENTIST SOLD LONG ESTABLISHED PRACTICE. GA & DEA LICENSED. Available Expanded Atlanta Area. Cell: (404) 219-4097. Home: (404) 842-1196. Jesse Hader, DDS. Dentist available during emergencies, vacation, CDE courses. I have a current license, DEA certificate, and insurance. Contact me at (706) 291-2254 or cell (706) 802-7760. I hope I can be of service to you. Patrick A. Parrino, DDS, MAGD. Temporary Dental Office Coverage: Cover Your Hygiene Department and Emergencies. Licensed, Insured, DEA Registered. Call Dr. Norman Busch at (678) 406-0555.

Benevis is seeking Associate Dentists for our client practices located throughout LOUISIANA! Our clients offer generous compensation, continuing education reimbursement, and benefits, including 401K and paid time off. Many of our clients also offer a sign-on bonus up to $70,000, paid relocation assistance and visa/permanent residency sponsorship. Contact Renee Baron at rbaron@benevis.com to learn more about current openings in LOUISIANA! Kool Smiles has Associate Dentist FT/PT/ Multi-Site Opportunities in LOUISIANA. UP TO $70,000.00 SIGN-ON BONUS + RELOCATION! EARN UP TO $650.00/DAY GUARANTEE OF A % OF COLLECTIONS! We are the nation’s leader in general dental care to under-served kids, teens, and adults. Kool Smiles has openings in New Orleans, Lafayette, Lake Charles, Monroe, and Shreveport, LA. Contact Renee at rbaron@ benevis.com! Dental Office needs friendly Pediatric Dentist and Orthodontist part-time: Flexible schedule! Call immediately. (678) 620-5001 or (770) 565-1010.

Associate Dentist Needed 2-3 days/ week: General private family practice in Johns Creek looking for a part-time general dentist with potential for full-time. This is an excellent opportunity for an energetic, motivated dentist with a great personality and excellent communication skills. Modern facility with 6 ops, digital radiography, and intraoral camera (FFS and PPOs only). The practice is well-established, busy, and offers a wide diversity of procedures. Interested dentists, please contact us via email at doclemons@comcast.net. We currently have an excellent opportunity for both an endodontist and periodontist looking to add a satellite office to their current location. Presently our area is in need of both. We have just constructed a beautiful, well-appointed new facility that we made provisions to bring in these specialists. Come join our professional support team in helping us create an atmosphere of enthusiasm, excellence, and success. Email resumes to drdent@ windstream.net.

Pediatric Dentist—Lakeland, Florida. We have an excellent opportunity for an associate pediatric dentist who wants to grow with our company. We offer a great work environment, modern equipment, and back office administrative support to enable our dentists to succeed in providing top quality care. We also offer a competitive compensation package and a career path for growth. Our office is located just 40 minutes from either Orlando or Tampa. If interested in this great opportunity, please fax resume to (678) 550-5490.

CLASSIFIEDS

Continued on page 36

September 2015 • 35

CLASSIFIEDS Continued from page 35 Please consider joining our outstanding team, where you will have the clinical freedom & autonomy enjoyed in a traditional private practice without the additional financial or administrative burdens associated with practice management. Our office is located in Cherokee County, a northern suburb of Atlanta, in one of the top 5 hottest zip codes in the state. We are growing at the same pace, averaging 150200 new patients per month! Yes, that’s not a typo, and that is with zero capitation or Medicaid involvement! We love new grads, we love to mentor! Full time, part time, Saturday only we need you—guaranteed compensation plus production bonuses, paid CE, sign on, and relocation bonuses available. YOU OWE IT TO YOURSELF TO GIVE US A LOOK! Email contact Regina McClendon reggieworkws@yahoo.com. Multi-Location Dental Group north of Atlanta seeks General Dentists for our pediatric and teen practices in Lilburn, Dacula, and Gainesville, GA. We have both part-time and full-time opportunities available immediately! Also seeking Pedodontist for our Dacula pediatric practice. Whether you are a new grad or a seasoned professional, we are looking for goal-oriented and motivated team players with terrific communication skills and a positive attitude. Our benefits package and compensation are extremely generous and competitive, which include: $20,000 Sign-On Bonus with Standard Contract, Referral-Bonus Program, Compensation Package, 401(k), Health & Dental Insurance, LTD, PTO, CE Course & Malpractice Reimbursement. How Is Our Company Different? Family Owned & Operated for Over 30 Years, Privately Owned With Over 35,000 Patient Visits Per Year Company-Wide, Mentorship and One-On-One Training of Pediatric Dentistry by the Board Certified President & Owner, Ongoing Residency-Style Doctor Forums & Panels To Broaden Your Scope of Dentistry, Unparalleled Marketing & Branding Concepts Geared Towards Educating Thousands of Children Annually In Georgia, First In-House IV Sedation Facility in the State of Georgia with On-Site Anesthesiologists. If interested, please send your cover letter, CV, and references to HR@ TeboDental.com. 36 • September 2015

State of the art practice looking for an enthusiastic, motivated, personable associate to join our team. Currently we are in the process of constructing a gorgeous new facility after having outgrown our current office. Come join our exceptional team that promotes a warm and friendly environment, while providing the utmost that dentistry has to offer. Email resumes to drdent@windstream.net. Part time Pediatric Dentist or General Dentist with pediatric dental experience needed: We have an outstanding part time opportunity for a Pediatric Dentist or General Dentist in our successful, wellrespected quality oriented private pediatric dental practice for the right candidate. We offer excellent compensation. For more information please contact Dr. Vishant Nath at 678-763-2600 or email drnath@ kidshappyteeth.com. Amazing things happen when you love your work! We would like to offer you a unique opportunity to do the work you love without having to worry about the non-clinical aspects of running a practice. We take pride in knowing that our experienced team of professionals offer the highest standard of care by enriching the lives of our patients and the community. In addition to offering long compensation, we offer a very competitive benefits package. Current opportunities available at our Hiram, McDonough, Alpharetta, Covington, Acworth, and Atlanta locations. Please contact us at (717) 590-1500 or email your CV to christa.barnett@blackforddental.com. Part-time associate needed in southwest Georgia: We have a well-established, comprehensive practice that is steadily growing. The practice has a wonderful reputation and we deliver top-notch care to patients of all ages. It’s located about 30 minutes from Albany, GA, in a quiet, rural, small-town setting. We are seeking a dentist with real compassion who is interested in working in a busy, productive, and very professional setting. If you are looking for a profitable, part-time position with opportunity to grow with the practice, please send an email & resume to dallasdmd@bellsouth.net.

Successful, established Dental practice in Roswell/Alpharetta, Georgia, seeks personable Dentist compassionate about helping others. Room for growth, future expansion opportunities, and EXTREMELY competitive pay. Among the best compensation packages available including an Excellent floor salary with bonus payout on production. Practice has the latest equipment as well as a recent renovation with latest interior furnishings. For more information, please inquire at alexkhademi@yahoo.com or call (404) 3754504. Atlanta—Associate Dentist: We have a once in a lifetime opportunity for an experienced dentist who cares about patients and performs high quality dentistry. We need someone who is capable of replacing the current dentist and producing $600K-$1MM per year. High volume crown and bridge, CAD-CAM. We are looking to build a long-term relationship with the right person. Serious candidates only. Email resumes to 1careerinfo@gmail.com. Orthodontist and Endodontist, and Oral and Maxillofacial Surgeon: Atlanta. We have lucrative opportunities in our Atlanta group practice for an Orthodontist and an Endodontist. We have a proven track record of successful implementation of specialty services within our business model. Exceptional support staff and systems are in place. Our general dentists are seasoned and experienced, which gives us an advantage in generating and securing referrals. We focus on serving the patient at the highest level with an emphasis on quality of care and customer service/satisfaction. We have a large patient base, having seen over 30,000 patients. We maintain and enjoy good locations for our facilities with high visibility which is a draw for outside referrals as well. Experienced candidates please email resumes to: 1careerinfo@gmail.com. Orthodontist Needed: Our state of the art multi-specialty practice is seeking an orthodontist to join our team. We are looking for an orthodontist with a great attitude, excellent communication skills and good work ethic. This is a part time position, however the individual will be the primary

orthodontist in our office. We offer a friendly and professional working environment and we have a experienced group auxiliary staff to work with. Days are flexible. Candidate must have Invisalign experience and be comfortable working with patients of all ages. Interested persons should submit resume to: orthodmdresumes@yahoo.com. Great Expressions Dental Centers has a current opening for a full time General Dentist in our solo, digital Kennesaw, GA, practice (located at Town Center Mall). Dentists can expect unlimited production based earnings, full benefits (such as medical, dental, 401K, and continuing education), paid time off, malpractice coverage, a stable patient base with full office staff in place, and long-term practice or regional career growth with possible investment opportunity. Relocation or sign-on bonus possible as well! *****Please watch more about our Doctor Career Path http://www.screencast.com/t/ M3xWM5CYN and apply via this ad to join our team!

PRACTICES/OFFICE SPACE AVAILABLE A SAVANNAH AREA GP #6764 General; Gross collections $1.82 Million; 6 days. 12 operatories; 8,174 sq. ft. office space. For more information contact Dr. Earl Douglas at (770) 664-1982 or earl@adssouth.com.

Gwinnet, Henry, Bullock, Bibb, Glynn, and Chatham. Save time and hundreds of thousands on build-out costs. Whether you need a satellite location or a solo office, don’t let this opportunity pass you by. Contact us at DentalJobsAtlanta@gmail.com. Extremely unique opportunity: Thriving practice in north side Atlanta, directly between Dunwoody and Sandy Springs. Literally across the street from MARTA rail and bus. Location, location, location! Previous owner has lost most patients, thus the need for a new energy, with your own patients to follow. Cost near ZERO, only want a reliable tenant to pay monthly rent. General practice; four ops, two dentists, two hyg. Equipment needs some updating, but the potential is off the charts! 2100sf, windows and light everywhere, including ops. Full lab; generous storage; private office and mechanical; reception and business office amazing. Pix available on PDF. Call Cliff at (770) 377-8923. N. ATL Dental Practice FOR SALE. Growing dental practice in high traffic growth market of Johns Creek. Up-todate environment with room to grow. All equipment paid for. Practice provides full range dentistry care to families. Great practice for those looking to expand in size to new location or new dentist looking to start own practice. Friendly, dependable, loyal staff. Please email lynn@5thaavc.com.

Long standing General Dentist with 4 op practice for sale in rural community 90 minutes east of Atlanta. 100% Fee For Service patient base with $650K gross in 2014. Practice offers good profitability with a 4 day work week. Practice proforma and after tax cash flow analysis available. Contact: loganvilledentist2015@gmail.com.

Established General Practice for sale in highly desirable Sandy Springs location. Practice offers 2,500 sq ft with 5 ops, consult, private office, digital, updated equipment. 2014 gross $520K, 800 active patients with 12 month average NP @ 18 per month. Seller confidential. Contact via email at atlantadentist2014@gmail.com.

AN ATLANTA GP #9044 General; Gross collections $413,023; 3 days. 4 operatories; 1,500 sq. ft. office space. Four plumbed but unequipped operatories. For more information contact Dr. Earl Douglas at (770) 664-1982 or earl@adssouth.com.

Great opportunity for associate dentist in Valdosta. Technologically advanced practice. Treatment mix includes restorative, routine crown and bridge, implants, Invisalign, endodontics, non-surgical perio. Office equipped with Digital X-Rays including CBCT, ITero Scanner, Piezo Surgery, Rotary Endo. Avoid the daily city hustle! Valdosta State University, Moody AFB, South Georgia Medical Center. It’s all here. Contact Earl Douglas at (770) 664-1982 or earl@adssouth.com.

Great Opportunity for Dentist or Specialist: Location, location, location! Fully equipped offices with 6-7 chairs that are ready for move-in. Only one or two spaces remain in the following counties: Fulton,

PLACE A CLASSIFIED AD 1.) Submit ads via the GDA Classified Submission Form. Visit www.gadental. org, click the “GDA Services” button, then click classifieds to find the link. 2.) ALL ads and pre-payments are due by the first of the month before the publication month (i.e., December 1 for January). 3.) ADA member dentists pay $75.00 per 60-word ad per month. There is a 50 cents per-word charge for each word over 60. Non-ADA member dentists may not advertise in GDA Action. 4.) Non-dentist-owned companies pay $195 per 60-word ad per month. There is a 50 cents per-word charge for each word over 60. 5.) Ads are payable by check, money order, Visa, MasterCard, or AMEX.

SEPTEMBERADS Aftco........................................................................ 12 Atlanta Age Management Medicine................. 12 Bank of America.......................................................6 Center for TMJ Therapy....................................... 31 Coast Dental.......................................................... 32 Craniofacial Pain Center of Georgia.................. 16 DDD Foundation................................................... 23 Dental Care Alliance............................................. 21 Dr. Mark Padolsky—TMD Dentist...................... 16 ERG Payroll & HR......................................................8 GDA Expanded Duties Program........................ 16 GDA Dental Recovery Network.......................... 31 Georgia Academy of Cosmetic Dentistry......... 28 Georgia Dental Insurance Services................... 40 Henry Schein......................................................... 28 Hospital Dentistry—Dr. Kurtzman.................... 16 Oberman Law Firm..................................................2 Paragon Practice Transitions.............................. 34 PNC Bank................................................................ 14 Suntrust Mortgage............................................... 24 Southeast Transitions ......................................... 12

September 2015 • 37

k e e W d re e v li e D s w e N l Read Breaking Denta

ly!

Get the Weekly GDA E-Connect The Georgia Dental Association weekly E-Connect email newsletter is just for you, the members. The GDA office will distribute the email every Thursday. Content will include GDA and district announcements, upcoming deadlines, legislative action items, links to events, member news, and special promotions. Members are welcome and encouraged to submit information to be shared via the E-Connect. Please provide the GDA office with the email address you check the most often so you don’t miss the news you need! Email Delaine Hall at hall@gadental.org and say, “I want GDA Connect!”

38 • September 2015

WOULD YOU WANT A FILLING FROM A FISHERMAN? As a healthcare professional you understand the importance of being an expert better than most. Because expertise matters. That’s why Carr Healthcare Realty exclusively represents healthcare providers. And why so many healthcare practices trust us to help them with their real estate needs. Contact us today for your free lease or purchase evaluation. Our expertise will save you time and money.

ONLY HEALTHCARE. ONLY TENANTS AND BUYERS. ™ Matt Adrian | 404.989.4663 matt.adrian@carrhr.com CARRHR.COM

September 2015 • 39

Journal of the Georgia Dental Association 7000 Peachtree Dunwoody Road NE Suite 200, Building 17, Atlanta, GA 30328 INSIDE THIS ISSUE: Honoring GDA Award Winners Annual Meeting Review & Preview Dr. Pete Trager for ADA Second VP GDA Group Buying Program Tips

40 â&#x20AC;˘ September 2015