Dental Practice Management Winter 2009

Dental Practice

CANADA’S CANADA’S LEADING LEADING BUSINESS BUSINESS & & LIFESTYLE LIFESTYLE MAGAZINE MAGAZINE FOR FOR DENTISTS DENTISTS

winter 2009

MANAGEMENT MANAGEMENT

Working in a

timE WARP?

Time to invest in

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Working in a

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Dental Practice

Management

Winter 2009

Features Office Design

8 Coronation Dental Specialty Group

40

Finance

12 Equipping Your Practice for Success Stephen Prime Staff Development

18 Is Your Front Desk Working For You? Julie Johnstone Sunrise/sunset

23 Dental-Legal Pitfalls Facing the

‘New’ Practicing Dentist – Part II Rollin M. Matsui, BSc, DDS, LLB

30 Dental-Legal Pitfalls Facing the ‘Retiring’ Dentist – Part II Rollin M. Matsui, BSc, DDS, LLB Practice Management

33 Riding the Wave of Change

(What Got You Here Won’t Get You There!)

Peter Barry, CMC, RRDH

8

Dental Technology

40 Is It Time to Invest in New Technology?

Roger P. Levin, DDS

Departments 5

Editorial T he historically frowned upon concept of ‘selling’ dentistry

6

News Briefs D entists recognize nurses’ contribution to oral health

44

12

Dental Marketplace

Dental Practice Management Winter 2009

3

Excellence of

Celebration

The University of Toronto Faculty of Dentistry and Dental Alumni Association are proud to announce the 2010

AWA R D S OF

Distinction

Gala

Saturday, March 27, 2010 Toronto Marriott Downtown Eaton Centre

Honouring: Dr. Aldo Boccia

Dr. Howard Tenenbaum Toronto Alpha Omega Dental Society

Raising funds to help patients access care.

Even with reduced fees, financial hardship causes many of our patients to decline even basic dental care. We find ways to help, but we need to do more.

Seating is limited! RSVP by March 8, 2010. $250.00/person. Hotel discount available Buy tickets online at www.utoronto.ca/dentistry/gala

For more information call: 416-979-4940, Ext: 1

Editorial

The Historically Frowned Upon Concept of ‘Selling’ Dentistry I Catherine Wilson, Editor

appreciate you walk a fine line between healthcare provider and marketer. I appreciate that some of you would rather die than sully yourselves in the cesspool of commercialism. However, my friends, it is a fine line, not the Great Wall of China. Upon graduation, were you planning to practice only on each other?

There’s selling, and then there’s ‘selling out’. The Canadian Medical Association (CMA) is being criticized by some for snuggling up with a major pharmaceutical company to develop an education program for Canadian physicians. Pharmaceutical companies are in business to make money, after all, and should not be involved in the education or treatment decisions of physicians. And despite assurances from the CMA, some ‘experts’ feel that regardless of the best of intentions, opportunities for influence exist. Studies have shown that doctors are more likely to prescribe a particular company’s drugs if they have a personal relationship with someone from that company. You don’t say?

It gets worse for those in rose-colored glasses. A senior executive of that same pharma company (Pfizer Canada, a division of the world’s largest pharmaceutical company, Pfizer Inc.) was appointed to the governing council of the Canadian Institutes of Health Research (CIHR).

Shudder. For some, this is the personification of a world gone mad. The ‘for profit’ corporation has infiltrated a body that Canadians rely on to finance unbiased research in the public interest.

NDP health critic Judy Wasylycia-Leis is reported to have said of this appoint-

ment, “Having drug companies advise the government is like having the big, bad wolf advising the three little pigs on how to build their homes.”

Back to ‘selling’ dentistry. Guess what?

If you are the owner of your dental practice, you are a CEO. As Peter Barry wrote in the summer issue of DPM, “For most dentists, the concept of “selling” is not something they signed up for when applying to dental school. In fact for many clinicians, especially first decade dentists, when they hear the word “sales” it conjures up images of manipulating people into parting with their hard earned money.

This belief is rooted in the underlying mentality that we are a medical profession and should simply be able to tell people what they need and they should just be able to trust us and accept our advice. This viewpoint can be somewhat self-limiting because most of us practice in a fee-for-service environment where even if the patient has dental insurance, the average policy does not provide benefits for a lot of what modern dentistry has to offer. This means that our ability to deliver optimal health and wellness to society will rest largely on our ability to ‘inspire’ our patients to desire and pay for what we can do for them.”

I’m not suggesting that you lurk outside an office where hundreds of workers have just been laid off, thrusting your business card at them as a reminder that those dental benefits will run out soon enough!

Sell yourself, sell your services with ethics and integrity. You are a healthcare provider and an entrepreneur. DPM

Dental Practice Management

Winter 2009

5

News Briefs a business information group publication Editorial Director: Catherine Wilson 416-510-6785 cwilson@oralhealthjournal.com

Dentists Recognize Nurses’ Contribution to Oral Health

Art Direction: Andrea M. Smith, Valerie Perrott

Toronto_The Registered Nurses’ Association of Ontario (RNAO) was recently acknowledged by the Canadian Dental Association (CDA) for its contribution to oral health promotion. The Oral Health Promotion award was bestowed on the nursing association for its best practice guideline, Oral Health: Nursing Assessment and Interventions. Irmajean Bajnok, Director of International Affairs and Best Practice Guidelines Program at RNAO said, “We’re thrilled to receive this award and applaud the CDA for valuing this important work in promoting oral health and for enhancing inter-professional collaboration in a very real way.”

The guideline was developed to assist nurses by providing them with evidencebased oral health resources for adults with special needs including the elderly, the physically compromised and those with mental health issues. The guideline has the ability to raise the oral health awareness of the 144 ,000 nurses practicing in Ontario and to support professional development in oral health care for all health-care professionals in Ontario. The award was presented by CDA president, Dr. Friendlander to Toba Miller, Registered Nurse, and guideline panel leader in Ottawa.

RNAO’s guideline hopes to advance the promotion of oral health as well as, prevention of oral diseases and disorders. In order to support the uptake of the Oral Health Best Practice Guideline, which was published in December 2008, the RNAO partnered with the Halton Region Health Department to produce two DVDs to assist nurses and other health-care professionals to deliver safe, effective oral care to vulnerable groups. www.rnao.org

Client Appreciation Night

In honour of Robert Klausz’ retirement, the event was held at the Nobel Biocare Training Centre in Richmond Hill, ON. More than 30 dental guests attended.

Some dentists have been clients for more than 30 years.

72nd annual Winter Clinic attendance figures 2009 881 dentists

800 dentists

384 hygienists

417 hygienists

446 assistants

582 assistants

977 exhibitors

1,134 exhibitors

66 students 1 technologist 180 visitors Photographed are (l to r) Dr. Stephen Abrams, Susan Klausz, Robert Klausz, RDT, and Ronald Klausz, RDT.

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2008

Winter 2009 Dental Practice Management

74 students 3 technologists 72 visitors

Production Manager: Phyllis Wright Circulation: Cindi Holder Advertising Services: Karen Samuels 416-510-5190 karens@bizinfogroup.ca Consumer Ad Sales: Barb Lebo 905-709-2272 barblebo@rogers.com Classified Advertising: Karen Shaw 416-510-6770 kshaw@oralhealthjournal.com Dental Group Assistant: Kahaliah Richards 416-510-6777 krichards@oralhealthjournal.com Associate Publisher: Hasina Ahmed 416-510-6765 hahmed@oralhealthjournal.com Senior Publisher: Melissa Summerfield 416-510-6781 msummerfield@oralhealthjournal.com Vice President/ Canadian Publishing: Alex Papanou President/ Business Information Group: Bruce Creighton Offices Head Office: 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2. Telephone 416-442-5600, Fax 416-510-5140.

Montreal: 1 rue Holiday Street, East Tower – Suite 705, Pointe-Claire, Quebec H9R 5N3, telephone 1-800-363-1327, 514-630-5955, Fax 514-630-5980.

Dental Practice Management is a quarterly publication designed to provide the entire dental team with business management information to make practices more successful.

Articles dealing with investment planning, personal finances, scheduling and collection procedures, in addition to lifestyle issues, are geared to all practicing Canadian dentists, hygienists, dental assistants and office managers. Please address all submissions to: The Editor, Dental Practice Management, 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2.

Dental Practice Management (ISSN 0827-1305) is published quarterly, 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2.

Subscription rates: $10.00 single copy Canada. One year: ON & rest of Canada $26.70; QC $28.70; NB, NF, NS $28.69; U.S.A. US$27.95; Foreign US$45.95. Dental Guide $18.40 in ON, QC, NS, NB, NF; rest of Canada $17.12; US & Foreign US$16.00. Printed in Canada. All rights reserved. The contents of this publication may not be reproduced either in part or in full without the written consent of the copyright owner.

From time to time we make our subscription list available to select companies and organizations whose product or service may interest you. If you do not wish your contact information to be made available, please contact us via one of the following methods: Phone: 1-800-668-2374; Fax: 416442-2191; E-mail: privacyofficer@businessinformationgroup. ca; Mail to: Privacy Officer, Business Information Group, 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2.

Canada Post: Return undeliverables to Circulation Dept. – DPM, 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2.

Canada Post product agreement No. 40069240.

Dental Practice Management, USPS 019-616 is published quarterly by Business Information Group, a leading Canadian information campany with interests in daily and community newspapers and business-to-business information services. US office of publication: 2424 Niagara Falls Blvd., Niagara Falls, NY 14304-0357. Periodicals postage paid at Niagara Falls, NY. US postmaster: Send address changes to DPM, P.O. Box 1118, Niagara Falls, NY 14304.

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Office Design

Coronation Dental

Specialty group T

he new home of the Coronation Dental Specialty Group in Cambridge, Ontario is located in the Canamera Medical Centre, a large, one-level medical fac­ ility in the middle of the city. CDSG is a large group of dental specialists providing oral and maxillofacial surgery, perio­ dontics, endodontics and anaesthesia services.

“This is an example of a very well planned outpatient surgical specialty. It was designed not only for patient comfort and safety but also for efficiency and patient flow,” says Dr. Leslie Diamond, one of the group’s six oral and maxillofacial surgeons.

Seeing that the necessary square footage was to include a basement, the office design included a very large open-concept glass and stone staircase. Except for a small hidden area behind the large reception desk, the entire 10,500 square feet of the main level is devoted towards patient care and treatment. The spacious 10,300 square foot lower level contains all administrative functions, doctors’ and managers’ offices, mechanical equipment, computers, supply storage, a lab and

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Dental Practice Management

staff lounge and kitchen. There is also a large lecture/meeting room and gym.

This office is one of four that CDSG operates so the advanced technical and computer systems were specifically designed with efficiency in mind. “All the offices are highspeed linked to our designated cooled room that houses the guts of the system,” says Dr. Ian Furst, one of the other oral and maxillofacial surgeons. “The administrative software system along with the digital files storage system was designed specifically for our practice.”

The Paula White-Diamond Art Gallery and Design Studio in Waterloo, ON, along with JES Designs in Toronto created an office that allows for multiple providers to work in a non-crowded environment and contains all hospital grade operating room finishes and CSA approved equipment. With nine operating rooms and a nine-bed recovery suite, in addition to six dental suites, excellent patient flow DPM is easily obtained.

Office Design

Oral & Maxillofacial — Drs. Leslie Diamond; Ian Furst; Surgery Josif Pankarican; Cesare Ciavarro; John McIntosh and Stephen Cho

Periodontics — Dr. Angela Waciuk

Endodontics — Dr. Sarah Abitbol

Dental Practice Management

Winter 2009

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CAD/CAM SYSTEMS I INSTRUMENTS I HYGIENE SYSTEMS I TREATMENT CENTERS I IMAGING SYSTEMS

CEREC MEETS GALILEOS

Have you ever planned an implant with CEREC? Conservative dentistry and prosthetics have played a major role in the development of your practice.

Imagine expanding this success strategy to include implant planning and surgery. Now it is easier than ever to open the door to a new world of 3D diagnostics with GALILEOS. Sirona presents a major innovation in combining CEREC and GALILEOS data to allow a simultaneous surgical and prosthetic view on implant planning. Implant surgery has now become faster and easier than ever – simplifying your risk management, increasing your acceptance rate and perfecting your results. For satisfied patients and improved practice success. Enjoy every day. With Sirona.

www.sirona.com

T h e

D e n t a l

C o m p a n y

Finance

Equipping practice

Being a great dentist

doesn’t always mean you have the same time and skills to devote to the business side of your practice. And yet you face critical decisions about investing in equipment and technology that can affect your ability to stay at the leading edge of your profession

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Dental Practice Management

Suc

Things to consider when ma about investing in equipmen support your long-term succ Why invest in equipment and technology now?

Now is a great time to invest in business equipment, because there are opportunities to negotiate better prices following any economic slowdown. Interest rates today are near historic lows, so it’s more affordable to borrow money today than it has been in years. This means you can save valuable investment dollars (your “working capital”) for other uses.

The timing may be right for businesses in general to be investing in new equipment — but is the timing right for you? As a health care professional, you will want to make a business case for investing in new equipment, keeping in mind some key factors.

What is your strategy for your practice?

Are you happy with the services you presently offer, or would you like to provide more? Can new equipment significantly improve the experience and comfort of your patients? Can it provide new revenue opportunities?

Finding out what your peers are doing is another key consideration. Investing in new

Finance

your for

cess

aking decisions nt that will ccess

equipment now will make you more competitive in terms of the quality of care and efficiency you can deliver. Are you keeping pace with the care available to your patients elsewhere? If you fall far behind, it can be difficult to catch up and your business can suffer.

Investing in new equipment sends a very positive message to your patients. It not only shows you stay current with the latest developments and are willing to invest in improvements to better meet their needs, it also demonstrates that you have confidence in the future of your business.

An investment in computer software can make a real difference to your practice. It may not be immediately visible to patients, but they will benefit from efficiencies such as easier access to their records and the ability to bill directly to insurance companies.

Cash flow flexibility

How will any new equipment purchase impact your cash flow and your flexibility in managing it?

Matching your equipment needs to your

Stephen Prime

financial means is crucial. It comes down to sense as well as dollars. What makes sense for your business at this stage in its lifecycle?

Some dentists may wish to meet certain performance measures, such as a target number of new patients per month, before taking on more debt. As with any business decision, health care professionals have to weigh all the considerations to determine what best suits their needs.

Determining the best use of your capital is critical. Should you buy equipment, or finance your equipment and use your capital to invest in real property as equity?

What kind of cash flow do you need to generate to service your debt or leasing costs?

Look at the return on your core business — your practice.

Buy or lease?

Factors to consider include: the life expectancy of the equipment and whether you want to keep it once it’s paid for; the tax treatment and how it fits with your current financial position; the payment stream; and the amount of flexibility you are looking for in early repayment.

Some health care professionals like leasing, as it allows them to try out new modes of treatment. They can test the technology’s potential without making what could be a significant and uncertain investment. In addition, a lease can sometimes be an excellent option to help main-

Investing in new equipment sends a very positive message to your patients

Dental Practice Management

Winter 2009

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Finance

tain short-term cash reserves help you to make timely purchase as there is no initial cash outdecisions. Your bank will be able lay, and repayment can often be to help you decide what option is Here are six questions to ask yourself structured to minimize monthly best for you. as you consider whether to acquire new payments. technology or equipment: On the other hand, you could Tax implications get into a long-term lease and It’s also important to consider • D o you want to increase productivrealize the equipment doesn’t tax implications when making ity and/or efficiency, leading to greater fit into your practice. “If you decisions about technology and profitability — would new technology bought it instead, you’re free equipment. Many professionals or equipment help you to accomplish to sell it in the secondary marbelieve that leases provide the this? ket,” says Dr. Gary Stenzler, best tax treatment. However, • Do you want to grow your practice and/ who operates dental practices in this is often not the case. It will or expand the services you offer?

Ontario. Some health care prodepend on the equipment being fessionals prefer to own their purchased and the tax position • W ould investing in new technology equipment to fully control what’s of the practice. or equipment be an investment in the in their offices.

Sometimes, owning a piece core part of your practice, to make your If you determine that leasing of equipment or software, and business better? is your preference, there are two having the ability to depreci• Would such an investment move you types of leases — capital and ate it quickly, provides the best toward the future — would it be a good operating. A capital lease gentax treatment. At other times, fit with your long-term objectives? erally is used to finance equipavoiding sales tax at the time ment for most of its expected of purchase and deducting the • Would new equipment help you to keep life span; it usually includes a lease payment is the best route. ahead of — or keep pace with — your pre - a r ra nged buy-back pro Whatever you decide, be sure competitors? vision, so that you can purto seek out expert advice — • Finally, and most important: Can you chase the equipment when the from your accountant, lawyer, afford to invest in new technology or lease expires. The capital lease financial advisor, bank — to equipment? option provides some control to ensure you’re making the best the business as the end of term decision for your practice and If you answered “yes” to any of the options are t ypically known your finances. The more inforquestions above, now is the time to look up front. There are no “hidmation and advice you seek, the into what new equipment is available den” costs or negotiated values more informed your investment to support the long-term needs of your at the end of the lease term. An decision will be.

DPM practice and how you finance it. operating lease typically finances equipment for less than its ® Registered trademarks of Royal expected useful life; at the end of the lease, the equipBank of Canada. RBC and Royal Bank are registered tradement can be returned without further obligation. Leases marks of Royal Bank of Canada. can also be structured to include maintenance, upgrades The contents of this article are provided for informaand other services. tional purposes only and are not intended to provide speIf you decide you want to own a new piece of equipcific advice on your business and should not be relied ment, but don’t have the cash on hand to do so, generupon in that regard. Not all methods described herein will ally the financing option is a term loan. Term loans be appropriate in all cases. Before implementing any stratare secured, using your existing assets as security. For egy you should speak to an expert about your particular dental professionals, term loans are often available for business and create a plan that is designed to suit your 100% of the equipment value being purchased. They requirements. typically last for up to five years, but are generally structured to match the useful life expectancy of the piece of equipment you are buying.

Stephen Prime is responsible for leading RBC Whether you are looking for a lease or a loan, two Royal Bank’s service to health care profesoptions that provide great flexibility are a pre-approved sionals. He supports a team of 75 health care lease line of credit and a revolving term loan. Similar to a specialists across Canada who are experts pre-approved mortgage, a lease line of credit has a pre-set in serving the needs of dentists, doctors and dollar value that enables you to act quickly whenever you veterinarians. Mr. Prime ensures these specialists have the find equipment that is right for your practice. A revolvtools and support to provide customized solutions that help ing term loan allows you to repay and then re-borrow up health care professionals successfully operate and grow to the amount of the original term loan. This can also their practice, while effectively reducing their risks.

Six Questions

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Dental Practice Management

Ski for Kids @AlpineSki Club

Collingwood

Friday, February 5, 2010 Entry fee includes complimentary bus transportation leaving @ 7:00am from the Henry Schein Canada offices at 221 Jacob Keffer Parkway, Concord.

Entry fee also includes... Ski Lift Ticket, Continental Breakfast, Beginner/Novice Ski or Snowboard Lesson, Intermediate/Advanced Ski or Snowboard Lesson, Snowshoe Tour, Dual GS Team Fun Race Participation, Buffet Lunch and Raffles with Aprés Ski Party.

You are Invited to Lunch at the Lunch and Learn Session We are in the process of applying for CE credits for a one hour “Lunch & Learn”

Register Early ... Register now and Ski for Kids Name: _____________________________________________ Address: ___________________________________________ City: _______________________ Postal Code: ____________ Home Tel: __________________________________________ Bus. Tel: ____________________________________________ Email: ______________________________________________ My entry fee of $_________ is enclosed.

I REQUIRE: ❑ Skiing/Snow Boarding Ticket @ $150.00 ❑ Social Ticket @ $100.00 ❑ Child (under 16) Ticket @ $75.00 ❑ Skis/Snowboard Lesson - please sign me up ❑ Reserve __________ seat(s) on the bus for me at no additional charge.

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10% Discount for groups of 5 or more. (one payment per group please) Sign Up for Lessons and Dual GS Fun Race at the Hill

❑ I can't attend, but would like to make a donation of $_________

PAYMENT METHOD: ❑ Cheque enclosed...payable to Ski for Kids

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Card # _____________________________ Exp._____ /_____ Name on Card: ______________________________________

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Register by Mail: Copy/Mail this Form with your cheque to:

Henry Schein Canada 221 Jacob Keffer Parkway Concord, Ontario L4K 5T9 Attention: Suzy Marzouk Tel: 905 832 9101 ext 4321 Fax: 905 417 8965 Email: suzy.marzouk@henryschein.ca

Register Online: at this web site:

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ADVERTORIAL

Increase Revenue and Reduce Costs with ABELDent

As Canada’s leading provider of clinical and practice management software for dentists, ABELDent Inc. can help you increase your revenue and reduce your costs by providing you with comprehensive, user‐friendly software and a broad range of cost‐effective services to:

9 Maximize the number of patients that join/ stay in your practice by using key practice indicators

9 Maximize scheduling efficiency with production goal tracking

9 Improve client communication using preferred contact settings (e.g. mail, email, phone or mobile) for patients and referring dentists

9 See important information in a timely manner by using pop‐up notes and automatic display of notes when scheduling appointments

9 Improve treatment follow up with contact management tools

9 Improve punctuality and attendance with patient profiling

9 Increase case acceptance with multi‐option treatment plans and patient education

9 Minimize non‐productive “empty chair” time using a variety of scheduling tools

9 Increase accuracy of patient information and save time by allowing patients to view/update their information online or at an in‐office kiosk

9 Increase efficiency and improve accuracy of payment handling with support for integrated electronic credit/debit card processing

9 Improve efficiency and avoid delays with ABELDent’s new lab tracking feature

9 Increase collection efficiency with flexible payment options and real time electronic claims

9 Eliminate paper charts and chart handling with our secure chartless solutions

9 Maximize office efficiency by using ABELDent to automate a variety of routine tasks

9 Save time and reduce paper use by capturing signatures electronically/ protect e‐documents using electronic signature devices

9 Save time and enjoy peace of mind by using ABELDent Inc.’s remote backup, monitoring and/or administration services

As Canada’s dental software leader, ABELDent Inc. provides more than great software. To help maximize the success of our clients’ practices, we offer 24/7/365 telephone support, on‐site and online training and implementation assistance, as well as a range of other value‐added services, including:

9 Key Performance Indicator Monitoring and Analysis

9 Direct Marketing Services for New/Existing Patients

9 ABELHealthNet Patient/Practitioner Portal

9 Remote Backup and Backup Data Verification Service

9 Remote Computer Monitoring and Administration

9 Hardware Purchase and Installation

Over 6,000 of your colleagues already benefit from using ABELDent software and associated services.

As a Canadian company, our primary focus is on serving the needs of Canada’s dentists. For over 25 years we’ve collaborated with clients to develop innovative features and functionality that enhance patient care and increase practice profitability. Our Microsoft Gold Certified Partnership, achieved by only 1% of their partners, attests to our technical excellence. Today and for the life of your practice — ABELDent is your best choice.

Call 800-267-ABEL (2235) and press 0 and ask for Sales or visit www.abeldent.com/dpm for more information.

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Dental Practice Management

Canada's dental software leader, our mission is to maximize the benefits you receive from dental software over the life of your practice. ABELDent is feature-rich, user-friendly software for your entire practice, backed by an experienced, stable team with a proven record of delivering leading software and services to Canadian dentists.

Comprehensive, easy to use software. ABELDent includes comprehensive clinical and management features that are developed in collaboration with over 2300 dental practices that use it every day. ABELDent features secure recordkeeping, high ease of use and flexible options that fully support various practice styles and needs.

High quality, low cost support. We deliver professional and responsive support 24/7/365 at a very reasonable price - the average support cost for ABELDent practices is consistently less than $20 per month.

High client satisfaction. In an independent survey sponsored by Microsoft, 97.4% of respondents reported satisfaction with ABEL products, support and service.

Freedom of choice. As an independent company, we'll work with the hardware and equipment suppliers of YOUR choice to provide the most seamless experience possible for you and your team.

Services with impact. Our innovative, cost-effective services - including web-based patient services, websites, remote system monitoring, remote data backup and integrated payment processing - help our clients to maximize on the benefits ABELDent offers.

Committed to Canadian dentists. ABELDent Inc. is guided by and responsive to the needs of Canadian dentists. ABELDent is taught in dozens of dental programs across Canada. Many dental employees and candidates are already experienced ABELDent users.

For more information, call 800-267-ABEL(2235) visit www.abeldent.com/dpm email info@abeldent.com

Self Development

Is your

front

D

o you know how your phone is answered or how your staff greets new patients? Many dental offices invest valuable time and money to promote their services but neglect to consider what happens when people call or arrive. It doesn’t make sense to budget for marketing unless you are confident your front desk staff can effectively manage the

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incoming calls and patients. You can be the best dentist, but if a potential patient calls your office to inquire about your services and is turned off by their initial experience, your skill and reputation may not save that relationship. Likewise, you can do all the marketing in the world, but if incoming calls are not answered properly, it defeats the purpose. Even if you aren’t doing a lot

Self Development

desk

?

working for you Julie Johnstone

of promotion these days, keep in mind that, during the current economic situation, people are saving more and spending less. And they are increasingly discerning about who gets their business. So how can you ensure your front desk is working for you? How can your office best prepare for opportunities?

Do you consider your front desk a marketing tool?

If you haven’t thought about your reception area from a marketing perspective, I strongly suggest you do. After all, without any input from the rest of your office, the front desk has revenue generating potential on its own.

Even more, as part of the whole office team, integrated into an end-to-end patient strategy, it can not only be a dynamic contributor to the bottom line, I believe the front desk is the most critical marketing tool in any dental practice. Remember that your reception area and staff can also turn people away! Unfortunately, this is a common problem with a surprising number of dental offices. When my consulting firm conducted an informal study of the front desk/telephone approach in dental practices across Canada, 60% of our call experiences left very poor impressions. How likely would a caller move forward and book an appointment after such an unsatisfying initial experience?

Marketing 101

Once you’ve placed the front desk into your marketing toolbox, you need to bring it into your overall business strategy. There are three important principles you can easily incorporate into your practice that will ensure your front desk is ready. These are the top priorities in any strategy, namely, your objectives, audience and resources. For example, if dentists were permitted to develop advertising campaigns and you were seriously considering investing some of your marketing budget in this way, you would need to ask yourself the following questions before getting started: • What are my objectives, goals and expectations of this campaign?

• Who do we want to “speak to” and what is the message we want to convey?

• What resources do we need to accomplish these goals and deliver this message to our audience?

Sound strategy Adapting these fundamental marketing concepts specifically to the reception system of dental offices, I translate “objectives, audience and resources” into dental practice language and call them “plan, patients and people”. These are the pillars of an effectively-managed reception area that contributes significantly to the practice. If you have a

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ADVERTORIAL

Make Technology Work for You

By Anita Jupp

Technology is here to stay and will continue to become more sophisticated and advanced. With many continued technological advances, it’s sometimes hard to keep up and unless your practice is fully prepared, stress and inefficiency may follow. Unfortunately, the major problem for most practices is the lack of team training in necessary technology. Dentists invest a great deal of money in technology and it’s vital that they receive a return on their investment. Equipment sitting collecting dust is a waste of money. Computers especially are under utilized to monitor the success of a practice and find out where there’s lost revenue. In addition, utilizing the computer for marketing purposes is inexpensive, fast and efficient yet rarely taken advantage of.

EagleSoft™ by Patterson, is an excellent integrated software product and I am totally impressed with the information you can get related to practice building, monitoring stats and of course, patient education.

Using Technology to Enhance Case Acceptance Dental technology has grown in leaps and bounds over the past 10 years. It’s now possible to show your patient how their smile will look after extensive treatment, a tool that most dentists only dreamed of having at their disposal in the past. Now that we have these wonderful tools available, I find that many dentists don’t use them to their fullest extent.

A great example of multimedia tools is the CAESY patient education system (www.caesy.ca) which can be used in conjunction with any practice management software and is also fully integrated with Patterson EagleSoft (www.eaglesoft.ca).

Imaging systems are a fantastic way for using a patient’s own photo to provide a realistic outcome of the treatment. Giving your patient this realistic view is probably the best way to show them how beautiful their own smile could be. When printing photos, put in a disclaimer that the images were produced by a computer and that final results may vary.

If you have an imaging system in your practice, using it to the fullest extent would include: • Providing your patient with their before and after photos in their take home Patient Portfolio • Before and After photo attached to a follow up Treatment pending letter • Before and After photo attached to a Treatment Acceptance or Undecided letter 20

Winter 2009

Dental Practice Management

Anita Jupp is an international lecturer and practice coach with the Advanced Dental Education Institute. Anita brings over 30 years dental experience to the table and has helped thousands of professionals to reach their full practice potential.

Offices without imaging systems have a number of excellent options as well.

• Intraoral cameras to show patients treatment options • Before & After DVDs and videos • Computerized Patient Education systems (CAESY) • Before & After books and photos • PowerPoint presentations, either chairside or with a Treatment Coordinator • Patient education brochures There are many fantastic imaging systems on the market today and I highly recommend that each practice make a formal investment in the technology to help improve patient education and case acceptance rates.

To complement your imaging system, incorporate PowerPoint presentations for your patients - a simple presentation that you can make on an office computer to a patient in your consultation room. PowerPoint presentations can also be uploaded to your website for patients to download at their leisure. If at all possible, it would be nice to have a terminal with your presentations available in the greeting area for patients to look through.

If each person in the office made a list of where they feel they could improve using the technology in your office from the laser, computer, cameras, internet and plan training time. Make a list of all the things you could do that would enhance your patient services. Make a list of things you could do to increase your business.

Last but not least what can you do in your office to eliminate the technology headaches? Let technology work for you.

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Give us a call at 1.866.449.7282 or e-mail at techsales@pattersondental.ca and we’ll give you even more reasons why EagleSoft is right for your practice.

PCTC100005 (9/09)

Self Development

plan, focus on patients and train your people, you will earn the best return on your marketing investment.

Plan Have you reflected on your reception area lately? What is the patient perspective on the front desk? Start by putting your ideals on paper. Then evaluate how close you think your practice meets these standards. If this sounds daunting, hire a consultant to do an unbiased report. As the saying goes, make a plan or plan to fail. To help get you started, here are some points to ponder: 1. Automated telephone systems should not be used in a dental office. They might be a sign of the times, but most people like to speak to someone, especially if they have questions or want to hear alternative appointment times.

An automated phone system creates no opportunity to focus on a caller’s needs. Instead, it offers poor customer service.

2. I always insist we spend time training the front desk staff on how to answer the telephone. Staff training and development needs to be welldesigned and planned ahead. Plus, it is a simple, yet effective way to instantly improve.

3. H ave a sufficient number of front desk staff. They should not be overloaded with duties, but be able to greet incoming patients and receive telephone calls promptly. When patients arrive in the office staff should immediately give them the welcoming attention they deserve. Talk about the types of greetings you’d like your staff to use.

4. W hat are some of your dental practice beefs or customer service values that should be incorporated into your reception strategy? E.g. how long should patients wait in the reception area? Should follow up appointments be booked before they leave?

allow you to see a new patient within a week of their telephone call you must revamp it. Work with an experienced management consultant who can implement a format that allows designated times for your new patients. They will also ensure the front desk staff is informed of and integrated into this system.

People Have you seen the benefits of building a plan and focusing on patients? Are you wondering how much time, energy and money is involved? Actually, implementing these ideas requires only two main things: good staff and good communication. Staff your front desk with employees who genuinely care about people and are willing to serve. Look for these qualities when selecting new team members. Ask references about their attitude towards customers, specifically. If you bring on friendly, outgoing people, you can always train them to convert an inquiring caller into a delighted new patient. Your receptionists need to be informed of your plan, expectations and about the services you provide. They can be trained on this; they don’t necessarily need dental office expertise. Their skills and experience in previous jobs can bring a client-focused service approach and help them build strong relationships with your patients. In fact, some of the best front desk people I have ever seen do not come from the dental field! Rather, they had excelled in retail or customer service positions.

Speaking of training, do it often and make it fun. Concentrate on two skills or concepts each time. If you can’t do it yourself, bring in a consultant who has training expertise.

Invest in your front desk and reap great returns Now you can see how a well-thought plan, patient-centred approach and quality staff are critical to the success of your overall strategy. I encourage all dentists to carve out the time to think about your goals, plan your approach, train and equip the right staff. Do this and you will be making one of the best business decisions. Conversely, if you don’t ensure your front desk is properly equipped, you could be losing valuable patients and wasting well-intentioned marketing dollars.

Invest in your front desk today — enhance your strongest marketing tool!

DPM

Have a Plan Focus on Patients Train Your People

Patients Do you and your staff take the time to get to know and enjoy your patients? They choose to come to your office and would appreciate your efforts to build authentic, caring relationships with them. In one dental practice we implemented some relatively simple, patient-focused, front desk strategies with tremendous results. Incoming calls should be answered quickly and with a pleasant voice. When a patient or potential patient calls your office inquiring about a procedure or fee your staff must turn this into an opportunity; make it about the caller/patient. Most front desk staff members are overworked; if they are thinking about what has to get done before they leave, they will not be treating your patients like VIPs. Staff should take the necessary time to inform and/ or educate the caller. By sharing the facts your staff will increase callers’ comfort, understanding and the ability to make informed decisions, quickly. If your schedule doesn’t

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@ARTICLECATEGORY:598;

Julie Johnstone is the principal of Custom Made Marketing, a strategic marketing partner to dental professionals. She helps general and specialty practices attract and retain patients and reach business goals by implementing dynamic marketing and customer service initiatives, including “undercover” mystery patient roles to observe staff behaviour. Contact Julie at info@custommademarketing.ca. www.custommademarketing.ca

Sunrise / Sunset

DENTAL – LEGAL

pitfalls facing the

NEW practicing dentist

Part II

Practice Related Issues

Dentists have, among other things, obligations to maintain the standards of practice, not practise negligently (at the risk (See Part I, of being sued for dental malDPM Fall ’09) practice) and render treatment which the dentist is skilled and competent to perform. For instance, in Ontario, it is professional misconduct to contravene a standard of practice or fail to maintain the standards of practice of the profession and also to treat or attempt to treat a disease, disorder or dysfunction of the oral-facial complex that the dentist knows or ought to know [italics mine] is beyond Rollin M. Matsui, BSc, DDS, LLB the dentist’s expertise or competence (O.Reg. 853/93 under the Dentistry Act, 1991,as amended, s.2, paragraphs 1, 5).

Dentists also have obligations to charge reasonable fees and not misrepresent information on dental claim forms submitted to third party payors like dental insurance companies. Again, using Ontario as an example, it is professional misconduct for a dentist to recommend or provide an unnecessary dental service; submit a charge for dental services or sign a certificate or report or document that the dentist knows or ought to know [italics mine] is false or misleading or contains false or misleading or an improper statement; and charge a fee that is excessive or unreasonable in relation to the service performed (O.Reg. 853/93 under the Dentistry Act, 1991,as amended, s.2, paragraphs 6, 28, 31,33).

For the new dentist, problems related to these issues can arise early in your practice years. Patient disputes arise when the patient is unhappy

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with the treatment rendered and have to have the unsatisfactory work repaired or redone by another more experienced dentist or specialist or when they discover that certain procedures performed are not being covered by their dental benefit plans when the retreatment is performed. The reasons for these types of problems arising can vary and are also beyond the scope of this article.

In order to try and avoid these stressful situations from occurring in your practice, I have listed some important risk management tips which may be helpful:

Responsibility for your dentistry

As a new dentist in an associateship relationship, if the principal dentist suggests that certain types of dentistry be performed by you and you do not feel you are knowledgeable, skilled or experienced enough to perform the treatment, be sure to discuss this with the principal dentist before rendering the treatment to the patient. One of the best benefits of being in an associateship relationship is the opportunity to learn and develop new skills and obtain clinical guidance to enhance your practice of dentistry. If you are in an environment where this does not occur, try to resolve this before it is too late.

Be wary of relying on the argument that the reason you are practising dentistry as you are is “because the principal dentist or office staff made me do it”. Most associate agreements set out that the associate dentist is an independent contractor responsible for his or her own dentistry. As such, trying to blame the principal dentist or office policy for your actions may be inconsistent with the terms of your associate agreement.

The new dentist associate should satisfy himself or herself about what can and cannot be done in the practice of dentistry and then clarify any outstanding concerns with the principal dentist as necessary.

As a new dentist, if you are in your own dental practice as a sole proprietor or in practice with a fellow new dentist, you should make a bonafide and objective selfanalysis of your clinical skills, knowledge and experience before you recommend or offer certain dental treatment to your patients. Know your limits. In this scenario, you are indeed on your own as there is no principal dentist to consult. Therefore, if you are in doubt, consult with a trusted colleague (while maintaining patient confidentiality) before recommending and performing any specific

dental procedure.

Keep in mind that if a patient alleges unsatisfactory dentistry after the fact, not only can you be sued for alleged negligence but a complaint can be filed against you with the regulator (eg. RCDSO in Ontario) alleging substandard treatment and inappropriate conduct on your part (see list above).

How you defend yourself against such allegations may depend on your ability to “prove” what your credentials were and the requisite skills, knowledge and experience you possessed at the time justifying your recommending / rendering of the dental treatment in question to the patient (also see discussion below regarding relationships with specialists).

If you are unclear about how to address the situation you are confronted with, seek legal advice before doing anything you might regret later.

Billing Concerns

When dentists are facing complaints or investigations by an insurance company or the regulatory College regarding alleged billing irregularities, ignorance of the terms and guidelines of the applicable fee guide is often mentioned by the dentist to explain / justify the alleged behaviour. Dentists can misunderstand how the procedure codes listed in the dental fee guide are to be used and consequently submit claim forms improperly. Whether you are an associate or sole proprietor new dentist, it is highly recommended that you spend the necessary time to read and become fully familiar with the respective fee guide used in your jurisdiction of dental practice.

For Ontario dentists, the applicable fee guide is the Ontario Dental Association (“ODA”) Suggested Fee Guide for General Practitioners. Some dental specialties also have suggested fee guides as well. It is highly recommended that dentists practising in Ontario become members of the ODA so that they can avail themselves of the resources and support from the ODA regarding the proper use of the Fee Guide. From a risk management perspective, the ODA can be very helpful in educating and guiding dentists on the key issues which arise from time to time relative to the Fee Guide and how to use the Guide appropriately.

Also keep in mind that well-meaning colleagues can, in fact, provide you with inaccurate and incorrect advice regarding procedure code utilization. Just because you are told to do something because “every dentist does it” does not make it right; if in doubt, investing in some legal advice prior to

Dentists have, among other things, obligations to maintain the standards of practice, not practise negligently and render treatment which the dentist is skilled and competent to perform 24

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Dental Practice Management

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It is critical that the new dentist determine whether or not the information being taught at the course is in fact within the practice of dentistry in the Canadian jurisdiction in which the dentist practises dentistry submitting improper claim forms is a prudent and wise decision which will save you worry, anxiety, liability and expense later on.

What constitutes a “reasonable fee” to be charged to your patients is a topic in itself. Applying the aforementioned principle of “knowing your limits”, the ethical and conscientious new dentist should be wary of charging fees which an objective third person may consider to be excessive in relation to the services performed.

Develop strong professional relationships with dentist colleagues, especially Specialists

For the new dentist, having strong and trusting professional relationships with specialists in all the clinical disciplines of dentistry can be the best risk management tip to follow. By cultivating good rapport with such specialists, even a solo practitioner new dentist can create a support network to help achieve the necessary risk management goals to “stay out of trouble” including 1) learning necessary diagnostic, treatment planning and treatment skills for that area of dentistry to render proper care as a general dentist to your patients, 2) knowing when it is appropriate to render the care yourself and when to refer to the specialist, 3) having someone specific you trust and know to refer your patient to in a timely manner should complications or emergencies arise during treatment, 4) having a specialist in the specific area of dentistry who knows you and your skills and can act as a reference to support your credentials should an allegation be made against you regarding your competence or compliance with the standards of practice of the profession and (5) having a qualified supportive person whom you can trust to help you deal with the difficult situations every dentist can run into in daily practice.

Attend appropriate Continuing Education Courses

Keep in mind that although there are numerous continuing education opportunities in virtually every clinical area of dentistry being offered to dentists, the prudent dentist must consider whether or not the information to be obtained at the course will be objective and sufficiently educational so that the dentist is able to obtain bonafide information useful about the subject matter at hand. For instance, the

dentist should know what other options are available to the clinician in this area of dentistry, the risks and benefits of same and what and why certain techniques and modalities should be used in which situations in the best interests of his or her patients.

If the area of dentistry being practised by the new dentist (eg. Implantology) is being taught by a multitude of providers and educators with varying philosophies, techniques and products from different sources, it will be incumbent on the new dentist to know the relevant information applicable to the field of dentistry in question so that the new dentist is able to comply with the standards of practice of the profession and adequately discuss the subject matter with his or her patient so that informed consent to treatment can be obtained prior to rendering treatment.

Although dental information now available to dentists can be from truly global sources, from a risk management perspective, it is critical that the new dentist determine whether or not the information being taught at the course is in fact within the practice of dentistry in the Canadian jurisdiction in which the dentist practises dentistry. This is a perfect example of how you can rely on your specialist “network” (see discussion above) for help in determining what clinical standards apply.

It can be very stressful to be the subject of a patient complaint and /or regulatory (College) investigation at any time; let alone early in your practising career. Adhering to sound ethical, professional and legal guidelines and seeking legal advice proactively can go a long way in helping the new dentist have a successful dental practice.

DPM

Rollin M. Matsui provides dental-legal lectures to third and fourth year dental students at the Faculty of Dentistry, University of Toronto as well as to dentists in numerous continuing education courses. He maintains a full-time law practice in Richmond Hill, ON and a part-time dental practice in Toronto. In his law practice, he primarily acts for dentists in patient disputes, dental insurance claim inquiries / audits, College complaints, College investigations and professional misconduct related matters and provides legal advice regarding business agreements involving dentists in various working relationships. E-mail: lawyer@drrollinmatsui.com Website: www.drrollinmatsui.com

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25

ADVERTORIAL

The next genre is a technology-driven dental office.

Yours starts here.

We’ve re-invented dental software. MaxiDent 6 is an intelligent software system built by software engineers to make it easy for you to add technologies.

It’s not just patient management anymore. Dental offices demand more. It’s about smart technology and making it easy for people to use it.

MaxiDent 6 will show you what you need to do and how to create a smooth-running, technologyfriendly, smart dental practice.

Advancing your office with technology is a process.

The first step: Start with the right core system.

MaxiDent 6 is the right core system because it was re-designed and re-engineered from the ground up.

It’s been enriched, uses flexible, easy-to-use technology. MaxiDent 6 is powered by the best technology dentists can get.

MaxiDent 6 includes exclusive Dental Smart Design™ which aids in the technology process.

Exclusive Dental Smart Design is user-friendly, intended to collect data in a common-sense process and store it in a logical format.

Add what you need from here. Your next phase of growth would be to choose any digital radiography or imaging system with MaxiViewer™. Access all images per patient in one mouse-click! MaxiDent 6 makes integration easy and a joy to use!

Go a step further; reduce paper and go chartless with MaxiChart 6™.

This Restorative and Periodontal charting program can be customized to suit your practice and each provider. Different views, image integration and your patient’s complete chart including medical is accessible in one mouse-click!

Your new electronic dental record system can be used hands-free, on a touchscreen monitor, or Tablet PC. Ask us about computer equipment, as we are now a Dell reseller!

Going paperless is the ultimate; it means to standardize processes in your practice.

It is a change in thinking which means your staff must learn to use your practice standards correctly. With all of the above MaxiDent systems in place, our consulting specialists will teach you and your staff how to go paperless at a speed that everyone is comfortable with.

Starting with MaxiDent 6 will give you scalability and intelligent expansion options for the future. At the end of it all, using Maxident technology will give you more control of your practice. Take the MaxiDent challenge and compare your existing system and technology options with us!

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Dental Practice Management

ADVERTORIAL

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Winter 2009

Dental Practice Management

Direction for Smile Design

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Sunrise / Sunset

DENTAL – LEGAL

pitfalls facing the

retiring Rollin M. Matsui, BSc, DDS, LLB

Part II (See Part I, DPM Fall ’09)

practicing de

Employee Issues

When selling a practice, it is not uncommon that the purchaser will require that all employees of the vendor be terminated and that all termination pay and severance obligations be paid by the vendor. When the sale involves a retiring dentist’s practice, often there are employees who have been with the practice for many years. In the absence of written employment agreements, the retiring dentist may be facing substantial termination pay obligations to such employees. Therefore, if a proposed sale of the practice is being contemplated, the retiring dentist should consider whether written employment contracts should be introduced to existing employees (there are benefits and risks in doing this) and/or how much notice of termination will be required for all employees of the practice. Obtaining timely legal advice and guidance proactively can be helpful in developing a strategy on how best to deal with your employees when you are planning the sale of your dental practice.

Associates

Not only are purchasers concerned with the threat of a vendor taking back the goodwill being purchased after closing; they are also concerned with any existing Associates taking the goodwill as well. Prudent purchasers will want to see any existing associate

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The retiring dentist should truly reflect on whether or not he or she really wishes to give up ownership of his or her dental practice agreements to see what restrictive covenants apply to the associate when the retiring dentist sells his or her practice. Therefore, if possible, it may be wise for the retiring dentist to ensure that appropriate written associate agreements are in place with all existing associates prior to negotiating with any prospective purchaser about any proposed sale of your practice (unless of course the prospective purchaser is your associate, in which case, the terms of the proposed sale transaction could already be included in the associate’s written agreement). However, this issue can be quite problematic so if you do not have any such written contracts or you are unsure about the appropriateness of any existing associate agreements, it is recommended that you obtain proper legal advice before negotiating same with your associate.

entist

Dental Hygienists

With the amendments to the Dental Hygiene Act in September, 2007, there appear to be more dental hygienists becoming interested in owning independent dental hygiene practices. Therefore, a prudent prospective dentist purchaser interested in buying your practice will likely want to know what assurances you, as the retiring dentist, can provide to such purchaser that after closing, the purchaser will not lose a portion of the goodwill they have purchased, to your dental hygienists who may leave you r prac t ice.

Therefore, as a proactive measure, it may be appropriate that the retiring dentist have written contracts in place with all dental hygienists prior to selling his or her dental practice to a dentist purchaser.

However, be aware that introducing written contracts to dental hygienists working in your practice who currently only have verbal contracts with you, can be problematic and could give

rise to unenforceable contracts being created and / or allegations of wrongful dismissal. Therefore, retiring dentists are strongly encouraged to seek legal advice and guidance before having any discussions with, or taking any actions regarding, your dental hygienists in this regard.

Purchase offers received from Dental Hygienists

It has been my recent experience that dental hygienists are expressing interest in “buying dental practices� directly. Since non-dentists cannot own a dental practice, such a transaction is not legally possible. However, with appropriate legal advice, it is possible for retiring dentists to enter into proper business relationships with dental hygienists which can achieve many of the goals retiring dentists are seeking. Therefore, if you are contemplating this type of transaction, be sure to contact lawyers knowledgeable and competent in this type of law for legal advice before taking any action.

Restrictive Covenants

The retiring dentist should expect that a bonafide purchaser will expect you to agree to non-competition and non-solicitation clauses both in the Sale Agreement and any associate or other agreement you will be entering into during the post-closing period. Be aware that generally speaking, reasonable restrictive covenant clauses will be found to be more enforceable when the transaction involves the sale of the dental practice on the principle that the retiring dentist cannot take back that which he or she has sold.

The retiring dentist should truly reflect on whether or not he or she really wishes to give up ownership of his or her dental practice. Problems often arise shortly after closing when the vendor suddenly realizes that he or she still wants to treat his or her former patients and then takes steps to solicit same to a new location where the vendor has started practising again. Such actions can give rise to a costly and stressful legal action being commenced against the retiring dentist by the purchaser where the retiring dentist has breached the restrictive covenant clauses.

If you are definitely ready to reduce your practise of dentistry upon the sale of your dental practice and comply with reasonable restrictive covenant clauses, be sure to inform your lawyer so that appropriate negotiation

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strategy can be determined on your behalf and appropriate terms included in the Sale Agreement and any related post-closing documents.

Malpractice Insurance

If you are intending to stop practising dentistry altogether after the completion of the Sale Agreement, you should contact your malpractice insurer (eg. Professional Liability Program in Ontario) to see what your status is in the event you are sued after you have “retired� by a patient you treated prior to retirement.

Are you still covered? If not, consider what options are available to you and act accordingly to protect yourself from professional liability. Determine if you need any additional malpractice insurance to cover you against such claims while retired.

Dental Consulting / Teaching

If you intend to provide dental consulting services or teach (eg. at continuing education courses or at a dental school etc.), be sure to seek advice from your malpractice insurer as to whether or not such consulting and/or teaching is covered by your malpractice policy. If you are not covered, you will need to consider obtaining liability insurance elsewhere to protect yourself. You should also determine whether or not your proposed activity still requires you to maintain a valid certificate of registration / licence to practice dentistry in your jurisdiction and act accordingly.

DPM

Rollin M. Matsui is a fellow of the American College of Legal Medicine, American College of Dentists, International College of Dentists, Pierre Fauchard Academy, Academy of Dentistry International, a member and PastPresident of Omicron Kappa Upsilon honour dental society and a former elected R.C.D.S.O. Councillor (1983-1986).

He provides dental-legal lectures to third and fourth year dental students at the Faculty of Dentistry, University of Toronto as well as to dentists in numerous continuing education courses. He maintains a full-time law practice in Richmond Hill and a part-time dental practice in Toronto, Ontario. In his law practice, he primarily acts for dentists in patient disputes, dental insurance claim inquiries / audits, College complaints, College investigations and professional misconduct related matters and provides legal advice regarding business agreements involving dentists in various working relationships.

E-mail: lawyer@drrollinmatsui.com Website: www.drrollinmatsui.com

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Practice Management

Riding the

Wave of change I

n Part One (DPM, Spring,

2009) of this three part series we examined the amazing power

and impact that connecting with your patients on a deeper level can have on your business. In Part Two (DPM, Summer 2009) we explored the theory of “value creation” as it relates to the historically frowned upon concept of “selling” in dentistry. Now, in Part Three, we will move on to discussing arguably one of the most impactful variables that determines the “Success” of a dental office.

First, let’s outline exactly what “success” really

means. When I say “success” I’m referring to much more than just “financial reward!” I can never forget what

What got you here won’t get you there!

a new client recently told me while we were examining his production numbers; he said; “Peter; don’t focus too much on our numbers, because they are not a reflection of the Peter Barry, CMC, RRDH

Dental Practice Management

Winter 2009

33

ADVERTORIAL

Conversations, Consistency & Care: The Keys To Case Acceptance

By LeeAnn Shipowick

I love words; they hold such meaning. Words can tell a story, create an experience and give understanding to acceptance, evoking action. I want my patients to hear me when I speak.

When I explain the gravity of their disease, I want them to see their tissue, understand the risks and feel the urgency and care in my conversations with them.

I’m reading this great book by Mike Lipkin; One life, One Meeting; How to Build Preeminence one Conversation at a Time. He writes; “Declare your intention. Don’t assume people know how committed you are to their success. People are not mind readers. They need to hear it over and over.”

Our goal is to have our clients understand and act on the information they receive from our conversations. When we achieve this, we will have case acceptance with amazing results. The key is to use the three C’s of case acceptance.

1.CONVERSATIONS / COMMUNICATION: Our verbiage, our body language, and the tools we use to make our case understood, accepted, and acted upon.

• “Mr. Disease, you have heard the periodontal probing numbers. Let me show you your results and explain what that means. You have advanced periodontal disease. But the good news is we can rid your mouth of infection.”

• “It is very bad for your body to have that bacteria and toxins in your mouth. It hurts your immune system and I am sure that you have read about the link to heart disease and diabetes. “We will need to have you back for 4,6 or 8 1-hour appointments to scale, root plane and levage so we can get you back into health.”

Our patients/clients receive information differently and need to hear the same message at least three different ways through three different mediums. Firstly, with the hygienist recording the probes; the patient needs to hear the pocket depths. This is easy and convenient with a hands-free device called the Dental R.A.T.™ (www.dentalrat.com), which has a voice component which allows our patients to hear and see the pocket depths, the bone loss and bleeding points. Showing them the evidence holds weight and clearly reiterates the gravity and importance of their disease.

Secondly, reviewing the findings with the doctor, the complete oral evaluation places value and necessity in regards to patient acceptance.

Finally, any information that is visual, that they can see from an alternative source is a huge asset for case acceptance. I like the CAESY (www.caesy.ca) multimedia patient education system, I say wow, wow, wow. This simple, easy to use technology to have for our patients to see and listen to, whether it’s home care instruction, CEREC, or perio maintenance education. I love the smile channel in the office; it’s not cheesy, it’s great, easy to listen to, informative dental education.

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LeeAnn Shipowick is the CEO of the Advanced Dental Education Institute, specializing in dental practice coaching. She works with practices to help them to grow and reach their goals, ensuring success. LeeAnn inspires teams to be A.C.E: accountable collaborative and engaged. She believes a great team synergy is a practice’s best asset In her experience as a dental hygienist for 23 years, she has developed ideas for promoting total body health in the hygiene department. In addition to practice coaching and consulting, LeeAnn has lectured and presented her workshops internationally and across North America. She believes that there is no time like the present so why wait to start something great?

I am wowed by how well done it is. Let’s face it; not all of us have the same gifts, and if we can use some technology to assist us, then we should.

2. CONSISTENCY: The key to this is having a systems process and protocols in place.

Our patients should be receiving the same message from all team members. The information we give our patients from the dental status report card, or burning them a DVD off of CAESY, or sending email link for them to watch at home.

Collaboration; All team members are supporting each other to give a consistent message and experience to our clients.

Excellence is the ablity to deliver this quality of care from all team members 98%of the time.

3. CARE-Engaged: “To involve oneself and participate; to pledge one’s word”, that’s Webster’s definition.

Are you present for your patients and team? Don’t go on auto pilot; do whatever you need to keep your head in the game and be present. Listen to our patients, make eye contact, and care for each one as though they were a loved one. Don’t assume anything, except that they are going to receive, understand and act on the conversation/information they get from you.

So I say, why wouldn’t we use everything that is available to deliver our message and reach our goal of patient case acceptance? Words, meaningful conversations, technology like CAESY, RAT, intra-oral cameras and amazing patient care assist us, to reach our goal of patient acceptance. These are a few of my favorite things. So, “when the dog bites,when the bee stings, when I’m feeling sad, I simply remember a few of these things and then I don’t feel so bad” I don’t think this is what Julia Andrews, in the Sound of Music had in mind. However, I think it trumps brown paper packages tied up with strings.

ADEI - Vision, Expertise, Profitability.

To discuss your practice goals and learn how we can help, call us at 1-888-239-9908.

ADEI

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Patients need more than brochures and posters to be engaged. With CAESY Enterprise, interactive patient education is seamlessly integrated and always at the ready. Your operatory, front office and reception area are stocked with diverse tools to effectively reach patients. Presentations, customizable programming and stunning imagery provide an array of options to deliver the impact you need. Patient education that actually educates. With our variety of patient education offerings, let us help you get there.

Call 1.866.449.7282 for more information or visit us at www.caesy.ca.

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Practice Management

chaos that it took to produce them, we are stressed, stretched and working way too hard to achieve these results.” Although his office was very profitable; in his heart he did not feel an authentic sense of business success. True business success consists of four components each of which must be present in order for us to feel a well-rounded sense of professional fulfillment in our workplace. The most successful dental practice will – be profitable; – it will have minimal complexity in its operational routines; – team members will feel a purposeful sense of fulfillment – and your customers will show a fulfilling appreciation for the care and experience you provide them.

There is one primary talent that impacts an organization’s ability to achieve all four of these success variables. That talent is the team’s ability to innovate or re-invent.

Human beings are creatures of habit. As a result our first instinct is to find our greatest comfort and safety in the familiarity of the known. This causes team members to want to hold on to familiar routines and procedures at work. At the same time we have a somewhat conflicting emotional need for variety and uncertainty in order to feel a passionate sense of excitement and stimulation in our lives. The first instinct is necessary for survival in the wild animal kingdom. Unfortunately, it has little use for us in the business world. In fact its presence although prevalent in the workplace is quite counter productive. This primal characteristic is why so many offices today find themselves stuck and unable to mobilize the critical mass of people required to implement something new, better or different within their practice.

I am reminded of a saying I heard many years

Any sign of resistance to change in the workplace should be seen as nothing more than a primal, instinctive self-preservation mechanism ago... “The very successes that got us where we are today will eventually become the shackles that imprison us from further growth in the future.”

Even your good habits will eventually imprison you if you hold on to them for too long! To break free of our habits we must develop the new habit

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of leaving the familiar behind. We must separate ourselves emotionally and psychologically from our stagnant circumstances. Our ability to establish a satisfying and integrated business lifestyle in a world of continual change requires that every member of our team develop the skill of “normalizing the new.” If you want to get to second base you must leave something behind by taking your foot off first base. In his book, “If It Aint Broke Break It” Robert Kreigel states it this way “in the face of accelerating change in every area of our lives, the conventional thinking that guided us in decades past is outdated. It is now clear that conventional wisdom that worked in the calm seas of the past won’t work in today’s turbulent rabidly changing environment.”

Experienced dental teams who hold onto outdated systems, approaches, and philosophies will tend to run into more and more roadblocks as time goes on. Simply put; if the ice is melting and you’ve still got your skates on you will become less and less effective and more and more frustrated over time.

We live in a rapidly changing world where countless manifestations of technology pervade our business community. These changes significantly affect the social, economic and cultural outlooks of dental consumers. Success in the 21st century business environment requires the ability to collaborate innovatively and creatively with others.

If we are to thrive in the 21st century, then it will be up to the entire team to keep up with the subtle yet collectively impactful changes that are occurring on the landscape of our wonderful profession. In fact any sign of resistance to change in the workplace should be seen as nothing more than a primal instinctive self preservation mechanism that helps people to protect and justify their existing ways of doing things. Resisting change is like driving your car but insisting on using (looking into) your rearview mirror to steer it. This approach is can be dangerous in business and in life because it renders you out of control since you are not acting in accordance with the realities of the changing terrain ahead of you.

The solution to this is simple! We must develop internal muscles to counter the forces of our instinctive psychology. Unfortunately many dental teams today are not skilled in being able to break free of these gravitational systems. This is because the gravitation is not outside of us. It’s inside of us and consists of our ideas, beliefs, experiences and the whole habitual way we go

Practice Management

about to constructing our work day. As a team we have to become strong enough to go against our own belief systems and habits. We also have to become strong enough to go against other peoples belief systems and their habits.

This phenomenon is described clearly in the parable about “The Boiling Frog Syndrome.” The boiling frog story is a widespread anecdote tale describing a frog slowly being boiled alive. The premise is that if a frog is placed into hot water, it will jump out instinctively and immediately, but if it is placed in cold water and allowed to swim around and get comfortable in its environment then as the water is slowly heated, the frog not sensing any sudden change in its environment will not perceive the subtle but increasing danger and it will keep accepting its minor inconveniences (increased heat) until it is cooked to death. This story is often used as a metaphor for the inability of people to react to important changes that occur gradually in their personal or professional lives.

The following are simple but effective tools you can use for keeping your practice un-stuck and on the cusp of innovation...

• Have monthly creativity brainstorming meetings; • Prior to team meetings have one team member research an innovative idea. Then present it at the team meeting. Discuss, customize and implement it; • Attend courses and implement new ideas; • Read journals and implement new ideas; • Re-invent new ways of doing things that are already working well in your practice; • Poll your customers to find out how they are thinking, feeling and changing; • Adopt a business philosophy of never being satisfied with the status quo; • Explore new ideas with curiosity... and not through your defensive self preservation mechanisms; • Modernize the look and feel of your practice decor; • Be technically proficient and be able to offer the most up-to-date clinical services; • Find a mentor and consider becoming a mentor (teaching others is the highest form of learning); • B ecome involved in a study club group and learn about other peoples approach to practicing dentistry.

Many of us find change difficult, so we drag our feet or avoid it at all costs. In order to embrace change, you must change the way you look at change. Move away from the panic and

fear that grips you. Change is an opportunity to create something new for you and your practice so that your life becomes more fulfilling.

In your dental office, if you are the owner; you are also the CEO. You are in charge of running the practice and making sure everything happens the way it’s supposed to happen. In most other

Choose the continuous path of creative re-invention and innovation and you will experience the full joy of your chosen profession industries, and certainly with big companies, CEOs change from time to time. A new CEO brings a fresh way of looking at the business, a new way of dealing with customers, and certainly uses his or her past successes and experiences for the benefit of the new company. However if you are the CEO of your dental business you probably aren’t going to a new practice any time soon. The only way to clear your eyes and keep your dental offices fresh with new ideas is to follow the above 12 steps and tap into the collective wisdom of each member of your team; especially your newest team members who most likely have the freshest viewpoints!

Keep exploring your horizons and remember this saying “the future belongs to the learners while the learned will inherit a world that no longer exists.”

In the words of the great Martin Luther King “we stand here today at the beginning of time free to pursue what ever path we choose for our future!”

Choose the continuous path of creative re-invention and innovation and you will experience the full joy of your chosen profession and finally but most importantly remember that “what got you here; won’t get you there!”

DPM @ARTICLECATEGORY:596;

Peter Barry is a Practice Mastery Coach and founder of Successful Practice Architects. He is the creator of “The Dental Olympics Advantage™ Growth & Development Programs.” He is also a member of the Academy of Dental Management Consultants. Peter coaches dental teams through the implementation of successful and highly profitable systems of patient care and business operation. He provides customized group and one-on-one success training. peter@practicemastery.com / 416-568-5456.

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ADVERTORIAL

Paper has always been an aspect of dentistry. Whether it’s a dental chart, questionnaire, or client information, paper is the tested and traditional way of recording and archiving information. Yet because these archives are made of paper, they have limitations. They can’t be searched quickly, they can’t be organized quickly, they can’t be edited or viewed simultaneously and more importantly they have the unfortunate ability to be misfiled, lost or damaged.

The paperless or virtual office remedies these problems as the charts and other traditionally paper information are all replaced with electronic copies. This makes it possible to organized and query your information based an any criteria quickly and thoroughly, back up all your charts and information to keep all your information safe and impervious to loss and have the ability to edit the same chart from different stations so multiple team members can work simultaneously and efficiently on a single chart.

Be Organized.

How great would it be to pull up all the charts for the day in about 30 seconds instead of 30 minutes?

And how great would it be to never have to re-file and possibly misplace these charts everyday at the end of the day. What would it feel like if detailed information about your patient were available at chairside while you are practicing?

This is what PracticeX with Power Chart does for practice organization. Patient Profiles are found quickly and easily and are accompanied with the ability to view all recorded details.

Be Efficient with Time and Resources Have you ever tried to share a chart between all team members? Well then you’d know that everyone wants to fill in his or her part at the same time.

With PracticeX with Power Chart all dental chart information can be accessed simultaneously in the paperless office environment. PracticeX and Power Chart work together so that charts can be viewed and edited whether you are performing chairside or working at the front desk. This means that every team member can view and edit his or her part of the chart while, at the same time, other team members can view the chart for their task.

Be Secure How secure are your paper charts? Do they have encryption algorithms? Are they stored in a system at the security level of banks or hospitals? Is it even possible to make complete back ups?

Most of these security features are difficult, if not impossible, for paper charts to achieve. Yet these features comes standard with the paperless office made possible with PracticeX and Power Chart.

PracticeX and Power Chart store and retrieve information from a robust MySQL database. This data in the PracticeX and Power Chart database is encrypted at a 128-bit level - the same security level as banking websites or hospital information portals. Additionally copies can be made of all your charts on a back up device so that, in the event of a catastrophe, you can restore all data and continue on as quickly as possible.

With PracticeX and Power Chart, never worry about information security or reliability ever again.

The Paperless Office Unparallel organization, increased efficiency, enhanced security and peace of mind: it’s easy to see how moving to the paperless office with PracticeX and Power Chart can reduce costs and enhance your practice.

PracticeX with Power Chart. Software you can trust.

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Dental Practice Management

Dental Technology

time to invest in

Is it

Roger P. Levin, DDS

new technology?

I

t is time to start thinking about upgrading the technology in your practice.

Realize every practice is different. If your computer system is 10 years old, you may want to invest in new computer equipment and software. If your dental chairs are 30 years old, it might be time for replacements. If your phone system is three years old or less, then it is probably sufficient for a few more years.

Investing in technology can greatly enhance your practice, but it must be the right technology. Selecting the wrong technologies can cost practices time, production and profitability.

Technical innovations are not limited to high-ticket items such as software and equipment, but also include new products, materials and supplies. Before investing in new technology, practices should answer these 10 questions:

1.

Will it improve quality of patient care?

Providing excellent patient care is your number one goal. Any technology helps you achieve this goal should be investigated thoroughly. Dental practices are inundated with information on new products and services — everything from expensive equipment to disposable gloves. Some products, even though good, may not be right for your practice and your patients.

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Dental Technology

2.

3.

Will it increase efficiency?

Anything that makes you and your team faster and better should be considered. Boosting productivity and removing bottlenecks leads to increased profitability.

When new products and services help the team work more efficiently, quality of care increases, stress is reduced, and team members become happier and more effective.

Will it reduce costs?

There are two ways a practice can increase profitability — increase production or cut costs. Finding a better product at a less expensive price can reduce overhead.

However, many products come with hidden costs that are not readily apparent at first. That’s why we recommend using a new product for a 90-day trial period before incorporating it permanently into the practice.

4.

Will it generate new revenue?

Practices are always on the lookout for new revenue sources. For example, many dentists initially opposed offering whitening and other cosmetic products, but most have come to realize patients want to beautify their smiles and will pay to do so. Sales representatives can be an excellent source of information on how to incorporate new products and services in the practice.

5.

Will it improve safety?

Many dental offices have switched to open filing systems that eliminate safety hazards associated with opening and closing drawers. Safety is an investment that pays off in reduced accidents, decreased injuries and less stress for the staff. Practices should look for opportunities to improve safety through innovation and technology.

6.

7.

Is it easy to use?

If new technology slows down team members or creates new bottlenecks, then it probably is not right for your practice. Practice management software can be a boon to the practice, but if it does not allow front desk personnel to move easily among scheduling, billing, and collections, then you probably will want to look at other software.

Will it provide a return on investment?

Look down the road five years. Will the technology last that long? What are the trends regarding the technology? If it is a substantial investment like a CAD / CAM system, how long will it take the practice pay for the investment? By the time you make your last payment, what are the chances that the technology be obsolete? Hard to predict, but a question that must be analyzed.

8.

Can it be integrated with current practice technologies?

9.

Is it easy to implement?

It’s hard to change just one thing in your practice, because everything is interconnected. For example, if you decide to switch to another adhesive, you need to see how it will work with the crowns and veneers you are currently placing. On a larger scale, if you are thinking about purchasing a digital x-ray system, you need to see if it is compatible with your current practice management software.

Having systems that do not interact with each other creates practice bottlenecks and undercuts efficiencies. A well-integrated approach to technology is the best one to take when investing in new products, materials and equipment.

The purchase price is only one consideration when incorporating a new technology into the practice. If you are thinking about moving to digital x-rays and accessing them from your current computer system, you may have to upgrade your system to handle graphic files. In addition, every new technology will require adjustments to your practice systems and retraining of your team. These issues will affect how easy and cost-effective it will be to implement the technology into your practice.

10.

Will it be used?

Many dentists become enamored of the latest technology only to stop using it shortly afterward. These expensive “toys” are often left to gather dust in a storage space. Before purchasing a technology, seek feedback from your staff and honestly evaluate if and how the technology will be used consistently.

Conclusion

Dentistry and technology go hand-in-hand. As you get ready for the new year, use these 10 questions as a quick checklist to help you make the best decision for your practice. The recovery will be here before you know it—be prepared when it arrives!

DPM

Dental Practice Management readers are entitled to receive a 50% courtesy on a Levin Group Total Success Practice Potential Analysis(tm), an in-office analysis and report of your unique situation conducted by a Senior Practice Analyst. To schedule the next available appointment, call 888973-0000 and mention “DPM” or email customerservice@ levingroup.com with “DPM” in the subject line. For more information on Levin Group programs and seminars, go to: www.levingroupgp.com.

Dental Practice Management

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41

ADVERTORIAL

The Heart of Your Practice ClearDent Small Business

ClearDent Imaging

ClearDent Electronic Charting

This is the cornerstone of ClearDent’s fully integrated system. It includes all of the front desk systems you’re used to, and a surprising number of additions that make everyone’s job easier. This is the first step in going truly paperless. You can have ClearDent Small Business now, and work towards whatever your next level might be.

The next step in realizing a fully digital office is often digital imaging – putting those x-rays in a digital format speeds things up, gets rid of nasty chemicals, and reduces patient exposure to radiation.

ClearDent’s Imaging allows you to choose any equipment you want to use, from any supplier, and ties all the information right into the patient file. ClearDent’s all in on solution is the answer. One call, one database, one place for the complete information, images, and all details of the patient - easier, faster, and more functional than bridged systems.

Seems like everyone’s talking about paperless charting, and yes, it’s what the new offices and renovations are doing. In fact, new offices we work with aren’t even putting in space for paper charts.

This frees up real estate, and gets things off to a clean start. Not every office is a new build though, and a lot of dentists would like to use electronic charting.

Think about the paper in your office... it’s not just charts. There are referral letters, EOB’s, patient information, medical questionnaires, notes from phone calls, etc. When you look at a system claiming to be paperless, is there a place for this paper?

ClearDent’s team of experts will work with your team to formulate an individual technology integration plan that transitions your office to electronic charting. We work with transitioning offices every day, our advice and record of past success is another part of the service we provide.

And Much More…

Cut costs, and enhance patient communication using integrated email and phone functions. The majority of your patients have email addresses – make use of them. Send appointment reminders, recall notices, and more through email. It just makes sense.

Use ClearDent to manage your inventory, track staff working time, facilitate office communication – the word efficiency now has a new meaning. In fact, ClearDent makes what was once thought impossible now possible, and the innovation continues.

Do It On Your Own Schedule!

Where to start? The answer to this question is as individual as each dental office. Basically, where are you now, and where do you want to be? ClearDent is available in many different arrangements. Improve what you’re currently doing and then add new features. Our team of consultants are experts in evaluating your current setup and working with you to formulate an individual plan to transition your office to the next level.

Value in Keeping Your Information ClearDent successfully completes more electronic conversions of data than from other software than any of our competitors. In fact, we can convert data from systems you may have been told are impossible.

270 – 5489 Byrne Road Burnaby BC V5J 3J1

#3 – 212 Henderson Hwy, Suite 325 Winnipeg MB R2L 1L8

#1 – 1111 Davis Drive, Suite 225 Newmarket ON L3Y 9E5

1 866 253 2748 / www.cleardent.com Scheduling / Digital Imaging / Electronic Charting / Patient Information / Reporting Document Management / Independent / Canadian / Honest / Reliable / Dedicated / Focused

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Dental Marketplace Contact: Karen Shaw • tel: 416-510-6770 • fax: 416-510-5140 • e-mail: kshaw@oralhealthjournal.com Toll free: CDA 1-800-268-7742 ext 6770 • Toll free: USA 1-800-387-0273 ext. 6770

Professional Services

J.E.S. DESIGN INC.

PH. 905 726 4309 www.jesdesignservices.com DESIGN SERVICES Workplace strategies u Facility planning u New technology integration u Interior design u Construction drawings u Project co-ordination u

JOHN McMILLAN — Barrister & Solicitor Serving Dental Professionals Professional Corporations • Practice Purchases and Sales Professional Agreements • Commercial Contracts Commercial Leasing • Regulatory Matters 8 King Street East 416 364 4771 Suite 1807, Toronto johnmcmillan@bellnet.ca McMILLAN LAW PROFESSIONAL CORPORATION

Dental Practice Financing B.C./Prairies Mike McGillivray Ontario Colin Ross, Steve Wasylyszyn, Chris Lowry, Mitch Van Rassel Quebec Jean Trottier Maritimes Susan Redmond Manitoba/ Francesco Colosimo Saskatchewan

1-877-590-7356 Alglobe

Construction Company

20 years construction experience • Dental office construction and design + cabinet making.

• Provide turn key operation to dental office.

• Reliable construction timing, • Good following up service after construction.

Call: Stanley • New dental location and lease negotiation.

Tel: (416) 321-3313 • Save time, save money. www.alglobe.com

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ONTER CONSTRUCTION • Specialized in dental office design & construction.

• In-house architect and interior designer.

• We are qualified code consultants to review all drawings and make your building permit application easy.

• Own millwork facilities for best quality of custom built cabinets and time control of your project.

Tel: (905) 793-2344

www.onterconstruction.com

Dental Marketplace Professional Services

Careers

LOCUM - EDSON, AB

DENTAL IMAGING WITH CT IMAGING Dental CT image data is processed in-house at St. Michael’s Hospital with SimPlant ® software

Six month full time locum opportunity, commencing Feb 2010, has the potential to become a permanent position.

Well established clinic with dedicated staff, where one can enjoy all aspects of dentistry, including implants. Edson, a vibrant town of 8000 people, serves a surrounding community of more than 10,000. Edson is situated half way between Edmonton and Jasper; ideal for sharing the amenities of the city and those of the vast outdoors.

If you are a proficient clinician who’s caring and committed please contact Dr. ShariJean Robinson at srobin11@telus.net or call 780-723-5221(w) or 780-723-3084(h).

Features of Reformatted CT scans: • No Distortion • Accurate Measurements • Visualization of Internal Structures • Determine Bone Quality

ENDODENTIST

SENDING YOUR ENDO’S TO SPECIALIST? COMPLETELY ELIMINATE THE NEED TO DO ENDO’S!!

INCREASE REVENUE AND NET OF YOUR PRACTICE!!!

KEEP PATIENTS WHERE THEY ARE COMFORTABLE RECEIVING DENTAL TREATMENT. EXPERIENCED GENERAL DENTIST TO PERFORM ROOT CANAL PROCEDURES ON YOUR PATIENTS IN YOUR OFFICE. Dr. Don Avidar 416-949-9682 donavidar@gmail.com

CT Scanning and SimPlant ® : • Can Increase Case Acceptance • Provide Case Predictability • Increase Referrals • Improve Cost Effectiveness • Reduce Overhead Reasonable fees – Mandible or Maxilla $300 – Both $500 FOR APPOINTMENTS OR MORE INFORMATION PLEASE CALL BETTY ANN LEBLANC 416-864-6060 x6112 www.stmichaelshospital.com/content/programs/medical_imaging/index.asp

WEST OF TORONTO – LOCUM Dentist required for mat-leave position in well-established, family practice.

Feb-June, 2009. Full-time, M-F hours (no evenings, or weekends.) Experience preferred.

Reply to berminghams@rogers.com, or call 905-878-0555.

Practices & Offices ORTHODONTIC PRACTICE FOR SALE

Lease Hold Space with Stunning Views Downtown Vancouver, BC. All contents of an orthodontic specialty practice, including equipment and furniture. Located in a busy, well established location on the new Canada Line.

For further information please call: 778-241-8494.

COLLINGWOOD, ON ENDODONTIST WANTED

Endodontist required to share space with periodontist for clinic in Collingwood.

Space rental arrangement but open to any other arrangement.

Reply to DPM, Box 978.

DUNCAN, BC

EASTERN ALBERTA

Family oriented Practice for sale! A Fantastic Opportunity with an initial associateship period leading into practice purchase.

Practice is located in Duncan, in the beautiful Cowichan Valley, an area that is presently experiencing tremendous growth. A 4 operatory practice with staff including receptionist, CDAs and hygienist. Laboratories and specialists are nearby.

Looking for an energetic dentist to share a 4 day work week.

For more information and inquiries send an email to drqualley@shaw.ca.

Busy, well established, high revenue practice for sale in a nice oil town. Very convenient location, 4 operatories, low rent, low overhead, hospital privileges. Owner can stay on for a smooth transition.

Phone: 403-918-3334 or e-mail: albertapractice4sale@gmail.com

PRACTICE FOR SALE

Orthodontic practice for sale with satellite in the Golden Horseshoe. Excellent growth opportunity and ideal area to build a career and family. Senior orthodontist willing to transition.

Please contact oliver249@yahoo.ca

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Dental Marketplace Practices & Offices PRACTICE WANTED DOWNTOWN TORONTO

CAMROSE, ALBERTA

General Dentistry Practice for sale with billings in excess of $1M, on 230 working days, leaving huge growth potential. Well established 19 year solo practitioner, 3700 active charts, existing long term staff of 12-17 years, full time hygienist supported. Own building of 2800 sq ft, natural fireplaces, fully modernized clinic of Adec cabinetry and chairs, Kavo electric handpieces, Gendex digital xrays, paperless Dentrix software, laser system, CAD/CAM in office, Astra implant system available. Dentist relocating to care for aging parents and will transition according to new owners schedule.

Contact in confidence practicesalemanager@gmail.com

Practice wanted in downtown Toronto.

If you are retiring and interested in selling your practice, please e-mail to tooth_fixer@yahoo.com or call (416)580-1275.

WINNIPEG, MB.

Established general practice in North Winnipeg. Owner moving out of the province and looking for immediate sale. Priced to sell! Friendly, well trained, long-term staff, plenty of free patient and staff parking, and low overhead. Three fully equipped operatories plus one fully plumbed operatory ready for future development. Serious inquiries only.

Call: (204) 797-4655.

DOWNSVIEW, ON

3 operatory practice for sale. All equipment, cabinetry and furniture, including reception and sterilization areas are available at best offer. Take over lease or contents can be removed.

Reply to DPM, Box 976.

Associates GENERAL PRACTICE IN BEAUTIFUL COMOX VALLEY

On Vancouver Island, B.C. Well established in downtown Comox in stand alone building which is available for purchase.

Contact Dr. John Herschmiller, 250-339-5559 or e-mail jjhersch@hotmail.com

PRACTICE WANTED IN TORONTO AND AREA

If you are retiring and interested in selling your practice, please e-mail to vasyutyak@yahoo.com or call (905)922-0580.

You are welcome to stay as an associate with excellent remuneration.

OTTAWA,ON

West end family practice for sale. Four operatory, well equipped facility located on busy street, growing area. 3 highly productive days of hygiene. Microcope for endo work.

Reply to DPM Box 984.

SPACE FOR LEASE:

Davisville and Yonge. Fully equip­ ped dental office, 3 ops, private office, shower. 1,500 sq ft. Wired for computers.

Please Contact: 416­917­3291.

OPPORTUNITIES IN OSHAWA AND COURTICE, ON Looking for dentists with existing patient base to come work with us.

Will buy your practice.

Call 416-726-1469 or e-mail: drmint@rogers.com

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Winter 2009

IQALUIT, NUNAVUT

Associate position(s) available for immediate start. Established clinic offers generous package and full appointment book to associates. All round clinical skills are your ticket to a wide range of recreational activities! No travel required and housing available in Canada’s newest and fastest growing capital city.

Please apply to Administration, PO Box 1118, Yellowknife, NWT X1A 2N8 or call (867) 873-6940, fax (867) 873-6941.

BRAMPTON, ONTARIO

Full time, experienced associate needed. Busy practice. Will be solo dentist in practice.

Tel: 905-451-8388 Cell: 416-347-3849.

STONEY CREEK, ON

Associate position available for immediate start in a large, well established facility practicing all aspects of dentistry. Highly productive, 12 operatories, 25 friendly staff members and a large patient base. Part-time to start with full-time opportunity, evenings required.

Please call Maria or Roy at 905-662-1999 or e-mail resume to: ask@stoneycreekdental.ca

Dental Practice Management

ETOBICOKE, ON Etobicoke practice is seeking associate for Fri & Sat for busy general practice committed to continuing education, excellence in patient care and in all aspects of dentistry.

Please reply to DPM, Box 985.

KELOWNA, BC Established dental practice seeking a hard working associate in picturesque Kelowna B.C. This is a well rounded practice that encompasses all aspects of dentistry including I.V. sedation, endodontic and implant surgery. Experienced staff is in place and the patients are awaiting your arrival. We have recently renovated and upgraded our facility including Adec 511 chairs with electric motors, integrated intra oral cameras, digital radiography and soft tissue laser. Our facility also includes a full service lab on site. The area offers year round entertainment and life style second to none from world class skiing, incredible golf courses and many beautiful lakes to enjoy during the long, hot summers.

Please send your contact information to jim.belot@telus.net

Dental Marketplace Associates

ASSOCIATE — TRENTON, ONTARIO

Dr. Steven Bongard and our associates at West End Dental Centre in Trenton, Ontario are looking for a caring, compassionate dentist with strong communication and clinical skills to join our busy, progressive practice. This full-time position is an excellent career development opportunity for a dedicated dentist who wants to enhance their skills in all aspects of quality dentistry. We offer the knowledge and experience of our doctors along with the support of a friendly and well-trained staff. Our office is located 1 hour east of Oshawa on the beautiful Bay of Quinte.

Please e-mail your resume to westenddental@ bellnet.ca or fax (613) 392-3783, attn.: Diane.

RED DEER, ALBERTA

Progressive Cosmetic/Family Practice searching for long term mutual visionary(associate/partner) ready to excel along with us and the rapid growth of Red Deer. Located exactly between Calgary and Edmonton at the foothills of the Rocky Mountains, Red Deer has the smaller city lifestyle with the big city opportunities. Computerized, laser, Cerec 3-D and digital ready are available for expanded options of patient care. New grads welcome with easy ownership program available.

Feel free to call 403-309-4600 or fax your resume to 403-340-0078. Confidence with confidentiality can be assured by e-mailing: appleway@telus.net.

ASSOCIATE — OTTAWA, ON Family practice located in West Ottawa is looking for a highlymotivated associate for our fast paced, hi-tech dental office with partnership opportunity. If you are eager to settle down and would like to experience working in a growing dental office, then we are looking for you! Must have 2 years experience.

Fax resume to 613-823-2930.

IMMEDIATE OPENINGS FULL/PART TIME

HALIFAX, N.S. - Near water or nature with a long term career in General Dentistry.

We have great opportunities for those experienced wanting to dive/ walk right in.

Call Today – Positions must be filled 902-835-4222, ext. 223

KITCHENER, ONTARIO

We are looking for a part-time associate for our extremely busy, well established family practice. Applicant must have great interpersonal and communication skills, enjoy working with children and be interested in building a long-term business relationship with the practice.

Our office prides itself and promotes continuing education. We offer modern technology and our staff is well educated and trained to provide a caring, friendly and service oriented environment.

Please fax your resume to 519-576-8311.

Is looking for full-time/part-time dentists for:

OTTAWA AREA ARNPRIOR and CARLETON PLACE (20 minutes from Ottawa) Practices are located in a very busy retail location. Modern, Paperless Offices. If you are energetic, committed and want to grow professionally, please contact Dr. Raja Sandhu, BDS, DMD CEO - SANDHU DENTAL GROUP E-mail: rsandhu@sandhudental.ca Fax: 613.258.5276 www.sandhudental.ca NORTH YORK, ON

Associate wanted in North York to cover for mat leave starting mid Dec., could turn into permanent position in a busy mall practice.

Fax resume to 416-491-1247, or e-mail rzogby_dmd@yahoo.com

WHITEHORSE, YUKON Associate Wanted

Required for a 5 op., growing, modern practice. We require an individual who is skilled, confident, with an affinity for teamwork. Whitehorse is a rich, dynamic city, a centre for sports and the arts.

Murraya Dental Centre, 4069 4th Ave., Whitehorse, YT Y1A 5W5 Tel: 867-633-4401, fax: 867-633-4402 murrayadental@northwestel.net

CALGARY/ EDMONTON

Full and part-time associates required for growing and established practices in successful areas of Calgary and Edmonton. Great patient flow, wonderful staff.

Contact Candice at fax 780-444-9411 or info@dentalchoice.ca.

All applications kept strictly confidential. Please identify which city you are applying for.

LONDON, ONTARIO Associate required for busy family practice. If you have 3-5 years of general dentistry experience and are looking for a promising career in a well established practice, please contact: ktry@forestcitydental.ca

GREAT OPPORTUNITY!

Ontario – Midland: Small town charm on Georgian Bay, ideal for outdoor enthusiasts. Currently seeking parttime associate with potential for fulltime and possibility of future ownership. Practice all aspects of general dentistry, including sedation and implantology in a well-established, modernly equipped office.

Interested applicants please fax resumes to 705-527-7775, or email: allison@lifestylesmidland.com

BRAMPTON, ON

Associate opportunity in Brampton for a quality minded, highly motivated, caring individual. Please outline days available. Experience preferred.

E-mail resume to dentalspots@gmail.com

Dental Practice Management

Winter 2009

47

Dental Marketplace Associates RED DEER, ALBERTA

PRINCE EDWARD ISLAND — SUMMERSIDE

Full-time associate position available in our well-established, busy and growing practice. Excellent opportunity to utilize the latest in dental technology in our new dental facility while working with a wonderful staff. We are a patient-centered clinic offering a full range of dental procedures, including sedation. New grads welcome.

Please contact Dr. Caroline Krivuzoff-Sanderson at 403-346-0077 or email CV to dr.caroline@shaw.ca

Seeking quality oriented associate with excellent people skills. We are a multi dentist family practice operating in a state of the art facility complemented by an experienced friendly support staff and a strong recare program.

New grads welcome.

Please forward any enquiries to: Attn: Practice Manager Water Street Dental Clinic 645 Water Street, Summerside, PE C1N 4H9 Phone: 902-436-2737 Fax: 902-436-0331 E-mail: rmillar@wsdc.ca www.wsdc.ca

OTTAWA, ON

WEST OF TORONTO — FULL TIME ASSOCIATE

Dr. Vineet Sidhu invites Experienced Associates. Foreign trained dentists welcome. Also willing to mentor new graduates.

Please email: vineet91@yahoo.com or call 613 345 8852 to discuss and visit the practice.

P/T PERIODONTIST BRAMPTON, ON

Busy, fast growing family practice with 2 local offices seeks p/t periodontist.

Please fax resume to Christin (905) 799-1137 or email: smile@sterlingdentalsmile.com

ASSOCIATES NEEDED SARNIA, ON!

Join our team! Large family practice, looking for DENTISTS INTERESTED IN PROVIDING QUALITY CARE TO OUR PATIENTS. Mentoring available. We are a full service dentistry office.Modern, state-of-the-art facility.

Reply to DPM, Box 982.

SPECIALISTS NEEDED

Endodontist and Orthodontist required PT for a high end busy practice in West GTA. Existing specialist relocating. Great potential for the right candidate. New grads welcome.

Contact in confidence at: managerwmd@gmail.com or fax: 416-620-9234.

MISSISSAUGA, ON Upscale, premium, fully equipped modern dental office is seeking an associate/ or rental option with your own patient base. Excellent opportunity for senior dentist or dentist who wants to reduce or eliminate overhead expenses. Specialists are welcome.

Please contact us at: jemdent@hotmail.com

48

Winter 2009

Replacement for associate leaving. Fully booked from day one, progressive office, positive environment based on values. Modern technologies, Cosmetics, implants, Cerec technology & many specialists within practice.

FAX 1-905-951-0129.

PART TIME FLEXIBLE HOURS

Our Woodstock office is seeking a personable dentist to join our friendly staff. Excellent remuneration for the suitable candidate with potential increases over time.

Please send resume with cover letter to 519-539-5994.

DOVE DENTAL CENTRES Full-time associate required for one of their large, busy dental centres in London ON. Any inquiries, please e-mail to: hrm@ody.ca EARN UP TO 50% PRODUCTION!

Ideal opportunity for the career associate or to bridge the gap into ownership/ partnership. Busy practice booking 4 months in advance. Digital x-rays, rotary endo. In fast growing city of Lloydminster, AB. Contact azhrdental@gmail.com.

WINDSOR, ON

Associate dentist needed for a busy dental practice in Windsor, Ontario.

Please fax resume to (519) 972-7362

FT/PT ASSOCIATES

Required for very busy offices in Mississauga, Barrie and Scarborough.

Please email rajatwal@rogers.com

Dental Practice Management

HAMILTON, BRANTFORD, ON Looking for a highly motivated Dentist. PT/FT skilled in most aspects of dentistry for a busy, modern practice with an established patient load. Excellent Remuneration.

Please reply to dentistresume@gmail.com ASSOCIATE REQUIRED -

ASSOCIATE REQUIRED EAST GTA OF TORONTO EastNORTH GTA practice seeking to com-

Excellent part-time associate plement our team with a new Assoop portunity available immediciate.This will appeal ately for a opportunity busy, well established, tospected an individual can maintain re familywho practice.

Unique a hightunity level offorprofessionalism & is oppor a self-motivated, interested in building a long term caring individual who performs all aspects dentistry. We Conveniently business of relationship. offer state located 45equipment minutes north of the art andofa Toronto. team of Please reply confidence to professionals to in work alongside. fax:forward (905) 722-8271 or to Please your resume e-mail:DPM, drrbross@bellnet.ca Box 983.

ASSOCIATE REQUIRED NORTH OF TORONTO

Excellent part-time associate op portunity available immediately for a busy, well established, respected family practice. Unique oppor tunity for a self-motivated, caring individual who performs all aspects of dentistry. Conveniently located 45 minutes north of Toronto.

Please reply in confidence to fax: (905) 722-8271 or e-mail: drrbross@bellnet.ca ASSOCIATE REQUIRED

Growing practice 45 minutes north of GTA requires a highly-motivated dentist skilled in most aspects of dentistry. Min. 3 years experience. P/T leading to F/T evenings and Saturdays. e-mail: rmsolisd@yahoo.ca MISSISSAUGA (STREETSVILLE), ON PERIODONTIST WANTED Periodontist associate required for a newly built 4 operatory facility.

Reply to DPM, Box 977.

WEST OF TORONTO — PART TIME ASSOCIATE

For busy well established practice. Fun, friendly and enthusiastic environment.

Exposure to different specialties and advanced technologies.

FAX 1-905-951-9566.

Dental Marketplace Associates

DENTIST(S) REQUIRED

Growing Calgary Dental Practice

F/T and P/T positions available for New Group Practice Dental Clinic at Sheppard & Allen Rd. Unique opportunity to practice and teach at the Toronto College of Dental Hygiene and Auxiliaries Inc. Please forward resume to dinicolol@yahoo.ca

Accepting applications for the following positions: • Pediatric Dentist • General Practitioner – I.V. Sedation Certification an asset • Surgical Dentist with I.V. sedation Full and Part-Time, experienced associates required for busy, progressive, non-assignment practice. We are a state of the art facility that provides exceptional patient care.

The right individuals will have potential to bill between $80,000 and $100,000/month. Our operating model provides you with unlimited earning potential and unlimited growth opportunity, a unique practice ownership program and the support to make it all happen.

If you believe an associate should have an entrepreneurial mentality and be committed to continually improving levels of service, then please send resumes to box8282@gmail.com ASSOCIATE-EDMONTON, AB

Looking for an ethical, motivated, and caring dentist for maternity leave position April 2010-August 2010. Monday-Friday with some evenings. New grads are welcome. Fax CV to (780) 424-3210 or email to hdg99@telus.net

Equipment EQUIPMENT FOR SALE: 5 OPERATORY CLINIC

Open Concept M&CC cabinetry/sterilization centre, leather Pelton and Crane chairs with ergosoothe, touchless Belmont lights, Dentech delivery units, Gendex x-ray/pan, AT2000 developer, Statim sterilizer, etc.

Phone 778-426-0989.

EQUIPMENT FOR SALE SIEMENS AUTO FAS/15 PANOREX UNIT. Contact - Frank 905-793-2472.

EXCEPTIONAL OPPORTUNITY

Seeking associate to integrate into established, highly productive, technologically advanced, single practitioner office. Excellent new patient flow. Buy-in potential. One hour from Saskatoon, Sask. Tel: 306-8822123, web page www.riekman.blogspot.com

MISSISSAUGA, ON

Part-time associate needed.

Weekend required.

Please reply to jnrosewood@gmail.com

OTTAWA SOUTH – ASSOCIATE NEEDED

CAMBRIDGE, ON

Associate or locum needed PT or 3 days/ week. Recent grads welcome, learn extensive Ortho and Implant therapies.

Fax: 519-622-8086 or call Dr. Loyer 519-622-5950.

3 days/week.

Potential full-time in near future.

Busy, well established, comprehensive family dental practice looking for patient oriented DDS with excellent communication skills. No weekends. Great opportunity.

Please fax resume to Angie 613-821-3763.

Ad Index ABELDent Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 16-17 Crest Oral-B, P&G. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . IFC Dental GPS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28-29 Exan Software. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38-39 Henry Schein. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15, 50-51 Maxim Software . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26-27 Patterson Dental. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7, 20-21, 34-35 Prococious Technology Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42-43 Sirona. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Synca. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . OBC Tucci Management. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32 University of Toronto Faculty of Dentistry. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4

Dental Practice Management

Winter 2009

49

ADVERTORIAL

Better. Faster. Stronger.

When the right elements are put together, amazing things happen. DENTRIX continues its

The all new Patient Questionnaire helps you save time by processing patient paperwork electronically and automating data entry. Your patient can complete the transformation with DENTRIX G3, offering technology that information in your lobby or even at home, and with a Comes Together to make your practice more efficient and more profitable. DENTRIX G3 enables offices to take the next couple of clicks, the information is entered into DENTRIX. step toward a paperless practice and offers a new level in Faster patient communication and treatment planning.

G3 is faster, too. Much faster. A heavy hitter without being a heavyweight, benchmark testing has shown that G3 loads Better the chart more than 30% faster than previous versions, The enhanced Perio Chart allows you to easily enter exam allowing you to spend more time where it matters most— data using an input device, such as a mouse. with your patients.

G3 also has enhanced functionality within the Document Stronger Center that will help your practice achieve your goal of G3 makes in-depth treatment planning and effective patient practicing paperless. You can import and store any patient education more effective than ever with the seamlessly document—Excel, PowerPoint, Word, or PDF—directly integrated Guru patient education system. G3 and Guru to the Document Center for easy access. You can also allow you to attach consent forms, procedure animations electronically sign and display signatures in documents. and case details to a treatment plan and improve case acceptance and patient retention.

Call now or visit our Web site: 800-781-5230 • www.dentrix.com/resource-center/canada

50

Winter 2009

Dental Practice Management

ONE PRACTICE. ONE SOLUTION. Practice management with one goal in mind With 20 years of experience and more than 28,000 installations, DENTRIX is the proven leader in practice management technology. DENTRIX rises above the competition by accelerating return on investment, increasing productivity, and improving efficiencies. DENTRIX pioneered the philosophy of a fully integrated practice, where data seamlessly flows between the operatory and front desk.

EASY TO USE Dentrix provides an easy-to-use interface that allows you and your staff to increase productivity and efficiency.

Call now or visit our Web site: 800-781-5230 • www.dentrix.com/resource-center/canada

Finally – lube free and reliable in the same sentence!

Lares Research® – NEW CX handpieces >> Prevent lubricant deposits onto freshly cut dentin which interfere with adhesive dentistry >> Prevent handpiece slow down from baked-on build-up of lubricant >> Reduce costs to purchase, apply and clean-up lubricant many times every day

NE W

• Multiflex® compatible, 360˚ swivel • High performance ceramic bearings for extended life and quiet operation • High cutting power • Ergonomic shape • Parabolic head shape for high visibility • Fiber optics • Push button bur changing • New bearing Debris-Shield system • 2 head sizes: 557 (Regular) and 757 (Workhorse).

• 1 year warrantee on handpiece and replacement turbines*

With Fiber Optic:

557

757

$675 Without Fiber Optic:

$595

HOT DEALS

CX

Lube free

Regular: $725 with fiber optics: Low Synca introductory price: $675* 3 @ $599* Regular: $645 without fiber optics: Low Synca introductory price: $595* 3 @ $519* Bonus: Receive 100 Tri Hawk® regular carbide burs or 50 Talon® burs FREE of charge with purchase of any Lares Research® CX handpiece.

1-800-667-9622 www.synca.com Limit: 1 bonus per dentist Offers expire on February 26, 2010

*Excludes user-replaceable chuck: 90 day warrantee Multiflex® is a trademark of KaVo®

Products that make sense!

PHILIPS SONICARE PRODUCTS

FlexCare+

Sonicare For Kids

HealthyWhite

Essence

Xtreme

Complete gum care.

Encourage healthy brushing on their own.

Whiter, healthier teeth.

The basic way to start.

Simply clean.

NEW

NEW

Gum Care mode, a three-minute clean for improved gum health.

Two kid-friendly power modes, ages 4+ and 7+.

Whiter teeth: up to two shades whiter in two weeks.

Slim, angled neck cleans hard-toreach places.

Two brush head sizes with reminder bristles.

Two brush head sizes to gently clean teeth at key stages.

Clean & White mode delivers an additional 30 seconds of whitening power.

Easy-start gently increases brushing power to ease patients into the Sonicare brushing experience.

Five modes, each designed for thorough cleaning of teeth and gums.

Lithium ion battery lasts up to three weeks.

Quadpacer encourages thorough brushing of each quadrant.

KidTimer helps kids reach the recommended two-minute brushing time.

Two-minute timer helps ensure dental professional recommended brushing time.

Battery operated and includes two AA alkaline batteries.

Unique brushing motion effectively removes extrinsic everyday stains.

KidPacer lets kids know when it’s time to move the brush to a new quadrant of their mouth. )EW] XS ½RH SR SJJ button is simple to locate and press.

UV brush head sanitizer kills up to 99% of select microorganisms on the brush head.*

To place an order, call your Philips Sonicare representative at 1-800-676-SONIC (7664) or for more information go to www.sonicare.com/dp

* E.coli, S.mutans and H. simplex-1

CAN7005196

PRODUCTS & PRICING

Sonicare FlexCare+

Sonicare Essence

1 Sonicare FlexCare+ toothbrush 1 ProResults standard brush head 1 ProResults compact brush head 1 UV sanitizer with integrated charger, cord wrap and brush head storage (on select model) 1 Travel charger (with cord wrap and brush head storage

on stand alone model)

1 1 1 1 1

Essence toothbrush Standard size contoured brush head Charger base Travel case Brush head holder

6+ units $59.95

Sonicare Xtreme

2 Hygienic travel caps 1 Luxury hard travel case 3 Additional color code rings

1 Sonicare Xtreme e3000 toothbrush 1 Standard size contoured brush head 1 Travel cap 2 AA alkaline batteries

FlexCare+

With UV Sanitizer

Stand Alone

6-17 units

$125.95

$99.95

18-99 units

$121.95

$95.95

e-Series Brush Heads

100+ units

$117.95

$91.95

Fits: Essence / Advance / Xtreme

6+ units $25.95

Sonicare HealthyWhite

2 Sonicare HealthyWhite toothbrushes (1 with Incorporator model) 2 ProResults standard brush heads (1 with Incorporator model) 1 Travel charger with brush head storage 2 Hygienic travel caps (1 with Incorporator model) 1 Travel case (dual handle only)

Standard

Compact

Standard or Compact

1 pack

2 pack

1-5 units

$13.95

$25.95

HealthyWhite

Dual Handle

6-17 units

$12.95

$23.95

6-17 units

$110.95

18+ units

$11.95

$20.95

18-99 units

$106.95

100+ units

$102.95

HealthyWhite

Incorporator: Single Handle

50+ units

$79.95

Sonicare For Kids

1 Sonicare For Kids toothbrush 2 Brush heads for ages 4+ and 7+ 1 Sturdy charger base with brush head storage 3 Interchangeable panels

ProResults Brush Heads Fits: FlexCare+ / HealthyWhite

NEW ProResults with reminder bristles— replace brush head every 3 months for optimal results.

Standard

6-17 units

$59.95

18-99 units

$55.95

100+ units

$51.95

Sonicare For Kids Brush Heads Fits: Sonicare For Kids

Compact

Standard or Compact

1 pack

3 pack

Ages 4+ or 7+

2 pack

1-5 units

$9.95

$25.95

6-17 units

$8.95

$23.95

18+ units

$7.95

$20.95

1-5 units 6-17 units 18+ units

$17.95 $16.95 $15.95

Ages 4+

Ages 7+

PRODUITS PHILIPS SONICARE

HealthyWhite

Essence

Xtreme

Des dents plus blanches et plus saines.

Au tout début.

Simplement propres.

AU NOUVE

Deux (2) modes de fonctionnement conviviaux pour les enfants, quatre (4) ans et plus et sept (7) ans et plus.

Des dents plus blanches : jusqu’à deux nuances de blanc en deux (2) semaines.

Le manche élancé à angle permet de nettoyer les endroits difficiles à atteindre.

Deux (2) formats de tête de brossage avec soies de rappel.

Deux (2) formats de tête de brossage pour doucement nettoyer les dents aux stades de développement clés.

Le mode Clean & White procure 30 secondes supplémentaires de blanchiment extrême.

Le mode de mise en fonction facile Easy-Start augmente graduellement la puissance de brossage pour initier les patients à l’expérience Sonicare.

Cinq (5) modes, chacun conçu pour un nettoyage en profondeur des dents et des gencives.

La minuterie KidTimer aide les enfants à se brosser les dents pendant deux (2) minutes, tel que recommandé.

Le mouvement de brossage exclusif supprime efficacement les taches extrinsèques de tous les jours.

La pile au lithium-ion dure jusqu’à trois (3) semaines.

La minuterie KidPacer rappelle aux enfants qu’il est temps de déplacer la brosse à dents vers un nouveau quadrant de leur bouche.

M

NDED

REC O M M

nic

U

E

AN

No

A

o

U

M

DÉE

W

ME

o

L’assainisseur UV supprime jusqu’à 99 % des microorganismes sélectionnés de la tête de brossage.*

Alimentée par pile et comprend deux piles AA alcalines.

S

La fonction de minuterie Quadpacer favorise le brossage de chaque quadrant.

La touche de mise en marche/arrêt est facile à trouver et à activer.

La minuterie de deux (2) minutes permet de s’assurer que les patients se brossent les dents pour la durée recommandée par les professionnels des soins dentaires.

ND

E

O d r l d wi

e

Mode de soins des gencives Gum Care, un nettoyage de trois (3) minutes pour des gencives plus saines.

O

AU NOUVE

Pour qu’ils apprennent à bien se brosser les dents sans l’aide des parents.

REC

Soins complets des gencives.

Sonicare pour enfants

S O NIQ

FlexCare+

Pour commander, contactez votre représentant Philips Sonicare au 1 800 676-SONIC (7664) ou pour de plus amples renseignements, visitez le www.sonicare.com/dp

la brosse à dents sonique

* E. coli, S. mutans et H. simplex-1

CAN7005196 10/09

PRODUITS ET TARIFS

Sonicare FlexCare+

Sonicare Essence

1 brosse à dents Sonicare FlexCare+ 1 tête de brossage ProResults standard 1 tête de brossage ProResults compacte 1 assainisseur UV avec chargeur intégré, rembobineur de cordon et espace de rangement pour tête de brossage (sur modèle sélectionné) s 1 chargeur de voyage (avec rembobineur de cordon et espace de rangement pour tête

s s s s s

s s s s

de brossage sur modèle autonome)

Avec assainisseur UV

Autonome

brosse à dents Essence tête de brossage contour, de format standard chargeur trousse de voyage support pour tête de brossage

6 unités et plus

Sonicare Xtreme

s 2 capuchons hygiéniques de voyage s 1 trousse de voyage rigide de luxe s 3 anneaux additionnels de couleur pour tête de brossage FlexCare+

1 1 1 1 1

s BRosse à dents Sonicare Xtreme e3000 s tête de BRossage contour, de format standard s capuchon de voyage

6 unités et plus

s 2 piles AA alcalines

Ì unités

$

Ì unités

Têtes de brossage e-Series

UNITÏS ET PLUS

Pour : Essence/Advance/Xtreme

Sonicare HealthyWhite s s s s s

2 brosses à dents Sonicare HealthyWhite (une [1] avec modèle Incorporator) 2 têtes de brossage ProResults standard (une [1] avec modèle Incorporator) 1 chargeur de voyage avec espace de rangement pour tête de brossage 2 capuchons hygiéniques de voyage (un [1] avec modèle Incorporator) trousse de voyage (poignée double seulement)

Standard

Compacte

Standard ou compacte

Paquet de 1

Paquet de 2

Ì UNITÏS

$

$

HealthyWhite

Poignée double

Ì UNITÏS

$

$

Ì UNITÏS

UNITÏS ET PLUS

$

$

Ì UNITÏS

UNITÏS ET PLUS

HealthyWhite

Incorporator : Poignée simple

UNITÏS ET PLUS

Sonicare pour enfants s s s s

1 2 1 3

brosse à dents Sonicare pour enfants têtes de brossage pour quatre (4) ans et plus, et sept (7) ans et plus chargeur robuste avec espace de rangement pour tête de brossage volets interchangeables

Têtes de brossage ProResults Pour : FlexCare+/HealthyWhite

NOUVEAU Têtes de brossage ProResults avec soies de rappel— remplacez la tête de brossage tous les trois (3) mois pour des résultats optimaux.

Standard

Ì UNITÏS

Ì UNITÏS

UNITÏS ET PLUS

Têtes de brossage Sonicare pour enfants Pour : Sonicare pour enfants

Compacte

Standard ou compacte

Paquet de 1

Paquet de 3

Ì UNITÏS

$

$

Quatre (4) ans et plus ou sept (7) ans et plus

$

Ì UNITÏS

$

$

Ì UNITÏS

$

UNITÏS ET PLUS

$

Ì UNITÏS UNITÏS ET PLUS

$

$

Quatre (4) ans et plus

Sept ( ) ans et plus

Paquet de 2