oralhealth
OFFICE W W W. O R A L H E A L T H G R O U P. C O M
OCTOBER 2017
PM. 40063170
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oralhealth
OFFICE W W W. O R A L H E A L T H G R O U P. C O M
Features OFFICE DESIGN
10 Motivo Dental 16 Aurora Borealis Orthodontics 24 Mackenzie Dental Centre
FINANCE
8 Potential New Tax Changes:
Is this the end of professional corporations? David Chong Yen, CPA, CA
PRACTICE MANAGEMENT
14 Planning for Peak Performance Naren Arulrajah
20 Legal Audit Approaches for Peak Performance John McMillan, LL.B.
Departments 4
News Briefs: 2017 Cellerant “Best of Class” Tech Award Winners
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Editorial: I Now Pronounce You...
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Dental Marketplace
oralhealthgroup.com | Oral Health Office | OCTOBER 2017
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oralhealth
4 News
2017 Cellerant “Best of Class” Technology Award Winners Cellerant Consulting Group has announced the 2017 Cellerant “Best of Class” Technology Award winners! “Every year the “Best of Class” identifies and acknowledges innovative dental technologies from the well-known to the obscure, and from the basic to the aspirational,” said Dr. Lou Shuman, CEO of Cellerant and founder of the Best of Class Technology Awards. “In addition to recognizing innovators in the dental industry we look to be the unbiased resource for dental professionals making technology investment decisions for their patients and practices.” • • • • • • • • • • • • • • • • • • • •
3 3Shape TRIOS® Platform B Bien-Air Tornado B Blue Sky Bio - Emerging DentLight FUSION 5 Curing Light with D Twinhead Curing Attachment - Emerging T DEXIS D CariVU F Form Labs Form 2 3D Printer L LED Velscope Vx M MMG Fusion O Orascoptic Ease-In-Shields O Orascoptic OmniOptic O Orascoptic Spark P Phillips Sonicare DiamondClean Smart Q Q-Optics Platform- Emerging Show S EyeSpecial CII Camera SSimplifeye - Emerging SSmile Line USA Smile Lite MDP - Emerging U Ultradent Gemini 810 & 980 Diode Laser Valo and Grand Valo Curing Lights V WEO Media W Zest Dental Solutions LOCATOR F-Tx Z Fixed Attachement System F
“This year’s “Best of Class” winners represent a great balance between multi-year winners that continue to push the envelope in their respective categories and total new comers,” said Dr. Marty Jablow, “Best of Class” Panel Member and Cellerant Chief Development Officer. In 2017 there are eight repeat winners and twelve new recipients, five of which have received the designation as “Emerging”. “I think it’s of special note that we have more Emerging winners this year than ever before,” Dr. Jablow goes on. “These companies have either introduced new products that challenge existing category leadership or pioneer new categories altogether. It speaks positively about the pace of innovation in the dental space.” “Best of Class” Technology Award winners will be showcased at the 2017 ADA annual meeting, to be held in Atlanta, GA from October 19th to the 23rd. Dental professionals will have the unique opportunity to experience the “Best of Class” technologies first-hand at the ADA meeting, as well as hear the panel members’ lecture on these products at The Technology Expo. The Expo also features free continuing education taught by the leading experts in technology integration and social media. More information can be found online at ADA.org/meeting. For more information on the Cellerant Best of Class Awards and the 2017 Award Winners go to www.cellerantconsulting.com/BestofClass.
OFFICE Editorial Director: Catherine Wilson 416-510-6785 • catherine@newcom.ca Assistant Editor: Jillian Cecchini 416-442-5600, ext. 3207 • jillian@newcom.ca Art Direction: Carolyn Brimer Production Manager: Phyllis Wright Circulation: Mary Garufi 416-614-5831 • mary@newcom.ca Advertising Services: Karen Samuels 416-510-5190 • karens@newcom.ca Classified Advertising: Karen Shaw 416-510-6770 • karen@newcom.ca Associate Publisher: Hasina Ahmed 416-510-6765 • hasina@newcom.ca Senior Sales Manager: Tony Burgaretta 416-510-6852 • tonyb@newcom.ca Account Manager: Holly Power 416-510-6846 • holly@newcom.ca
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Chairman and Founder: Jim Glionna President: Joe Glionna Vice President, Operations: Melissa Summerfield Controller: Anthony Evangelista Director of Circulation: Pat Glionna OFFICES Head Office: 80 Valleybrook Drive, Toronto, ON M3B 2S9. Telephone 416-442-5600, Fax 416-510-5140. Oral Health Office is 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, Oral Health Office, 80 Valleybrook Drive, Toronto, ON M3B 2S9. Subscription rates: Canada $20.00 for 1 year; $37.00 for 2 years; USA $23.00 for 1 year; Foreign $43.00 for 1 year; Single copy $12.00. 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: 416-442-2191; E-mail: mary@newcom.ca; Mail to: Privacy Officer, 80 Valleybrook Drive, Toronto, ON M3B 2S9. Canada Post product agreement No. 40063170. Oral Health Office is published twice in 2017 by Newcom Business Media Inc., a leading Canadian information company in business-to-business information services. ISSN 2291-1448 (PRINT) ISSN 2291-1456 (ONLINE)
OCTOBER 2017 | Oral Health Office | oralhealthgroup.com
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Editorial
CATHERINE WILSON, EDITOR
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I Now Pronounce You… In 1984, Oral Health, our monthly clinical journal, was 73-years-old and Dental Practice Management was born. DPM was meant to be the source for all things not clinical. Employer concerns, staffing, legal matters, marketing, finance, transitioning, office design were all topics for discussion in DPM. Not long ago, the magazine morphed into Oral Health Office. Unfortunately, the frequency had been reduced but where a door closes, a window opens so beginning in January, 2018, the non-clinical content of Oral Health Office will be found every other month in the body of Oral Health. Our magazines are now the one stop for all things dental. Through education, diagnosis and treatment, dentists provide the public with an essential health service. Research is continuing to show that the link between oral health and general health is strong. What some may not realize is that dentistry is an artistic as well as a scientific profession. The scope of your work is much broader than ever before. Because they are skilled, conscientious professionals, dentists earn respect and appreciation. They have opportunities to work as community leaders, educators, physicians and government officials. Tomorrow’s dentists will meet public oral health needs with advanced techniques, including vaccines that fight tooth decay, new an xiet y-relieving methods and sophisticated materials,
technologies and procedures. Dentists are a vital part of the health care team, frequently making referrals to - and receiving referrals from - physicians, psychologists and other health care professionals. Dentists are also involved in: • Teaching and Research: Dentists may be full- or part-time faculty members at dental schools. They also conduct oral health research in university and corporate settings. • Professional Development: With the increasing amount of information being generated by dental research, dentists must continually update their knowledge and skills. • Leadership: Dentists supervise and manage the care provided by other dental team members, including dental hygienists, dental assistants, laboratory technicians and front office staff. • Executive Management: As solo practitioners or partners, dentists usually manage the business and financial aspects of their practices. T hey acquire and use practice management and investment skills, and develop marketing strategies. The ‘marriage’ of Oral Health and Oral Health Office brings together the information dentists need as clinicians, artists and business professionals.
oralhealthgroup.com | Oral Health Office | OCTOBER 2017
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8 Finance
POTENTIAL NEW TAX CHANGES: Is this the end of professional corporations?
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t’s been over a decade since the government allowed non-dentist family members to become shareholders of a dentistry professional corporation (DPC). Just as the government gives, it can also take away. The introduction of new sweeping tax changes is causing frustration among many dentists and essentially reverses many of the benefits that were provided to dentists and their families back in 2006, when dentists were given the ability to include their families as shareholders of their PC. Let’s take a look at the key changes that are causing dentists and their accountants many sleepless nights.
Income splitting One of the primary advantages of allowing family members to become shareholders of a DPC was to income split and reduce the family’s overall tax bill. Two individuals with an income of $100,000 each would pay significantly less taxes than one person with an income of $200,000. The government is looking to impose a reasonableness test on any salary or dividends paid to family members. The government would have the ability to assess what a family member should be paid based on the amount of work and amount of capital they have put into the DPC. Failing this test means the monies paid to family members would be taxed in their hands at the highest tax rate, effectively eliminating any tax savings benefit.
Multiplying the Capital Gains Exemption The same reasonableness test is being applied to capital gains. In this case, despite your family members legally owning a certain percentage of shares, the government has the right to deem the monies they receive from the sale of their DPC shares to be unreasonable. Failing the reasonableness test in this situation means that the family member would be ineligible to claim the lifetime capital gains exemption (LCGE). This would increase their tax bill by up to $220,000 OCTOBER 2017 | Oral Health Office | oralhealthgroup.com
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Finance
upon the sale of the DPC shares. There are some tax maneuvers that can be done to lock-in some tax savings, but in many cases action needs to be taken before December 31, 2017. It’s advisable to speak to your accountant immediately to see if you need to take action. Additionally, where minor children are equity shareholders, it results in a tax trap unless the practice is sold by December 31, 2018. After this date, minor children would be forced to report the capital gain upon sale of their shares with no access to their LCGE. As an example, if a minor child owned equity shares since birth 10 years ago, and those shares were worth $1 million today, that child could not use any LCGE upon the sale of their shares. Even if the sale of the shares occurs after they turn 18, the increase in value up to the age of 18 would not be eligible for the LCGE and any increase in value after they turn 18 would be subject to the reasonableness test. Effectively, the tax is being applied retroactively and all the gains that were supposed to be taxfree are now subject to taxes.
Taxes on investment income The government’s attack on private corporations doesn’t end at income splitting. They also want you to pay taxes faster by eliminating tax deferral benefits of investing money in your DPC. Details have not yet been revealed, but the new tax changes on how passive income (i.e. monies earned on investments where you don’t have to sweat) will be taxed mean you can no longer use your DPC as a supersized RRSP.
Transfer of DPC share to a DDS child It’s not all bad news, but it’s not exactly good news either. The government has announced it’s looking for feedback to allow for a win-win situation where there
is a legitimate transfer of a business to a child. This would mean the parent could claim the LCGE on the sale of their shares to a child and the child could use a DPC to buy the shares allowing them to use cheap corporate dollars to repay the loan. The reason it’s not good news yet, is that there are no concrete plans in place currently to allow it; instead the issue is simply open for discussion. Based on the tax proposal, an intergeneration succession plan may be negatively taxed. In other words, it’s going to get worse before it gets better.
Is there any advantage of a DPC? With both the benefits of income splitting and deferral of taxes on investment income being eliminated, it begs the question whether a DPC is still worth having. In many regards, the tax changes which allowed DPCs in the first place, and subsequently those that allowed non-dentist family members to be shareholders changed the dental industry significantly. The market for dental practices grew exponentially as DPCs became tax efficient vehicles for buying and selling dental practices. It allowed many dentists to invest in their practices and build up self-managed retirement/pension funds to provide for themselves and their families. It also contributed to the proliferation of dentists owning several practices, reinvesting profits taxed at low rates in to other dental practices thereby generating employment for Canadians as well as serving the disadvantaged, including those on social assistance programs. There were many positive changes from the introduction of the DPC and these new proposed tax changes are a major step back for the DPCs and private corporations in general. There’s still a place for DPCs especially for those looking to purchase and sell dental practices and there’s still value in being able to dictate the timing of one’s personal income. Things could still change, 2019 is an election year after all.
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This article was prepared by David Chong Yen*, CPA, CA, CFP, Louise Wong*, CPA, CA, TEP and Eugene Chu, CPA, CA of DCY Professional Corporation Chartered Accountants who are tax specialists* and have been advising dentists for decades. Additional information can be obtained by phone (416) 510-8888, fax (416) 510-2699, or e-mail david@ dcy.ca / louise@dcy.ca / eugene@dcy.ca . Visit our website at www.dcy.ca.
This article is intended to present tax saving and planning ideas, and is not intended to replace professional advice.
oralhealthgroup.com | Oral Health Office | OCTOBER 2017
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10 Office Design
MOTIVO DENTAL The idea of this project is to create a dental office that is functional but at the same time, beautiful and relaxing for the patients. In most cases, patients are nervous when they go to the dentist, so we decided to provide a cozy, homey, and welcoming place that feels a lot less scary to the patients, where they can enjoy their visit while having their teeth fixed. The design combines the modern and contemporary look, which gives the feeling of modernity with a warm atmosphere. The office has six operatories, one X-ray room, one staff room, one financial room, a kids zone, one laboratory room, one mechanical room, and a private office for the doctor. The entry door leads directly to the reception area that backs onto concrete panels that provide the cool modern look of cast concrete walls. The smiling pictures on the brick wall warm your hearts and make you smile without thinking. The stunning high ceiling, with clusters of hanging pendant light fixtures, creates a nice piece of art in itself. The hanging pendants were selected for their smokey grey, white, champagne, brown and purple colours to keep with the clinic theme and still maintaining a comfortable environment. The heating ducts are painted black and used as a design feature. There is a waterfall situated between the waiting room and children’s zone, it emits a peaceful sound of water cascading down a mountainside. The sound of the falling water gives the patients a positive and relaxing feeling, all the while maintaining an eye on their children watching their favorite television show or actively playing on the wall mounted iPads. The corridor leading to the treatment areas is lit up with several chandeliers highlighting the contemporary artwork that conveys peace and harmony. A sensation of calm and comfort defines the whole clinic. The patient’s waiting room is separated from the operatories with a sliding glass door that opens only to let the patient OCTOBER 2017 | Oral Health Office | oralhealthgroup.com
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Office Design
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This project is designed by Motivo Design in Edmonton, Motivo Design was also the contractor.
in and out of the treatment area. The administrative and staff area is on the east side of the clinic, and includes a staff room/kitchen, and the doctor’s office. The doctor’s office is spacious (as he requested) and has a wall covered with wallpaper containing a large map, located directly behind the doctor’s desk. The administrative and the treatment areas are connected with the sterilization zone, which has easy access from anywhere in the office and is large enough to accommodate two sterilizers and two instrument washers. It also has enough cabinets for the six operatories that are supposed to accommodate two dentists and two hygienists working at the same time. oralhealthgroup.com | Oral Health Office | OCTOBER 2017
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14 Practice Management
PLANNING FOR
PEAK PERFORMANCE You don’t approach a cosmetic case with the intention of creating a smile that looks “okay,” or design a crown to fit “good enough.” Why should you settle for a profit margin that is “okay,” or practice growth that is “good enough?” The answer is that you shouldn’t, and you don’t have to. You can achieve peak performance and take your success to a new level, with strategic planning, leadership, teamwork, and effective patient relationship-building.
Planning When you devise a treatment plan, you have a clear goal in mind, you know exactly what needs to be done, and understand how each detail will impact the outcome. In your role as a clinician, you are confident in your decisions and recommendations, because you thoroughly understand the situation, and have solid reasons behind your choice. If you are like many dentists, your role as a businessperson is more challenging. Often, decisions are made out of context of the big picture. Whether setting policies, purchasing equipment, or hiring staff, you think of the people and processes immediately impacted. When those decisions are implemented, they can have unexpected consequences. This happens because you are lacking the guidance of a clear goal and plan. • Vision statement – This is exactly what it sounds like. What is your vision of success? How do you imagine the (ideal) future of your dental practice?
OCTOBER 2017 | Oral Health Office | oralhealthgroup.com
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Practice Management
• Mission statement – Every business, no matter the industry, has a common goal of being profitable. However, that is not the only goal. There is a reason that you chose dentistry rather than law, general medicine, retail sales, or the hundreds of other options. Why does your practice exist? What are its objectives and approaches? • Business plan – This is your roadmap to success. It should include a description of your practice, organizational structure, market analysis, sales strategies, and financial projections. Think of it as a long-term health plan for your practice.
Leadership The old adage “dentistry is a profession, not a business” no longer holds true. The days of the neighborhood dentist who treats everyone and everything are gone. Dentistry has become a highly competitive and infinitely complex industry. Unless you want to be an employee, you need to be a businessperson – and an effective leader. An effective leader is not a tyrant, or a pushover. If you are assertive and decisive by nature, it can be easy to dismiss input from your staff. However, the more information and ideas you gather, the better decisions you can make. When team members have complaints or suggestions, listen. Don’t just give them a few minutes of your time, but actually try to understand the issue. When you are planning changes in your practice, gather feedback from everyone. At the other end of the spectrum, if you are non-confrontational, it may be tempting to give in to pressure from employees. There will be people who
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resist change simply because they are more comfortable with status quo. There will be those who resist following policy, or attempt to change it, for their own benefit, rather than the good of the practice. Involve the entire team, but never forget your role in the team is leader.
Teamwork Some dentists say that their success wouldn’t be possible without their trusted assistants, office managers, and awesome teams. Were they incredibly lucky in hiring the perfect people? Possibly. However, it is much more likely that they implement good human resource strategies. How can you create a spirit of teamwork, and optimize employee performance?
Naren Arulrajah is President and CEO of Ekwa Marketing, an internet marketing company that focuses on SEO, social media, marketing education, and the online reputations of dentists. www.ekwa.com
• Motivate – Some people go to work because they need the paycheck. They are motivated by the desire to stay employed. Therefore, they are unlikely to perform above the minimum requirements. Bonuses and other financial incentives, as well as opportunities for advancement, are good motivators. However, even those things will not create a positive attitude and loyalty. The best motivators don’t cost anything except a bit of your time – recognition, praise, treating employees with respect, including them in decisions, and generally showing genuine appreciation. • Communicate – Provide detailed written job descriptions, responsibilities, and employee policies. When there is a problem with an employee or department, refrain from ranting, avoiding it, or simply telling them to do better. Explain the problem and make sure the employee or employ-
Continued on page 29
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16 Office Design
Aurora Borealis Orthodontics
LIVE LONG AND PROSPER Aurora Borealis Orthodontics is believed to be the world’s only Star Trek themed orthodontic practice, filled with authentic, screen-used props from all of the television series and motion pictures. Located in downtown Aurora, ON site started out as a bank/ financial institution. The office experience includes Federation, Klingon, and other alien weaponry and
technology, medical devices, PADDS, Borg Drones and Alcove, concept art, ships, and yes, even Tribbles, all of which are screen used. Different movie props are rotated periodically. Adorning the ceilings over the treatment bay and waiting area are backlit LED panels with views from the Hubble telescope. Chancellor Gowran’s screen-used Starship, the I.K.S. Negh’Var, featured on Deep Space Nine, can be seen over the reception desk! Upon purchasing the building, the entire structure was upgraded with respect to electrical, plumbing, HVAC, network cabling, new fire exits and the lighting was converted to LED. The movie props were then transported and installed into the new orthodontic
OCTOBER 2017 | Oral Health Office | oralhealthgroup.com
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Office Design
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office. To prepare for venturing into the worlds of building renovation and practice design, I turned to Ken Croney and other experts at Henry Schein Canada as well as at Patterson Dental, Bellsam Contracting and Rita Valente from Valente Design. The interior, which is approximately 3,000 square feet, is adorned with hardwood and ceramic floors, with the treatment areas, records room, and ‘entertainment’ area being appointed with all-granite countertops. The light fixtures throughout the practice resemble star ship transporter beams, while the front desk features a stainless steel countertop with glass facade that is illuminated to simulate the bridge of the Starship Enterprise.
Photography credits: Dr. Steven Corber and Dr. David Hirsch David Hirsch, BSc., D.D.S., Cert. Ortho., M.S., F.R.C.D.(C) www.auroraborealisorthodontics.com
oralhealthgroup.com | Oral Health Office | OCTOBER 2017
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20 Practice Management
LEGAL AUDIT APPROACHES FOR
PEAK PERFORMAN A
John McMillan, LL.B. is a Toronto corporate / commercial lawyer serving health professionals. He can be reached at 416-364-4771 or johnmcmillan@bellnet.ca.
chieving and maintaining peak performance certainly involves a focus on marketing, operational efficiencies and controls and the use of new technologies. Often overlooked or neglected are the many legal relationships, agreements and statutory requirements that have over the years become all the more important in light of the recognition that dental practices are marketable assets. The value of your practice will be in large part reliant on the integrity of your legal arrangements, which makes it more important than ever to obtain legal and accounting advice and to conduct a periodic legal audit of your material contracts and relationships.
Your Premises Lease If you do not own the property where you operate, your premises lease is a critical asset, but can also be a liability (and an obstacle to the sale of your practice). There are certain threats contained in many leases that your lawyer should watch for, including (but not limited to): • Demolition clauses – The right of the landlord to terminate the lease if they wish to demolish (or remodel) the building
• Relocation clauses – The right of the landlord to relocate your premises (often with insufficient compensation) • Recapture clauses – The right of the landlord to terminate the lease in the event of a request for an assignment (to a purchaser for example) • Additional Rent provisions – Buried costs can be significant and variable You should also be looking to secure certain provisions for your benefit: • Exclusivity (where applicable) • Tenant inducements • Options to renew (lenders typically require the lease term plus renewals to be equal or greater than the term of the loan – this will be critical at the time of sale) • Assignment and subletting rights (ideally without your continued covenant)
Equipment Leases It is very important that you carefully review your equipment leases (ideally before you commit) with your accountant and your lawyer to ensure you understand the rights and obligations of the parties and the true cost of the equipment over time.
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Practice Management
ANCE Group Practice Arrangements Group practice arrangements can bring economic and clinical benefits. However, how that group practice arrangement is structured can have vastly different implications. The term “partnership” is often used to describe these types of arrangements and was the norm for many decades, but such an arrangement can have adverse tax, liability and marketability implications and there are other arrangements (such as “cost sharing”) that can achieve all of the economic benefits of group practices without the disadvantages of partnerships. It is important that you consult with your accountant and lawyer to explore optimal structures.
Employee Matters The last decade has seen a dramatic increase in employee litigiousness, but also in corresponding professionalism in dental office management. Accordingly, an increasing proportion of practices have high quality contracts and workplace policies. While it is still a relative sellers’ market, buyers are getting increasingly savvy and therefore decreasingly likely to be willing to hire all your employees “on the same terms” (as was common historically). Today’s buyers are significantly more likely to scrutinize your staff
21
contracts and Workplace Policy Manual. When sales fall apart as a certain proportion do, a common cause can be the poor quality (or non-existence) of staff contracts and policies. Seek the advice of an experienced employment lawyer who works extensively with dentists to deal with any staff issues and to transition all your staff now to proper contracts and a Workplace Policy Manual, especially if you are aiming to sell within five years. Understand that few areas of law have as many traps as employment law. Unlike many of the contracts in your filing cabinet, your staff contracts and policies are more likely to be challenged by at least an opposing lawyer (not to mention a Court or tribunal). If and when you get a demand letter from an employee-side lawyer for six figures plus, you will pray that you were not penny wise and pound foolish and that your employment agreements and policies are actually enforceable.
Associate and Hygienist Agreements In addition to employee contracts and policies, a properly advised purchaser will require production of current agreements with “independent” contractors; they will be specifically looking to verify that the interest in the charts can be transferred without risk of any third party claiming an interest in the charts or otherwise causing patient loss. Certain provinces permit hygienists to self-initiate or offer independent services without dentist oversight. This trend has led to more dentists and hygienists signing “independent contractor” versus employment agreements. While there can be benefits to both parties (including no source deductions, tax deductions for the hygienist, and the non-application of employment law) it is important to ensure (with specialized legal advice) that the test for independent contractor is satisfied given the actual working circumstances. When the CRA investigates these arrangements, they will often con-
Please note that the information in this article is NOT to be treated as legal advice and is provided for information purposes only.
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22 Practice Management
clude the worker was actually an employee, despite what the parties called the relationship. The facts must support the claim.
Restrictive Covenants As a significant portion of your practice value is reliant upon patient retention, it is important that your associate and hygienist agreements include reasonable and enforceable restrictive covenants. While it is true that most of the dental and hygiene Colleges in Canada have express prohibitions against solicitation of patients, this does not include any provision to compensate the principal dentist for losses in the event of solicitation - this must be addressed in your written agreements. Case law on restrictive covenants has changed significantly over the years and the courts continue to add to that body of law, so you should consult with experienced legal counsel.
Legislative Compliance More than ever, dentists today also need to be aware of many (non-dental) statutory restrictions and requirements affecting dentists, examples being laws relating to employment, occupational health and safety, privacy, accessibility, anti-spam and the environment.
Caring for Your Professional Corporation Incorporated? It is important that you maintain proper corporate records under the laws of your Province or Territory. A deficient corporation can be problematic both during your ownership and certainly if you are hoping to sell your practice under a share sale. Proper maintenance would include for example filings with your relevant Ministry as to directors and officers of the corporation (or changes thereof) and preparation and execution
of annual resolutions, dividend resolutions and any other corporate actions that require approval by the board or shareholders. Renewal of the corporations Certificate of Authorization from your governing College will also be required. More than ever, it is critically important that you consult with your accountant regarding tax planning strategies, as there are significant revisions to tax laws recently proposed by the federal government that may affect you.
Estate Planning You should also have an estate plan in place. The unfortunate reality is that things do not always go as planned and there are measures that can be taken to ensure the proper management of your affairs (under a Power of Attorney) and the orderly disposition of your practice (by your Estate Trustee) in the event of your unexpected death. There are also strategies to leave a bit more for your beneficiaries if your practice is incorporated, such as multiple wills (in certain provinces) to avoid probate on the shares of your corporation, or an employment agreement between you and your corporation, which agreement can provide for a $10,000.00 tax-free death benefit to be paid by your corporation to your surviving spouse.
Conclusion The reality is that the business success of the dentist today is a product of much more than costs and billings – it is also the product of minimizing threats and exploiting opportunities (with the help of your professional advisors). Your careful attention to these issues throughout your career will be well rewarded. The author would like to acknowledge and thank Mariana Bracic, J.D., for her contribution on the employment matters.
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oralhealth
OFFICEguidelines M
manuscript i t submission b i i Oral Health Office wants to hear from you! We are actively seeking original article submissions from all of our valued readers.
Here’s what we need from you: MANUSCRIPTS Manuscripts should run between 1,000 to 5,000 words; any manuscripts submitted on disc or flashdrive should be PC and MAC compatible (i.e., Microsoft Word). Should you have concerns with the compatibility between your word software and that of Oral Health’s, simply save your file as raw text (i.e., Text Only files).
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> Each illustration provided by the author should be identified and described by a short caption; and this list of figures should follow at the end of the article.
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oralhealthgroup.com | Oral Health Office | OCTOBER 2017
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24 Office Design
MACKENZIE DENTAL CENTRE When Dr. Lloyd Pedvis decided to open a new practice in a different demographic area from his previous location, his intention was to provide outstanding service by investing in state-of-the-art technologies, and to promote a sense of well-being for new patients by virtue of an inviting and comfortable environment. Because there was to be no compromise in the high quality of his new dental equipment, there was a strict budget established for the interior design. At only 1185 square feet, and with a long and narrow footprint, the question became: how can the space be made visually appealing and spacious? Designer Jean Akerman confronted the challenge, creating an upbeat, airy, and contemporary
environment by infusing an open plan layout with light and joyful colour. White walls and high ceilings effectively create volume, punctuated by contrasting gray and lively green accents to add visual interest. Finishing details were vital elements. Mica wallcovering behind the reception desk was a less expensive, but equally dazzling, alternative to other types of “feature wall� options, and part of the budget was wisely allocated to eye-catching artwork that adds personality to the office. Antham Construction beautifully implemented the practical construction aspects and design elements, providing a finished product that Dr. Pedvis, his team, and his patients thoroughly enjoy.
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Office Design 25
Continued on page 28
oralhealthgroup.com | Oral Health Office | OCTOBER 2017
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28 Office Design Continued from page 25
DENTAL PLANNING AND EQUIPMENT: Patterson Dental INTERIOR DESIGN: Jean Akerman Design Inc. GENERAL CONTRACTING: Antham Construction Group
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Practice Management
29
Continued from page 15
ees know what is expected. When they raise issues or offer explanations, listen, and try to understand. Implement changes if appropriate. If the excuse is not acceptable, clearly communicate that fact. • Train – Many dentists shy away from staff training due to expense, but it may be the smartest investment you will ever make. The more they know, the farther you will go. Offer customer service training for front desk personnel. Send clinical staff to seminars and workshops. Take advantage of instructional videos and classes for software or devices you use in your practice. Also, when new team members come on board, be sure they are educated in your practice policies, procedures, and workflow. Provide a generous orientation period and assign a senior employee to mentor them.
Patient relationships The patient relationship begins the moment a person contacts your office, which is one of the reasons customer service training is essential. Make sure that your phone is always answered during business hours, and that emails are answered promptly. The use of phone scripts can help guide employees to say the right thing, at the right time. When patients visit your office, provide the best possible experience with convenient amenities, and minimal wait times. Ensure there is good communication between the front desk and the clinical staff, so that treatment planning and scheduling are hassle-free. Continue the theme of convenience and customer service by offering an online patient portal, which allows people to manage their dental care from their computers or mobile devices. Encourage patient feedback by providing forms, encouraging online reviews, or with follow-up phone calls. Pay attention to what people are saying, and use this information to improve patient experience. Finally, don’t forget to implement a strategic marketing plan, to keep new calls pouring into your office.
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oralhealthgroup.com | Oral Health Office | OCTOBER 2017
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Blues–Calm and tranquil. Blue is said to bring down blood pressure and be soothing, relaxing and serene. Dark blues, conversely, convey tradition, loyalty and reliability. Blue is a global favorite color. Browns–Earthy, rich and inviting. Brown feels natural, robust and cozy, encouraging people to slow down and relax. A rich hue invokes a sense of intimacy and togetherness. Brown works well with mixed textures. Grays – Calm, sophisticated and serene. Some consider it a bit too serious, but gray symbolizes strength, and serves as an ideal backdrop for brighter accents. Greens–Relaxing, restorative and restful for the eyes. Green takes us back to nature and evokes tranquility. It is believed to relieve stress, making it a good choice for medical facilities, schools and offices. Oranges–Evokes excitement, adventure and enthusiasm. It stimulates the appetite and increases energy. Orange is considered welcoming for entryways. Purples–Regal, eccentric and mysterious. In its darkest values (eggplant) it is dramatic, sophisticated and creative. Lighter shades, such as pale lilac, are considered restful and uplifting. Reds–Packs a punch and increases adrenalin. Red is a good choice if you want to stir up excitement or increase blood pressure, appetite or passion. It’s good for dining, not so good for a dental operatory. Yellows–Cheery, uplifting and energizing. Physiologically, yellow stimulates the mind and increases the analytical processes. While an attention-getter for dark hallways, too much yellow can produce frustration.
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Dental Marketplace
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Midtown office space available on subway line (St George/Bloor). Looking for dentist with own patient base to share space. Days available are M,W,F,S. Please reply to centraldds190@gmail.com
LOOKING FOR DENTIST & ORTHODONTIST Brantford, Ontario is a city with a population of approximately 142,000 people. It is located about 20 km west of Hamilton along highway 403 and 15 km south of Cambridge along highway 24. It is about one hour away from Toronto and 40 minutes away from Mississauga. Brand New Subdivision in Brantford, Ontario with over 10,000 homes already built and over 3,000 more homes to be built in the next few years. We are looking for Dentists & Orthodontist to be tenants in our plaza. Over 850 residents have already pre-registered for a Dentist. There are 4 elementary schools and a high school within walking distance to the plaza. Call Isaac (647) 883-8524 or email BrantfordDev@gmail.com
Full-Time and Part-Time Associates in busy Peterborough and Kawartha area offices. Guarantee Minimum Income. Commutable from GTA but will help with relocation if needed. Paperless charting, Digital X-rays, Modern Facility. Fewer than 1 % patients under OW/ODSP. Experience an asset but not essential. Email: Kawartha-Peterborough- 150 Dentist@outlook.com
ORILLIA, ON Busy family practice looking for a parttime associate to work 2-3 days. The right candidate is caring and compassionate with strong communication skills. Experience is an asset but willing to mentor. Must be comfortable with all aspects of general dentistry. Please e-mail: 150 neildepiero@gmail.com
OCTOBER 2017 | Oral Health Office | oralhealthgroup.com
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oralhealthgroup.com | Oral Health Office | OCTOBER 2017
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34 Dental Marketplace ASSO CIATESHIP S
TORONTO, ON
OTTAWA, ON
SEEKING FULL-TIME / PART-TIME GENERAL DENTIST
ORAL & MAXILLOFACIAL SURGEON
Established practice in a growing community. Successful candidate should be a licensed Dentist and have experience with children age 1 and above including special needs. Must also have experience in nitrous, oral-sedation and inoffice general anaesthesia. Our experienced qualified team will assist you with a fully booked schedule. Part-time and full-time hours available. Office hours Monday – Thursday 9am – 6pm. Competitive salary structure and benefits to be discussed with potential candidates. 150 apply@dw4k-align.com
Well-established oral surgery practice centrally located in our nation’s capital seeking an oral & maxillofacial surgeon for an associate position interested in a transitional purchase. Also willing to sell outright and stay on as an associate. Compassion, excellent communication skills and a strong ethical conviction will ensure a good fit with our vision. The candidate must be eligible for licensure to practice as a specialist in oral and maxillofacial surgery in Ontario, including Fellowship in the Royal College of Dentists of Canada (RCDC).
NORTHERN ONTARIO
Please forward CV and inquiries to: laura-manager@rogers.com
150
SHÉDIAC, NEW BRUNSWICK
Want to get away from the city and enjoy the simple pleasures of life? If the outdoors, fishing, water activities, and laid back lifestyle are what you desire, this is the opportunity of a lifetime for the right candidate. Picturesque Northern Ontario gold mine town looking for a part time or full time associate to replace retiring associate in busy well established dental office (30+ years). Office does have access to OR hospital privileges. Paperless practice with high tech gadgets. New Grads welcome. Permanent position with many opportunities. Please fax resume to 807-274-1738 150 Call: 807-276-1013 E-mail: dr.mikewu@gmail.com
Full-time associate dentists required to replace retiring dentist in a busy family dental clinic. The clinic is merging 2 dental practices into one and will house 6 dental operatories and 4 hygiene operatories. The clinic currently has 2 working dentists (with one retiring) and 4 dental hygienist who care for around 9000 patients. Great opportunity for someone looking for a nice and relax atmosphere to work, great place to live and no lack of work for either new grads or experience dentists. For more information or to discuss this opportunity further please contact Dr. Jacques L. Cormier at 150 jacqueslcormier@hotmail.com
ABUNDANT OPPORTUNITIES IN THE SOUTH
CALGARY, AB ASSOCIATE REQUIRED
GENERAL DENTISTS NEEDED – EXPERIENCED PREFERRED HOWEVER NEW GRADS ARE ENCOURAGED TO APPLY
Do you feel under-utilized and capable of more? Do you like teamwork and collaboration and have a thirst for knowledge? Do you already have amazing communication and soft skills with the ability to consult, educate, empower and motivate people to make healthy dental decisions for themselves, but maybe the rest of the office isn’t quite there yet and cannot hit it home after you walk out of the room? If so, we have an amazing opportunity for you as a F/T Dentist in Northwest Calgary.
ABLE DENTAL GROUP Jump start your career with us… Associate or Buy-In Opportunities for the Right Candidate Exciting career opportunities are awaiting you in sunny southern Alberta. We are looking for motivated individuals to join our team of dental professionals who use “big city technology”, yet serving the needs of our community and surrounding areas. The Group has always been one step ahead of the rest to take advantage of new technology and “looking outside of the box” attitude and ideas. We share this enthusiasm with our Associates and Staff, and we pride our company’s success on teamwork and providing a team environment. Visit our website to get an insight on who we are… www.abledentalgroup.com Please contact our office to arrange an on-site meeting and viewing Shari Mead, Office Manager 403-715-5069 150 shari@abledentalgroup.com
AN OPPORTUNITY HAS OPENED UP FOR TWO ASSOCIATE DENTISTS IN SHÉDIAC NB.
We look at dentistry as a service industry like a fine hotel or restaurant with transparency and consistency. We can help you reach your maximum potential if you are willing to be coached and have the ability to park your ego at the door so we can all learn and grow together on a level playing field. You must be great with kids as well as being fairly broad based with the ability to recognize and diagnose from multiple dental disciplines as we do not refer much away. Please send your CV in confidence to judy@involutioninc.ca 150 We look forward to meeting you!
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Dental Marketplace
35
ASSO CIATESHIP S
WILLIAMS LAKE, BC
BARRIE, ON
F/T general dentist needed for a large and busy group dental practice. Enjoy the outdoors lifestyle of Williams Lake. One hour flight from Vancouver. Take over a large existing patient base. Must be passionate and conscientious. Minimum 4 years experience required. 2 years min contract position. Email CV to 150 cariboojob@gmail.com
Associate Opportunity
TORONTO, ON (Jane & Sheppard)
150
Orthodontist Associate required for busy existing orthodontic practice in Toronto in the Jane and Sheppard area. The successful candidate will have patients at least 2.5 days per week and will be the sole practitioner in this satellite location. The successful candidate will also have the opportunity to purchase the practice in the future. All interested candidates please submit their resumes to recruiting@tmfd.ca
REGINA, SK Periodontal Associate Opportunity Satellite or ownership opportunity would also be considered. Please contact Terri – 150 aligncc@outlook.com
TORONTO, ON Associate required. Dentist required for 2 days a week, for basic restorative, and endodontic treatments. Must speak fluent English and be gentle and friendly. Call 416-233-9454 or 150 email info@nu-mouth.com
EDMONTON, AB Very busy south side practice looking for an endodontist to work in office. All endo is referred, possibility of referrals from other dentists as well. Please forward resume to: 150 swongus@shaw.ca
OTTAWA DENTIST AND SPECIALIST Busy multi-location group practice in Ottawa seeking a full time general dentist, part-time periodontist and pediatric dentist to join our experienced team of Dental Professionals and Mentors. 150 E-mail: ottawa.dentist07@gmail.com
KELOWNA, BC FULL TIME ASSOCIATE Seeking highly motivated and experienced individual. Candidate must be compassionate, dedicated to patient care with strong communication skills. Please reply with resume to 150 artworkmat23@gmail.com
CALGARY Airdrie area – AB
We are a new family dental practice that is quickly growing. We require an experienced, parttime associate with strong clinical and communication skills, and who is proficient in all aspects of general dentistry. This position has a flexible start date in the early months of 2018. Please forward resume to springwaterdental@rogers.com
150
SARNIA AND OWEN SOUND, ON
General Dental practice with large new patient flow is looking for an associate to join our dental family. We are seeking an Associate dentist who is friendly, progressive and possesses strong clinical skills especially in endodontics. Looking for long term commitment, also buy in opportunity available for the right candidate. Email resume to 150 dentaldocs051@gmail.com
HAMILTON, ON
Full Time Associates Needed Excellent opportunities in progressive, busy, modern family practices. Above average remuneration for the right practitioner. Candidates need be capable and competent, dedicated to excellent and compassionate care and be personally and professionally responsible. Working some evenings and Saturdays is a requirement. Positions available in Sarnia and Owen Sound Ontario. Please apply in confidence to 150 drtimpringle@bell.net
P/T leading to F/T GP Associate Needed. Must be patient-oriented with caring mind and great with children. Mondays/Saturdays (more priority) and Wednesdays. Please send your resume to 150 WEDMAIN@HOTMAIL.COM
TORONTO, ON ORTHODODNTIST REQUIRED 2 -3 days per month in our clinic at North York location . Please send your resume to: 150 smile@northyorkdentalclinic.com
TORONTO, ON Busy, established and selective TO office seeking 3+ year super* associate. We are seeking the best of the best to work in a digital fast paced office with our primary focus on excellent care. Reply to Oral Health Office Box 50 – E-mail: karen@newcom.ca
OWEN SOUND, BRANTFORD AND GTA, ON General dentist and Orthodontist needed for Owen Sound, Brantford, and other locations throughout the GTA. E-mail: 150 yourdentaldream@gmail.com
WATERLOO, ON Dental office looking for a general dentist proficient in endodontics. Schedule would be for endo only 1-2 days per month. Please contact via email: waterloodentist@gmail.com 150 with interest.
CAMBRIDGE, ON and BRANTFORD, ON AREA ASSOCIATE OPPORTUNITIES PT positions available. Busy and established offices. Moder n, fully paperless/digital, new equipment and leading edge technologies. Replacing busy associates that are moving. Profit share and or buy in potential available. Email: dentalgroupswo@gmail.com 150
CAREERS
NORTHERN ONTARIO Dental Technician Supervisor needed for full time position. Must be willing to relocate to Northern Ontario. The right candidate will be able to work under pressure, meet tight deadlines, have excellent manual dexterity and attention to detail. Must have 5 or more years of experience. English, Serbian and Ukrainian speaking an asset. Please e-mail resume to: dhc1091@eastlink.ca
BRAMPTON, ON LOCUM ORTHODONTIST We are looking for a specialist orthodontist to join our team for an immediate start date with part-time hours, approximately 4 days per month in Brampton location. Please apply with your resume 150 to: edith@sterlingdental.com
SOUTHWESTERN ONTARIO Endodontist available. Alexandersevo@gmail.com 150 519.990.7386
oralhealthgroup.com | Oral Health Office | OCTOBER 2017
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MAXIMUM PRECISION IN UP TO 30% LESS CHAIR TIME
OPTIMAL WORKING TIME SHORT SETTING TIME
r Up to 2-minutes of adjustable working time gives control trol 2-minute t over the pace of the procedure, while the abbreviated 2attient com mfort thermo-activated set time, saves time and improves patient comfort r The rapid snap set reduces the time in the critical zone e by up to 50% minimizing potential distortion due to human erro error ror resulting in less re-takes
V-Posil Time Optimized VPS Impression System
r Heavy Soft Fast material offers an optimal viscosity to load the tray but remains soft enough after it sets for easy removal from the mouth r Due to its low polyether-like contact angle of less than 10° V-Posil’s UWRGTKQT J[FTQRJKNKEKV[ FKURNCEGU ĆƒWKFU UCNKXC DNQQF GVE ETGCVKPI CP enhanced contact to the dental anatomy – yielding more precise impressions r Exceptional tear strength and elastic recovery ensures dimensional accuracy of the impression during and after removal
Call 1-888-658-2584 VOCO Canada ¡ toll-free 1-888-658-2584 ¡ Fax 905-824-2788 ¡ infousa@voco.com ¡ www.voco.com
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2017-09-27 1:43 PM
MAXIMUM DE PRÉCISION AVEC A VEC 3 30% 0% M MOINS OI DE TEMPS À LA FAUTEUIL
TEMPS DE TRAVAIL OPTIMAL COURT TEMPS DE PRISE
• Jusquâ€˜Ă 2 minutes de temps de travail donne un contrĂ´le sur le rythme de la procĂŠdure, tandis que le temps de prise abrĂŠgĂŠe ĂŠgĂŠe de 2 minutes, ĂŠconomise du temps et amĂŠliore le confort du patient • La prise rapide permet de minimiser la distorsion potentielle ellle d‘environ 50% due Ă une erreur humaine et diminue le besoin de reprise ep pri r see
V-Posil Temps OptimisĂŠ Système d‘Impression VPS
• Le matĂŠriau Heavy Soft Fast offre une viscositĂŠ optimale pour ch char charger arge gerr le RQTVG GORTGKPVG OCKU TGUVG UWHĆ‚UCOOGPV ĆƒGZKDNG CRTĂ„U NC RTKUG RQWT HCEKNKVGT son retrait de la bouche • En raison du type de polyĂŠther, son faible angle de contact infĂŠrieur Ă 10 °, NnJ[FTQRJKNKG UWRĂ…TKGWTG FG 8 2QUKN FĂ…RNCEG NGU ĆƒWKFGU UCNKXG UCPI GVE GP crĂŠant un contact amĂŠliorĂŠ Ă l‘anatomie dentaire – rĂŠsultant Ă des impressions plus prĂŠcises • Une rĂŠsistance exceptionnelle Ă la dĂŠchirure et une rĂŠcupĂŠration ĂŠlastique ICTCPVKUUGPV WPG RTĂ…EKUKQP FKOGPUKQPPGNNG FG NnKORTGUUKQP RGPFCPV GV CRTĂ„U NnGPNĂ„XGOGPV
Contactez 1-888-658-2584 VOCO Canada ¡ sans frais 1-888-658-2584 ¡ Fax 905-824-2788 ¡ infousa@voco.com ¡ www.voco.com
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2017-09-27 10:52 AM