Articulator Volume 21, Issue 1

ARTICULATOR MDDS

Connections for Metro Denver’s Dental Profession

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Fall 2016 Volume 21, Issue 1

DO-IT-YOURSELF MARKETING

HOW TO USE SOCIAL MEDIA ADS TO FIND MORE PATIENTS

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whats inside?

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p. features 8 Do-It-Yourself Marketing 12 COMOM 2016

14 How to Use Social Media

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p.

Ads to Find More Patients

16 MDDS Member Helps Patient Get Her Life Back

Advertisers Directory

18 In the Market for a Dental ...

Practice? What Every Dentist .

Needs to Know About Financing

24 When to Refer to the Periodontist?

departments 4 President's Letter 6 Editor's Reflections 19 Member Spotlight 20 Tripartite News 23 2016 ADA Speaker 28 Member Matters 30 Event Calander 31 Classifieds

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ADA ada.org/meeting............................... 25 ADS Precise Consultants adsprecise.com................................. 31 Berkley Risk Services of Colorado berkleyrisk.com................................. 21 Best Card bestcardteam.com............................. 20 Car Healthcare Realty carrhr.com........................... Back Cover Catalyst Retirement Advisors, LLC catalystretirement.com......................... 4 Commerce Bank commercebank.com............................ 7 Copic Financial Services Group copicfsg.com..................................... 11 CTC Associates ctc-associates.com ............................ 11

Editor Brandon Hall, DDS Associate Editor Jeremy Kott, DDS Creative Manager & Managing Editor CT Nelson Director of Marketing & Communications Cara Stan MDDS Executive Committee President Sheldon Newman, DDS President-Elect Nicholas Chiovitti, DDS Treasurer Brian Gurinsky, DDS Secretary Nelle Barr, DMD

Dentists Professional Liability Trust of Colorado tdplt.com.......................................... 22 Design Resource Group design-resource.com......................... 27 Healthcare Medical Waste Services, LLC hcmws.com....................................... 21 Northwest Mutual shawncopeland.nm.com.................... 26 Pacific Continental Bank therightbank.com.............................. 29 Professional Financial Specialists, Inc. pfsi.net......................................... 6, 17 SAS Transitions sastransitions.com............................. 26 SEO.com seo.com.....................Inside Front Cover The Jaw Dropper thejawdropper.com.............................. 9

Editorial Policy All statements of opinion and of supposed factare published under the authority of the authors,including editorials, letters and book reviews.They are not to be accepted as the views and/oropinions of the MDDS. The Articulator encourages letters to the editor, but reserves the right to edit and publish underthe discretion of the editor.

Advertising Policy MDDS reserves the right, in its sole discretion,to accept or reject advertising in its publicationsfor any reasons including, but not limitedto, materials which are offensive, defamatoryor contrary to the best interests of MDDS. Advertiser represents and warrants the advertisingis original; it does not infringe the copyright,trademark, service mark or proprietary rights ofany other person; it does not invade the privacy rights of any person; and it is free from anylibel,libelous or defamatory material.Advertiser agrees to indemnify and hold MDDS harmlessfrom and against any breach of this warranty aswell as any damages, expenses or costs (including attorney’s fees) arising from any claims of third parties.

Inquiries may be addressed to: Metropolitan Denver Dental Society 925 Lincoln Street, Unit B Denver, CO 80203 Printing Phone: (303) 488-9700 Dilley Printing Fax: (303) 488-0177 mddsdentist.com The Articulator is published bi-monthly by the Metropolitan Denver Dental Society and distributed to MDDS members as a direct benefit of membership. Š2016 Metropolitan Denver Dental Society Executive Director Elizabeth Price, MBA, CDE, CAE

Member Publication

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PRESIDENT'S LETTER

By Sheldon Newman, DDS

National Spotlight to Shine on Denver

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DA 2016 - America’s Dental Meeting is

The MDDS Board of Directors has agreed to forgo the RMDC in January 2017,

coming to Denver! This meeting is the dental

but they and your MDDS staff are already aggressively working on a new and

equivalent of the Super Bowl, World Series

improved RMDC 2018. In the meantime, the MDDS staff, in addition to regular

and Stanley Cup. It will be held here in Denver

on Thursday, October 20 - Sunday, October 24, 2016. This is a time to experience, learn and network at a national meeting in our backyard while also demonstrating to visiting dentists and staff pride in our profession and professional organization.

It has been my privilege and pleasure to have a 40-year career in dentistry; practicing general dentistry, being an educator to the fresh, young talent entering the profession and doing research with brilliant, innovative people dedicated to advancing the sciences of dentistry. I now have the honor to serve as your President of the Metro Denver Dental Society (MDDS) at this exciting time for us in the Mile-High City, gateway to the majestic Rocky Mountains and countless world class attractions.

duties, is helping the ADA with the organization of their meeting

"It has been my privilege and pleasure to have a 40-year career in dentistry; practicing general dentistry, being an educator to the fresh, young talent entering the profession and doing research with brilliant, innovative people dedicated to advancing the sciences of dentistry."

including recruiting volunteers and hosting courses at the MWDI. The MDDS Board has established a new strategic plan that includes investigating additional training opportunities for your dental assistants and increasing our community outreach efforts among other initiatives. (Check out the Winter 2015 issue for a full recap of the MDDS strategic plan.)

I would like to recognize Dr. Rhett Murray’s leadership of the Committee on Local Arrangements (CLA) for the ADA meeting. This committee is working hard to marshal the over 400 volunteers needed to help make the meeting a success. I must also praise our local dental community members who have already demonstrated service to the profession by filling almost all of those needed volunteer positions.

In my 30 years living in the Greater Denver area, I have met and worked with many exemplary and dedicated people in the

We have a lot to tell our ADA visitors about the profession

dental community. I am very excited about the upcoming ADA

in this great city. Our local dental society is an outstanding component of our

meeting and proud to show visitors our accomplishments. I hope you will attend

national organization and we should let everyone know about it. Over the last

and share that excitement at this national event in our city.

decade, I have worked actively with MDDS, first as a board member and now as an officer. I have watched our leadership create a new, centrally-located, world-class continuing education center, the Mountain West Dental Institute (MWDI). We have elevated the quality of our annual convention, the Rocky Mountain Dental Convention (RMDC). Our state can take pride in fending off the onslaught of heavy-hitting antifluoridationists and protecting the dental health of the population we serve. We have a great dental school, the CU School of Dental Medicine, whose faculty not only provides an excellent education but also expand services to underserved populations, create innovative dental material technologies and participate in and lead Standards Committees to assure the quality of those products that we and our patients use.

I am surrounded by quality people in MDDS leadership. Dr. Nick Chiovitti, as president-elect, has led a very successful COMOM. Our finances are in the secure

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and steady hands of our treasurer Dr. Brian Gurinsky, who has also given some of our most successful and well-received continuing education courses locally. Our new secretary Dr. Nelle Barr has demonstrated highly energetic and organized leadership of the Metro Denver Dental Foundation and chaired a successful RMDC. There are accomplishments and expertise of many others on the Board of Directors whose contributions are too numerous to count in this short piece but are equally important and vital to our organization. You should recognize these individuals and share with our visitors the accomplishments of our local community leaders.

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www.catalystretirement.com  (303) 617-7270 Securities offered through Kestra Investment Services, LLC (Kestra IS), member FINRA/SIPIC. Investment advisory services offered through Kestra Advisory Services, LLC (Kestra AS) an affiliate of Kestra IS. Catalyst Retirement Advisors, LLC is not affiliated with Kestra IS or Kestra AS.

MEMBER MATTERS

CU Sign up & Diadetic Day – 5-4-16

New Members, Welcome!

Dr. Dustin Bowler Dr. Daniel Briskie II Dr. Victoria Chu Dr. James Cox Dr. Claire Harkins Dr. Kathryn Hiegert

CU students visit MDDS for a day of education and to show their commitment to organized dentistry.

Dr. Andrei Ionescu Dr. Ashley Kaploe

MDDS President's Coronation – 6-26-16

Dr. Christina Linn Dr. Kyle Losin Dr. Emily Lund Dr. Samneet Mangat Dr. Megan McCarthy Dr. Kellie McGinley Dr. Lauren Metzger Dr. Drake Oversen

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Dr. Bryce Reiser

spring 2016 mddsdentist.com

Dr. Prathip Sivaprakasam Dr. David Wong

MDDS past presidents, Ian Paisley, DDS and Larry Weddle, DMD, MS, welcome Sheldon Newman, DDS as MDDS president and share words of wisdom.

MDDS Shred Event – 7-16-16

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spring 2016 mddsdentist.com Michael Scheidt, DDS, and Christlyn Rains from Commerce Bank help break down boxes at the MDDS Shred Event.

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spring 2016 mddsdentist.com Thank you to all those who volunteered at the MDDS Shred Event, Because of your hard work we were able to provide a valued member benefit and raise money for Kids in Need of Dentistry (KIND).

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REFLECTIONS

By Brandon Hall, DDS

You Don’t Know Until You Try

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bout five years ago, I began getting involved with MDDS and joined the Communications Committee.

I was interested in being more active in organized dentistry and felt this was a great way to get started.

I’ve learned a number of things over these last few years and I’m a better person for it. Now, on my final issue as the Editor of the Articulator, I am proud to say we have a great publication and an even better Society!

If you told me I’d end up volunteering as Editor when I first joined MDDS, I would have thought you were crazy. I’ve always had an interest in writing and been told I was good at it, so perhaps part of it was natural. I was also interested in becoming a leader at MDDS. Serving as Editor was a great look into the Board of Directors and the behind the scenes hard work of the MDDS staff and volunteers. As my position comes to an end, there are lessons learned I can use to help improve my skills as a business owner, leader and dental practitioner. I will continue to be an active participant in organized dentistry.

"I have been an MDDS delegate four out of the past five years and encourage everyone to please volunteer next year. We need a strong contingent of active dentists in organized dentistry moving forward."

First and foremost, is to be an active member of organized dentistry.

A lot of dentists say, “I don’t have enough time to volunteer”, or “I don’t like the politics of dentistry.”

Even if it’s just a little bit of time, please volunteer with MDDS. There are a number of great committees looking for new members. That’s how I started. I think it’s important now more than ever that every single MDDS member give SOMETHING to the Society. Maybe it’s attending a CE class or a networking event.

Whatever modality you choose, just give it a try.

Secondly, always leave something in a good place. I had some big shoes to fill after Dr. Carrie Mauterer (Seabury) set such a high bar with her witty editorials, but I think I held my own and I know our publication is in great hands and will continue to reflect the professionalism and high class of our Society. When you take on a new position or new project, give it your all and when you no longer have 100% to give, move on.

Lastly, try to lead a life of service. When I spend time with dentists, oftentimes they throw around how much money they make, how much they collected last year or how many practices they own. Yes, business health and financial status is a key indicator of success, but more impactful is how we positively influence others. Did you go on a mission trip? Did you participate in Freedom Day, providing free dental services to service members and their families? How about helping out with COMOM? Where did you volunteer? When I talk to dentists who are retired or close to retiring, they always tell me about experiences/service opportunities they wish they would’ve done in their career.

So here I am, signing off as Editor. I appreciate all the help the MDDS team has given

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me over the past two years (particularly Cara Stan and CT Nelson). I look forward to exploring other volunteer opportunities. I encourage everyone out there (members, vendors, contributors) to continue supporting the Articulator. And let’s show the rest of the dental community how great Denver is at ADA 2016!

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DO-IT-YOURSELF MARKETING

By Wendy O’Donovan Phillips

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arketing a practice can be quite a practice investment. The average established practice producing $850,000 in top-line revenue reinvests $30,000-50,000 of that production back into marketing.

But what if you’re just starting out or you have hit a plateau and cash flow prohibits such a large investment? Is it possible to do marketing yourself?

Yes. Do-it-yourself marketing is always a better place to start than no marketing at all.

Most dental practices confuse do-it-yourself with shoot-from-the-hip.

They try a little of this and a little of that, start and stop marketing and wonder why the results are nil. You will have an edge over the practices that do marketing that way, simply by following a set of principles and methods, provided herein.

When you survey patients, you get timely, relevant and actionable feedback. You learn precisely what they love most about the practice, and it’s typically not the things that first come to mind. It’s not technology, it’s not philosophy, it’s not even credentials. The thing they value most is that you made their lives better.

When surveyed correctly, patients light up and share animated stories.

Patients have passion behind their story and that shines through when they start talking about you. You couldn’t make this stuff up if you tried.

Here’s how Dr. Kessler talks about what he does best: “I am a dentist specializing in comprehensive dental care for patients with a focus on TMJ disorder treatment, and I have been in practice more than 20 years.”

You’re ready to take a lead on your marketing.

By contrast, here is how I, as one of his happy patients, talk about what he does best: “When I came to see Dr. Kessler, I was getting migraine headaches and missing work left and right. Life was all about managing pain. In a matter of a few visits, Dr. Kessler totally restored me back to my happy self. I’m more productive at work than ever before. And I am even able to go running again, which I haven’t been able to do in months.”

The first step is to ask the happiest patients the right questions to understand how they perceive the practice and how they consume marketing. An emailed survey looks simple to the patient, yet it provides immense insight to the practice. This section will lay out how to effectively survey patients.

Doctors tend to talk about features rather than benefits. Happy patients, on the other hand, delve straight into what’s in it for them. Happy patients talk about how you changed their lives, which delights their friends and

Take the Reins

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Why survey?

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family, who then become patients.

The survey extracts these stories so you can bottle them up and put them to market. Nothing sells the practice like these stories.

The survey also reveals what media patients use to “shop” for a new dentist.

This is important to know so that you invest time and money only on the marketing tactics that will help the practice now.

"Doctors tend to talk about features rather than benefits. Happy patients, on the other hand, delve straight into what’s in it for them.

Happy patients talk about how you changed their lives."

If, for example, you discover that your favorite patients and the people they know aren’t using Facebook, then don’t invest there. But if every family reads the neighborhood newspaper cover-to-cover, run a print ad there. If 70% of patients pay attention to direct mail, advertise there.

Surveying first allows you to go to market with a message that is the true essence of your practice and after time it becomes a self-fulfilling prophecy.

Make the same promise across all tactics within your marketing. It’s the one promise you know that you can fulfill every day, the one promise that you become known for – the promise that your patients expect you to deliver.

Since the promise is derived from the surveys – from the answers to the question, “What are we doing best?” – you can make that promise in the genuine language that patients actually use. This way it resonates with potential patients who want to know you better. From the moment they enter the door, the entire experience delivers on the promise you made to them. Not only will they come back time and again, but they will also tell others about the practice. And that cycle means happier patients, higher production and higher profits.

Make a Plan You now have marketing data, which is more than most dental practices ever have in terms of a marketing method. Now, let’s take your strategy a step further.

How to Survey

First, ask each doctor in the practice to list their ten best patients. They are the ones who show up promptly, who articulate their needs, who pay on time, who follow treatment plans and who see results. They respect your professional engagement, dental expertise, promptness and follow-up. These are the people you want to replicate.

Next, craft the questions carefully. Here a few to start: 1. What are we doing best?

The marketing plan outlines the handful of tactics that are appropriate for your practice right now. This approach earns higher returns than typical dental marketing because it caters to the target audience’s media

(Continued on page 10)

A Dental Device You Never Knew You Needed.

2. What other dental practices did you consider before coming here?

3. How are we different from those practices?

4. Would you refer friends and family to our practice?

THE TM

5. If so, what would encourage you to do so more often?

6. Would you search online for a dental practice.

7. If so, what search terms would you use?

8. What social media sites do you frequent?

discover now:

www.TheJawDropper.com

• Facebook • LinkedIn • Twitter • Other __________________ 9. What types of dental practice marketing do you pay attention to?

• Website • SEO/Online ads • Social media • Online reviews • Direct mail • TV/radio • Billboards • Print ads Customize the questions and corresponding choices to uncover information that allows you to put marketing into action.

Maybe you are considering foregoing this exercise and want to jump directly into launching marketing tactics. Think again.

save 20% with code MDDSF16 www.TheJawDropper.com/shop

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(Continued from page 9) consumption behaviors, and it evenly disperses the marketing budget across all four strategies and 15 tactics that drive patient loyalty and patient traffic, as shown in the graphic below:

These tactics are like basic hygiene home care; with a little guidance and some practice, anyone can be successful on their own. Many marketing firms and dental consultants are willing to provide this training on an a la carte basis, without a long-term financial commitment.

On the other hand, there are a few marketing tactics that are better left to the experts. These tactics like some advanced dental treatments, are both an art and a science. You would only see an expert to have these done: • Website development • Direct mail • Online advertising (Google AdWords, display network ads, etc.)

That said, there are plenty of providers that can offer these services as needed rather than as part of a larger, pricier package. Do your research on vendors; as in dentistry, there are varying degrees of talent out there, and you want to get the right experts handling your marketing.

From your survey results, you now know what tactics resonate with your best patients. Only a handful of highly targeted tactics will be the focus over the next 12 months.

Begin by revisiting the survey responses to all the questions related to marketing tactics; namely, questions 5-9. Based upon the common responses you see there, write down the five most important marketing tactics that you can deploy this year in order to reach your goals.

At last, you have a strategic marketing plan!

Share the plan with your team and anyone else who may be helping with your marketing, like a friend or family member. Decide together who will be responsible for deploying, monitoring, measuring and reporting on each tactic.

In order to get the team excited about executing the marketing plan, you must clearly articulate a quantifiable goal. For example, “Our goal is to increase from 30 new patients per month to 50 by October” or “The practice aims to increase production from $70,000 per month to $90,000 per month this year.” To really get the team on board, discuss as a group what’s in it for them to achieve those goals. Consider rewarding them for goals met.

Pull Back on the Reins When it comes to deploying the marketing plan, the following tactics are rather simple for a dental team to do themselves, with just a bit of training: • Setting and communicating the dentist’s vision • Managing Internal marketing • Creating and adhering to a system for generating referrals • Improving phone skills • Managing social media • Managing content development and search engine optimization • Gathering reviews and reputation management • Tracking and reporting marketing

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Turn Over the Reins Do-it-yourself marketing is a temporary solution to a temporary challenge.

When practices invest in full-service marketing with a reputable firm for the long-term, they enjoy better results. And more than that, the team is able to focus on what they do best: dentistry.

Once your do-it-yourself marketing begins producing results, take inventory of the extra monthly revenue produced. As that number climbs, consider outsourcing the marketing for even better results.

Set Yourself Free We have entered an age of fear in dentistry.

Fear that the Affordable Care Act will be our demise. Fear of the trending consolidation of providers. Fear of encroaching competitors. Fear of the daunting shift to digital records. Fear of the shift to digital marketing.

The more knowledge you have about marketing, the more able you are to set yourself free from those fears. With a solid do-it-yourself marketing strategy, you can stand out in even the most saturated markets. You can also concentrate on changing the things that will make your profession easier, more fruitful and more rewarding.

About the Author: Wendy O’Donovan Phillips is president of Big Buzz and a partner with Dentistry Unchained. This article was adapted from Wendy’s book, KABOOM!: The Method Used by Top Dentists for Explosive Marketing Results.

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COMOM 2016 BRUSH, CO Photos courtesy of Colorado Dental Association

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ecently celebrating its 10th anniversary, Colorado Mission of Mercy (COMOM) provides quality dental services, at no cost, to individuals of all ages who cannot afford or access dental care; eliminating dental pain, promoting oral health, creating smiles, and providing oral health education. On

June 17-18, 2016 roughly 800 volunteers consisting of 140 dentists, 60 hygienists and 120 dental assistants came together to treat 700 patients in a mobile dental clinic in Brush, CO. Services provided included: oral surgery, flippers, denture arches, single unit crowns, endodontics, filling, hygiene and instruction, oral diagnosis and radiology, medical screenings and referrals. Here is what MDDS President-Elect, Dr. Nick Chiovitti had to say about this impactful event, “The most rewarding aspect of being a COMOM dentist is when a patient shows their heartfelt gratitude by thanking and even hugging you for getting them out of pain and giving them the quality dental care they were long overdue for.� Visit the volunteer page on mddsdentist.com to learn more about COMOM and how you can become involved in the future!

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MDDS Treasurer, Brian Gurinsky, DDS, provides much needed perio help at the 2016 COMOM.

MDDS President-Elect, Nick Chiovitti, DDS.

Volunteers take a break to pose for a picture at the Brush COMOM.

Kenneth Peters, DDS, Michael Varley, DDS, and Jeff Hurst, DDS, put in long hours at the 2016 COMOM.

Jeffrey Hurst, DDS, consults with a patient at COMOM.

All hands on deck as dentists and team members 13 from across the state provide free dental care.

By Josh Sutherland

HOW TO USE SOCIAL MEDIA ADS TO FIND MORE PATIENTS

S

ocial media is a strangely powerful tool for reaching new people. Nearly two thirds of American adults (65%) are using social network sites in some way or another and the numbers just keep going up. It is how people keep up with friends and family. It’s how they show off pictures from their latest travels, and it is even a major source of discovery when they’re looking for products and services.

another study by BIA/Kelsey, projections placed U.S. social media advertising revenues at $15 billion in 2018 (up from 5.1 billion in 2013).

The simple fact is that these types of ads can be a real, tangible driver of leads and sales. That means marketing departments are more willing to increase their spend on social ads across the board. However, it’s easy for a lot of this spend to go in the wrong direction, but if you can avoid some of the pitfalls, you can begin driving more people to your website and, more importantly, to your dental office.

But wait, social networks are free to use. What am I paying for?

This huge coming together of people, of course, creates fertile ground for businesses to grow their brand. And, with such an immediate way to reach potential clients, many businesses have jumped head-first into the social waters, creating the now-almost-ubiquitous use of ads that fill newsfeeds and cry out for attention.

While most of us understand that these networks have to make money somehow – we know that without the ads, they can’t keep the servers running or the lights on – that doesn’t mean we’re not completely annoyed by the disruption in our newsfeeds and the constant intrusion of someone trying to sell us their products and services.

But – and this is an important but – when you use this tool correctly, a simple social ad can target and attract a specific audience in a non-intrusive and very effective way.

A Growing Opportunity The growth of social ads has been pretty pronounced. According to eMarketer, the spending on social network ads will reach $35.98 billion by 2017. In

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What benefits are there to paying for social media space? Aren’t there enough tools and strategies out there to help you get into someone’s newsfeed without throwing more money at it?

Organic social media (posting and interacting with people on your social media channels) certainly has its benefits, but the simple fact is that it’s a huge social world out there, and it takes a lot of time and energy to get noticed.

There are many ways to build your following on these networks, but none of them are fast. These social ads, however, create an opportunity to do just that.

Reach a desensitized audience Ads aren’t an automatic solution. There is no such thing as: “click here, pay money, receive new patients.” Your audience is already highly desensitized to advertisements that don’t interest them and if you deliver unwanted ads at the wrong time that tendency to ignore the ad can turn into an outright determination to block them from sight and mind.

Despite our natural predisposition for banner blindness though, social media

has turned out to be an effective tool for reaching new people. When you do it right, you can use social media ads in a way that’s non-intrusive and shows patients who are already looking for a new dentist how to find you.

It’s a tricky line to walk, but it’s possible. Just remember that you don’t want to be the one responsible for interrupting someone’s social experiences. You want to be a part of their social experiences.

The most effective ways to use social media advertising So how do you overcome some of those tendencies and actually reach your audience? Success comes from leveraging the natural interactivity of these networks. There has to be more than a claim about your practice and a statement of your determination to do good work. Can you entertain them?

Can you give them something new and different?

Can you just nudge them your way?

Brother” ever. And it is, but it’s based on publically shared information and not private information.)

A complete strategy Social ads work best as part of a complete strategy. There are some great benefits to using this marketing channel, from the targeting and tracking abilities to its extreme flexibility, but you also need to make sure your website is fully prepared for the influx of new traffic.

You’ll need to create a special destination page that continues the conversation started on the social media platform. If your ad spoke about special, discounted services, make sure that’s the first thing they see on your website. If you promised a free whitening with their next appointment, then that offer better be very clear on the destination page.

"Nearly two thirds of American adults (65%) are using social network sites in some way or another and the numbers just keep going up."

That might be one of the more important techniques for social advertising. A single Facebook ad may not be enough to convince someone to make an appointment, but it can give them a reason to think about your practice a little more. Maybe check out your website. Maybe look into some reviews.

According to an article on Forbes, a recent CMO survey conducted by Duke’s Fuqua School of Business and the American Management Association discovered that, “the emphasis on pure financial metrics is waning… This shift is important because it demonstrates the realization that payoffs from social media are not likely to have a first-order impact on company sales and profits. Instead, the impact of social media is likely to have first-order effects in non-purchase behaviors, such as people sharing opinions about companies and brands. This sharing, in turn, creates exposure, builds knowledge, generates attitudes, and ultimately prompts purchase.”

This kind of connection helps keep visitors engaged with your website. This, in turn, will bring them one step closer to contacting the dentist and setting up an appointment.

About the Author: Josh Sutherland has been working in the digital marketing space for more than 6 years, working on thousands of campaigns with companies ranging from the Fortune 500 to local brick-and-mortar stores. He specializes in serving the dental industry and his work with dentists and orthodontists has extended to providing many educational presentations at industry seminars.

Resources: forbes.com/sites/daviatemin/2013/12/03/dont-waste-money-make-your-social-media-advertising-smartermore-original-more-effective/ blog.bufferapp.com/social-media-ads-strategies marketingland.com/social-media-advertising-set-explode-next-3-years-121691 pewinternet.org/2015/10/08/social-networking-usage-2005-2015/ biakelsey.com/Company/Press-Releases/140515-U.S.-Social-Media-Advertising-Revenues-to-Reach-$15Bby-2018.asp emarketer.com/Article/Social-Network-Ad-Spending-Hit-2368-Billion-Worldwide-2015/1012357

Why should I use them?

So if I can’t use these ads as a way to get patients right now, is it really worth the effort? The simple answer is "yes." The more complex answer is also “yes,” and here’s why: These ads are simple to use and very affordable. This alone opens up a lot of great opportunities. For example, it’s possible to quickly create multiple versions of an ad to see which performs the best. Different titles, ad copy, and more can easily be switched out and tested for a minimal cost. Facebook even lets you use different buttons, so you can see which call to action has the most impact on your campaign.

These ads also allow you to target very specific audiences based on demographics, geographic areas and behavioral data. Facebook even provides a relevancy score that shows you the expected amount of positive and negative feedback that your ad is likely to receive. This score actually changes in real time as people interact with your ad, so you can change them accordingly.

The most important characteristic of these ads, though, is how they actually target interest, rather than just keywords. Where search engine marketing is about making sure a website listing appears for a given keyword, social ads are about targeting relevant interest before that potential patient realizes that they do, in fact, have a relevant interest. Search engines let you target intent, but social media can use shared information to deliver ads based on someone’s overall interest. (Which sounds like it’s trying to be the best “Big

Help MDDS Say

THANK YOU

to Our Nation’s Military!

Join MDDS and Freedom Day USA in the nation’s largest military appreciate event on September 8, 2016. For more information or to give back visit freedomdayusa.org.

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MDDS MEMBER HELPS PATIENT GET HER LIFE BACK

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magine being in an accident that shatters your right leg, leaving you with four metal plates and 20 screws. Then, envision yourself needing one, possibly two, mitral heart valve replacements that require dental clearance before proceeding. You need all of this care but have no health benefits and the sudden death of your spouse, along with other compounding factors, has already left you with a mountain of debt. Unfortunately, this was no imaginary life for O’Celia of Littleton, CO – this was her harsh reality.

Medically fragile patients, such as O’Celia, often need dental care to qualify for lifesaving or life-sustaining treatments like chemotherapy, joint replacement, cardiac surgery or organ transplants. For those with Medicare, that program may cover their medical treatments, but not dental. Although some dental procedures are covered through Medicaid, many individuals who cannot

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afford dental care they desperately need are not eligible for Medicaid and have nowhere else to turn.

Fortunately, O’Celia qualified for Dental Lifeline Network’s (DLN) Donated Dental Service (DDS). This program services people with disabilities, the elderly (over the age of 65) or medically fragile who have no other way to pay for treatment.

Dr. Eric Van Zytveld (MDDS member, DLN board member and DDS volunteer), oral surgeon Dr. Zachary Wells and endodontist Dr. Sanjay Patel, brought O’Celia’s smile back. Four Colorado labs donated work that was critical to O’Celia’s care: Whyman Dental Lab in Parker, Shores Dental Studio in Greenwood Village, Sublime Dental Arts in Aurora and Frameworks Dental Lab in Loveland.

MEMBER MATTERS Thanks to the work of these volunteers and labs, O’Celia received dental clearance to proceed with her much needed medical treatment.

“I smile now. I had lost all muscle memory and had to learn how to smile again. DDS gave me back my self-confidence, I go out more and I can eat comfortably and talk to people without covering my mouth. I have never been treated more kindly,” said O’Celia.

Volunteer Today!

"This program services people with disabilities, the elderly (over the age of 65) or medically fragile who have no other way to pay for treatment."

In the metro Denver area, DDS has 365 volunteer dentists but more volunteers are needed, especially general practitioners, prosthodontists, oral surgeons and removable labs. More than 100 people are on the Denver area waiting list, including those with disabilities, the elderly (over the age of 65) or medically fragile who have no other way to pay for treatment. You can treat as many patients as you choose.

A DDS coordinator ensures that patients arrive on time for appointments, arranges for assistance from specialists and laboratories and serves as the liaison between your staff and the patient.

Volunteering is easy – Your staff will love the experience!

• See only prescreened patients.

• Review the patient profile in advance and choose to see or decline any patient.

• Determine your own treatment plan.

• See patients in your office on your schedule.

• Never pay lab costs.

• Minimal paperwork – only one page to indicate the treatment plan and value donated.

Volunteers say they never expected how much their staff appreciates the DDS experience. Staff members celebrate the success of patients and value the teamwork with their dentists.

For more information about volunteering, contact Denver DDS Coordinator Kevin McGrellis at (303) 534-3931 or kmcgrellis@ DentalLifeline.org, or visit DentalLifeline.org/Volunteer.

About the Author: Donated Dental Services (DDS) is the flagship program of Dental Lifeline Network, a national nonprofit organization and a charitable affiliate of the American Dental Association. For more than 30 years the DDS program has serviced those in need across Colorado and provided over $28.7 million to 11,866 patients. Nationally, DDS has provided over $320 million in donated care to more than 110,000 patients in 50 states and Washington D.C.

figure 2

Follow us on social media to figure learn 2 about the latest MDDS and oral health news.

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By Ellie Burbee

In the market for a dental practice?

WHAT EVERY DENTIST NEEDS TO KNOW ABOUT FINANCING

T

oday’s new dentists face what can be a daunting financial challenge.

Many enter their profession saddled with debt -- more than

$240,000 on average, according to the American Student Dental Association.

And that’s not all.

Dentists who want to purchase their own dental practice can expect to add as much as $500,000 or more to their debt load. Meanwhile, many have little or no extra cash to purchase equipment or other upgrades, much less fund the down payment on a loan.

1. A practice’s cash flow – It is tempting for new dentists to

"Ongoing demands for better care and better options have caused the costs of healthcare to increase at alarming rates over the years. As a result of this, several strategies have been deployed by the insurance carriers with an attempt to offset these costs."

focus on the outward appearance of a dental practice they’d like to purchase – the condition of the dental equipment, furniture, computers and other assets that can be easily seen and evaluated. While those things are important, the parts of a dental practice that deserve the most scrutiny aren’t always visible, such as cash flow.

To understand that, you’ll have to examine a practice’s financial records, where you’ll learn valuable information: when and how customers pay and which procedures generate the greatest revenue, for example.

Income,

expenses, overhead, collection rates and other data that show how money moves in and out of the practice are critical to understand as well.

The good news is a dentist’s dream of owning his or her own practice is still within reach. Achieving that dream, however, takes a

The reason is simple. Cash flow provides the funds needed to operate

more strategic approach than it may have required in generations past. That

a practice and pay the debt associated with its purchase. The better you

strategy should include paying close attention to:

understand cash flow, the better you can plan for the peaks and valleys that

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virtually every practice experiences. You don’t think of yourself as a financial

5. Your financial advisor’s understanding of dental practice finances.

person? Make sure you have a trusted advisor who is.

Ordinarily, banks are reluctant to extend 100 percent-plus financing to professionals who are short on business experience and long on financial

2. The selling dentist’s level of engagement. Not all dentists have the foresight

needs. The good news is, banks that specialize in dental practice lending

to retire when their practice is at its peak. Many only sell after they have begun

understand the obstacles younger dentists face and offer invaluable solutions,

to lose patients to younger, more marketing-savvy practitioners. Some delay

such as lines of credit and flexible payment plans that provide the financial

retirement because of financial missteps made earlier in their careers.

safety net many practices periodically need.

While you may be able to negotiate a better price for these practices, you may also be purchasing somewhat “damaged” goods. That’s why it’s important to

The bottom line: buying a dental practice is like to putting together a giant

take the pulse of the practice’s overall health, both by talking to patients and

jigsaw puzzle. It may seem overwhelming at first. But with persistence,

staff and by reviewing financial records dating back five years or more so you

planning and an understanding of what the big picture should look like, you

can identify and assess trends.

can put the pieces together. A little experienced advice along the way makes the whole process easier.

3. The practice’s patient base. Learn as much as you can about patient demographics: ages, where they live and how long they’ve been being treated

Source for dental school debt figures:

by the current dentist. Information like this can help you get a better handle

asdanet.org/debt.aspx

on how a move to a different location or a marketing program to reach a different customer base might impact business and cash flow. It might also

Source for the cost to purchase a dental practice:

provide insights on tenant improvements to consider, as well as the number

thedentistsnetwork.net/newsletters/print/bryen/printBryen75.html

of patients you might reasonably gain or lose as you project into the future.

4. The practice’s procedures. Examine closely the procedures of the practice you are considering buying to make sure it is a good fit for you. As a buyer, you will want to know if you can at least match the revenue that the practice has recently generated.

Requesting and reviewing The Procedure by

Code Report should provide you a detailed understanding of the types of procedures performed. For example, if you like to do cosmetic procedures and are expecting to enhance billings with this type of treatment, your expectations may fall short if the seller’s procedures are mainly comprised of

About the Author Ellie Burbee is a Small Business Banking Specialist for Commerce Bank. She energetically serves her clients with over a decade of financial experience, and a master’s degree in business administration. Ellie’s community involvement is an asset to both her clients and community through service and connection; she is a board member for KIND (Kids in Need of Dentistry) and the DTC Chamber of Commerce; the president of the DTC Young Pro’s; and a volunteer with Freedom Service Dogs of America.

primary care and minor restorative therapy.

MEMBER SPOTLIGHT

Becky Bye

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t was during the application process for dental school that current ASDA President Becky Bye researched ways to get involved in the dental profession from a "big picture" and advocacy standpoint. Her active involvement with her school's chapter of the Alpha Omega fraternity and serving as their Community Involvement Chair led her to be selected as a liaison to the greater dental community on behalf of the chapter.

When asked how her ASDA membership has benefited her and her future career, she replied "Where do I begin? ASDA has benefited me in so many ways, and I am so grateful to be a small part of this vast, effective organization. First, between its numerous publications, online resources, and conferences, ASDA has kept me informed of various issues confronting dental education and dentistry, such as potential changes in licensure and how insurance affects my patients' access to dental care and more. Additionally, I have met numerous dentists and dental students who inspire me, and I have found myself learning from their experiences and information they are willing to share. I now call many of these people my friends."

Becky is not just involved with dentistry - she holds an active license to practice law and many of her hobbies and volunteer activities involve legal issues. She enjoys working out, dancing, theater and live music, traveling and riding her tandem road bike with her husband.

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TRIPARTITE NEWS

By Brandon Hall, DDS

CDA STATE MEETING WRAP UP

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n June, hundreds of dentists gathered at the Embassy

was a restriction as to a candidate’s component. This restriction was lifted to

Suites in Loveland for the Colorado Dental Association

encourage new voices on the Board.

Annual Session. This year debuted a one-day format.

Taking center stage on Saturday was the House of

2) Dues Increase. There is a slight dues increase. This year it will be $11.

Delegates. Several of our colleagues agreed with my

Instead of having a large increase about every five years, the HOD agreed

assessment that the one-day event was ideal.

that a smaller increase each year is more appropriate and adequate to keep up with the CDA’s budget.

A recurring theme at this year’s meeting was the diversification of the Executive Board. Leadership now accurately reflects the makeup of our dental profession. There is a greater female representation and more new dentists on the Board. I believe this is crucial when it comes to representation of our profession moving forward.

One of the pressing issues in organized dentistry is the struggle of getting new dentist members.

Having people in leadership positions who represent the demographic we are trying to get involved is extremely important.

A full list of the Executive Committee is located on CDA’s website. MDDS is represented by Dr. Michael

3) Budget. CDA’s budget was approved and is in a very

"I have been an MDDS delegate four out of the past five years and encourage everyone to please volunteer next year. We need a strong contingent of active dentists in organized dentistry moving forward."

Varley, Highlands Ranch general dentist and MDDS

healthy position. With the facility additions at CDA, along with added revenue streams, it appears our financial well-being is very strong.

I have been an MDDS delegate four out of the past five years and encourage everyone to please volunteer next year. We need a strong contingent of active dentists in organized dentistry moving forward. It’s important to see this side of organized dentistry because it’s where our past is examined and future is shaped. If you have opinions about certain issues, this is a great forum to voice them and have invigorating discussions with colleagues. Too many people sit on the sidelines and critique decisions or

Past President, and now the 130th President of

complain about legislative actions but don’t get involved.

the CDA; Dr. Karen Foster, Aurora pediatric dentist, is CDA 1st Vice

Get out there and let us hear you. Help us keep dentistry the wonderful

President; Dr. Jason Ehtessabian, who recently relocated from Burlington

profession it is!

and is a hometown friend of mine, is CDA Treasurer; Dr. Michael Diorio, Englewood general dentist, is their Editor. I’m proud to say our leadership

In addition to the HOD, there was a delicious delegate’s luncheon and

is in great hands.

president’s cocktail party. Despite being a one-day meeting, there was ample opportunity to have a social aspect to the day. The book closes on another

Dr. Lindsay Compton, general dentist in Arvada, received the CDA

CDA Annual Session and I am proud to say it went very well!

Exceptional Leadership Award. This award is given to a dentist who exemplifies strong leadership in and support of organized dentistry.

Dr. Compton has been a long-time member of the CDA New Dentist Committee, even serving as chair. She helped create the CDA leadership program “Connect the Docs,” a popular conduit for dentists to network.

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This has yielded a number of great relationships between practice owners, associates, partners, etc. The program welcomes dentists at all stages of their careers to mentor, network, discuss critical topics and create a think tank for the dental profession.

There weren’t any overly controversial items among the resolutions debated but that doesn’t mean the ones discussed and voted on weren’t important.

Here are some highlights: 1) Bylaws Regarding Officer Nominations. A change was made to the requirements to become CDA Secretary and Treasurer. Previously, there

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mddsdentist.com

Articulator Winter 2015

22

2016 ADA SPEAKER

By George G. Gatseos II, DDS, MSBA

INFECTION CONTROL IN THE DENTAL PRACTICE; WHY IT STILL MATTERS.

A

re you aware that in March 2016 the Centers

can be posted on the Internet, especially with the increased use of social media.

for Disease Control (CDC) published its new

Patients have to trust that we have adequate infection-control procedures so they

Summary of Infection Prevention Practice in

can feel safe.

Dental Settings/ Basic Expectations for Safe Care?

Are you aware of the accompanying Safe Dental

Indeed, the Organization for Safety, Asepsis and Prevention (OSAP), of which I

Visit Infection Prevention Check List? At my ADA Annual

have been a member since 2000 and served on the National Board of Directors, has

Meeting course, you and your staff can get the most up to date

recently released the “safestdentalvisit” Infection Control Education Program. The

information on infection control in dental settings.

Safest Dental Visit ™ is a collaborative effort to support an increased commitment to infection control and safety in dentistry. Clinicians, educators, speakers,

Although there have been several documented patient-

consultants and the dental trade are joining forces to help

to-patient cases of infection in dentistry reported from

ensure that every visit is the safest dental visit for patients

2003 - 2015, transmissions of infectious agents among patients and dental health care personnel (DHCP) in dental settings is rare. This course summarizes the most current Infection Prevention Practices in Dental Settings.

All dental care settings are expected to make prevention a priority to meet the public’s expectations of receiving dental care in a safe environment.

After attending the course, you and your staff will have a concise and accurate understanding of the current blood borne pathogens, air borne pathogens and emerging and re-emerging diseases that are a potential source of infection.

"Are you aware of the accompanying Safe Dental Visit Infection Prevention Check List? At my ADA Annual Meeting course, you and your staff can get the most up to date information on infection control in dental settings."

You will leave with current and proven strategies to prevent

and providers. Just what is a safe patient experience? “Patient safety”, “Culture of safety” and “First do no harm” are all terms synonymous with a safe patient experience. However, in the past few years several infection control breaches have been reported in dental and medical settings, which have affected both patients and the dental/medical community.

Why does it all matter? We as dental healthcare providers enter into this wonderful profession to help, not to harm patients. The Hippocratic oath teaches to “do no harm.” It is your patients full and reasonable expectation that when they leave your office they have received the very best and safest care possible. Your patients trust they will not leave a dental

disease transmission in your dental practice, breaking the

visit facing the question of whether the care they received met

chain of disease, and an understanding of the minimum Standard Precautions. You

acceptable standards. As a consultant to many dentists and offices regarding their

will learn about the current 2016 ACIP Adult Immunization Schedule, Medical,

Culture of Safety and Infection Control Practices, I believe that most dental workers

Occupational and Behavior-Based Recommendations for DHCP. A complete

want to do things the “right” way. So, let’s gather together on Friday October 21st

review of the key recommendations from the CDC, in the Summary of Infection

to review and discuss the latest on Infection Control in Dental Healthcare Settings.

Prevention in Dental Settings: Basic Expectations for Safe Care along with how

We can truly learn from each other.

they relate to the still current 2003 CDC Guidelines for Infection Control in Dental Healthcare Settings will be presented.

Your patients now take notice if proper infection-control protocols are followed.

Be very aware they are watching you and your staff during their care in your office. They are watching what you touch with gloved hands and how you handle instrument processing for reuse. Any apparent breach that would affect their health

About the Author Dr. George G. Gatseos II, DDS, MSBA is Chief Executive Officer, Safe Dental Services LLC, Infection Control & OSHA Compliance Consultants. He is also a past President of MDDS. Dr. Gatseos will be speaking at ADA 2016 America's Dental Meeting on Friday, October 21 at 11:00am.

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By Brian Gurinsky, DDS, MS

WHEN TO REFER TO THE PERIODONTIST?

S

ometimes one of our toughest calls as clinicians is knowing when to bring in a specialist. Do you have a medically complex patient? One who has failed to respond to previous perio treatment? Or perhaps your patient has unresolved gingival inflammation?

A periodontist can help. As a practicing periodontist, one of the most frequent questions I get is: “How do I know when I should refer this to you?” Well, my initial answer is, refer to me any patient who probes more than 3mm and bleeds. However, there are some specific guidelines based on science. An immediate red flag is if you struggle to diagnose and/or treat a periodontal condition, whatever it may be. Some patients have a genetic predisposition to gum disease or do not respond readily to treatment.

Also, never hesitate to refer a patient — adult or a child—who has aggressive periodontitis. In my practice, pocket depths of 4mm–6mm are prime candidates for definitive scaling and root planing, unless there is an absence of subgingival accretions and bleeding. Where this starts to get tricky are in the areas where surgery may not be ideal (anterior teeth) or in areas where root anatomy and access becomes challenging.

Pocket depths greater than 6mm are almost impossible to reach predictably and effectively. Because single-rooted teeth will be easier to treat than multi-rooted teeth, I may try to scale and root plane anterior teeth if probings are deeper than 6mm. That said, I inform the patient that we are probably making a compromise in the effectiveness of treatment in order to preserve esthetics. I am more reticent to perform periodontal surgery in the maxillary anterior teeth in the smile zone, or

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on patients with a lot of gingival display. Traditional periodontal surgery inherently creates recession. We must be conscious of esthetics any time we put a scalpel in someone’s mouth.

Another aspect of this question centers around the skill set and comfort level of the person doing the hygiene, usually a hygienist. Certainly a more experienced hygienist will be more skilled with instrumentation.

Most hygienists have a good feel for when and where they are going to be successful in pocket reduction during non-surgical therapy.

But don’t take my word for it. Let’s look at some of the research.

Research studies from Stambaugh, et al, showed some pretty alarming and concerning statistics: The average curette efficiency was to a pocket depth of 3.73mm. This efficiency was defined as the depth at which the root surface was hard, smooth and completely free of plaque, calculus, gouges and scratches from instrumentation. The maximum pocket depth in which instrumentation was observed was 6.21mm.

I know what you are thinking. “I am probably better at instrumentation than those people in that study.” That may be true, but the average time the clinician spent on a maxillary posterior tooth was 39 minutes, and for a mandibular posterior tooth, it was 25 minutes. Let’s admit we’re all probably not spending that much time cleaning one tooth.

Clinicians showed better calculus removal on the mesial and distal surfaces as compared to the buccal and linguals. A later study by Dragoo wanted to test these numbers and determine if using ultrasonics would be any better. He found that the depth of efficiency with ultrasonics was 4.65mm. While this is definitely an improvement over hand instruments alone, it isn’t good enough. We have learned that complete calculus

(Continued on page 27)

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(Continued from page 24) removal is extremely rare. Fortunately, we have also learned that it is not mandatory for success. Phew!

• If a patient who has received treatment for gingival over-growth still struggles with the condition.

So knowing that we are limited in cleaning subgingivally past 4mm– 5mm, the next logical question would be, “At what point do we look to perform surgery?” Brayer, et al, confirmed that for pockets greater than 4mm, open flap "At what point debridement (periodontal surgery) was more effective do we look in removal of calculus than to perform nonsurgical treatment. In molar surgery?" sites, the difference was noted at 3mm (Caffesse, et al). So if we know we’re not super effective at scaling and root planing, now we know that in molar sites, it is worse!

What we have learned is that cleaning furcations is almost impossible without ultrasonics. In fact, the width of most curettes is wider than the top of the furcation entrance.

• If you simply are not comfortable treating a patient, for whatever reason.

What these studies haven’t addressed is whether the addition of other modalities will help our nonsurgical outcomes. Those may include local delivery chemotherapeutics (e.g Arestin, Atridox), laser treatment, subantimicrobial systemic antibiotics (e.g., 20mg doxycycline). The addition of these ancillary treatments may enhance the outcome if definitive nonsurgical treatment is our goal and a realistic possibility.

The bottom line is that we are basically mediocre at best when it comes to effectively cleaning subgingivally.

None of these rules is hard and fast, but is instead a basis for starting a consultation. Each patient is different; each doctor is different.

Understanding our limitations and expectations can only help guide us in treating the patient most effectively and realistically. Your periodontist is here to work with you to create the best possible outcome for the patient.

About the Author Dr. Brian Gurinsky has a private Periodontal practice in Denver, CO. He is the Past President of the Rocky Mountain Society of Periodontists, currently serves on the Metropolitan Denver Dental Society Board of Directors and is a consultant for the Colorado State Board of Dental Examiners. He is a lecturer and instructor for the Perio Institue. Dr. Gurinsky will be speaking at ADA 2016 America's Dental Meeting on Saturday, October 22 at 2:00pm.

I generally recommend scaling and root planing for pockets under 6mm and surgery for pockets greater than 6mm. However, anterior teeth—or any area where I am worried about the esthetic appearance if and when I create recession—tend to get a little more leeway in terms of root planing to a deeper than 6mm pocket. Mobility, bleeding on probing, furcation involvement, generalized pocketing vs. localized pocketing, smoking status, and the patient’s age and health also will play a role in which direction I go.

A final analysis Here are some factors to consider when deciding whether or not to refer a patient.

• If the patient has unresolved inflammation or has lost bone or attachment, even with careful treatment.

• If a patient needs a bone-regeneration procedure to support teeth or a bridge.

• If a patient has pathological lesions in the esthetic zone that require excision and grafting.

• If a patient needs a graft.

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• If a patient has peri-implantitis or a mucocutaneous disease.

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27

MEMBER MATTERS

By Carrie Mauterer, DDS

The Trust Squad

N

ever have I been more proud to have the letters DDS mentored student will be able to trust her ethical instincts and exemplify the good after my name than I am right this very second. Eleven intentions we all hold dear to our hearts. We are here for our local CU students whenever years out of school and I still love what I do every day. they need us. We hosted the CU School of Dental Medicine’s ASDA educational event The greatest gift a patient can give me is her trust. Trust at the MWDI. We are also discussing how we can involve MDDS volunteers at the next doesn’t happen magically – I have to earn it with my CU Women’s Dental Club meet and greet. words, my actions and yes, even my intentions. Frankly, intentions are the most palpable of the three. Patients can feel my intentions 3. Building trust and bridges with our community: before I step into the room. Intentions set the tone of the entire experience. Intentions Our metro Denver area is the new home for over 1,200 refugees each year. These are silently communicated in a fragile moment and can be incredibly difficult to prove families who relocate to Denver are blessedly covered by Medicaid for their dental to a skeptic. Mahatma Gandhi sums it up more eloquently than I ever could by saying, needs, but the refugee program has too few providers and too many patients. They need “Before the throne of the Almighty, man will be judged not by his acts but by his help. We are building bridges with Denver Health to see how our MDDS volunteers intentions. For God alone reads our hearts.” Wouldn’t it be nice if our entire community can help the refugees that are in Colorado. Dr. Michael Raizen works at Denver Health could read our hearts? Wouldn’t it be nice to begin with our patients from a place of and further explains, “First, Denver Health Refugee Clinic (located at the Lowry Clinic mutual trust? Well, enter in MDDS’s Community Outreach & PR Committee. A long at 1001 Yosemite) fought hard to get refugees Medicaid coverage for dental treatment name for a simple mission: the Trust Squad. We are out there building trust in order to earlier last year. Believe it or not, this was not being covered for all newly arriving promote what is in the depths of our hearts. The Trust Squad refugees. Now we are learning that we do not have enough does this for the benefit of all MDDS members. There is no dentists and hygienists at Denver Health to provide on-going "2016 brought great “I” in Trust Squad. (There really isn’t – I checked twice to care for our refugees. Colorado receives approximately 1200 new make sure.) We do all this for you. refugees each year. Of those approximately 600 are assigned to changes to the Trust Denver Health for medical care, the others are assigned to Metro Squad and, as your 2016 brought great changes to the Trust Squad and, as your Community Provider Network (MCPN). These numbers are chairwoman, I want to share with you why you can be proud expected to remain constant for the next several years. Expansion chairwoman, I want to to be an MDDS member. The Trust Squad is focused on of the dental program at Denver Health will not happen quickly. building trust and building bridges with our MDDS members, We are in need of volunteer dentists and hygienists to help care share with you why you with our health industry colleagues and with our entire metro for this very unique group of patients. Many have never seen a can be proud to be an Denver community. We are in charge of broadcasting our dentist. We see entire families from small children to elderly society members’ collective good intentions. And The Squad patients. The Denver Health Refugee Clinic also works with two MDDS member." doesn’t take that responsibility lightly.

Volunteer Agencies (VolAgs) to support these patients, but our biggest need is dental care.” The Trust Squad needs your help.

We are your local bridge builders.

When we have the details of how you can help Denver Health meet the needs of this underserved local community, we will disseminate the information quickly to you.

1. Building trust and bridges with our members: Communication with our members is paramount. We work hard to bring success to We are building more community bridges by participating in local programs that your career. We poll you, we email you and we send our journal and our mailers to you. help our community members speak to dental professionals and get the advice they Every point of contact is a little love note to you saying we know what you are going need. We participate in Dental Line 9 programs throughout the year to answer callers’ through and you are important to us. We know what you want and Boom. We bring it. questions about oral health. We are attending Boys and Girls Club events to promote Trust us. We got your back. oral health and share information for access to care. We also participated in the St. Patrick’s Day Parade and handed out toothbrushes, toothpaste and flyers with access 2. Building trust and bridges with our health industry colleagues: to care information. We assist in organizing Freedom Day, a nationwide day of free We began a quest a couple years ago to build bridges with our medical colleagues. We dental care for our American Veterans and their families. This year Freedom Day is on identified an ADA initiative to create a program to reduce the number of people in Thursday September 8th. Opportunities to get out into our community and help our our community who seek care for toothaches or other oral health matters through patients find access to care are a big part of the Trust Squad’s mission. We would love the ER or Urgent Care safety net. This hasn’t been glamorous or pretty work. We have your help! been gathering data in that deliciously painstakingly manner. We began this quest by reaching out to all the major metro Denver ERs and asking how they refer patients to a In conclusion, the more dentists I meet, the more I like dentists. I want you to know dental home. Many had lists of the clinics in the area that offer low fee or sliding fee scale how much MDDS is trying to bring value and purpose to your career. We are trying pricing. We gathered all the resource referral lists we could find and called every dental to give you the resources you need. But beyond all of that, we are a collective group of clinic listed in order to understand the scope of services offered and who qualified for incredibly caring doctors that love our patients and are proud to serve our community. these services as a patient. What we learned is that our clinics are overwhelmed. We Our patients feel it, our staff members know it and our community hopes for it. Let’s learned it is difficult for a patient to find a dental home in the metro Denver area. We build some bridges together. Thank you as always for reading and I hope to chat with need to make it easier for the ER team and more palatable for the patient to help keep you soon. dental emergencies in the dental office where the patient can receive some definitive care. We are currently working with several local hospital administrators as well as the We're all working together; that's the secret. - Sam Walton.

Colorado Managed Care Collaborative to not only accumulate data but to also ascertain how we can help.

About the Author Carrie Mauterer is a general dentist in Thornton Colorado. She is a "smother " (part We are also actively building bridges with our local dental students. The future of mother, part step-mother) to five boys. She is living the sweet urban farm life with her the Trust Squad lies in their approach to the field of dentistry. A well supported and wonderful husband Jason, and is the proud chicken tender of four hens.

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Be sure to check out the RMDC HANDS-ON COURSES being held at the:

MOUNTAIN WEST DENTAL INSTITUTE!

Visit MDDSdentist.com for a full schedule of other upcoming courses at the MWDI! • 140-seat Auditorium (can be divided in two) • Banquet Hall • 20-seat Executive Board Room • Hands-on Learning Lab Benches for 40 participants • Large Wet Lab • Four (4) Educational Operatories including one (1) equipped for surgery • 2D/3D Digital Imaging Suite • Planmeca PlanScan™ (mill & scanner) • Equipped to capture and stream live video • MDDS members receive a 15% discount • Multi-day & multi-room discounts • A/V always included • No catering restrictions • Free Wi-Fi • Two (2) free parking structures Metro Denver Dental Society | 925 Lincoln Street, Unit B Denver, CO 80203 | (303) 488-9700

MWDI.ORG

EVENT CALENDAR AUGUST 2016

November 2016

MARCH 2017

August 25 MDDS New Member Event Rhein Haus 1415 Market Street Denver, CO 80202 6:00pm-8:00pm (303) 488-9700

November 5 CPR & AED Training - Life Rescue CPR Mountain West Dental Institute 925 Lincoln Street, Unit B Denver, CO 80203 9:00am-12:00pm (303) 488-9700

March 3-4 Recognition and Management of Medical Emergencies: Participate in an Advanced and Realistic Clinical Simulation - Dr. Jeffrey Young Children's Hospital 13123 E. 16th Avenue Aurora, CO 80045 9:00am-4:00pm (303) 488-9700

SEPTEMBER 2016 September 8 Freedom Day USA All Day (303) 488-9700 September 9 Straightforward Ultrasonic Debridement /Hands-on: A Simplified Approach to Ultrasonic Instrumentation - Ms. Cynthia Fong Mountain West Dental Institute 925 Lincoln Street, Unit B Denver, CO 80203 8:00pm-4:00pm (303) 488-9700 September 13 CPR & AED Training - Life Rescue CPR Mountain West Dental Institute 925 Lincoln Street, Unit B Denver, CO 80203 6:00pm-9:00pm (303) 488-9700

October 2016 October 20-24 ADA Annual Meeting Colorado Convention Center 700 14th Street Denver, CO 80202 All Day

Follow us on social media to learn about the latest MDDS and oral health news.

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December 2016 December 3 Nitrous Oxide/Oxygen Administration Training -Dr. Jeffrey Young Mountain West Dental Institute 925 Lincoln Street, Unit B Denver, CO 80203 8:00am-4:00pm (303) 488-9700 December 9-10 Hands-on Advanced Grafting and Implantology Utilizing a Cadaver Specimen - Dr. Charles Schlesinger Mountain West Dental Institute 925 Lincoln Street, Unit B Denver, CO 80203 All Day (303) 488-9700

JANUARY 2017 January 26 MDDS Awards Gala & President's Dinner Downtown Aquarium 700 Water Street Denver, CO 80211 6:30pm-10:00pm (303) 488-9700

February 2016 February 24 Basic Radiation Education for Unlicensed Dental Personnel - Dr. Brad Potter Mountain West Dental Institute 925 Lincoln Street, Unit B Denver, CO 80203 8:00am-12:00pm (303) 488-9700

March 11 Access to Care Float-Denver's St. Patrick's Day Parade Downtown Denver All Day (303) 488-9700

APRIL 2017 April 7 Botulinum Toxin (Xeomin, Dysport, Botox) and Dermal Filler Training Level I -American Academy of Facial Esthetics Mountain West Dental Institute 925 Lincoln Street, Unit B Denver, CO 80203 All Day (303) 488-9700 April 7 Botulinum Toxin (Xeomin, Dysport, Botox) and Dermal Filler Training Level II -American Academy of Facial Esthetics Mountain West Dental Institute 925 Lincoln Street, Unit B Denver, CO 80203 All Day (303) 488-9700 April 8 Frontline TMJ and Facial Pain Therapy -American Academy of Facial Esthetics Mountain West Dental Institute 925 Lincoln Street, Unit B Denver, CO 80203 All Day (303) 488-9700

CLASSIFIEDS Job Board: Seeking General Dentist Position: Louisville (DMD '14), Akron City Hospital (GPR '15) and private practice experience. Available immediately. Please contact me at AndreaLeungDMD@gmail.com or 917-340-1379 for CV/cover letter.

GP: Wheat Ridge, CO: General Practice for Sale: Wheat Ridge, CO (CO 1605) - Annual Revenues $177K,3 Ops, 3 days per week, Dr. Retiring. ADS Precise Consultants, www.adsprecise.com, Email: frontdesk@adsprecise.com, 303-759-8425.

Dental Hygienist Position:Periodontics office in Littleton is seeking an outgoing and positive individual to work as a RDH MTTHF in our private, fee-for-service practice. Minimum of 2 years of experience requested. Dentrix exp. is preferred. We are looking for someone who is caring, gentle, patient, and enjoys working with people of all ages.

GP: South West, CO: General Practice for Sale: South West, CO (CO 1602) Annual Revenues $267K, 3 Ops, 1,100 square feet, 3-4 days/ week, Dr. Relocating. ADS Precise Consultants, www.adsprecise.com, 888-909-2545, email: frontdesk@adsprecise.com.

Associate Position Wanted: Hard-working, professional and empathetic general dentist seeking associate position. Previous experience in private practice in addition to GPR. Great with both technical and personal aspects of delivery of patient care. Please contact at DMDHuettner@ gmail.com or 507-358-5082 for more information.

Real Estate:

General Practices for Sale with CTC Associates: Practice listings along the Front Range, in the mountains, and around the state, including: Boulder, Aurora, Littleton, Fort Collins, Denver, Castle Rock area, Colorado Springs, Greeley, Longmont, Grand Junction and more. We also have opportunities in New Mexico, Utah, Idaho, and Wyoming.

For a summary of each current practice opportunity go to www.ctcassociates.com or call Larry Chatterley at (303)795-8800.

GP Boulder: GP: Boulder, CO (CO 1609) Annual Revenues: $542K, 5 Ops, Dr. Relocating. ADS Precise Consultants, email: frontdesk@ adsprecise.com, 888-909-2545, www.adsprecise.com.

Oral Surgery Practice Opportunity with CTC Associates: Associate or immediate buy-out, 4 ops, grossing $1M, located in a northern mountain town. For more information, contact Larry Chatterley at (303)795-8800 or email info@ctc-associates.com.

OMS-Cleveland Area, OH: Oral Surgery Practice for Sale: Cleveland Area, OH - Annual Revenues $900K, 3 Ops, 2,500 square feet, Dr. Retiring. ADS Precise Consultants, email: frontdesk@adsprecise.com, www.adsprecise.com, 888-909-2545.

Perio Practice for Sale with CTC Associates: 5 ops, all fee-for-service, located in Colorado Springs. Price negotiable. For more information, contact Larry Chatterley at (303)795-8800 or email info@ctcassociates.com.

Visit mddsdentist.com/classifieds to place an ad.

Knowledge • Experience • Credentials • Trust More “Completed Transitions” and

“Years of Practice Transition Experience” of any brokerage firm in Colorado.

ADS Precise Consultants Jed Esposito MBA, CVA

Pete Mirabito DDS, FAGD

• Practice Sales Since 1986 • Practice Appraisals • Partnerships

• Transition Planning • Dental Building Sales • Buy Ins/Buy Outs

Visit us in October at the

Denver ADA Meeting booth #1628!

Call us - 888.886.6790 Visit us - adsprecise.com All ADS companies are independently owned and operated

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fall 2016 mddsdentist.com

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