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More dental schools are preparing graduates to enter the world of corporate dentistry. This may equate to graduates viewing their ongoing continuing education needs differently. It might even change the level of dentistry that corporate dentists can practically deliver. The 2014 Directors Summit will address some tough issues that have the potential to negatively impact our study clubs and practices in the coming years. This is not to say we will cease to thrive; however, the more we understand the changes in our marketplace, the more we will be able to lead to the results we want. We will discuss ways to more effectively market our practices. The world of social media has added a new layer of communication among dentists and patients. What has worked in the past to market your practice may not be the most effective methods moving forward. Our members’ perceptions of continuing study club value may be changing. We must take a long, hard look at what we need to do to continue to meet their continuing education needs, as well as their network connections, in the coming years. Corporate dentistry is here to stay. How do we prepare for the possible impact on our study clubs and our practices? We will take a closer look at this paradigm shift to gain a better understanding of its effect on our dental communities. These two days will be filled with learning from experts and mentors, as well as sharing new strategies drawn from the vast experience of all directors in attendance. Our combined knowledge base will enable us to amass solutions to meet the needs of our membership. Directors Summit is not a meeting to gain a better comprehension of the science of dentistry. The goal of this meeting is to impart the knowledge and tools we need to help our members gain a deeper understanding of the business of dentistry and guide them in becoming more successful in their practice and personal lives. Ultimately, this is the most important key to our own success. I look forward to seeing you in July,


SUMMIT 7.18-7.19, 2014



FRIDAY 7.18 Effectively Creating and Distributing Media to Connect with Patients and Market the Practice

Bend, Don’t Break, to Meet Member Needs

Mr. Kirk Behrendt and Mr. Ian McNickle Facebook. Twitter. LinkedIn. Instagram. Practice websites. There are many ways people connect online. In this digital age, this is also where first impressions are made and where a potential patient can decide to reach out or keep searching. Video is a strategic way to instantly connect with current and future patients and, when used effectively, is an invaluable marketing tool that can be worth every penny. In this session, Mr. Behrendt and Mr. McNickle will explain and demonstrate the advantages of integrating video into an online marketing campaign and provide specific tips for creating dynamic videos that can be incorporated immediately.

S E S S I ON A Contemporary + Traditional = Success

Upon completion of this program, we should be able to: l Create a marketing video that captures who we are and connects us with patients and members of all ages. l Understand the different online opportunities for distributing videos in the most effective way.

Upon completion of this program, we should be able to: l Identify the needs and dynamics of long-term member involvement. l Recognize the types of routines and ruts that can be roadblocks to continued club development.

Tackling Pressing Club and Practice Issues

S E S S I ON B Old Guards and New Recruits

Dr. Michael Cohen It’s safe to say, no director has had a flawless study club year or runs a perfect practice. Inevitably, issues arise that must be dealt with and we’re most often left to resolve them on our own. As a group of directors and business owners, we are a wealth of experience and information, but rarely do we have the opportunity to network. This session will offer a venue to talk candidly with other directors about recent practice and study club challenges—providing an opportunity to dig in and develop solutions. Upon completion of this program, we should be able to: l Take away new understandings and solutions to study club issues. l Gain new perspectives for tackling practice challenges and implementing alternative ways of dealing with them.

Please choose one of the following.

Ms. Carla Kimball This session has been customized for those facing the challenge of fluctuating membership and keeping programs appealing for new and veteran members. We will discuss ways to bridge the gap between members in order to build on the strength that comes when new perspectives are paired with years of experience. In addition, we will learn how annual programs can be created with a fresh approach to restore excitement and commitment within the study club.

Ms. Catrice Opichka This session has been designed for those who have experienced an imbalance in the involvement and contributions of members. There comes a time when we need to reevaluate membership, ask whether advisory board members are fulfilling club needs and look at how new members are being recruited. In this session, we will discuss the importance of recruiting throughout the year by hosting one-on-one lunches, meeting young clinicians new to the area and implementing outreach programs. Upon completion of this program, we should be able to: l Evaluate membership and increase member involvement. l Examine current recruiting methods and discuss new options for future study club growth.



Think-Tank Tavern

Dr. Robert Naples As directors, we forget there are great opportunities to connect with our members on a much more interactive, hands-on level in our practices. All-on-Fridays, an in-practice “implant mini-residency,” accomplishes this. During each All-on-Fridays session, Dr. Naples invites his study club members to observe and participate in the care of multiple patients at different steps in the implant process. This is interdisciplinary dentistry at its best. This course will cover the positive impact the All-on-Fridays program has had on Dr. Naples’ practice and study club and will specifically detail how he is able to choreograph the different steps in the implant process on multiple live patients, in one day, under one roof and with controlled support and safety—all while connecting with members and encouraging them to learn.

Facilitated by Dr. Michael Cohen This session will provide an opportunity to discuss financial and management topics in a casual, social environment where we can share and gain ideas for how to handle any of the following practicerelated situations.

Upon completion of this program, we should be able to: l Introduce the All-on-Fridays concept to members and invite them to participate. l Implement this dynamic method for observation and intentional hands-on learning as an adjunct opportunity to enhance our members’ study club experience. l Establish a framework for this concept in the practice and understand how to best involve staff.

Getting the Most Out of Your Seattle Study Club® Assets Dr. Michael Cohen, Mr. Greg Tice, Ms. Heather Bright and Ms. Carla Kimball The Seattle Study Club organization offers many resources to help us run a successful study club year—from one-on-one consultations, specifically designed programs and numerous publications to countless partner connections and more, yet few study clubs really take advantage of the benefits these resources offer. In this session we will do more than discuss what these tools are. Instead, we will dive into how they can be used to enhance the study club, increase study club value and bring new resources to members with a simple mouse click. Upon completion of this program, we should be able to: l Incorporate Seattle Study Club resources in unique and more meaningful ways to benefit our study club and membership. l Improve the value of the study club experience for members by using the tools provided—without breaking the bank.


Looking for an associate? l l l l

What is the market like for attracting prospects? What is the going rate these days? Benefits? Can an associate relationship be profitable? Psychological testing—is it valuable?

Considering a transition to partnership? l How do we find guidance over and above an existing accountant’s advice? l What courses are available? l Compensation formulas—what works?

Selling a practice in the near future? l Is it best to advertise on our own or use a transition company? l What are the best resources for leads? l What is the market like for sellers and general sales percentages (going rates) related to practice income? l Is pre-sale psychological testing beneficial when continuing to practice part-time?

Practice overhead. l What dramatic and/or creative changes have been made to better control practice expenses? l What leverage can be gained from buying groups?

Office space—owning vs. leasing. l What are the benefits and drawbacks to owning? l What are the benefits and drawbacks to leasing?

Wild card—the study club. l Get feedback on study club issues.

Wild card—non-study club topics. l Open forum. Upon completion of this program, we should be able to: l Implement solutions to assist in a particular area of need in our study club. l Develop plans for dealing with financial and management obstacles when they occur.


In Order of Appearance

Kirk Behrendt

Ian McNickle

Michael Cohen, DDS, MS

Carla Kimball

Catrice Opichka, RDH

Robert Naples, DDS, OMS

Greg Tice

Heather Bright

Joel Rosenlicht, DMD, OMS

Patrick Bauer


SATURDAY 7.19 Corporate Dentistry and Its Effect on the Specialty Practice

Corporate Dentistry from the Corporate Viewpoint

Facilitated by Dr. Joel Rosenlicht and Mr. Pat Bauer The following sessions were designed to show two sides of the corporate dentistry debate. Dr. Rosenlicht will present his research on corporate dentistry from the dentist’s perspective and Mr. Bauer will help us understand the corporate viewpoint. We will conclude both sessions with a workshop that tackles realistic scenarios central to corporate dentistry.

Mr. Patrick Bauer Heartland Dental grows through affiliating with existing offices and supporting the opening of new startup offices. Dentists from all experience and career levels nationwide are recruited to lead these state-of-the-art facilities, including dental specialists. As dental support organizations (DSOs) continue to respond to marketplace needs, the number of dentists practicing at DSO-supported offices is estimated to double or triple over the next 20 years. As demands make it increasingly difficult for specialists to practice solo more will look to DSOs for the support needed to find success.

Upon completion of this workshop, we should be able to: l Better handle situations in our own practices that are affected by the corporate dentistry model. l Determine how the specialist practice can both benefit from and be threatened by dental support organizations (DSOs).

Corporate Dentistry from the Dentist’s Perspective Dr. Joel Rosenlicht This presentation will delve into the reasons for the rapid changes in the delivery of dental care. Over the past five years there has been a significant growth in corporate and large dental group practices. We will explore how this will and will not affect the traditional models of private practice and specialty referrals. Upon completion of this program, we should be able to: l Understand the dynamics of the changes that are occurring in dentistry and how to thrive in private practice in the face of these changes. l Distinguish who will and won’t be affected by these changes.

Upon completion of this program, we should be able to: l Recognize the biggest challenges facing DSOs today and in the future. l Investigate why DSOs have been able to see growth in a challenging economy. l Understand why Heartland Dental’s model specifically resonates with dentists.

Lessons from the Past Dr. Michael Cohen Dr. Cohen has had his share of what could be considered big wins with his study club and career. These successes have come in part because he learned from some even bigger shortfalls along the way. From close calls he was lucky enough to see coming to situations that outright blindsided him, he will share specific, detailed examples of what he learned and how he became a better leader over the past 25 years directing his own study club, Great Blue Heron Seminars. Upon completion of this program, we should be able to: l Apply the lessons learned from this session to be stronger leaders and more effective directors. l Employ techniques to exceed member expectations in the study club.


Complications and Failures: What Went Wrong? Dr. Michael Cohen Hard as we may try, failures are a reality in our lives. Though they may be infrequent, their occurrence reminds us we still have an opportunity to improve ourselves, our systems and perhaps even our skills. During this session, three seasoned directors will share a failure they’ve experienced that caused them to shift the way in which they did things. Following each failure we will discuss the preventable measures we might take to ensure the same situations don’t arise in our own lives and the lessons that can be learned from them. Upon completion of this program, we should be able to: l Identify potential obstacles in the study club or practice in order to avoid disaster. l Determine at least one preventable measure for each failure presented that can safeguard against them happening in our study club or practice.

Team Projects Facilitated by Dr. Michael Cohen Over our two days together we will have time to discuss and develop practical, immediately implementable strategies for a specific scenario and then present the solution to the group. In this unique program, teams will tackle one of the following study club scenarios:

SCENARIO ONE The study club is going well and the coordinator is managing and organizing monthly programs to satisfaction, but we’re not generating the referrals we’d like.

SCENARIO TWO Treatment planning sessions aren’t as engaging as they could be even though they have been conducted for years.

SCENARIO THREE The study club is struggling with varied, and what might be considered unacceptable, attendance at meetings.

SCENARIO FOUR Expenses for speakers, meals and promotions are increasing dramatically making it difficult to avoid raising tuition. Upon completion of this program, we should be able to: l Boost referrals from within and outside of the study club. l Make logistical and programmatic adjustments to treatment planning sessions to enhance these sessions for members. l Implement ways to attract current study club members and establish expectations for greater attendance. l More effectively manage a budget to account for rising study club costs. l Explain to members why tuition is increasing without using rising costs as an excuse.




The W Seattle is a hip luxury boutique hotel located in the heart of downtown Seattle (1112 Fourth Avenue, Seattle, WA 98101), 20 minutes from the Seattle-Tacoma International Airport. Reservations can be made by calling 206.264.6000. The Seattle Study Club® room rate is $214 per night. Please make and guarantee your own reservation. You will want to arrive on Thursday, July 17 and depart on Sunday, July 20. Please understand that in exchange for the discounted rate, a non-refundable deposit equal to two nights’ stay is required to hold your room reservation.

Please contact Carla Kimball at the Seattle Study Club® office at 425.576.8000 or email

TUITION $1995 (if received at the Seattle Study Club® office on or before June 14, 2014; $2095 after June 14, 2014). Price includes: two days of programming, two breakfasts, two lunches and a final event on Saturday.

CANCELLATION POLICY If written notice of cancellation is received at the Seattle Study Club® office by June 1, 2014, all but $250 of your tuition will be refunded. If received between June 1–June 15, 2014, 50 percent of your tuition will be credited toward your registration for the 2015 Symposium or the 2015 Directors Summit. No refunds or credits are available for cancellations after June 15, 2014.

ATTIRE Dress is business casual. More information will be provided in your confirmation.

Schedule is subject to change and speaker substitutions may be made without notice.


UP TO 13.50 CE CREDITS AVAILABLE Academy of General Dentistry Approved PACE Program Provider FAGD/MAGD Credit Approval does not imply acceptance by a state or provincial board of dentistry or AGD endorsement. (10/1/2011 to 9/30/2015)

The Seattle Study Club® corporation is an ADA CERP recognized provider (11/2010 to 12/2014). ADA CERP is a service of the American Dental Association to assist dental professionals in identifying quality providers of continuing dental education. ADA CERP does not approve or endorse individual courses or instructors, nor does it imply acceptance of credit hours by boards of dentistry. The Seattle Study Club organization designates this activity up to 13.50 continuing education credits.

DIRECTORS SUMMIT REGISTRATION Please complete and fax to 425.827.4292, register online at or mail to: Seattle Study Club® | 635 Market Street | Kirkland, WA 98033

By submitting a registration form, each registrant acknowledges and agrees to the terms of the cancellation and refund policy, the full text of which is shown on page 8 of this brochure. The cancellation and refund policy applies regardless of the reason for cancellation, including but not limited to unforeseen personal or world events.


Name [circle all that apply]







On or before June 14, 2014:


How long have you been a Seattle Study Club director?


Is this your first Directors Summit?

After June 14, 2014:

If no, last year attended:


Study Club Name Your Address City State/Province


Office Phone


Cell Phone


FRIDAY BREAKOUT Bend, Don’t Break, to Meet Member Needs

Shirt Size [circle one]














Should there be a plated meal, would you prefer [circle one]:

I am staying at [circle one]:



W Seattle Hotel




Contemporary + Traditional = Success

Special Dietary Requirements [please specify]

Choose one of the following.





Old Guards and New Recruits


Total Payment Enclosed

Amex/Disc/MC/Visa Exp


Or Check #

Name on Card Billing Address City State/Province



2014 Directors Summit  

Dentistry's Transformation: The Effect on Your Study Club and the Future of Specialty Practices

2014 Directors Summit  

Dentistry's Transformation: The Effect on Your Study Club and the Future of Specialty Practices