Renee Knight is a freelance writer and editor who's been covering the dental industry for 15 years. 

Renee Knight

Wedding whitening season is upon us, and now is a great time to find brides in your town who want to add a little sparkle to their smile. Here’s how you can make the most of this practice-growing opportunity.

Every bride wants to feel beautiful on her wedding day. From the dress to the hair to the makeup, every bride pictures herself a certain way as she’s walking down the aisle.

Brides-to-be also picture themselves with a dazzling, bright smile that will forever be captured in their wedding pictures. It’s just one more touch that helps to make a bride’s day special, and makes her feel even more like a princess.

With wedding season in full swing, now is a great time to help these brides achieve that beautiful smile they picture-while helping to grow your whitening business at the same time. Here are a few tips to make the most of wedding season and to give brides a reason to smile a little bigger on their big day.

 Just about every bride attends a local bridal show to find vendors and ideas for their big day. These shows are a great opportunity for you to talk with brides about whitening and how your practice can help them achieve a sparkling smile for their big day, said Gary Takacs, owner of the 

Bring a digital photo frame with full-face photos of before and afters, Takacs said. Let them see what you’ve done for other brides and what you could do for them. This really shows the power of whitening-just make sure you get permission from each of the patients you feature.

It’s also a good idea to bring shade guides with you to bridal shows, said Penny Reed Limoli of 

. Let the brides see what shade they are now and where they’d like to be. Before they leave, give them a card that features a menu of the various whitening services you offer. Be sure to have a space available for them to write their current shade and desired shade at the top or your whitening promotion flyer.

 While brides are the focus of wedding season, don’t forget that the groom, wedding party and family members also want to be camera ready for the big day.

Think about offering a buy one get one special for the bride and groom, Reed Limoli said, and offer your best possible whitening special to the wedding party and family members.

 Pick a Saturday this summer and plan a half-day wedding-focused event at your practice, Reed Limoli said. Spend that time doing nothing but whitening services, whether that means trays for take-home or chairside whitening.

And don’t just limit the events to brides-invite entire wedding parties, immediate family and even the groom. If you have the room, think about inviting a few local wedding vendors to sponsor and promote the event. This could even become an annual event that kicks off wedding whitening season in your area.

 Chances are you don’t have to look outside your practice for the brides in your town-you’re probably already treating several.

“One thing I recommend my clients do is pay attention to what’s going on in their patients’ lives,” Takacs said. “They should know if they have patients getting married. If they don’t know that, they’re not dong a good job of connecting with patients. It goes back to creating relationships.”

Once you find out you’re treating a bride-to-be, talk to that patient about whitening specials and let her know the specials include the groom, bridal party and family members. Take a shade so she knows her current shade and what shade is possible-something both Reed Limoli and Takacs said you should do with every patient as a routine part of the hygiene appointment.

 Social media is a great marketing tool, and both Reed Limoli and Takacs recommend using it to market your wedding whitening services.

Take before and after pictures and post them on your Facebook page. Ask former brides who are happy with your whitening services to send in wedding pictures that you can post on your Facebook page. Ask if you can tag them in the photo. Before you know it people will be commenting and sharing the photo that not only shows off the bride, but what your whitening services can do.

It’s also a good idea to use social media to promote your wedding whitening specials. Twitter, Facebook, Instagram and Pinterest are great tools to spread the word about what specials you have for the bride, bridal party and immediate family members.

  As with any patient, you have to be honest with brides-to-be about the results, Reed Limoli said. If their goals are unrealistic because of time or any other reason, make sure they understand that before you get started.

“If they haven’t allowed enough time for the ideal result tell them,” Reed Limoli said. “Let them know what can be achieved and ask them if that’s something they want to move forward with. We get in trouble when we over promise. I’d rather disappoint them on the front end than have them furious on the back end.”

Takacs recommends letting patients know they’ll get the best results if they do chairside whitening, like Philips Zoom!, combined with the take-home trays. While they might not see dramatic results after the initial chairside whitening, if they continue whitening at home they’ll notice a bigger change once they’re done with the trays. Compliance is also huge-if brides aren’t wearing the trays long enough or are drinking tea and red wine, they’re not going to get the best results.

 Weddings can be a stressful time and sometimes brides have unrealistic expectations. Managing expectations will help you avoid dealing with Bridezillas in your office, but even then the stress of the wedding may cause frazzled brides-to-be to lash out if they’re not completely happy with their whitening results-even if you laid out what was achievable before you started the process.

If you find this happening in your office, Reed Limoli suggests telling that patient it may be time to find a new practice. Let the patient know it sounds like you might be having trouble meeting her expectations, and that maybe this isn’t the best office for her.

If this is coming from a loyal patient who’s been part of your practice for years, wait and see if her behavior changes after the wedding, Reed Limoli said. The stress that comes with weddings may have gotten to her, and you may even find she’s apologetic when she returns to your office.

Of course, if you feel like you might be dealing with a Bridezilla before you even get started with the whitening process, it might be best to part ways rather than going forward. If you tell the bride the results she’s looking for aren’t achievable and she doesn’t respond well, kindly let her know she may be happier at another practice.

 Weddings are an exciting time for brides and their families, and they all want the day to be perfect and filled with memories that will last a lifetime. You can help make their day a little brighter by offering whitening services that will help them sparkle-while at the same time growing your whitening business and maybe even bringing new patients into your practice.

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How to grow your whitening business and still avoid Bridezillas this wedding whitening season

A confused patient isn’t going to go through with treatment. In fact, that patient may look into treatment options at another office down the street.

 
	If a patient doesn’t understand what the problem is, or is getting mixed messages from you and your team, it’s safe to say that patient doesn’t want anything to do with the treatment you’re recommending-and may even look to another practice to clear up any confusion.
	 
	Do what you can to clear up any confusion or doubts your patients are experiencing. Answer any questions they have-and be sure to use words and explanations they can understand. They don’t know dental jargon, and don’t want to learn. Be clear and be consistent. Even if they don’t have questions as you’re explaining the treatment, ask to be sure. Remember they may not be comfortable telling you they don’t understand something. Let them know you and your team are there to help any way you can.
	 
	

And don’t forget to use your intraoral camera. Check out this video for tips from Penny Reed Limoli on how to get the most out of this educational tool:


	 
	You also have to be consistent with your messaging, whether the patient is talking to you or a team member. 

 and make sure everyone on your team understands the different technologies and products you offer, and that they’re passionate about what these products can do for the patient.
	 
	If you love that new laser you just purchased but one of your team members doesn’t really see the value in it, that will come across when he or she is talking to the patient. Get everyone on board and excited about new technology and product purchases, and your patients will be excited about them too.
	 
	It’s also important to use patient education videos to help patients understand complicated procedures and why they’re necessary to their oral health. There are plenty of options, such as 

. Choose the one that you like best and you’ll notice a difference in your patients’ understanding right away.
	 
	Your patients are your practice. Without them, where would you be? You have to know the best ways to attract them to your practice, 

 and make them happy, life-long patients.
	
	That’s where we can help. Check back regularly for tips on how to keep your patients happy, healthy and loyal.
	 
	

Want more tips to get your team talking? Check out our Morning Huddle e-newsletter. 

Make sure your patient education is clear and consistent

Lighthouse 360 may have officially launched in 2008, but the story behind this patient communication system began in the 1990s, when two of the co-owners, Joel Kozikowski and Brian Smith, co-authored the practice management system PracticeWorks.

Here, Kozikowski takes us back through that development process and his role in Lighthouse 360’s success.

A: I was one of the core developers. I was instrumental in the architecture of the software itself. I had a lot to do with the general design of the software and the idea behind it.

To really understand it, you need to go back to where Lighthouse came from. The whole story is integral to this product’s development.

In 1993 Brian Smith and I created the PracticeWorks practice management system and worked on it throughout the 1990s. One of the features we were proud of was the automation system built into it. It was based on the philosophy that a lot of practice management systems took a computer aided approach to things. You could tell the computer I want you to print this list or find all of the patients who meet this criteria and the computer would print the report. It required the person to know what he was looking for and to ask for it. We wanted to create a system where the computer tells you what you need to be aware of. 

We left PracticeWorks and formed Lighthouse, a consulting firm, in 2002. We wanted to help PracticeWorks users really understand how to use those automations. We had an online forum for users and we did seminars around the country teaching how to efficiently run a dental practice using the tools we built into PracticeWorks, including how to use the recall system we developed as a way to manage recall based on the way patients behave.

It got to the point where we could take it to the next level and just automate it completely. We were long gone from PracticeWorks at that point, and our business was limited to PracticeWorks users. We knew every dentist would benefit from this, so we decided to create a software system that would handle tasks completely automated, no matter what practice management system the dentist uses.

Q: From there, how long did it talk to develop Lighthouse 360? 

A: We started working on it in early 2006. It was 6 or 8 months before we got the initial pieces of it working. Our third founder in this venture, Allen Jorgensen, was a beta tester for PracticeWorks, and that’s how we met him. His wife is a dentist and he brought all this external management experience when they opened in the 1990s.

Fast forward to Lighthouse 360. We already had a dental office that was our lab. We were able to test as soon as we had the beginnings of the code. And once we had the main system we had this core following of about 300 customers who were members of our online forum. They continued to stay involved with us so we gave them a subscription to Lighthouse 360. Immediately we plugged into 301 users. Offices were able to use it very early on, so that helped us refine it. In 2008 all the pieces fell together and we started selling it.

A: The recall system. We constantly hear stories from customers about their recall system falling apart. When we look into why, it’s because they switched to a competitor. Most companies take a very simplistic approach to recall, sending the exact same message over and over again. Ours is based on this system we developed in the early days. When users come back to us, immediately the hygiene book starts filling up again.

I’m also really proud of the daily task list. We send an email to all our customers telling them here are all the patients coming in today, here’s what you need to know about those patients to make your practice run better. It goes way beyond the idea of just an automated appointment reminder.

The system doesn’t rely on just email and text for reminders. It also does postcards, letters and phone calls. We can touch every patient one way or another. We can’t email a patient without their email address, so the task list reminds you to get the email, which will save you the cost of a postcard or a phone call in the future. 

A: Reduction in broken appointments is a big one, and the recall system. This system will not let patients fall through the cracks even if they cancel an appointment at the last minute. If I’m 8 months past due and cancel an appointment, you don’t reset the clock on me. I’m still 8 months past due. We have a different communication schedule for different types of situations.

This is something you couldn’t reproduce even if you wanted to. It’s too labor intensive to look at that all the time. Lighthouse 360 is set it and forget it. Offices don’t have to do anything differently. The system looks at all the different situations with server updates every 10 minutes. Appointment reminders based on the way patients behave reduces no shows and saves practices time and money. Maybe the thing I’m most proud of is we do all of this with no contract. Our clients are free to cancel any time they want, so we simply have to provide exceptional value every single month.	 

Lighthouse 360 may have officially launched in 2008, but the story behind this patient communication system began in the 1990s, when two of the co-owners, Joel Kozikowski and Brian Smith, co-authored the practice management system PracticeWorks. Here, Kozikowski takes us back through that development process and his role in Lighthouse 360’s success.

How the concept of Lighthouse 360's patient communication system became a popular reality

Spotting oral cancer as early as possible can save lives. In honor of Oral Cancer Awareness Month, now’s the time to make oral cancer screening a priority in your practice.

If you don’t catch it until it’s easy to see, it may be too late. That’s why it’s so important to catch 

 in its early stages, when treatment is least invasive and survival rates are highest.

If you’re not already doing oral cancer exams for every patient, 

 is a great time to start. Performing a conventional white light oral cancer screening exam will help you discover potential problems and take any necessary action. The exam itself only takes a few minutes and is easy to incorporate into routine appointments, so there’s really no reason not to make these exams a priority at your practice.

Remember, even when you perform a thorough exam, it doesn’t mean you’ll see everything in every patient’s mouth that might be suspect. 

That’s where adjunctive devices come in.

 They can help you see what the naked eye might miss with light reflection alone, and catch subtle lesions before they become a threat.

, there are plenty of adjunctive devices to choose from-you just need to determine which one works best for your patients and your practice. Do the research, get your team on board and find a way to incorporate these screenings after a patient’s conventional exam. You’ll soon discover you’re finding lesions you never would have seen before. While most of these won’t be cancer, the extra effort will be well worth it for the ones that are.

 Without them, where would you be? You have to know the best ways to attract them to your practice, get them to accept treatment and make them happy, life-long patients.
	
	That’s where we can help. Check back regularly for tips on how to keep your patients happy, healthy and loyal.

Check out this video from oral cancer survivor Michael Douglas, courtesy of the Oral Cancer Foundation:

Make a commitment to finding oral cancer early

Most of the time, your dentist is honest with you and the rest of your team. That’s the best way to build trust and respect, and both are vital to a successful practice.

But there are times when your boss may believe that being dishonest has fewer short-term consequences than telling the truth, said Penny Reed Limoli, of 

. There are also times when a lie may be part of a much bigger issue and is something you simply can’t ignore.

We recently talked to Limoli and experts from 

 about the most common lies a dentist tells his or her staff and how you should respond. Here’s what they had to say.

  If a dentist isn’t satisfied with an employee’s performance, all too often he avoids speaking directly to the team member about the problem, Limoli said. Instead, he talks to other team members about the issue, but sugar coats it when he’s face to face with the team member he’d like to see make improvements.

It’s best for the dentist to be honest with you and your team members about performance, so everyone can set goals and work to make those necessary improvements. Make sure you receive regular performance reviews and ask for an honest critique of your work, along with specific goals you can work toward.

 You know you need a new instrument, or that new product you just read about and researched that will improve patient care in your practice. But you also know your dentist will likely tell you, “Sorry, we just can’t afford any upgrades right now.”

In most cases, that’s just the dentist’s natural response, Jameson Management Advisor and Speaker Nancy Miller said. When you approach your dentist about purchasing a new product, make sure you come prepared with the reasons this product makes a good fit for your practice and will enhance patient care and improve efficiencies.

If he still insists your practice simply can’t afford it, Miller recommends asking the doctor to share the practice’s financials with you. Many dentists are reluctant to do this, but it’s information you and your team members need to know. How else will you truly know what your practice can or can’t afford.

. Whether the dentist tells you the team didn’t meet bonus or decides not to give team members exactly what they earned, this is an ethical problem that Jameson Management Advisor Kimberly Brozovich has seen come up in practices. For whatever reason the doctor decides it’s best to give team members less than what they really earned.

How can you spot this? Make sure all the team members know the formula the bonus is based on. All team members should be aware of the practice’s profit and loss, and everyone should be held accountable when it comes to meeting monthly goals.  

“Everybody should take ownership of the practice and be aware of what goes in and out,” Brozovich said. “Have a monthly or bimonthly meeting and keep on the pulse of where the practice is at in production and collections. Keep each other accountable.”

4. Of course I can perform this procedure

. Sometimes, dentists lie to their teams-and themselves-about what dentistry they’re actually capable of performing, Brozovich said. This is tricky, but isn’t something you can ignore. Brozovich knows a dentist who was performing sub par root canals, and because of that, many of his patients had to return for retreats.

If this is happening in your practice, have someone the dentist trusts talk with him about it. Bring out the radiographs. Show him the retreats and how much money, time and even patients these retreats have cost the practice. Suggest taking some more CE courses and fine-tuning the necessary skills before scheduling another root canal in the practice, or whatever the procedure might be.

“You need to think about how you bring something like this up without ruffling feathers,” Miller said. “This usually would fall on the hygienist. Together with a business team member she can show what retreats are doing to the practice as far as wasting time. You need proof. You have to show the dentistry is harming people’s gums and teeth to motivate to change.”

 Sadly, there are dentists out there who are addicted to prescription medication, and use their position as a dentist to get it, Jameson Management Advisor Leslie Neveu said. This isn’t something you or any other team members wants to be part of, but it can be difficult to confront your boss about such a serious problem. This may be a situation where it’s best to seek help from a third party, such as the dentist’s spouse, a trusted mentor or colleague or a dental consultant.

 Every dentist wants to increase profits in their practice, but committing coding fraud isn’t the way to do it. If your dentist tells you to use a code you know isn’t right just to increase the reimbursement, or tells you it’s OK to fudge the dates or to go ahead and to forgive all those co-pays, it may be time for you to find a new practice, Neveu said. Not only is this unethical, it puts your job and reputation at risk.

 We know it happens. Dentists and their team members work very closely together, and sometimes that leads to a relationship that goes beyond professional. This line gets crossed even when the dentist is married. And it’s not just team members-sometimes dentists make a connection with their patients and decide to pursue it, no matter the consequences.

This is another sticky situation. If the relationship isn’t hurting the practice or effecting patient care, it may be best to let it go. But chances are it is hurting the practice, leading to gossiping team members and even anger and jealousy-all things your patients will pick up on.  

Whether dealing with a dentist with a substance abuse problem or one who is engaging in inappropriate behavior, Limoli recommends talking to the dentist directly about the situation, letting him know you’re concerned and why this is a problem in the practice. Depending on the situation and the dynamic, you may even want to get the entire team involved.

“The team can try to band together to form some sort of intervention,” Limoli said.  “Usually, when it gets to that point, the practice is either on the verge of a break-through and gets their issues out on the table, or a complete break-down with massive turnover.”

No matter the situation, the thought of telling your boss you think he’s being dishonest can be a little intimidating. You know someone has to talk to him about his behavior, but you’re just not sure how to approach it.

That’s where companies like Limoli and Associations and Jameson Management come in. They can help guide you and your team members so you can have a productive conversation with your dentist that leads to change. They can help you problem solve to reach a solution, whether they’re in the room with you during the non-confrontational conversation or give you advice before the talk. You may feel isolated and unsure of what to do, but consultants help you get through that initial talk and get your practice headed toward positive change.

Some of these white lies are forgivable and can be worked out. But for the others, if the dentist refuses to change, these scenarios can put you and your team members in a horrible spot.

If the situation is having a negative effect on your work and you don’t see it changing after you’ve talked to the dentist about how you feel and even staged a team intervention, it may be time to part ways with that dentist. If the situation is beyond just an annoyance and may affect your license or calls your ethics into question, you simply can’t stay in that environment. It may be a difficult decision to make, but you’ll be happier in the long run.

Most dentists are great people who truly care for their patients and their team members. They’re honest, hard working men and women who want to make a difference. Even they can tell a little white lie now and then, and you have to decide what to do when that happens. But other situations are more serious and you really do need to take a stand, whether that means confronting a dentist or finding a new practice that’s more in line with your ethics and philosophies of care.

Most of the time, your dentist is honest with you and the rest of your team. That’s the best way to build trust and respect, and both are vital to a successful practice. But there are times when your boss may believe that being dishonest has fewer short-term consequences than telling the truth, said Penny Reed Limoli, of Limoli and Associates. There are also times when a lie may be part of a much bigger issue and is something you simply can’t ignore.

The top 7 lies your boss is telling you

These sales representatives stood out for great service in the past year. They were recognized and nominated by their peers or by the customers they serve.

Martha LoBosco,
District Manager, KOMET USA

After running two law firms for 28 years, Martha LoBosco was ready for a change. Although she enjoyed her work, she yearned for a new challenge, and with support and guidance from her husband, Mark, she found the perfect one.

Mark urged Martha to explore a career in dental sales. When he heard from his former COO and mentor who was assembling an elite team of district managers for 

, he knew his wife would be a perfect fit.

That was nearly six years ago, and she is still a vital member of that team. She loves every minute of the time she spends with clients, from front-office staff and dentists to college deans and residents.

“I love to walk into the offices, I love telling them about something new or about a product that’s going to make their life easier. They genuinely appreciate all the information you can give them,” she said. “They’re happy we can come in and show them the product line, eliminating the need for them to look it up in the catalog. They enjoy that interaction, and they like the personal connections we are able to make. Customers become friends; we share stories about our children and our lives in general. Little things like that make all the difference in the world. I was not able to have those interpersonal connections in my previous career,  and I now realize what was missing in my life at that time.”

LoBosco covers the territory stretching from Montauk to Brooklyn, New York. She finds a healthy combination of organization and ambition is key to managing and balancing her family life with her extensive territory.

“My ambition coupled with Komet’s fabulous support-I am so fortunate to be working with Amy Hellman as my Inside Account Representative-enables me to achieve success, keeping our customers more than satisfied with both product and service.” She loves networking and helping others in the industry, whether it’s someone looking for a product that can change the way they practice or a resident preparing to start a practice.

LoBosco is guided by her humanitarian instincts and is active in her community and charitable organizations. She recently worked to aid in the Hurricane Sandy relief efforts. Along with a core group, she helped organize a non-perishable food drive and participated in a blanket and clothing drive. When Martha isn’t working or volunteering her time, she enjoys reading and spending time with her husband and their 10-year-old daughter, Morgan.

Laura Woodruff,
North America Sales Manager, SDI

Even as a child, Laura Woodruff knew she was destined to be in sales.

Any time the school or Girl Scouts held a fundraiser, she easily excelled. As a child her dad explained sales commissions to her; it was then she knew this was the career path for her.

15 years ago, and said she fell into dental by accident. She was about to get married and thinking about going back to school when a recruiter called with a job opportunity. Not knowing a lot about dental, she decided to give it a shot. She started as a territory sales rep and worked her way up to become the North America Sales Manager. “I really like working with a wide variety of people,” she said. “In my current position with SDI, I wear a lot of different hats. I’m able to be involved and influence several different areas of the company, and things are always changing. I like change. I like to be on my toes going, going.”

Woodruff describes the dental community as close knit, and loves that the doctors she works with are so engaged in their profession. They’re eager to work with their sales reps to find the best products for their patients and practice.
	In the 15 years she’s been in the industry, Woodruff has found a cause to rally behind.

“Having a young child has made me very aware of the high caries rate among children. I want to do what I can to help reduce this,” she  said. “I’m excited about the things SDI is bringing to the market to help address rampant caries among children. We’re partnering with the 

 to help their foundation. That’s something I feel really passionate about.”

She also has a great respect for the people behind SDI and what they’re working to accomplish.

“When our sales people have ideas for marketing or product improvements or they get feedback from doctors about products, SDI is quick to respond,” she said. “It’s nice that if I have a chemistry question I can call up the head chemist at our company and ask questions. So even though we’re growing, we have a little bit of that small feel.  We also do all our own research, developing and manufacturing, which is unique for our products. Those are a few of the things that are great about SDI.”

Karen McPartlin, Field Sales
Consultant, Henry Schein

Having been on the “hands on” side of the dental chair, Henry Schein Field Sales Consultant Karen McPartlin understands the day-to-day needs of the entire dental team.

That’s why she’s so good at what she does and that’s why she enjoys when she can help provide solutions to dental practices and the patients they serve.
	After 18 years as a hygienist McPartlin has spent the last nine years as part of a Schein team of full service for clinicians. She serves as the point person and gets to know her Detroit metro area customers well, while working along with Schein Dental Technology Specialists and Equipment Sales Specialists.

“We have what we call Dental Technology Specialists who support the technology, and then we have Equipment Sales Specialists that help support the equipment,” she said. “So actually it’s a team of three, in each given office. I’m the point person and handle all merchandise and create the leads and then I call my other partners in.”

Getting to know the doctors and their staff is a helpful and enjoyable part of the job. “It’s funny, you really become friends with these people and you look forward to seeing them next time. It’s what makes each day so different and rewarding,” she said. “It goes beyond the front staff and the dentist. It’s all facets.”

This is where her experience as a hygienist comes in handy.

“You may be working with the hygiene department because they’ve got a concern or a need that we can take care of, or maybe you work directly with assistants or the office manager next time on something concerning with recare or developing their hygiene program. It’s definitely a positive to have been on that side of the chair. You understand the pressure,” she said.

With a company the size of Henry Schein it can be tricky to stay on top of everything. 

“We do have a great portfolio no doubt. Sometimes you feel a little overwhelmed but fortunately we have a lot of great vendors that support us. And they’re typically a phone call away,” she said. “Schein is really good at providing us with ongoing training at the business end of the industry. The Career Development program helps us to partner with offices so we can work as a business partner rather than just that salesperson that walks through the door.”

She has made plenty of friends and helped plenty of practices, but one recent doctor sticks out.

“A particular doctor that I have in mind was ready to just throw in the towel,” she said. “He was frustrated with everything in dentistry in general, but we were able to put some good tools in his hand and he is rocking today. It’s so exciting to see that.”

Joe DiBella, Business Development Specialist for Darby Dental

For Joe DiBella, it’s all about building relationships.

He began his career in inside sales in the electronic components and computer software industries before he made the move to dental eight years ago, and the relationship part of what he does every day is one thing that remains constant, no matter the industry.

“At the end of the day what I love about any industry is the fact I get to build relationships with people,” he said. “Building those relationships goes a long way. When my clients need something, they don’t have to worry about it. They know to call me because when they call me and I tell them it’s being taken care of, it’s taken care of. It’s nice to know people rely on me and in return I can count on them.”

As an inside sales rep, DiBella is constantly on the phone prospecting new business and finding out what he can do for current customers to help their practice grow. He has about 500 clients and said they all know they can count on him for whatever they need, whether it’s buying new equipment or dealing with dental supplies.

In the last eight years he’s been at Darby, he’s seen his clients’ practices grow, and he’s happy to know he’s played a role in that.

“Watching practices grow and spend more money because they’re more profitable is great. I’ve watched a customer not doing that much business at first do four times the business and I’m part of that. I’m part of growing that practice,” he said. “I look at myself as a consultant, not a salesperson. I try to navigate people to maximize profits and potential and every dollar they spend so they can do more of what they want to do, whether that’s growing or keeping more in their own pocket.”

DiBella loves the challenges and growth that come with his job, and said the fact that he isn’t traveling gives him more time to reach out to clients.

“I’m very happy I’ve found what I love to do and very happy Darby provides me with everything I need and gives me the support I need to push forward,” he said.

When DiBella isn’t working, he loves spending time with his children, Anthony and Arianna. All the hard work he puts in is for them, and he would like to build a business he can one day pass along to them. “People appreciate what I do for them. Hearing people tell me they appreciate what I do and how I look out for them and make them aware, that goes a far way,” he said. “Makes me realize I’m doing the right thing.”

Larry Gioffre,
Regional Sales Manager-Equipment for Gendex

A: I am proud that I have been in the dental industry for nearly 18 years and all of it has been in imaging. I also am honored to be elected to the Senior Advisory Team (SAT) for Gendex and am charged with helping make Gendex even better. The reason I haven’t moved to another area is I truly love selling technology. Imaging is never boring. New technologies are just around the corner and it challenges me to keep sharpening my skills.

A: I see my role as more of a consultant. My goal is to help my doctors make the right digital solution. I know if I accomplish this I will be a trusted member of their team. When the time comes to upgrade or add another piece of technology to the practice, I know I will be included in the decision. The best thing about working for Gendex is we sell the complete imaging solution. Our products range from intraoral x-rays to CT cone beam machines. We are committed to bringing the next greatest piece of technology to the industry. I’m fortunate to have worked for Gendex for 14 years. I have met some great people along the way that have contributed to the person I am today. 

I get great pleasure from helping doctors realize their digital goals. It’s rewarding to see their faces light up when they take their first digital image. I know they are improving their practice and the care they provide to their patients.

Top dental sales reps of 2012

Most people don’t like going to the dentist. Find ways to make your patients look forward to it.

When a patient walks through your practice doors-especially for the first time

-he or she is likely uneasy and just wants to get the appointment checked off the to-do list. Many patients simply feel uncomfortable, and it’s your team’s job to change that.

Patients should be greeted as soon as they walk into the practice. Leaving them waiting can make them feel even more 

. A smile and an interaction with a friendly team member can help put them at ease before the appointment gets started.

The waiting area should be comfortable and free of the noises and 

smells that tend to make patients uncomfortable

. But making patients wait too long before calling them not only serves to make them more nervous, it’s irritating. They have busy lives, too, and many need to get back to work or have a child they need to pick up. Be respectful of their time and they’ll be more relaxed during the appointment and more likely to come back.

Once they get back to the chair, offering them an iPod or turning on the TV can help them relax while they’re waiting for the appointment to begin. Want to really impress your patients? Think about investing in an 

ergonomic dental chair that offers massage

. This will not only help patients relax, they’ll appreciate you making the effort to help put them at ease, and they’ll remember that when they talk to family and friends about your practice. 

Your patients are your practice. Without them, where would you be? You have to know the best ways to attract them to your practice, 

 and make them happy, life-long patients.

Now that they're comfortable, check out this Morning Huddle video from Jameson Management for tips on how to get patients to accept needed treatment.

Help your patients relax

Patient Perspective is an opportunity for patients to share their thoughts on the latest technology and materials.

About six months ago, Anna Ziebarth had a small cavity for the first time in years.

But instead of having to make an appointment and come back to the dentist for a traditional filling like she was used to, her dentist at Comprehensive Dentistry for Adults and Children in Costa Mesa, Calif., suggested fixing the problem right then and there, 

She was so impressed with the technology and how quick and easy the procedure was, she decided it was time to introduce her two daughters, Zoe, 11, and Lux, 8, to a new practice and a new dentist.

Until that point, the girls went to a pediatric dentist who did traditional fillings, and Zoe’s first experience was anything but pleasant. She had two cavities, and that meant two one-hour appointments that left her numb and wanting to avoid the dentist.

“She couldn’t eat or drink anything for two hours after the appointment,” Anna said. “The first one wasn’t so bad, she got through it, but having to take her for the second appointment, she was like kicking and screaming. I wish it all could have been done at once because getting her back there was not fun.”

When Anna found out both girls had cavities about a month after her laser experience, it just made sense to take them to Comprehensive Dentistry for Adults and Children, where Dr. Christina Do, the dentist on staff who sees children, could finish the filling in about 5 minutes-all with no shots and no pain.

“It didn’t hurt,” Zoe said. “At my other dentist they had to numb you and put all this junk in your mouth. But the laser didn’t hurt and it was quick and fast. I didn’t have to wait an hour to drink water and stuff.”

Before the appointment, Zoe was a little nervous about having another filling; she couldn’t help but remember what happened the last time. Dr. Do. helped put her and her sister at ease with an 

 that showed the girls exactly what would happen during the appointment.

Dr. Do explained everything, taking away the fear of the unknown. Now, the thought of going to the dentist or having a cavity filled doesn’t make Zoe quite so anxious.

Anna’s younger daughter, Lux, never had a cavity before and didn’t know what to expect, just that her sister had dealt with a bad experience in the past. Even so, she’s confident a laser is better than a drill, and said she thought her experience with the laser was “amazing.”

As a mom, Anna loves the fact that she can take her girls to get the fillings they need without scary needles or the need to spend an hour in the chair. There’s no numbing and no pain, which just makes the experience so much more pleasant, no matter what your age.

“We’re huge fans of this technology,” Anna said. “It’s a nice luxury to have and I’m grateful my dentist offers it.”

How laser dentistry has changed the way one family thinks about going to the dentist

The morning huddle is an important part of any dental practice’s day

. It’s the time to meet as a team and talk about that day’s patients, any challenges that may come up and how to overcome them.

This important team meeting sets the tone for the day, and if you don’t bother to show up or roll in 10 minutes late, don’t be surprised if you see irritated team members not living up to their potential.

If you constantly blow the morning huddle off, then that shows your team members that talking with them and getting them excited for the day ahead simply isn’t important to you

, so why should it be important to them? Instead of dragging in 15 minutes after the meeting was supposed to start, show up a little early and have a plan for the meeting. Be prepared with topics to cover, and show your team members this time with them is important.

Need ideas for your next morning huddle? Check out one of our Morning Huddle videos. Want to subscribe to the enewsletter? 

If your team members are excited for what they do and start the day with a plan, that will show in the care your patients receive. Happy team members lead to happy patients receiving the best care possible, and that, of course, is what it’s all about.

. Without them, where would you be? You have to know the best ways to attract them to your practice, get them to accept treatment and make them happy, life-long patients.
	
	That’s where we can help. Check back regularly for tips on how to keep your patients happy, healthy and loyal.

The morning huddle is an important part of any dental practice’s day. It’s the time to meet as a team and talk about that day’s patients, any challenges that may come up and how to overcome them.

Make the most of your morning huddle

, from adding new technologies to finding better ways to communicate with your patients. It all makes a difference, but if you really want an efficient practice, you might want to think about cross training your team when possible.

From the day Dr. Kristine Aadland opened her doors in 2010

, she knew a cross trained staff would be an important part of her success. Cross training helps make every team member more efficient, and that in turn makes her high-tech practice run more smoothly. If a patient has a question about treatment or about billing, she said, anyone on staff can answer-not just one person who may not be available when the patient is in the chair or at the front desk. If someone calls in sick or has to leave early, other members of the team can fill in without a lot of added stress.
	 
	Most of the new dental softwares make cross training easy because most information can be found at the click of a button-if you are using the software to its full capabilities, 

.
	 
	“We take good notes on any conversation to or about a patient, which makes us all stay on board as well,” she said. “It’s easy to take a quick peek at the chart notes on any computer and have a good answer!”
	 
	Your practice has to be efficient. If it isn’t, 

patients will notice and may even start looking for a new dental home

. Cross training your team members and making sure everyone is knowledgeable about what your practice is about and what is has to offer is one way to do that. Not only that, a knowledgeable staff helps make patients feel more confident in trusting you and your team with their dental care.
	 
	

Check out Dr. Aadland's Featured Practice video: 

You’ve done a lot to make your practice more efficient, from adding new technologies to finding better ways to communicate with your patients. It all makes a difference, but if you really want an efficient practice, you might want to think about cross training your team when possible.