Thais Carter

Bien-Air Dental is a company with exceptional engineering in its very DNA. It was started in Switzerland’s “Watch Valley” by precision mechanic David Mosimann, who was motivated to bring his talents to dentistry after hearing a dentist complain about unreliable turbines in his office. More than 60 years after Mosimann founded Bien-Air Dental, the company is still listening to the needs of the dental professional and responding with quality.

Edgar Schönbächler is the CEO of Bien-Air Dental, but he is an engineer at heart, with a 

Fitted with an anti-retraction valve that stops fluid retraction from the oral cavity into nonsterilizable dental handpiece tubing and water lines. This valve in the body of the handpiece can be autoclaved to reduce cross-contamination

Accu-Chuck PreciPlus bur-locking and rotation drive mechanism assures a staunch clamping of the bur, eliminating all vibrations, and granting the handpiece stability and comfort

Bur-release is made quick and safe, thanks to a unique Soft Push system

Ph.D. in semiconductor technology. That kind of technical background is very common in Bien-Air’s senior leadership. Appreciation for technical excellence comes from the very top.

“‘Watch Valley’ is all about micromechanics, and the engineering schools in the area are dedicated to this, much to the benefit of watchmakers and, increasingly, medical device companies,” Schönbächler says. “What this means is that when we look for an operator for our assembly department, we don’t need to explain what it means to be precise, accurate, and rigorous. They know because this is the field they’ve trained for and often [they] have friends or family involved in some way. When you combine that skill with the values of listening to our clients to try to understand and anticipate their needs, that is special. These are the values we promote and try to live every day.”

Committing to that level of quality in process and product doesn’t come without great investment.

“We have a conscience about what our product should cost and, of course, we are in a competitive market where we have to make our case against other companies who are making good products,” Schönbächler says. “When it comes to engineering a new product, it is a process that not only involves materials or design, but is also very often an industrial process. It is easy to make a prototype that works perfectly well, down to the micrometer. It is difficult to bring that level of perfection and quality to 10,000 units, 20,000 units. This is where those initial choices on materials and design, the smallest details, end up making the difference.”

For dental handpieces, those details have a significant impact. Schönbächler uses the rotor, which rotates up to 200,000 rpm, as an example. If the rotor is even slightly unbalanced, it can create vibrations that not only wear out the instrument, but also can lead to discomfort for both the dentist and the patient, he says.

“We balance every single rotor individually, which takes an awful lot of time, but we do it because that individualized adjustment meets the standard we want to be known for,” Schönbächler says. “If a dentist is taking an approach where he or she wants to save money, this level of quality may seem like too much. But when you compare what happens when you don’t have that level of precision and what it can mean in terms of reliability, the true value of a Bien-Air handpiece is hard to estimate. There’s no secret to what we do; it is hard work and dedication every single day.”

This summer, many dental professionals found themselves assessing quality in a new way, eager to make choices that convey safety and build trust with both the team and patients. Technological advancements such as the sterilizable anti-retraction valve in a Bien-Air EVO.15 are more than a cool feature. Some electric handpieces on the market have anti-retraction valves, but they are located in the coupling, which isn’t sterilizable. Alternatively, Bien-Air locates the anti-retraction valve in the body of the handpiece so that it can be sterilized. Why doesn’t every manufacture do that? Simply put, it is technically a challenge.

“As a Swiss company, we are usually more expensive than some of our competitors, which means that when we do something, we have to do it better—we have no other choice. Sometimes we overoptimize our engineering, but in this particular case, with the sterilizable anti-retraction valve, it’s been entirely positive,” Schönbächler says. “We have a number of features related to maintenance and sterilization that have been ‘rediscovered.’ We’ve always seen the importance of those features, but now the dentists are seeing it with a new sense of importance. This crisis has made more people—patients and dentists alike—aware of the potential for cross-contamination in the dental practice. If a doctor can point out the sterilizable anti-retraction valve as a way of building trust, that is awareness and a good clinical practice that will benefit us all long after worries about [coronavirus disease 2019] have lessened.”

For Schönbächler, “innovation is something that also belongs in the industrialization process.”

“Imagine a guy who works on a milling machine and he comes up with an idea to make the process maybe 2 minutes faster—that’s innovation!” Schönbächler says. “It’s not just the anti-heat features, the push button, or the anti-retraction valve. Those are the things most visible, but they’re not always the most important. We’re a company that will always value the technical details. They make the big advancements possible.”

Articles

How focusing on technical excellence made Bien-Air’s EVO.15 electric handpiece a safety standout. 


Precision isn't a buzzword, it's a promise

If you’ve had reason to think about the “gig economy” recently, it might be thanks to the Lyft driver who took you to the airport or the Postmates delivery person who brought lunch to your office on a busy day last week.

A close observer of the news might even have seen the news in early September reporting that California passed a landmark gig economy rights bill, paving the way for approximately one million gig workers to have access to basic protections such as minimum wage and unemployment insurance. If “gig” is a concept that seems irrelevant to you, think again-think “freelancing.”


Most dental practices are considered small businesses, employing fewer than 50 people and open an average of four days a week, creating a unique labor pool of part-time employees. The reality is many dental team members-hygienists and assistants in particular-are gig economy workers.


What does that mean for you? Joe Fogg, CEO of onDiem, a new nationwide dental staffing solution, sees this as an opportunity for dentists to embrace new solutions. We had the chance to talk with him about the burdens onDiem can lift from employers’ shoulders and the value it can create for employees including-no joke-providing healthcare coverage.

TC: Talk to me about the idea that became onDiem. What was going on in your world that brought the specific staffing challenges of the dental industry to your attention, and what made you think you were the guy to do something about it?JF: 

Right before I started this conversation with you, I was in the elevator with seven gig workers. We’re based in Portland, Ore., and actually share our building with Amazon Prime Delivery. A lot of the people who drive for Amazon also drive for Uber and Lyft. It is all about the gig economy around here.


A couple of days ago, I was reading the latest issue of Fast Company, which included an article about mobile dental clinics and pop-up dentistry intended to serve corporations and their employees who don’t have time to go to the dentist. I had that idea eight years ago.

In my work, I’ve always been good at figuring out companies’ value propositions and how to differentiate, and I’d scaled a couple of other businesses to successful exits.


I always tried to take great care of my employees so that I could retain good talent, and at that time, my team was having a hard time making it to the dentist because we were so busy. In looking into options for our situation, I had an idea to create an app like OpenTable, where people could make reservations and a mobile dental clinic-a nice, semi-tractor trailer version-would roll-up.


As I was working on forecasting and realizing the unique aspects of the business-open fewer days a month than traditional businesses, significant potential losses when staff is out-I saw two things that went on to shape onDiem: First, dental practices require reliable, qualified clinical staff to care for patients. When a team member calls in sick, it isn’t just inconvenient, it significantly reduces revenue. And second, there are thousands of part-time workers who want to work more and were using limited tools like social media to find available positions. There was no end-to-end option that managed that process. We started onDiem to fill that gap.


Today, our app represents a true win-win for the dentist and the dental team, saving precious production dollars for the employer and helping part-time employees earn extra money and, most significantly, participate in a group healthcare plan not typically available to temporary staff.


Both dental practices and dental professionals can post profiles in the app for free, both for permanent jobs and temporary work. Posting your needs doesn’t cost a thing. In the event that a position is filled and works, then we charge the employer a percentage of the labor. The employee is never charged.


We’ve created software that removes the friction of hiring; we take care of vetting for state license verifications and background checks, we cover malpractice, workers’ comp and navigate state and federal labor laws, tax laws, and state dental practice acts so you don’t have to. We are designed for ease.

TC: One of the things I love about your app is how simple it is. Post jobs, see jobs, accept jobs, get compensated efficiently for a job well done. As you survey the market around staffing solutions, what do you think has prevented other companies from creating a model like yours sooner?

 A couple of things. Number one is that while the software is designed for ease, being registered to do business in every state in the country and establishing the back office infrastructure to manage millions of dollars in weekly payroll is actually a lot of work. We’ve set it up so that, on the dental professional’s end, these parts move seamlessly. The other significant challenge is getting all of that established while simultaneously funding app development, hiring developers, and figuring out our market strategy.


There are many platforms that exist to match people to work-from dog walking to photography and more. But we went a step further and did the non-easy parts that allow us to treat staff like people, not puzzle pieces, but managed to make it look easy.

TC: As you meet with dentists and encourage them to post jobs through onDiem, what is holding them back? Are there questions or concerns you hear consistently?JF:

 I think the practices the most engaged with what onDiem offers are those who are utilizing things like Airbnb or Uber and get the gig economy; they love what we’re doing. They see the value in getting to select the dental professional who shows up, not just who they are, but what they’re familiar with in terms of technology or specialty procedures.
	

In some cases, dental practices are using our service to facilitate working interviews, assessing if the person would be a good long-term fit. The same goes for the staff, deciding if that practice is an environment they’d like to work in long-term.


For smaller practices, older practices, there is some apprehension. Having to use a new service can be intimidating and inertia is powerful. For practices that want to grow or expand, onDiem can be a game-changer.


For example, a doc has always wanted to add Thursdays to the schedule, but current team members aren’t available on that day, and hiring a full-time new employee isn’t an option. With us, that practice can bring in the same temp every Thursday and do a meaningful trial on extended hours. The biggest expense is always payroll, and to try something new without that fixed expense is a huge opportunity.

TC: onDiem is a nationwide staffing solution, able to serve everyone from small neighborhood practices to large practices with operations across multiple states. What is remarkable is that you are also fully compliant within all those states. It is clear how this can benefit the dentist or the employer, but how does this scale change how you’re able to serve the dental hygienist or dental assistant?

 I want to say just one more thing about the benefits to the practice itself! There are so many dollars spent on patient retention, SEO, and acquiring new patients. If you spend all that money and then have to reschedule those patients because of a staffing issue, you basically spent it all just to lose it, getting hit twice. We can help make sure that doesn’t happen!


But to answer your question about scale and serving staff. This is where benefits really are the thing. There is so much anxiety and confusion-can I be an independent contractor or 1099? The answer is, they can’t. Even though it is the proper way to go, it can be a burden to add a temp to payroll, so often dentists will try to make it easier and just write a check, making them a 1099. There’s a lot at risk in that strategy, most serious being that the practice can get fined, but also, that as a 1099, the employee isn’t covered by workers’ comp and it is likely they didn’t set their rate expecting to cover the employer portion of taxes, so they make less money.


With onDiem, staff are a W2 employee. We cover employer-paid taxes and no one is having to go through the hassle of adding a person to payroll or following up on payment. Staff can earn more money doing what they love.


After working just one shift, dental professionals are eligible for our healthcare plan. The plan is set up to be as flexible as the workforce that needs it: Team members don’t need to work each week, but can remain covered so long as they work at least once a week every six weeks.


The Fixed Indemnity medical plan does not have co-pays or deductibles (prescription, vision, and dental do). Fixed Indemnity medical also doesn’t have a pre-existing condition limitation. Those things, plus the fact that the Fixed Indemnity medical plan uses First Health Network-one of the nation’s largest PPO networks-are the aspects of this plan that we are really excited about.

TC: You could have just stopped with a good app. Why go the extra mile with workforce benefits?

 I believe that when you take care of employees, they take better care of customers, and customers take care of your business. I believe that if we could take care of this labor force, they’ll take better care of patients and the dental practices they represent, and those practices will take better care of our company. To get them excited about onDiem, we needed to make it valuable to them, and the peace of mind that comes from healthcare is no small thing.

Real-time staffing service onDiem delivers quality employees to dental practices, and health benefits to those employees.

A new standard in dental staffing

We all know it: That sinking feeling you get when you learn something and, like a thread pulled in a sweater, it leads to an unraveling, realizing just how much you didn’t know about a topic. For too long, avoiding that feeling-whether they admit or not-has allowed many dental professionals to keep their heads in the sand about the meteoric shifts in how patients want to pay, and how much more dental practices pay for an outdated process.

Dr. Ryan Hungate, CEO and Founder of Simplifeye, is building a business model on bettering workflow without changing behavior. We asked him about that bold promise and what it means for the future of payment in the dental practice.

TC: I’d like to start by talking a little bit about you and how your background informs your work with Simplifeye. You’re an orthodontist, but you’ve also worked for Apple, specifically focused on the customer workflow experience. How did this shape the way that you think about product development, and more precisely the user experience when it came to Simplifeye?

RH: The experience completely changes how I look at dental practices. I think I’m more easily frustrated than the typical doctor by inefficiencies in the practice. With Simplifeye, our original product was Flow, basically, an AppleWatch that told doctors where to go and why the patient was there. We had to teach everyone in the office how to use and, on a really basic level, change how they were acting. That didn’t fly. Behavioral change in a practice is challenging because it either doesn’t work or even if it works on 90 percent of the team, the 10 percent who don’t accept it ruin it for everyone else. That is a training issue compounded by a culture problem.

Now, Simplifeye looks at how to better workflow in the practice, but not change behavior in the office.

RH: It seems weird, I know, to say, “Apply my technology, but don’t worry, it won’t change a thing. You’ll just make more money.”

TC: Can you give me an example of how that plays out with one of Simplifeye’s tools?

RH: Of course. Take Amplify, our live chat product. We chat for them. We can even schedule the patient for the front desk if they want. The same is true with our new Payments tool. We don’t ask front desk staff to make patient collection calls. Simplifeye automates that interaction. At the end of the day, these are the things we’re helping front desks with.

TC: Of all the different technologies they can invest in, how do you help a doctor get excited about a more streamlined front desk?

RH: Doctors are fantastic in the back. More often than not, they’re knocking it out of the park, providing amazing service. However, in a market where most patients assume that all dentists are on an even playing field, today’s practitioners need to figure out how to compete with something like Smile Direct Club, available 24/7 and the patient doesn’t even have to leave his or her house. Even more intimidating? Smile Direct Club is reinforcing its message with lots of ad dollars. So, how do doctors compete? They start by recognizing that they already have the business, they just have to make the experience better and meet their patients where it is most convenient. That’s where Payments come in, using technology to make treatment affordable.

TC: There are so many different ways that technology is impacting the dental practice, from digital workflow in the operatory, to marketing and patient communication. What were some of the gaps you hoped to address with Simplifeye, and the company’s approach to Payments in particular?

RH: In Silicon Valley, a concept that is often used is “hair on fire problems,” a dramatic name for the things that you will take care of no matter the circumstance. In the dental practice, the first and most significant “fire” is around getting new patients. A steady flow of new patients can lighten the impact of other business problems, so we start there, “Doctor, for your small investment, I’m going to help you get six to 10 new patients a month without any long-term contract.”

Once we’ve started that conversation, I can talk about other products that are integral to the practice, like revenue cycle management. So many of the current payment rails built into the practice management software running today’s practices were actually built in early 2000. In 2019, we have Square-you walk into a coffee shop, tap your phone to pay, and walk out. This convenient experience is what most patients expect nowadays.


One of the biggest issues with the old tech these office systems are built on is that they not only limit ease-of-pay for patients, but they don’t serve the best interest of the dental practice. With Payments, we focus on Card Present Transactions (CPT) and Card Not Present Transactions (CNPT). With CPT, you see my card, look at my face, confirm it is me, and pay 3 percent in merchant fees to the bank every transaction. You could pay less with PayPal-as just one example-but most people don’t do it because they don’t know how much they are paying in the first place. The vendors they are working with are more inclined to remain silent as it protects their own pockets. That is taking advantage of doctors in one of the worst ways imaginable. Amazon and other online vendors are card-not-present transactions. Because of the risk that someone could steal your card and use it to pay for something over the phone or online, payment processors get away with charging an additional 0.5 percent to 1 percent every time.


Let’s come back to how doctors run their businesses. Most still send bills in the mail, which cost $1 apiece to send, and the patient will either write a check to mail back, but more likely, they’ll call your front desk and give you their credit card number, a Card Not Present Transaction, which means a larger fee. That is money they could be saving.


With Simplifeye Payments, we can help doctors save that extra 1 percent per transaction. We retail tokenize credit cards securely, which means that when a patient swipes in person, we can save that credit card number and when they later get a text or email invoice from the practice (that’s right, no more snail mail), then they can choose to use the credit card on file, ApplePay, or GooglePay, which are now all charged as Card Present Transactions, saving money. This is something all doctors should have, but they do not.


Payments can also help dental practices facilitate recurring transactions. Some practices will take payment plans and some won’t. The truth is, when a patient is done being diagnosed, no one says they hope they can’t afford it. Maybe they can’t, or maybe they have to stretch it out to make it affordable. Macy’s will give you the option to pay for a designer purse over a 12-month period, yet medical and dental struggle to meet that challenge.

TC: Isn’t that where dental practices should direct patients to a service like CareCredit?

RH: With this software release, we’re able to give dentists an option beyond CareCredit. If I send a patient to CareCredit to get approved, it is a “black box” process-the patient applies, but I don’t know why they did or did not get approved. If the patient isn’t approved, doctors can feel like they’ve exhausted every effort. If the patient is approved, CareCredit takes 10 to 12 percent of the procedure fee. They collect interest from the patient and fees from the practice- that is a model ripe for disruption.


We take the CareCredit model and turn it inside out. Simplifeye Payments gives doctors the tools CareCredit has-running credit checks, control over standards for approval, FICO reports if they want them—and make them easy to understand. Once patients are approved, they can move onto a payment plan, working out how much they want to put down or how many payments they want to make. Simplifeye processes that every month as a Card Present Transaction, thus keeping costs down and making it easy for the front desk.


This brings me back to how practices can compete with Smile Direct Club, offering braces for $99 per month. They are just the first of many companies that will try to offer dental work at a small rate over a long period of time. Backed by venture capitalists, they can afford to wait out the competition. We want to enable practices to offer braces at a competing price, creating the infrastructure for those payments so that dentists can actually compete.

CS Softdent v18 now includes ePayments Secure

TC: The benefits seem pretty straightforward, but I know you must get pushback. What are concerns dentists raise in conversations with you?

RH: Many are scared that it will be a large change, like electronic health records. If I walked into a practice with the best electronic records system tomorrow, but it meant changing Dentrix-even if it saves them $50,000-they’d tell me to leave. They won’t put their team through a swap of something so integral to the practice.


In contrast, with Simplifeye, we can have you up and running in a matter of moments because we have to ship you the sleek machine that allows you to accept payment wirelessly. We looked at companies like Venmo and Square, who didn’t get big chunks of the market because they are the same old payment services, but rather it was so simple to use that you could sign up with no training at all. That’s what I knew we needed to create for dentistry.


Simplifeye will walk the team through from start to finish and the training for the front desk takes only 30 minutes. We don’t charge for training because we’re honored that you’d invest in our software in the first place. For too long, companies have gotten away with releasing complex software that is hard to implement, just because there weren’t better options available. Not anymore.

TC: Security is a primary concern in healthcare. Do you hear dentists' voice concerns about the topic?

RH: Simplifeye is HIPAA and PCI compliant and today almost all credit card and debit card companies are more committed to security than ever before. But as I meet with doctors, they aren’t really worried about identity theft or credit card fraud; they’re more concerned about what they don’t know. When we start to talk with them about what their merchant fees are, they are shocked. They start to think about what else they don’t know and the different fees blow their mind.


The technology I’m talking about may seem new to our industry, and healthcare in general, but Starbucks has used it for the last five years. It is time for dental practices to catch up.

TC: If a practice was to implement Simplifeye tools, what difference would you hope to see in that practice a year from now?

RH: I’d love it if the first thing the team says is, “We didn’t even really notice it.” To me, that means there wasn’t pain caused by implementation. Secondly, I’d want to hear a front desk team talk about how their jobs were made easier by the software. Lastly, I’d love to have the dentist say they saved or made $50,000 more from using Simplifeye’s solutions.

Free payment tool from Simplifeye helps eliminate front desk stress and create significant savings for the dental practice.

Break away from the credit card transaction trap

	One of the most memorable anecdotes related to the Top 25 Women in Dentistry came just after the inaugural special feature was published.

	I was traveling with one of the [DPR] sales reps to visit a potential advertiser. The marketing manager was an older gentleman who had been involved in the dental industry for many years. I was walking him through DPR’s editorial mission and, because we had the Women in Dentistry issue in hand, proceeded to explain how it fit. Products are nothing without the clinicians who use them. Innovation is most powerful when used to not only amaze but also to actually make patients’ lives better. These honorees reflect a group with increasing influence in the profession whether it is in the dental practice, classroom or boardroom.

Related reading: Dental Products Report's Top 25 Women in Dentistry for 2015

	I went on and on and then paused, breathless, waiting for him to compliment our vision and tell me it was about time someone published a feature like this. Instead, he put the issue down and asked, “So when are you going to put out an issue recognizing the top men in dentistry?” I made a joke that every other issue year-round is dedicated to men. He didn’t laugh.

	It would be unfair to say things haven’t changed since then. There is fantastic, admirable work being done to train, support, mentor and recognize women across the dental industry. The number of women in dental practices continues to grow, and the number of dental manufacturers that recognize the power of the female clinician continues to increase. The people who serve the dental professional, as educators, sales reps, customer service specialists, etc., include more women today than ever. This is all in addition to the ongoing efforts of the American Association of Women in Dentistry.

Related reading: The significance of Dental Products Report's Top Women in Dentistry recognition

	To admit that things are changing, however, is not the same as saying we’ve reached any sort of parity. The biggest evidence of this is the way I hear “women in dentistry” discussed as some sort of monolithic demographic. Not all women in dental practices choose it for the same reasons or share the same professional goals, attitudes or concerns. When we can discuss the many different types of women in the field the same way we discuss the variety of male practitioners, that is, to say, naturally, then we will start to see the kind of change the industry we all love still needs.

 published the first Top 25 Women in Dentistry, each honoree was so wonderful, accomplished, inspirational and very surprised to hear she was being recognized. Each year since, there have been many reasons to think the feature might not return. I am so thankful, but in no way surprised, that year after year this industry has provided at least 25 reasons to do it again. Congratulations to all this year’s honorees, and here’s to another year of recognizing the incredible women in our corner of the profession wherever we may be.

Thais Carter is the former group editorial director for Advanstar Dental Media; she helped found the Top 25 Women in Dentistry in 2009. Today, she is senior manager, global PR/media relations, for KaVo Kerr Group.

The role of women in dentistry is still evolving and times are changing. But what still needs to happen - and why is recognition important?

How the role of women in dentistry has come a long way

Opportunities to recognize excellence seem few and far between. When the moments do present themselves, it can seem like the requirement is to find something good to say about everything and everyone. 

To call out one person or one product as “greater than” is somehow impolite. Now in its fifth year, Pride Institute’s “Best of Class” technology awards have never been about being polite, but rather, being honest about the technology rapidly reshaping the GP’s approach to practice management and patient care.

“I am honored by the impact the award is having on purchasing decisions and its value to the manufacturing community,” Lou Shuman, Best of Class founder and President of Pride Institute shared, “but I am most proud of the integrity of our process and how it differentiates this award from any other provided today. The formula - technology leadership in dentistry, unbiased and not for profit - works.”

Once again, the distinguished panel of technology experts met in Chicago to engage one another on the importance of 3D, evolving materials science, data mining and more. Thoughtful debate resulted in a list of 18 honorees representative of critical categories for today’s GP.

“After our closed door battle, the smoke clears,” Shuman said with a laugh, “and the companies that survive are presented with the most prestigious award in the dental industry.”

As in previous years, during the voting process panel members are encouraged to speak about their experience with products. However, they must divulge all paid relationships with manufacturers prior to the discussion and are not allowed to vote in any category in which they have a consulting relationship with a company.

This approach facilitates honest discussion which, in the end, creates a list of honorees that is born out of respect and  appreciation for true leaders as opposed to selecting a winner for winners’ sake. As you’ll see in the final list of winners here, not every box gets “checked.” If a category didn’t deliver a clear winner, going a step ahead of its competitive set in some way, shape or form, then that category isn’t represented here.

DPR’s coverage  will include feedback from the panel on why these products were chosen, as well as stories from the field - from dentists like you seeing the results in their practices. Hopefully, these stories will motivate you to engage with the “Best of Class” companies at the ADA Annual Session in New Orleans, Oct. 31 - Nov. 3. The Technology Expo will use its 7,500 square foot space for dynamic, technology-centric educational offerings and product demonstrations.

Acknowledging the dynamic decision-making that comes from bringing great minds and great dentists together, once again this year’s honorees were selected by a distinguished panel of dental professionals. In our 2013 coverage of the honorees, every panel member will contribute insights from his own experience with the product or category.

 - President of Pride Institute, Best of Class founder
	

 - Writer, speaker and Technology Editor for Dental Products Report
	

 - Writer, speaker and Technology Editor for Dental Economics
	

 - Vice-Chair of Preclinical Education, Research and Technology, University of Pacific School of Dentistry
	

 - Writer, speaker, and technology consultant and columnist for Dr. BiCuspid
	

 - Writer, speaker, and Technology Editor for dentalcompare.com
	

 - Associate Professor and Director, Center for Dental Informatics at the University of Pittsburgh, School of Dental Medicine

Opportunities to recognize excellence seem few and far between. When the moments do present themselves, it can seem like the requirement is to find something good to say about everything and everyone.  To call out one person or one product as “greater than” is somehow impolite. Now in its fifth year, Pride Institute’s “Best of Class” technology awards have never been about being polite, but rather, being honest about the technology rapidly reshaping the GP’s approach to practice management and patient care.

The Pride Institute's 2013-2014 "Best of Class" list brims with innovators

’s recent cosmetic survey, fielded this summer, 59 percent of respondents indicated they consider themselves cosmetic dentists. 

Carrying that mantle has proved frustrating, as 76 percent indicated that inquiries regarding elective procedures are either the same or down versus just two years ago. With an apparent “fatigue” in customer demand, what is a dentist to do?

While such advice may seem like more of a gamble then you’re willing to take, there are certain ways to tilt the odds in your favor. That begins with being strategic instead of skeptical.

Lucky for you, there is no better resource than the presenters assembled at 

, to be held at Caesar’s Palace in Las Vegas, November 8-10. Consider these courses as opportunities to embrace the technology and techniques that will help you to be smarter in your efforts.

Conservative and Aesthetic – The Thinnovation Concept

The management of anterior aesthetic cases is often a daunting task as patients who are well informed from the media and the Internet make increasing requests for the “perfect” smile.

Porcelain veneers have gone mainstream in the lexicon of restorative dentistry along with trademarked products like Lumineers and e.max. Today’s esthetic dentist is  expected to master form, function and esthetics, and arrive at a treatment decision that meets the expectations of the patient. So where do we begin? Is every patient a veneer candidate?

Thinnovation: Digital Implementation of the Latest Advancements in Minimally Invasive Aesthetic Dentistry

Minimally invasive dentistry is a philosophy that has evolved over time, gaining popularity not only with dentists, but patients, too. Increasing awareness has driven the innovation and advancements in digital design and lab techniques that result in predictable aesthetic results.

This course will present the proper techniques and protocols for enamel contouring, impression taking, digital designs and placement. In addition, we will discuss public
	relations and marketing techniques to jump-start a new production engine in your office Monday morning.

Turning Short-term Prosthetic Cases into Long-term Profitable Customers

This course focuses on the efficacy of the Snap-On Smile provisional appliance for clinical applications. Discover how to implement this provisional appliance into your practice to provide more restorative solutions to your patients and additional revenue.

This multi-purpose appliance not only redefines provisionals, but provides an alternative solution for a beautiful smile.

Total Facial Esthetics for Every Dental Practice

The primary goal of this seminar is to teach dentists and team members how to easily integrate total facial esthetic concepts into their dental practices using dental lasers, Botox and dermal fillers for dental therapeutics and total facial esthetics, no prep porcelain veneers, resin bonding, overhead control and treatment acceptance.

These practical concepts will enable you to offer new dental services, reduce your stress, significantly increase your production, substantially lower your overhead, and have fun doing dentistry. This seminar is a fast-paced, entertaining and educational course and is recommended for dentists, dental hygienists, dental assistants and office managers.

This course will get you and your staff excited about dentistry!

Register today for DenMat’s Destination Education by calling 1-8004DENMAT (1-800-433-6628). Discounted room rates at Caesars Palace are available. For more information visit 

In Dental Product Report’s recent cosmetic survey, fielded this summer, 59 percent of respondents indicated they consider themselves cosmetic dentists.  Carrying that mantle has proved frustrating, as 76 percent indicated that inquiries regarding elective procedures are either the same or down versus just two years ago. With an apparent “fatigue” in customer demand, what is a dentist to do?

How to prepare your team for cosmetic dental advancements [VIDEO]

Can you afford it? 5 reasons you can’t afford to miss it!

With so much free continuing education available today, you may have a difficult time mustering the enthusiasm to drop any dollar amount on educational programming for you and your team.

With the current glut of CE options, however, it is important to evaluate your choices through a rubric based on value, rather than cost alone.

DenMat’s Destination Education CE Forum

, Nov. 8-10 at Caesars Palace Hotel and Casino in Las Vegas, is all about helping you get the best bang for your buck. Here’s how:

At any other event, this line-up wouldn’t be part of the “base” registration fee. At 

, you get the A-list talent without being asked to drop additional dollars on a per-presentation basis. With a marquee that includes Dr. Mike Miyasaki and Dr. Christian Coachman among other world-renowned presenters, that’s no small thing.

Of the 20 courses being offered over the three-day forum, eight are focused on either saving money or making money for your practice. Highlights include Dr. Mike Kesner’s “Double Your Case Acceptance with One Sentence” and Dr. Lou Graham’s “A Sound Recession Proof Restorative/Hygiene Practice.”

When you layer in the first-class instruction in delivering a wider range of cosmetic procedures and higher quality esthetic results, you’re looking at potential profit drivers that are almost incalculable.

Incorporating just a few tips and tricks from Destination Education will more than cover the $1,295 cost of attendance.

When it comes to dental continuing education credits, the requirements and reporting frequency differ from state to state. On average, though, you’re looking at 15-20 CE credits per year. Destination Education is offering 17 CE credits, meaning you can knock out the majority (if not all) of your educational needs for the year in one event, for roughly $76 a credit.

At the time of publication, the “Best Rate Guarantee” being offered by Caesars Palace was (on average) $280 per night. If you’re there for the Destination Education event, the DenMat rate is $189 per night during event peak nights (Nov. 7 – Nov. 9). That’s almost $100 savings per night! If you’ve even considered planning a trip to Las Vegas in the near future, it would be silly not to take advantage of this outstanding deal.

These days, there are few places easier to get to than Las Vegas. Right now, according to 

, 76 airlines operate out of Las Vegas’ McCarran International Airport, with nonstop flights to 139 cities. Every week, at least 9,121 domestic flights depart from McCarran.

And the X-Factor that swings Destination Education in your financial favor?

You could win big! Whether slots, roulette or poker is your game - one good pull, bet or hand is all it takes.

The good news is, you don’t have to rely on luck alone. With the speakers and seminars available at a great value, DenMat’s Destination Education is a safe bet!

5 reasons you can't afford to miss Destination Education 2013 [VIDEO]

Courses designed to get your staff to ante up for success.

In a professional environment, there are few feelings worse than coming back from an incredible conference, eager to implement new ideas and systems, and receiving blank or disapproving stares from your team.

It is both disheartening and one of the greatest threats to your practice achieving its full potential.

In an October 2011 poll, Gallup found that 52% of respondents described themselves as “not engaged” in their work - meaning they are “emotionally disconnected from their workplaces and are less likely to be productive.”

The good news is, you don’t have to completely reinvent your team - you just have to motivate them, include them, and give them a reason to be as invested in patient care and practice success as you are.

DenMat’s Destination Education event, November 8-10 at Caesars Palace in Las Vegas

, is designed to provide you with just the kick start you and your team need to reach that next level.

In addition to provocative topics -sex! injectables! money! - there is an impressive educational line-up that includes advancements regarding Lumineers (

novation), advancements in prosthetic dentistry, cone beam technology, dental digital photography, soft tissue lasers and more - but consider these the top three educational seminars for your team.

Dr. Mike Kessner’s “Double Your Case Acceptance with One Sentence”

If you’ve ever had a patient demur with an, “I’ll think about it,” instead of saying yes to treatment - this is the course for you and your team.

The average acceptance rate of dentists is only 23%, meaning 7 or 8 out of 10 new patients are leaving your practice without doing the dental treatment you recommend.

Dr. Kessner believes he can help you - no matter where you practice or what state the economy is in - with just one simple sentence.

Drawing on his experience as the top Lumineer provider in the world, Dr. Kessner explains the psychology behind why patients make the treatment decisions they do, and how your team can inspire patients to want (and afford) the dental treatment they need.

Case acceptance is not a solo project. Your team needs to hear what you hear and be up to speed on the techniques that will help the entire staff see your cosmetic treatment load double.

 Dr. Lou Graham’s “A Sound Recession Proof Restorative/Hygiene Practice: Integrating the Team and Creating the ‘Value’”

You may not realize you have a “philosophical approach” to dentistry, but you do. And depending on how good you are at explaining that approach, you may be struggling to implement it beyond your individual care.

Dr. Graham’s course will give you the tools necessary to translate your vision to the team for seamless interaction and provide a more consistent approach to your exams and communication skills.

By highlighting an actual “day in practice,” Dr. Graham will demonstrate how hygiene growth is tied to overall growth (and how most offices are giving away their profits). You’ll understand the different approaches needed for the dental hygienist versus the doctor, and gain insight into dynamic new programs the entire team will be excited to discuss.

The hygiene department is crucial to the success of this strategy. You want them involved from the beginning. They need to catch the vision and feel like stakeholders. With so many people nervous about the economy and its impact on their business, chances are, they’ll be happy to sit in and learn the role they play in creating job security for themselves and the team.

 Dr. Christian Coachman’s “Smile Design, Teamwork and Patient Management”

Dr. Coachman’s premise is simple: Esthetic dentistry is about more than just technical skills and state-of-the-art materials - it is about the way you value the disharmonies, the way you communicate all the issues with the team and the way you present the treatment plan to the patient.

Your team will get a strategic perspective on the tools behind the Digital Smile Design process, and hear firsthand how this workflow will improve esthetic diagnosis, communication skills, case documentation, educational capabilities and case acceptance.

This course is about more than just cheerleading for digital technology. You’ll have a practical grasp of interdisciplinary treatment planning, facial analytics, an effective digital photography protocol, and more.

Digital Smile Design is the future of dentistry-hands down.

By bringing your team to this course, you give them a glimpse at the way the profession is evolving. This will hopefully create new motivation and engagement with the team, and get them excited about the role they play in creating new opportunities and amazing results for the patient.

To register today, or for more information, call 877-336-9672 or visit 

Destination Education: Top 3 educational seminars for your team [VIDEO]

Anesthesics may not have changed much in recent years, but the delivery systems used can transform the patient experience.
	 

I was in a meeting with a dental manufacturer maybe 8 or  9 months ago discussing potential coverage for his articaine product. I went through my usual questions about key differentiators between competitors and core messages to focus on. What he said surprised me:

“An articaine is an articaine. We just want to make sure people know that we’re the least expensive.”

This astounded me. It did, however, play a key role in considering how we put together this month’s feature on anesthesia and how best to communicate the value of what you offer to patients.

In a category where it seems like there may be very few differentiators in terms of the actual product, how you deliver that product can make all the difference. And when it comes to offerings that create less pain and discomfort for the patient, you have a potential “word of mouth win” on your hands if you play your cards right.

The following products are just a sample of some of the unique technology available to help make anesthesia delivery (and recovery) a more painless process... 

 is a precision compounding and dispensing device used to mix two solutions together. Precision buffering of local anesthetics reportedly provides rapid onset of analgesia with less injection pain for patients.

Once assembled, the Pen enables the precise transfer of fluid from a standard 3 mL size cartridge into a second container, such as a 1.8 mL cartridge, allowing the two solutions to be mixed.

Dr. Mark Colonna of Whitefish, Mont., shared this testimonial:

“By buffering our anesthetic, our patients are experiencing great comfort when we anesthetize them and, more importantly, they get numb very quickly and very profoundly. As a result I’m able to use less medication to get them numb and I’m able to create a favorable result for both the patient and my practice. I believe Onset is going to revolutionize dentistry and local anesthesia as we know it in our profession.”

For more on Onset, check out this video: 

2. The STA Single Tooth Anesthesia System from Milestone Scientific, exclusively distributed by Aseptico

 unit uses computer-controlled local anesthesia delivery to enhance the injection process for both the dentist and the patient.

The system incorporates the ‘pressure force feedback’ elements of Milestone’s patented CompuFlo® system with DPS Dynamic Pressure Sensing® technology, and consists of a computer-controlled drive unit about the size of a cable modem  (5” L x 2”W x 5” H), and a separate single-use disposable handpiece/needle assembly. The core technology utilizes an electro-mechanical motor regulated by a central processor unit (CPU) functioning in concert with a force/pressure transducer.

Traditional syringe techniques utilized in routine intraligamentary injections are hampered by the blind nature of the injection, the extreme pressures generated in local tissues during the procedure, and the relatively small volume of anesthesia able to be reliably delivered. These factors have resulted in reduced duration of anesthesia, unnecessary collateral anesthesia and increased pain associated with tissue damage.

The STA system reportedly takes the guesswork out of the administration of anesthetic by providing real-time visual and audible feedback via the CompuFlo system with DPS technology, continuously monitoring the exit pressure of the anesthetic in real-time during all phases of administration.

The Wand® handpiece is used in conjunction with the STA system. This ergonomically designed handpiece enables all traditional and newer injections to be more comfortable and easier to perform, resulting in improved clinical outcomes for patients. Its pen-like grasp and reportedly “feather-like” weight produce unparalleled tactile control for every injection.

It allows bi-directional rotation during injection, which prevents needle deflection that can occur with a traditional syringe. A straighter path results in a more accurate injection, meaning fewer missed injections and more rapid onset of medication.

For more on the STA, check out this video:

The DentalVibe Injection Comfort System is a patented and FDA-approved device designed to “redefine the dental experience” by making pain-free injections possible for every patient.

DentalVibe is a cordless, rechargeable, handheld device that delivers soothing, pulsing, percussive micro-oscillations to the site of injection. Operating on the principles of The Gate Control Theory of Pain, vibrations are deployed to reach the sensory area of the brain before the pain does, closing the body’s neural “pain gate” so pain can’t pass through.

 is the first and only local reversal agent. In clinical trials, the median time to recovery of normal sensation in the upper lip was 50 minutes for OraVerse patients versus 133 minutes for the control group and in the lower lip was 70 minutes for OraVerse patients versus 155 minutes for the control.

Also in clinical trials, OraVerse patients were more quickly able to smile, speak, drink normally and minimize drooling.

Anesthesics may not have changed much in recent years, but the delivery systems used can transform the patient experience.  