Thais Carter

	DENTSPLY Caulk
	TPH3
	Using Micro Matrix Technology-which blends nanotechnology with proprietary synergistic fillers in a clinically proven resin matrix­-TPH3 restorative is said to offer optimal handling, durability and esthetics. Exhibiting exceptional surface luster, the material features creamy, non-sticky handling, strong and balanced physical properties, as well as reported lifelike light refraction and color absorption. Available in syringe and Compule Tips delivery system, the material is suited for use in all cavity classes making it ideal for anterior and posterior restorations.

Dr. Ron Perry
	South Weymouth, Mass.
	General Dentist, practicing since 1988

	As someone who had been a fan of the traditional TPH product, I was excited to learn about the ways TPH3 was formulated to improve on the original. Having this new version improve on some of the basic qualities of the material made for an easy transition and a confident choice to continue with DENTSPLY Caulk and the TPH brand as my composite of choice.

	What qualities make this a go-to product?
	When it comes to composites, I have always preferred a creamy consistency for esthetics, and the TPH3 product was able to provide that in conjunction with good handling that made it easier to work with. The material has an almost chameleon-like effect that helps it to blend easily into the anterior and use effortlessly in the posterior.
	I’ve also been impressed by the consistent shading the product provides -I don’t even have to use a shade guide. I know how it’s going to look, what I can expect, and how it’s going to blend with adjacent teeth as well as the tooth itself.

	Is this something you would recommend to your peers?
	When it come to materials, there are so many good options that it can often come down to personal preference-we may all love ice cream, but not everybody likes chocolate or vanilla. For me, handling is a huge consideration. If you like a creamy consistency that is not sticky in nature-TPH3 is what I would use and what I would recommend. If you like a stiffer material, this isn’t for you.

	Other than that, I would say this is a material that places easily, has a good color match, and is consistent-which is key. It wears well and is easy to polish. In a nutshell, this is a material worth your consideration.

Articles

 DENTSPLY Caulk TPH3 Using Micro Matrix Technology-which blends nanotechnology with proprietary synergistic fillers in a clinically proven resin matrix­-TPH3 restorative is said to offer optimal handling, durability and esthetics. Exhibiting exceptional surface luster, the material features creamy, non-sticky handling, strong and balanced physical properties, as well as reported lifelike light refraction and color absorption. Available in syringe and Compule Tips delivery system, the material is suited for use in all cavity classes making it ideal for anterior and posterior restorations.

"The material has an almost chameleon-like effect..."

	Forget Birkenstocks. Forget patchouli oil. Forget the long hair, laid back, hippie images you have in your head. forget all the stereotypes you’ve heard about going green. As it turns out, “tree huggers” are pretty savvy businesspeople. 

	Even as businesses in numerous other industries work to enhance their green credibility, eco-friendly dentistry is moving at a slower pace, in part because major misconceptions persist, the biggest being that going green is just too expensive.
	The truth is, eco-friendly dentistry can actually help drive profits, drive business and drive innovation.   

	It was 10 years after Dr. Doug Halloran joined his father’s Fresno-based practice that Paul Hawken’s The Ecology of Commerce inspired him to consider dentistry’s impact on the environment. In 2008, he had the chance to remodel the practice and, as he put it, “take it up a notch” by incorporating green principles. Now, less than two years later, he is already seeing a return on investment.

	“Going green does require some up-front costs, but this should be viewed as a marathon, not a sprint. This is a dynamic trend where things are constantly shifting,” he said. “Up-front costs are not going to be inexpensive, but you will make it back in the long run.”

	The main area in which Dr. Halloran has seen ROI is in his supply bill. Disposable items are priced low, but because they are purchased in bulk, costs can add up. In switching to reusable items such cloth headcovers, cloth patient bibs and stainless steel suction tips, he has eliminated several costly bills.

	Wendy St. Cyr, RDHBS, a professional educator who lectures on eco-friendly dentistry topics, agrees that going green can be a financial benefit instead of a burden.

	“A central part of my presentation is to help dissolve the myth that green is more expensive,” she said. “One way to manage the cost is to realize this isn’t something you do all at once. I think the best way to approach it is to come out of that three-hour lecture with three things you can do: Make one change for yourself, one thing for your practice and one for the planet. To me, that seems reasonable.”

	When it does come down to concern over up-front costs-and for many, it does-companies such as PureLife hope to help ease the transition. PureLife is a dental supply company founded on a vision of bringing cleaner, more socially responsible values to the dental industry. But being environmentally conscious is just one of three pillars for the organization; the other two are competitive pricing and customer service. It’s that approach that, PureLife President, Omar Midani, believes is the key to the company’s success.

	“We’ve experienced faster growth than we ever dreamed of. I think the environmental angle helps,” he said.

	Midani and Pure Life CEO Rodney Hanoon, acknowledge that a supplier’s ability to order larger volumes of product makes a huge difference in terms of pricing and demand still isn’t where it needs to be to drive prices down for every product. To realistically address this challenge, PureLife takes a three-step approach.

	“First,” Midani said, “for every product, whether it’s green or not, we work with third parties to compute the carbon footprint for that product. We calculate what damage is done through packaging and shipping and then we figure out how much we need to donate to environmental causes to offset the carbon emissions. This is something we can do for every product. Second, there are green products out there that are not priced out. They may be slightly more expensive, but we seek out the best prices and make those available. Third, we are helping push manufacturers we work with to go more green. We’ve been able to get people to switch to recyclable packaging to a manufacturing line that uses biofuel. In many cases, we absorb the added cost so that our customers don’t feel the impact.”

	One major sticking point with Midani and Hanoon is waste, an issue that can be addressed with just a few simple steps. The ADA actually recommends use of amalgam separators as a best practice for handling mercury waste.

	“Unfortunately, there is no financial ROI on an amalgam separator. It will cost, at most, $1,000 up front and then $200 to $300 a year after that,” Midani explained. “What we can do is help subsidize the cost of that amalgam separator as well as the resulting waste management services. We make it as cheap as we can to help accelerate the adoption rate of this equipment.”

	To achieve financial success the focus can’t be just cost-saving, but driving additional business.

	Surveying more than 3,000 consumers between the ages of 18 and 49, Alloy Media + Marketing found 57% of people are likely to trust a company more after learning that it is environmentally friendly; 58% are likely to recommend the company or its products to others. In 2007 alone, more than $40 billion was spent on wellness and complimentary services by LOHAS (lifestyles of health and sustainability), values-based consumers. These are people who are seeking service providers who match their values. In our survey, 19% of respondents said that yes, being green in the practice or at home is something patients have brought up. And while St. Cyr has seen consumer need and dentist delivery go hand in hand in more “obviously open” areas such as Washington state and Colorado, Dr. Halloran’s experience is, perhaps, most instructive.

	“This is Fresno, not Berkeley,” he said with a laugh. “They are two different worlds. I’m in a very conservative area and there isn’t a lot of ‘environmentalism’ around here. I marketed internally, and promoted green dentistry on my Web site. What I didn’t do was buy a TV spot touting myself as Fresno’s first green dentist.

	“Some of my patients are already living and thinking about green lifestyles. They notice the changes I’ve made and it definitely does generate referrals.”

	Another potential cost-saver/practice-builder? Reimagining external marketing.

	Instead of sending postcards to thousands, why not try a four-time ad in a local paper touting your green efforts, complemented by an Internet-fueled strategy backed by a company such as Demandforce? Using the Web to drive new patients is just the first of many innovations in step with eco-friendly dentistry.

	Dentists investing in new technology are green dentists-whether they realize it or not. Similarly, dentists who may not have invested much in high-tech before, but are passionate about saving energy or creating less waste, have new reasons to look.
	For Dr. Halloran, the green emphasis provided the perfect opportunity to take the practice paperless.

	“One of the biggest environmental steps you can take is to go chartless,” he said. “It’s a huge transition but you have to embrace it.”

	Similarly, transitioning to digital radiography can save money, time and help reduce your toxic waste contribution. On average, each year dental practices generate 28 million liters of toxic x-ray fixer and 4.8 million lead foils.

	A study conducted by Nature Logic, a nationally recognized consulting firm, found that in spite of up-front costs, the annual return on digital billing, charting and x-rays was $8,769. Which brings us full circle-being green really can help make (or save) green for the practice.

	Being informed about eco-dentistry is only half the battle. The dental professional has to have a personal connection to the cause, otherwise, it’s insincere and people will pick up on that.
	“Consumer demand will help drive eco-dentistry, and cost effectiveness may even supersede that,” St. Cyr said, “but the most important thing is for the dental practitioner to get a feeling. We could talk all day about the elderly not having access to care, but it isn’t until a dentist faces that issue with a parent that the practice gets invested. The same thing needs to happen here.”

The April 2010 DPR Green Survey was sent via e-mail to 7,000 GPs in the United States. The link to the survey was also promoted on Facebook, where we currently have 4,613 followers. The survey was completed by 73 respondents.

 Forget Birkenstocks. Forget patchouli oil. Forget the long hair, laid back, hippie images you have in your head. forget all the stereotypes you’ve heard about going green. As it turns out, “tree huggers” are pretty savvy businesspeople. 

Why now? Why not?

Making adjustment easy, touchpad controls are built into the armrest castings on both the doctor’s and the assistant’s side of the chair. Easily accessed, these controls are used for adjusting seat positioning, selecting pre-set seat positions, Auto Return for patient dismissal and to unlock/lock seat rotation.

 The reclined patient can be positioned anywhere between 15¾ inches and up to 32 inches from the floor, allowing you to adjust the seat height to minimize stress and maintain good working posture.

 Engineered for unparalleled patient comfort, Quolis chairs integrate soft start/stop motion control with a synchronous backrest recline mechanism. This combination promotes a sense of ease by removing “jerking” movement and by reducing the need to slide back on the seat while being rotated into treatment position.

The thin backrest is designed to improve your access to patients. Likewise, the double-articulating headrest allows you to easily position the patient’s head for excellent access to upper and lower arches.

 There are four luxurious upholstery styles to choose from to match the design needs and preferences of your practice.

	You can find these @
	products.dentalproductsreport.com.

 Information available at belmontequip.com  1. Making adjustment easy, touchpad controls are built into the armrest castings on both the doctor’s and the assistant’s side of the chair. Easily accessed, these controls are used for adjusting seat positioning, selecting pre-set seat positions, Auto Return for patient dismissal and to unlock/lock seat rotation.

Fusion of function & design

It was a colleague who first introduced Dr. Doug Thompson to OralDNA Labs and the MyPerio tests, but for quite some time he had been looking for a treatment modality that would allow him to figure out who among his patients might be susceptible to periodontal disease. “Typically, we wait for tissue destruction to happen before we identify disease,” he explains. “When I heard there was a product that would allow us to look at the microbial profile, I knew that it would fit in with our preventive services. This was a tool that would allow me to provide proactive care.”
	Not every practice prioritizes prevention. How does this product create value for you?
	Both in medicine and dentistry, we’ve been much too focused on repairing the results of disease and not as focused on treating the cause of disease. OralDNA’s products allow me to use the bacterial profile and other risk factors the patient may have to make a more informed decision about the aggressiveness of my treatment.

Just because people have teeth doesn’t mean they’ll have disease-disease comes from susceptibility. OralDNA helps me determine that based on genetic markers and informs me about the bacterial challenge. This information allows me to be more proactive.  This product puts me one step closer to being a truly preventative practice.

We’re also seeing mounting evidence for a medical rationale for treating the microbial profile. So now we have both tooth preservation and total body wellness at stake. Slam dunk-it’s a good product.

How has your staff responded?
	Let’s face it: No one wants to do more or add more in the limited time allotted. We have to reassure our staff members that we’re not going to ask them to do more in less time. Dentists need to take a leadership role in creating systems and creating time for team members to do what you’ve asked them to do. If we allow them to take ownership in this proactive approach, then they are responsive. The key is to figure out a system that creates a protocol that starts in the hygiene room and ends in the consulting room.

Do patients “get” the product?
	The patient response has been overwhelmingly positive. It all starts with education. Instead of telling my patient that his or her gums are bleeding and it makes me uncomfortable, I can now tell them that with a simple test we can find out exactly what’s causing the bleeding. It’s a visual confirmation that there is a problem and my experience is that patients will ask to have it taken care of. It’s a validated medical test that tells them they need bacterial management. Even if they can’t afford to treat the disease at that time, they want to. I’ve had patients come back a year later once they can afford treatment.

Is this product something every dentist should use?
	If a doctor is already thinking about tighter periodontal management and wants to treat early disease in a truly proactive way, OralDNA will work well for that doctor. If he or she isn’t perio charting consistently, isn’t using a perio probe, then this may be too advanced for them.
	Creating the practice of your dreams is a journey, not an event. People need to grow their educational experience with this kind of product before they can implement it, and need great support once they do.

It was a colleague who first introduced Dr. Doug Thompson to OralDNA Labs and the MyPerio tests, but for quite some time he had been looking for a treatment modality that would allow him to figure out who among his patients might be susceptible to periodontal disease. “Typically, we wait for tissue destruction to happen before we identify disease,” he explains.

Double Take: "...One step closer to a truly preventative practice."

	For the past 50 years, Instrumentarium Dental has been pioneering imaging systems designed for professionals. From the original Orthopantomograph® OP1 to the complete offering of today’s advanced imaging systems, the company’s years of experience guarantee its customers a safe investment in their future.

	As part of the 50th anniversary celebration, Dental Products Report sat down with Brian Broncatti, Instrumentarium’s Director of Marketing, to discuss just how far the company has come and what’s next in store.

	This anniversary marks not only a birthday of sorts for the company, but a milestone in the technology itself. We have the new OP 300 on our cover - why is this a significant launch for Instrumentarium?

	The OP300 is an entirely new imaging platform for not only Instrumentarium Dental, but for the Orthopantomograph product line as well. What the OP300 gives us is a truly adaptable 3-in-1 imaging platform that has the ability to serve the dental market in a unique way. The capability to take Panoramic, Cephalometric as well as Cone Beam CT images all with the same imaging systems gives our customers a significant advantage. Doctors will no longer need to purchase multiple imaging systems or send patients elsewhere for more complex procedures because the OP300 gives them the ability to keep all of their imaging and treatment planning needs in-house

					Instrumentarium Dental is a part of PaloDEx Group Oy, a Finnish company focused on X-ray technology applications used in dental imaging. Instrumentarium Dental develops, manufactures and markets high-tech systems and solutions for dental and maxillofacial imaging. It works in close co-operation with dental professionals, universities and other research centers in our quest to develop solutions that will meet and exceed the expectations of our customers.

					As the establisher of panoramic X-ray imaging Instrumentarium is committed to providing high clinical performance while still maintaining simplicity, ease of use and workflow efficiency. The Instrumentarium Dental product portfolio consists of a full range of premium quality imaging solutions for both intraoral and extraoral imaging.

	How have previous innovations led to the development of this distinctive product?
	What we were hearing from our customers is that they wanted assurance that the product they purchased today would have the ability to meet their imaging needs not only in the present but in the future as well. Doctors might start out needing only a panoramic imaging system, but might chose to expand their practice in the future to encompass orthodontic treatment and or implant planning. This expandability and upgradeability was nothing new to us, but we took it one step further with the OP300 giving our customers the ability to add cone beam imaging as well as future technologies and capabilities into their system. The OP300 is truly going to be with you for the long haul.
	
	What are some of the distinguishing features of the Orthopantomograph and Instrumentarium Dental that you think have been carried through over the 50-year history?
	The biggest here is innovation. Instrumentarium Dental has used the Orthopantomograph imaging line to consistently provide our customers with cutting edge technology and innovative features. Not only has the Orthopantomograph pioneered panoramic imaging, but it has also been at the forefront in developing Automatic Exposure Control (AEC), Automatic Facial Contour (AFC) and helping transition the industry from analog to digital. Now with the OP300, a true 3-in-1 imaging platform, we are going one step further offering our customers one unit that meets all of their imaging needs.
	
	On the flip side, what are some of the ways the company has changed and improved over the years?
	The ability to adapt to an ever changing marketplace is the biggest change I have seen with Instrumentarium Dental. That philosophy has also been incorporated into our product lines as well. With all of the technological and software growth we have seen, it is vital that we have been able to adapt to the ever changing needs of our customers. We as an organization have transitioned from calling our products X-ray systems to imaging systems. This is because the capabilities of the imaging systems we produce today have advanced far beyond just being simple X-ray units. They are in integral part of our customers’ businesses and patient treatment processes.
	
	These types of celebrations are a great time to reflect on accomplishments. What are some of the milestones Instrumentarium Dental is most proud of?
	By far the greatest milestone is that the Orthopantomograph name has been around for 50 years! That is no small feat, and is a testament to the dedication of the people, investment in technologies and relationship we have built over the years. Milestones are more than just advancements in technology or improvements to new or existing products. It is taking all of these advancements and improvements and incorporating them with the people that sell and support the products to give the industry and practitioners something that helps them treat their patients at the highest level. It is difficult for me to single out just one milestone, because they are all part of who Instrumentarium Dental has become.
	
	What type of innovation can we expect in the years to come?
	This is a rather difficult question to answer since there is so much new technology that is just hitting the market. In my opinion one of the biggest innovations coming is the ability to create treatment plans that are better for patients. We are consistently finding better and more efficient ways of treating patients. The 3D marketplace is just in its infancy and this will continue to expand in ways where we can visibly show patients the entire treatment process start to finish before it has even begun. We are a technology driven society today and having the ability to use that technology to help create more efficient treatment plans has no end in sight. 

 For the past 50 years, Instrumentarium Dental has been pioneering imaging systems designed for professionals. From the original Orthopantomograph® OP1 to the complete offering of today’s advanced imaging systems, the company’s years of experience guarantee its customers a safe investment in their future.

50 years, many reasons to celebrate

	There are few in the dental industry who appreciate the tension between hands-on and digital better than today’s lab technician. Certainly dentists and their teams are faced with integrating new technology into the front office and operatory, but by and large, the dentist doesn’t suffer from the “go digital or go obsolete” fears that plague many in the lab industry.

	For this reason, dental lab technicians are in a position to uniquely appreciate the way that continuing education for the profession is constantly evolving to provide a healthier mix of both hands-on and digital options, and how that benefits us all in keeping lab techs up-to-date on not just the features of recent innovations, but how certain products feel benchside.

Class is in session – anywhere you want

	Tradeshows have long been a part of the professional experience. Places to network, scout new products, and hear speakers hold forth on a variety of topics, the “annual meeting” will continue to have its place in the way lab technicians plan education. However, with the costs associated with reduced production because of time outside the lab as well as travel to the conference itself, getting away-even for a weekend-can seem like a big sacrifice. In the meantime, numerous lecturers at these shows hold forth on the benefits of digital, but might not always mention just how digital could be changing the lecture itself.

	The beauty of the Internet and the high-speed connectivity many of us now enjoy (and depend upon), means that the headache of “getting to the show,” is now optional. In many cases, the best parts of the show will come to you-and we’re not just talking “virtual” meetings. Webinars have become an easy way to bring some of the biggest names in the profession and some of the most trend-setting topics right to your desk-or couch as the case may be.

	Typically an hour in length and offered by a variety of providers, webinars can be viewed live, but showcase their true value when available “On Demand.” Much like your DVR allows you to watch your favorite shows any time (not just when they air), the On Demand webinar allows you to pause, go back, forward the link to a colleague or team member, and introduce important concepts to new team members in a comprehensive way instead of just recapping an important lecture from six months ago.
	Here is just a sampling of the various webinar options available to you right now.

	3M ESPE manufactures more than 2,000 products and services designed to help dental professionals improve the oral health of their patients. Through its Espertise portal online, it provides education on those products from respected KOLs. The following is a quick interview with Karen Sullivan, U.S. Marketing Communications Manager.

	What made you decide that entering the realm of digital education was an important step?

	“Digital” and “Online” have become ubiquitous. People are accessing the Internet in their homes, at their offices, and even while traveling via mobile and tablet technologies. Taking continuing education online was a natural evolution of the printed and hands-on CE that we’ve offered for years. It’s about making quality CE easily accessible to all dental professionals.

	In creating your digital offering, what primary needs did you hope to meet?

	We knew it needed to be easily accessible and very visual wherever possible. Incorporating video into the process is certainly key, as is making sure all the CE offerings are available in one location on our site. This makes it easier to bookmark one destination.

	What do you feel sets your online CE apart from others in the field?

	There are many companies in this industry that are doing a nice job with continuing education. What we’re doing at 3M ESPE is listening to customers to find out what they want to learn more about and then going out and finding top clinicians who are willing to help provide CE programming that meets those interests. It’s all about listening to the customer.

	In your opinion, what are some of the benefits of online education versus traditional live courses?

	There are certainly advantages to both approaches, and both really are needed. Specific to online education advantages, though, in a word: access. We’re a global organization, and we have customers all around the world. The only way to offer 24/7 access to our CE to any dental professional in any country is via our website. There are no limitations on the amount of people who can access the content at one time.

	What do you see as the next step in advancing the popularity of online CE?

	Continuing to offer more content in more areas will be one way of popularizing it further. Working it into the overall communications of the organization could be another. We announce our CE offerings through traditional and social media outlets, as well as internal customer communications. Once dental professionals discover the site and see how much it has to offer, that is an incentive to keep coming back. Continuing to advance the amount and types of content will drive repeat visitors.

	Where can our readers go to find more information about the education archived or upcoming on your site?

	Whip Mix products cover a range of lab needs, including investments, gypsums, occlusion, equipment, furnaces and more. These products are distributed worldwide through more than 400 dealers. The company offers a variety of webinars on specific products as well as lab management strategies. All webinars are NBC approved for 1 CE Credit. To obtain credit you must take a CE test. The following is a quick interview with John Hughes, Marketing Manager for Whip Mix.

	Why was entering the realm of digital education an important step?

	Continuing Education has always been a top priority for Whip Mix because we have found so many technicians today learn on the job, they are starved for any formalized training. The fact that we have implemented digital components to our educational program was necessary because of the age we live in. More and more people turn to the Web for information, because it’s more convenient. Besides having dozens of instructional videos on our website we also have recordings of our past educational webinars. This gives technicians an opportunity to learn on their own time, and at their own pace. You also can reach a much larger audience by going digital.

	We saw a need to help educate our customers in proper technique. Better trained customers have fewer problems and less rework. We have found that the majority of technical issues customers have with our products are due to improper technique.

	We have a lot of knowledge here at Whip Mix, we currently have seven CDTs on our staff. Our core competency is very broad in that our product line is so vast. Besides being experts in all traditional lab products we have expanded into CAD/CAM and in-house milling of zirconia and titanium abutments, copings and bars. Besides our expertise I think we are different in that a lot of others charge for their webinar programs. Ours are free.

	The convenience factor is a big plus. Programs are short, and people can view the program from their own home or office. We also have the benefit of being able to reach so many more people. Traditional courses can only accommodate a limited amount of people where as an online program can be attended by hundreds or even thousands. Online courses are  much more cost effective.

	I don’t know of any one step. As more and more digital venues become available they will become more popular. This is the digital age and as new technicians enter the field they are more likely to be computer savvy and comfortable with online learning. I do think it’s important, however, to promote learning opportunities in as many ways possible i.e., website, Facebook, Twitter, Dental Forums, e-blasts, and traditional print.

 has a schedule of upcoming webinars as well as archived webinars right on the homepage. All are good for CDT credit. In addition we have videos and technical tips housed in our Technical Resource Library.

	BEGO USA is a pioneer and leader in laboratory-focused online education. The Morn’n Perk Webinar series was developed several years ago by BEGO USA to augment traditional hands-on training. Morn’n Perk offers technicians and students an opportunity to learn new techniques or refresh technical skills based on an extensive library of on-demand courses ranging from pressable ceramics, removable partials, ceramics, crown and bridge, milling and even marketing. Martin Schmid, CDT/Trainer, provides insightful step-by-step instruction.

	BEGO USA also offers an online forum where technicians can ask questions and discuss each Morn’n Perk course.

	Morn’n Perk is convenient and affordable. Anyone with a computer and Internet connection can watch on-demand 24/7 for $19 and 1 CDT credit.

	Watching is easy. Simply log on to BEGO’s website, 

	A leader in digital dentistry solutions for labs, Nobel Biocare is just as invested in showing leadership on the education front. The company offers a suite of free training and educational material to its customers, the dental community and students via its site on iTunes U. Located in the “Beyond Campus” section of iTunes U, Nobel Biocare’s online training and education program provides easy, state-of-the-art on-demand e-learning. Users can search and download training and education material directly from the site, and then use it on their Mac or PC, or sync with iPod or iPhone to learn anywhere, anytime.

	For a Q&A with Nobel Biocare about other educational opportunities, click here. 

	Committed to training dental lab professionals, PTC Dental offers a wide range of not only e-learning opportunities, but also books and hands-on courses. The digital side of the business includes online training courses focused on anatomy. These can be between 20 minutes and an hour, vary in price, and can garner a lab technician anywhere from 3 to 8 CE credits. The site, 

, also features multimedia training modules that labs can buy. These include multimedia course materials with matching digital video demonstrations on DVD.

	or a full Q&A about digital learning with PTC Dental President Jim Mahan, CDT, 

Beyond the brochure – welcome to the company classroom

	Another poor dynamic facilitated by the typical tradeshow model is the focus on the transactional nature of the relationship between dental companies and dental labs. Yes, as manufacturers, the companies make products they hope to sell to dental professionals-but that is only part of the story. As manufacturers, they make products. Period. End of sentence. As the makers of these products, they often have vast amounts of knowledge about the science and process behind the merchandise, but are very rarely viewed as a good resource for this information. Why? Because of the sale.

	The assumption is the company will say anything to make the sale. And, cordoned away in the “exhibit hall” where the emphasis is on promotional pricing, free samples and huge signage, it’s easy to understand where that assumption comes from.

	Rather than remain on the edges of the educational forum, many manufacturers are choosing to jump in. While it is important to go in ready to ask good questions and be sensible about separating marketing from valuable information, manufacturer events provide very compelling hands-on opportunities and should not be ignored.  

	The following manufacturer-driven events cover a range of opportunities and topics.

	Known for its partnerships with some of the most innovative companies in the dental lab industry, Zahn Dental is a distributor that does not sit content with just making merchandise available. The Zahn Expo, which rotates coasts each year, is a conference designed to cover every aspect of your laboratory, inspiring you to meet today’s industry challenges. Zahn Dental is committed to helping you achieve greater productivity and profitability by providing you with creative business solutions, an expanded portfolio of innovative products, and the continuous support and guidance that is vital to your laboratory’s success.What this means for an event is not just quality time in the exhibit hall, but also hands-on workshops and seminars that allow room for you to hear about the results behind the hype and see for yourself what a product can do for you, the dentists you work with and the patients they serve.

	Zahn also offers many other educational opportunities, including hands-on courses as well as basic and advanced training for Dental Wings. For a complete listing of all education classes offered, visit 

	Over the past 35 years, Jensen Dental has grown from an alloy company into a comprehensive provider of quality products, systems, education and services across the entire spectrum of the dental lab industry, including a digital solution. Jensen has a reputation for providing world-class education including Jensen Education Day during the Chicago Midwinter meeting, tradeshows, hands-on courses and online webinars.

	In addition to traditional hands-on courses for Creation Porcelain and Authentic Pressable All-Ceramic System, Jensen offers numerous online webinars, both live and recorded, covering a range of topics such as Alloy, Porcelain, Refining, Infection Control and more. These online programs provide customers with regular access to relevant and convenient education in the comforts of their lab. The cost to attend a live webinar is $29.95, which includes access to the recorded session to share with colleagues in their lab.

	To view a calendar of Jensen’s upcoming tradeshows, webinars and hands-on courses visit 

. For a Q&A with Jensen Dental VP of Marketing Joe Carofano about the company’s educational offerings 

	DENTSPLY Prosthetics introduced the ProficienCESM Platform for clinical and technical programs, designed to Build Your Business, Strengthen Your Relationships, and Improve Patient Care through Continuing Education. The following is a quick interview with Kimberly Violante, Marketing & Communications Manager for DENTSPLY Prosthetics.

	How long have you been hosting and/or organizing your own live CE courses independent of tradeshows? 

	For years, live CE programs have been an important part of DENTSPLY Ceramco, Trubyte and Austenal’s legacy.  Educational experiences help to explain technique, processes and procedures in a tangible and memorable way.  The more clearly customers understand how a product is to be used, the better the results they will have as an outcome. In the dental prosthetics arena, DENTSPLY seeks to help labs be more efficient, productive and cost competitive-“Lab SmarterSM”.  With more than 150 CDT approved courses currently available, education is an important way that DENTSPLY helps to equip lab customers to become more resourceful.

	What were some of the main motivating factors in creating this different type of experience?

	Lab technicians respond best to technical presentations, especially hands-on. If they can learn the special techniques through a hands-on experience, they can take that back to their lab and immediately become proficient. ProficienCESM Continuing Education was developed to help labs take that knowledge even further-to build their business; strengthen their relationships; and ultimately, improve patient care. How they can do this is through the ProficienCE process, which encompasses easy to follow instructions and support materials for planning, marketing and hosting a CE event. These tools are supported by internal sales, marketing, clinical and technical education teams for optimal results. 

	How would you describe your company’s signature event?

	The signature event is-from the invitation to the program materials-identifiably ProficienCE. This may either be a lecture where we support the dental laboratory, or one of the many technical presentations and hands-on classes offered. Ultimately we want to present relevant information that can be used by the participant to positively impact their business. 

	What do you hope this experience provides for the dental laboratory professional?

	Upon attending a ProficienCE education event, participants will gain knowledge, insights and experiences that will enhance their use of our products so they can derive optimal performance and greatest efficiencies from them.

	How do you see this event meeting a need not currently filled by CE at traditional tradeshows?

	ProficienCE programs are portable and timely. Available for qualified customers on the topic of their choice, timed when it is convenient to them, and at a location chosen to best represent them to their customers or staff.

	What are dates of the next event (or events) and how can our readers go about getting more information for registration? 

	For more information or to schedule a DENTSPLY laboratory technical and laboratory-co-sponsored clinical educational event, visit prosthetics.dentsply.com.

DENTSPLY Prosthetics also is venturing to offer more on the digital side of things. Here, Violante answers a few questions on that side of the education spectrum…

	To date, we have enjoyed working with valued business partners (for example Dentaltown.com, ineedce.com, or Dentrek) to make rich content available to dental professionals. We have a long history with digital education. For example we pioneered the “First Wednesday” Women’s Study Club, which is an all online study club and the brainchild of our Chief Clinical Officer, Dr. Linda C. Niessen, that enables dental professionals to access valuable education on demand. Digital education offers the lifetime learner a possibility of accessing information when and where needed, in an environment that is best suited to their learning. However, it’s an introduction in its current form, and our in-person courses and hands-on offerings are tremendously popular as well.

	There’s some very exciting work being done in computer simulation that can enhance the richness of the education experience. In fact, the International Association of Dental Research meeting in San Diego (March 2011) devoted a special session to this topic. Adapting and optimizing ideas from other medical and virtual learning sciences will make digital education an exciting area to be over the next several years. Recognizing the importance of online education, among other advances, DENTSPLY Prosthetics has upgraded its 

 to enable hosting of rich content, as well as to enhance customer experiences.

	3Shape is a globally operating hi-tech company specializing in the development of integrated hardware and software solutions for the creation, processing, analysis and management of high-quality 3D data. The company provides hands-on training through its 3Shape Academy. Offering professional training programs to users, partners and distributors with the aim of enhancing the benefits and value of the 3Shape solution, 3Shape Academy offers fixed training programs and the option to create a customized program to meet specific needs. An “event” training session doesn’t have to be in a regular class setting, but may be a 1-2 hour presentation of the 3Shape Dental System.

		Basic Training Program for new users or users with limited experience (2 days)

		Advanced Training Program for experienced users, (1 day)

		Annual Release Training Program (experienced users, (1/2 - 1 day)

		Basic Training for Partner and Distributor staff (2 days)

		Annual Release Training for partners and distributors only (1 day)

		Customized Training & Event Presentation Programs

	The academy brings 3Shape closer to its users and allows them to offer feedback, as well as helps ensure their investment by refreshing their knowledge about 3Shape’s systems. The strong upgrade program enables customers to continuously receive new functionalities in system, while annual release training helps ensure they immediately become familiar with new functionalities.

 There are few in the dental industry who appreciate the tension between hands-on and digital better than today’s lab technician. Certainly dentists and their teams are faced with integrating new technology into the front office and operatory, but by and large, the dentist doesn’t suffer from the “go digital or go obsolete” fears that plague many in the lab industry.

Education evolution

It’s difficult to discuss dental franchises or corporately managed dental practices without inciting passionate opinions from all sides. The independent, sole practitioner model seems so ingrained in the dental industry psyche that those offering alternative models are often subject to, at worst, demonization as dental “mills” focused on profits instead of patients.

There have been articles written to air the dirty laundry of both sides. The question here is not whether franchise or corporate dentistry is a superior model, but rather, is it a more attractive option than even a year ago because of the impact - real or perceived - of the recession on the dental practice.


	The most tangible benefit of franchised or corporately managed dental practices is cost savings realized through group buying/negotiating power.

“We are an advocate for the dentist. We have an R&D department that evaluates products to see what works best for the needs of the dental office and then, when we choose one, for example, a digital sensor, we get a deal. We know what works and we get the best pricing on a product. It can be as simple as negotiating volume pricing for dental supplies or testing and sourcing various dental laboratories,” Dr. Rick Workman, founder and CEO of Heartland Dental Care, a dental practice management company working with more than 250 dental practices in 14 states, explained. “We make sure people don’t get ripped off.”

corporate dentistry (n) 1. a company-owned-and-operated dental care facility

franchise dentistry (n) 1. the practice of dentistry under a trade name, the rights of which have been purchased from another dentist or dental practice

Similarly, Pacific Dental Services, working with 195 dental practices in 5 states, helps practices invest in new technologies that are cost-efficient and help save valuable time over the course of the day, as well as helping new doctors with site selection and lease negotiation.

That negotiating power can go beyond products as well to include a major issue for many dentists: Insurance.

“Heartland doctors receive a fair payment for their services, often above what the solo practitioner across the street would receive,” Dr. Workman said.

“If, as a single practitioner you’re forced to accept low fees or have to turn down certain insurance, that hurts the patients. The individual dentist is at an extreme disadvantage.”

Another way this structure can help cut down costs is by centralizing administrative work such as human resources, payroll, accounts payable/receivable and marketing. Dazzle Dental, for example, is a franchise opportunity created around the idea that dentists should be dentists, focused on matching business professionals, trained in the field of practice management, with highly skilled, carefully selected dental practitioners.

“Our dentist have total say in all dental issues - we’re not there to dictate how they should diagnose or what treatments they should offer. We’re there to support the dentist and try to make treatment affordable to patients,” Steven Krolak, President of Dazzle Dental, made clear. “Our goal is to provide an environment where the dentist can see patients instead of dedicating one or two days a week to paperwork. Our marketing department goes out and delivers the patients and our dental staff can focus on providing the best possible care.”

Lastly, dental franchising and corporate-run practices can provide dentists nearing retirement age flexibility in the way they transition out of regular practice.

“Today, the reality is that even if you have a highly successful dental practice, it is extraordinarily difficult for a buyer to get financing. But bigger groups, such as Heartland, are preapproved,” Dr. Workman said. “Consider dentists of a certain age who want to sell. You can sell and walk away - the new buyer has to get in there and help pay for the mortgage. With Heartland, you can sell, take the money, and stay on to figure out over the next 3 to 5 years what you want to work on when you retire. We allow dentists to phase out while doing frontline dentistry. They get to enjoy their career without management headaches.  It is common for me to hear from our dentists that it is the most enjoyable time of their career and they wish they had done it sooner.”

Other valuable services these organizations can provide: CE and training, as well as opportunities for community outreach.


	Each dental franchise or corporate management group is different. There are some that may infringe on treatment planning while others trust dentists to make the right call. In any situation, the main thing you are giving up is control.

Most of the groups we spoke with believe that while dentists may lose financial control, the financial gains they see are enough to make that up. The greater hurdle for many previously independent practitioners is making the transition from ownership to leadership - an important distinction in these types of models. It is fair to say that certain personalities are a better fit than others.

“The people who do the best at Heartland Dental Care are the dentists who are open, positive and mentally flexible. They have to be willing and able to work in a team environment and feel comfortable with what they do. An open, positive dentist is the type who would invite someone into his or her practice and ask, ‘Tell me what you see. How can I do better?’ There are a large number of dentists who would ask, ‘Who the heck are you to offer me any ideas? I’ve got this under control,’” Dr. Workman explained. “We’re not there to look over their shoulder - that’s the stereotype. We work to improve the doctor leadership because we know that’s extraordinarily important to the success of the dental practice.”

Amy Morgan, CEO of the Pride Institute, a leader in dental practice management and CE, couldn’t agree more. “Dentists who opt to be an employee versus a leader or owner have a different mindset. In the patients’ and staff’s minds, however, you are a leader - whether you want to be or not. That old ‘I didn’t go to dental school to be a manager’ line doesn’t work,” she said. “No one is going to care deeply if there is not investment from the dentists. I’ve seen good and willing staffs be ruined by less effective dentists who were refusing to lead them in a positive direction. And that doesn’t just go for staff management, but for patients as well. There needs to be a willingness to make sure the patient is committed to treatment and that he or she has a great experience that leads them to follow through and refer. Having only a ‘worker bee’ mindset can be damaging to the franchise.”

Another concern is that the dentist and staff’s personalities would be drowned out by corporate mandates. Many groups, such as the Dental Care Alliance, allow affiliated practices to have their own identity, operating under various names in an effort to retain that individualized feel. Likewise “there’s plenty of room for an office affiliated with Heartland to adapt to their personality and local conditions,” said Dr. Workman.

“There is plenty of room for the individual. As a group, there are philosophies that can arise that I would cheer on-having a real person answer the phone, trying to see someone who calls in with a toothache that day, etc.”

The important thing to remember is not all dental franchises and corporate management groups are created equal. It is up to interested dentists to do their due diligence. “If something looks to simple or sounds too easy, it’s probably not real,” Morgan said. “There are no silver bullets and there are inefficiencies in all models. You have to be willing to do the research and the work or you might be one of the people who ends up having a negative experience.”

With the things that might change in transitioning to franchise or corporate model - practice management software, technology, etc. - you’d be surprised what stays the same.


	As someone who would describe herself as once having been “rabidly in the fight” between traditional solo practice and corporate models, working with several ‘corporate’ groups made Ms. Morgan rethink her opposition.

“I can pompously sit here in my white tower and say that the private model is best in quality, experience, staff, and what have you, but the fact of the matter is, I got my paradigm shifted pretty significantly in working with the corporations themselves as well as the staff, from the receptionist to the managing dentist,” Morgan explained. “I used to believe that you couldn’t possibly be ethical and work with a franchise, but I was surprised.” During the time that she and other Pride consultants worked with these groups, there were two main myths they saw dispelled:

1. You can’t be a franchise and be patient-centered.
	“Obviously, there were staff that cared less and more, but the truth is, in any of my activities with the franchisees, patients came in loving the staff and the feeling was mutual,” Morgan said. “There wasn’t that evil, ‘Take a number, I don’t care who you are,’ feeling. Relationships were still very important.”

2. The staff isn’t invested.
	“The staff really do care. That doesn’t change. Because of the franchise there was more structure, which I like. There were detailed job descriptions,” Morgan offered. “There was a tangible pride of belonging and you could tell people were focused on growth through conferences and staff meetings. Of course, in any big group there are outliers-mediocre performers and stars-but everyone was invested in the patient’s well-being. There was incredible loyalty and longevity in almost every practice I went to.”


	So are the economic factors at play in 2009 enough of a motivation to reconsider a dental franchise or corporately run option? Not surprisingly, most of the companies in question think, “Yes!” but with different reasons.

“Over the next 20 or 30 years, if the assumption is that third party payment, labor laws, and the world are growing more complex, then group practice management companies are going to become much more relevant and their services will become more critical,” Dr. Workman predicted. “Group practices are growing 20% per year and we’re going to see that number continue to rise.”

“Models like this make a lot of sense,” Krolak agreed. “My background is in franchising and, statistically, when the economy gets tight like this, sales of franchises go up. People can rely on a stronger, more secure model that is safe from irregularities of the stock market. You’re buying into a proven system and don’t have to deal with the headaches of running the business end of things.”

On the other side, Ms. Morgan believes that any decision this big should be based less on current economic factors and more on long-term goals. “I would recommend they ask the same questions they would for any major transition: What do I want, not what do I need. Even in this economy, many people hear all the bad news and perceive that they are limited in opportunities, so they panic and embrace solutions that have nothing to do with what they want to be doing 2, 5, 10 years from now,” she said. “Dentistry is relatively economic proof and to look at your options with that viewpoint of scarcity is counterproductive. Think location, kind of dentistry, kind of patients that you’d like to work on and, most importantly, do I want to be a boss or an employee. This can be hard because dentists are trained to be probability thinkers, where as this requires possibility thinkers.”

Does franchise dentistry make sense in this economy?

There is no sure way to predict what to expect in the year to come. launches get delayed. economic issues reshape expectations. Patient behavior can be…unpredictable.

But while the practical efforts of reading the professional tea leaves may not bear much fruit, the exercise, in principle, is an interesting way to gauge just how ready your team and your practice is to take advantage of new opportunities and confront sudden challenges.

We had the privilege of speaking with a variety of people eager to share their insight and expectations. In this issue, you’ll find interviews with industry leaders from Patterson Dental and Henry Schein, the view from the practice provided by a Boston pediatric dentist, as well as trend spotting from the speaker’s podium. Online, you’ll find even more voices adding their thoughts to the discussion of what comes next. We hope you’ll add yours to the mix as well!

A well-respected speaker and author, Shannon Pace Brinker has been a full-time practicing dental assistant for more than 22 years. As the driving force behind Contemporary Product Solutions, she is working to provide dental product reviews that include the entire dental team. Through these roles and her experience as a faculty member at the Dawson Academy and active member of AACD, we asked Shannon to share her thoughts on 2012…
	
	DPR: Your speaking roles at dental meetings across the country provide the opportunity to connect with a variety of dental professionals. What are some of the big questions you’re hearing again and again?

SPB: There are several different topics that keep coming up. The biggest is that every month, dental assistants are asking more questions about the fact that some states are starting to allow assistants to place composites. Right now, 16 or 17 states allow it. Before, assistants weren’t as worried about getting certified, but now, with all these extra certifications-amalgam, composites, etc.-it has opened assistants’ eyes. It used to be that all they’d do is pass instruments and now there is the opportunity to go back to school and do extractions or make CAD/CAM restorations. There are so many ways assistants can grow.

DPR: For dental assistants who want to be ready to take advantage of these new opportunities, how do you propose they work to prepare?

SPB: It all starts with education. I was teaching a course at the AACD annual meeting on placing composites and there were 50 dental assistants in the class, none of whom were certified yet. They wanted to be ready. And this motivation is not limited to assistants. Team members are paying attention. I’m seeing more and more dental hygienists taking cosmetic courses.

More practices are hiring cross-trained RDH/CDA employees so they can do whatever is needed in the chair at that time. I’ve seen more hygienists in my courses over the last year than at any time since I started speaking.

And the good news is, there are so many places to go and get information: Podcasts, webinars, even YouTube has a lot of great resources. If you want to start today, all you have to do is log on. I would, of course, encourage people to still look for hands-on courses that provide hands-on experience, but you can at least start investigating right away.

DPR: In your other role, working with manufacturers, you have the chance to see products as they develop. What innovations do you see coming?

SPB: Of course, CAD/CAM is going to continue to be huge. There are more and more practices investing in chairside milling as well as intraoral scanners and it is providing team members with a lot of opportunity.

We’re also seeing manufacturers getting smart about giving dentists what they need. The focus used to be on cosmetic. Now, they’re getting back to basics and focusing on what the general practice needs to stay relevant-implants for general dentists, root canals for general dentists.

Manufacturers are seeing that fewer referrals are going to specialists as dentists are trying to keep more in house. So they are adjusting and expanding their product lines to make specialty procedures easier for the GP so they can keep it under one roof.

We’re seeing more and more GPs placing ortho-not just clear aligners, but brackets. The economy has hurt a lot of practices, but now people are thinking about what they can keep in their practice, what they have to do to survive.

DPR: What are you most excited for in 2012?

SPB: I love root canals. I’m excited about new fillers, cements and endo sealing materials. There are a lot of new provisional materials from different manufacturers, as well as new composites that make it easier for the assistant. Then, of course, there is CAD/CAM. In the practice we’re fortunate to have an E4D and a CEREC. The ability to have assistants help with the placement of implants by design attention on the experience patients have in their practice and engage patients on a deeper level have an edge because it’s the patients who are making choices about where they spend their money. Obviously, dentistry is an excellent choice for patients’ long-term care. That said, I think technology helps tell the story in a way that is new and unique. Patients aided by that technology are empowered to make decisions that are in their best interest.

Tim Sullivan, President, Henry Schein Dental

DPR: What do your sales representatives see as the biggest top-of-mind issues for dentists in the next year?

TS: Our team is focused on helping our customers run a better practice so they can focus on providing the best clinical care. Top of mind to one customer may not be top of mind for another. We don’t approach this on a “one size fits all” basis, but rather we focus on the individual needs of each of our customers to understand  their unique needs, hopes and desires. This can range from new technologies available in the market and how to incorporate them into their practice, to how to market their practice, to how to attract new patients…the list is long and we have solutions to cover them all.

DPR: As a leader in the industry what products are you most excited to offer this year?

TS: It’s tough to narrow this down as there are many…we just launched our Total Health, Beyond the Mouth initiative as the awareness of the connectivity between our oral health and systemic health is becoming increasingly recognized. This program highlights that our mouth is a window into the health of the rest of our body and will address periodontal disease, oral cancer, sleep disorders, heart disease and diabetes among others. In addition, we continue to be excited and focused on the areas of digital imaging (intraoral, 2D/3D cone beam), NiTi rotary files, whitening, fluoride and desensitizing.

DPR: Do you expect any surprises/breakthrough developments for the dental industry this next year…or expect any changes in the way many dental practices treat their patients in the future?

TS: Again, the connectivity between oral health and systemic health  will become increasingly recognized in the industry and among patients. The DTA is launching a new $100 million ad campaign in 2012 with the tagline “Oral Healthcare Can’t Wait,” which will highlight the various areas of concern as outlined above. Another area, clearly, is the impact that the digital space will have on practices and the increased level of service that will provide to patients.

DPR: Are there any trends in the near future that you anticipate will change the way dental manufacturers develop products, or the way dentists choose and implement new products or technologies into their practices?

TS: The consolidation and globalization of manufacturers will have significant impact and drive efficiencies for dealers and ultimately, our dental customers. There will continue to be an accelerated use of technology, Internet and cloud-based tools including remote diagnostics and services leading to increased capabilities…Digital workflow (i.e. COMPASS)…Social Media (Demandforce)…all will influence both practice capabilities and marketability.

Dr. Alisa Feldman, Pediatric Dentist West of Boston

Dr. Feldman, who has a practice in Shrewsbury, Mass., has been a pediatric dentist for more than 30 years. She has seen great strides in recent years in steps toward educating young parents and their children of the importance of good oral health, but she believes this new year may take things to the next level.

“The biggest change I have seen is the recognition that there needs to be integration and cooperation between physicians and dentists for better patient management,” she said.

One of the things dentists find saddest is that in spite of fluoride there is a totally preventable disease, caries, that still exists and it exists in epidemic proportions in young children, she said. The Centers for Disease Control and Prevention has found that early childhood caries is the most prevalent infectious disease in American children. Forty percent of American children have tooth decay by the time they reach kindergarten.

Children are born without the bacterial agents that cause decay and periodontal disease, she said. Children are colonized with disease carrying bacteria from the mouths of their caretakers. Therefore obstetricians and all those involved in the health care of pregnant women are on the front lines to prevent this vertical transmission of disease causing bacteria. Physicians should counsel pregnant women to attend to their own dental health to avoid transmitting the bacteria in dental disease.

Once the baby is born we need the cooperation of pediatricians and all those involved in infant health care to educate parents on the need to maintain their infant’s oral health, she said. Both the American Academy of Pediatrics and the Academy of Pediatric Dentistry recommend that by age 1 infants should make their first dental visit and establish a relationship with a dental practice that will become their dental home.

“In my practice, I examine young infants and get a medical and dental history of both the infants and parents to establish their risk for dental disease,” she said. “We educate parents on the factors that cause decay. We discuss feeding habits, feeding intervals, breast and bottle feeding, use of pacifiers and the means of cleaning the emerging teeth as well as counseling the intimate caretakers on maintaining their own dental health.”

Both physicians and dentist are aware that people with high bacterial counts and periodontal disease show an exacerbation of many systemic diseases, she said. Active periodontal disease has been shown to worsen diabetic, kidney and heart conditions as well as increase the risk of pre-term deliveries.

“Dentists traditionally have kept detailed medical histories because it influences the treatment of our ing surgical guides is really exciting. It makes me look like a rock star in my practice.

There is no sure way to predict what to expect in the year to come. launches get delayed. economic issues reshape expectations. Patient behavior can be…unpredictable. But while the practical efforts of reading the professional tea leaves may not bear much fruit, the exercise, in principle, is an interesting way to gauge just how ready your team and your practice is to take advantage of new opportunities and confront sudden challenges.