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Meet the people that take their tools to the forgotten parts of Australia

TreechangeThe challenges of going

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Australia’s leading dental magazine

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Friday, 18 March 2016 10am - 6pmSaturday, 19 March 2016 10am - 6pmSunday, 20 March 2016 10am - 3pm

A U S T R A L I A ’ S L A R G E S T D E N T A L E X H I B I T I O N

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Free inside The ultimate

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CONTENTS

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COVER STORY YOUR BUSINESS YOUR TOOLS YOUR LIFECONTENTS

ContentsNEWSEarly cancer diagnosis hopes 4Saliva swab cancer detection test trials begin, ACOSS calls for an end to private health rebate, ADA presents their health plan, and much more.

YOUR WORLDA change of scenery 12We talk to some dentists who made a treechange and have traded the stress of a city practice for country living.

YOUR BUSINESSGround zero 16After last year’s infection control scares, the Dental Board has streamlined the process to help practitioners keep up with the continual evolution of dental guidelines.

The three Ps of running a business 20We explore how to improve your practice profitability, productivity and performance with some well-examined theory.

Content marketing 32Dental practices can bypass traditional marketing vehicles like advertising and public relations to speak directly to current and potential clients.

YOUR TOOLSProduct guide 35Bite magazine highlights the best in chairs and dental units.

Tools of the trade 50The best tools used by real-life dentists, reviewed by your peers.

YOUR LIFEClimbing the walls 54While her working career is divided between two surgeries, Dr Rebecca O’Sullivan’s leisure time is all about climbing boulders.

March 2016

For all editorial or advertising enquiries:Phone (02) 9660 6995 Fax (02) 9518 5600 [email protected]

Bite magazine is published 11 times a year by Engage Media, Suite 4.06, 55 Miller Street, Pyrmont NSW 2009. ABN 50 115 977 421. Views expressed in Bite magazine are not necessarily those of the publisher, editor or Engage Media. Printed by Webstar.

Editorial Director Rob Johnson

Art Director Lucy Glover

Commercial Director Mark Brown

Sales Director Andrew Gray

Digital Director Ann Gordon

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ON THE COVERThe wide brown land Remote communities and regional workers are increasingly reliant on fly-in/fly-out dental services for their healthcare, but their oral health is still lagging behind.

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Associate Editor Kate Balazs

Editor Erin Delaney

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COVER STORY YOUR BUSINESS YOUR TOOLS YOUR LIFENEWS & EVENTS

4 Bite magazine

A saliva test to diagnose cancer could be the key to early diagnosis, resulting in clinical trials for a rapid testing method set to begin this year.

Tests so far have had promising results, and the technology has already proven its ability to diagnose a type of lung cancer by detecting biomarkers.

Professor David Wong, director at the University of California Los Angeles Centre for Oral/Head and Neck Oncology Research, told ABC’s PM he believes the new technology has the potential to revolutionise diagnostic processes.

Professor Wong and his associates hope the new cheaper and non-invasive process could soon be used to detect different cancers, as well as other illnesses—including neurological disorders and diabetes.

Professor Wong said their tests on this specific type of lung cancer had greatly improved the diagnostic process—particularly in terms of speed—for patients.

“The proof-of-concept disease that we worked on is a major form of lung cancer called non-small cell lung carcinoma, and there is an oncogene known as epidermal growth factor receptors—they’re two mutations,” said Professor Wong.

“There is a drug that is very effective in prolonging the life of these individuals, but you need to know if they have the mutations or not.

“Current practice is to do a broncoscopy, tissue biopsy, which is obviously invasive, and some patients are simply too frail to go through that procedure.

“So accessing this information through a non-invasive or minimally-invasive means is an unmet need, and that’s where our excitement is with this, is to have that capability to detect these... with a technology that [performs].”

The technology is set to be run through more testing in clinical trials across Asia and Europe over the coming year. So far though, the test has shown a high level of accuracy and takes 10 minutes to perform.

Early cancer diagnosis hopes as saliva rapid-test trial set to begin

The Australian Council of Social Services (ACOSS) has urged the treasury to scrap the rebate for private health insurance

and halt use of private trusts as tax dodges. The plan presented by ACOSS would further include a saving of $12 billion for the budget per annum.

The plan proposes the removal of tax exemptions that are “no longer fit for purpose”, suggesting a reinvestment of 50 per cent of savings into community benefits for public health, along with support for the unemployed and a push for affordable housing programs.

ACOSS’s plan comes just ahead of the Turnbull government’s preparations for tax reform ahead of the budget for the coming election year.

Key to the reformatory plan would be an end to the 30 per cent rebate for private health insurance, generating a saving of $3.3 billion per annum.

Dr Cassandra Goldie, chief executive at ACOSS, felt the rebate had not lived up to its promise to decrease pressure on public healthcare by encouraging the pick-up of private health insurance.

ACOSS is seeking an end to tax concessions for housing investors, a more balanced superannuation fund tax rate, and elimination of tax dodging through family trusts.

“Tax avoidance through private trusts and companies has been overlooked in the debate so far,” ACOSS’s Dr Goldie told newspaper The Herald Sun.

“It is too easy for people with higher incomes to shelter their income through trusts or private companies where it’s taxed at a flat rate of 30 per cent.”

ACOSS hopes these new cuts to health insurance would see a reinvestment of half the $3.3 billion into community services and public hospitals in an attempt to bolster dental health care and failing preventative services.

ACOSS calls for scrap of private health rebate

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A lung biopsy guided by computer tomography.

NEWS & EVENTS

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The Australian Dental Association (ADA) has launched the Australian Dental Health

Plan (ADHP) as part of the 2016-17 pre-budget submission process to the Department of Treasury.

According to ADA president Dr Rick Olive, “The ADA is proud to launch the Australian Dental Health Plan. The Plan provides a comprehensive framework for how the Australian government can most effectively help target populations get the dental care they need. This Plan will improve these Australians’ dental health which is a key component of enhancing their general health as well.”

For the past decade, the ADA has publicly released its pre-Budget submissions. An ongoing theme is presenting a plan which addresses the oral health needs of the neediest in society, without going so far as to embrace a Medicare-style system.

The reason for this, the Association says, is that Australians overall have good dental health, when compared to similar OECD countries, however there are target groups which continue to have substantial unmet dental health needs. These target groups include children, adults and the aged from low socioeconomic backgrounds, Aboriginal and Torres Strait Islander peoples, those from

rural and remote areas and people with special needs.

The ADA says the Australian Dental Health Plan seeks to replicate and build on the success of the Child Dental Benefits Schedule across the 30 per cent of Australians who have challenges accessing the dental care they need.

The plan proposes that similar schemes be developed over time to target various sectors of the community who have difficulty accessing dental care. The ADA proposes there be commensurate additional assistance provided to account for regional locality as well as those who have special needs or are from Aboriginal and Torres Strait Islander backgrounds.

Parallel to these dental schemes the ADHP envisages dentists working in conjunction with the Australian government to provide oral health promotion and education campaigns to improve oral health through reduced tobacco use and improved dietary habits including reducing the consumption of sugary and acidic foods.

The plan also urges the Australian government to work with the dental profession as well as the states and territories to ensure fluoridation of reticulated water supplies in all localities with 1000 or more residents

across the country. This is the most cost-effective manner in which to reduce the prevalence of dental caries. For each $1 invested in water fluoridation, there is $67 in estimated savings in future dental costs alone.

Dr Olive concluded: “We urge the Australian government to commit to adopting the Australian Dental Health Plan. The upcoming 2016-17 federal budget is the perfect opportunity to start this journey”.

ADA presents Australian Dental Health Plan

The Association lists some challenges that need to be addressed as being:

• More than half of six-year-old children have experienced tooth decay in their baby teeth and nearly half of 12-year-olds have experienced some tooth decay in their permanent teeth.

• Around three in 10 Australian adults have untreated tooth decay.

• Low-income households have a much higher prevalence of toothache, periodontal disease, tooth decay and missing teeth.

• Australians from non-metropolitan areas were much more likely to have untreated decay (37.6 per cent in remote or very remote areas compared to 23.5 per cent in major cities).

• Over half of Australians over the age of 65 years have gum disease or periodontitis. Almost 20 per cent of Australians over the age of 65 years have complete tooth loss.

• Aboriginal and Torres Strait Islander peoples are 150 per cent more likely to be hospitalised for potentially preventable conditions compared to non-Indigenous people.

NEWS & EVENTS

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Bite magazine 9

ADX16 is on its way!

From 18-20 March, Australia’s premier dental event will take over the

Sydney Exhibition Centre on Glebe Island.

The Australian Dental Industry Association (ADIA) has set up an exhaustive range of talks to hear, products to browse and seminars for your continuing professional development.

The dental exhibition will host product showcases offering visitors the chance to get in-depth knowledge of the latest dental products on the market. Visitors can also expect to be wowed at the Dental Laboratory Pavilion, a collaboration between the ADIA and Oral Health Professionals Association. The pavilion will demonstrate cutting-edge computer aided design (CAD) and computer-aided milling (CAM).

Visitors can get started already by registering their details online for the weekend’s adventure here, including the Friday night welcome drinks.

Visitor guide

Friday, 18 March 2016 10am - 6pm

Saturday, 19 March 2016 10am - 6pm

Sunday, 20 March 2016 10am - 3pm

A U S T R A L I A ’ S L A R G E S T D E N T A L E X H I B I T I O N

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Victorian health minister Jill Hennessy has announced that the state’s health complaints watchdog will be given

greater powers to name and shame dodgy health service providers and practitioners, and ban them from practising.

“We’re taking action to crack down on dangerous and health practitioners who take advantage of vulnerable Victorians,” said the Minister for Health Jill Hennessy.

“Our tough new laws will give the health complaints commissioner the power to name and shame and put these dodgy health providers out of business for good.”

Under the proposed new laws, the existing health services commissioner will be replaced by a new watchdog, the health complaints commissioner, creating a more comprehensive health complaints system that better protects the public and providers of health services.

The new commissioner will receive beefed-up powers to take action against dangerous and unethical health providers who are not registered under national health practitioner regulation law.

The new laws follow on from a series of scandals in June last year which saw some dentists pursued for practicing without registration. Other examples include a

formerly registered dentist who claimed ‘ozone therapy’ could cure cancer, or people purporting to be able to ‘convert’ gay people through medical or therapeutic means.

The commissioner will also have the power to instigate an investigation even when no complaint is lodged, for example, if the media have uncovered an unscrupulous unregistered provider making fake or harmful claims.

Individuals who breach the Commissioner’s ruling would face up to two years in prison.

If the community is at risk, the commissioner will be able to issue public warnings and name and shame providers in the media in order to protect the public.

The laws will also prevent healthcare practitioners who are not regulated under national health practitioner regulation law and are banned in other states from moving to Victoria and offering their healthcare services there.

For example, under the new legislation, a midwife who is prohibited from practising in South Australia would automatically be banned from practising in Victoria, whereas previously a complaint would need to be lodged about the midwife’s care before the health services commissioner could take action.

Victoria cracks down on dodgy health providers

Victoria has created a new health watchdog that will have greater powers

to crack down on dodgy providers.

NEWS & EVENTS

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Bite magazine 11

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Sporting our new look!T

he Australian Dental and Oral Health Therapists Association (ADOHTA) is calling upon governments both federally

and at a state and territory level to consider ways of improving access to oral health care to people in remote rural and regional areas, saying that more needs to be done for those living outside of major capital cities.

ADOHTA president Hellene Platell says, “We really need to see some work or support being given to those people and/or practitioners who live in these areas in order to ensure they have access to fair and equitable dental care similar to that of metropolitan dwellers.”

Recent reports have cited a lack of visiting oral health services in many rural and remote locations across Australia with some ranging from no visiting dental services to once a month. Platell says that the government needs to look to a cooperative approach in which general practitioners (GPs) in these areas are able to utilise the oral health practitioners (OHPs) [dental therapists, oral health therapists and dental hygienist] to ensure the better health outcomes and quality of life for patients.

“While the numbers of OHPs are fairly evenly distributed across metropolitan, regional, outer regional, remote and very remote locations, the level of care provided and a recent report on dental workforce in Australia show that the current system isn’t working and it needs to be addressed.”

Platell goes on to explain that while a number of OHPs are employed in public dental services based in regional and remote areas, there

are a number of issues surrounding workforce underutilisation.

“What we are finding is that while our members are based in these communities, many general practitioners who are often queried for dental advice or dental issues are unable to work with these qualified professionals.”

“This is primarily due to the lack of clarity and consistency in state and territory government policies that establish that OHPs can provide restorative treatment, for example providing fillings or radiograph and assessment.”

Platell says state and territory governments should explore and support a formal cooperation or relationship between medicos and OHPs as a cost effective way to ensure that all Australians have access to and are receiving the best dental care possible.

“There are a number of situations where our members work closely with locally-based general practitioners and specialists to assist in providing dental services to patients. For example, while our members are not qualified to conduct a permanent tooth extraction they are able to take

a radiograph, assess and administer local anaesthetic and then the doctor can remove the tooth, working closely with a dentist via video or teleconference in remote locations.

“This saves the patient having to wait weeks in pain for the dentist’s next visit, having several courses of antibiotics and the doctor is more confident in helping the patient.”

Platell says Australia has invested in building the capacity of OPHs by training and education (three-year bachelor degrees) and, since 2010, registering them nationally through the Australian Health Professionals Registration Agency (AHPRA).

“We have recently been in consultation with the federal government and look forward to engaging the relevant state and territory counterparts in the near future to see what can be done to address this issue and also the utilisation of the OHP workforce overall throughout Australia.”

“We believe that OHPs can be supported to work in ways that make a greater contribution to improving the oral and general health of Australians, both in our cities and in rural and regional areas.”

ADOHTA wants to bridge the medical-dental divide in the bush

NEWS & EVENTS COVER STORY YOUR TOOLS YOUR LIFEYOUR WORLD

12 Bite magazine

Sometimes you want to run for the hills after

a long and busy day, and some of us go so far as

to do it. Amy Gray chats to some converts who have made the trade from city surviving to

country living.

A change of scenery

Bite magazine 13

As the astronomy capital of Australia, everyone goes to Coonabarabran to see things clearly. It’s no wonder Dr Vicky Prokopiou gave away her practice in

Sydney for something better and brighter in this town of 3,000 people.

“There’s always a social thing happening, even though it looks like a quiet town. I love the people, and it’s beautiful,” she says.

Dr Prokopiou and her husband Peter Samios chanced upon the idea of moving to “Coona” when they met people from the town at a party in Sydney. “They told me I should move there, and that’s how it all started. They planted the seed.” Once the couple made the move Peter quickly found work at StarFM in Dubbo, as Dr Prokopiou spent nine months looking for the perfect building while juggling jobs in Sydney and Coonabarabran.

Referring to the nine months of real estate hunting as her “gestation”, Dr Prokopiou used her time wisely by getting to know the community. She would introduce herself to people running the local shops and restaurants, letting them know she was looking to start up a practice and asking for their opinions. By the time she opened her practice, there was a welcome bouquet awaiting her… and a line of patients.

Getting Dr Prokopiou on the phone is a challenge—she finds she’s busier in Coonabarabran than she ever was in Sydney. “There’s six of us now!” she exclaims, with new graduate dentist Dr Aaron Gasgoine joining the practice in December.

In Parkes, also famous for its connection to astronomy, Dr Khazima Riaz arrived with her young family and started working at an existing dental practice. Dr Riaz and her husband, locum doctor Usman Cheema, “wanted to get out of the rat race—we moved here and never looked back”.

For Dr Riaz, life in Parkes offers everything her former Rose Bay life couldn’t. “It’s massively different”, she says. “I have such great job flexibility, especially with [my] kids, and can do 9am to 3pm as a working day. It’s de-stressed us all—Sydney is full-on in comparison.”

In fact, her boys are enthusiastic converts to Parkes—jumping into the sports community, skyrocketing ahead with their grades and refusing to go back to their old city: “they don’t like going, they love being here,” she laughs.

While both Drs Prokopiou and Riaz have found their places in their communities, they also both took advantage of the Dental Relocation and Infrastructure Support Scheme (DRISS). The scheme allocates relocation or infrastructure grants to encourage dentists to move to regional or rural areas. Grants are based on an applicants’ business case.

Dr Riaz used her grant to pay for the relocation and set-up costs to move to Parkes. She initially started working with Dr Mike Richardson, who later fell ill and passed away. Dr Riaz then took over and modernised the practice. “Before, it wasn’t a service, but it is now”, she says, referring to a more comprehensive patient care model, including education and advertising. “I’m used to that, coming from Sydney.”

Dr Prokopiou also brought a fresh take on dentistry and patient care: “It’s modern, it’s up to date, it’s what I know and they appreciate it.” She used the grant to start a new dental practice and bought an X-ray machine, which she believes has given her a competitive advantage in the community—plus peace of mind. “I wouldn’t be comfortable without it (the machine),” she says. “I’ve always had one, so I’m really glad we’ve

been able to access one with the grant.”She was not daunted about starting

iDental from scratch in Coonabarabran, having already built her own practice in Sydney’s Burwood. “That [experience] made me a bit more assured,” and it shows in her approach. By the time she opened her practice, the entire community knew and came on board.

Dr Prokopiou has translated that awareness into more community work offering flexible dentist care and education. She visits schools and old peoples’ homes to explain good dental maintenance and identifies younger people who may be interested in dentistry, inviting them into the surgery to learn the ins and outs of the career.

These are all things that make both Drs Prokopiou and Riaz part of their respective communities. Dr Prokopiou believes people know “we’re there in emergencies,” providing modern care without the need to travel to other communities. “People in rural areas

The team from iDental in ‘Coona’.

Dr Khazima Riaz

YOUR WORLD

14 Bite magazine

Prokopiou has finally figured a solution: “we’ve got to plan ahead and block out our dates, so we can maintain our education as well as our patients.” By blocking out time, patients can be booked around time away spent learning.

Despite some unique challenges, DRISS has been invaluable for both dentists, whether in defraying costs or ensuring their surgery has the equipment they need. The scheme has become hugely popular with dentists around Australia and many have relished their tree-change, with 58 per cent of DRISS grant recipients intending to stay in the area for over three years and 25 per cent planning to stay rural for at least a decade. Khazima agrees. “We’re building! We don’t ever want to leave!”

Dr Khazima Riaz

“I have such great job flexibility, especially with [my] kids, and can do 9am to 3pm as a working day. It’s de-stressed us all—Sydney is full-on in comparison.”

Quote

realise that customer care is vital,” and Dr Prokopiou ensures they get what they

need. “I want to take the extra 10 minutes talking with people,” she says. The move has stretched both dentists’ knowledge, with patients aged anywhere between two and 92 years old. “Here you need to take

a bit more charge, because people can’t always travel,” says Dr Riaz. Both dentists agree that meeting the needs of an entire community has made them truly hone their generalist skills.

But the demand for their services has also made them

so busy it makes attending CPD courses—the very tool to help expand their skills—more difficult. But Dr

ADX16 Sydney —Australia’s Premier Dental Event

Excitement is building for Australia’s premier dental event, ADX16 Sydney, to be held over 18 - 20 March 2016.

ADX16 Sydney allows you to see more, buy more, and learn more.

Bringing together Australia’s dental community, ADX16 Sydney combines Australia’s largest dental exhibition with a continuing professional development program delivered by local and international opinion leaders.

Visit the exhibition website and start planning your attendance now.

www.adx.org.au

ADX16 on Twitter@AdxSydney

ADX16 on Facebookwww.facebook.com/adx.sydney

ADX16 Sydney is easy for you to

attend with great traveland accommodation

options available via theexhibition website.

ADX16 Sydney will be held at Sydney’s

dedicated exhibitionvenue, the Sydney

Exhibition Centre @Glebe Island.

ADX16 Sydney

See more Buy more Learn more

18 – 20 March 2016

ADX16 Sydney —Australia’s Premier Dental Event

Excitement is building for Australia’s premier dental event, ADX16 Sydney, to be held over 18 - 20 March 2016.

ADX16 Sydney allows you to see more, buy more, and learn more.

Bringing together Australia’s dental community, ADX16 Sydney combines Australia’s largest dental exhibition with a continuing professional development program delivered by local and international opinion leaders.

Visit the exhibition website and start planning your attendance now.

www.adx.org.au

ADX16 on Twitter@AdxSydney

ADX16 on Facebookwww.facebook.com/adx.sydney

ADX16 Sydney is easy for you to

attend with great traveland accommodation

options available via theexhibition website.

ADX16 Sydney will be held at Sydney’s

dedicated exhibitionvenue, the Sydney

Exhibition Centre @Glebe Island.

ADX16 Sydney

See more Buy more Learn more

18 – 20 March 2016

NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFEYOUR TOOLS

16 Bite magazine

Ground zero

Bite magazine 17

After last year’s infection control scares, the Dental Board has streamlined the information process to help practitioners keep up with the continual

evolution of dental guidelines, writes John Burfitt.

infection scare, the Dental Board of Australia joined with the Australian Health Practitioner Regulation Agency to host a forum on effective infection prevention and control by dental practitioners. The forum reviewed the current guidelines and explored the expected standards of infection prevention and control practice, and the resources available to meet those standards.

As a result, the Dental Board has since issued further advice to registered dental practitioners, stressing the need to have a comprehensive infection control manual in their practice, and to adhere to three detailed documents so all practice staff meet the current standards.

Those three core documents are the NHMRC Guideline for the Australian Guidelines for the Prevention and Control of Infection in Healthcare, the Australian and New Zealand Standard 4815, which covers office-based practice, and the current edition of the ADA Infection Control Guidelines. The Dental Board has also advised registrants that the Australian National Guidelines for the Management of Health Care Workers for workers known to be infected with blood-borne viruses are relevant to dentistry. Based on these core documents, each dental practice must prepare their own manual, outlining how the requirements in those core standards and guidelines are being implemented at that particular workplace.

With all these reference documents providing a wealth of information and presenting new inclusions, alterations and omissions, there is little surprise that the Dental Board’s website includes the

With words like ‘hepatitis’ and ‘HIV’ alongside the title of ‘dentist’ in the headlines of July last year, there was

little good news for the dental industry in the media stories about the hygiene breaches and fears of infection within a number of Sydney dental clinics.

The stories detailed the cases of breaches of infection control at the clinics, which resulted in the reported suspension of at least five dentists, while another three had conditions placed on their registrations.

The most revealing admission about the experience, however, came from one of the dentists involved—industry veteran, Dr Robert Starkenburg. He admitted he had difficulties keeping up with the ever-changing regulations about infection controls. Dr Starkenburg was quoted in The Sydney Morning Herald as saying, “In the last eight years, they have upgraded the protocols a lot.”

He was not the only dentist to have thought so, or indeed struggled to keep up with the continual evolution of dental infection control guidelines. Adelaide’s Dr Peter Alldritt, chair of the Australian Dental Association’s Oral Health Committee, states that monitoring the guidelines needs to be a constant part of a dentist’s job: “It is our responsibility as practitioners dealing with patients to check through all those details and always be [up to date] with the latest information coming through,” Dr Alldritt says. “But sometimes it can be challenging to follow what has stayed the same, what has changed and what the new recommendations are. One of the most important things is for the appropriate boards to offer simple, direct messages to follow.”

Getting up to speedIn October, only months after the

telling admission. It states: “It was acknowledged at the forum that it is sometimes confusing for dental practitioners to understand how each of the different reference documents listed in the Board’s Guidelines apply to their practice. You should be familiar with each of these documents and think about how they apply to you and your workplace.”

What has been presented is not new information—but is now clearer, better

YOUR BUSINESS

18 Bite magazine

presented and easier to follow, says Professor Laurence Walsh, editor of the ADA’s Infection Control Guidelines.

“That’s probably been the single biggest learning from the events of last year, that when it comes to infection controls, anyone working in a dental practice has a responsibility to follow the guidelines,” he says.

“By putting out this clear set of guidelines on the website, the Board is reminding dentists that these core documents do change and do get updated, and it is up to everyone to make sure they have the latest materials to refer to.”

The three core guidelines present a national approach to the topic, to be considered the definitive resource on the topic in the wake of the confusion between various state health departments on what were relevant practises and what were not.

Included with the latest advice are a fact sheet and a frequently asked questions section.

The latest guidelines, released in October 2015, have an accompanying self-assessment tool as an attempt to refine the volume of information to just

the essential points.“In dentistry, we have practitioners

who are ‘lumpers’ and some who are ‘splitters’, and our approach is to appeal to both groups,” Professor Walsh explains. “The lumpers want things that have been worked out for them, with the message clear and simple for them to follow.

“For the splitters, we have produced the Practical Guide to Infection Control Guidelines, which is a mini textbook with 23 chapters, each of which covers a particular topic in great detail.”

Where it gets trickyThe main areas of confusion that have been presented as regular queries to both the ADA and the Dental Board in recent years about infection control refer to sterilisation processes and hand hygiene.

“We get a lot of questions about the quality of processes with sterilisation, and the suitability of steam sterilisers for certain things, and what the different cycles are suitable for,” Professor Walsh adds.

“We still get questions about hand hygiene and alcohol-based gels and whether they are scientifically good or not. On these issues, the dentists just want evidence and some direction.”

Two areas of confusion that Dr Peter Alldritt has noticed are batch-control identification—documenting which equipment has been used for which

patients—and immunisation. “With the instruments, I know some people are unsure if they need to use batch codes for instruments for all patients or only some, such as those having oral surgery,” he says. “Some people are also questioning immunisation and choosing not to be tested for infections like hepatitis B, but the Board’s position recommends that everyone is.”

No delegationDr Sharon Liberali, chair of the ADA’s Infection Control Committee, believes the main misunderstanding is about just who is responsible for infection control procedures in a practice. She hopes the new guidelines resource will mark a turning point for the industry.

“The greatest confusion for many practitioners is they are not completely aware it is their personal responsibility to ensure correct infection control procedures are followed in the clinic environment, and they actually agree to this responsibility each time they re-register with the Dental Board of Australia,” she says. “This is the case whether you are an employee dentist or an employer dentist. This is a responsibility that we can’t delegate.”

Dr Peter Alldritt, Australian Dental Association Oral Health Committee

“One of the most important things is for the appropriate boards to offer simple, direct messages to follow if they want them to be acted upon.”

Quote

The three essentialsThe Dental Board of Australia recommends every practitioner have an up-to-date copy of:

✔ NHMRC Guideline for the Australian Guidelines for the Prevention and Control of Infection in Healthcare;

✔ The Australian and New Zealand Standard 4815;

✔ A current edition of the ADA Infection Control Guidelines.

JOIN US TO LEARN MORE

Prof. Dr. Stefan FicklMelbourne 25 July 2016 Sydney 27 July 2016Brisbane 29 July 2016

Extraction Socket / GBR Hands-On CourseTreatment strategies for soft & hard-tissue management Esthetic and functional concernsIn many cases periodontal patients need to be restored with dental implants. As hard and soft tissue defects already pre-exist in these patients, strategies for soft and hard-tissue augmentation have to be developed, which are suitable for a patient with history of periodontitis.

This unique course has a focus on the following key areas and will also include some hands-on sessions.

The periodontal patient: treatment strategies to treat and restoreModified anti-infective strategies in the field of non-surgical periodontal therapiesRefined regenerative approaches combining GTR procedures with soft tissue management

The aesthetic patient: treatment strategies for soft and hard tissuePeriodontal plastic surgery techniquesRidge augmentation including soft tissue grafts and contemporary alternatives to connective grafts

Registration Enquiries Visit our CPD website for our upcoming coursesT 1800 776 326 / E [email protected] www.geistlich.com.au/cpd

Roll up Your Sleeves and Donate BloodDID YOU KNOW….

….that Geistlich Bio-Oss® is the leading bone substitute in oral regeneration, and has been used successfully over the last 30 years.

Geistlich Bio-Oss® is TGA approved Geistlich Bio-Oss® products are approved by the Australian Red Cross Blood Service

This course is intended for anyone interested in expanding their treatment options for extractions and hard and soft tissue grafting techniques.

JOIN US TO LEARN MORE

Prof. Dr. Stefan FicklMelbourne 25 July 2016 Sydney 27 July 2016Brisbane 29 July 2016

Extraction Socket / GBR Hands-On CourseTreatment strategies for soft & hard-tissue management Esthetic and functional concernsIn many cases periodontal patients need to be restored with dental implants. As hard and soft tissue defects already pre-exist in these patients, strategies for soft and hard-tissue augmentation have to be developed, which are suitable for a patient with history of periodontitis.

This unique course has a focus on the following key areas and will also include some hands-on sessions.

The periodontal patient: treatment strategies to treat and restoreModified anti-infective strategies in the field of non-surgical periodontal therapiesRefined regenerative approaches combining GTR procedures with soft tissue management

The aesthetic patient: treatment strategies for soft and hard tissuePeriodontal plastic surgery techniquesRidge augmentation including soft tissue grafts and contemporary alternatives to connective grafts

Registration Enquiries Visit our CPD website for our upcoming coursesT 1800 776 326 / E [email protected] www.geistlich.com.au/cpd

Roll up Your Sleeves and Donate BloodDID YOU KNOW….

….that Geistlich Bio-Oss® is the leading bone substitute in oral regeneration, and has been used successfully over the last 30 years.

Geistlich Bio-Oss® is TGA approved Geistlich Bio-Oss® products are approved by the Australian Red Cross Blood Service

This course is intended for anyone interested in expanding their treatment options for extractions and hard and soft tissue grafting techniques.

NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFEYOUR TOOLSYOUR BUSINESS

20 Bite magazine

To keep your business running

smoothly, take a look at the three Ps—profitability, productivity

and performance.

By Kerryn Ramsey

Profitability, productivity and performance—these are the three pillars of a successful business. Understanding the interrelation of these indicators, and getting the

balance right, is essential for the long-term growth of any business. This is especially true of dental practices in the current economic climate.

“There have been many changes in the profession,” says Tony Kalmin, head of NSW Commercial Finance at BOQ Specialist. “If you were opening a practice 20 years ago, there was an absolute guarantee that you would succeed. These days, dentists need to be more cautious when it comes to finance as there’s much more competition at the moment.”

Stephen Guthrie, director of Prosperity Health, agrees: “We have an emerging oversupply of dentists in Australia and there are lots of people out there willing to work,” he says. “However, you don’t want to be engaged in a race to the bottom on price.”

Taking a careful look at your practice profitability, productivity and performance—and adjusting accordingly—is the best way to ensure and maintain a successful business.

three Ps

The

YOUR BUSINESS

Bite magazine 21

“Collaboratively, amazing things can happen in a team. There’s no place for individuality anymore,” says Wren.

According to Guthrie, team alignment is essential. “We need to get the whole team—dentists, contracting specialists, therapists, hygienists, admin team—all aligned behind a central shared vision. We’ve found that if it’s just the practice manager or owner-dentist waking up in the morning and deciding that life’s going to be different, there’s going to be failure to execute. You need to identify the issues, and get engagement and alignment from the whole dental team in order to get everyone working together on the same strategy, in the same direction.”

PERFORMANCE While it may seem difficult to quantify performance, it’s far from impossible. According to Wren, “You need milestones. Anything worthwhile is measurable. Work out what the KPIs [key performance indicators] are for every role in the practice, then measure

PRODUCTIVITYDentists are most productive when they’re utilising their maximum skill level—ie. performing dentistry. Productivity drops when they spend time on tasks that should be delegated to other staff.

The same rule applies to all staff in a dental practice, whether practice manager, dental assistant, hygienist or receptionist. Productivity is maximised when they are utilising their maximum skill level completing tasks for which they were employed. Effective delegation of responsibilities is a critical element of productivity.

Chris Wren of Highland Financial, author of his self-published business book for dentists, Financial Hygiene, says that supporting your staff also keeps productivity working smoothly.

“Every voice should be heard,” he says. “It keeps staff happy and encourages them to contribute, rather than do just what they have to do.” In fact, he says that the new catchphrase in business is collaboration.

PROFITABILITYProfit is simply the amount of revenue left once the expenses related to generating that revenue have been paid. Net practice profit is the total revenue minus total expenses.

Maximising profitability of a dental practice is a juggling act between income and overheads. Should you lower or increase fees? Reduce the marketing budget? Employ more staff? Purchase high-end equipment? All these decisions have an impact on profitability that can sometimes be counter-intuitive. If you cut fees will you attract greater numbers of patients to increase profits? Or will the same number of patients simply enjoy cheaper dentistry leading to a decrease in income?

While some costs are fixed—rent, mortgage, utilities, etc—variable costs need to be carefully considered. Investing in expensive technology is one of the biggest costs a practice encounters. According to Tony Kalmin, who’s been working with dental practitioners for the past 15 years, it’s important to do the maths. “How many times will you use the equipment and what fee will be charged for the work being done. Look at the monthly payments and figure out if the equipment will actually pay for itself,” he says.

It’s also important to fully utilise the space you’re paying for—whether rental or mortgage. “Many practices end up with excess capacity that they’re not using,” says Stephen Guthrie. “Look at your practice across the course of a week—how many sessions do you actually fill? Quite often, there’s a low utilisation because someone’s only working two days a week in one room, or just a morning or afternoon shift. In these cases, 40 to 50 per cent of income earning capacity is being lost because available resources are not being used to their maximum.”

Look at the mix of services offered—such as diagnostic, preventative, surgery, cleaning and consulting. “You may need to introduce new services or you may need to skew your offering towards particular areas,” says Guthrie, who runs regular practice improvement workshops for dentists and staff.

each employee against their KPI. Fix the problem if staff fail and reward them when they reach or exceed the KPI.”

Have a good, hard look at how busy staff members are and how much of their

YOUR BUSINESS

of the business,” says Tony Kalmin. “Not only will it improve staff longevity and turnover, the interaction with patients is improved when the receptionist and the dental nurse feel like they’re part of the business, and not just an employee of the dentist.”

Overall, to improve your profitability, productivity and performance, it’s worthwhile talking to a finance specialist well versed in the profession. While it’s undeniably important to get the right balance in your current practice, don’t forget to keep an eye on the future. Expanding a practice or opening a satellite surgery needs to be factored in. “It’s important to look at the long-term plans,” says Kalmin. “It’s simply a matter of due diligence.”

time is actually spent seeing patients. “Top performing firms are averaging between 80 and 90 per cent utilisation of dental services assistants,” says Guthrie. If staff members are not seeing patients,

if they’re not really busy, you have to work out why. It may be necessary to change the mix of when people are available to work.

Performance also comes from improving relationships with patients. “You can get a result straight away if the person feels like they’re part

22 Bite magazine

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Meet The Leading Suppliers AtADX16 Sydney – 18-20 March 2016Sydney Exhibition Centre @ Glebe Islandwww.adx.org.au

Open to opportunities in rural Australia?TAKE A CLOSER LOOK.Government grants are available for registered general dentists who want to work in private practice in a location more regional, rural or remote than their current location.

Look what’s on offer:

• Relocation grants of $15,000 to $120,000

• Infrastructure grants up to $250,000

To see if you’re eligible: Visit: www.rhwa.org.au/dentalEmail: [email protected] Freecall: 1800 475 433Dental Relocation and Infrastructure Support Scheme is funded by the Australian Government and administered by Rural Health Workforce Australia.

The 2016 funding round is open from 22 February–24 March 2016

Tony Kalmin, BoQ Specialist

“You can get a result straight away if the person feels like they’re part of the business.”

Quote

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NEWS & EVENTS YOUR BUSINESS YOUR TOOLS YOUR LIFECOVER STORY

24 Bite magazine

In this vast country of 24 million people, an estimated 66 per cent live in the major cities, leaving the remaining six million spread out across eight million hectares. An estimated 200,000 live in remote

and very remote communities, largely in Western Australia, rural Queensland and the Northern Territory. Access to amenities and healthcare in these communities is not a new issue, but recent calls from the Australian Dental Association (ADA) have brought the need for increased dental services into focus again.

Recent evidence indicates that the long-term improvements in oral health achieved in Australia during the 1970s and early 2000s have plateaued or started to go backwards, with 31 per cent of the adult population reporting an oral health impact in 1994, compared to 39 per cent in 2008.

These findings were confirmed by

The wide brown land

Remote communities and regional workers are increasingly reliant on fly-in/fly-out dental

services for their healthcare but their oral health is still lagging behind. The ADA says we

need to think big, reports Sita Simons.

Filling the Gap—Disparities in oral health access and outcomes between major cities and remote and rural Australia, a report released by the Royal Flying Doctor Service (RFDS) in September 2015. The breakout statistics reveal the enormity of the oral health challenge, particularly in rural and remote areas.

Of the many substantial health challenges facing Australia in the 21st century, oral health is arguably the greatest. This is not just because teeth are essential tools for everyday life and can cause great discomfort if diseased, but also because of the growing body of research and statistical correlations between untreated oral disease and certain cardiovascular diseases, respiratory illnesses, and other chronic diseases.

For over 85 years, the RFDS has provided emergency aeromedical and primary healthcare services to rural and remote Australia, helping over 280,000 people last year—or one every two minutes.

The mouth-body connectionCardiovascular disease and respiratory illness are two of the three most common reasons for an emergency evacuation of a patient from remote Australia. Other diseases—including endocarditis (inflammation of the lining of the heart), stroke, aspiration pneumonia, diabetes, kidney disease and some adverse

Bite magazine 25

The wide brown land

26 Bite magazine

pregnancy outcomes—also trigger emergency evacuations of patients. All of these can also be associated with poor oral health.

As understanding of the associations between general health and oral health have grown, the RFDS has set up a number of successful clinics in previously chronically underserviced regions. Since 1998, the RFDS has operated a full-time dental service out of Broken Hill Base and, since 2012, The Outback Oral Treatment and Health (TOOTH) program has run from the Dubbo Base Hospital.

The program has provided 695 clinics and treated 4,992 patients across the remote NSW communities of Bourke, Collarenebri, Goodooga and Lightning Ridge, where access to dental care was either non-existent or extremely challenging. Dentists also travel on week-long ‘fly-in, fly-out’ clinics visiting remote cattle stations and towns not regularly serviced by the RFDS.

In tandem with the RFDS, many private practices run scheduled clinics in remote areas, but the size is a factor. When the town is big enough, the infrastructure

COVER STORY

but that does introduce rather a different standard of care. Some would argue that some care is better than no care, and certainly better than total neglect, which can of course have dire consequences,” says Dr Olive.

“The key issue is there is a population of people who are underserviced because they live in very small communities where it’s not viable for a private dentist to set up a practice,” says Dr Olive. “It’s an expensive business setting up a clinic, and a private practice would need the population to support it. So we have to look at other ways of servicing these communities.”

“We think a good model is for a government funding arrangement that suits either private or public, that is contributing more to set up the infrastructure in these remote and very

to run a full orthodontic and emergency facility will be there, often attached to a public hospital. Issues of access also factor in, as president of the ADA, Dr Rick Olive says.

Though gains have certainly been made, Dr Olive suggests there is a shortfall of around 100 dentists, based on the ratio of 50 dentists per 100,000 people deemed to provide the requisite level of care in the rest of the population. Olive has recently called for further funding to service the estimated 500,000 people who are currently underserviced.

Doctors as dentistsA research paper recently published in the Medical Journal of Australia drew examples from a dozen medical practices in small communities from Tasmania, South Australia and Queensland, some with visiting dentists but none with resident dentists, where medical doctors had to provide basic dental treatment. One of the doctors surveyed said he had undergone some basic dental training.

“You could look at that and suggest it is an option to give GPs dental training,

City vs countryThe discouraging findings revealed in the report include:

• Childhood cavities are 55% higher for remote area children than children in major cities, and the number of filled teeth in remote area children is double that of city children

• Nearly a quarter (23%) of adults in major cities have untreated tooth decay, but this rises to over one-third (37%) of remote area residents

• More than half (57%) of Indigenous Australians have one or more teeth affected by decay

• Six in 10 (63%) major city adults visited a dentist in a year, compared to little more than four in ten (45%) visiting a dentist in remote areas

• One in three (33%) remote area residents had a tooth extraction in a year compared to little more than one in 10 (12%) people from major cities

• Cities have three times as many working dentists than country areas, with 72 dentists for every 100,000 people in cities compared to only 22 for every 100,000 people in the country

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remote communities, and then contracting the dentists to fly-in/fly-out. It happens in some regions, but not across the board.”

The funding modelThe very remoteness of some parts of Australia is a challenge for the models of care that work elsewhere. Smaller towns may have poor airport access—one flight a day, if that—and fares would typically be very expensive. “There is some funding from government authorities to service these areas, but it’s just not happening on the sort of scale it needs to be on to address the problem,” says Dr Olive.

Funding to actually access services is an ongoing concern, particularly as socio-economic status tends to be lower in the most remote areas. Olive is in favour of a Commonwealth contribution scheme, which expands upon the existing Child Dental Benefits Schedule.

“The Child Dental Benefits Schedule has underspent since it was established two years ago, with the uptake by those eligible standing at only 30 per cent. If you extended that model to other targeted groups, you could get an indication of what the funding level would need to be. Some sort of basic cover across the board would be totally appropriate, and we would be making a budget submission on that basis this year, extending to age pensioners and all those on a healthcare card. We believe that it’s a manageable process.”

Filling the rolesFinding dentists to take up positions in very remote areas has been problematic in the past, but authorities seem to agree that there has been significant improvement. The Dental Relocation and Infrastructure Scheme (DRISS) which has been running for three years and has bipartisan support, has successfully relocated 100 dentists from high-density areas to outback and rural communities. There is a current oversupply of dentists and graduates, and Olive points out that jobs, no matter where, garner a high number of applicants.

Going back 10 years or more, however, it wasn’t the same story.

Dr Paul Ancell from Coopers Plains Dental undertook his first fly-in/fly-out

Bite magazine 29

(FIFO) trip in 2004, to Barcaldine in Western Queensland, where Queensland Health had been having trouble securing a permanent dentist.

“As a practice, we decided to take on the contractual agreement and we flew out to Longreach, then drove 100 kilometres, and set up for a week in Barcaldine. The word was out from the beginning, and we were immediately inundated with acute and long outstanding oral health problems. It was a very successful and well-received trip and we knew then and there that there was a desperate need we had to manage.

“I was only three years out of university, and had seen a fair range of periodontal disease, I was shocked—the extent of disease and what people had been enduring was staggering to me in these people who had had such poor access to services. There was a quite a bit of home dentistry going on too, with self extractions and so on.”

They have now sourced a permanent dentist and Dr Ancell believes a number of factors have improved outcomes and the outlook for very remote communities.

“When the James Cook University opened in Cairns, it meant most graduates were actually from these areas, and so more like to want to stay there. We opened a practice in Emerald, and two of our dentists would FIFO from Brisbane, which worked but still doesn’t give the patients the same consistent level of care the rest of the country gets, and we can’t deliver the ongoing preventative health messages as much as we’d like. But we’ve recently employed four graduates, and while we are committed to keeping up regular contact in a mentorship capacity for the new dentists, the overall aim is to have strong practices in these areas that can function independently and provide the high level of care that every community in Australia deserves.”

Dr Paul Ancell, dentist at Coopers Plain Dental

“I was shocked—the extent of disease and what people had been enduring was staggering to me in these people who had had such poor access to services.”

Quote

The RFDS targets

communities that are under-

serviced due to their

remoteness.

The Royal Flying Doctor Service has set up dental

clinics in remote regions.

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Quick Straight Teeth (QST): A clinician’s perspective by Neil Lutton

This article reviews the benefits of limited-objective orthodontics in meeting aesthetic demands and as an additional skill to improve the quality of cosmetic dentistry offered by dentists. It draws on personal experience and recommendations. A simple case study demonstrate the types of results that can be achieved.

History and TerminologyCompromise orthodontic treatment plans are not a new phenomenon. This concept, which Profit describes in his book “Contemporary Orthodontics” as limited outcome orthodontics for adult patients, has recently been rebranded and commonly referred to as short-term orthodontics or STO. The name is a misnomer and is disliked by some, as it implies this treatment claims to be quicker on a like-for-like basis, than conventional (or comprehensive) orthodontics.

Despite this it is an appealing term to patients, hence the increasing number of companies offering this type of treatment. It is up to dentists to inform patients what this treatment can actually achieve and for specialists and generalists to understand how patients may benefit.

Personal ExperienceIt is important to stress that STO is definitely not a substitute for full (or comprehensive) orthodontics. Rather, it is an extension of cosmetic dentistry and an aesthetic alternative to veneers and crowns. There is a paradigm shift occurring in dentistry. Many patients desire an improvement in anterior dental aesthetics rather than a change to their skeletal, dental or soft tissue factors relating to malocclusion. We need our specialists more than ever to address those concerns and we will make them busier by sending them these patients. The tide, thankfully, is turning with specialist orthodontists who are early-adopters benefitting from an increased number of referrals to them from clinicians such as myself. Everyone is busier because there is a heightened awareness of orthodontics.

In my practising career and postgraduate training I always took an interest in orthodontics. Like most general practitioners that preferred to move teeth rather than brandish a handpiece, I started with removable aligners as there was only one orthodontic company providing training to GDPs in the early 2000s. It was a system that allowed GDPs to improve patients’ smiles. However it was slow, inaccurate, frustrating and the overheads for the

practitioner were astronomical. Around this time I planned to investigate the concept of STO which was increasing rapidly in popularity in the US and UK. I signed up to a course in Sydney. During the course I realised the concepts being delivered were exactly those I had been prescribing my patients, yet the issues I had with aligners were also resolved using fixed appliances.

STO has been a fantastic addition to my skill set. It is the most rewarding aspect of my career to date. I look forward to a working day when I have an orthodontic appliance review.

QSTAfter experiencing first hand many of the popular STO, anterior alignment and cosmetically-focussed orthodontic systems I have been most impressed with the package offered by QST for the following reasons:

Quality of the trainingThe QST package is the most economic overall and there is no reduction in quality of training. It shows commitment to advocating the benefits of STO to the wider demographic of GDPs. QST aim to keep the general dental practitioner safe and within their scope of practice.

Quality of the product This is paramount to the success of treatment. With a number of inferior systems I have used, the quality of the product has caused me numerous headaches, loss of income and slowed down treatment time. QST only use top quality 3M Gemini ceramic brackets and 3M orthodontic bonding agent and composite. The aesthetic tooth coloured wire also tends not to delaminate as much as other systems, exposing unsightly bare metal underneath. This is crucial when offering aesthetic appliance systems to

patients. The indirect bonding trays are clean, polished and delivered on 3D printed models. The products are reliable and bonding is proven and efficient. You will not need to rebond individual brackets.

Ongoing supportQST offers a comprehensive online support platform where your cases can be uploaded and specialist advice can be obtained at any point in treatment. This is a wonderful safety net at first, meaning you don’t stray too far out of your comfort zone, but it also allows you to gauge your own treatment planning skills.

Added valueQST offer indirect bonding trays with top quality 3M ceramic brackets, aesthetic wires and bonding components at a very competitive price compared to other systems. This alone is reason enough to choose them. In addition they also offer beautifully crafted bonded retainers, removable vacuum-formed retainers and hydrogen peroxide whitening gel. You also get as much support and advice, from specialists, as you need and whenever you need and within 24 hours! This is all included in a value package. It just doesn’t make clinical or economic sense to go elsewhere.

Financial impactTreatment costs $6000Overheads $1200Profit $4800

Surgery Time Consult 20minsRecords 30minsBondup 60-90minsReviews 20-30mins x6/7Debond 60minsCirca $700-800 p/h

The patient’s main complaint was that she hated the “snaggle” tooth sticking out on the upper left and wanted an improvement in less than one year. She had a class II division 2 incisor relationship on a skeletal II base, with an increased and complete overbite. There was a narrow upper anterior dental archform, hyperactivity of the mentalis muscle and a lower lip causing retroclination of the upper and lower anterior teeth. The upper left lateral incisor, falling outside of lower lip control had a normal angulation clinically.

The treatment plan was to align the upper anterior teeth by proclination and use IPR to minimise any potential increase in overjet, which was to be expected in such a case. This would be followed by cosmetic contouring of the upper canines and indefinite (lifelong) retention with fixed and removable retainers.

Although comprehensive orthodontics was offered, the patient declined this in favour of a simpler approach.

Refererences: Proffit W, Fields Jr HW, Sarver DM. Contemporary Orthodontics. St Louis: Mosby, 2006: 282

Case 1: Duration 6 months

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Quick Straight Teeth (QST): A clinician’s perspective by Neil Lutton


32 Bite magazine

Have you noticed how everyone from banks to health insurers, gyms, hotel chains, supermarkets and even your local doctor has a blog, Facebook page

or sends out an email newsletter? Rather than using traditional marketing

strategies like paid-for advertisements, a growing number of companies are evolving into publishers, by creating content that’s useful and relevant to customers who have grown tired of intrusive advertising.

And you needn’t be a big corporate to make this approach—called ‘content marketing’—function as an effective promotional tool for your dental practice. In fact, many marketing experts believe it’s the only strategy small businesses should use to create real trust between brands and consumers, which for dentists translates into a larger and more loyal client base. Here’s how to implement a content marketing strategy at your practice.

Dental practices can bypass traditional marketing vehicles like advertising and PR to speak directly to current and potential clients, writes Angela Tufvesson.

Content marketing

Bite magazine 33

reuse them in their email newsletters and aspects of them in social media.”

Practices should aim to blog at least once a month, based on an annual content plan that ties in with what’s happening in the practice and among the client base. For example, you might blog about a new type of treatment available in the practice, or children’s dental health during school holidays.

Crucially, blog content should serve two masters—the consuming public and search engines—with high quality-content that incorporates search engine optimisation (SEO) best practice, which will help it bubble to the top of search engines, and entices readers to come back for more.

“Google looks for frequency, relevancy and unique content,” says Dean. “First, a blog needs to be unique to the practice—it can’t use information from somewhere else. Second, practices should be blogging on a regular basis, as every time they blog SEO is increased. Third, you need to write blogs around a keyword or key phrase—there’s no point trying to write about veneers, teeth whitening and crowns in the one post, because it will dilute the content and it won’t be good enough for Google.”

Services like Google Analytics help to identify common search terms, while Google AdWords can identify the amount of competition for the keywords you’ve chosen. While there is an increasing preference for key phrases over keywords—for example, ‘why doesn’t whitening toothpaste work on my teeth?’ rather than ‘whitening toothpaste’—Mark Brown, director at Engage Media, says SEO is made easier for dentists because most operate in a small geographic area. “If you’ve got a practice in a certain suburb, you only need to win the catchment area for that suburb,” he says.

Collecting email addresses from new patients and allowing prospective clients to sign up for an email newsletter on your website is key to building an audience

for content. “Out of all of the options, email newsletters should be number one, because practices already have patient databases that contain email addresses,” says Dean.

If it all seems too complicated or time consuming, there are a heap of companies who will write and promote blog posts for you. “Given what a dentist is worth to their business versus the number of hours it might take them to write a blog post, there’s a strong case for outsourcing it,” says Brown.

He says the blogging arm of Engage Media—YourBlogPosts.com—creates 12 blog posts from a single interview with a dentist. “This means practices have at least one post a month. We recommend they also blog about other interesting stuff that’s going on in the practice.”

The benefitsContent marketing doesn’t usually yield immediate results, so it’s important to be patient, says Polglase. “Content marketing is a repeatable process so if it doesn’t work within the first month keep giving it a go, because it’s about building trust and enough content so people continue to engage with you,” he says. “It takes a bit of time to be successful.”

Anson says a systematic approach to blogging can increase website traffic by about 10 per cent per month. “It’s a numbers game—the more visitors to your website, the more opportunity you have to convert that visitor to becoming a new patient,” he says. “With systematic blogging you should see an increase in website traffic, an increase in visitor engagement and more new patients.”

Plus, a content marketing strategy will help ensure you’re one step ahead of the competition. “If you’re not doing it and your competitor up the road starts doing it, you might not notice the effects for six months to a year, but as people start to search for a dental practice in your suburb, they’ll be finding your competitor up the road—not you,” says Brown.

The basicsContent marketing isn’t a passing fad—rather, it represents a seismic shift in the way brands communicate with customers across all kinds of industries all over the world. One recent British study found more than half of participants felt more positive towards brands who produced content for them, whereas only 10 per cent had a positive attitude towards traditional advertising from brands.

“It is a big shift because people nowadays are connected to devices 24 hours a day, seven days a week, whether that’s through their iPad or smartphone or sitting at work,” says David Polglase, head of consulting at contentgroup.

“They’re probably not so much interested in the ads as they are the information that’s going to help them in their everyday life. Whether they jump on Google and search for dentists in their local area or how to fix a potential problem with their teeth, they won’t be getting their information through ads so being able to develop useful and reliable content is really important.”

Stephen Anson, CEO of Smile Marketing, says content marketing is the future of marketing. “Consumers are tired of overt advertising and marketing messages. Content marketing draws people into your brand—compare content marketing to some garish teeth whitening special, and there’s no comparison. Content marketing is going to build a stronger reputation than traditional marketing.”

Making it happenSo how should your dental practice go about implementing a content marketing strategy? According to Carolyn S Dean, director of My Dental Marketing, blogs, email newsletters and social media posts are the critical elements of a practice’s content marketing strategy. She says content should be reused across the three mediums to promote consistent messages—and save time.

“A content marketing strategy means you look at all of the touchpoints of a practice and think about how you want to communicate with your patients,” says Dean. “Instead of thinking you have to do a blog, an email newsletter and social media, think about them as one. A smart practice can create blog posts and

David Polglase, contentgroup

“People are not so much interested in ads as they are the information that’s going to help them in their everyday life.”

Quote

QuickQuest

The right crown. The right price. Quick smart.

This is Dr. Sarah.Dr. Sarah’s patient needs a crown quickly without the expensive price tag. So she relies on the Quick Quest Australian made crown range, starting at only $200*.Dr. Sarah also knows that if she needs advice with her urgent case, she can pick up the phone and talk to any of our local technicians.Dr. Sarah is smart.Be like Dr. Sarah.

Our Australian made Quest range is now offering Quick Quest crowns with a two day in-lab turnaround on two selected superior materials – so you can make the most of your patient’s – and your practice’s day.

Quick Quest FMZir - $200Quick Quest IPS e.max® - $250

Crafted with the latest technology and consistently monitored for accuracy and precision. Quest delivers to the highest standards and quality. Take advantage of our competitive prices, reliability and fast turnaround throughout Australia.

*Quick Quest Range excludes bridges. Terms and Conditions apply, please visit our website for details.

For more information, visit us at scdlab.com/qqcrownsor call us on 02 8062 9800

NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFEPRODUCT GUIDE

QuickQuest

The right crown. The right price. Quick smart.

This is Dr. Sarah.Dr. Sarah’s patient needs a crown quickly without the expensive price tag. So she relies on the Quick Quest Australian made crown range, starting at only $200*.Dr. Sarah also knows that if she needs advice with her urgent case, she can pick up the phone and talk to any of our local technicians.Dr. Sarah is smart.Be like Dr. Sarah.

Our Australian made Quest range is now offering Quick Quest crowns with a two day in-lab turnaround on two selected superior materials – so you can make the most of your patient’s – and your practice’s day.

Quick Quest FMZir - $200Quick Quest IPS e.max® - $250

Crafted with the latest technology and consistently monitored for accuracy and precision. Quest delivers to the highest standards and quality. Take advantage of our competitive prices, reliability and fast turnaround throughout Australia.

*Quick Quest Range excludes bridges. Terms and Conditions apply, please visit our website for details.

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In the chairBite magazine highlights

the best in chairs and dental units available today.

Bite magazine 35


ADVERTORIAL

PRODUCT GUIDE

Chairs and dental units Product guide

36 Bite magazine

A-dec 500: the top dental unit

Evolved The new A-dec 300

Designed as a modular solution, A-dec 300 is a whole system that

lets you pick and choose the features you want, within the

price point you need. And we didn’t skimp on comfort.

With pressure mapped, contoured surfaces and virtual

pivot back, patients are relaxed and supported.

Ergonomic and economic just got better.

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CONFIGURATIONS 1800 225 010



Sydney Unit 8, 5-9 Ricketty St MASCOTNEW Melbourne Suite 1, 260 Auburn Rd HAWTHORN NEW Brisbane 298 Gilchrist Ave HERSTON

Showroom locations:

© 2015 A-dec Inc. All rights reserved. INK2286-30

2286-30_AA_A-dec300_Evolved_Update_BITE_2A.indd 1 28/05/2015 2:46 pm

Beautiful in its design, legendary in its reliability, the

A-dec 500 is the dental professional’s choice in patient chairs and delivery systems in both the US and also here in Australia.

Designed with extensive input from dentists worldwide, the A-dec 500 is the universal solution from general dentistry to all disciplines of dental specialists.

This is a result of its superior ergonomics that have been designed around the way dentists like to work. The streamlined chair has a unique ultra-thin flexible backrest, which has been pressure point-mapped for patient comfort, while allowing unrivalled access and an upright work position for the dental operator. This is important in avoiding workplace-related musculoskeletal disorders from years of poor work posture.

The range of delivery systems offered by A-dec is unsurpassed, from the traditional delivery system, the increasingly popular ‘Continental’ control head—both of which easily convert to either left or right-handed operation—and also innovative wall-mount and ‘12 o’clock’ (off-chair) delivery systems located to the side or head of the patient.

The A-dec 500 is also available as a bare chair, which is ideal for orthodontists and paediatric dentists; and can also be specified with or without cuspidor, chair-mounted light and monitor mount, or with the option of ceiling-mounted or track-mounted LED lighting.

A-dec’s integrated deluxe touchpad, with built-in endodontic function and memory settings for up to four separate operators, provides fingertip control of both electric motors and air turbines, high and low-speed handpieces, intraoral cameras and ultrasonic scalers. A new 500-model stool and ergonomic foot control with ‘cruise control’ function are also available.

A-dec delivery systems allow full control of chair and light functions from the assistant’s side, and choice of high volume evacuators (HVE), suction and A-dec’s patented Triflow air and water syringe.

Building on the success of the

flagship A-dec 500 chair, the company has also released a range of mid and entry-level units offering the same high standard of reliability, serviceability and value, suiting different operator needs.

Released in 2015, the revised A-dec 300 patient chair comes with an improved pivoting backrest design and load bearing patient armrests. This unit is popular for its space-saving delivery head and compact touchpad.

The newest model in the range, the A-dec 400, borrows design features from both the flagship A-dec 500 and the more compact A-dec 300 units, introducing style at an affordable price.

For dentists looking for renowned quality and reliability in an affordable entry-level package, the A-dec 200 starts at around $20,000.

To find the right chair model and configuration for the way you prefer to work, contact your nearest A-dec dealer or visit a-dec.com.

Evolved The new A-dec 300

Designed as a modular solution, A-dec 300 is a whole system that

lets you pick and choose the features you want, within the

price point you need. And we didn’t skimp on comfort.

With pressure mapped, contoured surfaces and virtual

pivot back, patients are relaxed and supported.

Ergonomic and economic just got better.

BOOK A VISIT TO AN

A-DEC SHOWROOM TO VIEW AN EXTENSIVE

RANGE OF INTERACTIVE SURGERY

CONFIGURATIONS 1800 225 010



Sydney Unit 8, 5-9 Ricketty St MASCOTNEW Melbourne Suite 1, 260 Auburn Rd HAWTHORN NEW Brisbane 298 Gilchrist Ave HERSTON

Showroom locations:

© 2015 A-dec Inc. All rights reserved. INK2286-30

2286-30_AA_A-dec300_Evolved_Update_BITE_2A.indd 1 28/05/2015 2:46 pm


ADVERTORIAL

PRODUCT GUIDE


38 Bite magazine

How to be practical about your practice fit-out

The credit provider and issuer of these products and services is BOQ Specialist - a division of Bank of Queensland Limited ABN 32 009 656 740 AFSL and Australian credit licence no. 244616 (“BOQ Specialist”).

Equipment and fit-out finance / Credit cards / Home loans / Commercial property finance / Car finance / Practice purchase loans SMSF lending and deposits / Transactional banking and overdrafts / Savings and deposits / Foreign exchange

We’ve been working with your profession for over 25 years so we’re keenly aware that dentistry is extremely precise work.

It requires knowledge, skill, experience and an unflinching devotion to detail.

So we’ve applied those same principles to designing a full range of financial services for your business.

Each is the product of careful examination and has been shaped and refined to meet the needs of your profession.

Come in for a check up or visit us at boqspecialist.com.au or call 1300 131 141.

There’s no corner of your business that we haven’t examined very closely

BO009_BOQ brand Ads NEW-Final.indd 4 2/19/2016 9:16:54 AM

While setting up your professional practice is an exciting opportunity,

it’s important to get it right from the outset. Tackling the project in a holistic manner can help you get one step ahead.

After all, the decisions you make around the types of surgical equipment you install, the layout of your practice, and even the look and feel of it will all impact your bottom line and contribute to your overall market competitiveness and ongoing success.

With the average cost of practice fit outs ranging from $400-$500k for a dental surgery alone, it’s useful to have a steer on the type of assets which will be income-producing from the beginning and the range of financing options available to you. Similarly there will be some higher depreciating assets, such as software, where you may want to consider the flexibility of a shorter lease term.

If you are questioning the difference between a Ioan lease, chattel mortgage and a commercial hire-purchase, Tony Kalmin from BOQ Specialist’s, who assists clients on their practice fit-out affairs on a daily basis, helps with these top tips on getting it right:

Add as you goWith all the excitement and energy that goes in to setting up your practice, it’s natural to want everything in place from day one. However, it’s more important that your financing demands are in line

with revenues so you may want to give yourself a bit of breathing space before rushing out to buy everything at once. The real question to ask is whether that particular piece of equipment, or practice room can be delayed for a few months? If it can then it’s best to hold tight – this will ease some of the pressure and help you navigate the first few months.

Look at the intangiblesIt’s very easy to think about the tangible, physical assets for your practice such as X-ray machines or examination tables, but the softer touches and ‘back office’ capabilities such as layout design or the latest cloud storage system can make an impressive difference to the effectiveness of your practice.

Many banks don’t factor these intangibles into their financing options. We prefer to look at the bigger picture by encompassing broader aspects of your practice and taking the strength of your professional qualification into account.

Consider the equipment life spanEquipment shelf-life and industry trends are all important aspects to consider. Taking into account the life-time of a product is essential, as well as assessing its impact on your cash flow. For example, will it be an income producing asset from the outset and will you need any further advice on managing your cash flow in the interim? We regularly conduct cash flow projections with clients, considering factors such as how

many patients need to be seen over the life of an asset to ensure it pays for itself.

Be smart with your spendConsider ways you can be smarter with your spend like utilising your credit card to earn additional frequent flyer points. BOQ Specialist recognises the benefits of combining business with pleasure, which is why we allow you to put select car or equipment finance payments on your BOQ Specialist credit card for a small fee and earn frequent flyer points to use towards your next holiday

Partner with someone who understands your worldKnowing the market and the right questions to ask when dealing with suppliers can make all the difference. We often approve a small buffer as we understand costs can blow out.

BOQ Specialist’s Tony Kalmin said, “Looking beyond broad brush leasing structures and understanding the right financing options available can make the world of difference. Whether just getting started or financing their fourth practice, our 25 years’ industry experience means we can tailor solutions built around the strength of our clients’ qualifications.”

To understand financing options and to enable practitioners to make an informed decision, speak to a specialist in the industry with experience in providing finance for healthcare professionals on 1300 131 141 or visit our website at boqspecialist.com.au

The credit provider is BOQ Specialist - a division of Bank of Queensland Limited ABN 32 009 656 740 Australian credit licence no. 244616 (“BOQ Specialist”). Terms and conditions, fees and charges and lending and eligibility criteria apply. BOQ Specialist is not offering financial, tax or legal advice. You should obtain independent financial, tax and legal advice as appropriate. We reserve the right to cease offering these products at any time without notice. Reward points are earned in accordance with the rewards program terms and conditions. For full credit card terms and conditions visit boqspecialist.com.au/credit-card-terms. A 1.5% processing fee applies on the purchase price. Points are earned on eligible purchases only. Fixed term finance contract is to be approved prior to purchase. If you elect to make loan repayments on your BOQ Specialist Credit Card a 1.5% processing fee applies on the amount of each repayment. Repayments on overdrafts and lines of credit are not available to be made via BOQ Specialist Credit Card

The credit provider and issuer of these products and services is BOQ Specialist - a division of Bank of Queensland Limited ABN 32 009 656 740 AFSL and Australian credit licence no. 244616 (“BOQ Specialist”).

Equipment and fit-out finance / Credit cards / Home loans / Commercial property finance / Car finance / Practice purchase loans SMSF lending and deposits / Transactional banking and overdrafts / Savings and deposits / Foreign exchange

We’ve been working with your profession for over 25 years so we’re keenly aware that dentistry is extremely precise work.

It requires knowledge, skill, experience and an unflinching devotion to detail.

So we’ve applied those same principles to designing a full range of financial services for your business.

Each is the product of careful examination and has been shaped and refined to meet the needs of your profession.

Come in for a check up or visit us at boqspecialist.com.au or call 1300 131 141.

There’s no corner of your business that we haven’t examined very closely

BO009_BOQ brand Ads NEW-Final.indd 4 2/19/2016 9:16:54 AM


ADVERTORIAL

PRODUCT GUIDE

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Diplomat Dental Units Ad (00000003)_2.pdf 1 23/02/2016 01:04:50 �


40 Bite magazine

The Diplomat at the heart of your surgery


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A dentist’s chair is the heart of their surgery. Having an inviting unit that welcomes your patients

in, while giving you the ability to work quickly and efficiently, is one of the keys to a successful practice. Just ask Dr Anu Mehra who runs two busy practices in NSW and can’t get enough of the extra time and space his two Diplomat units have opened up for him.

“The Diplomat units are very unique in the sense they are really streamlined so they require less space. They look great as well, in terms of design it’s very modern,” says Dr Mehra. “Obviously looking at a dental chair you need the basic set up—Triplex, high speed, electric slow speed, all of which are standard on the Diplomat range—but above that is the space component of the Diplomat. Surgeries are getting smaller and it really frees up extra space.”

Dr Mehra’s practice has opened up since he upgraded to the Diplomat chairs. He feels freer with his time and confident that he’s got the most up-to-date technology around.

“The previous chairs I had were three to four years old and the technology changes every now and then. With the latest technology that these Diplomat chairs have got you have options for compatibility like with intra oral camera which is sort of unique. Plus, in terms of the size the older chairs are very cumbersome, occupying the whole area of the surgery. With the technology—especially with the high speed—the services on the chair are very light.

“The chairs are quick to operate and in terms of cleaning its very easy. With the old chairs there was a lot of components that had to be cleaned after every patient, with these chairs it’s a limited area so you save time.

They are very easy to use; the process is much quicker.

“From the dentist’s perspective, when they are looking at ten to fifteen patients a day and you save five minutes per patient, they save an hour or so, everyday. It makes a lot of difference, a couple of hours a week where you can book in more patients in comparison with older chairs.”

Dr Mehra may have ordered the chairs because of the great standard inclusions and for the space and time saving opportunities they offer but they came with an unexpected bonus—kids love the vivacious and colourful energy they bring to his practice.

“This is a new technology and the colours are very vibrant, when you have kids coming to the surgery the colours are very bright and they set a good mood rather than the traditionally dull dentist’s colours. They have a bright spectrum and it actually makes a lot of difference. When a patient walks in for the first time, they look around and see the bright red and bright maroon colours, and it lifts up the mood. Not everyone likes to come to the dentists but once they see that it makes the first impression a good one. I didn’t realise it would make any difference, especially to kids, but it makes them feel welcome.”

For Dr Mehra though the Diplomat units were more than a technology upgrade, they were a service upgrade. When he ordered them from William Green he was impressed not only with how quickly they arrived—six weeks—but he’d never had an installation go so smoothly.

“It was a good experience even before actually getting the chairs installed, William Green made a point of sending a technician out to the surgery to make sure that on the day

of installation there would be no last minute requirements or adjustments. On the day of installation, the technicians were there bright and early in the morning. They knew exactly what needed to be done and had used pictures and maps of the surgeries’ layouts to prepare, making it a quick and easy process. It was great professionalism from William Green.”

When Dr Mehra ordered the Diplomat chairs he knew he was getting a good deal, but to him the reason to go back to William Green again and again is the care and service they put into the relationships they have with their customers.

“Price is one of the main reasons I ordered the Diplomats. But, besides the price the service level William Green are offering and the very short lag-time, in terms of having them installed and serviced, is very appealing,” says Dr Mehra.

“In the surgery, the chairs are the main component, if there is a break down or malfunction that needs to be looked at as a priority! Irrespective of whether it’s under warranty or not, you need a technician to come in as soon as possible.

“One of my surgeries is in a regional area and one in a metro. Metro service commitments are roughly the same with any company, but in terms of the regional area William Green offer the next business day or even the same day. With other companies there can be a time lag of 24 to 72 business hours, and sometimes more.”

To learn more about the streamlined Diplomat units, visit williamgreen.com.au or even better, let a team member from William Green visit you to find out about the value they can add to your surgery everyday.


DC170/DC180

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SUITS YOUR NEEDS!



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SUITS YOUR NEEDS!



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ADVERTORIAL

PRODUCT GUIDE


42 Bite magazine

A new mobile dental office has rolled into town

TAKE YOUR DENTAL PRACTICE TO YOUR PATIENTS WITH NSK DENTALONE

NSK Oceania Pty Ltd www.nskoceania.com.auProduct Information | Technical Support

Freephone: 1300 44 33 21 (Australia) 0800 44 33 21 (New Zealand) Email: [email protected]

The new Dentalone from NSK is the key to a portable practice. Pop it in the boot of your car,

take it with you on an aeroplane or just wheel it down the street. The Dentalone can ‘roll’ with your schedule. It’s a quick, smart and efficient portable dental office that allows you take all the tools you need for your work on the road, going from carry case to treatment cart in moments.

The unit opens up avenues to a range of projects like never before, from humanitarian aid to work in rural schools. You can take the whole unit with you using the pull out handle to wheel it along.

“There’s a growing market for dentistry in homecare especially with an ageing population,” says Phil Fitzgibbon, NSK’s managing director. “The Dentalone gives dentists the full flexibility to carry out dentistry in situations where the person can’t get to the dentist or its more convenient to take the surgery to the people than the people to the surgery. It takes two carers to take a patient to a clinic and this would save a lot of time and staff if done in homecare.”

Dentalone is a whole office in a convenient package. Work with the brushless NLX nano mircomotor from the comfort of a patient’s home or in rural communities where you can offer hygiene and maintenance

procedures with the integrated multifunction varios ultrasonic scaler. It’s easy to use everywhere.

One significant advantage of the Dentalone is having one unit with an integrated compressor and a handling weight of less than 20kg. “It’s a more complete portable dental unit than anything we’ve seen on the market,” says Fitzgibbon.

Fitzgibbon says he’s really impressed with the flexibility of the Dentalone’s features to carry out most dental procedures.

“The NLX nano with its high-speed function would allow you to do cavity preparation with the flexibility to do endo and from the low speed point of view:

caries removal and prophy polishing.”The real standout here—more

than the compact size or having a built in compressor, suction pump, variable foot control and multifunction touchpad—is how much like a normal surgery the Dentalone can make anywhere feel.

“There are so many possibilities. They could use it at the flying doctor service and aged care is one of the biggest markets. It’s perfect for the army and in aid hospitals when they’re out in the field or in the middle of the bush. Dentists will have the opportunity to take it to outback schools and help children in need,” says Fitzgibbon.

The best part? It’s just as easy to use as your surgery. There’s no learning curve you just pack up your office and take it with you.

“Dentists who look at this would intuitively know how to use the unit because they are doing the exact same thing in their surgery all day everyday,” says Fitzgibbon. “Its just been compacted into a case that they can take away with them.”

Take a first look at the Dentalone when it premiers at ADX16. Visit the NSK stall - Booth no. 116.

TAKE YOUR DENTAL PRACTICE TO YOUR PATIENTS WITH NSK DENTALONE

NSK Oceania Pty Ltd www.nskoceania.com.auProduct Information | Technical Support

Freephone: 1300 44 33 21 (Australia) 0800 44 33 21 (New Zealand) Email: [email protected]


ADVERTORIAL

PRODUCT GUIDE


44 Bite magazine

When choosing Anthos you’ve chosen the best

CLA

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CLASSE L9 SIDE DELIVERY CLASSE L6 CONTINENTAL CLASSE L9 SIDE DELIVERY

www.anthos.com.au

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ANTHOS OUTLETS IN ALL CAPITAL CITIES 1300 881 617 EMAIL: [email protected] WWW.ANTHOS.COM.AU

NEW ANTHOS CLASSE L. New ergonomics, a different working dimension.

We’ve come up with a new operating model: simple, immediate, always at your side. This is Classe L. A line of extremely high-performance solutions. Each dental unit has a compact design that guarantees maximum working freedom. To provide you with an incredible working experience. Discover the Classe L9 and Classe L6. Where comfort has been designed for you.

Anthos Changed for OZ.indd 1 2/12/2015 3:06 pm

Anthos, the No 1 Italian manufacturer of dental treatment units, offers numerous possibilities

across its extensive range. In its 60 plus year history Anthos has won the approval of the dentistry profession all over the world. The appealing design typical of an Italian brand exudes quality and style and is targeted at dental professionals looking for a dental unit which makes the dentist, assistant, and patient comfortable in every sense. You are sure to find a working style, technology, and comfort level to suit your working needs.

Locally Anthos Australia offers the experience of 20 years of focussed ANTHOS distribution.

Focussed consistent distribution, means expertise in product knowledge, technical support and spare part holdings. Developed and refined over many years and valued by loyal customers Australia wide.

An overview of the ANTHOS range allows a dentist to target a suitable model for their needs.

A3 CLASSECONTINENTAL & INTERNATIONAL Versions• Made in Italy, providing quality

construction, reliability, and proven reputation

• Proven cost effective long term performance, and stylish design it’s the smart entry into the ANTHOS European Classe A family.

• Price Guide: $19,900 plus GST = $21,890

A5 CLASSECONTINENTAL, INTERNATIONAL & CART Versions• All the fundamentals of the A3 with

the addition of advanced electronic Instrumentation as standard, upgraded patient chair and function & digital control of instruments.


L6 CLASSESIDE DELIVERY or CONTINENTAL • All the benefits of the A5, with the

added benefit of the SIDE DELIVERY option.


R7 CLASSE PLATFORMCONTINENTAL, INTERNATIONAL, CART, ORTHO, NON CUSPIDOR & MODULAR Versions• Left and Right - Quick Switch Concept• I can turn into what I want – the R7,

one of the world’s most adaptable treatment unit.

• This is the universal integrated treatment unit, highly adaptable, modular and featuring numerous configuration solutions. The R7 offers ergonomic solutions compatible with all working styles, whether from private clinics to hospital dentistry departments.

• One unit, One Hundred Solution• Price Guide: $29,900

plus GST = $32,890

A7 CLASSECONTINENTAL & INTERNATIONAL Versions• A dental unit with underlying digital

technologies. The A7 is open to all Anthos integrated systems. From ultra-high performance

instrumentation eg. Built-in implantology option, x-ray / multimedia solutions and the most advanced hygiene systems. The level of personalization makes the A7 a perfect fit for the most demanding dental professional whatever their field of specialization, from conservative dentistry to implantology


L9 CLASSESIDE DELIVERY or CONTINENTAL Version• Simply the best. Taking the ultra-high

performance of the Classe A7 further with innovative design solutions. Motorized knee break patient chair, Side Delivery option or Continental Delivery with Unique Cross Over Arm Concept. For the dental professional who demands the best of performance from their treatment unit.


Classe L9

CLA

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www.anthos.com.au

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NEW

ANTHOS OUTLETS IN ALL CAPITAL CITIES 1300 881 617 EMAIL: [email protected] WWW.ANTHOS.COM.AU

NEW ANTHOS CLASSE L. New ergonomics, a different working dimension.

We’ve come up with a new operating model: simple, immediate, always at your side. This is Classe L. A line of extremely high-performance solutions. Each dental unit has a compact design that guarantees maximum working freedom. To provide you with an incredible working experience. Discover the Classe L9 and Classe L6. Where comfort has been designed for you.

Anthos Changed for OZ.indd 1 2/12/2015 3:06 pm

Intro Specials Out Now


ADVERTORIAL

PRODUCT GUIDE

INTEGO. PERFORMANCEYOU CAN RELY ON.

SIRONA.COM.AU

ERGONOMIC DESIGN

QUALITY-MADE IN GERMANY

GREAT VALUE

Call Sirona on 1300 747 662 or visit www.sirona.com.au


SIRONA.COM.AU

ERGONOMIC DESIGN


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46 Bite magazine

Sirona Treatment Centres always at the cutting edge of technology


SIRONA.COM.AU

ERGONOMIC DESIGN


GREAT VALUE


Technology is infusing the dental practice which allows dental professionals to serve their patients

better. Are you falling behind?Patients are now more informed

about different treatment options but all the information in the world still needs to be narrowed down to their particular case and what is best for them.

Using technology to assist with the treatment plan gives the patient a better understanding of what they require, where the procedure needs to be done, when it should be done, what is the best material, how long will the procedure take, how much will the treatment cost, how do they care for the their mouth before, during and after the procedure and what options do they have and most importantly what is the best treatment for the patient.

Advanced technologies are perceived to be synonymous with high quality, sophistication, and premium value, which is why Sirona has

invested in technology to assist you to communicate with your patients.

Living in the 21st century we have numerous forms of communication available at our finger tips, but a picture is still worth a thousand words.

With the introduction of a fully integrated workflow, inclusive of a built in the USB port, Intra-oral Camera, Monitor, XIOS XG Sensors and SIDEXIS software, the patient can be informed every step of the way.

The USB port can be used to connect the XIOS XG Sensor to capture immediate radiographs which are displayed on the monitor.

The camera connected to the treatment centre is a powerful tool showing areas in the oral cavity which

are normally hard for the patient to see.

Both the radiographs and the camera images can be stored on the patient file using SIDEXIS software.

The USB port can accommodate a memory

stick loaded with procedures, care videos and power point presentations, which the patient can watch to better help them understand what has been prescribed and how to care for their mouth.

The goal of patient communication is education and the acceptance of treatment plans.

Communication in the dental office needs to clear, precise and informative.


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ADVERTORIAL

PRODUCT GUIDE


48 Bite magazine

Dentistry is a profession that demands absolute precision. That means you’re often performing

procedures for long periods to keep your patients smiling. This impacts on your spine, joints, muscles and overall health—so it’s no surprise that dental professionals regularly report experiencing pain in their lower back, neck, shoulders and hands. An Australian university study places this figure at up to 93 per cent of dental professionals.*

By choosing a Bambach, you’ll experience a significant improvement in your level of comfort, which will help keep you productive throughout the day. More importantly, you’ll be improving

your health and helping to prevent injury, or worse still, early retirement.

Bambach - the ORIGINAL and still the best The Bambach is the original Saddle Seat shape, designed and patented from extensive research. It has been tested to Australian standards and recommended by health professionals worldwide. The Bambach Saddle Seat is the only Saddle Seat available in four seat top sizes to suit your height, body shape and gender. It also comes in a wide variety of colours.

All seats have a 30 day money back guarantee, 5 year warranty and are Australian made.

How the Bambach Saddle Seat helps dentistsUsing a Bambach Saddle Seat not only maintains optimal spinal function, it can improve your productivity at work by:✓ Promoting shoulder stability and

correct posture, improving dexterity and precision, and decreasing fatigue.

✓ Supporting your pelvis and spine in a natural position, even when you are leaning forward. This is due to the unique patented design which allows you close access to your patients with minimal bending. Your working life can be prolonged by sustaining a healthy spine.

Over 60,000 Bambachs are used by Dental professionals worldwide.

To find out more contact us now on 02 8966 4800, or go online to www.bambach.com.au.

Don’t short change your health

*Hayes,M etal, 2009, Review of musculoskeletal disorders among dental professionals, University of Newcastle, Ourimbah.

Keep yourself AND your patients smiling

T here’s nothing else like that moment when she smiles.

When she first came to you, she wouldn’t even open her mouth. Then she read about the right way to fix the problem on your blog. She made an appointment. And today, she’s here.

They’re the stories you’d like to tell every day. The stories you’d like to be best known for in the community.

A regular blog post for your business

can tell that story to new and existing patients. Nowadays, a blog is the new word-of-mouth people use.

A blog helps you talk to patients when they’re not in the chair. It gives you a chance to counter the wild opinions of Dr Google. And more than anything else, it helps new patients find you quickly and easily.

And it does that by telling good news stories. Your good news stories.

yourblogposts.com We’ll help you tell your best stories

That moment when she sees her own smile for the first time in years

Go to yourblogposts.com, or call us on (02) 9660 6995 to find out more.


Tools of the trade

50 Bite magazine

A superior scaler, a superior intraoral camera, the wonderful CEREC Bluecam system, and more…

Symmetry IQ 3000 Piezo scalerby Dr Rick Spencer, Spencer and Day Dental, Strathfield, NSW

I’ve owned a lot of Piezo scalers in the past, and have found them to be a consistently quality product. The Symmetry IQ 3000 is a fairly new purchase—I’ve only been using it for about a month—but I can already see that it’s a superior unit.

What’s good about it?This scaler is extremely sturdy and features a modular plug-and-play design. The handpiece is attached to the machine by a lead and, invariably, it’s the lead that gets damaged. People trip on it or it gets caught under a chair and then it needs to be repaired. In the past, the entire machine had to be sent away for repairs. With this model, the lead can be unplugged from between the handpiece and the unit. A new lead can then be attached and the unit is fully operational while the damaged lead is being fixed.

The Symmetry IQ 3000 has superior ergonomics and feels much better in your hand. The handpiece is lightweight, comfortable to hold and easy to position in the patient’s mouth. It also has a slimline foot control that can be operated with minimal pressure.

It’s a beautiful looking unit with smooth surfaces that make for easy infection control. It has 30 different settings and a memory feature that makes set-up between patients much faster. I use it at least eight times a day—it really is a workhorse in my practice. Pricewise, the cost of this unit is about the same as other scalers on the market.

What’s not so good?The only negative is that this scaler is a little larger than other units. It’s only a matter of about a centimeter, but I had to get the bracket that holds it adjusted.

Where did you get it?Henry Schein Halas (henryschein.com.au).

3Shape Trios intraoral scannerby Dr Jonathan Louie, Dental Suite, Newtown, NSW

This scanner creates high-quality digital impressions in full colour. These scans can then be emailed to the lab to create crowns, bridges, veneers, inlays and onlays.

What’s good about it?As well as being an accurate and easy-to-operate scanner, I also use the Trios to show patients exactly what’s happening in their mouth. The 3D image is in realistic colour and a great help when explaining why a particular procedure is needed. We have a computer screen positioned near the chair so if I want to point something out to the patient, it’s easy for them to take a look.

The image can be fully manipulated and makes shade selection of teeth much easier and more accurate. It’s very fast at taking a scan. On the manufacturer’s website, there’s a clip of an operator taking an impression of his upper and lower arch and bite in 60 seconds. I think this is pretty optimistic for most people but it does attest to how quickly an impression can be taken.

Most patients tolerate the sensor that goes in the mouth very well. There are always a few people who have a bit of difficulty, but I believe the company is working on making the sensor smaller.

We’ve owned this unit for about six months and and it has made the process faster and more efficient. The time saved on each appointment is quite significant. There is also less paper clutter and no need to store study models.

What’s not so good?A smaller and more rounded shape on the scanning head would be nice. Sometimes there are undercuts that make it difficult to take a clear scan within the confined space of a patient’s mouth. The ability to change the scanning angle of the head would make things much easier.


YOUR TOOLS

Optragateby Dr Stephen Tangney, Avenue Dental, Caloundra, QLD

Optragate is made of a soft, flexible material and gently retracts the lips and cheeks. I’ve been using it for about 12 months now and I have found it to be a real time saver, particularly in situations where I am working on multiple teeth.

What’s good about it?It’s great to use when cementing brackets or undertaking multiple units of restorative work—be it fillings, composite veneers or ceramics. It frees up hands that were previously holding cheeks and gums out of the way.

Most patients tolerate it very well. While it can feel a little strange at first, if they relax into it, they tend to find it is quite comfortable. I make a point of letting my patients know I can work much faster when they are wearing the Optragate. This information always goes down well and they are usually excited about the prospect of less time in the chair.

It is simple to use, and comes in three sizes—regular, small and junior. It gives such great retraction anteriorly, I find I can work much faster and with a clearer field of view. The Optragate is also very easy to place in the patient’s mouth.

What’s not so good?They are single use, and must be discarded after each patient. Generally, most people find them very comfortable but I have had one patient who disliked it stretching her mouth.


Bite magazine 51

CEREC Bluecamby Dr Anthony Le, Definitive Dental, Manuka, ACT

We were early adopters of the CEREC Bluecam system and have been using it for about seven years. CEREC was such an exponential improvement over previous techniques that I have not looked back since acquiring the equipment.

What’s good about it?Patients love the convenience of CEREC—they can be fitted with a crown in one visit. I love the fact that it’s extremely accurate so no more sending lab work back for remakes.

We have a milling unit and a furnace allowing us to stain and glaze emax units to achieve a superior finish. If you use CEREC without the furnace, you’re limited with the materials available. Simply polishing a porcelain unit will never achieve the high quality result of properly glazed porcelain.

The Bluecam technology has been superceded, so I’ve investigated the CEREC Omnicam. The immediate improvement is that the Omnicam is easier to use and doesn’t require the use of contrast powder. However, it is no more accurate and the milling units are still exactly the same. Not using the powder might save an extra 10 seconds, but the quality of the scan is virtually identical.

What’s not so good?The only downside is the time it takes to do multiple teeth. More than three teeth means the patient is going to spend half the day in the chair. For large cases we take an impression and send it off to be made in the lab.

For cosmetic cases involving front teeth, it can be difficult to colour-match against the adjacent teeth. There are many different-coloured blocks available, but it can be difficult to have all available shades of blocks on hand. In more cosmetically difficult cases, I think a better result is achieved with a technician and a lab, rather than milling a porcelain block.

Where did you get it?Sirona (www.sirona.com.au).

NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFE NEW PRODUCTS

New products

52 Bite magazine

Now you can gain all the benefits of having your practice management software online without having to

sacrifice all the comprehensive features of Dental4Windows that has made it the favourite choice of Australian dentists.

How is D4W Cloud different from the classic Dental4Windows?Cloud computing is a general term for the delivery of hosted services over the internet. That means that Centaur software delivers D4W Cloud to you over the Internet and provides and manage all the IT backup and storage so you don’t have all those worries. Support and free upgrades are provided as part of the fixed monthly fee. There’s no upfront payment apart from set up and training and no separated support & maintenance payments. D4W Subscription is also available for those who prefer it in practice as opposed to cloud but don’t want to buy Dental4Windows outright. No other dental practice management solution gives you those choices.

Now with D4W Cloud you have the freedom to log in with your own password at home, work or at a conference at any time of the day or night. When it suits you. If you are a multi-location practice you can store your data on a single, universal database (although you do have the option of separate databases if you prefer).

With our new D4W Cloud you now don’t have to worry about cumbersome manual backups as they’re automatically applied in the cloud. The servers are based in Australia and have safeguards and procedures to make sure the security of your data is maintained.

Free updates and new featuresAll new upgrades including new standard features are provided free of charge and automatically. That includes new compliance standards added to D4W Cloud which mean you are always up to date. Regular updates and new features will be added automatically. There’s no downtime or disruption to the business.

One fixed monthly fee One of the great benefits to many business of cloud products is they run on a SAAS (software as a service) model. What is that? That means that rather than an initial large cost (capital cost) to own the product you pay a fixed monthly fee (operating cost) to obtain the right to use the solution. With D4W Cloud the only upfront cost will be set up and training. There will be one monthly fixed fee and the option to add on extra modules for an additional fee.

All you’ve come to expect from classic Dental4WindowsThe great thing about D4W Cloud is it doesn’t sacrifice the abundance of features in classic Dental4Windows, which means if you know Dental4Windows then you’ll know D4W Cloud. And you can obtain all the new integrated eServices, including our integrated online patient booking engine, eAppointments and our new integrated electronic patient forms, eForms all for one fixed monthly fee.

We understand Cloud isn’t for everyone.We understand dentists and practices are unique and there is not a ‘one-size-fits-all’ solution. That’s why we now have a range of methods as to how Dental4Windows can be delivered in your practice(s). If you’d rather buy Dental4Windows outright that’s still available, but now you have the option to gain the benefits of Dental4Windows for a fixed monthly fee. Also if Cloud isn’t an option for you, you can still pay a fixed monthly fee and have Dental4Windows set up in your practice. It’s all about making Australia’s favourite dental practice management solution accessible to as many practices as possible.

Visit Centaur Software at ADX16 0n Stand 222 or go to centaursoftware.com.au to learn more about D4W Cloud.

Prime Practice, have signed a landmark deal with Deloitte Private Connect,

which will make accounting and financial management of a dental practice easier than ever before.

Dentists will now be able to have all of their accounting automated and stored securely in the cloud, saving them time and money, while giving them an up-to-date, detailed overview of their business finances. The solution will be available to every dentist and practice in Australia.

Called Prime Practice Connect, this product will simplify and improve the daily management of dental practices, with access to insightful and actionable management reports and dental specific performance analysis tools.

Visit www.primepracticeconnect.com.au for more details, or call us on 1800 234 119

Prime Practice introduces cloud-based end-to-end financial management solution

Dental4Windows introduces D4W Cloud.

Micro SMART Cube Powerful suction that’s efficient, smaller and quieter.

At only 52 dByou’ll barely hear how quiet it is.

The Micro Smart Cube, with its new smaller and lighter vacuum pump, is even more powerful and efficient than before and now with the addition of the acoustic housing it’s now so quiet you will barely know it’s there.

The acoustic housing can be easily removed making maintenance simple.

For more information see Micro SMART Cube at ADX 16 stand #129.

Cattani Australia Pty LtdP. +61 3 9484 1120 NZ Toll Free. 0800 68 22 88 E. [email protected] Dundas Street, Thornbury, Victoria, Australia 3071 www.cattani.com.au

NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR TOOLS YOUR LIFE

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The first time I went rock climbing, I suffered from a terrible case of ‘Elvis legs’.

This happens when you’re so nervous, your legs begin to shake involuntarily. Thankfully, I eventually managed to settle down and enjoy the experience. When you have a fear of heights, like I do, it’s actually quite liberating to get a few metres off the ground. That fear never completely disappears but I’ve learned to keep a lid on it through meditation.

“The style of climbing I most enjoy is called bouldering. Typically, the climbs are less than six metres high and done without ropes. All you need are climbing shoes, a landing mat, a little chalk and a lot of determination. It’s quite different to climbing longer routes. The moves are more powerful and punchy—core and lower body strength are crucial—and at times, it requires some quite creative problem solving to reach the top.

“I’ve visited some fantastic climbing spots over the past few years. There’s

a place just south of Paris, within the forest of Fontainebleau, that’s a boulderer’s paradise. The forest is full of boulders you can get lost in for weeks at a time.

“I was lucky enough to attend a dental conference in Istanbul a few years ago and managed to tack on a week of climbing in Fontainebleau. I’ve also visited Colombia, Vietnam, Thailand and Croatia for climbing adventures. That’s the great thing about this sport—there are rocks to climb almost everywhere.

“I train about three to four times a week, with each session lasting two to three hours. In addition to indoor climbing, I do strength/power training, yoga for flexibility, lots of chin-ups, and campus board work (ascending and descending a piece of equipment that resembles a wooden ladder, using only your hands). The ability to support your body weight with just your hands allows you to attack more challenging routes. The other really fun technique is called a dyno. That’s where you jump from

one handhold to another. For a moment you are completely free of the cliff face.

“There’s so much I love about rock climbing. It’s fun, competitive and very social. You end up becoming very fit and strong without even realising you’re exercising. It’s also a great excuse to travel the world and visit some of the most beautiful spots on the planet.

54 Bite magazine

Climbing the walls

While her busy working career is divided between two surgeries, Dr Rebecca O’Sullivan’s leisure time is all about climbing boulders.

YOUR LIFE

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† With continued twice daily brushing. For instant relief apply product directly to each sensitive tooth with fingertip and gently massage for one minute. For lasting results, brush twice daily. ¥ vs. toothpastes with 2% potassium ion. 1. Nathoo S et al J Clin Dent 2009: 20 (Spec Iss):123-130. 2. Ayad F et al. J Clin Dent. 2009; 20 (Spec Iss): 10-16. Always read the label. Follow the instructions.

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