Q3 Catalyst 2023

BRING

The new 3,500-square-foot Anchorage location has seven operatories

4 SHARING BURKHART VALUES WITH THE NEXT GENERATION Account Manager Scott Bailey’s experience

24 PROEDGE Have you tested your water? 30 ELEVATION ASSOCIATION Idaho dentists inspired by Practice Support Team’s Analyses

Serving the Dental Profession since 1888

At Burkhart we realize our clients are both dental professionals and business owners It is our goal to help them be successful at both Catalyst is fully dedicated to that success . The articles in this publication vary from product use and selection to business management topics and provide information and guidance that can lead to a more successful practice . We hope you enjoy!

President From our

Burkhart is passionate about providing exceptional service to our clients We identify each client’s unique needs along with their personal and professional goals We provide helpful information, skilled service, and specific products . We earnestly work in the best interest of others because, at the end of the day, that’s what makes our work most satisfying

Passion is not a virtue that is developed overnight Since 1888, Burkhart has made sure every service we provide improves the career or life of our clients . Many of the services we provide help free up our clients from smaller day-to-day tasks and allow them to focus on their top priorities . Some of those services include managing inventory, controlling supply costs, and making sure digital equipment and software work well together .

We have one central goal — to provide the best client experiences Staying focused is what makes us efficient, knowledgeable, and current in the marketplace .

Lori Burkhart Isbell President

If you have a request for a topic you would like us to cover in Catalyst, please contact our Marketing Department at: Marketing@BurkhartDental com

Catalyst Magazine is published by: Burkhart Dental Supply 2502 South 78th Street Tacoma, WA 98409

253 474 7761 F 253 . 472 4773

DualDefense

SHARING Burkhart Values WITH THE NEXT Generation

Scott Bailey

Account Manager & Mentor at Folsom Rotary Club

BY MADISON MILLER

The Burkhart Family Values

Always

SCOTT BAILEY WAS BORN WITH A HEART FOR COMMUNITY.

For the past 35 years, Bailey has served his community of Folsom, CA in numerous ways, from being a reserve volunteer Folsom police officer, an equipment volunteer for local school music programs, a city council candidate, and to a Scout leader (for 22 years) .

After stepping away from his Scout leader role, among others, Bailey sought out an outlet for his community service He was soon recruited into the local Folsom Rotary Club and has been an active member for about four years .

The club recently held its annual Youth Leadership Conference where local high school students are connected with mentors . There, he met with about 50 high school juniors and about 60 other mentors . After taking part in a few group exercises and icebreakers, Scott and other mentors presented on the topic of ethics, integrity, and doing the right thing in business and relationships .

Scott, who has been a Burkhart Account Manager for 14 years, asked the students ethical questions regarding doing what is right for the company v . what is right for the customer, using the example of the Ford Motor Co . and its fallible Pinto .

“These young minds were sponges,” Bailey said “Fantastic conversations were had . ”

Bailey continued to give the students a real-life example explaining the difference between a customer and a client .

“I gave a scenario where a dentist asks me for a quote on a new sterilizer I explained that most of my competitors would immediately produce a proposal and likely try to sell the most expensive unit available . I explained that my first response to a client asking about a new sterilizer would be, ‘What’s the issue with your existing unit? Can I have my service

act with intregrity to earn and maintain our clients’ trust .

Work in our client’s best interest to help their business succeed .

Be a knowledgeable resource for our clients, their business, and their patients .

department bring out a rental unit? Let’s have my service techs evaluate your unit and see if it can be repaired . If after that, you decide you need a new unit, we can talk about it at that time,’” Bailey said

Bailey then explained that Burkhart is a relationshipbased business and aims to have lifelong clients versus a quick short-lived customer .

“I explained that my goal is to be the trusted advisor and expert by demonstrating that I have the client’s best interest in mind I then pulled out my Burkhart business card I read them the lines ‘Integrity, knowledge, client success .’ I explained that this is why I work for this company,” Bailey said . “The kids got it . The adults in the room were blown away!”

Some asked why competitors wouldn’t adopt the same approach, to which Bailey answered that stockholders and management are often greedy and place pressure to perform on employees

“I told them Burkhart was privately owned and I was proud to be working for the Burkhart family,” Bailey said .

Learn

SEND

Converting a Car Wash into a Dental P ractice

BY MADISON MILLER

Dr. Bradford Allen has owned and operated Allen Dental Group in Eagle River, Alaska for several years. With its location, many patients and families make a long commute from Anchorage to Eagle River for their dental care. To best serve these patients, Dr. Allen opted to convert a conveniently-located car wash into a new practice.

Dr Allen had already worked with Burkhart on a previous remodel of the Eagle River location, so he felt confident in going forward with a new project .

The new Anchorage location was originally a car wash It was a unique project to convert a car wash into a dental practice, Equipment Specialist Louis Ullrich said

“We meticulously looked at multiple layout floor plan options until we came out with the perfect plan We looked at where each outlet was placed, where each sink would be in each room, etc ,” Ullrich said “The attention to detail was quite miraculous . We even laid out multiple rooms so we could measure down to the inch where each cabinet would be placed, the chair would sit, and where each outlet would be .”

He had a vision that the huge bay doors would turn into huge windows and would shed natural light throughout the clinic . Dr . Allen and I had worked together on the Eagle River project, so we spent hours going over the details of the clinic .

The new build offers a spacious waiting area and a large amount of natural light coming from the converted car wash windows

The seven operatory practice is decked out with top-of-the-line A-dec and Vatech equipment

The new location is approximately 3,500 squarefeet and has seven operatories, making the space comfortable for staff and patients and is filled with top-of-the-line A-dec and Vatech equipment .

The project was not without its challenges, as construction was set to begin shortly after the pandemic started in 2020 in addition to converting a car wash into a dental practice .

With a new build comes new marketing opportunities

Tips for Tackling a New Practice

It can be incredibly overwhelming for a doctor considering a remodel or new build. To help, Dr. Allen has shared his recommendations.

• Be very clear about your vision for the practice; the experience you want to provide to your patients before even considering a project of this nature

• Have buy-in from your team . I have such a strong team at our primary location

• Family support Personally, having support from my wife was vital; she helped me with decisionmaking and perspective when stressed .

• Get creative in making your dream a reality — everyone comments on how they never would have guessed the previous use of the building

• Look for a location that attracts your core patient . For me, it was families — lots of schools, grocery stores, medical, high traffic, and visibility, easy parking .

• Be very clear with your design ideas but enlist the help of a professional interior designer to fine-tune them You will have to adapt your vision to the available material and budget, but a good team (general, architect, engineers, design team) will be vital in finding alternatives that shine .

• Form a bond early with Burkhart sales specialists — they are a vital link between you and your contractor when you are busy .

• Work on your branding (logo, colors, design ideas) well in advance so you don’t compromise on the important things when you have the pressure to make decisions quickly during construction .

• No amount of planning can prepare for the unknown challenges but do as much planning as you can anyway

• Have enough cash reserves so you can cover cost overruns when they happen; be prepared to adapt the scope as needed .

• Talk to an owner who has recently expanded their practice or build a building before moving forward as they can give you direct insight into things they would have done differently .

• Form a relationship with your general contractor early on; get to know them by visiting other job sites; interview the superintendent because they will talk to you daily; be adaptable and don’t give up on your vision

Despite this unique challenge, Ullrich said he’s satisfied with the end result

“Only our Burkhart team could put this all together for him It turned out great!” Ullrich said

It’s the little things that make a difference — like the water bottle station for staff and patients’ convenience or the lab coat with a personalized touch

Seeing the beautiful clinic and Dr . Allen being satisfied with the finished end product was the most rewarding . It is the nicest clinic in Anchorage and possibly Alaska .

“Going from one to two practices is very challenging when it comes to managing systems and communication,” Dr Allen said “But, we are developing better and more efficient symptoms between the two offices . It has been fun to see the growth from within the existing team; they have really stepped up and embraced the challenges ”

To learn more about Allen Dental Group visit AllenDentalAK.com

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Bring Connected Dentistry Into Your Operatory with A-dec

Connected products are virtually everywhere you look: from fitness trackers to digital doorbells to smart refrigerators.

And while most of us don’t use the official, technical term “Internet of Things” (IoT) to describe them, we understand the benefits of choosing a smart product .

Surprisingly, while IoT has been utilized in other industries for years, it’s still relatively new in dentistry; and much of the Internet of Dental Things (IoDT) is focused on improving the patient’s experience (Think of scheduling apps that show appointment availability in real time, or smart toothbrushes that send the patient’s brushing data to their doctor or hygienist .)

Even so, IoDT has incredible potential to advance, improve, and transform the way you practice dentistry— especially with the advent of connected dental operatory equipment .

FUTURE-PROOF YOUR PRACTICE

For the first time, A-dec is introducing IoDT into the operatory, with two new delivery systems that take connected dentistry a step forward: the A-dec 500 Pro and A-dec 300 Pro

to

Both the A-dec 500 Pro and A-dec 300 Pro delivery systems utilize A-dec+, an updatable software platform at the heart of A-dec’s breakthrough technological ecosystem

A-dec+ technology is the digital foundation that:

• Provides valuable insight into the daily use and longterm performance of connected A-dec equipment via one centralized dashboard .

• Simplifies ongoing equipment maintenance and troubleshooting with timely reminders and automations .

Imagine being able

see all your connected A-dec equipment in one centralized place, and easily access data that makes it easier to optimize practice efficiency and product longevity. Now it’s possible.

• Manages equipment assets across a single practice or multi-clinic organization .

• Enables seamless transitions during treatment with integrated access to handpieces, clinical devices, chair, and light functions all on one user interface

As technology becomes more advanced, A-dec+ software updates will enable your connected A-dec products to evolve It’s as simple as this: Once you register on the A-dec+ app, new product features and enhancements will be available via software updates—so you can keep equipment up to date with just a click .

Your Equipment

CONNECT TO WHAT’S NEXT

A-dec+ connectivity helps you work more efficiently and predictably for the life of your practice Integrate the latest clinical products now, and easily add new services and features in the future

The A-dec 500 Pro delivery comes fully enabled with A-dec+ software; adding the A-dec+ Gateway makes the software accessible on the 300 Pro delivery . Both deliveries also feature new user interfaces to support A-dec+ software: the Dynamic Simplicity 7 touchscreen on the A-dec 500 Pro, and the Control Pad 5i on the A-dec 300 Pro

With future enhancements to come and updatable software in place, A-dec’s newest delivery systems bring you an evolving platform that’s ready to connect your equipment, your team, and ultimately, your practice .

For more information visit A-dec . com/500

Article Submitted by

The future of dentistry is connected—and now, you can be ready for what’s next.

Have You Tested Your Water?

BY AMANDA HILL, BSDH, RDH

No one likes being told what to do.

But when it comes to infection control in the dental space understanding the why and the how goes a long way in compliance . And the easier the how, the more likely the task will get done .

The Why of Water

Why are there regulations and guidelines around testing your dental unit waterlines? In the U S alone, there are three documented incidents where contaminated dental unit waterlines have seriously harmed patients . 1 Go outside the U . S . , and people have died from contaminated waterlines . New science also shows us that the aerosols we breathe in our operatories come directly from our procedural water 2 So, the health of our patients and our team is directly connected to what’s in your waterlines

Washington state recently joined 32 other state dental boards requiring offices to test (and show) their dental unit water contains 500 CFU/mL or less of heterotrophic bacteria, meeting the EPA’s standard for safe drinking water . Even if you are using a product daily and shocking your lines regularly, the only way to know (and prove) if your water is safe is to test .

Effective December 1, 2021, WAC-246-817-660 went into effect in Washington . This regulation puts into place clear guidance for testing your dental unit waterlines (DUWLs) .

What It Means For You

# 1 For all non-surgical procedures, a licensed dentist must use water that meets the EPA standard of 500 CFU/mL or less .

We know patients and staff are at risk from contaminated DUWLs Keeping the CFUs below 500 is a good threshold for mitigating risk

# 2 A licensed dentist will follow the dental equipment manufacturer’s instructions for testing DUWLs . If there are none available, test quarterly . Test 5-10 days after any repair or changes to the system and again 21-28 days later

Waterline testing protects your practice and your patients.

ProEdge offers a variety of waterline testing products include the QuickPass (left) and the R2A Waterline Testing Kit (right)

Testing is the only way to know if your practice’s waterline maintenance program is working

When there are changes/repairs to units, it’s an opportunity for the introduction of biofilm . Testing twice at a spread-out interval ensures new growth hasn’t occurred .

# 3 DUWLs for each operatory or unit can be tested individually or pooled as one sample . If using a pooled sample, you must take an equal amount from all the lines, up to 10 lines per test . Document the number of lines included in the sample .

Pooled sampling has been shown to be effective if done correctly Be sure to get as close to equal amounts as you can . If an operatory fails, you’ll shock all the lines . If it passes, you know you are clear until it’s time to test again .

# 4 In the event of a failure, immediate action will be taken to attain a passing test .

While the law doesn’t specify, it’s time to shock the lines with a strong disinfectant . There are lots of products on the market Check to see if

your dental equipment has instructions . If the CFUs are very high, shocking it three times in a row might be necessary to get to all the layers of biofilm .

# 5 A licensed dentist shall record the testing and maintenance with the dates, results, and name of who conducted the test or maintenance . Keep these logs for five years .

Like anything in dentistry, if you don’t write it down, it didn’t happen . It also helps you keep track of when to test again . Put the re-test date in your appointment book right away .

The Hows of Testing

Step 1: Choose A Test

Much like how you test your autoclave weekly, there are in-office and mail-in tests . In-office tests are convenient, economical, and confidential But they are imprecise Mail-in tests offer third-party verification and precise results . My office does a mail-in test once a year and in-office testing the other three quarters .

Step 2: Determine How Many Lines In Your Operatory Can Receive Water

QuickPass® utilizes advanced scientific formulas to provide you with easy-to-read and more reliable results

You are not required to test each line individually . When done correctly, pooled sampling has been shown to assess the water quality in a single

The only way regulatory agencies can be certain you’re compliant is properly documented testing.

operatory accurately . Meaning you can take equal amounts of water from each line in one operatory, not the whole office .

Prior to taking your sample, figure out how many lines get water so you know how to portion out your sample . Or if you want to test individual lines, you know how many tests to have on hand . Be sure to count every line, even if it’s one you don’t use, actually, especially if you don’t use it . This is often called a dead leg, and because the water doesn’t move, the biofilm is likely growing in there .

Step 3: Take A Sample

Flush each line for 30 seconds as you would before treating a patient . Then collect equal amounts of water in the test vial without contaminating the testing materials . If it’s an in-office test, pop in the paddle and let it sit for one minute before dumping out the water and closing it back up again to see what grows If it’s a mail-in test, pop the lid on and get it ready for mailing .

Step 4: Document

There are some specific rules on what to document

Be sure to include the date you tested, who did the testing, how many lines you pooled together, and what the results were . If it’s an in-office test, take pictures of the paddle for proof . If it’s mail-in, keep the results from the independent testing entity . Hang on to these for five years .

If you passed, congrats Check the dental equipment instructions for when to test again, and if it doesn’t say, test again in three months . If you failed, it’s time to shock .

Having an established waterline protocol that includes testing, shocking, and treating will put you on the road to passing the test . And delivering safe care Appoint a Waterline Warrior in your practice to take on this important responsibility

1 Centers for Disease Control and Prevention (2022, October 31) Han archive - 00478

Centers for Disease Control and Prevention Retrieved April 13, 2023, from https:// emergency cdc gov/han/2022/han00478 asp

AMANDA HILL, RSDH, RDH

Industry Educator, Speaker, Author

Amanda currently practices part-time clinically and is an industry educator for the nation’s largest dental job board, DentalPost net She writes for dental magazines, is a member of the advisory board for RDH magazine and hosts her own podcast on the Dental Podcast Network

2 Meethil, AP, Saraswat, S, Chaudhary, PP, Dabdoub, SM, Kumar, PS 2021 Sources of SARS-CoV-2 and other microorganisms in dental aerosols J Dent Res July 2021

Studies show after about a year of regular water testing, offices pass 91% of the time.

Inspires Idaho Dentists Through Practice Support Team’s Analyses

Elevation Association offers practices support and guidance through events and growth reports.

Wood River Dental Care dentists, Dr . Jared Hill and Dr Dan Nelson, have been running their successful practice for several years However, like many clinicians, they became overwhelmed with the dayto-day workload and started to struggle with running the business side of the practice .

As a Burkhart client, they were able to receive analyses and guidance from the Practice Support Team Through a practice analysis, Dr Hill and Dr Nelson received feedback on where the practice could improve and how those changes could affect the business .

“When Burkhart presented this to us and showed us the practice’s potential, it was shocking,” Dr . Hill said .

After receiving the report and getting some further guidance from the Practice Support Team, they hired Ryan Passey, a managing partner, to help implement those changes .

After implementing the changes, the practice started thriving more than ever, and Dr Hill and Dr Nelson became inspired to share their knowledge and experience with other doctors struggling with their practices .

“We really wanted to get together with other dentists to figure out how they were dealing with those frustrations,” Dr . Nelson said . “What we found out was that everyone had frustrations as well So we were working through stuff together And one of the main components that we used was the initial report from Burkhart .”

“Burkhart was great to field all of our calls and all of our questions, walk us through a lot of the report, and why the practice looked this way.”

“That help allowed us to control the practice rather than the practice controlling us,” Dr. Hill said.

This desire to help other stuck and frustrated dentists led to the development of Elevation Association, a study group of sorts designed to serve as a growing support system for dentists .

Through Elevation Association, dentists are able to build relationships and learn from each other . Dr . Hill and Dr . Nelson have also developed their own practice analysis, or growth report, based on Burkhart’s model to further assist dentists .

Enamel Pro®

Triple Tray®

Dr Dan Nelson (left) and Dr Jared Hill (right) of Elevation Association

The Power of a Brighter Smile

Grandview Research estimated the global teeth whitening market size at USD 6.9 billion in 2021 and expected it to expand at a compound annual growth rate (CAGR) of 5% from 2022 to 2030.

Cosmetic details that previously weren’t important are now front and center . Before the pandemic, Dentistry IQ reported that 77% of dental patients were interested in whitening, while the AACD found 90% of dental patients were interested in whitening Fortune Magazine recently reported that the convergence of time at home and video calls had produced a surge in requests to dermatologists, dentists, and plastic surgeons for fillers, teeth whitening, and hair loss therapies . People influenced by social media have an increased awareness of their appearance and drive for perfect skin, hair, and teeth As a result, teeth whitening continues to be a frequently requested dental procedure

A Win For the Practice

Many dentists we work with have shared their favorite patient success stories Invariably, these stories have more to do with how they made a patient feel than the restorative procedure itself . Watching a patient, who previously was not confident with the appearance of their teeth, smile broadly is contagious . There’s even more power in those brighter smiles:

• Satisfied patients refer more often and are more likely to leave positive online reviews .

• Whitening services increase restorative demand for additional cosmetic procedures .

• Positive feedback from patients results in higher job satisfaction for team members

With the impact of the pandemic, inflation, and stagnant PPO fee schedules, more dental practices are looking for ways to lower overhead and increase production in a patient-centered manner . Whitening can bring a revenue boost to the practice through:

• In-office procedures

• Custom and non-custom take-home trays

Create patients who are more invested in their smile .

Using the average patient count of 1,500 for a solo general dentistry practice and conservatively estimating that 20% of your patients will opt for a whitening regimen, the potential increase in practice revenue (that does not involve insurance) packs a production punch .

There is little debate about the benefits whitening services offer practices and patients Yet, when reviewing codes billed each year, we often find a low percentage of whitening services performed .

Promote Your Offering

To make your whitening program work, you will need to go beyond hanging some well-placed signs at the front desk and pamphlets in the operatory .

You also need a creative social marketing strategy that helps you build and strengthen relationships . Rather than just posting a photo that looks like an ad, show the experience of someone coming into the office to get their teeth whitened Show the process It’s equally important to understand the experience the patient had, as well as the results achieved

The key to growing your teeth whitening services through social media will be creating entertaining yet educational posts .

Start by following these three tips on your preferred social media feed:

Set a Practice Protocol

Create a protocol that includes evaluating each patient’s smile . Increasing esthetic options involves improving your listening and patient interview skills . Record initial shades during routine hygiene visits and ascertain their desire to whiten . Display whitening options and associated fees Patients may be unaware of how reasonably priced whitening services are and hesitate to initiate the conversation . If you offer chairside whitening, include the phrasing, “would you also like to whiten your teeth at that appointment?” when scheduling . Include whitening options in all comprehensive treatment plans .

• Have an influential patient who loved their results film a video on their phone that they (and you) can post and share .

• Posts that are sincere and highlight both the ease of the process and the benefits of teeth whitening resonate with viewers

• Videos and posts should drive home that teeth whitening is a simple, quick, and costeffective procedure . Include a direct link to your appointment page so people can schedule, too .

1 “In-Office Teeth Whitening: Professional Advantages, Costs and Options”, Consumer Guide to Dentistry, Larry Addleson, DDS, FAACD https://www yourdentistryguide com/professional-whitening/

2 Burkhart Product Pricing 2023, Pola Office+ complete patient kit

3 Burkhart Product Pricing 2023, Burkhart Brand Professional Teeth Whitening Kits, 4 syringes

4 Burkhart Product Pricing 2023, Burkhart Brand Professional Teeth Whitening Refill, 2 syringes

5 Average hourly wage, dental assistant with 3-5 years of experience Indeed, 2022 https://www indeed com/career/dental-assistant/salaries

Take a focussedapproach to enhancing your teeth whitening program .

Work as a Team

Your dental office is busy, and it’s easy for team members to get caught up in the day-to day activities. Whitening treatments (and all case acceptance) is reliant on several things working well.

• The transition of information from the RDH to the doctor should engage the patient and include a thorough synopsis of the patient’s periodontal, restorative, and esthetic status .

• Provide the exam mid-way through the appointment to allow the patient time to process options .

• For larger cases, give a ballpark estimate to help the patient understand the type of investment they are making and potentially open further dialogue .

• Engage the patient again during the transition to the front desk . State the prioritized treatment to summarize and solidify the plan . It is just as crucial for the patient to hear the summary as it is the front desk team member providing estimates and scheduling treatment .

• Make whitening affordable and get it scheduled! Use phrases when patients do not schedule, such as “Are there any challenges I can help you with to get treatment started?” Often, the patient has a challenge they are not comfortable bringing up . An open-ended conversation with a sincere goal to help the patient can make that dialogue more comfortable

Reap the Rewards

Whitening is an excellent tool for practice growth, but only if you take the time to make it an important part of your practice’s everyday routine . It creates patients who are more invested in their smile, who are more likely to keep that smile healthy, and who often opt for additional elective treatment as well

By making a few minor changes and committing to promoting whitening, your practice can reap the benefits of a successful, sustainable whitening program while your patients enjoy their whiter, brighter smiles .

Written by the Practice Support Team

To learn more about Burkhart’s Practice Support Team, visit Burkhart-go . info/PST

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