Dental Practice Management summer 2009

Dental Practice

CANADA’S CANADA’S LEADING LEADING BUSINESS BUSINESS & & LIFESTYLE LIFESTYLE MAGAZINE MAGAZINE FOR FOR DENTISTS DENTISTS

SUMMER 2009

MANAGEMENT MANAGEMENT

Hygiene issue

Engaged Patients

OFFICE PLANNING: CABINET Considerations Dental Office PERMIT SOLUTIONS ISSN 0827-1305

w w w.oralhealthjournal.com

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Dental Practice

MANAGEMENT

Summer 2009

Features PRACTICE MANAGEMENT

8 Mastering the Art and Science of “Value Creation” Peter Barry, CMC, RRDH

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16 How the Harmonized Sales Tax (HST) Impacts the Sale of a Dental Practice Martin Houser, LLB and Timothy A. Brown

28 High Expectations for Case Presentation Roger P. Levin, DDS

TECHNOLOGY

12 3D Imaging — Are You Ready?

Technology Planning For CT Studies Craig Wilson OFFICE PLANNING

20 Cabinet Considerations photos.com

Jean Akerman, ARIDO, IDC

34 Dental Office Permit Solutions Kourosh Rahimi, P.Eng.

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OFFICE DESIGN

24 Smiles Specialty Centre HYGIENE

26 Engaged Patients Beth Ryerse, RDH

Departments 5

Editorial The Power of Patient Care

6

News Briefs AACD Highlights from Hawaii

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photos.com

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Dental Marketplace

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Editorial

The Power of Patient Care L

est we think dentistry is about office design and case presentation and taxes and technology and techniques, dentistry is about how much you care.

Here is a letter to you from one of your patients: Catherine Wilson, Editor

I am not a member of the dental field, or do I expect to be. I am however, ‘Ms. Everybody’ who religiously makes three trips a year to my periodontist and two to my general practitioner. I have only had very basic dental work done over the years, one crown and many large fillings. As I age, I am in greater need of the services provided by this industry, which makes me a little nervous.

I am writing to Oral Health/Dental Practice Management Magazine, in spite of them being magazines for trained dental professionals, in order to say a great BIG Thank You to all of you in the field. When I was a little girl, I had a fear of dentists due to an incident of dental work being done with no attempt to make me comfortable or to sedate me in order to ensure a relaxed experience. How far dentistry has come in 40 or so years!

I recently consulted with my general practitioner regarding a sore tooth and was truly amazed and delighted at the time he took to talk me through my possible case scenario, which involved a referral to an Endo specialist. He answered every question clearly and competently, even going as far as explaining the possible worst case scenario (without scaring me). He gave me a brief history of the specialist he referred me to, as well as informed me that he was himself a patient of this person. I am most grateful for his time and effort to educate me on the process and to allay my fears, especially in light of a story told to me by my Mother-in-Law just a few days prior to

my visit to him.

As a new Scottish bride in the early 1950s whose husband was away in the Navy, she made a trip to her dentist to remedy a cracked front tooth.

Upon arrival, she became suspicious to see a doctor in attendance with the dentist, but pushed her fears aside and hoped that her trust in this ‘professional’ would be worth it. The dentist did not discuss her case with her, or give her possible case scenarios of how best to treat her situation, but gave her gas immediately. She believed he would repair the tooth and all would be well when she came to, but discovered upon waking that all her top teeth were removed! She was aghast...what would her husband think coming home to a young, toothless bride?? She managed to consult with another dentist who immediately followed up with the treating dentist only to discover that he had lost his nerve to treat patients and required the doctor to attend while he removed the teeth instead of fixing the presented problem. Needless to say, this dentist lost his license immediately.

Nowadays, with all the governing bodies and patients’ rights, we can make a trip to our dentist with the utmost confidence of receiving an informed diagnosis with much patient involvement. To be treated so kindly and thoughtfully rather than as the next dollar sign that walks into the dental office is most refreshing and reassuring.

Thank you again to all dentists and specialists who follow these guidelines and make ‘Ms. Everybody’s’ trip to you as comfortable and informed as possible.

It’s better than having your car serviced (although they, too, are attempting to improve their customer service) dentistry is much further ahead.

A. M. Smith Newmarket, ON

Dental Practice Management

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News Briefs a business information group publication

A Lifetime of Achievement Plano, TX—The American Academy of Cosmetic Dentistry (AACD) awarded Dr. Jimmy Eubank with dentistry’s “Lifetime Achievement Award” during its 25th Anniversary Scientific Session in Honolulu, Hawaii. The award is given to a dentist who has made an enormous and lasting contribution to excellence in dentistry. In 25 years, the AACD has honored only two other dentists with the Lifetime Achievement Award: Dr. Frank Spear and Dr. Buddy Mopper. Dr. Eubank holds the unique distinction of being the only dentist who is accredited by the AACD as both a dentist and a laboratory technician.

Scenes from the AACD Annual Meeting in Hawaii '09

Editorial Director: Catherine Wilson 416-510-6785 cwilson@oralhealthjournal.com Art Direction: Andrea M. Smith Production Manager: Phyllis Wright Circulation: Cindi Holder Advertising Services: Karen Samuels 416-510-5190 karens@bizinfogroup.ca Consumer Ad Sales: Barb Lebo 905-709-2272 barblebo@rogers.com Classified Advertising: Karen Shaw 416-510-6770 kshaw@oralhealthjournal.com Dental Group Assistant: Kahaliah Richards 416-510-6777 krichards@oralhealthjournal.com Associate Publisher: Hasina Ahmed 416-510-6765 hahmed@oralhealthjournal.com Senior Publisher: Melissa Summerfield 416-510-6781 msummerfield@oralhealthjournal.com Vice President/ Canadian Publishing: Alex Papanou President/ Business Information Group: Bruce Creighton Offices Head Office: 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2. Telephone 416-442-5600, Fax 416-510-5140.

Montreal: 1 rue Holiday Street, East Tower – Suite 705, Pointe-Claire, Quebec H9R 5N3, telephone 1-800-363-1327, 514-630-5955, Fax 514-630-5980.

Dental Practice Management is a quarterly publication designed to provide the entire dental team with business management information to make practices more successful.

Articles dealing with investment planning, personal finances, scheduling and collection procedures, in addition to lifestyle issues, are geared to all practicing Canadian dentists, hygienists, dental assistants and office managers. Please address all submissions to: The Editor, Dental Practice Management, 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2.

Dental Practice Management (ISSN 0827-1305) is published quarterly, 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2.

Subscription rates: $10.00 single copy Canada. One year: ON & rest of Canada $26.70; QC $28.70; NB, NF, NS $28.69; U.S.A. US$27.95; Foreign US$45.95. Dental Guide $18.40 in ON, QC, NS, NB, NF; rest of Canada $17.12; US & Foreign US$16.00. Printed in Canada. All rights reserved. The contents of this publication may not be reproduced either in part or in full without the written consent of the copyright owner.

From time to time we make our subscription list available to select companies and organizations whose product or service may interest you. If you do not wish your contact information to be made available, please contact us via one of the following methods: Phone: 1-800-668-2374; Fax: 416442-2191; E-mail: privacyofficer@businessinformationgroup. ca; Mail to: Privacy Officer, Business Information Group, 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2.

Canada Post: Return undeliverables to Circulation Dept. – DPM, 12 Concorde Place, Suite 800, Toronto, ON M3C 4J2.

Canada Post product agreement No. 40069240.

Dental Practice Management, USPS 019-616 is published quarterly by Business Information Group, a leading Canadian information campany with interests in daily and community newspapers and business-to-business information services. US office of publication: 2424 Niagara Falls Blvd., Niagara Falls, NY 14304-0357. Periodicals postage paid at Niagara Falls, NY. US postmaster: Send address changes to DPM, P.O. Box 1118, Niagara Falls, NY 14304.

Summer 2009

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Practice Management

T H E 2 1 ST C E N T U R Y F O R M U L A F O R S U C C E S S I N D E N T I S T R Y

Mastering the Art & Science of

VALUE CREATION PETER BARRY, CMC, RRDH

I

n part one of this three part series we examined the amazing power and impact on your business that connecting with your patients on a deeper level can have.

In part two we explore the theory of “value creation” as it relates to the historically frowned upon concept of “selling” in dentistry.

Have you ever been sold something and then days, or even months later, wondered why you bought it? When you came to the conclusion that you were “sold to,” how did you feel — about yourself, the salesperson who sold it to you and the company that he/she represents? On the other hand have you ever purchased products or services that you really didn’t need... but you didn’t feel the same negativity towards the salesperson or the company? Why? In those instances, you were probably an integral part of the purchasing process.

In dentistry, if your sales process is a one-sided regurgitation of procedures and techniques then this may not be very emotionally appealing to patients and they will not “buy” as often from you. To counter this challenge, many sales training programs, seminars or books on “selling” present it as a series of strategies, gimmicks, or attempts to control behavior — all designed to get a potential buyer to say “Yes.” The problem with these teachings is that they often promote manipulative sales techniques. They teach strategies like tie downs, open probes, get them while they’re hot, overcome objections, up sell (would you like a crown with that)... probe for the close (any reason we can’t schedule today?)... etc. These manipulative sales techniques may raise your bat-

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ting average slightly on a per incidence basis but they do not form the foundation for long-term, trusting, mutually rewarding relationships with patients who are committed to preserving and enhancing their life-long dental health in partnership with your office.

For most dentists, the concept of “selling” was not something they signed up for when applying to dental school. In fact for many clinicians, especially first decade dentists, when they hear the word “sales” it conjures up images of manipulating people into parting with their hard earned money. This belief is rooted in the underlying mentality that; we are a medical profession and should simply be able to tell people what they need and they should just be able to trust us and accept our advice. This viewpoint can be somewhat self-limiting because most of us practice in a fee for service environment where even if the patient has dental insurance, the average policy does not provide benefits for a lot of what modern dentistry has to offer. This means that our ability to deliver optimal health and wellness to society will rest largely on our ability to inspire our patients to desire and pay for what we can do for them.

So what is it about this concept of “selling” that makes so many of us in our profession feel so uncomfortable? Is “selling something to someone” really a bad thing? Or is it our approach that determines its ethics and integrity? Does it have to be a manipulative dishonorable process or can it be something beautiful and empowering that connects us to

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Practice Management

Y

PA R T 2 O F 3

Have you ever been sold something and then days, or even months later, wondered why you bought it?

People love to BUY but hate to be SOLD to

people and empowers us to help them? My observation is that; it is the old school negative approach to “selling” usually applied by what we call “pushy sales people” that most clinicians have an aversion to.

The way you define the process of “sales” in your own mind will be powerful in influencing how you deliver the “buying” experience. I recently asked a group of dentists who said they hate “selling” to define the term based on how they feel about it... here is what they came up with... “sales is a process of coercing someone into buying something they don’t want or think they need.” Wow! If that’s how you allow yourself to see the process, then everything you say to your patients during the case presentation will be tainted with this negative belief system. In silent, powerful and unseen ways you will unconsciously project or mirror these beliefs on to your patients through your choice of words, body language and through your overall approach to the entire process.

With all the advances modern dentistry has to offer today, if we are to succeed as clinicians in the 21st Century it is imperative that we don’t view case presentations as a process of convincing customers or pushing them into things. That’s why we must redefine the term “sales” and give it a more positive and purposeful meaning. A meaning that can guide us towards delivering a more positive buying experience to our patients. The great philosopher Plato said “the beginning of wisdom is the definition of terms.” Our new improved meaning for selling should be based on the process of what we are really trying to achieve when we communicate with patients. It should sound something like this... “sales is a process of helping people to make decisions that will add to their quality of life.” This means that our entire case presentation must be converted from the all too common one-sided regurgitation of dental information (product and services dump) to a more interactive process that gets patients involved and guides them towards discovering for themselves that which is

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Practice Management

in their best interest. When you sell with ethics and integrity you don’t have to approach people with the intent of coercing them out of their money; rather, your goal will be to gain rapport and understand their objectives so you can help them get what they “want.”

Selling really is a process of guiding people towards self-discovery and hope. It’s a process of engaging a person’s heart and imagination towards something that does not yet exist in their lives. This is best achieved by listening to people. Listening is the greatest tool we have for inspiring others to take action. People really don’t care how much you know or what you can do until you show how much you care.

Patients don’t like “product dump” speeches. When they sense one coming on they will tend to tune you out. This is why social skills are so important.

The next time you discuss treatment options with a patient ask yourself the following four questions...

• Whose dental condition / opportunity is it?

• Who’s recognizing the condition/ opportunity?

• Who wants to treat it?

• Who’s dedicated to the potential posttreatment outcomes?

If the answer to any of these questions is you, and not the patient, then we do not have patient involvement.

The process of patient involvement is called co-diagnosis. Co-diagnosis is the development of a partnership. It’s the act of assisting patients to “discover” themselves and participate in the diagnosis. Our job is to help them to discover themselves and any potential problems/opportunities. It’s the patient’s job to decide what level of health and wellness they choose for themselves. We dental professionals spend an awful lot of time trying to convince people to have their dentistry done. We are excited about all the options that we can provide. But we fail to realize that before we can get the patients’ enthusiasm, we must first help them develop their desire for the treatment outcomes. Patients will only agree to services they want (not need).

The Greek philosopher Socrates talked about the use of questions to guide people towards developing ideas and conclusions in their own mind. By leading people through a series of focus questions we facilitate their “ah ha” moments but they take ownership of their breakthrough thoughts. Do you lead your patients through a process of self discovery that lets you highlight the range of possibilities available to them... possibilities that they would not have identified without you?

Ten tips to strengthen case presentation skills and increase acceptance

1. View the patient as an ally and adopt a healthy view of selling; 2. Listen twice as much as you speak; 3. Make comprehensive chart entries, including information regarding the unique life circumstances, views and emotional desires of the person attached to the teeth; 4. Begin creating an ongoing list of directed probing open-ended questions; 5. Take the time to connect on a personal level with your patients; 6. Identify their needs and present life circumstances... fit the dentistry into their needs and present life circumstances; 7. Avoid overselling the physical details of the raw dentistry (products and procedures); 8. Communicate beyond this; to convey the “quality” of life impact the dentistry will have on their lives; 9. Your values and attitudes are projected to patients... be authentically caring, open and honest and they will trust you and mirror this back to you in the form of “asking for your services”; 10. Remember the top four case acceptance barriers... can I trust you... do you care about me... do you know what you’re doing... how will this benefit my life.

We can all boost our case presentation skills and enhance case acceptance by learning to more effectively communicate in our patient’s language.

Dentistry is a helping profession and “sales” is a helping process. By altering our thinking and approach slightly we can easily shift the focus from “us” and the procedures we sell to “the customer” and the quality of life impact our services will have on their lives. This shift in thinking will enable us to communicate with our patients in a more buyer-based, service-focused and solution driven way... and we will bring honor and dignity to this whole concept of “selling” within the profession of dentistry.

DPM

We can all boost our case presentation skills and enhance case acceptance by learning to more effectively communicate in our patient’s language

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Peter Barry is a Practice Mastery Coach and founder of Successful Practice Architects. He is the creator of “The Dental Olympics Advantage™ Growth and Development Programs”.

He is also a member of the Academy of Dental Management Consultants. peter@practicemastery.com / 416-568-5456. @ARTICLECATEGORY:596;

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Technology

3D IMAGING Are you ready?

Technology Planning for CT studies

CRAIG WILSON

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Technology

T

he use of 3D visualization and imaging in dental treatment is rapidly becoming commonplace, and even required for some types of treatment.

Cone Beam Computed Tomography (CBCT), in particular, is being used by a growing number of providers.

Although the acquisition equipment required to generate three-dimensional studies is currently not available in most dental offices, more patients are being referred to centers with CT imaging devices than in the past. In addition, a much greater number of dental professionals are learning that CT studies are valuable and/or required for complex treatment plans, and that to participate in these types of cases they must also participate in the use and manipulation of the 3D CT studies. Simply viewing a hard-copy of a select number of slices from a study is no-longer sufficient. Instead, an increasing variety of practitioners are finding it useful and necessary to manipulate the actual 3D study directly via software.

Fortunately, due to improvements in computer technologies, most significantly those used in the 3D gaming industry, the barriers preventing dentists from owning the equipment required to manipulate CT studies are rapidly disappearing.

Here, we’ll evaluate the requirements of a dental practice which needs to access and manipulate 3D studies, either acquired onsite or elsewhere.

Software

For most dental professionals, the software used to manipulate 3D studies will depend heavily on the desired treatment outcomes and reasons for requiring the 3D study.

Many of the standard CT viewing software designed for medical applications work nicely for dental users. OsiriX (http://www.osirix-viewer.com/) and Sante DICOM Viewer Free (http://www.santesoft.com/dicom_viewer_free.html) are good examples of free but powerful viewers which are also appropriate for dental studies. Fortunately, CT volumes are normally stored in the DICOM format which is compatible with a variety of applications.

The number of companies who create surgical templates from CT studies for use in implant placement continues to grow. In most cases, a standard CT study is acquired and proprietary software is used to visualize and plan the case. Practitioners who are making use of these surgical templates are importing their CT studies into software and/or simply sending the CT study to the template provider and working through an online interface to plan the case. In both situations, the template provider also provides the proprietary software and/or interface.

Veteran dental CT users are often interested in the manipulation of CT studies using software tools that are customized specifically for dental applications, while not being tied to a specific service provider

and/or implant manufacturer. Powerful dental specific CT software is available for those users. Materialise Simplant (http://www.materialise.com) is a good example, and well known to those placing implants.

In addition, many of the companies that supply CT imaging devices also provide software solutions for use with their products. These software tools are often optimized for efficient workflow and/or viewing of the studies derived from their imaging devices.

As with all tools, the choice of an appropriate software tool will depend on the task at hand and the desired results. Many practiced CT users have a variety of software tools available and use the one most appropriate for a given situation. When planning the technology requirements for those undertaking or continuing to work with 3D volumes, it is important to understand that the software tools will change and evolve, and in-time a variety of different software will be used. Computer systems will need to be adequate for the most demanding software tool that will be utilized. Fortunately, most of the 3D manipulation software share similar system requirements.

Computer Hardware Requirements

The viewing of 3D volumes is a computationally intense undertaking, requiring a computer workstation with the appropriate capabilities. Special care is required when selecting computer hardware and/or upgrading existing hardware. The video card is the most important component, as it is responsible for the rendering and display of the 3D volume information.

Video Cards

Today’s 3D software generally requires a video card with at least 512MB of RAM. The greater the amount of RAM, the more video processing the card can do without slowly transferring data back and forth to the CPU. Video cards using NVIDIA chipsets (http://www.nvidia.com) are generally accepted as the industry standard for 3D modeling, and many software vendors specify specific NVIDIA devices. Other vendors have similar products, but by choosing NVIDIA devices you can avoid surprises.

Once you have an approximate understanding of the software(s) that are to be used with the 3D studies, select the video card specified by the software vendor(s). If you are unsure about which specific software will be used, but are selecting hardware for possible future use with 3D imaging, simply conform to the system requirements published for Materialise Simplant (the current market leader).

Be prepared to spend several hundred dollars on a good quality video card. If you are going to do any significant manipulation of 3D images it is a good investment — and frustration will be greatly reduced.

Also, keep in mind that in most cases the video card

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Technology

in a laptop cannot be replaced. Instead, a laptop with an inappropriate video card will be unusable, as there is usually no way to upgrade it.

Other Computer Hardware Considerations

In addition to the video card, the overall speed of the computer will impact the performance of the 3D applications.

Performance depends greatly on the speed of the processor, the amount of RAM, and the speed with which the large amounts of CT data can be delivered to the processor.

Improved specifications that impact those parameters will greatly improve performance in 3D imaging applications.

Generally speaking, a computer that is five years old or more is never worth upgrading. Instead, if a ‘vintage’ computer doesn’t meet your needs — invest in a new computer.

Newer computers can often be judiciously upgraded to allow improved CT study viewing performance.

In most cases, DICOM workstations are not required or implemented for dental applications. The added cost of a DICOM workstation is generally not a good investment. Instead, most users purchase good quality commercial grade monitors and computer hardware.

Storage Requirements

Even by today’s standards, CT studies are large data sets.

Depending on the type of scan, and the size of the field (full-field, mid-field, small-field) a CT study can vary between 150MB to several hundred MB in size. Evaluate the size and types of studies that are relevant and estimate the number of studies that will be stored per month. Evaluate the current storage of the data server in the practice and evaluate the amount of time it will take to fill it with CT data. Likely, an immediate upgrade is not required, and instead new data can be stored and monitored until a pattern develops. Then plan upgrades accordingly.

As always, ensure that sufficient backup media is available to fully protect all of the CT study data.

Network Requirements

CT studies moving across a standard 10/100 network can be frustratingly slow and will degrade performance for other applications and users. Where possible, upgrade to a Gigabit LAN (10/100/1000). A standard CT study crossing a well behaved Gigabit LAN will take only seconds. If network slowness remains, especially slowness in the practice management software or other applications, try storing the CT study data on one storage device and practice management on another, and ensure that the network is using a switch, not a hub.

Training

For many, 3D imagery is an entirely new imaging modality, and the diagnostic skills required to fully survey these new data sets must be learned. Software allows the manipulation of imaging data in new and exciting ways but may also introduce potential confusion due to image artifacts

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Full-field, mid-field and small-field CT. What does it all mean?

CT (Computed Tomography) imaging devices are categorized based on the size of the volume of anatomy that they are capable of imaging at one time. Full-field units image the entire skull.

Mid-field units image only the jaw. Small-field units image only a section of the jaw at a time.

Generally, the larger the imaging field, the higher the cost of the device, the higher the dose to the patient, and the greater the region of anatomy available for and requiring diagnosis and treatment planning. Conversely, the smaller the imaging field, the lower the cost of the device, the lower the radiation dose to the patient, and the smaller the region available for and requiring diagnosis and treatment planning.

Imaging devices are installed and prescribed for patient use according to the planned treatment and volume of anatomy requiring visualization, tempered by the radiation safety ALARA (As Low As Reasonably Achievable) principle.

and other previously unfamiliar views and scenarios. The benefits to be derived by fully developing the knowledge to use these new 3D imaging tools cannot be overestimated.

Online training is available for nearly all of the available CT manipulation software, and classroom and/or onsite training is available for many. Imaging hardware providers and implant companies also provide valuable training.

While the diagnosis and treatment planning of complex cases with CT studies will unquestionably remain the work of the dental professional responsible for delivering the treatment, other team members will benefit from 3D imaging training — and will be much more able to assist with imaging workflow if sufficiently knowledgeable.

3D imaging, especially dental CT imaging, is a proven technology used to diagnose and treatment plan. It is exciting and practical, both for the treatment providers and the patient. By implementing the right hardware and software, your practice will find the use and manipulation of CT studies to be an enjoyable and worthwhile addition to your imaging toolkit.

DPM Craig Wilson is the president of Compudent Systems Inc., a company providing support services for organizations and individuals involved with dental and medical imaging applications.

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Buy 2 cases of PurCotton and get 1 case of 2’’x 2’ ’

DPM Sum09 p15 Supermax.indd 15

$PEF Y QMZ Y TMFFWF DBTF H

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Practice Management

How the Harmonized Sales Tax (HST) Impacts the Sale of a Dental Practice MARTIN HOUSER, LLB AND TIMOTHY A. BROWN

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Practice Management

I

n the most recent Ontario budget, it was announced that Ontario will be harmonizing its sales tax system with the GST effective July 1, 2010.

Instead of a five percent federal GST G ST and an eight percent Ontario PST, there will be a single 13 percent Harmonized Sales Tax (HST) in Ontario. This same system has been in place in three Maritime Provinces since 1997. We predict that other provinces will follow this trend as the temptation to tax more services is irresistible to both the Federal and Provincial governments, especially given that the federal deficit is likely to be about $50 Billion for 2009!

The Ontario HST will be administered by the Canada Revenue Agency. To ease the administrative burd e n s on the system, the basic rules concerning the HST will be substantially the same as the GST.

Will this have an impact on Ontario dentists?

Yes; there will be a significant net cost for operating practices and, in many situations, there will be an increase in the overall taxes payable when a sale of a practice takes place.

The PST is currently limited to the sale of “tangible personal property.� This definition excludes the purchase of services (for example, the fees paid to practice consultants, lawyers, accountants and technicians for equipment maintenance are not subject to PST) and also excludes the cost of rent. Also, if a dentist wishes to purchase a building or commercial condominium for the practice, PST does not apply (although land transfer tax is payable). ALL of these items are subject to GST — and as of July 1, 2010, the rate of tax will almost triple!

Since the supply of dental services is almost always an exempt supply (meaning that the dentist does not charge GST but also cannot claim input tax credits for any purchases the dentist makes), there will be a shift of tax burden which will, on balance, increase costs for Ontario dentists.

Historically, purchases and sales of dental practices were structured as the purchase/sale of assets (when dentists were not permitted to incorporate professional corporations). For the purchaser of assets, the purchaser is required to pay eight percent PST on the purchase price allocated in

the purchase agreement to furniture and equipment (unless the furniture and equipment is affixed to the premises) and five percent GST on the purchase price allocated to the leasehold improvements. When the shares of a professional corporation are purchased, there is no tax PST or GST payable. Still, there are many situations where the parties agree that an asset purchase/sale is preferable. Also, in many situations a vendor is carrying on his/her practice person-

As of July 1, 2010, the rate of tax will almost triple! ally but wishes to transfer the assets of the practice to a corporation in order to be eligible for the $750,000 capital gains exemption on the sale of shares. Since this requires the transfer of the practice assets to the corporation prior to the sale, the same PST and GST rules generally apply as if it were a sale of assets to a third party.

For vendors of a dental practice, five percent GST is currently payable on appraisal and brokerage fees. Under the new HST, this will increase to 13 percent! This may be an ideal time to sell, if only to avoid costly sales taxes!

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Timothy A. Brown is the President & C.E.O. of ROI Corporation & ROI Capital, companies that specialize in dental practice appraisals, brokerage, consulting, Locums placements, Associate-ships and practice financing across Canada. Timothy can be reached at (905) 278-4145 or timothy@roicorp.com Martin Houser is a partner with the law firm of Harris, Sheaffer LLP. He was called to the Ontario Bar in 1986. One of his areas of specialty is tax planning for owner-managed businesses, including dentists, physicians and other professionals. @ARTICLECATEGORY:596;

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advertorial

The Renaissance Collection of Dental Furniture – Beautiful Aesthetics, Superior Functionality Pelton and Crane’s Renaissance collection of dental furniture is beautiful and delivers a breakthrough in functionality. Beautiful aesthetics were achieved using three key elements: Rounded contours, the use of coloured wood inside the cabinets, and metallic accents. Superior functionality was attained by designing the cabinets to increase operatory efficiency and improve inprocedure ergonomics.

Beautiful Aesthetics1

All Renaissance cabinets feature rounded contours, such as the doors and mid-section of the Rear Cabinet, the curved sink area of the Side Cabinet, and the head-end of the Center Island and Side Cabinets.

The rounded profiles create a relaxing environment for the dentist, the operatory staff and patients. The inviting, contoured design extends to the countertops which also feature a pronounced edge profile. The result is a soft yet distinctive look that transforms the dental operatory.

Superior Functionality Drives Increased Operatory Efficiency and Improved Ergonomics Side and Center Island Cabinets Renaissance was created in close cooperation with dentists, dental assistants and hygienists. By listening to the concerns of dental professionals, the Pelton design team discovered numerous improve-

ment opportunities. Contrary to conventional perception, the Side and Center Island cabinets offered a vast scope for innovation. Pelton and Crane’s Renaissance Side and Center Island cabinets feature an optional, purposeful barrier storage module1 that organizes items such as tray sleeves, light sleeves and chair sleeves; CaviWipes™ are also integrated into this module.

This arranges all barriers in a single point, thereby shortening the time it takes to turn around the operatory in-between procedures. At the same time, cabinet countertops are no longer littered with these articles.

A study of the movements of the dental assistant during procedure showed that the typical drawer system found on conventional side cabinets was not ergonomically located.

An ergonomically superior drawer system2 (ErgoDrawer) was consequently designed for the head-end of the side cabinet so that storage is uniquely within reach of the dental assistant. If chosen on the doctor’s side, the drawer system will prove useful to, for example, store burrs.

Pelton and Crane also developed a set of drawer inserts, both for conventional drawers and ErgoDrawers, which organizes drawer storage.

The resultant organization and optimal placement of consumables increases operatory efficiency. The inserts are easy to clean. Most of the inserts are half-drawer types,

allowing the dental staff a degree of customization.

Rear Cabinets One of the most significant features of the Renaissance Rear Cabinet is the introduction of a pocket door system for lower, front facing modules. Typically, the lower, front facing doors of rear cabinets interfere with the dentist’s movements when opened—however, it is useful to keep them open during procedure such that equipment and consumables are within reach. With the pocket door system, the dentist can work without interference from the lower doors while having access to lower cabinet storage. The rear cabinet also features a traversing monitor mount—uniquely, a keyboard tray is positioned below the monitor, so that the keyboard will be located wherever the dentist or the assistant require it. The CPU itself is housed in a dedicated location in the center of the upper cabinet.

This location maximizes the available storage space of the upper and lower modules. Access to technology is supplied by four USB ports located in the midsection and within easy reach of dental professionals. Fourteen electrical connections located throughout the cabinet provide easy connection of equipment.

1 2

Design patents pending Utility patents pending

For more information on The Renaissance™ Collection of dental furniture, please contact Pelton & Crane at 800-659-6560, or visit www.pelton.net/renaissance.

Design the practice of your dreams today!

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THE RENAISSANCE

™

COLLECTION

Design the practice of your dreams today

Pelton & Crane’s Renaissance™ collection of dental furniture was created in close collaboration with dentists, dental assistants and hygienists. The result is a beautiful environment that will energize dental professionals and put patients at ease. A host of innovative features improve in-procedure movements, enhance access to technology ove operatory ergonomics and efficiency. and optimize storage to improve operatory ergonomics and efficiency.

For more information, contact the Pelton & Crane sales representative in your area or your Henry Schein representative. www.pelton.net/renaissance 1-800-659-6560

DPM_Pelton&Crane_Ad.indd 1 DPM Sum09 p18-19 HenrySchein ADV19 19

www.henryschein.ca 1-800-668-5558

5/29/09 10:14:55 AM 6/2/09 1:16:36 PM

Office Planning

Old Mother Hubbard Went to the cupboard To get her poor doggie a bone When she got there The cupboard was bare So the poor little doggie had none.

— Mother Goose Nursery Rhymes

M

a Hubbard, not surprisingly, was surely concerned with the contents of her cupboard, without much heed to its construction, components, or finish. What she didn’t realize, is that with the right cupboard, she may have avoided her disappointment, since a well-designed cabinet not only provides superior storage with easy access to contents, it is also an essential element of a clean, organized and productive space.

What should we consider when contemplating new millwork for a new or to-be-renovated office?

Begin with the old design principle “form follows function.” Will the cabinetry be used for work, storage, display, all of the above? Will it be required for heavy use? Will it be a focal point within a room? Is a counter surface needed?

The purpose of a cabinet, then, will largely define the form it takes — its dimensions, the nature of its materials and its hardware — while factoring in ease of use, maintenance, safety, and longevity.

The credo, however, is not the total design solution, as for the most part, it ignores aesthetics. We all want our millwork to function superbly; most of us also prefer it to be attractive.

As with everything, design, quality, and source all influence cost, so an important consideration, which perhaps affect most of the others, is budget. Therefore, set priorities with respect to your cabinetry’s components and finishes; decide which options are essential, which are desirable, which are extraneous.

Treatment Areas

It is important that dental cabinets be ergonomically designed to reduce movement and fatigue. In general, this implies that components can pull out, swivel, and/or be adjusted to suit the operator and delivery style. Instruments and other stocked items should be comfortably accessible, with enough interior space to house them out of view of patients when not in use.

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Cabinet cons If possible, “test drive” your contemplated dental unit to check potential comfort and ease of operation.

“Hands-free” operating hardware, self-retracting mechanisms, and door dampers are good elements to include for both convenience and prevention of cross-contamination and, incidentally, also prolong the life of cabinetry and hinges.

Whereas in European markets today, the trend is toward edgy, high-colour, powder-coated finishes for vertical surfaces, these trends are not yet readily available here. Nevertheless, this is a cue that vibrant colour may soon nudge conservative neutrals out.

In North America, most exterior vertical surfaces in treatment areas are finished in plastic laminate, as this is a practical and easily maintained finishing material. Melamine, being less durable, is normally employed for interior cabinet surfaces. Real wood is generally frowned upon because it cannot easily be cleaned without damage and has a tendency to warp over time.

As for counter top options, horizontal grade plastic laminates provide the most cost effective choice, but may be susceptible to chemical staining. Be aware that there are chemical-resistant products available within the various brands (at a slight premium per sheet).

Solid surfacing materials are more costly, but are a great seamless option for maintenance, aesthetics and durability, and are rapidly becoming the counter finish of choice in modern cabinets.

Steel, while cleanable and sterile-looking, is not commonly

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Office Planning

JEAN AKERMAN, ARIDO, IDC

onsiderations

gevity — will this be a sound investment if, in the not-so-distant future, the cabinets need repair or replacement?

Insist on metal drawer slides and shelf clips, which function far better than plastic under heavy weight. Correct shelf thickness and span will ensure support without warping, and gables should be photos.com strong enough to provide integrity to the cabinet.

Various inserts and dividers are valuable tools to used, not only because of high cost, but also because it marks organize storage, providing easy inventory management and easily, and certain cleaning products tend to produce unsightaccessibility. Consider also the options available to consolily smudges. If steel is a desired element, be prepared for high date wires and cables neatly under countertops. maintenance.

Though scratch and stain resistant, hard, non-porous stones like quartz or soapstone are expensive. Granite, marSome final thoughts... ble and limestone will need re-sealing and should never be Modular or adjustable components may be desirable if there considered in this application for obvious reasons. If you love is the possibility that at some point you may want to reconthe material, want the look, and are prepared to use stone in figure your cabinets. Ask the manufacturer how easily this the office, reserve it for areas where its natural beauty can be might be accomplished in the future. appreciated without frequent refinishing.

Another important consideration is sustainable design.

This means that your cabinetry will ideally be constructed of Common and Private Areas recyclable, non-polluting materials, using responsible manuVery often, case goods in areas such as reception, busifacturing processes. ness office, consultation and managerial rooms, are custom Ensure that your cabinets, including materials and workdesigned to function well within the allotted space. Aesmanship carry a warranty. thetics also becomes an important factor — the reception Finally, consider your cabinets an investment- the right area, for example, is an important first impression for your design, good craftsmanship, and appropriate finish selections practice. Will the millwork contribute to the inviting enviwill reward you with years of functionality and satisfaction. ronment you wish to create? Will it help communicate your It’s an open and shut case, so to speak.

DPM approach to patient care? With the right design, the answer is a definite “yes.”

Cabinets in rooms reserved for team members are often Jean Akerman is an award-winning interior designer conservative and practical, yet should be attractive enough based in Toronto, and is principal of Jean Akerman Interior to promote a pleasant and comfortable atmosphere for work Design. Specializing in healthcare, Jean has been creating (private offices, for example) or relaxation (staff lounge). office environments for the dental community for twentyWhereas ready-made, residential-type cabinets might seem eight years. Some of her recent projects may be viewed at a cost-effective option, one must consider quality and lonwww.jeanakermandesign.com.

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advertorial

Dental Cabinets Made Easy In 1997, I was a service technician with Ash Temple Ltd. and had the opportunity to install my very first sterilization center. It was a 10 foot Conex Stericenter with all the options; it had a built-in dryer, a storage area for contaminated instruments, beautiful solid surface countertops and it all went together very smoothly and quickly. I reacted to cabinetry the same way some people react to fast cars or gambling, in a word, I was hooked and I knew that dental cabinets were going to be a big part of my future At the time, Conex Cabinets, which was founded in 1992, had just been acquired by Ash Temple Ltd. and became the company’s exclusive offering of cabinets. In 2005, through the Hart family holding company Alliance H. Inc, we purchased Conex Cabinets, Dentech Equipment and Microbex Infection Control. My prediction came full circle, and I was now co-owner of a cabinet company, as well as other manufacturing assets serving the dental profession.

One of the first comments I get from potential customers is “why spend money on dental cabinets when I can get my contractor to build them”. My general comment has always been that we offered a better quality than the contractors, but the fact is contractors have become much better at building cabinets and the bigger ones certainly have the right equipment to build them. The

primary difference is, and always will be, the fact that we build cabinets that are specifically designed for the dental office.

The dental office has many specific requirements when it comes to cabinetry. Integration of equipment is probably the biggest one. Cabinets need to be designed in such a way that everything has its place. There are all kinds of equipment that need to be integrated in cabinetry in operatories and sterilization centers, from sterilizers to instrument management systems.

Over the last 18 years, Conex Cabinets has developed a keen understanding of what is required in dental offices. We’ve identified the key types of storage solutions required to manage your equipment and supplies. Our knowledge of 2-handed and 4-handed dentistry allows us to provide layouts that are both attractive and functional for the operators. Our attention to detail is evident in the fit and finish of our cabinets along with the required quality of materials to ensure many years of trouble free usage in dental clinics.

We are also known for our flexibility of design. As much as we love to build modular systems, we realize that sometimes our customers want something just a little bit different.

No matter how custom a design may be, Conex always ensures that we build in the multiple storage and equipment management solu-

tions needed by our customers.

Our sterilization centers are always built according to CDC and OSHA guidelines, no matter the configuration and our operatory cabinets are always built in accordance with our customer’s preferred methods of practicing dentistry. Further, our experience in the commercial market allows us to effectively design reception areas, filing systems, labs, staff rooms and back office areas, making Conex Cabinets a complete provider of millwork for any dental office.

Dealing with an experienced dental cabinet manufacturer such as Conex Cabinets ensures that you will not need to spend countless hours explaining what an ultrasonic scaler is and why it needs to be located in a particular spot. There are no hidden extras — plumbing fixtures, task lighting, waste and sharps management are all included with our cabinetry. Our representatives take a consultative approach to ensure all your requirements are met. Should there be any need for after sales service, we’ll be there. Our main goal at Conex Cabinets is to ensure that your cabinet project, no matter how big or how small, is an easy and pleasant experience.

You have my word on it

For more information on Conex Cabinets, please call me at 416-447-9500, or call our factory at 1-800-238-3778.

You can also visit our website at www.alliancehinc.com.

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Providing solutions for the way you work

Dentech delivery systems come in a wide range of configurations to suit your preferences

The Centre Island is configured to incorporate the necessary equipment for open concept layouts

Modular, compact and efficient, Conex Stericenters are designed to meet the needs of your dental practice

Every Dentech Equipment element is designed to enable you and your dental team to position, visualize and access the oral cavity while maintaining a comfortable, ergonomically correct posture.

Conex Cabinets combine the beauty and elegance of fine cabinetry with the flexibility of multiple storage solutions for delivery systems and ancillary equipment. Conex Cabinets optimize the efficiency and functionality of any treatment room or sterilization center. Call us for more information on our products or to locate a dealer near you.

1 800 826 5004

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www.alliancehinc.com

1 800 238 3778

6/2/09 1:31:19 PM

Office Design

Smiles

Specialty

L

ocated in Brandon, Manitoba, Smiles Specialty Centre is the dream of husband and wife team, Dr. Trudy Corbett and Dr. Jeff Bales. When they decided to combine their periodontic and orthodontic practices under one roof, they wanted to ensure that their objectives were met for the interior of the facility. So, the design concept began from the inside out, with the interior design dictating how the exterior of the building would be built.

The doctors wanted to ensure that they created a welcoming, spacious environment, maximize natural light and optimize patient flow.

At Smiles Specialty Centre, patients are number one; from the well-appointed treatment rooms, spa-

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s

Office Design

Builder — Horizon Builders Contractor — Rod Lindenberg of Horizon Builders Designers — Kathe Epp and Trish Kostian of Sinclair Dental Dental Consulting — Rudy Freiter of Sinclair Dental

y centre cious and welcoming reception and waiting areas, beautiful beverage centre, children’s play area and kid’s games room equipped with bubble hockey and PlayStations.

The incorporation of full digital radiography has significantly reduced patient exposure to radiation.

With full computerization of the facility, patient scheduling and insurance submission are streamlined and this feature has also opened the door for endless patient education opportunities.

Both doctors are strong fitness advocates and wanted to ensure that they were looking out for the physical health of their team with the addition of a fully equipped gym. A conference room has increased the ease by which they can provide continuing seminars to the dental community.

With the creation of this exceptional facility, the vision of Drs. Corbett and Bales “to provide the ultimate in patient care in a state of the art facility with service second to none” has become a reality.

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Dental Hygiene

d e g a g En

patients

No, I am not talking about diamond rings and bridal showers.

A warm and compassionate DDS whom I worked with in my early years as a dental hygienist, lived and practiced by the mantra, “I don’t care how much you know, until I know how much you care.” That has proven to be a very good guide during my years in the dental hygiene profession and life in general.

In light of current economic struggles, it is more important than ever to be offering the services that patients are most interested in and have the programs in place to be able to provide those services efficiently and effectively. We need to be doing something different and portraying that we have the patient’s best interest at heart. It is important to acknowledge that patients may be struggling financially and communicate that we are committed to providing the best, conservative care to raise and/or maintain their level of oral health. That understanding will have an impact on their overall health and maintaining that saves them from greater financial investment in the future.

It is our professional responsibility to have a full periodontal chart on every patient on an annual basis. The day is long past when we would ‘watch’ periodontal disease until it was advanced enough to send the patient to the periodontist. Conservative, non-surgical periodontal therapy may be the part of the answer to the question surrounding surviving the economic climate.

Starting with the periodontal assessment, it is essential that the patient is involved from the very beginning. Explain what the numbers representing the depths of the pockets mean, in language that

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Dental Hygiene

BETH RYERSE, RDH the patient can understand. Use the analogy of, “your tooth is like a neck in a turtleneck sweater, there is a natural space there and that is what I will be measuring with this ruler (probe).” Have the patient watch the examination in a hand mirror. Let them see the difference between an area of health and one of disease. “See how far down the ruler goes, see the areas that are bleeding, see the pus?” (Don’t say exudate, it may seem more polite but the patient doesn’t know what you are talking about.) Have them raise their left hand if there is tenderness while probing. “Please raise your hand if I get into an area that is particularly ‘ouchy,’ we will make a note of that and it helps us to further evaluate the health of your tissues.” Now the patient is very involved in this examination, listening, watching, raising their hand, and they are learning! If they do not see the disease, they will not own it and if they do not own it, they will not do anything different about it, they expect us to ‘fix’ them and we can’t. Not without their help.

That is why it is so important to have readily available in the office what you recommend for disease control at home. Make it easier for patients to comply and show them that you care about providing the best of what is available

• Chronic Periodontitis, Generalized, Slight • Chronic Periodontitis, Generalized Moderate These plans need to include: • An appropriate number of debridement units in one to four appointments (depending on the severity of the disease), • Periodontal irrigation (subgingival), • Instruction with suitable, current products that ensure better oral hygiene, • Products dispensed from the office to ensure compliance • Re-evaluation appointment, • Scheduling supportive maintenance therapy appointments.

This type of therapy creates educated, involved, loyal -to-you and very often, grateful patients who are far more motivated to take part in other wonderful services that you provide.

Dental hygienists are kind, caring producers. We are gifted multi-taskers who can assess, plan, motivate, appease, reassure, educate and monitor client comfort levels while completing a thorough debridement and evaluating outcomes. This type of therapy is what we were trained to do and what we want to do. We are passionate about the health of our clients. Unfortunately, some of that passion can be lost in a recall program that becomes stagnant and does not allow for thorough, timely re-assessment that leads to appropriate therapy. It takes the entire team to support this therapy and as hygiene production increases, that needs to be shared by all.

Creating and maintaining a well-functioning team requires superb communication. This therapy message must be understood by all and everyone must be able to verbalize the need for treatment and the value of the services. An effort must be made to have everyone ‘singing from the same page.’ This takes practice and commitment to a common goal that will benefit the patient and the practice.

If your patient were asked to refer someone new in their neighbourhood to a dental office, would it be yours? An engaged patient is a happy patient. Happy, enthusiastic patients, refer other patients. This allows the caring, compassionate practice to not only survive, but to flourish.

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This refers to those patients who are committed and loyal to your practice because of how they feel when they are in your care. to raise their level of oral health. Everyone is busy. Sending the patient to the drugstore with a list of oral hygiene aids to pick up doesn’t work and the office can usually get a better price than retail for products, anyway. Having quality, effective products included in the total fee for the therapy program, shows that a homecare regimen is an integral part of disease control.

Based on the results of the periodontal assessment, there must be a therapy program established within the office to competently address each level of early to moderate disease.

Present this to the patient from the perspective of saving time, discomfort and money. “Mr. Brown, the gum disease that you have is progressive. As time goes on, it will become more difficult, more uncomfortable and more costly to treat.”

The individual therapy plans should address: • Gingivitis,

Beth Ryerse is the Educational Director at rdhu, The Advanced Dental Hygiene Continuing Education Centre.

She also lectures across Canada and the United States on current standards of quality care. Beth has fulfilled positions on the boards of: H&DDHS — Hamilton and District Dental Hygienists Society and CAPS — Canadian Assoc. of Professional Speakers and has participated in media sessions including professional publication interviews, Health and Body segment on CHCH TV and DVD Quarterly. beth@rdhu.ca @ARTICLECATEGORY:582;

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Practice Management

HIGH EXPECTATIONS for

CASE

presentation GROWTH & PROSPERITY Do these words immediately come to mind when you think about your practice in today’s economy?

Or, are you thinking more about survival?

Despite the economic slowdown, many practices are doing much more than merely surviving — they are thriving and growing! One big reason is case presentation. Successful practices are experts at motivating patients to accept treatment. Levin Group has found that with a strong case presentation system in place, patients are willing to accept cosmetic and elective treatment, even in today’s economy.

Levin Group’s Greenlight Case Presentation™ positions practices to dramatically increase production for both needbased and elective treatment. There’s no reason why your practice can’t be doing the same.

The foundation of Greenlight Case Presentation™ rests on these key principles:

• Building Value. Patients must realize the value of dental care and treatment. Create value by emphasizing the benefits of treatment from the initial consultation throughout the treatment process until follow-up. Explain to patients why the treatment matters to them.

For cosmetic treatment, focus on how the treatment will enhance the patient’s well-being and confidence. Paint the picture of a more attractive appearance and a better quality of life. Your team members can do the same for patients and should learn how to build value for treatments in their interactions with patients.

• Building Relationships. Levin Group teaches our

ROGER P. LEVIN, DDS

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clients that building a relationship with patients is essential, even before any type of diagnosis or treatment is performed. Get to know your patients, their backgrounds,

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Practice Management professions and hobbies. Show interest in who they are as people, not just patients. The simplest way to achieve this is to learn 5-10 personal things about every new patient.

By taking the time to show patients you care about them, you establish a strong relationship, which leads to trustone of the key factors in case acceptance. Trust is a critical factor that determines case acceptance and continued loyalty to your practice.

THE TOOLS YOU NEED TO SUCCEED

Once you have the foundation, the next step is to build on it with these systems and strategies:

• Stage III Customer Service™

The way patients feel when they visit and interact with your practice depends on customer service. How do your staff members talk to your patients? Are your hours convenient? Do patients feel welcomed and special when they visit your practice? Does your scheduling system ensure patients are seen on time? Are you educating patients and providing them with information on your services? Is your staff trained to exceed expectations?

Never underestimate the power of creating value and building trust within your practice.

Even in this economy, you can succeed!

Stage III Customer Service™ is about exceeding patient expectations. From the initial phone call to the first appointment through every subsequent visit, your team members must strive to “WOW” patients. Educating patients, answering questions, promoting new treatments and stating appreciation towards patients helps provide superior customer service.

• Outstanding Communication

You, and your entire team, must effectively communicate with patients... but communication takes training and practice. Scripting is an excellent way to master communication. With scripting, nearly every aspect of the patient experience can be documented and scripted. Levin Group teaches our clients PowerScripting™ to

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ensure that the entire team masters communication with patients. The more scripts your practice uses, the better trained your staff will be and the more professional they will appear to your patients.

While scripts must be adapted to the speaking style of each team member, scripting conveys a consistent message to patients and sets a tone on how to address issues and develop solutions. The ability of your dental team to communicate effectively and efficiently will have a positive impact on practice growth. When well-trained team members effectively communicate the benefits of treatment, patients feel confident about the procedure, resulting in increased case acceptance.

• The Four Financial Options™

In many cases, case acceptance comes down to cost. If the patient can’t afford treatment, all the communication and trust in the world won’t matter. The payment is either affordable, or it’s not.

I recommend flexible payment options to ensure that all patients can feel comfortable paying for treatment. We recommend offering the Four Financial Options™: — 5% courtesy for full payment in advance — Pay half upfront and the balance before ending treatment — Credit cards — Patient financing The more flexible your payment options, the more comfortable patients are in accepting treatment.

• Full Service Mix. Adding more elective and cosmetic

services, along with at-home products, to your practice allow you to better serve your patients’ needs. These services present patients the opportunity to feel better about themselves with services and products that can improve their everyday lives.

Meanwhile, your practice benefits from increased production. The more services you can offer... the more chances to build daily production and profit. It all depends on your case presentation skills.

CONCLUSION

Never underestimate the power of creating value and building trust within your practice. These Greenlight Case Presentation™ strategies will bolster your case acceptance rates to unsurpassed levels. Even in this economy, you can succeed!

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Dental Practice Management readers are entitled to receive a 50% courtesy on a Levin Group Total Success Practice Potential Analysis™, an in-office analysis and report of your unique situation conducted by a Levin Practice Development Specialist. To schedule the next available appointment, call 888-973-0000 and mention “DPM” or e-mail customerservice@levingroup.com with “DPM” in the subject line. For more information on Levin Group programs and seminars, go to: www.levingroupgp.com. @ARTICLECATEGORY:596;

Dental Practice Management

6/4/09 10:30:11 AM

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Servicing Canada from coast to coast. Call : 1-800-265-8353 to speak with one of our Customer Service Agents or to schedule an appointment with your local Sunstar Representative.

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Join 29 member dental academies from around the world and earn up to 18.5 credit hours at the 5 Diamond Bellagio Resort in Las Vegas

Don’t miss the premier esthetic dentistry event of 2009 in the Entertainment Capital of the World.

The American Academy of Esthetic Dentistry is proud to host the 6th World Congress of the International Federation of Esthetic Dentistry. By day, explore the future of dentistry with the world’s leading dental professionals. By night, enjoy world-class entertainment and dining on the famous Las Vegas Strip.

6th World Congress

hosted by THE AMERICAN ACADEMY OF ESTHETIC DENTISTRY August 2-5, 2009 o The Bellagio Resort o Las Vegas PASSIon, ESThETICS, & nEW TEChnoLogy:

4HE &UTURE OF $ENTISTRY The American Academy of Esthetic Dentistry is a recognized ADA CERP provider. This educational forum offers you up to 18.5 contact hours/ credits, with three full days of high-caliber scientific updates in the field of esthetic dentistry.

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To register, visit www.ifed2009.org

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Office Planning KOUROSH RAHIMI, P.ENG.

DENTAL OFFICE

PERMIT SOLUTIONS After finding the ‘ideal’ dental office space, retain an engineering office to provide these services for you:

1 2 3 4 5 6 7

Provide a survey drawing to make sure that the boundaries of property that you have are legally the same as you were offered.

Provide interior design drawings based on your needs; different people have very different feelings about the layout of a dental office. Do not rush; keep in mind that you will be in this office every day for a minimum of eight hours. If it is leased for five years or in some cases 10 to 15 years, or if you own it, have professionals design a layout that you can live with.

Existing drawings have to be coded and standardized based on the provincial or territorial building codes where you are practicing. A professional engineer must stamp these drawings.

Mechanical drawings, including plumbing and HVAC systems have to be designed and stamped by a professional engineer.

The above-mentioned engineers also have to issue, sign and seal a general review paper and at the end of the project he/she has to issue, sign and seal a final certificate in order to let you occupy the office as a dental office.

Otherwise, the city will not let you practice in that office.

At this stage, you have completed drawings and specifications and you can search for contractors to bid on the project finally do the job. Unless you have all the drawings ready, never deal with any contractor because this kind of action always includes extra expenses for you from the contractor side.

Throughout the progress of the project it is the owners’ and/or tenants’ duty to invite the engineer to come and visit the site to make sure that everything is being done based on his/ her drawings; this way there will be no hurdles at the end and a final certificate can be issued. It has to be mentioned that the engineer is able to come to the site any time and give advice if he/she thinks it is necessary.

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photos.com

Kourosh Rahimi, P.Eng., is a dental office designer specialist.

Cyrus & Associates Inc., Tel: 416-226-0222, Fax: 416-226-0232

Dental Practice Management

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Dental Marketplace Contact: Karen Shaw • tel: 416-510-6770 • fax: 416-510-5140 • e-mail: kshaw@oralhealthjournal.com Toll free: CDA 1-800-268-7742 ext 6770 • Toll free: USA 1-800-387-0273 ext. 6770

Professional Services

DENTAL IMAGING WITH CT IMAGING Dental CT image data is processed in-house at St. Michael’s Hospital with SimPlant ® software Features of Reformatted CT scans: • No Distortion • Accurate Measurements • Visualization of Internal Structures • Determine Bone Quality CT Scanning and SimPlant ® : • Can Increase Case Acceptance • Provide Case Predictability • Increase Referrals • Improve Cost Effectiveness • Reduce Overhead Reasonable fees – Mandible or Maxilla $300 – Both $500 FOR APPOINTMENTS OR MORE INFORMATION PLEASE CALL BETTY ANN LEBLANC 416-864-6060 x6112 www.stmichaelshospital.com/content/programs/medical_imaging/index.asp

JOHN McMILLAN — Barrister & Solicitor Serving Dental Professionals Professional Corporations • Practice Purchases and Sales Professional Agreements • Commercial Contracts Commercial Leasing • Regulatory Matters 8 King Street East 416 364 4771 Suite 1807, Toronto johnmcmillan@bellnet.ca McMILLAN LAW PROFESSIONAL CORPORATION

Alglobe • • • • • •

Construction Company

20 years construction experience Dental office construction and design + cabinet making.

Provide turn key operation to dental office.

Reliable construction timing, Good following up service after construction.

Call: Stanley New dental location and lease negotiation.

Tel: (416) 321-3313 Save time, save money. www.alglobe.com

ONTER CONSTRUCTION • Specialized in dental office design & construction.

• In-house architect and interior designer.

• We are qualified code consultants to review all drawings and make your building permit application easy.

• Own millwork facilities for best quality of custom built cabinets and time control of your project.

Tel: (905) 793-2344

www.onterconstruction.com

Dental Practice Financing B.C./Prairies Mike McGillvray Ontario Colin Ross, Steve Wasylyszyn, Chris Lowry Quebec Jean Trottier Maritimes Susan Redmond Manitoba/ Francesco Colosimo Saskatchewan

1-877-590-7356 Dental Practice Management

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Dental Marketplace Careers

Practices & Offices

MOOSE FACTORY, ONTARIO

Our Dental group is expanding in Eastern Ontario, so we are looking for established practices in rural and suburban areas, in eastern Ontario.

Weeneebayko Health Ahtuskaywin is receiving applications for a full-time General Dentist. This is a contract position (renewable annually) where the Dentist will provide a broad scope of dental services to the communities of Moose Factory, Moosonee, Fort Albany, Kashechewan, Attawapiskat and Peawanuck. The Dental department is a designated teaching site for the Universities of Toronto and Western Ontario hosting both dental students and residents.

A qualification in Nitrous Oxide Sedation is a requirement.

We offer a Comprehensive compensation package which includes a competitive salary, relocation allowance, annual vacation and education leave and subsidized furnished housing; and 4 paid trips from Moosonee to one of Toronto, London, Kingston or Ottawa per contract year.

Two Dentist positions available effective July 1, 2009.

All inquiries regarding these positions are to be directed to Sandra Linklater (705) 658-4544 ext. 2364 or at sandra.linklater@wha.on.ca

BENEFITS: • Top dollar value for your practice • Save on brokerage fee.

• Central management system, you can still work as an associate with our group and plan your retirement.

SANDHU DENTAL GROUP P.O. Box 370 Unit 28, 2600 Hwy 43 Kemptville, ON, K0G 1J0 Mo: 613.246.4956 Fax: 613.258.5276 rsandhu@sandhudental.ca www.sandhudental.ca

Practices & Offices

ORILLIA, ON Equipped dental office for lease.

Call 416-520-9741.

FOR SALE, GREAT PRICE Yonge Street steps to Subway, North York.

Great office space, turnkey operation.

3 ops, consult room, cheerful office.

Used but very well maintained equipment.

Surrounded by condos and office towers.

Owner relocating with his patients.

Amazing 5 year lease.

Brokers protected.

E-mail: leasehealth@gmail.com Tel: 905-881-0267.

BRITISH COLUMBIA: VANCOUVER ISLAND Dental practice for sale. www.comoxdentist.ca or com.

Vendor will finance.

Please call Dr. Toews 250 339 0844.

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PERIODONTAL PRACTICE Calgary, Alberta Established practice for sale providing comprehensive periodontal therapy including dental implants. Excellent hygiene maintenance program. Gross income 1.2M. Professional building with ample parking. Periodontist will aid in transition.

Contact Ron MacKenzie @ mackenz@telus.net or (604) 685-9227.

PRACTICE FOR SALE CRANBROOK, BC If you are looking for a great lifestyle in the sunniest town in BC, consider this well-established adult oriented restorative GP practice. 4 ops in a dedicated dental building. Excellent staff. Owner motivated and willing to assist in transition if desired. Independent practice appraisal available. Enjoy the outdoors and still be able to fly anywhere from our international airport. Reasonable cost of living.

Contact: drjaws@telus.net

Dental Practice Management

WINDSOR, ONTARIO Family practice for sale.Two operatories plus two more to be added.Downtown location one block away from DetroitWindsor Tunnel. Building for sale, let rental unit pay the mortgage.

Contact snicola@sympatico.ca

SPACE FOR LEASE: Davisville and Yonge. Equipment ready dental office, 3 ops, private office, shower. 1,500 sq ft. Wired for computers.

Please Contact: 416-917-3291.

EXCELLENT OPPORTUNITY IN GTA Dental practice in high growth residential area for sale. Fully equipped, four operatories with modern ambience situated in premises owned by the business. Annualized sales exceed 1.6 million. Reply to DENTAL PRACTICE MGMT, Box 963.

FOR SALE Well established, 3 operatory practice for sale in a small town within thirty minutes to London. Average income is $400,000. per year.

Please reply to DENTAL PRACTICE MANAGEMENT, Box 966.

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Dental Marketplace GTA-EAST Great well established family practice for sale, store front in a high traffic plaza, 3 fully equipped ops, recently renovated reception area which is shared with a medical doctor.

Please contact Claudia for further information at clcaplan@hotmail.com

CALGARY, AB PRACTICE FOR SALE Very successful Prosthodontic practice for sale. 1,175 sq. ft., two operatories plus one plumbed. Appropriate transition available.

Contact: mackenz@telus.net phone: 604-685-9227

MINDEMOYA, ONTARIO Practice for sale on beautiful Manitoulin.

Busy, modern, low overhead. Centrally located to all amenities. Pristine area with an abundance of outdoor activities.

Call 705-377-4016 after 6 pm or e-mail to conlee@amtelecom.net

OPPORTUNITIES IN OSHAWA AND COURTICE, ON Looking for dentists with existing patient base to come work with us.

Will buy your practice.

Call 416-726-1469 or e-mail: drmint@rogers.com

EASTERN ALBERTA Busy, well established, high revenue practice for sale in a nice oil town. Very convenient location, 4 operatories, low rent, low overhead, hospital privileges. Owner can stay on for a smooth transition.

Phone: 403-918-3334 or e-mail: albertapractice4sale@gmail.com

Associateships

OTTAWA EAST, ON Full-time associate required with opportunity of becoming a partner, bilingual (English/French) for well established, busy, family practice located in a small, friendly town 30 mins. east of Ottawa, 90 mins. west of Montreal. Modern office, fully digital, multidisciplinary services including orthodontics, periodontics, endodontics, implants. Apply to office manager at tel: (613) 487-2740.

OSHAWA, ON Full/part-time associate needed for practice in Oshawa, ON. Call 416-726-1469 or e-mail: drmint@rogers.com CANADA - CENTRAL TORONTO ORTHODONTIST NEEDED IN CENTRAL TORONTO AS ASSOCIATE LEADING TO PARTNERSHIP FULL-TIME FOR A PROGRESSIVE ORTHODONTIC PRACTICE APPLYING CERAMIC AND METAL IN-OVATION BRACKETS, INDIRECT BONDING, TOPS MANAGEMENT PROGRAM, ETC. PLEASE CONTACT GEORGIA AT 416-574-7373.

ORTHODONTIC PRACTICE NIAGARA PENINSULA Individual full-time practice with room for expansion of both office and patient load, in a picturesque, large drawing area.

Call evenings after 6 pm. 289-821-1139

$1 MILLION Clinic For Sale

SMALL PRACTICE FOR SALE

In Iqaluit, Nunavut. Very productive and successful, 7 year old, 3 operatory clinic for sale for $225,000.00 Gross productivity for 2007 exceeded $1 MILLION. For details e-mail drg@stillwatersdental.com

20 minutes from Sarnia, based upon two days per week grosses $280,000. with potential for growth.

Please reply to DENTAL PRACTICE MANAGEMENT, Box 965.

Associateships

PRACTICE FOR SALE Orthodontic practice for sale with satellite in the Golden Horseshoe.

Excellent growth opportunity and ideal area to build a career and family. Senior orthodontist willing to transition.

Please contact oliver249@yahoo.ca

WANTED TO PURCHASE Dental Practice in southwestern Ontario. Must be an established practice with minimum annual gross billings of $750,000. Preferably a vendor willing to associate for a period of time after sale. Confidentiality is assured and expected.

Please reply to DENTAL PRACTICE MANAGEMENT, Box 949.

BRANTFORD, ONTARIO IMMEDIATE ASSOCIATE POSITION AVAILABLE JULY 1, 2009

CALGARY, AB

Orthodontist wanted part-time for friendly family practice in Vaughan. Pan-ceph equipped.

Please e-mail CV & response to: orthovaughan@gmail.com

Associate required full-time for busy, progressive/Family practice located in Calgary. We are expanding our dental clinic and are searching for an associate who believes in high quality dentistry and patient care. If you are looking for an excellent work environment and a great team who strives for the best in patient care we are the office for you. All aspects of dentistry are offered at our clinic, implants, sedation, Cerec 3-D crowns, digital x-rays, invisalign orthodontics, Cosmetic dentistry and much more. Associate position is a great opportunity for a New Grad or Experienced dentist.

There is an opportunity for practice ownership for the right indiviual.

E-mail: chezzy@shaw.ca

GREATER TORONTO AREA FULL-TIME ASSOCIATE

ASSOCIATE DENTIST OPPORTUNITY GRAVENHURST, ON

Modern, progressive, growing practice in multi-operatory office. Successful candidate will demonstrate interest in advanced dental concepts and procedures including; oral surgery, prosthetics, endodontics, implants and oral medicine. We have a patient base of approximately 7,500 patients. This practice was established in 1978 and we are continually growing.

Please contact Cheryl, Image Dental Arts, 25 King George Road, Brantford, Ontario N3R 5J8, tel: 519-753-7342 or fax: 519-753-4993.

VAUGHAN,ON

Unique opportunity for a self-motivated, caring individual who can work unsupervised and perform all aspects of dentistry. Please fax resume to: 905-887-8046.

BAYVIEW & SHEPPARD Dental office looking for an associate with at least 2 years experience. Russian speaking an asset.

Tel: 416-250-5354 or Fax: 416-250-8408

Associate dentist opportunity part-time, 1-3 days per week leading to full-time. Busy practice with up-to-date technology and Digital Radiography. Accepting new graduates, so please do not hesitate to contact us at the following: E-mail: mike@southmuskokadental.com, Fax: 705-687-2531 attn. Michael Poitras, CDA II Office Manager/Treatment Coordinator.

Mail: South Muskoka Dental Centre 365 Muskoka Road South, Gravenhurst, ON P1P 1J4

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Dental Marketplace NORTH TORONTO

ASSOCIATE DENTIST NEEDED

Part-time leading to full-time. 3 days/week.

Excellent associate opportunity available 30 minutes north of Toronto. We offer a unique relaxed setting for our patients in a very busy 8 op facility. We are seeking a team player that is dedicated, reliable and motivated, with a minimum 1 year experience.

Team meeting attendance a must. This is an opportunity to work with highly trained staff and an established patient base. Must possess excellent communication skills and be fluent in English.

Please fax your resume to 905-476-3346.

Top Vancouver group practice is seeking an experienced dentist for a once in a lifetime associateship opportunity.

This is a very busy, full time practice available only because one of the Principals is returning to specialty school after twelve years of general dentistry.

The practice as it stands now can accommodate 5 fully-booked days/week. We may consider p/t as well. Please view our office and contact us through our website: www.broadwaystationdental.com.

Resumes can be faxed to 604.874.2576. Phone inquiries can call 604.818.3684.

ASSOCIATE AVAILABLE

MONCTON,NB

Experienced female dentist with over 15 yrs of general practice,looking for associate positions short/long term in Ontario & Alberta. Available from June 1st.

Tel: 647-822-3400 / 780-710-0227.

E-mail: Shydmd@hotmail.com

MODERN, DYNAMIC MONCTON DENTAL OFFICE looking for a full-time associate. Candidates must be bilingual and have a keen interest in molar endodontics.

Please forward your resume to: tingleyb@eastlink.ca

ASSOCIATE DENTIST NEEDED NEWMARKET, ONTARIO Associate needed part- time, 3 days per week Busy office. New Grads welcome.

Contact and email resume to eeo@rogers.com

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P/T ENDODONTIST, AJAX ON Established fee-for-service endodontic practice seeks part-time endodontist associate. Flexible hours.

Please call 905-787-8665, or email endotogo@gmail.com

Dental Practice Management

YORK MILLS AND DON MILLS RD. Modern dental office looking for dentist with their own patient base to share costs. For further details contact: sportsdmd@aol.com or DENTAL PRACTICE MANAGEMENT, Box 964.

ASSOCIATE WANTED Million dollar practice seeks highly motivated associate to join practice.

Located 45 minutes north of Toronto.

Willing to mentor and train candidate.

Email: allstardentalteam@hotmail.com

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Dental Marketplace CAMBRIDGE, HANOVER, WALLACEBURG, ON Full- and part-time associates required to join our recently renovated, well established dental practices, located in a busy retail settings. Experience is an asset, extended hours and Saturdays required. Please forward resume to: ifix2th@hotmail.com

FORT SASKATCHEWAN DENTAL CLINIC REQUIRES FT ASSOCIATE Associate required immediately to assume present associate’s full patient load. Well established Family Practice with latest technology including Digital X-rays, computerized operatories, intra oral cameras, rotary endo, sedation and implants.

New modern office with excellent new patient flow and great dedicated staff. Office is 15 mins north of Edmonton and Sherwood Park.

Buy-in option available.

Please e-mail fdent@telus.net.

NIAGARA REGION ASSOCIATE REQUIRED PT/FT for 2 busy family oriented dental practices. Associate will be busy with all aspects of dentistry from day one. Experience an asset. Days, evenings and Saturdays are required.

Fax your resume to 905-871-5556.

OTTAWA,ON Associate Dentist needed for busy practice. Full range of dentistry including IV sedation, nitrous oxide, Cerec Crown and implants etc... Love to treat children an asset. New Grads welcome.

Please fax resume to 613-225-4555 or call 613-769-0732.

SUDBURY, ONTARIO

OTTAWA, ON

Associate position available in an established, high productive family and cosmetic practice.

Variety of all procedures with a great new patient flow. Our office is equipped with 4 operatories, with two full time and one part time hygienist.

Please reply in confidence to christinabraney@hotmail.com or fax your resume to 705-969-6678.

Denture clinic seeking dentist to assume workload from current dentist transitioning out of practice.

Clinic has been in business for over 25 years in the Ottawa area. Great opportunity to start taking patients right away. New graduates welcome.

Call 613-749-4055 or e-mail: samlima10@aol.com

FT/PT ASSOCIATES Required for very busy offices in Mississauga, Barrie, Hamilton, and Scarborough.

Please fax resume to 905-275-1206 or email rajatwal@rogers.com

ASSOCIATE — GTA Great opportunity to build your practice with one of the largest single site offices located in GTA area.

Our highly skilled & motivated team of Dental Professionals will help you achieve exceptional results with our rapidly growing new patient base. We offer state of the art equipment such as Digital Radiography, Cerec, Laser, Zoom, computer and TV set up in all ops along with intra-oral cameras & Casey educational tools.

To complement our team we seek someone who can maintain a high level of integrity, professionalism, commitment & is interested in building a long term business relationship.

Please forward your resume to: S. Lake — Office Manager slake@on.aibn.com Fax: 905-579-3815

BURLINGTON, ON Dental Health Group (www.dental healthgroup.ca) is seeking a career minded dentist to cover a maternity leave with potential to carry on afterwards. Someone who is dedicated to taking their skills to the highest level possible and is competent in all phases of dentistry. 3 days plus Saturdays. Hours negotiable. Experience preferred; however, will consider new graduates.

Please fax resume to Kim MizenerHilson at 905-336-8157 or e-mail: kmizener@dentalhealthgroup.ca

CALGARY, ALBERTA Associate required for progressive, dynamic dental practice located in beautiful Calgary, Alberta.

Please e-mail CV to horkoffp@telus.net or fax resume to 403-276-3664

OSHAWA, ON ORAL SURGEON NEEDED Part-time oral surgeon needed for busy Oshawa practice. Flexible hours. Call 416-726-1469 or email: drmint@rogers.com

TORONTO, ON Part-time associate needed for Scarborough office (Finch and Warden). Chinese speaking is an asset.

Fax resume to 416-494-6664.

GRANDE PRAIRIE, ALBERTA A full time associate/colleague needed for our well established, busy family practice. We have a high new patient flow, no stress and long-term friendly staff. Our practice offers all aspects of family dentistry including I-V sedation, oral sedation and implants. If you are trustworthy, friendly and committed to excellence a full appointment book is waiting for you. Experience is an asset but not a necessity.

To apply, please contact Christa at 780-539-6883 or fax resume to 780-539-0272.

Is looking for a full-time dentist in the following location:

OTTAWA AREA BROCKVILLE (1000 Islands) Practice is located in a very busy retail location. Modern, paperless office. Biolase MD available in this practice. More than 70 new patients a month.

If you are energetic, committed and want to grow professionally, please contact Dr. Raja Sandhu, BDS, DMD CEO - SANDHU DENTAL GROUP E-mail: rsandhu@sandhudental.ca Fax: 613.258.5271 www.sandhudental.ca

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Dental Marketplace P/T ASSOCIATE SOUTH END OF GUELPH Part-time experienced associate. South end of Guelph.

E-mail: guelph@archdental.ca

SUTTON, ONTARIO Full-time associate opportunity available within 1 hour of Toronto in cottage country. Well established cosmetic and general practice needing to replace departing associate. All aspects of dentistry available with high new patient flow. Guaranteed exceptional income. Fully digital, modern practice. No weekends.

E-mail resume to andrew@liveddm.com ASSOCIATE — KINGSTON AREA Associate position available up to 4 days/week in Kingston area.

Please e-mail to dentist.kingstonarea@gmail.com or call office manager at 613-453-4812.

CAMBRIDGE, ON Associate wanted, full-time or part-time, for busy family practice with great support staff. Some evening hours. Experience preferred but new grads also welcome.

Fax resume to 519-621-3341 or e-mail cambridgeassoc@yahoo.ca

DREAMING OF THE EAST COAST? Imagine relaxed living, the charms of city or small town life with water or nature at your fingertips! Consider Nova Scotia.

Experienced Associates needed, option to buy, financing available, full medical benefits and much more.

Call 902-835-4222, ext. 223

OTTAWA, ONTARIO Full-time Associate required — exceptional opportunity for a dynamic, dedicated team-oriented individual to join a large, well-established group practice in Kanata (Ottawa) Ontario.

Please submit CV either by fax to 613-740-0417 or by e-mail: hazeldeandental@gmail.com

KING RITSON DENTAL CLINIC – OSHAWA Great opportunity to practice with the largest single site dental office in Canada. Our original 2 dentist practice in the GTA has grown into an amazing team of 7 dentists & 5 specialists. Our highly skilled & motivated team of dental professionals will help you achieve exceptional results with our rapidly growing new patient base. We offer state-of-the-art equipment such as Cerec, Digital Radiography, Laser, Computer, TVs, intra-oral cameras & Casey educational tools in all 21 ops.

To complement our team we seek someone who can maintain a high level of inegrity, professionalism, commitment & is interested in building a long term business relationship. Mentoring is available and encouraged throughout the practice.

Please forward your resume to S. Lake, Office Manager, Fax 905-579-3815 slake@on.aibn.com

CALGARY / EDMONTON

ASSOCIATE — OTTAWA, ON Family practice located in West Ottawa is looking for a highlymotivated associate for our fast paced, hi-tech dental office with partnership opportunity. If you are eager to settle down and would like to experience working in a growing dental office, then we are looking for you! Must have 2 years experience.

Fax resume to 613-823-2930.

BARRIE, ONTARIO We are looking for an energetic dentist to join our busy family practice working in all aspects of general dentistry. This is an excellent opportunity to be part of a successful team. This part-time position can quickly lead to a full-time opportunity for a motivated candidate.

Please e-mail resume to: associatedds@hotmail.com

BEACHES, ON Part-time associate required for busy family oriented practice.

One or two days a week to start.

Reply to DENTAL PRACTICE MANAGEMENT, Box 962.

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KITCHENER, WATERLOO & CAMBRIDGE Part-/full-time associates required for busy, modern, paperless offices with digital x-ray in Kitchener, Waterloo and Cambridge. Some evening and Saturday hours are involved. Also looking for a periodontist, orthodontist, endodontist, denturist, oral surgeon and pedodontist. Please send resume to 519-746-8552 or kaylashiru@gmail.com

CHILLIWACK, BC ASSOCIATE WANTED F/T associate position available to dentist committed to cont. education/excellence in patient care. Area offers yearround recreation incl. skiing, boating, hiking etc. 100km east of Vancouver.

There is potential for partnership.

Reply to: Dr. Michael Thomas, Ste. 102—45625 Hodgins Ave, Chilliwack, BC V2P 1P2 Res: 604-795-9818 Bus: 604-792-0021 Fax: 604-792-1317 E-mail: drthomasoffice@telus.net

WORK TO OWN DOWNSVIEW, TORONTO Good opportunity to work in an established office with great exposure in a busy area. Flexible schedule.

Call 416-568-1153.

Dental Practice Management

Full and part-time associates required for growing and established practices in successful areas of Calgary and Edmonton. Great patient flow, wonderful staff.

Contact Candice at fax 780-444-9411 or info@dentalchoice.ca.

All applications kept strictly confidential. Please identify which city you are applying for.

ASSOCIATE – SOUTH ETOBICOKE Part-time friendly associate required for South Etobicoke busy strip mall.

Please e-mail resume: kqmalldental@rogers.com or fax: 416-252-6853.

EARN UP TO 50% PRODUCTION! Be your own boss with the freedom of an associate. Busy practice booking 4 months in advance. Digital xrays, rotary endo. In fast growing city of Lloydminster, AB. Contact azhrdental@gmail.com.

OTTAWA, ONTARIO Do you want to be an Associate with the opportunity of becoming a partner? If so, we are a busy, progressive practice looking for a people oriented dentist seeking to associate with the opportunity of becoming a partner.

Please fax resume to 613-523-5318.

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Dental Marketplace

Calgary Dental Practice Still Thriving During Recession We are currently accepting applications for the following: • Pediatric Dentist • General Practitioner – I.V. Sedation Certification an asset • Periodontist • Surgical Dentist Full-time, experienced associates required for busy, progressive, non-assignment practice. We are a state-of-the-art facility that provides exceptional patient care. We value the diverse talents and abilities that our Dentists bring to our practice which allows us to build a stronger and more competitive organization.

The right individuals will have potential to bill between $60,000 and $100,000/month. Our operating model provides you with unlimited earning potential and unlimited growth opportunity, a unique practice ownership program and the support to make it all happen.

If you believe an associate should have an entrepreneurial mentality and be committed to continually improving levels of service, then please send resumes to: box8282@gmail.com BROCKVILLE, ON Well established, busy, family-oriented dental practice searching for an associate for a long term, full-time (no weekends or evenings) position. Opportunity for future ownership transition.

If interested, please send an e-mail to Dr. Dave Riddell — driddell@ripnet.com or call 613-342-3303.

ASSOCIATESHIP — OSHAWA, ON Part-time/possible full-time associate required for established family practice. Exposure to all facets of dentistry and competence in molar endo’s and extractions will be required.

Please e-mail: oshawadental@live.com

WHISTLER, BRITISH COLUMBIA Come for the lifestyle. Come for the Olympics. Come for the once in a lifetime opportunity. P/T associate needed in our very successful, well established dental practice. We are in search of a highly motivated dentist with a proven commitment to excellence, education and customer service.

Our practice offers above average income to the right candidate.

Contact janis@whistlerdental.com

WILLIAMS LAKE, BRITISH COLUMBIA FULL-TIME ASSOCIATE Full-time associate dentist position available in our large family dental practice with a 35 year proven track record. This is a great opportunity for a new graduate to gain excellent clinical experience and earn a SIX figure income while enjoying this outdoor recreation hotspot. Mountain biking, hiking, fishing, skiing, golf and kayaking all at our doorstep.

Call Perry collect 250-398-7161 (daytime); 250-398-9085 (evening); 250-398-8633 (fax) or vitoratos@shaw.ca (email) or www.cariboodentalclinic.com

SOUTHERN VANCOUVER ISLAND ASSOCIATE REQUIRED Ideal opportunity for an Associate for a busy practice in the heart of the Cowichan Valley with option for future practice purchase. Our state-ofthe-art dental clinic offers a progressive, modern facility with digital radiographs, Cerec, and intra oral cameras. Come join our exceptional team members. We have a well established patient base and new patient influx to ensure future practice growth. Experience preferred; however, will consider new graduates.

Please reply with inquiries/resume to: islandassociate@gmail.com

RED DEER, ALBERTA Progressive Cosmetic/Family Practice searching for long term mutual visionary(associate/partner) ready to excel along with us and the rapid growth of Red Deer. Located exactly between Calgary and Edmonton at the foothills of the Rocky Mountains, Red Deer has the smaller city lifestyle with the big city opportunities. Computerized, laser, Cerec 3-D and digital ready are available for expanded options of patient care. New grads welcome with easy ownership program available.

Feel free to call 403-309-4600 or fax your resume to 403-340-0078. Confidence with confidentiality can be assured by e-mailing: appleway@telus.net.

TORONTO, ON P/T Associate needed for a new family practice in Toronto for Tuesday, Wednesday and alternate Saturdays.

Please either e-mail: dralaindds@yahoo.com or call 416-322-5155 for further information.

BARRIE, ON Full-time experienced associate to join our successful, long established dental practice. Newly constructed with state-of-the-art equipment. Nonassignment practice. Located in Barrie, offering all the amenities and lifestyle choices. Minutes to 400 extension. Equity option available.

Please reply to DENTAL PRACTICE MANAGEMENT, Box 953.

FULL/PART TIME ASSOCIATE NEEDED For family practice in Brampton.

Please fax resume to (905) 846-2364 with your request for full-time or part-time.

(Outline the days and hours you are available in your fax).

WHITEHORSE, YUKON Associate Wanted Required for a 5 op., growing, modern practice. We require an individual who is skilled, confident, with an affinity for teamwork. Whitehorse is a rich, dynamic city, a centre for sports and the arts.

Murraya Dental Centre, 4069 4th Ave., Whitehorse, YT Y1A 5W5 Tel: 867-633-4401, fax: 867-633-4402 murrayadental@northwestel.net

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Dental Marketplace LONDON, ONTARIO

IQALUIT, NUNAVUT

A GREAT PLACE TO PRACTICE!

Associate position(s) available for immediate start. Established clinic offers generous package and full appointment book to associates. All round clinical skills are your ticket to a wide range of recreational activities! No travel required and housing available in Canada’s newest and fastest growing capital city. Please apply to Administration, PO Box 1118, Yellowknife, NWT X1A 2N8 or call (867) 873-6940, fax (867) 873-6941.

Needed for weekdays & Saturdays in an upscale dental office. Experienced dentist or new grad. With Canadian professional training experience preferred. Chinese speaking an asset. Fully booked schedule.

Apply with confidence.

Fax resume 416-492-5567.

ASSOCIATE REQUIRED – HAMILTON, ON

ASSOCIATE REQUIRED NIAGARA REGION

Pellark Dental Centres is seeking a conscientious P/T associate to practice comprehensive, aesthetic dentistry in a happy patient-centered environment. 2-3 years of experience preferred.

Please submit your current CV as well as a paragraph about yourself either by fax to: 519-672-2545 or by e-mail to: pellarkwharncliffe@hotmail.com

ORTHODONTIC ASSOCIATESHIP Orthodontic associateship with buy-in opportunity.

Greater GTA. 1-3 days/week.

Reply to DENTAL PRACTICE MANAGEMENT, Box 826.

FULL-TIME ASSOCIATE WATERLOO, ON Full-time associate required immediately for VERY busy and modern practice with VERY strong new patient flow.

E-mail: associatedentist@ymail.com Fax resumes: 416-979-3326

ASSOCIATE — EDMONTON, AB A dental practice with a difference!

Endless potential for growth and compensation! State-of-the-art equipment and advanced management approaches!

Please send CV to HLDsmile@gmail.com

Looking for a highly-motivated dentist, skilled in most aspects of dentistry for busy Hamilton, Ontario practice.

Please fax resume to 905-385-4249.

Instrumentarium OP100. 2 years old, less than 400 PANs taken. Can be converted to digital. $17,000.

Tel: 613-634-6221 info@kingstonperio.com.

EQUIPMENT FOR SALE: 5 OPERATORY CLINIC Open Concept M&CC cabinetry/ sterilization centre, leather Pelton and Crane chairs with ergosoothe, touchless Belmont lights, Dentech delivery units, Gendex x-ray/pan, AT2000 developer, Statim sterilizer, etc.

Phone 778-426-0989

FOR SALE 7 year old Kavo chair units. Top of the line in working condition.

Attractively priced. $1,500.00 or best offer. Please call Ian Grayson at 416-241-9778.

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Summer 2009

Full-time associate required for family-oriented dental clinic. Variety of all procedures with a great new patient flow.

Attractive compensation package offered.

Please fax resume to 905-357-7743.

NANAIMO, BC

OTTAWA, ON

Part/Full-time associate needed for busy, progressive, Dental & Facial esthetic practice. Great patients and Team. Digital radiography, Laser, K7 and more. Experience preferred. Buy-in option for the right candidate.

Tel: 250-722-9448 cvdc@shaw.ca

Excellent opportunity for a highly motivated and enthusiastic associate to join our progressive group practices. If you believe in long-term patient care, are a great communicator and possess strong leadership skills, send your resume to: associateship@aol.com

ASSOCIATE — CALGARY,AB Full-time associate wanted to work at Sunshine Dental in Sunridge Mall in Calgary. Busy indoor mall based office.

Open since 1983.

Contact Dr. Kuen Chow 403-607-7768 or kuenchow@yahoo.com

Equipment FOR SALE PAN X-RAY

BUSY DENTAL PRACTICE IN NORTH SCARBOROUGH

FOR SALE Instrummentarium OC 100 PanCeph unit. Complete with film imprinter. 6 years old, low total film count. Asking $17,000. Unit now stored in north Toronto. Call: (519) 743-7811 or email: kjmccann@mccannos.com

E-DENTAL MARKETPLACE... your on-line, real-time classified ad service.

Contact Karen Shaw for more details at: 416-510-6770 or 1-800-268-7742, ext. 6770

A d v e r t i s e r ’s I n d e x

Alliance H . . . . . . . . . . . . . . . 22-23

Premier Dental . . . . . . . . . . . . . . . 4

Arm & Hammer . . . . . . . . . . . . . IBC

RBC – Royal Bank of Canada . . . 11

Crest, Oral-B P&G. . . . . . . . . . . OBC

Sunstar Butler. . . . . . . . . . . . . . . 31

EC Dental Solutions . . . . . . . . . . 29

Supermax . . . . . . . . . . . . . . . . . . 15

Henry Schein. . . . . . . . . . . . . 18-19 Trident – Cadbury Adams . . . . . IFC IFED . . . . . . . . . . . . . . . . . . . . . . . 33 Maxim Software . . . . . . . . . . . . . . 7

Dental Practice Management

University of Toronto Faculty of Dentistry . . . . . . . . . 32

BREAK THE SONIC BARRIER.

WHY PAY OVER $100 FOR A SONIC BRUSH? The new Spinbrush® Sonic costs about $19 and is clinically proven to remove up to 95% of plaque in hard-to-reach places. www.spinbrush.ca *in hard-to-reach places © Church & Dwight Co., Inc. All Rights Reserved. Crest® is a registered trademark of The Procter & Gamble Company, used under license by Church & Dwight Co., Inc. Spinbrush is a registered trademark of Church & Dwight Co., Inc. for its battery-powered toothbrushes.

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TRIUMPH triumphs over

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0ROVEN IN .%7 CLINICAL STUDIES /RAL "… 4RIUMPH… DEMONSTRATED SIGNIü CANT GINGIVAL HEALTH BENEü TS VS 3ONICARE &LEX#ARE IN TWO LONG TERM STUDIES s LOWER GINGIVAL BLEEDING SCORES VS BASELINE P

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/RAL " IS THE RECOMMENDED POWER TOOTHBRUSH BRAND

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* Results from a 12-week clinical comparison of two power toothbrushes in the reduction of plaque and gingivitis using the Gingival Bleeding Index. †Results from a 10-week clinical comparison of two power toothbrushes in the reduction of plaque and gingivitis using the total number of whole mouth gingival bleeding sites. ® Sonicare is a registered trademark of Philips Oral Healthcare, Inc. Snoqualmie, WA, USA

© 2009 P&G

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