Oral Health Office March 2016 by Annex Business Media

oralhealth

OFFICE w w w. o r a l h e a l t h g r o u p. c o m

MARCH 2016

Whatâ&#x20AC;&#x2122;s The Plan To Better Acquire & Retain?

How To Realign Your Dental Marketing With Google Search Updates in 2016

DO YOU HAVE A DEFINED

MARKETING GAME PLAN? PM. 40063170

OHO mar16 Cover.indd 1

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Noticeable whitening results in minimal time Introducing the new Philips Zoom QuickPro whitening varnish There’s a revolutionary way to get noticeable whitening results in minimal time. Philips Zoom QuickPro whitening varnish: • Breakthrough two-layer technology seals in hydrogen peroxide • Virtually no sensitivity Once you’re done, send your patients on their way and instruct them to simply brush or wipe off the varnish in 30 minutes. Professional whitening has never been so quick... or so effortless.

For a free demonstration call (800) 278-8282 or visit philipsoralhealthcare.com

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OFFICE w w w. o r a l h e a l t h g r o u p. c o m

Features BUSINESS MANAGEMENT

8 The Duty to Accommodate in Dental Offices: Ensuring Human Rights Do Not Become Employer Wrongs Matthew Wilton; Paul J. Martin

16 How to Realign Your Dental Marketing with Google Search Updates in 2016 Naren Arulrajah

28 The Waters are Still Murky: Non-Dental Ownership/ Operation of Dental Practices in Ontario Michael Carabash, BA, LLB, MBA

34 So What’s the Plan to Better Acquire and Retain? Dan Pisek

FINANCE

20 The Comprehensive Financial Plan – A Treatment Plan for Your Financial Health

Wilson Chen, BSc, DDS, CFP, FMA

38 Purchasing a Practice: Catching Fish Requires More Than One Rod

David Chong Yen, CPA, CA, CFP; Louise Wong, CPA, CA, TEP

OFFICE DESIGN

22 The Use of Audiovisual (TV) Distraction in a Pediatric Dental Office Jed Best, DDS, MS (AAPD)

Departments 4

5 44 45

News Briefs: S IROWORLD End the R-word Editorial: Fluoride Fight, Redux? New Products Dental Marketplace

oralhealthgroup.com | Oral Health Office | MARCH 2016

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4 News

NEWCOM BUSINESS MEDIA INC.

Sir Richard Branson to Deliver Keynote Address During SIROWORLD Event Dentsply Sirona Inc., The Dental Solutions Company™, enlisted business magnate and Virgin Group founder Sir Richard Branson to speak at SIROWORLD in Orlando, Florida, in August. Branson, who is listed on the Forbes “World’s Billionaires” list, will engage the SIROWORLD audience with his tale of success, technological innovations, philanthropic efforts and the conflicts and triumphs of his journey. Branson’s rise to prominence in the early 70s is credited to the founding of Virgin Records. From Virgin Records, the English business tycoon developed Virgin into one of the world’s most beloved brands, Virgin Group, which comprises hundreds of successful subsidiaries in over 50 countries, employing approximately 60,000 people. Today, Virgin is one of the world’s most irresistible brands and has expanded into diverse sectors from music and banking, to airlines and the world’s first commercial spaceline. Recently, he made headlines be unveiling the spaceship VSS Unity as a part of Virgin Galactic, the world’s first commercial spaceline. Virgin Galactic will open access to space to change the world for good, starting with commercial spaceflights for humans and small satellites. Such technological strides make Branson the ideal candidate to electrify a crowd of technology-driven individuals who have gathered to gain further insight into technology and how it continues to shape the world we live in. SIROWORLD is Dentsply Sirona’s three-day educational event in which thousands of attendees are expected to gather to attend inventive breakout sessions, benefit from copious networking opportunities and relish in the entertainment planned throughout the event. www.dentsplysirona.com

UB Pediatric Dentists Join Pledge to End the R-Word The Department of Pediatric and Community Dentistry at the University at Buffalo School of Dental Medicine will join the Special Olympics and Best Buddies International in the fight to end the spread of the R-word – “retard” – a hurtful and derogatory term used towards people with intellectual disabilities. A part of the pilot program, “Language affects attitudes. Attitudes impact actions. Eliminate the R-Word,” University Pediatric Dentistry (UPD) will aim to collect 1,000 pledges at 12 sites at UB and in Buffalo. The event, which took place on March 2nd, is a part of “Spread the Word to End the Word,” a national campaign to encourage people to remove the R-word from everyday speech and to promote acceptance and inclusion of people with intellectual disabilities. The annual campaign, established in 2009 and supported by more than 200 organizations across the world, has raised nearly 600,000 pledges. Participants are also encouraged to spread the message of the campaign on social media using the hashtag #respect. www.buffalo.edu/news

Editorial Director: Catherine Wilson 416-510-6785 cwilson@oralhealthgroup.com Assistant Editor: Jillian Cecchini 416-442-5600, ext. 3207 jcecchini@oralhealthgroup.com Art Direction: Carolyn Brimer Production Manager: Phyllis Wright Circulation: Mary Garufi 416-614-5831 mary@newcom.ca Advertising Services: Karen Samuels 416-510-5190 karens@newcom.ca Classified Advertising: Karen Shaw 416-510-6770 kshaw@oralhealthgroup.com Dental Group Assistant: Kahaliah Richards 416-510-6777 krichards@oralhealthgroup.com Senior Sales Manager: Tony Burgaretta 416-510-6852 tburgaretta@oralhealthgroup.com Associate Publisher: Hasina Ahmed 416-510-6765 hahmed@oralhealthgroup.com Managing Director: Melissa Summerfield 416-510-6781 msummerfield@oralhealthgroup.com Vice-President: Joe Glionna President: Jim Glionna OFFICES Head Office: 80 Valleybrook Drive, Toronto, ON M3B 2S9. Telephone 416-442-5600, Fax 416-510-5140. Oral Health Office is 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, Oral Health Office, 80 Valleybrook Drive, Toronto, ON M3B 2S9. Subscription rates: Canada $20.00 for 1 year; $37.00 for 2 years; USA $23.00 for 1 year; Foreign $43.00 for 1 year; Single copy $12.00. 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: 416-442-2191; E-mail: mary@newcom.ca; Mail to: Privacy Officer, 80 Valleybrook Drive, Toronto, ON M3B 2S9. Canada Post product agreement No. 40069240. Oral Health Office is published twice in 2015 by Newcom Business Media Inc., a leading Canadian information company in business-to-business information services. ISSN 2291-1448 (PRINT) ISSN 2291-1456 (ONLINE)

MARCH 2016 | Oral Health Office | oralhealthgroup.com

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Editorial

C atherine Wilson, E ditor

Fluoride Fight, Redux?

luoridation of our water is a hot issue for parents, doctors and researchers. One side says the appropriate dose of fluoride in our water will prevent cavities and tooth decay while the other side says fluoride can cause serious health problems. The problem some groups have with putting fluoride in our water is that there’s no way of monitoring how much of it people drink every day. Public health argues it’s a safe amount and it helps people who can’t afford to go to the dentist. Who has the right to decide how much, if any, hydrochlorosilic acid the public should receive? The City of Calgary’s fluoride debate erupted again in late February following the release of a study published in the journal Community Dentistry and Oral Epidemiology, that shows that tooth decay in children in Calgary has increased since the city stopped adding fluoride to drinking water. The study has rekindled discussions over the benefits and risks to public health, caused by fluoride in drinking water. Despite a body of scientific evidence to support the effectiveness and safety of fluoridation of drinking water— particularly children, and families who cannot afford regular dental care—public fears about overexposure continue to pressure municipalities across Canada to abandon the practice. Across Canada, there has been a decreasing trend in the uptake in water fluoridation or discontinuation of its use among municipalities. Since 2007, a number of large cities have discontinued fluoridation, including Quebec City, Calgary, Waterloo, and Moncton, in spite of municipalities such as Toronto, Hamilton, and Lethbridge that have recently voted in favour of continuing fluoridation. In Ontario, Peel Region councillors are asking why the provincial and federal governments keep pushing fluoridation while leaving ill-equipped municipalities responsible for it. The federal government says fluoridated water is critical to public health, but it leaves responsibility for implementation to lower levels of government. If Peel council drops fluoride, it would follow the lead of other Canadian cities mentioned above. Israel imposed a national ban on fluoride in 2014, prompted by concerns over the mass medication of its citizens without consent. “Removing fluoridation will widen the gap between the rich and poor. It is unacceptable and irresponsible to make

life harder for our most vulnerable residents,” says Mississuaga, ON mayor Bonnie Crombie. “The very families unable to afford ongoing dental care treatment will have their oral health at risk without fluoridation.” 2007 data suggests that fewer than 45 per cent of Canadians drink f luoridated water. The Office of the Chief Dental Officer indicates that the estimated usage is as follows: British Columbia (4%), Alberta (75%), Saskatchewan (37%), Manitoba (70%), Ontario (76%) Quebec (6%) New Brunswick (26%), Nova Scotia (57%), PEI (24%), Newfoundland/Labrador (2%), Nunavut (0%), Northwest Territories (56%), Yukon (0%). Usage is measured by percent of population treated. More than 90 major organizations support adding fluoride to water to reduce the incidence of cavities, including Health Canada, the Canadian Dental Association, the Canadian Medical Association and the Canadian Association of Public Health Dentistry. One can understand a tendency toward skepticism when it comes to government involvement in just about anything. Politicians are not necessarily expert at anything other than elections. Then there are those on all sides of any issue wishing to influence our poor pols! The Flint, MI, water crisis has been blamed on a failure of governments at all levels. Local, state and federal officials — including the top Environmental Protection Agency administrator in the Midwest and Michigan’s Republican governor are accused of ignoring, denying or covering up problems that left thousands of children exposed to toxic lead in their drinking water for about 18 months. According to US census stats, Flint is the second-most poverty stricken city in America for its size. This poverty, combined with mandatory spending on former city workers (city government retirees account for 20 percent of all city spending) led to a crisis that put the city into emergency receivership. Attempting to save money, the city was to buy water from a source other than the Detroit Water and Sewage Dept., but the deal won’t be completed until the end of 2016 so officials decided to go with a backup plan, the Flint River. Tragically, water from the Flint river was not treated properly, even though it contains eight times more chloride than Detroit’s water. Water fluoridation remains a contentious issue in Canada but shining a light and debating will always be preferable to deferring or denying. oralhealthgroup.com | Oral Health Office | MARCH 2016

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Sponsored Content

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8 Business Management

THE DUTY TO ACCOMMODATE IN DENTAL OFFICES ENSURING HUMAN RIGHTS DO NOT BECOME EMPLOYER WRONGS

Matthew Wilton; Paul J. Martin

e receive calls every week from dentists complaining about employees who are taking too many illness or disability related absences. Dentists are frustrated because in a small office, the absence of even one employee can be incredibly disruptive. It is no secret that a small percentage of employees are unscrupulous and will abuse the right to take sick days. We also routinely encounter employees who are disciplined by the employer for not doing their job properly, and are suddenly struck down with an undefined illness of an indefinite duration. Employers cannot terminate an employee on the basis of the employee taking time off due to illness. This is because under each province’s respective human rights legislation, the employer has a duty to accommodate the employee in respect of any disability. The duty to accommodate is a troublesome issue that regularly arises for employers in dental practices. Whenever there are issues of attendance and efficiency, the question we are routinely asked is, “can I dismiss this person?” The answer is invariably, “it depends”. Whenever an employee is not maintaining the level of performance required, or is missing shifts, an employer should not take steps to dismiss the employee without addressing the underlying reasons for the employee’s sub-

standard performance or absences. In our experience, the most frequent scenarios where the duty to accommodate arises in dental offices are when employees are sick to the point of being “disabled”, or when they are pregnant. Employers should be aware that the definition of “disability” under human rights legislation is broad. Essentially any physical or mental impairment may constitute a disability. Pregnancy raises accommodation requirements on the basis of sex, as women are uniquely able to bear children. Where an employee is experiencing difficulties carrying out their duties or attending work due to a medical condition, or pregnancy, the employer has the primary responsibility to offer and provide suitable accommodation to the employee. This duty is extensive. Examples of typical accommodations are: • A llowing an employee to work with modified duties; • A llowing an employee to work with modified hours; • A llowing an employee time to attend medical appointments; • Allowing an employee breaks to sit and rest; and • A llowing an employee a leave of absence. The question for most employers then becomes, “How far do I have to go?”

MARCH 2016 | Oral Health Office | oralhealthgroup.com

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Business Management

Undue Hardship

The duty to accommodate is discharged once the employer has reached the point of undue hardship. This is a subjective term. Simple hardship is not sufficient. The qualifier “undue” makes the test much harder to satisfy. Provincial Human Rights legislation prescribes a number of considerations in determining whether the proposed accommodation amounts to undue hardship. In terms of dental offices, the two most common considerations in dealing with accommodation issues are cost, and health and safety requirements.

Cost

The most common complaint we receive from dentists when advising on the duty to accommodate is that it will result in a disruption to the employer’s business. The Guidelines published by the Ontario Human Rights Commission specifically state that business inconvenience, employee morale, and third-party preferences should not be considered as justifications to abdicate the duty to accommodate. This logic applies across the country. The case law holds that “…cost would amount to undue hardship only if it would alter the essential nature or substantially affect the viability of the enterprise responsible for the accommodation.” Of specific relevance to dental offices,

which are typically small businesses, the Guidelines indicate that employer size is a consideration that is encompassed under the “cost” consideration. Under this consideration, the employer is entitled to consider the ability of his workplace to adapt and implement the accommodation request. A further reality with respect to the duty to accommodate is that employers must keep an employee’s job open until they return from their sick leave. This can also be incredibly frustrating for dentist employers. Even if an employee is off for six months or a year as a result of a serious illness or injury, the employer cannot fire that employee. The loss of employment while on a leave of absence can result in a human rights complaint. There are cases where employees have been off work for four years due to illness, were fired, and then successfully claimed a violation of their human rights. When that employee is ready to return to work, the employer must give them back their former job. If this does not occur, the employee may be in a position to be reinstated by the Human Rights Tribunal. Overall, the cost must be quantifiable and cause hardship in relation to the size of the employer’s business. There is no objective standard employed to determine whether the cost of a proposed accommodation is prohibitive. oralhealthgroup.com | Oral Health Office | MARCH 2016

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10 Business Management

Health and Safety Risks

Further, health and safety risks to patients, co-workers, or the public may be considered in determining undue hardship. This is particularly relevant in a dental office where patient safety is paramount. A health and safety risk will amount to undue hardship if the degree of risk or liability to the employer, that remains after the accommodation has been made, outweighs the benefits of enhancing equality for persons with disabilities. In the 2011 BC case, Emergency Health Services Commission v. Cassidy (a judicial review of a decision from the BC Human Rights Tribunal) the Supreme Court of British Columbia ruled that a paramedic who had multiple sclerosis had not been discriminated against when the BC Ambulance Service suspended the paramedic because he was unable to palpate a pulse, due to his condition. The Court found that ability to palpate a pulse was a “Bona Fide Occupational Requirement”, and that if the paramedic could not perform this task, then he could not be accommodated. The Bona Fide Occupational Requirement concept allows an employer to notionally discriminate against an employee, in circumstances where the employee is fundamentally unable to fulfill the basic obligations associated with the employment relationship. In the dentistry context, if a hygienist has developed a condition that affects her motor skills, to the point that the hygienist can no longer safely perform hygiene services, such as scaling, the employer would not have to accommodate the hygienist by allowing her to continue to treat patients, as there is a real risk that patients would be harmed. Treating patients safely while using sharp objects would be a “bona fide occupational requirement” for a hygienist. The relevant case law holds that while employers must try to accommodate employees, this does not mean the work place must be fundamentally changed. The employer is not required to maintain a dis-

abled employee in a position that is not useful or productive, or creates danger, in the context of its operations.

Discharging the Duty

Once it has been determined that a duty to accommodate does exist, employers must take steps to discharge the duty. Generally, the employer has the following obligations: • To accept the request for accommodation in good faith; • To obtain expert opinion or advice where needed; • To take an active role in ensuring that alternative approaches and possible accommodation solutions are investigated, and canvass various forms of possible accommodation; • To maintain confidentiality; • To limit requests for information to those reasonably related to the nature of the limitation or restriction so as to be able to respond to the accommodation request; • To grant accommodation requests in a timely matter; and • To bear the costs of obtaining any required medical information. Employers bear the primary responsibility in the process. However, employees also have a reciprocal duty in the accommodation process, in that the employees should work with the employer to find the appropriate accommodation. The duties of the employee can be summarized as follows: • To advise the employer of the disability; • To make her needs known to the best of her ability, so that the employer can accommodate the worker; • To answer questions or provide information regarding relevant restrictions or limitations, including information from health care professionals, where appropriate; • To participate in discussions regarding possible accommodation solutions; • To cooperate with any experts whose assistance is necessary; • To meet agreed-upon performance and job standards once accommodation is provided; and

MARCH 2016 | Oral Health Office | oralhealthgroup.com

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Business Management

• To work with the employer on an ongoing basis. Almost all dentists will have at some time received an employee sick note from a MD indicating the employee requires time off “until further notice for medical reasons.” The reality is that GP physicians will not act as the gatekeeper in order to ensure that employees do not take unwarranted sick days. Unfortunately, unless the dentist has a written contract with the employee that allows them to obtain a medical note from the employee’s physician setting out the diagnosis and prognosis in respect of any medical absence, the dentist has no right to insist that the employee advise as to the nature of the medical issue. This legal reality is what leads to employee abuse of the right to take sick days. However, the employer is entitled to request additional information from the employee when there is a concern over the adequacy of the documentation being provided in support of the accommodation request. The employee should cooperate with these requests. The duty to accommodate does not give employees permission to refuse to provide their employers with information about their ability to work with or without restrictions where there is a legitimate question about those issues. Nor does the duty to accommodate require an employer to tolerate an employee’s ongoing unsubstantiated absence from work. The typical advice we provide to our dentist employer clients is that they are not entitled to obtain more specific information about an employee’s absence; however, this doesn’t preclude a dentist from asking the employee why they are off sick. If the employee does not answer, then the dentist should not force the issue, as it will be considered the employee’s right to keep his or her medical status confidential. The case law has held that it is unfair to expect an employer to deduce a worker’s needs based on remote and scant knowledge. Employees are expected to waive some privacy considerations in order to open the accommodation dialogue. The

duty to accommodate is not triggered simply because an employee makes a demand, and then breached because the employer failed to accede to the employee’s demand. The accommodation process is a two-way street. The employee must cooperate in the process and provide as much information as possible to facilitate the search for accommodation. The employer is also entitled and obligated to address concerns of fitness for work. Further, after an employee returns, if there are concerns about her fitness for work, the employer is entitled to request further information to satisfy concerns that the employee is fit to work. Cappellacci_gm3461.qxd

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LEGAL SERVICES FOR DENTISTS H E A LT H C A R E L AW Y E R S

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Gina M. DaRoza 462 Wellington St W, Suite 500 Toronto, ON, M5V 1E3 gdaroza@capplaw.ca www.capplaw.ca Tel: 416 955 9502 Fax: 416 955 9503

oralhealthgroup.com | Oral Health Office | MARCH 2016

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12 Business Management

Cautionary Tale

For illustrative purposes, a short hypothetical case study will serve to inform the reader of the dangers of mismanaging accommodation issues in the workplace. We recently represented a dentist in an application to the Human Rights Tribunal of Ontario, in relation to a complaint that the dentist had discriminated against a dental assistant by firing her in the face of accommodation requests related to pregnancy One morning, a dental assistant in a small office, informed her employer that she was three months pregnant. In response to this announcement, the dentist stated, “This is going to be too disruptive to my business”. This was not a well-thought out response. Shortly thereafter, the employee began experiencing pregnancy related health issues, which required her to take short breaks. She provided the dentist with a medical note indicating that these breaks were required. The dentist refused to provide the breaks, as she considered it unnecessarily disruptive to the practice. Understandably, the employee did not take this refusal lightly. An argument ensued, leaving both parties with feelings of distrust and resentment. Unfortunately, matters deteriorated further from there. Several days later, the employee required time off to attend a medical appointment. This request was denied, as it was made on what the dentist considered “short notice”.

Cue the fireworks, and later that afternoon, in the heat of the moment, the dentist fired the dental assistant for “insubordination”. While it was indisputable that the employee had said improper things to her employer, and in a vacuum had acted in an insubordinate manner, the root cause of all of these issues was the dentist’s less-than-accommodating approach to the employee’s legitimate accommodation requests. Inevitably, a Human Rights application was commenced. The dentist ultimately paid the employee $10,000.00 to settle the claim for the alleged human rights violation. This was actually considered a favourable result in the circumstances. However, had a little common sense and compassion been exercised by providing the employee with relatively minor accommodations, the payment could have been avoided altogether. This is why we are strong advocates of practicing preventative law. Dealing with any employment-related matter proactively, and properly, will invariably be less costly and aggravating than dealing with matters reactively. Unfortunately, the majority of our clients call after the matter has already “come off the rails”. Employers are warned to be cautious with employees who are suffering from a disability. Steps should never be taken to discipline in any manner an employee who is suffering from health issues without first consulting a lawyer. Don’t be “that” dentist!

MARCH 2016 | Oral Health Office | oralhealthgroup.com

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Sponsored Content

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16 Business Management

HOW TO REALIGN YOUR DENTAL MARKETING WITH

GOOGLE SEARCH UPDATES IN 2016 Naren Arulrajah

he world of online search, led by Google, has been undergoing a rapid transformation for the last few years. You can no longer afford to employ the same search engine optimization (SEO) strategies that you may have used successfully in the past. Google search ranking factors have gone through important shifts in the last year. The success of online dental marketing campaigns in 2016 will depend to a great extent on your ability to realign your marketing strategy to the ongoing search engine technology changes.

KEYWORD MANAGEMENT

In the last year, a significant change has taken root with regard to how Google’s search engine crawlers comprehend keywords in your dental website and blog content. Unlike the past when there was a fairly direct relationship between keywords and search rankings, the Google search algorithms have become sophisticated. Search queries are now analyzed more in terms of user intent, rather than keywords or key phrases. This implies that your focus should be more on creating relevant themes and subjects around which the content will be structured, rather than just using relevant keywords. If your content theme and topics are disconnected from the keywords, it will not be of much help in achieving the desired rankings. Google Keyword Planner, Keyword Eye, Serpstat, Keyword Suggestion Tool, Wordstream, Ubersuggest, and SEO Book are some of the popular free keyword research tools that you can utilize. Make greater use of long-tail or descriptive keywords in your content, as Google search technology is becoming increasingly predictive and intuitive.

SEARCH-FRIENDLY WEBSITE ARCHITECTURE While it is critical to optimize every page and every piece of content in your dental website for a Google search, it can no longer be accomplished effectively unless you first have searchfriendly site architecture in place. You can rank high in organic search results if you address the following vital elements in your site architecture: Mobile Optimized Site Google’s recent major search engine update will include mobile compatibility as a searchranking factor, popularly known as “Mobilegeddon,” and has made it imperative that you have a site design that is responsive to multiple mobile devices. Logical Structuring of Content Logical content structure will not only enhance visitor experience, but it is also going to benefit your search rankings in 2016. Here are some key points to build an optimal content structure: • Break down your content systematically into manageable parts using bullets or unordered lists. • Employ interactive elements such as buttons and menus. • Make use of internal links to enable readers, as well as search engine crawlers, to navigate seamlessly through relevant site content. • Provide a comprehensive site map. Efficient Site Loading A majority of users are likely to access your website on their mobile devices. Therefore,

MARCH 2016 | Oral Health Office | oralhealthgroup.com

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Business Management

Google search algorithms have become more sensitive to the site loading times. PageSpeed Insights from Google is a reliable online tool to determine how efficiently your website loads page-by-page. Make sure your site download speed is not hampered due to design issues, heavy image or video files, or excessively long pages.

PAGE-WISE RANKING FACTORS

To achieve high search rankings for the home page, as well as important landing pages on your dental website in 2016, you need to address the following issues: Length of Web Page Content An analysis of top-ranking web pages shows that more comprehensive and indepth content wins over shorter content that merely skims the surface. In other words, a piece of content with 500 words may be preferable over one with 300 words, but of course the relevance and quality of the content continues to be the first priority. Proving Relevance Google search algorithms increasingly look for specific, technical and academic terms that prove the relevance of your content. Google essentially wants to ensure that your content is providing comprehensive, relevant, useful and authoritative information to the readers, and not merely promotional content that only benefits the site owner. Internal Link Structure Over the last two years, the use of internal links has grown in high-ranking web pages. More importantly, the overall internal link structure must be optimized rather than merely increasing the number of links. Optimized internal link structure and page information will serve as an efficient guide for the reader, as well as the search engine crawlers to navigate logically through the page content. This will allow the reader to make use of the page information in a satisfactory manner. Meta-Descriptions Almost all of the top-ranking web pages on Google make use of meta-descriptions, and four out of five also include a H1 tag. Meta-descriptions, meta-tags and headers

are not aimed at improving your search rankings, but they serve as a brief introduction of your web page in the search engine results (SERPS). Make sure that the H1 tags and descriptions succinctly sum up the core message of your page content.

INBOUND LINKS AND SOCIAL SIGNALS The downward trend in terms of the importance of inbound links as a site ranking factor continues in 2016. While the correlation between inorganic link building and site rankings is likely to get reduced to nil, natural or organic inbound links from high quality sources will still matter in your search rankings. The best ways to achieve these powerful inbound links could be as follows: • Robust use of latest data and research in your content. • Journalistic, newsworthy, opinion-leading content. •U seful ‘how-to’ and ‘why’ content. •L ist content, popularly called ‘listicles’. •C olumn writing and guest blogging. Social media signals can be a significant bonus factor in your search rankings. While Google has consistently declared that it does not directly incorporate social signals as a ranking factor, leading SEO analysts increasingly recommend social media engagement to be used as a part of the overall SEO strategy. Some degree of positive correlation does seem to exist between the range, volume and quality of social signals and the search rankings of a website. Furthermore, social signals continue to gain weight as a driver of targeted traffic to websites and serve as a powerful tool to improve brand awareness due to the immense reach and popularity of social media.

Naren Arulrajah is President and CEO of Ekwa Marketing, a complete Internet marketing company, which focuses on SEO, social media, marketing education and the online reputations of Dentists. With a team of 130+ full time marketers, www. ekwa.com helps doctors who know where they want to go, get there by dominating their market and growing their business significantly year after year. If you have questions about marketing your practice online, call Naren direct at 877-249-9666.

DENTAL MARKETING IN 2016

Consider these new trends and shifts in Google search in 2016 and use them as a guide to realign and readapt your dental online marketing strategy. It is possible to enhance your website design, revamp existing content, improve mobile compatibility, incorporate new SEO tactics, drive more targeted traffic and achieve higher search rankings for your dental website. oralhealthgroup.com | Oral Health Office | MARCH 2016

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20 Finance

THE

COMPREHENSIVE FINANCIAL PLAN A TREATMENT PLAN FOR YOUR

FINANCIAL HEALTH

s dentists, we see the benefits of having a full diagnostic workup and treatment plan for our patients, but fail to translate the same advantages to our personal lives. The majority of dentists do not have a financial plan – a treatment plan that helps them achieve lifelong financial independence. More importantly, despite all the talk in the media about financial planning, many dentists do not know what the process involves and, specifically, how it would help their particular situation.

WHAT IS A FINANCIAL PLAN?

Comprehensive financial planning is a multi-disciplined process that creates a roadmap for your financial future. The areas of focus include education funding, tax planning, insurance options, retirement planning, estate and trust issues, investment strategies and business planning. In many respects, a comprehensive financial plan is the same as a clinical treatment plan: • It identifies and prioritizes your personal needs and wishes • It establishes financial goals to achieve your personal objectives • It presents different options to meet your goals, and addresses the pros and cons of each option • I t outlines coordinated steps to meet these goals • It follows your progress to ensure that you are on the right track • It creates a monitoring process whereby any changes to your personal situation or any new financial issues are dealt with quickly and efficiently

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Finance

BENEFITS OF A COMPREHENSIVE FINANCIAL PLAN 1 | I t Forces You to Evaluate What is Important to You

A financial plan is a bit of a misnomer. It is actually a life plan to achieve all of the important goals in your life. For one individual, it may be retiring at 55 and travelling the world. For another, it may be making sure that their special needs child is well taken care of. These are very personal goals and it usually has a price tag attached to it. A financial plan provides a guided path to finance your important life goals.

2 | I t Gives You a Starting Point on the Road to Financial Success

Most dentists do not know what their overall financial picture looks like. How much do they actually have? What do they spend in a year – and on what? Are their assets growing or declining? A financial plan gives you a snapshot of your present situation and maps out a starting point for your financial growth. As they say, if you don’t know where you are, it is difficult to get where you want to go. There are two important metrics that everyone should monitor – your Net Worth, and your yearly Net Cash Flow.

3 | It Identifies Risk

For most dentists, their practice is their economic engine and a contingency plan must be in place if the engine falters. Death, disability, fire, flood, or patient complaint can all bring the practice to a standstill. A financial plan looks at the impact to your family in case of an unexpected event. Proper planning minimizes negative effects by ensuring that adequate savings or insurance is in place. Life, disability, office overhead, and critical illness insurance are just some components used to manage risk. For dentists, a financial plan can also look into partnership agreements or associate arrangements to make sure the practice functions even in your absence.

4 | I t Coordinates The Different Disciplines

By looking at investments, taxes, legal issues and insurance structures together, a financial plan can provide a holistic overview of your entire situation and make sure that all the different parts work together. Rather than disjointed strategies, you work with one plan that combines the best ideas from all disciplines. Continued on page 42

Dr. Wilson Chen, BSc., DDS, CFP, FMA received his DDS from Western University in 1992 and over the past 23 years, has built a patient-centred, family practice in Hamilton. In 2014, he sold his practice to take a more active financial management and business advisory role for his dental clients and their families. Wilson is the only practicing dentist in Ontario to hold the Certified Financial Planner (CFP) and Financial Management Advisor (FMA) designations. Wilson can be reached at wilson. chen@raymondjames.ca.

NET WORTH = HOW MUCH YOU OWN (YOUR ASSETS) minus HOW MUCH YOU OWE (YOUR LIABILITIES) at any one point in time.

YEARLY CASH FLOW = HOW MUCH YOU EARN (INCOME) minus HOW MUCH YOU SPEND (EXPENSES) over a 12 month period.

As a one-time calculation, your Net Worth gives you an indication of your total family wealth. It also provides a starting point from which you can grow your savings. Over a number of years, calculating an annual Net Worth reveals more important information. It is the truest way of tracking the growth of your savings. If your Net Worth is increasing year over year, you are a net builder of wealth. On the other hand, if your Net Worth trend is declining, then a close look at your savings and investments are in order.

A consistent positive cash flow will increase your net worth and generate wealth in the long run. Again, if your cash flow is negative or declining, an analysis of the reasons why must be done. A reduced cash flow does not necessarily mean trouble. In many cases, dentists are using cash flow to pay down debt or to invest in new technology or services.

oralhealthgroup.com | Oral Health Office | MARCH 2016

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22 Office Design

The Use Of Audiovisual (TV) Distraction in a Pediatric Dental Office Jed Best DDS, MS, National Spokesperson of the American Academy of Pediatric Dentistry (AAPD)

ears ago when I was just starting out in the practice of pediatric dentistry, I visited a friend and colleague who had televisions in all of his operatories. Frankly, I was surprised by their presence and the luxury for his patients, that they got to watch TV while coming to the dentist. As time went on, I thought the idea was brilliant and have had them in my office for over 25 years. The benefits of having TV’s present are several key elements for our pediatric patients. Distraction can be described as the process or technique of diverting the patient’s attention from what may be perceived as an unpleasant experience. Over the years I have tried many things, including audio distraction by giving the children headphones, to making balloon animals while they wait. There are a lot of noises present in a dental office. Some are from various staff functions like answering the telephone,

the necessary compressors and suction machines, and some are from the specific tools of our profession. Some of these noises are noxious to the patient. TV’s allow us to help drown out or at least diminish these noises. Studies, such as Florella et al. in The Journal of International Dental and Medical Research, have shown the effectiveness of audiovisual viewing compared to just audio distraction. Other studies have also shown the preference for TV over just audio distraction. This makes sense as more of their sensory modalities are involved. As the years pass, I have found another reason for the benefit of a TV’s presence in the dental office. One of the components of the AAPD’s definition of a ‘dental home’ is: “Comprehensive, continuously accessible, family-centered, coordinated, compassionate, and culturally effective care for children.” Televisions are certainly found in most homes and their viewing is

MARCH 2016 | Oral Health Office | oralhealthgroup.com

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Office Design

often limited by their parent to just the weekends, or at least until after schoolwork is completed. Pediatric dentists, as a group, strongly advocate for our patients to have a dental home. Imagine the delight a child or parent has in watching, for example, a public TV show that has his/her child as a participant. I vividly remember having one of my patients viewing herself while a participant of a Sesame Street program. In another instance, the television was tuned to a sports station broadcasting one of the local pro teams in a tight game. The patient, a teenager, was desperate not to miss any of the action, but his was the last appointment of the day. Instead of closing the office, he and I stayed to watch the final innings of the game. That kind of inclusion and care only reinforces the dental home to not only his family, but to other parents and caregivers who hear of the story.

oralhealthgroup.com | Oral Health Office | MARCH 2016

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rom diagnosis and treatment planning to insurance billing, imaging is an integral part of a dental visit. Now, a caries detection device from DEXIS can help shed even more light on the condition of a patient’s teeth. CariVu, with near infrared transillumination technology, is a powerful tool with many advantages for both clinician and patient. A TRUE IMAGE, IN BLACK AND WHITE Images captured with the CariVu look very similar to X-rays. This “true image” is a welcome difference over other caries detection devices that require the user to become versed in the meaning of multiple color codes or numeric indicators. Dr. William J. McKibben of Long Beach, California, notes, “I think that a CariVu image is even easier to understand than an X-ray — enamel appears transparent, and the porous lesions appear dark.” He adds, “Because the images appear like X-rays, patients understand that I am showing them their cavities, and this leads to greater case acceptance.”

NO DOSE BETTER THAN LOW DOSE While CariVu images appear like X-ray images, there’s a very big difference: CariVu emits no ionizing radiation, which is ideal for children and other patients who are reluctant to have X-rays or whose medical history precludes the use of any type of radiography. The lightweight, portable unit also can be incorporated into routine hygiene visits to identify carious lesions in their beginning stages and to track their progress. With all of the efforts that dentists take to reduce radiation dose, what can be better than low dose? No dose! HIGH ACCURACY RATE CariVu’s patented technology allows clinicians to identify occlusal and proximal carious lesions and cracks, as well as caries around restorations. The technology has a very high detection accuracy — an interproximal dentin caries detection rate of 99%‡. Dr. Grant Smith of Prairie Village, Kansas adds, “Even without knowing

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‡Kühnisch J. Benefits of the DIAGNOcam Procedure for the Detection and Diagnosis of Caries [study project]. Munich: Ludwig Maximilian University of Munich; 2013.

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Busy Practices In Empty Buildings – Recession Proofing Your Practice How do you deal with a sliding economy combined with the effects of the highest concentration of dentists per capita in Canadian history?

Recall is not only a “recession equalizer” for practices, it’s also a powerful practice building tool which has been underutilized by the profession for far too long.

Turns out the answer is sitting in your practice. Nowhere are these challenges more evident than in Calgary, Alberta. With the fall in oil prices, Calgary’s downtown core is littered with empty office towers. Practices located in these towers are concerned about the future and making ends meet – but not all practices. There are pockets of dentists within these towers that are doing well and literally running ‘busy practices in empty buildings.

Why focus on recall? Although the Alberta economic situation is not mirrored across the country, there are practices in every economic region that are struggling or not doing as well as they could. These practices are turning to marketing and other external solutions to enhance their productivity when the solutions they are looking for are sitting in their practices.

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Without doubt, practices that consistently provide patients with high standards of service and care sustain the highest levels of patient retention in challenging times. However, this does not explain why practices that have delivered high standards are struggling with empty chairs. In our experience, the single most important factor that differentiates the financial viability of practices in difficult times is patient recall. What impact do recall systems have? In addition to providing patients high standards of care, the practices we have worked with in Calgary’s downtown core that are doing well have one other factor in common – they have all had strong recall systems in place long before the downturn in oil prices. Openings and cancellations have not increased in these practices; they still have high levels of hygiene and recall visits; and even though comprehensive and cosmetic treatments are below boom time levels, the slack is being picked up by basic restorative treatment. The worst case scenario for these practices is slow growth or no growth – a far cry from what other practices are experiencing. What is the opportunity for PRACTICES? What we see at play here is the power well-run recall systems have to financially insulate and protect practices.

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How do we know? With advancements in recall technology, we have monitored the hygiene and recall scheduling behavior of more than 750,000 patients involving millions of appointments across the country and the data is in. Whether situated in Vancouver or Halifax, more than 50% of patients do not have their next hygiene appointment scheduled and a full 33% of patients are due and overdue for their appointments. This equates to hundreds of thousands of dollars in untapped revenues and countless numbers of recoverable patients sitting in practices – more than enough to impact the financial viability of virtually every practice in the country. How do you take advantage of these opportunities? For practices interested in not only surviving but thriving, make recall a priority in your office. Give recall the time and attention it needs; empower your staff with the resources and tools they need to get the job done and stick to it. A consistent focus on recall will not only insulate your practice against economic challenges, it will also transform the productivity and growth of your practice like no other enhancement can. Ron Barsotti CEO of Recall System Pro. Prior to founding Recall System Pro, Ron spent over 20 years assisting dental teams to maximize the productivity and growth of their practices as a leading practice management consultant.

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28 Business Management

Non-Dental Ownership/Operation of Dental Practices in Ontario Michael Carabash, BA, LLB, MBA

It’s Already Happening…

Michael Carabash is a dental lawyer with his own law firm, DMC Law. His websites are www.DentistLawyers.ca, www.DentistLegal Forms.com, and www.DentalPlace.ca. He can be reached at 647-680-9530 or michael@ dentistlawyers.ca. Michael is currently recruiting dentists, dental students, hygienists and support staff to volunteer in Jamaica from September 3-12th while staying at the Beaches Negril resort. Contact him to learn more and possibly volunteer.

When some private disputes involving dental professionals go public, they inadvertently re-engage an important debate – namely, whether non-dentists can legally own and operate a dental practice in Ontario. First came Smilecorp Inc. v. Pesin 1. That case dealt with the enforcement of a non-solicitation clause contained in a management agreement entered into between Smilecorp Inc. (a non-dentist) and Dr. Daniel Pesin. By way of background, Smilecorp Inc. had licensed Dr. Pesin to provide dental services to patients at its Whitby dental practice. The history of that practice was such that, when a dentist left, he or she left the patient charts behind for the next incoming dentist. Although the management agreement provided that Dr. Pesin was supposed to pay fixed amounts to Smilecorp Inc. for renting premises and equipment, 55 percent of Dr. Pesin’s billings were going to Smilecorp Inc. In essence, Smilecorp Inc. owned and operated the dental practice. Another and more recent example is Partridge v. Botony Dental Corporation2. That case involved an employment law dispute between a hygienist/office manager named Lee Partridge and her employer, Botony Dental Corporation (“Botony”). Of note is that court documents described

Botony as a “dental corporation operating at three different business locations”3 and which “provides dental services”4. But Botony is not a hygiene or dentistry professional corporation. 5 Rather it was incorporated in 19996 in Ontario and its sole director, officer and shareholder is Balbinder Jauhal (“Bo”), a registered dental hygienist.7 During courtroom testimony, Bo described Botony’s business in 2008 as having a five-operatory dental practice in Barrie with roughly 3,500 patients and providing all aspects of family and cosmetic dentistry (e.g. cleanings, restorative work, Invisalign, extractions, fillings, crowns and bridges). 8 Bo also described how dentists and hygienists were paid to provide treatment: from the $750 a year which Botony could expect a patient to pay, the dentist would earn 40% of the $350 dentistry component (which works out to $140), the two hygienists would earn $80 ($40 each) from the $400 hygiene component, and the net amount of roughly $530 would go to Botony.9 From Bo’s testimony, it was clear that Botony owned and operated a dental practice. While these cases did not centre on the legality of non-dentists owning and operating a dental practice, their background facts revealed that it was nonetheless happening. So here’s the question: was any of this legal?

MARCH 2016 | Oral Health Office | oralhealthgroup.com

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Business Management

For the Most Part: No Clear Answer

As discussed below, for the most part, the myriad of current laws10 governing who can own and operate a dental practice in Ontario do not provide a clear answer. Clever arguments and risk-taking dentists have sidestepped old and rigid laws. In what follows, I will take a closer look at what it means to practice dentistry, who can legally own the assets that make up a dental practice (specifically dental records), and whether non-dentists can directly profit from dentistry.

(Illegally) Practicing Dentistry?

Ontario’s Dentistry Act, 199111 defines the practice of dentistry in very narrowly clinical terms as “the assessment of the physical condition of the oral-facial complex and the diagnosis, treatment and prevention of any disease, disorder or dysfunction of the oral-facial complex”. This leaves open the possibility that non-dentists can legally own and manage the business or administrative side of a dental practice without illegally practicing dentistry. The Royal College of Dental Surgeons of Ontario (“RCDSO”) acknowledged this delineation when it stated that “non-dentists can own dental office premises, supplies and equipment”12 . The RCDSO has also stated, “If a non-dentist landlord is providing staff for a dental practice, the dentist must have supervisory control to ensure compliance with the regulations made under the Dentistry Act, 1991 and all the requirements of the Regulated

Health Professions Act, 1991, the Personal Health Information Protection Act, 2004, and other legislation governing the practice of dentistry”13. Finally, non-dentists can own and install dental radiographic equipment (after obtaining approval from the Ministry of Health and Long Term Care’s X-Ray Inspection Service), though only a dentist can be a radiation protection officer and prescribe dental radiographs under the Healing Arts Radiation Protection Act.14 Taken together, non-dentists can legally own certain assets within a dental practice and provide certain business and administrative services (e.g. leasing space, staffing, marketing, etc.) to a dentist, so long as the dentist has control of key operations. Note this distinction, as it will be touched upon again. Interestingly, U.S. caselaw supports the view that non-dentists can legally own and manage the business or administrative side of a dental practice without illegally practicing dentistry. For example, the Georgia District Court upheld business service agreements between non-dentists and dentists in a number of cases because Georgia’s Dental Practice Act defines the practice of dentistry similar to Ontario and the non-dentists in those cases did not perform clinical tasks; rather, the dentist’s professional corporation was given exclusive control of all dental care – including selecting equipment, employees and hygienists.15 The end result would have been different had Ontario law defined the practice of dentistry to include things

012 ONSC 1966 (March 27, 2012), upheld by 2012 ONCA 853 (December 5, 2012). See Michael Carabash, “Are Non-Solicitation Clauses Legal? It Depends…”, Ontario Dentist (April 2 2013), p. 45; Michael Carabash, “The U.S. Experience: Non-Dental Ownership of Dental Practices”, Oral Health Office (October 2014), pp. 10-11; and Michael Carabash, Carlos Quiñonez, et al., “Dental Professional Corporation Laws in Canada”, Ontario Dentist (April 2015), p. 33.

2015 ONSC 343 (Ontario Superior Court of Justice), upheld by 2015 ONCA 836 (Ontario Court of Appeal) (December 3, 2015).

Statement of Defence and Counterclaim, paragraph 3.

Statement of Claim, paragraph 3.

Searches conducted on Royal College of Dental Surgeons of Ontario and College of Dental Hygienists of Ontario websites on February 10, 2016.

See court transcripts on November 24, 2014, p. 400.

Supra, note 2, at paragraph 7. See also court transcripts on November 24, 2014, p. 399-400.

See court transcripts on November 24, 2014, pp. 401, 314.

See also court transcripts on November 24, 2014, pp. 493-495. 10 For example: privacy, contract, property and professional and ethical laws governing dentists.

S.O. 1991, c. 24.

See “Proper Procedures and Appropriate Safeguards for Dental Records When a Dentist Passes Away”, Dispatch, (February / March 2012), Vol. 26, No. 1, p. 29.

See “Ownership of Dental Offices by Non-Dentists”, Dispatch (November / December 2012), Vol. 26, No. 4, p. 22.

R.S.O. 1990, c. H. 2. See also “Ownership of Dental Offices by Non-Dentists”, Dispatch (November / December 2012), Vol. 26, No. 4, p. 22 and David Rosenthal, “Non-Dental Ownership of Dental Practices”, The Professional Advisory (February 2013), p. 14.

Michael Carabash, “The U.S. Experience: Non-Dental Ownership of Dental Practices”, Oral Health Office (October 2014), p. 9.

oralhealthgroup.com | Oral Health Office | MARCH 2016

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30 Business Management

like owning, maintaining, or operating an office at which a dentist is engaged or employed – as is the case in Texas. Indeed, the Texas District Court has invalidated business service agreements between nondentists and dentists in a number of cases because of this very definition.16

Ownership of Dental Records?

A non-dentist can own most of the assets that make up a dental practice – namely, equipment, furniture, fixtures, and computer hardware / software. But what about dental records such as patient charts, lists, x-rays, models, etc. (“Dental Records”)? Can a non-dentist own these as well? For their part, Canadian courts have consistently held that physical or electronic dental records are owned by the dental professional who compiles them.17 Here’s the question: is a dentist’s ownership interest capable of being transferred to a non-dentist so long as the dentist maintains custody and control? In certain situations, it appears so. For example, financial institutions such as banks regularly loan money to dentists purchasing a dental practice and take back as collateral the assets that comprise the dental practices – including the dental records. What happens if the dentist defaults on their loan? Well, this was the case in Axelrod (Re).18 There, a dentist had signed a general security agreement with a non-dentist and pledged patient lists and files as collateral in case the dentist defaulted on the loan. When the dentist defaulted, the non-dentist creditor sought to take possession of those lists and files, transfer them to another dentist, and obtain each patient’s consent to be treated by the new dentist (or otherwise release the file directly to the patient). The dentist debtor argued that those assets could not be pledged as security because of their confidential nature and because of the fiduciary relationship that existed between a dentist and patient. At trial, the Ontario Court of Justice found in favour of the non-dentist. Justice Ground acknowledged that a dentist’s ownership interest in Dental Records is “capable of being conveyed or charged”19. He ultimately held that the non-dentist

could realize upon its security so long as it undertook measures to protect patients’ confidentiality and access rights while allowing the dentist to discharge their obligations of good faith and loyalty to their patients. The Ontario Court of Appeal upheld Justice Ground’s decision. 20 Interestingly, the Axelrod (Re) decision was recently considered in Maximum Financial Services Inc. v. 1144517 Alberta Ltd.21 That case involved Brett Wikjord (an Alberta pharmacist) who, to purchase a pharmacy, pledged patient prescriptions and records as security to get a loan from Maximum Financial Services Inc. (a nondentist) (“Maximum”). Mr. Wikjord ultimately closed his pharmacy, transferred the patient records to Rideau Pharmacy (a nearby pharmacy), and filed for bankruptcy. Maximum sought to have the original patient records seized from Rideau Pharmacy and transferred to a pharmacist custodian who would obtain patients’ consent to such transfer. Maximum also wanted to prevent Rideau Pharmacy from making use of those patient records. The Alberta Court of Queen’s Bench cited Axelrod (Re) and held that those patient records could be pledged as security for a loan so long as the pledge was compatible with the pharmacist’s professional responsibilities. Worth mentioning is that Maximum ultimately lost in court. Justice B.E. Romaine held that the proposed manner in which Maximum sought to seize the patient records “was not feasible” in light of the Alberta College of Pharmacists’ regulatory regime. First, the Court found that no patients had consented to the transfer. Second, the Court noted that transferring only the original records to Maximum would create confusion and put patients at risk because those records probably changed since the time they were first transferred to Rideau Pharmacy. Finally, Maximum’s request for the Court to impose restrictions on Rideau Pharmacy from contacting patients or making use of patient records would interfere with patients’ rights to choose their pharmacist. For these (and other) reasons, Maximum’s case was dismissed. Another example of a non-dentist owning dental records occurs when a dentist

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dies. Here, the dentist’s estate still (however temporary) owns the dental practice22 and the person responsible for administering the estate (the “Estate Trustee”) will likely be a non-dentist family member. As per the RCDSO, the Estate Trustee typically has up to one year to sell the dental practice and should enlist another dentist’s assistance to operate the practice until it is sold and the dental records are transferred to another dentist. 23 The RCDSO has stated very carefully that, “[o]nly a dentist can ‘own’ (have custody and control of) dental records and only a dentist can ‘own’ the goodwill portion of a dental practice.”24 But the real world examples above seem to extend this one step further by suggesting that a nondentist can own dental records so long as only a dentist has custody and control of them at all times and complies with their obligations under the Personal Health Information Protection Act, 20 0 4. 25 One needn’t to look very far to see more examples of this in other regulated health industries. For example, as part of Target Canada’s insolvency proceedings, “[t]he patient information for the three corporate-owned pharmacies was transferred to Wal-Mart Canada Corp. on January 29, 2015.”26

Directly Profiting From Dentistry?

If a non-dentist was legally allowed to profit from dentistry, it would typically come in the form of owning shares

in a dentistry professional corporation or having a fee or income splitting arrangement with a dentist. Let’s take a closer look at both of these approaches. Generally, shareholders of a corporation can earn direct income through salary, dividends, and on the sale of their shares. But when it comes to dentistry, only an Ontario corporation with a valid Certificate of Authorization can practice dentistry in Ontario (so called dentistry professional corporations or “DPCs”). There are significant restrictions on who can own shares of a DPC: only dentists can be voting shareholders and only certain non-dentist family members can be non-voting shareholders. 27 This seems to effectively preclude other non-dentists from being shareholders. 28 That said, both the Business Corporations Act29 and the Certificates of Authorization regulations30 actually say that the voting and non-voting shares of a DPC can be owned “directly or indirectly” by one of the aforementioned persons entitled to be shareholders. But what exactly does “indirectly” mean? Could it include, for example, the use of a holding corporation whose ownership includes non-dentists, so long as a majority of the directors and shareholders of each class of shares are dentists (as is the case with corporations operating pharmacies in Ontario)?31 Interestingly enough, the RCDSO has rejected this view and will not approve Certificates

Ibid.

See Michael Carabash, “Can Non-Dentists Own Dental Practices”, Dental Practice Management (Winter 2012), p. 35.

[1994] O.J. No. 137 (Ont. C.J.).

See Axelrod (Re), [1994] O.J. No. 137, at para. 18.

See Axelrod (Re), [1994] O.J. No. 2277 (Ont. C.A.).

2015 ABQB 646.

Either directly owning assets of the dental practice or by owning the shares of a dentistry professional corporation.

See “Proper Procedures and Appropriate Safeguards for Dental Records When a Dentist Passes Away”, Dispatch, (February / March 2012), Vol. 26, No. 1, p. 29.

See: “Ownership of Dental Offices by Non-Dentists”, Dispatch (November / December 2012), Vol. 26, No. 4, p. 22.

This Act deals with the collection, use and disclosure of patient information. See also: Royal College of Dental Surgeons of Ontario, “Compliance With Ontario’s Personal Health Information Protection Act” (October 23, 2012). 25

See Target Canada Co. et. al, Seventh Report of the Monitor, Alvarez & Marsal Canada Inc., CV-15-10832-00CL, March 24, 2015, section 6.8. See also Marina Strauss, “Target pharmacists seek protection as Wal-Mart secures patient records”, The Globe and Mail (February 2, 2015). 26

See Michael Carabash, Carlos Quiñonez, et al., “Dental Professional Corporation Laws in Canada”, Ontario Dentist (2015), p. 33.

Though non-dentists can own a technical or hygiene corporation, which are used for income splitting purposes by providing certain business services to dental practice or dentistry professional corporation. 28

R.S.O. 1990, c. B. 16, s. 3.2(2).

Ontario Regulation 39/02 made under the Regulated Health Professions Act, 1991, S.O. 1991, c. 18.

Under section 142 of the Drug and Pharmacies Regulation Act, R.S.O. 1990 c. H. 4, a corporation can own and operate a pharmacy if the majority of the directors are pharmacists and a majority of each class of shares is owned by and registered in the name of pharmacists. 31

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32 Business Management

The author does not express any opinion as to whether non-dental ownership of dental practices is beneficial/ detrimental or should be encouraged/discouraged. The author simply wishes to bring light to these important issues and considerations given the present status of the law. This article does not offer legal advice. If you need legal advice, you should consult a lawyer.

of Authorization for DPCs in these circumstances. To make matters murkier, not too long ago, certain regulations 32 were amended such that the RCDSO no longer monitors who owns the non-voting shares of DPCs. 33 Does this open the floodgates by allowing non-dentists to profit directly through DPCs? No. It simply means the RCDSO is no longer monitoring this area and that Certificates of Authorization will be issued regardless of whom the non-voting shareholders are. Importantly, however, the laws governing who can own shares in a DPC still apply. And government agencies other than the RCDSO (such as the Canada Revenue Agency) may take an interest in using existing laws to a shareholder’s detriment. Aside from profiting directly by owning the shares of a DPC, a non-dentist might have a business arrangement with a dentist that includes some type of fee or income sharing. This seems to have been the case in Smilecorp v. Pesin 34 and Partridge v. Botony Dental Corporation. But is this legal? The Professional Misconduct regulations state that a dentist has a conflict of interest if they engage “in any form of fee or income sharing with any person” other than another dentist or hygienist. 35 While a dentist can engage in any form of fee or income splitting with another dentist or hygienist engaged in a practice owned by the dentist, a dentist would not be able to do so with a hygienist or other

non-dentist who owns the practice. 36 This precludes a dentist from being an employee of a non-dentist. 37 If caught, dentists risk being disciplined. There is also a risk that the business arrangement might not be enforceable by a court in the event of a contractual dispute.38 Notwithstanding what the law and the RCDSO say, 39 the lure of financial gain, coupled with a willingness to accept the risk of getting caught, may lead some dentists to illegally include non-dentists in their DPCs40 or illegally fee or income share with them. With respect to the latter, absent a public dispute (as was the case in Smilecorp v. Pesin and Partridge v. Botony Dental Corporation), who would ever find out?

Conclusion

Unfortunately, the laws governing who can legally own and operate a dental practice are either unclear or ineffective. On the one hand, strong arguments support the view that non-dentists can be involved in the business or administrative side of a dental practice and may even be allowed to own (though not have custody and control over) dental records. On the other hand, clear prohibitions on non-dentists directly profiting from dentistry may be subverted by risk-taking dentists and private arrangements that, absent a public dispute, remain unchallenged. Dentists should be cautious about who they do business with and consult with the RCDSO and legal professionals to help determine the legality of any proposed business structure.

Made under the Regulated Health Professions Act, 1991, S.O. 1991, c. 18.

This was done after lobbying by various interest groups to help streamline the process of obtaining a Certificate of Authorization while not comprising the RCDSO’s legal mandate.

See Michael Carabash, Carlos Quiñonez, et al., “Dental Professional Corporation Laws in Canada”, Ontario Dentist (April 2015), p. 33.

Ontario Regulation 853/93, s. 5. (4)(h) made under the Dentistry Act, 1991, S.O. 1991, c. 24.

E-mail from Dr. Don McFarlane (Practice Advisory Services, RCDSO) to Michael Carabash dated November 23, 2011.

Here, “non-dentist” includes a non dentistry professional corporation.

While the Colorado District Court has invalidated business service agreements in whole or in part because they permitted illegal fee splitting and because it would be contrary to public policy to enforce them, our own Ontario courts upheld a management agreement despite allegations of improper fee-splitting. See Michael Carabash, “The U.S. Experience: NonDental Ownership of Dental Practices”, Oral Health Office (October 2014), pp. 10-11. 38

“Only a dentist can profit directly from the practice of dentistry”. See: “Ownership of Dental Offices by Non-Dentists”, Dispatch (November / December 2012), Vol. 26, No. 4, p. 22.

For the purpose of income splitting or to help them pay less tax when it comes to selling their shares.

MARCH 2016 | Oral Health Office | oralhealthgroup.com

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34 Business Management

SO WHAT’S THE PLAN TO BETTER ACQUIRE AND RETAIN?

think it’s safe to say that the Toronto Blue Jays just played out their best season in 20 years. With the next season fast approaching, players and coaches are spending countless hours reflecting and planning to ensure they deliver an even better 2016 season, stronger than ever. Systemizing your marketing for practice building is a lot like planning for the “next big season”, in the way that we need to look back in order to look ahead. As you reflect on the year, do you feel that you have a good sense of what you’ve accomplished, and, in turn, how you are going to get where you need to go next? Customer expectations, competition and economic changes are all factors that can really rock the boat and capsize your practice if you don’t have a marketing plan in place. Marketing is constantly changing and evolving, it is never static. On a quarterly basis, it’s worthwhile to stop and review the events of the past three months and then put your best plan in place for the next three months. Have you ever heard of the phrase, “By failing to plan, you are planning to fail?” One of the easiest ways to grow your practice and become even more successful is to develop a planned, systemized approach to managing your marketing. A focused future and a defined set of goals can breathe new life into your practice. The days of knee-jerk reactions and marketing on the fly are over. A planned approach to marketing includes clearly defined goals, a strategy, a schedule and a budget.

The Tale of Two Doctors

At the end of November, Dr. S contacted me to ask if we could get a community mailing out to attract some new clients before the end of the year. While his idea was sound, we were pretty much out of time. Even with a rush on the project, we still needed two weeks lead time to get MARCH 2016 | Oral Health Office | oralhealthgroup.com

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everything ready and out the door. This would mean a mid-December mailing, which is not ideal. Dr. S’s reactionary or on-the-fly approach to marketing cost him the opportunity to end the year on a positive note. We will definitely be meeting with him in January to discuss a marketing action plan to start the year off right. Dr. M’s year ended quite differently. We worked with Dr. M back in June to create a game plan for a six-month period, from July through to December. We planned a number of marketing initiatives to take place over the course of those months. The initiatives included implementing a patient referral program and a patient survey, holding a patient appreciation event, as well as managing the Facebook presence for the practice. When it came down to finishing the year strong with a final push, our mailer program was already in place. The pieces were ready and in the mail by the first week of December. The most successful dental practices that I have encountered and worked with all have clearly defined marketing game plans. While these game plans typically cover three, six or 12 month periods, the main idea is the same in all cases. The goal is to attract more new patients and build relationships to maximize retention.

The Better The Plan, The Better The Outcome

The best approach to success is a planned approach. Whether you are creating a marketing strategy or taking a vacation, the process starts with having a good plan in place to get your best result. You would never take a family vacation without planning it first: Where are we going? What’s our best route? What is our budget and timeline to ensure that we stay on schedule and get the most from the experience? So where are you going with your dental practice? Are you opening up a new practice? Are you purchasing an existing practice to take forward? Do you have an existing practice that you want to achieve more success? Do you have an existing practice that needs a kick-start? Are you

getting an existing practice ready for sale? Whatever the circumstances, you know that the greatest asset that any dental practice has is its patient file. On average, how many patients are joining your dental practice every month and how can we increase this number? Listed below are five patient acquisition strategies and some key questions to ask yourself that can help turn your marketing efforts into a great competitive advantage. 1) DIGITAL STRATEGY – How can you better design your website? How can you best utilize search engine optimization to get more people finding and calling you first? 2) PATIENT REFERRAL STRATEGY – How can you boost awareness that you are welcoming new patients and are appreciative of referrals? How do you boost the confidence of your dental office team to promote this important message? 3) LOCAL COMMUNITY BRAND BUILDING – How can you create a consistent and effective presence in the local community? How can you get involved in the local community to professionally promote your brand?

Dan Pisek is the Co-Founder and President of Full Contact Marketing (FCM), a firm that has consulted and facilitated work with more than 1,000 health related practices across Canada and the United States. With a focus on having a good game plan and a team approach to marketing, Dan takes the role of “Practice Marketing Coach” in working with entrepreneurial minded practice owners to help them realize their full revenue potential. www. fullcontactmarketing.ca

4) TEAM STRATEGY – How can you better communicate your business goals and marketing plans with your dental office team? What can be done to engage the team and ensure they are working to support your efforts? 5) TRACKING STRATEGY – How can you best track the number of new patients joining your practice every month and how they learned about you? How can you organize your monthly results to help you make future marketing decisions? Your goal is to always be attracting new patients to your dental practice, but your competition has the exact same goal. The simple fact is that many of these new patients will come from the same local community and also come from each Continued on page 43 oralhealthgroup.com | Oral Health Office | MARCH 2016

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38 Finance

PURCHASING A PRACTICE PURCHASING CATCHING FISH REQUIRES MORE THAN ONE ROD

he demand for dental practices has continued to outpace the supply of available practices in various parts of Canada. Unless there are drastic changes to interest rates and/or the process of licensing dentists, it appears this trend will continue for the foreseeable future. In order to compete in this environment (seller’s market) and maximize your chances of finding a practice, you need to think outside the box and consider all available opportunities. Below, we present different ways to obtain a practice in a seller’s market.

BROKERS – The easiest and quickest way to get in touch with the market place is to access the database of dental practice brokers. Sign up with all the brokers and receive appraisals as they become available. Be prepared to compete with other dentists for practices listed on these brokers’ websites. Even if you don’t get the practice, use these opportunities to visit various practices and get an understanding of what to look for in a practice, what prices practices are selling for and what they are being appraised at. INTERNET – You can use the internet to find pretty much anything, including dental practices. Search for practices in the geographical area you wish to practice. Don’t just focus on major cities or towns, but also look at smaller neighbouring towns within a 30 minute driving radius. You may have never heard of these towns but neither has your competition. Create a list of practices within your geographi-

cal area and using the Royal College of Dental Surgeons of your province’s online directory, (e.g. RCDSO’s is: https://ww3. rcdso.org /eIS/Core /G enericPageSeq. aspx?SeqType=RCDSSearch) you can search details of the practice owner. In particular, you should note the date they graduated from dental school. Highlight any practice owners that graduated in 1985 or earlier. These dentists have been practicing for over 30 years and may be close to retirement. Write a letter introducing yourself to the dentist which explains why you would be a great candidate to continue their legacy and provide your contact information. Sign and mail these letters to all the potential practices you have targeted. DENTAL REPRESENTATIVES – Even if you are not looking to purchase equipment right now, developing a relationship with those who visit multiple practices can lead you to the purchase of a lifetime. Den-

MARCH 2016 | Oral Health Office | oralhealthgroup.com

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Finance

tal reps often have inside information on their dental clients. Perhaps one of their clients isn’t interested in upgrading their equipment because they are looking to sell soon. Having this vital information gives you an inside track. If you promise to buy any replacement equipment from the representative who introduces you to the vendor, then the results may exceed your expectation. PROFESSIONAL DEVELOPMENT – PD courses and seminars are about more than just PD credits and a free meal. They are an opportunity to network and introduce yourself to other dentists and perhaps find the break you are looking for. Your goal is to find and introduce yourself to a dentist looking to sell. This means signing up for courses and seminars that the vendors would be interested in. A dentist looking to retire may be more likely to attend a course about selling a practice. With an audience filled with dentists looking to retire and sell their practices, you can now introduce yourself to potential sellers. If you make a connection with any of these dentists, give them your business card in case they wish to explore this opportunity further. STUDY CLUBS – Along the same lines as seminars, study clubs provide a great opportunity to network with other dentists, some of whom may be vendors. Sit beside a dentist who looks like they graduated 30 plus years ago versus a young dentist for this reason. LOCAL COMPETITION – Just because there are other dental clinics in your area doesn’t mean you have to be in cut throat competition. Instead, if you are looking to acquire another practice, consider introducing yourself and getting to know the nearby dentists. Consider offering your services to them if they are ever away for vacation and

a patient needs an emergency treatment. By promising to return all the patients you see and any associated charts, you have an opportunity to showcase to them the quality and care of your work on their patients in a non-hostile/ competitive manner. Down the road, if they are ever looking to sell, you may be on the top of their list as a potential candidate. Buying a practice close by and merging it with your existing practice could generate synergies and significant cash flow. ADVERTISE – Don’t just wait for a broker to advertise and market a potential practice for sale. Consider advertising yourself as a potential buyer. You can purchase advertisements in various dental magazines stating that you are looking for a practice in a certain area. Leave the advertisement anonymous and list a PO box where potential sellers can leave a response. ADVISORS – If you are working with advisors, including your accountant, who specialize in the dental industry, chances are they have a large list of dental clients. Many of these advisors are in a position to connect you with a potential seller. Ask your advisors if they know anyone looking to sell their practice or if the opportunity ever arose to inform you about it. You may be able to derive value from your accountant which far exceeds the fee you are paying. Hence, consider using advisors who specialize in the dental industry.

This article was prepared by David Chong Yen, CPA, CA, CFP, Louise Wong*, CPA, CA, TEP and Eugene Chu of DCY Professional Corporation Chartered Accountants who are tax specialists* and have been advising dentists for decades. Additional information can be obtained by phone (416) 510-8888, fax (416) 510-2699, or e-mail david@dcy.ca /louise@dcy.ca / eugene@dcy.ca. Visit our website at www.dcy.ca. This article is intended to present tax saving and planning ideas, and is not intended to replace professional advice.

Getting out there and finding a practice is more than just sitting and waiting for a bite. If you put as many fishing rods in the water as you possibly can, your chances to catch a fish increase significantly. If you prefer having your own fishing rod/dental practice as opposed to depending on others for fish, then you may need to think outside the box. oralhealthgroup.com | Oral Health Office | MARCH 2016

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42 Finance

Continued from page 21

5 | I t Sets Your Goals on Paper

Dentists lead busy clinical and family lives and without a written list of financial goals, the best intentions tend to fall to the wayside. Setting your goals on paper creates a contract with yourself that is not easily broken. It is also a concrete reminder that you can refer to on a regular basis.

6 | I t Allows for an Objective Look With Fresh Eyes

Everybody has financial realities that are not ideal. Maybe our borrowing rates are too high. Perhaps we should reorganize our business structure to save taxes. Maybe our spending has spiraled upwards. After a while, these inefficiencies become the norm and we stop thinking about them. By going through the financial planning process with an objective planner, inefficiencies can be highlighted and distinct actions can be set up to rectify them.

7 | I t Identifies Opportunities or Concerns Early, While There is Still Time to Act

Dr. Wilson Chen is a Financial Advisor with Raymond James Ltd. The views of the author do not necessarily reflect those of Raymond James. This article is for information only. Raymond James Ltd. member of Canadian Investor Protection Fund.

For many financial strategies, time is our greatest ally or enemy. It takes time to implement changes and let them work effectively. The sooner into a dentist’s career that concerns or opportunities can be identified, the greater the long-term benefit. Let’s take something as simple as a savings goal for example: Suppose you have a goal of saving one million dollars in a registered account by the time you are age 65. If you start at age 25, assuming a 6% annual return, you would need to contribute less than $6,500 per year. However, if you start your savings goal at age 45, you would have to save over $27,000 every year to reach your objective. By starting earlier, you would save yourself close to $280,000 in contributions.

8 | I t Provides Access to Professional Advice

The financial planning process, by definition, involves working with a profession-

al financial planner. They bring expertise that may not be apparent to the client. There are many business strategies, government rules, tax and legal structures, and financial products that can be used to achieve your goals. A professional financial planner can help you navigate through the many different options and find the best solutions for your situation.

9 | I t Acts as the Ultimate Buddy System

As dentists, we encourage our patients to have regular cleanings and check-ups. This gives us a chance to monitor their oral health, but equally as important, it allows us to motivate and encourage our patients to maintain excellent home care. We are the “buddy” that pushes our patients to better health. Similarly, the ongoing monitoring process established by a financial plan acts as the ultimate buddy. Consistent encouragement by your planner challenges you to meet your annual financial goals and offers support in case you falter.

10 | I t Breaks Down Larger Goals Into Manageable Pieces

For most individuals, taking that first step to controlling their finances is the toughest. When faced with a daunting task, many will choose to do nothing. The best way to overcome this inertia is to break down financial goals into attainable steps. This is one of the greatest benefits of a proper financial plan. Not only will a plan help to define your financial goals, but it will also guide you through the big hurdles by concentrating on small, specific actions along the way. This way, you are able to make substantial progress without taking an “all or nothing” attitude. Starting on the path to financial freedom requires the same discipline that you use in caring for your patients. Much like a dental treatment plan, a financial plan envisions your ideal destination, lays out an efficient course of action, and guides you through each step of the journey.

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Business Manangement

Continued from page 35 other’s patient files. To beat out the competition, you must have more new patients coming in the front door and make sure the back door is locked tight to keep everyone inside. It costs much less to retain a great customer than it does to acquire a new one. Dentistry is a relationship-based business and great patient relationships are the key to maximizing retention. While trust is at the centre of every great relationship, so is effective two-way communication. Other than the appointment reminder call, what else do you discuss with your patients and how often do you speak to them? Patient communication is easy if you have the right message and the right method. The questions and patient retention strategies listed below will help enhance your patient relationships and turn your patients into loyal ambassadors of your practice brand. 1) DIGITAL STRATEGY – How can you leverage social media to engage your best patients on a more personal level? How can you get your patients to talk about your practice and encourage more people to visit and “like” your Facebook page? 2) PROACTIVE PATIENT COMMUNICATION STRATEGY – How can you effectively keep patients aware of your practice vision and office happenings? How can you maximize awareness that we are growing the practice and welcoming new patients?

It costs much less to retain a great customer than it does to acquire a new one.

3) INTERNAL MARKETING STRATEGY – How can you boost awareness of the treatment and services that you offer? How can you best promote your technology to get more people interested in learning more? 4) TEAM STRATEGY – How can you take your patient experience to a higher level? How can you better leverage your patient contact opportunities to commu n ic at e i mp or t a nt of f ic e ne w s? 5) TRACKING STRATEGY – How can you better track patient retention on a monthly basis? How can you better understand how your patients feel about you and what they value most about you as their dental care provider? So, with all that being said, it’s time to ask yourself: Are you failing to plan or planning to succeed? You can assess your current marketing approach at any point during the year, but why not now? You need to set out your goals in order to accomplish them just as you need to know where you’re going in order to get there! The strategies and plans that you put into place during these first months of the year will help you make the most of practice building and produce a great year end in December.

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44 New Products

Cavex Bite&White ABC System Cavex has developed the unique ABC whitening system, where ABC stands for Activating, Brightening and Conditioning. The system consists of Cavex Bite&White StainLess, Cavex Bite&White whitening gel and Cavex Bite&White ExSense. Only dental practitioners are allowed to dispense Cavex Bite&White but treatment does not take place in a clinic or in the dentists’ chair; you can perform the treatment on yourself, wherever and whenever it suits you. www.cavex.nl ACT® Kids Batman Rinse ACT® Anticavity Fluoride Rinse are proven effective in reducing children’s cavities up to 40% more than brushing with a fluoride toothpaste alone, while strengthening their pearly whites up to three-times harder. Every ACT® Anticavity Kids formula provides maximum fluoride in a convenient 1-time-a-day formula. Our easy-to-use dosage meter puts kids in control of the experience – it’s fun to use but also helps minimize the mess and gives an exact 10ml dosage every time. www.actoralcare.com POH® Personal Oral Hygiene POH makes a variety of bristle tuft layouts to address the specific needs of each patient. They offer several widely spaced tuft layouts, which allow the bristles tips to move freely into areas often under-cleaned such as the sulcus, occlusal pits and fissures. This provides a deeper more effective cleaning for most vulnerable areas of the dentition. The first generation of black floss from POH provides a high colour contrast against the white plaque and the tooth’s enamel. www.buypoh.com

Baby Buddy Baby Buddy products help you through your child’s early stages or oral development for a great start and solid oral care habits that see them through life. With six different stages of oral care products, Baby Buddy offers dental wipes for little smiles (Stage 1), finger toothbrushes (Stage 2), wipe n brush™ (Stage 3), baby’s 1st toothbrush (Stage 4) and a 360 toothbrush (Stage 5 & 6). www.smile4babybuddy.com

HydroKleenAF Hand Sanitizer This type of alcohol-free sanitizer formula is absorbed more rapidly into the skin with little impact on the skin’s natural barrier function and is predicted to be more useful and effective as a rinse-free hand sanitizer than alcohol-containing formulas. HydroKleenAF Hand Sanitizer is 99.9% effective against the most frequent illness causing germs. www.productivepractices.net

AD INDEX ABELDent ��14-15 BaseVAC ��40-41 Cappellacci DaRoza LLP �� 11 ConfirmByEmail ��18-19 DEXIS ��24-25

Patterson Dental �� 26-27, IBC Philips Oral Healthcare �� IFC, 6-7, 13 Practice Mastery ��36-37 VOCO Canada ��OBC V-Tac Payroll Management �� 12

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D e n t a l M a r ke t p l a c e

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

PROFESSIONAL SERVICES

PRACTICES & OFFICES RICHMOND, BC

Well established office in city centre. Located in prominent medical/professional building. Beautiful, spacious office. Lots of natural light – beautiful views. 800 active patients. 3+1 ops. Strata unit available for purchase. Contact ruth@heapsanddoyle.com – 604-220-4830

Establishing, buying or selling a practice Partnership, shareholder and cost-sharing arrangements Associate, consultant and employment agreements Professional incorporations

MARKHAM/DENISON, ON

Space available for dentist – ideal for new graduates. Surrounded by Costco, Walmart, Home Depot and financial institutions. High traffic, min. rent, will build to suit – include some furniture. Call Syed anytime: 416-985-3490 or e-mail: abulsyed2121@gmail.com

TORONTO, ON

Dental Office Space for Sale Yonge/Finch prime location. Asset only. Owner dentist to relocate. Ideal turnkey opportunity to start your own at a very low cost, from new graduates to specialists. Well planned and efficient office with 3 ops, Panorex, ample cabinets and private office. Attractive lease rate. It may be used for a training/school facility or hygiene office. Contact via email: 2drjackli@gmail.com

PRACTICES & OFFICES VANCOUVER, BC

Successful Prosthodontic practice. Vendor willing to stay on for longer term transition. Beautiful office with great views. 2+1ops. Strata unit available for purchase. Contact Ruth at 604-220-4830 or ruth@heapsanddoyle.com www.HEAPSandDOYLE.com

Oral & Maxillofacial Surgeon 1 – 2 days per month to start. Orthodontist P/T This is an excellent opportunity in a well established, dynamic, privately owned practice, maintaining Type A facility permit, with 9 ops, 5 hygienists & 2 f/t dentists. Please email CV to guelphlinedental.andrea@gmail.com

New 1300 sq.ft. dental space for lease or sale in high rise condo building. Street level, windows, surrounded by many high rise condo and office buildings. Tel: 416-917-3171

TORONTO N.E.

WEST KOOTENAYS, BC Successful practice in smaller Southern BC community. Associate buy in available. Spacious office with 5 ops. Nicely decorated with dedicated staff. 1600 active patients. Currently on a four day week. Great lifestyle! Call Ruth at 604-220-4830 ruth@heapsanddoyle.com www.HEAPSandDOYLE.com

ASS O CI ATESH I P S MULTIDISCIPLINARY DENTAL CLINIC IN BURLINGTON REQUIRES:

BAY, BLOOR, YONGE – TORONTO,ON

FORT SASKATCHEWAN, AB Fort Saskatchewan Dental Clinic requires FT associate, associate to assume present associate’s full load. Well established Family Practice with latest technology including digital xrays, computerized operatories, intra oral cameras, rotary endo, sedation and implants. Office 15 minutes from Edmonton and Sherwood Park. Excellent Mentorship opportunity for new or recently Graduated Dentist. Please email CV to: 4hygiene@telus.net All inquires will remain strictly confidential.

Part time general practice and condo for sale. Owner retiring. 2 ops located in professional and commercial building. Toronto N. East. Contact Mrs. Nguyen 647-999-0475 Email: thuylilyng@gmail.com

RICHMOND HILL, ON Prime Dental office space available on Yonge St. in Richmond Hill approx. 2-3,000 sq. ft., includes plenty of free parking. For more information please contact Sherry at 416-828-5797 or e-mail: sherrytaba@gmail.com

SOUTHERN MANITOBA — ORTHODONTIC PRACTICE

Well established practice with solid referral base. Spacious, modern office in free-standing building. 6+2 ops. Newer leaseholds. Ample parking with easy access. For more information, please contact ruth@heapsanddoyle.com ph: 604-220-4830 www.HEAPSandDOYLE.com

ASS O CI ATESH I P S

OWEN SOUND, ON

EDMONTON, AB

Applications to be forwarded to drtimpringle@bell.net

Great opportunity for a motivated associate with some experience. $80,000-$100,000 per month, in a beautiful office with new equipment and a great team. Current associate is moving to another province. Potential of earning up to 45% and longterm buy-in for the right candidate. Experience is an asset but not required. Please email: EdmontonDentalCareer@gmail.com

Full time associate required for multi practitioner, progressive family practice. All facets of dentistry provided to all ages including E4D, implants, sedation, invisalign, crown and bridge, digital charting and radiography. Pleasant, supportive and well trained staff in a modern, welcoming environment . Applicant must be a positive, engaged professional looking for a permanent position. Enjoy above average earnings, and a professionally fulfilling career while enjoying an enviable relaxed year round lifestyle on Georgian Bay. Applicants are required to include references and CV. Those applicants selected for further consideration will be required for a working interview. Confidentiality is expected and assured.

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46 Dental Marketplace

Dental Marketplace

Contact: Karen Shaw • tel: 416-510-6770 • fax: 416-510-5140 • e-mail: kshaw@oralhealthgroup.com A Sext S O6770 C I A•TToll E Sfree: H I PUSA S 1-800-387-0273 ext. 6770 Toll free: CDA 1-800-268-7742

DRUMHELLER, AB Exciting opportunity for an Associate Dentist! Our progressive family dental practice is looking for an enthusiastic Associate Dentist to fill a lucrative full time position. This is a fantastic opportunity to be mentored in oral surgery, orthodontics, and esthetic reconstructive dentistry. We have 3 specialists attend our practice and the Principal is Kois trained. You will be fully booked from day one and will earn an exceptional salary. Living accommodation will be provided. E-mail: jcaravan@magtech.ca P: 403-823-7755 F: 403-823-3844

SEEKING FULL TIME GENERAL DENTISTS AND AN ORTHODONTIST – AB and SK Large group practice(s) seeking self motivated dentists who enjoy above average remuneration. Positions available in great established locations in Calgary, Medicine Hat, Regina and surrounding communities that are all within driving distance to airports. Progressive and established clinics with strong patient base and excellent support structure. Shifts available for minimum 4 days on, 4 days off allow the right individual an opportunity to enjoy life and be very productive. Remuneration to be greater of guaranteed income, or percent collections. Experience with kids, surgery, endo and sedation an asset. Mentorship and buy-in opportunities available to right candidates. Email resume in confidence to: airdriedentist@yahoo.ca

SASKATOON, KINGSTON AND REGINA Full time, Guaranteed Salary Campus Dentist is currently looking for outgoing, enthusiastic dentists to join our team in Saskatoon, Kingston and Regina. This truly is a very unique opportunity with a guaranteed salary for three fulltime dental associates in a modern university setting (one per location). Our facilities are bright, modern with paperless charting and digital x-ray. The ideal candidates will be self-motivated, have strong communication skills and a sense of humour. If you are someone who wants to join the dynamic Campus Dentist team, please email: marzena@campusdentist.com

KENORA, ONTARIO Full time associate required for three dentist practice in cottage country on Lake of the Woods in Kenora, Ontario. Kenora is just a 2 hour drive from Winnipeg. Full hygiene program, digital x-rays, modern building and friendly staff. Caring individual compensated up to 45% with potential for buy-in. No evenings or weekends. Practice managed by working principal dentist. Position available in May 2016 (associate purchased a practice in his home community after 2 years in Kenora).

Contact - kenoradent@hotmail.com

OTTAWA AND KINGSTON AREA, ON Busy and Productive dental offices looking for motivated and confident dentist with all aspects of general dentistry. Join the growing team. www.sandhudental.ca E-mail resume: gsandhu@sandhudental.ca

LONDON, ON Position available for a dentist in London, ON. The successful candidate requires 5 years of experience and must be proficient with endodontic treatment including molars and surgical extraction. We do require the doctor to possess a thorough knowledge of RCDSO guidelines and the ability to create detailed treatment plan and comprehensive communication skills. Attention to the patient’s oral health and involvement with the hygiene team is of the utmost important. A clinical working interview will be required for a qualified candidate.

Please email your resume with cover letter to dovedental@ody.ca

ORTHODONTIST LOCUM &/OR ASSOCIATE

Nova Scotia – 60 Minutes South Of Halifax Dr. Catherine McLeod of Embrace Orthodontics is looking for a highly motivated short-term locum and/or long-term orthodontic associate to join her Bridgewater team. Partnership opportunity available. Ready to phase in associate now or as late as September 2016. u Excellent remuneration plus performance bonuses for new patient starts u RENT FREE furnished apartment provided located 10 minutes from practice in Lunenburg, a UNESCO world heritage site. 3 minutes from picturesque and vibrant downtown Lunenburg known for its fantastic restaurants. 5 minutes to modern gym and rink complex. u Benefits include health benefits, conference tuition u Clinical and business mentorship available u Flexible schedule u Busy progressive practice with latest technology (Tops Ortho paperless patient management software, iTero Element Invisalign scanner) u Well trained professional and friendly support staff u Excellent opportunity for new grad or experienced clinician or semi-retired clinician. LOCATION: Bridgewater is one of the most beautiful areas of the South Shore of Nova Scotia, located 60 minutes south of Halifax, no traffic, easy highway drive. Located on the beautiful LaHave River, it is minutes away from the beaches. It’s known for its excellent public schools, affordable housing, tourism, beach life, and sailing. Local activities include water-sports, fishing, golf and skiing such as Ski Martock and the M.A.R.C Trail System. You can enjoy the beauty of nature while still having the services of a modern community. In 2015, The Chronicle Herald voted Bridgewater “The Best Place to Live in Atlantic Canada for Young Families”. http://thechronicleherald.ca/heraldmagazine/1180913the-best-places-to-live-in-atlantic-canada SKILLS: Applicants should have strong communications skills and a dedication to providing high quality clinical care. Interested in a professional, caring, patient-centered, selfmotivated associate with a superior work ethic. Please submit resumes to

Maurina Gallant, 902-402-0257, maurina.gallant@gmail.com

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Dental Marketplace

GRANDE PRAIRIE, AB

Full time associate dentist required for busy family practice. Looking for highly motivated associate. Our practice includes the latest in technology (IOC camera, digital x-rays, paperless etc.). Large existing patient base. Current associate moving, team in place to help. Please send resume to pmdcgp@telus.net 780-538-2992.

CRANBROOK, BC FT or PT associate needed for an extremely busy 8 chair, 4.5 hygienist general practice. The previous dentist of 40 years is retiring and full patient base is waiting. There is a huge income potential with up to 45% of billings and a signing bonus for the right candidate. Boat, ski, golf, play and work in one of the beautiful areas in Canada. Email drbob258@gmail.com

TORONTO, ON

HTL Dental seeking a motivated, personable team player as an associate to join our current four modern and progressive practices in Scarborough, North York, Markham and Richmond Hill. Part time leading to Full time position. Candidate must have excellent clinical and communication skills with a friendly personality. If interested in exploring further, please send cover letter and CV to jobsteeth@gmail.com

TORONTO, ON

Full time dental associate needed immediately for busy group practice in downtown Toronto. Seeking dentist who is comfortable with a fast paced environment. Excellent earning potential. Please forward your resume to: dentistrywithcare15@gmail.com

SOUTHWESTERN ONTARIO We are a family dental office looking for a periodontist available to work once or twice a month. Please reply to: a.dascalu.ca@gmail.com

MULTIPLE LOCATIONS IN ONTARIO Exciting full and part time associate opportunities available for Barrie, Mississauga, Stoney Creek, Etobicoke and Scarborough. We are also looking for an orthodontist. E-mail: yourdentaldream@gmail.com

TORONTO, ON

GRANDE CACHE, AB

Please fax your resumes to 416-538-8422 or email to davidkourosh@hotmail.com

Full time associate required for Grande Cache Dental Care, located in the beautiful Rocky Mountains of Alberta. The successful applicant will be fully booked from day one. Must be comfortable with all aspects of general dentistry with special emphasis on diagnostics, restorative, oral surgery and endodontics. Strong communication skills are essential. No weekends or evenings required. High gross/net office. Associate can expect above average remuneration.

Busy and expanding downtown family clinic is looking for a general dentist, periodontist, implant specialist and a part time orthodontist.

THOMPSON, MB

Westwood dental clinic in Thompson, MB team looking for experienced dentist full time or part time. Decent income plus accommodation . E-mail: westwooddental@hotmail.com

Please email to: grande.cache.dental.care@gmail.com

STRATFORD AND KITCHENER, ON AREA Associate Opportunity

EXCELLENT ASSOCIATE OPPORTUNITY ONE HOUR EAST OF TORONTO

Busy dental office looking for a full or part time associate. No evenings or weekends and new graduates are welcome. Associate must be competent in root canal therapy. For more information please call: 905-372-6251 or e-mail: dentalv@bellnet.ca

OSHAWA, ON Looking for a part time associate asap in an Oshawa office. Shifts are Tuesdays 1-9, selected Wednesdays 9-1, every other Friday and every other Saturday. We prefer an associate with minimum 2 years experience. We are a large office with the potential of more working hours in the future. E-dental: ocdental@rogers.com

GTA Expanding group of dental offices in the GTA looking for experienced dental associates to join for PT position. Mail CV to careers@SabharwalDentalGroup.com

SASKATOON, SK DOWNTOWN DENTAL requires a fulltime or part-time Associate for our well established clinic in downtown Saskatoon. This is an excellent opportunity to work in a newly renovated, modern dental office with an established patient base and a great staff. The current position involves no weekends or evenings.The ideal start date would be fall 2016 – January 2017. Check us out at www.downtowndentalsaskatoon.ca Contact donna@downtowndentalsaskatoon.ca or 306-664-3555.

Full time position available including evenings and alternating Saturday’s. Busy and established offices. Modern, fully paperless/digital, new equipment and leading edge technologies (cerec, lasers, implants…). Interested candidates please mail: dentalgroupswo@gmail.com

KING WEST, TORONTO P/T associate, 2-3 weekdays + 2 Saturdays. Minimum 3 years experience. E-mail: Kingwestdentist@rogers.com

ETOBICOKE, ON P/T ASSOCIATE NEEDED ASAP!

P/T associate needed for 3-4 days a week. Office is a modern, family practice with a loyal and established patient base. Incredible new patient flow/bookings. Be booked from day 1!!!! Excellent location, parking and hours with 5 ops booked Monday to Saturday. E-mail: dentalteam777@gmail.com KITCHENER-WATERLOO AREA, ON FT associate wanted in KW area. Must be good with kids, endo and oral surgery. No weekends. Email resume to dentaloffice2646@yahoo.ca

KANATA, ON Looking for self-motivated P/T Associate for a Kanata practice (2-3 days). Terms negotiable. Call (613) 818-1123 or email Hanan.Shaaban@gmail.com

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48 Dental Marketplace

Dental Marketplace

EDMONTON, AB

PAEDIATRIC DENTIST

Full- or Part-Time Pediatric Dentist (Specialist) associateship available immediately in Edmonton, AB. Large combined Orthodontic/Pediatric Specialty Practice in a great location with large referral base. Five ops for Pediatric patients. General Anesthesia and N2O sedation in house with a certified Anesthesiologist. Option for buy in and partnership is available. Please contact 780-716-4469 or saleh1997@hotmail.com

Immediate opportunity for a certified paediatric dentist to join our wellestablished practice. We are centrally located in Toronto, Ontario. Our practice includes general and specialty practitioners. The opportunity is for an additional paediatric dentist to join our team as a part-time associate. New paedo grads (or almost grads!) are welcome to apply! E-mail: togpdds@yahoo.ca

WATERLOO, ON

BOWMANVILLE AND NEWCASTLE,ON

F/T Associate opportunity to support an outstanding team. Grow in a practice with a continuing high level of new patients. Minimum 3 years experience required. Please send your resume to resumes@dawsondental.ca or fax it to 1.877.482.4320.

WITHIN 90 MIN OF GTA, ON

We are looking for a Progressive Periodontist to join our group practices as Partner soon. One is a perio-specialty office, within 90 min of GTA based. Please contact ebenezerdentalcorp@gmail.com

LETHBRIDGE, AB

Well established general dental clinic in south Lethbridge looking for a full time associate 5 days/week. Great family practice offering all dental services. Solid patient base. Please email Sun Dental Group at: sundentallethbridge@gmail.com

PEMBROKE/ DEEP RIVER, ON Associate position available. 50% associate fee.

We are a team of 16 people including (4)assistants,(6)hygienists, (4) managers and (2)dentists who need another dentist to help us keep our busy office moving forward. We have two offices so far in Bowmanville and Newcastle. We see 50 new patients a month in each. Please be fun, happy and hard working. E-mail: appletreenewcastle@gmail.com

ONTARIO Looking for a Full Time and a Part Time Associate. We own 8 different dental offices in Burlington, Hamilton, Stoney Creek, Brantford, St. Catharines and Mississaugua. Please send your resume and specify what days you would be available to work Monday to Saturday. Resumes to be sent to tab_dental@hotmail.com

AJAX, ON

Seeking general dentist skilled in all areas of dentistry but with a focus on oral surgery preferably comfortable placing implants. You will be booked and busy in no time and you can work as much as you can handle! Send your resume to kwdentalgroup@gmail.com

GTA/HAMILTON/GUELPH, ON PT/FT associates required. Family practices looking for family dentists to grow with our teams. Minimum 2 years experience required. Please send your resume to guelph@nortondental.ca

ORILLIA, ON

Part time associate required 1-2 days per week for busy general family practice. Please forward resume to dental_2010@live.ca

WHITBY, ON Part time associate position for friendly office in Whitby. Experience a must. Great staff and relaxed environment. Please send resume to dentaljobs1801@gmail.com

LONDON/ST. THOMAS AREA, ON

FORT MCMURRAY, AB Associate wanted for a busy, family mall practice. Associate must be energetic, willing to work and learn. Must have dynamic personality. Busy environment with above average remuneration.

E-mail: levalliantandy@gmail.com or call 613-298-9919

Full Time/Part Time Associate wanted for a busy practice in Ajax. Must be experienced. Great Opportunity. Must be a graduate of an accredited North American University. Please email in confidence to hdentalresume@gmail.com

KITCHENER, ON TIRED OF BABYSITTING A DENTAL OFFICE? Join our busy established modern office in Kitchener focused on a multidisciplinary approach to dentistry

Please reply to Dr Jones at: 780-940-7251 or 780-791-7400.

CORNWALL, ON Part-Time position available in sophisticated office with excellent staff and team environment. Must be compassionate and maintain the highest quality standard of care for all patients. Hours: 2 days per week with growth opportunities. E-mail: dralma@dentistryatcornwall.ca

Busy, thriving state of the art practice seeks part time and full time associate. Experience not necessary but strongly preferred. Please inquire with CV to: michelleg.dds@gmail.com

TRENTON, ON

Principal associate dentist position in an established practice in Trenton, Ontario. Good associates are offered partnership. Great opportunity that does not come by often. E-mail: ebenezerdentalcorp@gmail.com

TORONTO, ON

Seeking an associate to join our modern, family oriented dental practice. Excellent opportunity for growth. Some evenings and Saturdays a must. Please forward your resume to dundasdental1@rogers.com

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Dental Marketplace

ASS O CI ATESH I P S

Dental Corp is looking for a full-time associate to work in one of our four highly productive practices in Cape Breton Island. We have a seasoned and dynamic team in a positive environment with an established patient base. In addition to professional flexibility and working for highly productive offices, we offer: • Continuing education only offered to DCC Associates • Associate Development Program and growth opportunities to potentially be a future partner • Access to our discount incentives To apply please email your resume to: careers@dentalcorp.ca Our practice has a large patient base and we have over 160 dental practices under Dental Corp!

STONY PLAIN, AB

Tremendous opportunity for a FT Endodontist. Our progressive, paperless, high tech clinic including digital radiography, is looking for an Endodontist to join our practice. We are community focused with a growing patient base. You will have an eager team that will maintain your schedule, referrals, and keep you linked to the region. We are 20 minutes away from Edmonton and have 3 highways within 2 minutes of our practice. The ideal candidate will be a seasoned dentist who focuses on clinical excellence, is a great communicator and poses a patient rapport that is caring and informative, while still being production motivated. Our team will help you succeed, and in turn you will help us succeed. Position is available for June 2016 and we will assist with relocation for the right individual. Please email your CV in confidence: dentalspecialist8g@gmail.com

GTA – TORONTO, ON We are seeking a Pediatric Dental associate for a well-established G.T.A practice. We provide a full scope of services, including oral sedation, general anesthetic, and emergent care for a large patient demographic. We provide a warm, and family oriented work environment, taking a team approach to eliminating anxiety for our patients and their families. Associates will enjoy excellent compensation, and opportunity for income growth. If you are committed to the comfort and quality care of each child like we are, please email: topediatricdent@gmail.com

BANFF, AB

ROCKY MOUNTAIN DENTAL is looking for an Experienced Dentist to join our growing Family Practice in Banff, AB. All areas of General and Family Dentistry provided with emphasis on surgical and digital. Notable mentions are: CEREC, Invisalign, Botox, Implants, Wisdom Tooth extractions, IV sedation, PRF, EndoVac, JVA, TENS, Alpha-Stim, CBCT integration early 2017. Spectacular Mountain views from all 6 ops. Great outdoor adventures await just outside your door! Associateship with potential for buy in. My team loves Dentistry; our atmosphere is positive and cheerful. drchoubal@rockymountaindental.ca

TORONTO, ON

We are seeking a dynamite dentist who is the “complete package” of excellent communication and speaking skill, leadership qualities and comprehensive dental abilities both clinically and in treatment planning. Preference given to 3+ years experience. You are business savvy and you may be thinking about buying your own practice but wonder whether you could join a team where there is an excellent associateship opportunity with a partnership track instead. Are you tired of the basic junior associateship model and interested in a more innovative approach to advancing your professional career, joining a rocket ship of a dental practice right here in Toronto? What if you could buy into a well developed dental office in a way that recognizes the value that you have already contributed as an associate and have an amazing work life balance and revenue stream? Perhaps you are seeking a non ownership role but seeking a great work life balance and revenue stream where you are going help take our practice to an even higher level. Perhaps you are also interested in community outreach. Are you a consummate professional with an entrepreneurial streak? Do you have a patient following? Have you grown a practice or know how to do it today?

Please send a video outlining who you are, what you are about and why we should interview you for our million dollar associateship position in Toronto:

ddstorontodowntown@gmail.com

WEST KELOWNA, BC

P/T associate required. Beautiful, modern, digital office minutes from the beach. Position available immediately. Experience an asset. Buy-in potential for the right candidate. Email inquiries and CVs to jerhallett@gmail.com

20 MINUTES WEST OF HAMILTON, ON Associate needed, 3-5 days a week to replace relocating associate dentist. Send resumes to brantford.dental@gmail.com

NEWMARKET, ON

Looking for general dentists and specialists for my busy and growing Newmarket practice. If you want to work in a friendly and relaxed environment, please contact me with resume and availability at eastriverdental@gmail.com

OTTAWA, ON

Modern Ottawa area 5 op. clinic with growth potential in need of an associate. We are well established and use the latest tech. The ideal candidate must be dynamic, passionate and enthusiastic. Reply: everythingdental613@gmail.com

www.oralhealthgroup.com

CAPE BRETON ISLAND NOVA SCOTIA

oralhealthgroup.com | Oral Health Office | MARCH 2016

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Sponsored Content

Timothy A. Brown President/CEO ROI Corporation

Single Visit Dentistry – The Remarkable World of Chairside Restorations We’ve seen digital technology transform the dental office more in the last decade than the preceding 25 years combined. It seems only yesterday that most practices were still using film based X-rays, but given the torrid pace of digitalization, it’s hard to imagine there will be any film being used in a dental office in a few years. The transition makes sense – witness anyone using anything other than a smart phone these days to take pictures. Our company appraises hundreds of practices across Canada every year. In our unique role, we see the entire spectrum of change the dental office environment and we have a 40-year history of tracking these changes. The appraisal of a dental practice my business and also a passion for me. My team is constantly collecting empirical data and we often make predictions as to the next, most disruptive technology. We are industry leaders in assigning value to the newest technology and we are usually the very first to identify and rationally document the financial impact that new products can have on the appraised value of a dental practice. With the benefit of this experience, I conclude that one of the most significant advancements in recent memory is the underlying technology that allows for single-visit or chairside, restorative dentistry. CEREC

by Sirona® has been around for many years, but this latest version of the system is truly incredible. Not only does the system provide for digital impressions, which eliminates the most unpleasant part of the patient visit, but what really matters, is the unique combination of a scanner and milling machine that produces ceramic restorations while the patient waits. This results in a significant reduction in lab fees while saving your patients valuable time and it also opens income producing doctor/operatory time — the resultant affect is lower overheads and higher gross income. My informal study of dentists who have employed Cerec by Sirona® for several years or more prove this to be a game-changing investment. This is a paradigm shift in the making and will undoubtedly lead to self-sufficiency for the dental practice while contributing to the kind of patient experience which was previously impossible. One can already see the possibilities of greater integration with 3D imaging systems and a world of opportunities for clinical ecosystems that deliver chairside Implant and Orthodontic applications. The genius of this system results in a healthier bottom line, increased cash flow and a simple, fast and costeffective treatment for the patient while delivering superior results.

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Get Get to to know know CEREC. CEREC. The Theworld worldleader leaderininCAD/CAM CAD/CAMdoesn’t doesn’thave have secrets. secrets. But you may not know everything CEREC has But you may not know everything CEREC has to to offer.

Didyou youknow? know? Did • There are more than 40,000 CEREC users worldwide. There are more than 40,000 CEREC users worldwide. • A CEREC restoration is placed every 7 seconds. A CEREC restoration is placed every 7 seconds. • CEREC is the only CAD/CAM chairside system taught in Canadian universities. CEREC is the only CAD/CAM chairside system taught in Canadian universities. • CAD/CAM specialists and CEREC integrators are available to serve your team locally. CAD/CAM specialists and CEREC integrators are available to serve your team locally. • Local study clubs provide CEREC best practices, tips and tricks to help users Local studythe clubs provide CEREC best practices, tips and tricks to help users optimize technology. optimize the technology. • CEREC performs inlays, onlays, crowns, bridges up to 40 millimeters, abutment • CEREC inlays, onlays,with crowns, block performs and can fully integrate conebridges beam. up to 40 millimeters, abutment block and can fully integrate with cone beam. • ROI is significantly faster than commonly thought. • ROI is significantly faster than commonly thought. • CEREC Zirconia chairside milling will be available in Canada this summer.* • You can purchase a complete CEREC system for as little as $64,995.

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VOCO_Ad_AF 50%_OralHealth_ENGL_03-2016.indd 1 pg 52 Vovo Eng.indd 52

09.02.162:41 18:28 16-03-07 PM

Des résultats de blanchiment visibles en un temps minime Voici le tout nouveau vernis de blanchiment Philips Zoom QuickPro Il existe un moyen révolutionnaire d’obtenir des résultats de blanchiment visibles en un temps minime. Vernis de blanchiment Philips Zoom QuickPro : • La technologie révolutionnaire à deux couches scelle le peroxyde d’hydrogène • Pratiquement aucune sensibilité Quand vous avez fini, avant que vos patients retournent chez eux, donnez les instructions de tout simplement se brosser les dents ou d’essuyer le vernis 30 minutes plus tard. Un blanchiment professionnel n’a jamais été si rapide… ni exigé si peu d’effort.

Pour une démonstration gratuite, composez le (800) 278-8282 ou consultez le site philipsoralhealthcare.com

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contenu sponsorisé

Le bijou de la collection Philips Sonicare DiamondClean de Philips Sonicare combine un blanchiment puissant et une élimination de la plaque supérieure pour une expérience de nettoyage ultime. Il élimine 7 fois plus de plaque qu’une brosse à dents manuelle et élimine les taches en surface pour blanchir les dents en une seule semaine. DiamondClean permet un nettoyage optimal entre les dents et le long de la limite gingivale pour une santé gingivale améliorée en deux semaines. Seul DiamondClean fournit la performance dont vos patients ont besoin et les caractéristiques qu’ils désirent Tête de brossage : La tête de brossage DiamondClean est la meilleure tête de brossage pour blanchiment de Philips Sonicare. Ses soies en forme de diamant à dureté moyenne enlèvent la plaque efficacement tout en étant douces et éliminent l’accumulation des taches causées par les aliments, les boissons et le tabac. Modes : Cinq modes de brossage, y compris le mode Blanchiment pour une élimination des taches, un blanchiment des dents prouvé en clinique en une semaine. Système à double charge : Verre chargeur novateur pour une utilisation à la maison, plus étui de charge portatif pour ordinateur portatif équipé d’un port USB. Technologie Sonic : L’action de nettoyage dynamique alimentée par 31 000 coups de brossage à la minute dirige le liquide entre les dents et le long de la limite gingivale. Minuteries : Les fonctions Quadpacer et Smartimer permettent d’assurer un temps de brossage de deux minutes, soit la durée recommandée, et encouragent un brossage en profondeur de chaque quadrant de la bouche. Couleurs : DiamondClean est offerte en blanc, noir, rose et améthyste. Philips Sonicare a de nombreux résultats cliniques pour soutenir ses produits, mais c’est votre utilisation personnelle du produit qui est l’élément le plus probant. Les professionnels en soins dentaires peuvent essayer DiamondClean sans risque pendant 30 jours.

Commandez une unité d’essai professionnelle DiamondClean de Philips Sonicare en composant le (800) 278-8282 ou passez votre commande en ligne au site philipsoralhealthcare.com.

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pg 06-07 Phillips Fre.indd 7

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contenu sponsorisé

Une toute nouvelle manière de blanchir Les fabricants du traitement de blanchiment No.1 en cabinet, Philips Zoom a créé un moyen révolutionnaire d’obtenir des résultats de blanchiment visibles en un temps minime. Le vernis de blanchiment Philips Zoom QuickPro est prouvé de blanchir jusqu’à quatre teintes et vous n’avez besoin que de quelques minutes pour l’appliquer. Le secret du Philips Zoom QuickPro réside dans sa technologie révolutionnaire à deux couches. Premièrement, un vernis de blanchiment presque invisible de peroxyde d’hydrogène à 20 % est appliqué. Suivi par une couche de scellage qui sèche en quelques secondes et bloque en place la couche de peroxyde d’hydrogène. Votre patient quitte le cabinet après l’application rapide et brosse ou essuie la mince pellicule 30 minutes plus tard, révélant un sourire plus blanc, plus éclatant. En raison de la technologie de scellage, la plupart des patients n’éprouvent aucune sensibilité avec Philips Zoom QuickPro, le rendant parfait pour un grand nombre de personnes qui pourraient autrement ne pas être des candidats pour le blanchiment. Grâce au vernis de blanchiment Philips Zoom QuickPro, tout rendez-vous fixé régulièrement chez le dentiste peut également devenir une visite de blanchiment. En raison de son application pratique et rapide, il est facile d’ajouter un traitement de blanchiment à toute visite, en particulier les rendez-vous de prophylaxie. Les patients avec une décoloration jaune ou brune peuvent s’attendre à obtenir les meilleurs résultats de Philips Zoom QuickPro. Dans une étude menée par le fabricant, plus de 90 % des patients ont indiqué un sourire visiblement plus blanc 3 à 4 jours après leur traitement Philips Zoom QuickPro. Les patients à la recherche d’un blanchiment optimal avec une durée d’application réduite à domicile peuvent utiliser Philips Zoom QuickPro pour démarrer leur traitement professionnel à domicile. Philips Zoom QuickPro peut être jumelé avec le stylo de blanchiment Philips Zoom pour un entretien du blanchiment et des retouches lors de déplacements.

Grâce au vernis de blanchiment Philips Zoom QuickPro, tout rendez-vous fixé régulièrement chez le dentiste peut également devenir une visite de blanchiment.

Pour de plus amples renseignements sur l’intégration du vernis de blanchiment Philips Zoom QuickPro dans votre cabinet ou pour établir une démonstration gratuite, composez le (800) 278-8282. Regardez une vidéo didactique étape par étape au site philipsoralhealthcare.com.

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