Equipment Solutions Issue 6. Q4, 2017

EQUIPMENT SOLUTIONS

by Henry Schein Halas

Issue 6, Quarter 4, 2017

Setting up for

Success

- Surgery Setup Academy p.28

In this Issue Introducing Total Steri Solutions p.7 Developments in Infection Control p.8 Planmeca Dream Clinic p.16 Cone Beam Imaging Considerations p.46 Location, Location, Location! p.60 Emails for Patient Retention p.68

Contents Equipment Dental Chairs 10.

Intra Oral Imaging 24.

Plant Equipment 32.

Infection Control 38.

3D Cone Beam Imaging

50.

iCAT 3D CBCT 52.

OPG Imaging 56.

Chairside CAD/CAM 66.

Location, location, location - finding the right site - p.60

Articles & Content A Word from the Equipment Director

03.

Showrooms & Equipment Team

04.

Upcoming Events 06.

Introducing Total Steri Solutions

07.

Developments in Infection Control

08.

Planmeca Dream Clinic

16.

Financing for your Future

22.

How to Start a Bonfire

30.

Amalgam Separation in Practices

35.

Cattani Suction Systems

36.

Cone Beam Imaging – p.44

Handpiece Hotline 38.

Australia’s Oldest Statim

42.

Cone Beam Imaging Considerations

46.

Practice Health Check

58.

Location, Location, Location

60.

Emails for Patient Retention

68.

2 | EQUIPMENT SOLUTIONS

Planmeca Dream Clinic – p.16

A word from the Equipment Director Welcome to the sixth issue of the Equipment Solutions. This issue stands to highlight full surgery setups as well as the power of choice in selecting your practice equipment.

We understand that setting up a new surgery is a complex and time consuming task. To support dentists, we have established the Henry Schein Surgery Setup Academy, designed to bring the very best experience to all facets of this important task.

The Surgery Setup Academy has brought together some of the industry’s brightest and most experienced minds, giving you access to their knowledge, empowering you to make more informed decisions to reach a superior outcome.

Take the time to read the articles enclosed in this issue and remember that the Henry Schein Halas, and wider Surgery Setup Academy team are available should you have any questions or a desire to take the discussion further.

Take note of the broad selection of equipment displayed in the issue. Our Equipment Specialists are passionate about finding the right solution for your practice. You can expect them to challenge your thinking, then empower you to choose which of our many solutions is the right fit for you and your practice.

So, thank you for your time in reading this issue of Equipment Solutions and remember our team are always ready to hear from you and guide you through your requirements large or small.

Russell Christian Equipment Director, Henry Schein Halas

3

Showrooms & Team

New South Wales

Patrick Tarrant 0406 383 750

Debra Trentin 0417 474 498

Queensland

Jeremy Stafford 0439 432 462

Mellick Madi 0419 977 688

Service team: 9

Emma Addy 0417 282 299

Victoria/Tasmania

Yolanda Wang 0408 263 598

Service team: 11

Service team: 9

Aman Modgil 0419 411 788

South Australia

Service team: 4

Danial Wong 0407 291 964

Western Australia

Service team: 5

Tom Mathers 0429 443 913

National Sales Team Rory Linnow 0419 046 267

4 | EQUIPMENT SOLUTIONS

Andreas Schulz 0448 062 459

Showroom Locations

National Sales Team Brett Butcher 0402 008 728

Laszlo Varkovi 0407 935 847

5

Upcoming Events News & Events

November Aestheticon Aesthetic Dentistry Conference 11th Interpretation of OPG’s Dr. Raahib Dudhia, Brisbane 23rd

December Overcoming & Preventing Chronic Pain Dr. Aniko Ball, Melbourne 1st MasterPrep Dr. Max Guazzato & Dr Linda Quach

Henry Schein Halas Stand at ADC 2017

3rd

February Advanced Interrogation of CBCT Scans Dr Bernard Koong & Dr Tom Huang

10th

Surgery Setup Academy events NSW, VIC, QLD, WA & SA

Dates coming soon

3D Imaging User Group Dr. Harry Schlen, Melbourne

Bill Martin (SOE) at the Perth Surgery Setup Evening

Date coming soon

March Australian Orthodontic Congress Riding the Waves of Change 9th to 12th ADX 2018 Australia’s Premier Dental Event 23rd to 25th Grand opening of the new Perth Showroom

KaVo Camels at the Dental Corp Conference, Uluru

See more events at www.henryschein.com.au/education 6 | EQUIPMENT SOLUTIONS

CO

MI

Total Steri Solutions

NG

by Henry Schein Halas & Ritespace Steri Solutions

SO

You cannot afford mistakes with sterilisation

ON

!

In recent years numerous incidences of insufficient hygiene procedures and failure to comply with minimum standards have surfaced in the media, resulting in dentists being forced to close their surgeries, sometimes for good.

The question is how would your practice fare if it were audited today?

Henry Schein Halas have partnered with Ritespace Steri Solutions and Prof. Laurie Walsh to bring you a total solution for sterilisation compliance and workflow.

Total Steri Solutions takes the hassle and guesswork out of sterilisation room design, certification and maintenance.

Using the latest designs and equipment, a sterilisation room from Total Steri Solutions ensures efficient workflow, the peace of mind of full training and certification, and even automatically ordered consumables, all rolled into one fixed and 100% tax deductible monthly price.

We make it simple: 1. Create a bespoke design with our team using the TSS app.

2. Fast, hassle-free fitout over a single weekend.

3. Ongoing training and certification.

4. Service and consumables plan included.

5. Renovation after five years

to maintain optimal

workflow and compliance.

A Total Steri Solutions setup includes: •

Custom purpose-built sterilisation room, fully compliance tested and certified

•

App for compliance information, document storage, access to information, videos and training

•

State of the art equipment

•

•

Fully compliant workflow including tracking*, recording and storage of data

Online compliance and work flow material and workbook presented by Prof. Laurie Walsh

•

•

Installation and handover over in a single weekend limiting practice down-time

Automated monthly consumables packages included in payment plan

•

5 yearly renovation for ongoing compliance

•

Operating Lease ensures a 100% tax deductible monthly payment fixed over 5 years

*Dependant on chosen equipment

For your peace of mind and optimal workflow for your staff, speak to the Total Steri Solutions team or your Henry Schein Halas Equipment Specialist for more details or to register your interest. equipment@henryschein.com.au 7

Developments in Infection Control Regulation Infection Control

Professor Laurie Walsh, University of QLD

The second half of 2017 is an important timepoint as several processes which affect the regulatory environment for infection control converge. The national law which established AHPRA and uniform regulation of health practitioners will be going through two series of amendments. One can expect the opportunity to empower rapid responses by the national boards when faced with situations of risk to public health will be strengthened through these amendments. In mid 2017 changes were made to the Public Health Act in Queensland in a similar vein, and subsequent changes in QLD and NSW which have co-regulatory arrangements are likely to occur or have already been set in motion.

A common point for such amendments is to allow the operation of dental practices with significant infection control concerns to cease until such issues are addressed. There would be an expectation of further audits and monitoring for any dental practice so identified. The types of breaches which can trigger such events may not necessarily occur in the dental operatory. History has shown that issues in instrument reprocessing are commonly found when dental practices are audited, and the dental practitioner running 8 | EQUIPMENT SOLUTIONS

the practice may not be aware of these, despite being held legally responsible for them. Examples include packages of sterilized instruments with inadequate seals, or which have been stored incorrectly, as well as incomplete records for the sterilization processes, such as deficits in cycle records or in batch control identification (tracking) records for surgical instruments.

Over the next 3 years one can expect to see a transition for dentistry into a uniform approach for instrument reprocessing where there will be one rather than two Australian standards, in this case AS/NZS 4187:2014.

This document is used currently as the benchmark for large dental practices as well as for hospitals, and it will need to be expanded from its current form to address the level of detail needed for smaller, office-based dental practices where mechanical cleaning uses ultrasonic cleaners rather than washer-disinfectors.

Having said that, many dental practices undergoing renovations are now moving to include washerdisinfectors, which is entirely sensible as they can clean a larger range of items than ultrasonic cleaners.

Likewise, the concept of clear segregation of working areas within the sterilizing room, which is stressed in AS/NZS 4187, is becoming the norm in new dental

practices and renovated sterilizing rooms, with the use of colour schemes and coloured lighting to highlight the transition from contaminated through to clean. Any dental practice considering a major renovation or a new build would be wise to draw on the experience of those who have been through this process many times, and appreciate the principles of optimal design, and can factor in the best positioning of water and compressed air services, lighting, and ventilation to make the room function at its best.

Sterilisation room with a washer-disinfector

The inner workings of a disinfector unit

Sterilisation room with colour highlighted workflow

A revised version of the national health service safety standards has been produced by the Australian Commission on Safety and Quality in Health Care, and will be launched publicly in late 2017, to become active from January 2019. This new set of 8 standards will be the platform for accreditation of dental practices, and surveyors involved in accreditation will need to be trained to understand its differences from the earlier set of 10 standards. The Commission is of the view that processes for tracking should extend from critical items such as surgical instruments to also include semi-critical instruments such as those used in routine non-surgical dentistry, which is beyond what the ADA Guidelines and the Australian standards require. Nevertheless, many large dental clinics already follow this best-practice approach, with packaging and tracking of all items for all procedures.

To do this well requires greater sterilizer capacity to handle the volume of wrapped items, as well as efficient procedures for entering the batch data into patient records.

There has been a significant revision to the Communicable Disease Network of Australia guidelines on blood-borne viral infections, and when released in late 2017 these will give advice around exposure-prone procedures and set expectations for the frequency of blood tests for viral hepatitis B and C and for HIV which dental practitioners should undergo, according to the nature of their clinical work.

Those who do mostly surgical dentistry will be performing exposure-prone procedures at a higher frequency and so more frequent testing is logical when one considers the issues of potential transmission of infection from skin penetrating injuries during surgical procedures which may not be noticed at the time.

There is a revision of the NHMRC guidelines underway, and this will be accompanied by the release of the next edition of the ADA Guidelines. Both are expected in late 2018. One can anticipate in both documents an expansion of advice in areas such as environmental cleaning, and the implementation of transmission-based precautions, as well as reference to the recently revised Australian standards on disposable non-sterile gloves and disposable surgical masks. Both the latter set the benchmark for gloves and masks made available for dentistry.

9

Surgery setup packages Looking at building a new practice or adding a surgery? The packages below can help you give you an idea of what to expect.

Gold Surgery Package

With the capacity for full end-to-end in-house service, the Gold surgery range represents the pinnacle of dental equipment technology. Packages start at just $260,000 with a potential $65,000 tax rebate under the Accelerated Depreciation Initiative*.

1. KaVo E70/E80 2. Instrumentarium OP300 3D Maxio 3. Instrumentarium Focus 4. KaVo DIAGNOcam 5. Mocom Futura 6. Mocom Tethys 7. VistaScan Mini View 8. Durr Tyscor VS 2 9. Durr Duo 10. KaVo QUATTROcare Plus

Silver Surgery Package

With the all the essentials and more, the Silver surgery range provides the means to upgrade & improve as technology advances while making the most of current technology. Packages start at just $155,000 with a potential $57,000 tax rebate under the Accelerated Depreciation Initiative*.

1. Planmeca Compact iTouch 2. Planmeca ProMax 2D 3. Planmeca ProX 4. Panasonic Intra Oral Camera 5. KaVo DIAGNOcam 6. Mocom Futura 7. Durr VistaScan Mini View 8. Durr Tyscor VS 2 9. Durr Duo 10. KaVo Quattro Care Plus

10 | EQUIPMENT SOLUTIONS *Pricing indicative only and does not constitute a quotation. For more info and eligibility for the Accelerated Depreciation Initiative contact the Australian Taxation Office or relevant financial professional.

EQUIPMENT SOLUTIONS

by Henry Schein Halas

It’s Smiles all Round!

Nothing to pay ‘til 2018 Enjoy six months of no interest and no repayments* when you purchase any Equipment from Henry Schein Halas!

Enquire or speak to your Equipment Specialist for more details! www.henryschein.com.au equipment@henryschein.com.au *Offer valid 14th August to 31 December 2017, subject to terms and conditions - Only eligible on Henry Schein Halas Purchases and not available in conjunction with any other offer. Henry Schein Halas reserves the right to withdraw the offer at any time without notice. Subject to finance approval. The credit provider is BOQ Specialist - a division of Bank of Queensland Limited ABN 32 009 656 740 Australian credit licence no. 244616 (“BOQ Specialist”). Terms and conditions, fees and charges and lending and eligibility criteria apply. BOQ Specialist is not offering financial, tax or legal advice. You should obtain independent financial, tax and legal advice as appropriate. We reserve the right to cease offering these products at any time without notice. Customers may elect to finance equipment purchases via alternative finance providers on the understanding that these finance offers will not apply.

Planmeca Compact iTouch Dental Chairs

Planmeca’s Compact iTouch provides superior usability and comfort in a perfectly compact package. The design of the iTouch supports a smooth, ergonomic workflow for improved user operation. With more than 40,000 satisfied customers around the world, the Compact iTouch is packed with features and functionality at a very competitive price. òòLED instruments including Endo Motor and No Pain Scaler òòClass leading comfort for user and patient alike òòEffective automatic cleaning features òòAttractive design with simple external infection control òòSuspended chair with small footprint òòAvailable in hanging tube, swing arm, and cart version

KaVo Primus 1058 LIFE

KaVo Estetica E50 LIFE

òòHigher maximum patient weight – up to 185kg

òòAvailable in hanging tube & swing arm version

òòExtended highest and lowest positions

òòNew streamlined chair design with optimised softer upholstery

òòNew dentist element with intuitive design òòImproved operating concept with direct selection buttons òòAvailable in hanging tube, swing arm, and cart delivery

òòExtended highest/lowest chair positions and 185kg patient weight capacity òòHigh definition monitor available in 19“ and 22“ òòAvailable in knee-break chair delivery

12 | EQUIPMENT SOLUTIONS

KaVo E70/80 VISION Offering the best available technology in a dental treatment unit, the KaVo Estetica E70 VISION is something special for general practice and specialists alike. With the added bonus of full DIAGNOcam integration, as well as a completely new operating concept and the sensitive touch display, the Estetica E70 Vision offers more intuitive control than ever before. òòMost advanced intuitive touch display instrument control òòEasy access to patient resulting from suspended chair òòIndustry leading KaVo LUX 540 LED Light òòOptional DIAGNOcam integration òòAvailable in hanging tube, swing arm, and cart version

Morita Soaric

Planmeca Compact Side Delivery

òòLED Operating Light and scaler included

òòLED instruments including Endo Motor and No Pain Scaler

òòAssistant arm and operation panel òòSingle foot control and hydraulic chair movements òòMost quiet dental chair in the market place òòNumerous options available including microscope integration

òòClass leading comfort for user and patient alike òòEffective automatic cleaning features òòAttractive design with simple external infection control

equipment@henryschein.com.au | www.henryschein.com.au

13

Morita Signo G10 II Dental Chairs

The new Morita Signo G10 II is the latest development of the proven Signo of dental treatment units. The Signo G10 II offers contemporary, streamlined aesthetic appeal, complemented by a range of advanced dental elements designed to meet the requirements of today’s dental professional. òòFive perfectly balanced instrument lines òòNew straight-handled triplex syringe òòAvailable in hanging tube or continental delivery system òòSelf-retracting continental style handpiece levers òòUltra-quiet hydraulics

KaVo Estetica E30

Planmeca Compact iClassic

òòFully ambidextrous – moves from left to right in just two minutes

òòPackage includes: Doctors syringe, turbine line, LED Minetto Micromotor and EMS No Pain Scaler.

òòMulti-function foot control for all chair and handpiece functions

òòSingLED operating light

òòHigh speed lines, 3F, Piezo scaler, and electric motor òòAvailable in hanging tube and swing arm delivery

14 | EQUIPMENT SOLUTIONS

òòAttractive design & unbeatable ergonomics òòSuspended chair with small footprint òòAvailable in hanging tube & continental delivery

KaVo Treatment Units

"The perfect chair for my first practice" Dr. Panthea Nourian-von Vultée Oral surgeon

The new KaVo ESTETICA® E70/E80 Vision.

• Sensitive touch display with a fully revamped control concept • Hygiene centre with automated cleaning programmes • Modern patient communication with integral intraoral camera and the new high-resolution HD KaVo screens • Unique system software CONEXIO for direct access to all relevant patient data at all times • Innovative suspended chair concept with new arm rests and load capacity of max. 180 kg

Experience your vision.

The KaVo Treatment Units: PRIMUS

1058 LIFE

ESTETICA

E50 LIFE

ESTETICA

E70/E80 VISION

Planmeca Dream Clinic

The Fully Integrated Solution Planmeca Dream Clinic

16 | EQUIPMENT SOLUTIONS

Introduced at IDS 2017 in Cologne, Germany, the Planmeca Dream Clinic concept covers the company’s all-in-one approach to integrated digital dentistry in an ambitious way.

The Planmeca Dream Clinic show is an audiovisual portrayal of a complete treatment workflow that ties together the entire Planmeca product offering. The company’s complete solution for integrated digital dentistry provides everything needed at a clinic – from dental units to 2D and 3D imaging devices and CAD/CAM equipment.

Planmeca premiered its unique Dream Clinic concept at IDS 2017 this spring. Held in Germany’s Cologne every other year, the International Dental Show is widely regarded as the most important event in the industry. It is also the largest, with 155,000 visitors from 157 countries frequenting this year’s exhibition over the course of the week.

Introduction As one of the biggest exhibitors at IDS, Planmeca goes to great lengths to impress visitors. In addition to the latest and greatest innovations, the company is always also sure to highlight the unmatched strength of its overall solution.

The Planmeca Dream Clinic at IDS 2017 was built around a high-level implant case, but could have also featured any other restorative or diagnostic case, either simple or complex.

The same underlying workflow logic applies to fillings, inlays, onlays, veneers, crowns, and bridges.

The open architecture Planmeca Romexis® all-in-one software is the brains behind Planmeca’s equipment as it combines all device and clinical data in the same software system.

Equipped with extensive specialist tools, real-time monitoring possibilities and seamless equipment integration, Planmeca Romexis allows users to either complete the entire workflow directly at their clinic or to flexible outsource any part of it. The choice is entirely theirs.

Starting the treatment The Planmeca Dream Clinic show’s implant workflow begins with designing a new smile for the patient. The Planmeca Romexis® Smile Design software is easy and enjoyable to use from start to finish. A missing tooth can be replaced virtually with the software, and the overall smile also adjusted according to preference.

The software allows manipulation of the position, shape, and dimensions of teeth to achieve an optimal look and fit. It is also possible to mirror a tooth which makes the design process very efficient. Showing a patient a photorealistic simulation of the treatment’s outcome helps to make sure that the 17

Planmeca Dream Clinic

anticipated result is fully aligned with their expectations.

Such reassurance has the potential to improve case acceptance significantly.

When logging onto their Planmeca dental unit, the clinician can upload all their personal settings to it instantly with a flash of a contactless Planmeca PlanID™ card. This allows them to enjoy the full benefits of a personalised Planmeca experience. To ensure optimal ergonomic comfort, the dental unit’s patient chair automatically shifts to a predetermined treatment position. The dental unit can also be converted from left – to right-handed use according to the handedness of the clinician.

Scanning and virtual design For taking an intraoral scan, Planmeca has two appealing options to offer: the tried and trusted Planmeca PlanScan® and the new lightweight Planmeca Emerald™ introduced at IDS 2017. Both precise and exceedingly fast scanners can be directly connected to Planmeca dental units and used just like any other instrument. The scanners can also be conveniently shared between different rooms and users. The dental unit’s wireless foot control allows scanning to be completed without interruption.

The Planmeca PlanCAD® Easy software extension is a great tool for designing a virtual crown for restorativedriven implant therapy. The software automatically places the virtual tooth into position, but the user has full control over its ideal placement. Using a feature called rubber tooth, the crown design can be stretched and formed flexibly – or mimicked from the other side. Once placed, the tooth can also be made to look stone-like to see how it blends into the neighbouring dentition.

Planmeca’s licensing model for CAD/CAM dentistry is extremely convenient, as it permits scanning, designing, and milling to take place simultaneously on different workstations. This allows clinics to flexibly allocate their resources and make use of workflows that best suit their needs.

CBCT imaging Planmeca is also well-known for its first-rate selection of CBCT units. The Planmeca ProMax® 3D product family is the market leader in many parts of the world while the Planmeca Viso™ unit introduced at IDS 2017 is sure to make a strong statement once it hits the market.

Planmeca Viso’s imaging workflow is very innovative as FOV adjustments are done virtually from the control panel’s live view. The volume can be placed freely and its appropriate size determined precisely.

18 | EQUIPMENT SOLUTIONS

All captured images are immediately accessible through the Planmeca Romexis database on any workstation connected to the clinic network, along with the rest of the patient data. The CBCT data can be merged with the scan data captured earlier. This will help to see the complete picture and decide the best treatment plan. If a 3D face photo has also been taken while capturing the CBCT image, it can be combined with all the rest of the imaging data to create a Virtual Patient – providing a unique starting point for advanced treatment planning.

Implant planning and guide design Completing an implant case is now easier than ever as all workflow steps can be controlled in a single software system. The implant is designed virtually which helps to assure that final placement will be exactly where intended.

The software’s extensive library features numerous implants and guided surgery kits that can be selected according to the specific need.

To make sure the virtual design becomes a reality, Planmeca Romexis also provides tools for designing surgical guides.

The completed design can either be securely sent to a lab for printing as an open STL file, or manufactured in-house with a 3D printer, such as the new Planmeca Creo™.

Guides printed with Planmeca Creo are a Class 1 medical material which means they have been approved for use in contact with soft tissue, bone, and blood. The guides are always patient-specific and are fitted onto the bone surface surrounding the immediate area of the implant.

This way the implant will be placed exactly where planned.

Planmeca dental units recognise the instruments attached to them – e.g. the surgical micromotor – and perform according to the user’s preferences. The brand new Planmeca Solanna™ operating light provides perfect illumination over the entire treatment area while offering the brightness and colour temperature of the user’s choice.

Final crown design Once the implant has been placed, a healing period will allow for osseointegration to take place, after which some additional scanning is still required before designing the final restoration. Following a gingiva scan, a scan abutment scan, and drawing of the margin line, the final crown and abutment can be designed.

The intuitive Planmeca PlanCAD Easy design software guides the user through the process smoothly. The software’s colour-coordination allows users to see the intensity of the proximal contacts’ clearly so that they can be adjusted as necessary.

19

Planmeca Dream Clinic

Planmeca has two milling unit options for manufacturing the physical crown – the dualspindle Planmeca PlanMill® 40 S and the single-spindle Planmeca PlanMill® 30 S. Most restorations are milled in under 10 minutes – the exact remaining milling time can be conveniently monitored with the Planmeca Romexis® Clinic Management module. As is the case with other workflow steps, the crown design data can also be sent elsewhere for manufacturing.

Once the milled crown has been stained and glazed, it is ready to be screwed onto the happy patient’s implant to finalise the procedure.

All in one With so many new products added to the company’s already strong offering, Planmeca users have much to look forward to in 2017 – and beyond. Dentistry is transforming as digital innovations continue to push the envelope of what’s possible. Built around a single software platform, Planmeca’s solution forms a whole that is even more than the sum of its parts. The dream of a fully integrated digital workflow is already a reality for those prepared to embrace it.

20 | EQUIPMENT SOLUTIONS

Planmeca Romexis

®

One software – all solutions

Dental units, imaging and CAD/CAM in one software – an industry first Planmeca offers a revolutionary all-in-one software solution for clinics of all sizes. Our industry-leading Planmeca Romexis® platform brings together all digital devices at your dental clinic. This ensures unforeseen time and cost efficiency, allowing full concentration on patient treatment.

Contact Us 1300 65 88 22 equipment@henryschein.com.au www.henryschein.com.au

www.planmeca.com

Financing for Your Future

Louise McCann - Medfin Finance

Arranging finance to start or grow your dental practice can seem complicated. Many practices whether just starting out or looking to upgrade don’t have enough available cash to consider outright purchase making equipment finance a necessity.

Even if you can afford it, you want to ensure you put your money to good use and investing cash in assets leaves you with less working capital to finance the day to day growth of your practice. The flexibility of equipment and fit out finance allows you to align repayments to suit your cashflow and you may be able to claim tax deductions.

For example, if you are considering installing an OPG, it’s not necessary for you to pay upfront for the machine. You might use a range of finance options, from an equipment loan, hire purchase or a finance lease. Using these products gives your business the opportunity to use the equipment, grow your revenue in exchange for regular payments, rather than paying the full lump sum upfront. Specialist lenders like Medfin may be able to fund 100% of equipment and fitout costs upfront.

So what are the types of finance available to practitioners buying equipment or fitting out their practice?

Generally, commercial financiers offer four to five product options when it comes to financing equipment and practice fit-outs:

Lease Financier owns the equipment while your practice uses it. At the end of the term the financier may offer you to purchase the asset (generally for the agreed Residual value). The advantage of having a residual value is that your monthly payments will be lower, placing less strain on your cash flow.

However, if you want to eventually own the asset, you can make an offer to purchase (plus GST).

Hire purchase The financier is the owner of the equipment, and your payments progressively purchase the asset from the financier while you use it. At the end of the term, and when the final payment is made, the asset is owned by you.

22 | EQUIPMENT SOLUTIONS

nabhealth

MEDFIN. SPECIALIST FINANC SOLUTIONS FOR THE e �fr!J. �(:;.D/:�

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FINANCE

Benefit from our 20 years of experience and the expertise that comes from being part of NAB Health.

Call Medfin on 1300 36 11 22 or visit medfin.com.au

© 2016 Medfin Australia Pty Ltd ABN 89 070 811 148 Australian Credit Licence 391697 ("Medfin"), a wholly owned subsidiary of National Australia Bank Limited ABN 12 004 044 937, AFSL and Australian Credit Licence Number 230686 (NAB) and part of the NAB Health specialist business. Medfin is not an authorised deposit-taking institution for the purposes of the Banking Act 1959 (Cth). The obligations of Medfin do not represent deposits or other liabilities of NAB. All banking services are provided by NAB. National Australia Bank Limited does not guarantee or otherwise accept any liability in relation to Medfin products. A126630-0616

Finance Chattel mortgage You own the equipment from the time of purchase, the financier provides the finance to you for the purchase, and the asset is security for the loan.

Sale and Lease/Hire Back Even if you already own equipment, you can free up your cash with a solution that lets you sell your equipment to a bank and they lease/hire it back to you.

Drawdown Facilities A drawdown facility allows you to set up or make improvements to your practice without using your money upfront, with repayments only commencing once improvements are completed. Specialist dental financiers will pay your supplier invoices directly by drawing progressively from your facility, saving you time and administrative burden. As your facility is only progressively drawing, you pay less interest. When you are ready to open your practice doors, the facility will convert to your choice of equipment or fit out funding.

As the table (across) demonstrates, loan types can benefit a business in different ways.

24 | EQUIPMENT SOLUTIONS

Aligning the lease term Due to the rapid progression of technology, be mindful to finance your equipment over a term that matches the legitimate lifespan of your equipment. Don’t make the mistake of being forced to continue paying for equipment years after it has passed its ‘redundancy date’. For example, it is not advisable to finance a piece of equipment over a five-year term if it has only a threeyear lifespan.

Choosing the right residual A residual, also referred to as a balloon, is the final payment due at the end of a loan agreement. The amount is set at the beginning of the loan and is included

in your agreement and repayment schedule. The residual should be realistically selected for your loan for two important reasons. Firstly, your residual should match the true value of your equipment at the end of its first finance period. The aim here is to match your residual with the second hand market value of your equipment so that you are in a better position to negotiate a satisfactory trade-in deal. Importantly, the second consideration is to ensure your residual or balloon matches your practice’s cash flow needs.

Cash flow Knowing how your practice will be impacted when you finance equipment is important. You should prepare a cash flow forecast together with your accountant to see how the new financing will affect your bottom line.

Structuring a new practice or buying a practice can lead to cash flow strains. To manage this, there are a number of ways to make repayments on your loans and a specialist dental financier can tailor repayment options to your circumstances. For instance, if standard repayments are $2,000 per month over a 5 year period, you may be able to structure $500 per month for 12 or even 24 months and catch up at the end with repayments of $2,700 for 3 years. Also, annual repayments in advance are available with lease finance (12 months of payments are paid upfront). A lot of clients prefer to do it this way because of taxation benefits.

Knowing how and when your equipment will generate income will help you determine the best way of paying for it. You should also assess the expected productive life of an asset. This way you won’t have to finish paying for an asset beyond its useful life or pay for a piece of equipment too quickly, putting stress on your cash flow.

Seek the advice of a specialist If you are considering starting or growing a dental practice, work with specialists who understand your industry. Getting your funding structure correct from the outset, starts with seeking the right advice.

SURGERY SETUP ACADEMY

By Henry Schein Halas

25

Planmeca ProX òòVariable kV and mA

Intra Oral Imaging

òòPre-programed quick settings òòIntegrates beautifully with ProSensor and Romexis òòVersatile installation options including wall, ceiling, dental unit and mobile base òòSupplied with Romexis software

Instrumentarium Focus

Morita VeraView iX

òòIn-built dosage display

òòAttractive new design

òòExcellent build quality and ergonomic design

òòUnique LED focal point positioning

òòAccurate and reliable exposures

òòReduced dosage resulting from direct current (DC) generator

òòEasy to use interface and control with single hand operation and anti-drift mechanism

òòScan modes for both digital and film

Planmeca ProSensor HD òòHigh definition images òòCompact size coupled with robust, rounded construction òòAvailable in sizes 0, 1 and 2 òòVersatility of either USB or Ethernet connection òòCan be integrated with Planmeca ProX X-Ray Unit

Instrumentarium SNAPSHOT

Gendex GXS 700

òòAvailable in sizes 1 and 2

òòHigh resolution images

òòSupplied with TWAIN driver already included in the kit

òòAvailable in ergonomically designed rounded sensors with sizes 1 and 2

òòHigh resolution images òòEasy positioning and patient comfort

òòDirect USB connection with “Always Ready” technology òòSize 1 especially designed with children in mind

26 | EQUIPMENT SOLUTIONS

NEW!

Planmeca ProX™

The premium intraoral X-ray unit • Easy and accurate positioning • Optimal resolution, contrast and density • Integrated magnetic connector for the Planmeca ProSensor HD intraoral sensor ®

Contact Us equipment@henryschein.com.au www.henryschein.com.au

www.planmeca.com

Intra Oral Imaging

Durr VistaScan Mini View The VistaScan Mini view PSP scanner provides users with clear images with a fast processing time. The onboard SD card ensure that no matter the outcome, a back-up copy the image is saved if required. This combined with easy use makes the Vistascan Mini View an excellent choice for many dental practices òòCompact design with large LCD touch screen òòProvides clear images with a fast processing time òòAccepts plate size 0 to size 4 òòEasy integration in any dental clinic òòOn board SD Card ensures images are backed-up òòEasy use for all operators

Exclusive to HSH!

Instrumentarium EXPRESS Origo òòProvides quick, clear clinical images òòCompatible with multiple image plate sizes òòEasy and affordable to maintain òòSuitable for chair-side or shared use òòCLINIVIEW and TWAIN Driver Software

Durr VistaScan Perio Plus òòExcellent image quality òòVery fast processing time òòUp to 8 images can be seen in one go, then automatically erased òòPC connection via USB or network òòAccepts all intra oral image plates - sizes 0 to 4 òòDisplay shows the patient details and information on the scan process at a glance 28 | EQUIPMENT SOLUTIONS

Durr VistaCam iX HD The Vista Cam iX HD sets a new standard in intra oral imaging. Its outstanding HD resolution and interchangeable heads make the Vista Cam an exceptionally valuable support tool in dental treatment. òòExcellent quality HD image – even in video mode òòAuto-focus for intra oral, extra oral and macro images òòSoftware analysis to detect caries lesions òòInterchangeable heads for florescence and infrared

Camera head

Proof head

Proxi head

Camera head

Planmeca Panasonic òòAuto-focus ensures high quality images òòSimple compact design and user-friendly operation òòIntegrates fully with Romexis® òòUSB Connectivity – plug and play òòStand alone or integrated with Planmeca Treatment Units òò2 year warranty

KaVo DIAGNOcam òòX-ray quality image without radiation òòHelps the patient really see and understand the treatment they require òòCan be used as many times as you want, without any radiation exposure to the patient òòSimple to use and comfortable for the patient òòUSB Connectivity òòCan be integrated with treatment unit equipment@henryschein.com.au | www.henryschein.com.au

29

How to start a Bonfire.

Surgery Setup

Surgery Setup Academy

Dr Linh Quach and Dr Tran Quach, Co-Founders of Bonfire Dental

30 | EQUIPMENT SOLUTIONS

SURGERY SETUP ACADEMY

By Henry Schein Halas

Thanks to Surgery Setup Academy (SSA), Queensland practice Bonfire Dental got off to a roaring start The gateway to a successful dental practice is a well conceptualised, designed and built dental office. Whether you are a young dentist striking out on your own or have plans to relaunch or expand an existing business, setting up a surgery can be an overwhelming experience.

Top-of-mind considerations like property lease, fit out and equipment supply are usually enough to occupy all your available time and energy. The trouble is, you may be focusing on these aspects of the set-up at the expense of other nitty gritty – but no less important – ones like legal, ergonomic, workflow, electrical, plumbing, installation, just to name a few. You can be easily blindsided by the enormity of the undertaking such that crucial elements – which may prove too costly to rectify at a later stage – get left out of the equation.

Addressing these unspoken challenges, that indeed, many entrepreneurial dentists are struggling with is the Surgery Setup Academy (SSA). Do not let the scholastic term fool you. The Academy is not all theory and little action. In fact, they offer assistance from the ground up, extending throughout the set-up phase and beyond.

SAA comprises experts from all the relevant fields, including: property lease, equipment supply, legal advice, dental consumables, it integration, software, technical installation, fit out & construction, sterilisation workflow, project management and business development, etc.

Organised by Henry Schein Halas, the interstate event essentially serves as that missing link in dental tertiary education everyone has been asking for.

“In a nutshell, we are providing end-to-end solutions for dentists to fulfil their dreams of operating their own surgery. Offering invaluable expertise and support, in collaboration with a vast network of third party vendors, what we’re really providing is a peace of mind throughout the set up process,” says Andreas Schulz, Lead, Surgery Set Up Academy.

“The goal of the seminar is to give each attendee a foundational crash course – including an overview, welldesigned roadmap and task list – whether they are setting up or relaunching a surgery. However, it should only be the starting point of an ongoing and consistent exchange of data, knowledge and expertise.”

31

Surgery Setup

One of two well-equipped, modern surgery rooms

Setting up Bonfire Dental It was Andreas’ late-2016 proposal to the Executive Team at Henry Schein Halas that led to SSA’s formation.

Launched early 2017, SSA lectures have since covered all the major cities in Australia with each seminar attracting 20-70 participants. So far, over 550 people have attended the nascent lectures.

Among them are Dr Linh Quach and Dr Tran Quach, Co-Founders of Bonfire Dental. The twin sisters run a total wellness healthcare establishment in Queensland that incorporates yoga, chiropractic and dentistry.

Being dentists, they focus on Total Body Dentistry using an integrated approach aimed at the overall health of patients. Having just sourced a location for their new dental clinic, they attended the SSA seminar in November just to make sure they were on the right track in the set up process.

“We wanted to create a dental clinic that is as efficient, productive and stress-free as possible. We figured to do so required a clear understanding of the operational workflows and systems in a dental practice. The SSA event gave us an overview of the requirements and to-do lists in a concise timeframe,” says Linh.

The sisters gave the event a 7.5 out of 10 score – mostly for its comprehensive overview, equipment demonstrations and expert-fielded Q&A session.

“Had they included a segment with a dental and medical accountant, it would have been a perfect score. We could have used some information on budgeting for initial 32 | EQUIPMENT SOLUTIONS

dental clinic setup and accounting basics for running a dental clinic.”

Thankfully, and as Andreas had mentioned, the SSA event was just the beginning of Bonfire Dental’s close working relationship with the team at Henry Schein Halas. Bona fide experts who walk their talk, the HSH/SSA team eventually got involved at every stage of setting up the dentist’s office.

The dentists had two main contact persons in Andreas – credited as the out-of-box visionary who imparted business wisdom and confidence – and Emma Addy, the Equipment Specialist who guided the entire process: Equipment selection; surgery design and workflow; staff training in sterilization workflow; infection control and equipment maintenance.

“Emma believed in our vision of integrated wellness from the get-go and was exceptional to work with every step of the way. As our main liaison contact, she worked tirelessly outside office hours to help troubleshoot issues and basically led us throughout the set up process,” Tran commends.

Including Andreas and Emma, the dentists had direct access to a 10-person specialty team. The respective specialists helped to coordinate the project while bridging the information gap between the various trades – for example, construction with electrical and plumbing; IT and software integration with technical installation, etc.

“Our builder and his team from Phnx Construction, although highly experienced in the residential sector for their modular designed concrete homes, were taking on

their first dental clinic build. HSH worked side by side with them throughout the whole construction process.

They were very patient, professional and experienced in all their dealings with our appointed contractors,” Linh continues.

“Emma and her technicians conducted onsite visits and coordinated the vital checkpoints along the process to make sure everything was installed correctly and the building stages were double-checked, before the next stage commenced.”

The front desk, complete with Bonfire Mural

To illustrate HSH’s level of involvement, their technical team even provided installation templates to the builder to ensure correct pipes for electrical and water supply were laid according to technical specs of individual dental chair models.

Bonfire Dental purchased the bulk of their equipment from HSH, including dental chair, x-ray machine, sterilization equipment, lab equipment, small equipment and consumables.

One-stop shopping has its merits, as Tran assesses: “The one thing we all lacked was time. By making all our purchases with HSH, we were able to save not only time but there were also massive cost savings.

“HSH also provides ongoing support, reliability in delivery of products and professional troubleshooting with any complications with the equipment and materials.

“Apart from cost savings, we knew that the materials were of high quality and the equipment and software HSH put together would integrate and communicate seamlessly.”

Compact, yet functional steri room

Describing their overall experience working with HSH, the sisters chorus: “They are world-class professionals and experts in their field. The HSH team goes above expectation to help clients and delivers incredible ongoing support.”

What about the SSA event that got the ball rolling?

Linh calls it “a great starting point to understand the fundamental stages of building a dental clinic”.

“More importantly,” Tran adds, “it allows you to connect with experts that are ready to help you execute and put your dental vision into action.”

Shared consultation room

Surgery Setup Academy evening lecture and daylong events occur 2-3 times a year in all states. For more information or to find out when the next event is being held near you contact Henry Schein Halas at equipment@henryschein.com.au or visit their website www.henryschein.com.au.

33

Plant Equipment

Durr Compressor Range

Cattani Compressor Range

Compressed air systems by Durr Dental have been serving surgeries and clinics around the world reliably for over 50 years. The quality of performance and air; being oil-free, dry, and hygienic, puts them in a leading position in the market.

Cattani compressors are renowned for their performance and reliability, a reputation earned through over 20 years in the market. A large range of compressor units are available to suit all types of surgery demands.

òòMarket leading air quality and performance

òòLow maintenance and installation costs

òòAntibacterial inner tank coating

òòInternally coated to reduce wear and tear during operation

òòDesigned to enable 100% continuous operation òòModels available with software for remote monitoring and control òòModels include Duo, Trio and Quattro - also available in tandem configuration

òòReputation for performance and reliability òò7 year parts and labour warranty* (conditions apply) òòModels available include AC100, AC200 and AC300 - also available in tandem configuration

Durr Suction Range

Cattani Suction Range

In 1964 Durr Dental invented the suction system that made it possible to treat patients lying down; a real milestone in dental technology. With the same aspiration towards quality and reliability,

Cattani’s SMART range are semi wet suction systems with INVERTER control. They are very versatile suction systems known for consistent high performance and can be supplied in many configurations.

òòNew designs featuring 50% reduction in weight and energy consumption

òòMinimal fluctuation in aspiration

òòLow heat output and quiet operation

òòIntelligent monitoring system

òòVariable suction settings

òòOn-board electric user interface

òòSoftware for remote monitoring and control

òòSome models upgradeable to meet future requirements

òòMultiple models available to suit all practice sizes and requirements 34 | EQUIPMENT SOLUTIONS

òòMultiple models available to suit all practice sizes and requirements

Amalgam Separation in Practices ADIA to align with Minamata Convention In an announcement made in January 2017, the ADIA made clear the intent of the Australian Dental industry to back the Australian Government’s proposal for voluntary installation of amalgam waste traps and separators in practices to align with the Minamata Convention.

The Minamata Convention on Mercury is a global treaty to protect human health and the environment from the adverse effects of mercury. The interests of the dental industry rest in the fact that dental amalgam is one of three products that represent the most significant sources of mercury in this category.

Although the use of dental amalgam is showing a sustained decrease in Australia, mercury may be released into the environment from the removal of existing amalgam fillings from patients during dental procedures such as replacement fillings, crowns and extractions.

The Australian Government has accepted advice from ADIA that the best management practice to reduce mercury releases from dental facilities is to install traps

and separators that collect the mercury-containing waste before it enters the sewage system; the trapped waste can then be recycled for reuse as dental amalgam.

In order for clinicians to stay compliant in the future, it is advisable for all suction motors to be fitted with a retrofit Amalgam Separation device where possible.

See a selection of the available options below - for more information contact your Equipment Specialist or email equipment@henryschein.com.au

Durr Amalgam Retention With three systems available, Durr has an amalgam retention solution for all practices from the CA-1 for a single chair. CA-2 for a two chair surgery to the universal multiroom CA-4, each with over 98% separation efficiency. òòHydrodynamic self-cleaning function òòReliable, automatic filling level check òòConnection of several treatment units òòSeparation rate of up to 98.9 %

Cattani Amalgam Retention Most Cattani SMART* units can be retro fitted with the Hydrocyclone Amalgam Retention Unit at any stage. This process can be carried out on site by a trained technician having you back up and running in no time. òòDesigned to retrofit on existing Cattani SMART suction systems òòSimple and effective amalgam retention òòUtilises the fluid pressure created by the suction system to achieve 98% amalgam retention *Subject to confirmation

equipment@henryschein.com.au | www.henryschein.com.au

35

Quiet, efficient suction Cattani Suction

Cattani

Suction units make their fair share of noise but we can’t run a practice without them. Manufacturers, therefore, are doing their best to reduce that noise, with Cattani’s SMART Cube suction range a fine example of what can be achieved – quietly and efficiently.

Half as loud The Cube was designed with a few key benefits in mind, one of which was reducing noise emissions as much as possible. The growing trend is for practices to be located in places where space is at a premium, such as shopping and medical centres. That means less room for suction units and more concern about noise. It’s a blessing then – for patients and staff – that Cattani’s engineers have been able to cut the noise by half with the Cube’s acoustic housing, making it an ideal choice in any environment. In fact, a ventilated cupboard is all the space you need for most Cattani suction units.

Cheaper to run Don’t think that cutting the noise output by 50% is the only benefit of the Cattani SMART Cube. Rather than putting Cattani’s classic suction unit in a noise-reducing box, the Cube project prompted Cattani to redesign the motor to make it as compact as possible, with the major benefits being much greater efficiency – which translates into lower running costs.

Cattani’s Business Development Manager-Technical, Jason Borg, says the Cube compares very favourably with the classic suction unit for energy consumption, so while it costs about 10% more than the classic unit, the Cube will pay for itself well within its lifetime. “The price difference is already justified by the peace and quiet the acoustic cover brings to the working environment,” says Jason, “but with the energy savings, the benefits multiply.”

SMART by name, smart by nature Traditional suction motors have a fixed speed that makes them notoriously inefficient: when just a small number of chairs are in use, the motor’s energy consumption remains constantly high. Ennio Cattani, head of the Cattani 36 | EQUIPMENT SOLUTIONS

company in Italy and a hands-on engineer, pioneered the use of inverter technology in dental suction equipment 10 years ago, solving this waste energy problem to the added benefit of the dentist’s bottom line.

Inverter control has sensors that measure demand for suction and adjust the motor’s performance accordingly. In this way, Cattani SMART units always send the optimal amount of air through the system and use the optimal amount of energy.

Sensors also detect unusual changes that could damage the machine, allowing it to protect itself. Cattani’s own Hydrocyclone amalgam retention system is also available with the Cube, and can be retro-fitted.

“Cattani is a relatively small family business, and they have always had one focus,” says Jason. “Mr Cattani and his team have the design and engineering nous to build anything, but they are undistracted in their ambition to make better suction and compressed air equipment for dentists.”

We’ve got your back Thanks to inverter technology, installing parallel SMART suction systems and have them “talk” to each other is a simple exercise. This way, you can expand clinic capacity easily and at the same time introduce built-in redundancy, or back-up, to ensure the clinic keeps running no matter what.

Peace of mind – in writing With constant improvement, Cattani equipment is highly regarded around the world, and the confidence the company has in its suction units is reflected in the size of the warranty – three years.

“We stand for peace of mind – we’re there for the end user, in our equipment and our technical support,” says Jason.

“We do everything we can to ensure dental workflow security with our reliability, and nothing says reliability like a long warranty.”

For more information, email cattani@cattani.com.au, phone +61 3 9484 1120, go to www.cattani.com.au, or contact your Henry Schein Halas Equipment Specialist.

WE LOVE WHAT WE DO.

37

Protect your Investment HOTLINE

Handpiece Hotline Handpiece hotline

HANDPIECE

HANDPIECE

HOTLINE

Australia’s Best Handpiece Repair Service

Handpiece Hotline is Australia’s most popular and valued handpiece and small equipment service and repair centre. We service and repair more brands, models and equipment than any other. Our commitment to exceeding your service expectations is deeply ingrained in our organisation.

Your equipment is cared for in Australia’s most advanced, well equipped service centre with factory trained technicians and the correct OEM specification tooling, ensuring your vital equipment is repaired to the highest standard in a timely manner.

What can you send to Handpiece Hotline?

All makes & models of Handpieces including: –– High Speed –– Slow Speed –– Micromotors

–– Couplings –– Air Motors

All Small Equipment including: –– Laboratory units –– Surgical and Implant units –– EMS stand-alone scaling & piezo units –– Curing lights –– Scalers –– Endodontic units

–– Apex locators –– Amalgamators –– Oiling lubrication systems –– The Wand Anaesthetic systems –– Triplex –– Piezo surgery

Why is Handpiece Hotline right for you? ĶĶ Convenience: You now have a single service centre for all your handpieces and small equipment ĶĶ Certainty: Your handpieces and small equipment are cared for in Australia’s most advanced, well equipped service & repair centre with factory trained technicians, certified to ISO 9001:2008, ensuring world’s best practice ĶĶ Speed: 24-48 hour turnaround times for handpieces are backed up with Australia’s largest stock of spare parts ĶĶ Genuine: We offer genuine spare parts as well as good quality generic spares to ensure repairs meet manufacturers guidelines. We are the only authorised EMS and KaVo service centre in Australia ĶĶ Integrity: All of our repairs are carried out with integrity and an ethical approach

Added Value • Reply Paid Repair Pack supplied free of charge, additional courier pick-up service available for a minimal charge.

All items are returned free of charge • Free quotations and estimates • 6-12 month warranties • Free ‘Line Pressure Test Kits’ available • Over the phone problem solving with qualified technicians • Free micron accurate spindle concentricity tests avoid unnecessary high cost turbine replacements

Loaner Machines Loaner and rental oiling machines and EMS bench top scalers are available on request - contact our team for details and availability

38 | EQUIPMENT SOLUTIONS

PIECE

LINE

PIECE

What’s new at

Handpiece Hotline?

Handpiece Hotline has rebranded!

Ask your Henry Schein Halas Territory Manager for IEone CE of our new and P D INE HANHandpiece L improved Hotline HOT repair packsDPcoming IECE N A INE ack soon... H HOTL pair P alia’s

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W & H • I M PA C T A I R • S AT E L E C • S I R O N A • M U S S • S TA R • G A M B E R I N I

39

Infection Control

Mocom Futura

Scican Statim 2000/5000 G4

Taking speed, efficiency and user-friendly operation to new heights, Mocom’s B Futura Steriliser is the epitome of advanced dental equipment innovation.

At up to 10x the speed of most conventional chambered autoclaves, the Statim G4 series make short work of instrument sterilisation.

òòTime saving pre-programmed vacuum and Helix test function

òòUp to 10x faster than chambered autoclaves

òòAvailable in 17L, 22L and 28L capacities, all with the same external dimensions òòDedicated nationwide Mocom service and support òòOptional WIFI module allows real-time transmission of cycle data and progress to a PC or tablet

òòColour touch-screen user interface òòUSB & LAN connectivity for data collection & service support òòLow maintenance costs òòSteam technology is gentle on both solid and hollow instruments

Mocom Classic

Miele PG 85 Disinfector

òòThree sizes available 17L, 22L and 28L

òò3x frequently used programme direct access buttons

òòIntuitive interface with monochromatic LCD display

òòAutomated disinfection cycle òòStandard cycle recording with optional LAN connection

òòTime-saving pre-programmed Vacuum and Helix tests

òòImproved work flow opportunity

òòData tracking management with simple archiving via USB

òòElegant flush panel, touch-onsteel interface

Mocom Tethys Under-bench

Mocom Tethys H10 Plus

òòLarge capacity chamber

òòFast 35 minute cycle

òòUser friendly control interface òòAutomated washing and disinfection process reducing contamination risk and improving efficiency òòDesigned to comply with the EN 15883 standard

40 | EQUIPMENT SOLUTIONS

NEW!

òòThermal disinfection, ultrasonic and drying in one device òòUser-friendly colour touch screen operation òòInternal memory, USB and Ethernet connectivity for paperless record keeping

YOU REQUIRE MAXIMUM EFFICIENCY. YOU DEMAND COMPLETE ORGANIZATION. YOU NEED ENSURED SAFETY. YOU DESERVE INFINITE CONFIDENCE.

INSTRUMENT MANAGEMENT

Hu-Friedy’s promise to help you perform at your best is at the core of everything we

do, which is why we’re proud to bring you the sharpest, longest lasting scaler on the INFINITY SERIES CASSETTES

™

market: EverEdge 2.0. Engineered to be better than ever, so you can be, too.

The most sophisticated solution for instrument management

That’s right, you deserve it. You deserve the peace of mind and confidence of knowing that you are employing the most contemporary method of processing instruments. As dentistry’s innovator of the cassette-based instrument management system, Hu-Friedy is proud to bring you the modern design and functionality of the Infinity Series Cassettes which include: • An open hole pattern that promotes water flow throughout the cassette • Color-coded silicone rail system that significantly reduces instrument contact and allows for more water flow while protecting the instruments during reprocessing • Easy-to-use, ergonomic latch that allows for one-handed opening Performing at your best means having confidence in what you do. Experience Infinity Series™ Cassettes, and improve the efficiency of your practice, while helping protect your patients, your staff and your instrument investment.

Learn why EverEdge 2.0 is the solution for you at Hu-Friedy.com/EE2

HSH2901

©2017 Hu-Friedy Mfg. Co., LLC. All rights reserved.

To learn more about how IMS can enhance your practice visit Hu-Friedy.com/Infinity ©2017 Hu-Friedy Mfg. Co., LLC. All rights reserved.

Orders 0800 808 855 www.henryschein.co.nz

Orders 1300 65 88 22 www.henryschein.com.au

Australia’s Oldest STATIM SciCan’s 25 Year Legacy Infection Control

by Danny Chan

As part of a promotional exercise for SciCan’s latest Statim autoclave range, Henry Shein Halas organised a nation-wide search for the oldest SciCan Statim Autoclave. According to results of the contest, Australia’s oldest Statim autoclave unit is a 25-yearold SciCan Classic Statim 5000.

The trusty sterilisation unit belongs to Dr Rayappu Packianathan, a General Dentist based in Canberra.

As it turned out, Dr Packianathan has a serendipitous relationship with the marquee brand of autoclaves.

The old SciCan Classic Statim 5000 autoclave that helped him to win the competition was a gift from a dental technician. When his own autoclave unit expired about a year ago, the dentist was initially loaned the SciCan Statim 5000 as a replacement unit from his technician who later decided to give it to him instead.

Dr Packianathan at his Harrison, ACT practice

“Although I wasn’t the original owner of the older SciCan Statim unit, it has been serving my practice very well for the whole time that I’ve had it. It has never broken down or required repairs and is tremendously easy to use – my dental assistant learned how to use it very quickly. We could run the clinic with minimum number of handpieces,” says the proud owner.

“Despite its age, it has proven to be safe, sturdy and reliable.”

Dr Packianathan said winning the contest was very timely and it also represents enormous cost savings.

Prior to the announcement of the contest results, he was about to shell out more than $10,000 for a new autoclave unit, to be used in his 17-month-old practice in Harrison, located in the suburban district of Gungahlin in Canberra.

STATIM and BioSonic coplimenting the sterilisation workflow

Now that Statim’s Australian distributor Henry Schein Halas has presented him with a brand new Statim 2000 autoclave unit for winning the nation-wide search, Dr Packianathan no longer needs to make the new equipment purchase.

“The news (that I had won the contest) came to me as a huge surprise. It was almost perfect timing to win a new autoclave unit, just when I was thinking of buying one.”

Up close and personal with the STATIM 2000 G4

42 | EQUIPMENT SOLUTIONS

For more reasons than one, the lucky dentist has the HSH organising team to thank for the excellent timing of the contest. Having recently invested

Winnings in Hand! Dr Packianathan with his new STATIM 2000 G4

heavily in the setting up of his new clinic in Harrison, Dr Packianathan wasn’t very keen to splurge again.

Construction for the newly built 183-sqm clinical facility with four operatories was completed in February 2016. Dr Packianathan owns another family practice in Weetangera, located about 25 minutes away.

To Dr Packianathan, the savings do no end with winning the Statim 2000, but are ongoing due to the new unit’s increased sterilisation speeds.

“Due to the faster cycle times and speedier turnaround of sterile instruments, I can reduce the number of stock I hold for high speed handpieces – from 5 sets to perhaps 3 sets per chair. As I use high-end handheld devices that are rather expensive, this autoclave unit represents a lot of savings to me in the longer run.”

Used by healthcare practitioners in over 90 countries, the SciCan Statim brand name is synonymous with superior cycle times and processes for handpiece sterilisation. The new SciCan Statim 2000/5000 G4 Cassette Autoclave range takes the world’s bestselling autoclave to a new level of speed, dependability and ease of use.

The unit’s ability to sterilise handpieces and instruments in as little as 8 minutes, effectively allows handheld instruments to be processed ‘just in time’ or between patients. Increased efficiency works in unison with its “gentle” sterilisation that does not compromise instruments in any way – thanks to its state-of-the-art steam generator rapidly heating and converting water

into steam in mere seconds. This outstanding feature is dovetailed by its equally fast drying technology.

Built for connectivity, the WIFI-enabled autoclave also boasts a high-resolution touchscreen panel offering all the customisable parameters at your fingertips as well as real-time operations – cycle history, printing, validation information, etc. – through your network portal.

Technology aside, Dr Packianathan was also impressed by the physical compactness of the SciCan Statim 2000.

“The unit does not require installation and is small enough to fit onto a portable cart – needing only a wall socket to operate. Compared to other autoclave units on the market, I believe it is one of the most spacesaving models around. Indeed, its small footprint frees up a lot of space on my bench tops in the Steri room.”

In the end, what stands out for Dr Packianathan is the peace of mind he gets from owning a high-end autoclave unit.

“Sterilisation is a most important aspect of Dentistry. I believe with the new Statim autoclave, my sterilisation section will enjoy perfectly smooth operations without any interruption to patient care.”

For more information on the SciCan Statim G4 autoclave range refer to page 38, visit our website or speak to your local Equipment Specialist

43

Miele Australia Pty Ltd | 1 Gilbert Park Drive| Knoxfield VIC 3180 Telephone 1300 731 411 | Mon-Fri 8:30 am - 5:00 pm www.miele-professional.com.au | sales@miele-professional.com.au

Your patients rely on you, why not in turn place your trust in Miele’s quality!

Introducing Miele’s Thermal Disinfectors: • Excellent and efficient cleaning performance • Great drying results with EcoDry • Comprehensive monitoring functions • Ergonomic and intuitive user interface

info@miele-professional.com.au www.miele-professional.com.au 44 | EQUIPMENT SOLUTIONS

equipment@henryschein.com.au www.henryschein.com.au

NEED HELP?

Did you know Henry Schein Halas has Australia’s largest team of manufacturer trained technical and digital support specialists?

Who better then to keep your investment in tip-top shape?

Services we offer include: • • • • • • •

Preventative Maintenance Annual Servicing Breakdown Support Equipment Installations Practice Planning Advice Re-locating Existing Equipment Removing Old Equipment

Contact our Team to book your preventative maintenance and annual servicing today!

Digital Support: 1800 044 993 Service & Maintenance: 1300 360 328

*Subject to terms and conditions.

equipment@henryschein.com.au | eq.henryschein.com.au

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51

Considerations of buying 3D Imaging

Cone Beam Imaging

46 | EQUIPMENT SOLUTIONS

If there was ever any doubt that dentistry would pursue a digital path as the so called pervasive technologies of digital communication, mobile phones and tablets have invaded our everyday lives, we are well past that dilemma.

Digital dentistry is not merely a different way of doing the same thing. It acts as an enabler. It enables clinicians to carry out more complex tasks more predictably than they could previously. I like to characterize it as being to dentistry what Uber is to the taxi industry.

Digital dentistry has proven itself to be an invaluable contributor to many aspects of dentistry, most prominently expressed in implantology, prosthodontics, and orthodontics, but also penetrating into, endodontics, surgery, radiology, and even entering into the more routine provinces of restorative and prophylactic dentistry.

Dentistry is equipment centric. The nature and extent of the equipment present in a dental practice dictates the opportunities and limitations to the type of dentistry that can be performed and consequently the income that can be generated in that practice.

Two pieces of equipment have emerged as the principal portals of entry for dentists into digital dentistry. They are conebeam CT scanners and 3D intra oral scanners. In today’s environment, a dentist has to not only be a good clinician, but also be business aware.

Early adopters can be rewarded by increased productivity, better predictability of outcomes, and an entrÊ into more advanced aspects of dental treatment. However, the transition is not without its pitfalls. All clinicians have equipment graveyards where seemingly good ideas are gathering dust in a corner. When moving into new technologies, one must make a concerted effort to understand the differences in the offerings and choose wisely. Talking to colleagues who have previously made the commitment to the type of technology that you are looking at can also be beneficial. Buying dental equipment is not like buying a car with a badge to park out front. It is both a clinical and a business decision. One needs to ensure that a brave leap into the future can deliver the promise that we were looking for and also a return on the not insignificant investment associated with it rather than joining the instrument graveyard in the corner because the equipment is too ungainly to use and the company who derived the sales hype didn’t have an understanding of how the technology should be applied. Or it could be that technology has already passed it by and it has been superseded by a better way to do things but there was a good deal on the runout model.

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3D Imaging The introduction of the conebeam CT has provided us in dentistry with the ability to asses a volume of bone in our area of interest in three dimensions. It doesn’t replace the OPG but gives us a different capability.

The OPG is still a valuable tool providing a perspective view of the mouth while incurring a relatively low dose of radiation for the patient. A CT provides us with the ability to review a three dimensional volume from any perspective and to be able to measure areas of interest very accurately without a magnification factor. It also provides us with a relative measure of bone quality in a region of interest. This enables us to more accurately assess pathology and plan for surgery.

When choosing a CT scanner, consider how you are going to use it in your practice. CT-scanners come in varying shapes and sizes, the main differentiators being the size of the volume that they can capture in a single cycle, and the dose of radiation that they deliver for a given task. Available volume size for dental application starts from a single tooth and progresses up to the entire head and neck region. If your main area of interest is endodontics, then most likely you would be more inclined towards a smaller volume size. If you are interested in implantology or maxillofacial surgery, then perhaps a larger volume size would be more appropriate.

There are a number of factors to consider when choosing the most appropriate target volume for a particular application but I believe we can find the correct answer by asking the following questions:

1. What information am I looking for?

2. What view will give me all of the information I am looking for?

The answers to the above questions are not always apparent without some consideration. For example, if you are considering placing an implant in an upper central incisor position, a clinician may consider at face value that he requires a CT scan of just that region.

However, there is much more information that could be gleaned from a larger field of view. A view of the entire upper arch would enable the construction of a surgical guide to facilitate more accurate positioning of an implant. Looking forward, a view of both arches including the retro-molar area would provide enough information to determine if there is enough available bone in the retro-molar region to provide donor bone should block grafting be required to facilitate implant placement. In such a case, the clinician would have the benefit of more diagnostic information about the entire mouth and ultimately would have reduced the dose of radiation to the patient by mitigating the need for a second CT in pursuit of a source of donor bone for block grafting. Intuitive analysis of the clinical situation in required for the clinician to make a judgement call on appropriate field size but having the capability of a larger field size provides the opportunity for that choice.

The question is then when would a conebeam CT be used in general practice.

Implantology is the most obvious application.

Implantology is the fastest growing area of modern dentistry. With good treatment planning and good

48 | EQUIPMENT SOLUTIONS

Implant planning

clinical practice, the prognosis for implants is extremely high. An essential part of that is starting planning with a CT scan. I believe that a CT scan is the starting point for treatment planning. It gives an accurate assessment of existing pathology, an insight into how much bone will be available after removable of deteriorating teeth, and is a tool that a clinician can use to plan treatment and show the patient the present situation and project possible future treatment. This ability to diagnose, treatment plan and demonstrate to the patient at a single visit is a significant contributor to case acceptance.

In specialist endodontics, a conebeam CT has become mandatory. In general practice, it is a hard to argue against its application because a CT removes the guesswork in looking for canals and reduces the possibility of leaving untreated canals.

Orthodontic Case

In simple surgery it is also provides significant help.

With a three-dimensional view of a tooth, a clinician can determine the path of removal of a tooth or root fragment which enables a strategic approach to tooth removal (as opposed to the overwhelming force approach). Identifying the risks associated with third molars is an obvious starting point but removal of any tooth should be a strategic process. Identifying and accurately locating supernumerary teeth, odontomes and other pathology are prime applications for conebeam CT’s.

In conclusion, when choosing your CBCT, don’t buy on price alone. Open your mind and consider how you might apply the machine in your practice. Although cost is an important consideration, it is not the only consideration. Buying a less capable machine still involves a considerable outlay which may appear to be a good deal initially but may not look so good with the benefit of hindsight if it does not live up to its potential.

Endodontic Case

Harry Schlen is a practising dentist of over 30 years experience and is a partner in SV Radiology which is a provider of Dental Radiology services located on the campus of at St Vincent’s Hospital Melbourne. He is also a consultant to St Vincent’s Hospital Melbourne and the Royal Victorian Eye and Ear Hospital.

TMJ Study

49

Morita Veraview X800

NEW!

3D Cone Beam Imaging

Veraview X800 delivers vivid, high-definition image clarity, while significantly reducing X-ray dose, artefacts and image distortion. Veraview X800 is the gold-standard imaging solution for endodontics, implantology, oral surgery, orthodontics, periodontology and all oral diagnostics. òòZoomed reconstruction – high resolution images with no additional dose òòVivid, high definition images – 80µm òòHorizontal X-Ray Beam for reduced artifacts & distortion òòThe new Frontier of Dental Imaging òòAll in one 2D/3D digital imaging solution òòChoice of 3 units with fields of view from 4x4cm up to 14x14cm

Planmeca ProMax 3D òòUser-friendly interface provides guidance and easy patient positioning òòFeatures ultra-low dose technology òòIncludes Romexis® software òòHigh resolution endo mode òòProFace facial scan òòNew 4D jaw tracking capability òòChoice of 5 units with fields of view from 4x5cm up to 23x26cm

50 | EQUIPMENT SOLUTIONS

Instrumentarium OP300 3D & Maxio òòLow dose technology for dose sensitive cases or follow-up situations. òòMultiple resolutions available for each FOV including Standard and High resolution scans òòMAR (Metal artifact reduction) tool for any cases where metal artifacts can be expected òòChoice of 2 units with fields of view from 4x6cm up to 15x13cm

Thinking ahead. Focused on Life.

Veraview X800 Dental CBCT Reimagined Introducing the new Veraview X800, Morita’s all-in-one 2D/3D digital imaging solution. Veraview X800 delivers vivid, high-definition image clarity, while significantly reducing X-ray dose, artefacts and image distortion. Veraview X800 is the gold-standard imaging solution for endodontics, implantology, oral surgery, orthodontics, periodontology and all oral diagnostics.

Interested? Learn more at www.morita.com or contact Morita direct on 0400 018 925

Y O U R F U T U R E H A S F R E E D O M W I T H i - C A T F L X V8

represents your gateway into

iCAT 3D CBCT

the world of industry-leading 3D CBCT imaging at an affordable price. With 8cm x 5cm and 8cm x 8cm FOVs, clinicians are able to capture specific areas of the anatomy instead of the entire oral-maxillofacial complex which is not necessary for the procedure you routinely provide for your patients.

ENDODONTICS

GENERAL PRACTICE

FOV 8cm x 5cm

SINGLE IMPLANT

FOV 8cm x 8cm

Upgrade to the V10 or V17 field-of-view with an easy in-office software update.

52 | EQUIPMENT SOLUTIONS

V

-

S

E

R

I

E

S

THE BEST IS MORE AFFORDABLE THAN EVER

Choose Freedom from Limitation. Choose i-CAT Now available with an upgrade path from V8 to V17

i-CAT FLX V8

i-CAT FLX V10

i-CAT FLX V17

8cm x 5cm to 8cm x 8cm

8cm x 5cm to 16cm x 10cm

8cm x 5cm to 23cm x 17cm

www.henryschein.com.au equipment@henryschein.com.au

B E A P E R F E C T 1 0 W I T H i - C A T F L X V10

has all the functionality of the V8,

iCAT 3D CBCT

such as clinical control and optimized patient care, powerful comprehensive treatment tools, and more advanced procedures with greater predictability. The difference between the V8 and V10 Series primarily relates to the available fields of view. V10 scan sizes range from an adjustable 8cm x 5cm to 16cm x 10cm.

PERIODONTICS

UPPER/LOWER AIRWAY ANAYLSIS *

TMJ

OMS

IMPLANT

PEDIATRICS

FOV 8cm x 5cm

FOV 8cm x 8cm

FOV 16cm x 4cm

FOV 16cm x 6cm

FOV 16cm x 8cm

FOV 16cm x 10cm

Upgrade to the V17 field-of-view with an easy in-office software update. *You can use i-CAT scans in software such as Tx STUDIO to review the 3D data and reveal compromised airways.

54 | EQUIPMENT SOLUTIONS

MORE FIELDS OF VIEW THAN ANY OTHER

is designed to accommodate the

widest range of clinical applications, the V17 is the most flexible of the V-Series options. The V17 has a maximum and scalable FOV of up to 23cm x 17cm. The V17 is used most often by orthodontists, oral maxillofacial surgeons and oral radiologists; however, this system is appropriate for any dentist who wishes to view the entire oral-facial complex.

ORAL SURGERY

COMPLETE AIRWAY ANAYLSIS

ORTHODONTICS

FOV 8cm x 5cm

FOV 8cm x 8cm

FOV 16cm x 4cm

FOV 16cm x 6cm

FOV 16cm x 8cm

FOV 16cm x 10cm

FOV 16cm x 13cm

FOV 23cm x 17cm

Largest range of field-of-view.

equipment@henryschein.com.au | www.henryschein.com.au

55

Planmeca ProOne OPG Imaging

The ProOne is a compact yet versatile OPG. Featuring cutting-edge innovations, ProOne combines extensive diagnostic capabilities and superior image quality into a compact, easy-to-use package making this a user-friendly machine for staff and patients alike. òòSimple patient positioning for improved accuracy òòAuto-focus for perfect panoramic images òòPackage includes Romexis software with five user licenses òòExposure capabilities include: Standard panoramic, bite wing, TMJ and sinus. òòAdditional programs and modules available

Instrumentarium OP30

Morita VeraView IC 5 HD

òòExceptional image quality

òòNew and improved definition of 96 µm (10-second scan) for HD images

òòStable 5-point patient positioning system to eliminate patient movement òòThree laser positioning lights to aid accurate positioning. òòPan, paediatric, TMJ and Bitewing imaging programs òòSupplied with Cliniview software

56 | EQUIPMENT SOLUTIONS

òòFast scanning time – only 5.5 seconds òòLow dosage – 1/5 effective dose òòTriple laser beam alignment for accurate patient positioning òòSupplied with iDixel software

Instrumentarium OP300 2D The OP300 is a comprehensive 3-in-1 platform designed with the future in mind. Gold standard image quality combined with a simple, intuitive user interface offers the power to diagnose quickly and efficiently. òòCan be upgraded with CBCT and/or Cephalometric modalities. òòMultilayer pan provides five images with only one scan òòAccurate and stable patient positioning òò10” user interface enables intuitive usage and setting of image parameters. òòAutomatic Dosage Control (ADC) optimises panoramic exposure levels for each patient

Morita VeraView 2D

Planmeca ProMax 2D

òòHigh quality images DDAE and AIE functions

òòCustomisable exposure formats to minimize dosage

òòFine high speed, exposure time 7.4 seconds @ 1/4 X-radiation*

òòSimple to upgrade to 3D with SCARA 3 technology

òòSimple and accurate patient positioning òòOrthoradial panoramic projection òòShadow reduction panoramic projection òòSupplied with iDixel software

òòPerfect for advanced 2D imaging needs. òòProvides a complete maxillofacial imaging system òòUser interface provides guidance and simple patient positioning òòSupplied with Romexis software

equipment@henryschein.com.au | www.henryschein.com.au

57

In the Interest of Health Software

Software of Excellence

Measuring performance is a critical component of business success today, particularly given the competitive nature of almost any industry you care to look at. Long gone are the days of taken-for-granted profits and ‘gut feel’ when it comes to owning or running a venture. It’s essential for any business owner to be able to track and measure how their business is performing; or you can very easily lose oversight of key aspects of your business, affecting sound decision-making.

Any growing and successful dental practice needs to be closely managed to ensure success. However, many owner-managers find that as their practice expands they become increasingly cut off from its dayto-day operations. Operating as a dentist and running a successful practice at the same time is a delicate balancing act. You have many competing interests and your focus is divided between being the company strategist and keeping things humming along in top gear day-to-day.

Measurement and goal setting are important for tracking and evaluating performance. While many small practices can run themselves quite comfortably without much formal measurement, for growing businesses the control these processes offer can be indispensable to increasing revenues and profits.

Choosing the right metrics essential One of the main challenges in putting performance and success measures in place is selecting what to measure. The key is to focus on factors that are clearly linked to the drivers of success in your business – these are known as key performance indicators (KPIs).

And they’re not just intended for use by Principal dentists and business owners – it’s essential that all staff know what they are and buys into them, so everyone on the team knows what the goals are and there is

58 | EQUIPMENT SOLUTIONS

a combined effort to achieve them. The outcome of a solid performance system gives you the fuel for formal and informal discussions as a group, and to have frank exchanges that can be used to drive productivity and improve financial results.

For a dental practice, valuable success metrics include patient satisfaction – including online reputation (such as 5-star Google reviews) – FTA targets below 2% and patient recall rates of 85% plus. Without an embedded system for setting relevant KPIs and then measuring how you’re tracking, you’re relying on gut instinct to tell you how you’re performing. It goes without saying that this is dangerous territory to be operating in.

80% don’t know how their practice is performing A recent Software of Excellence (SOE) survey found that 80% of practices didn’t know enough about their business performance. This is a worrying statistic and one that every Principal dentist, business owner or practice manager should pay attention to.

However, to successfully tackle this problem and launch your business to the ‘next level’ it’s essential to play to your strengths. While nobody knows the ins and outs of your business like you do, it’s ok to admit there may be some areas where others with specialist knowledge can support you. After all, you are human and there are only 24 hours in the day! That’s where we can help.

Our Business Insight Seminars are now in their fourth year and have a great track record of helping dental industry professionals use data and insights to understand the potential in their business, track the key performance indicators that really matter, set realistic

targets to increase revenues and have the tools to task individuals and teams to guarantee top results.

There is a strong focus in the evening seminars (which qualify for 1.5 CPD hours) on understanding which KPIs to focus on, identifying targets for each role – based on dental industry benchmarks – and being clear on the key daily tasks that drive performance for each role in your practice.

To find locations, dates and to book go to www.softwareofexcellence.com/au/seminar2017.

A Best Practice Health Check is recommended In conjunction with our Business Insight Seminars, we also offer no-cost Best Practice Health Checks, delivered by our team of experts. These are designed to help you optimise your practice performance, efficiency and profitability. During your Health Check we will:

The Software of Excellence Team

• Compare your performance against top performing practices.

• Identify areas for improvement within your practice.

• Recommend strategies and solutions based on ‘best practice’ research from over 1,500 dental practices across Australia, New Zealand and the UK. This offer is not just for Software of Excellence clients – Principal dentists and practice owners using any practice management system can book in a Best Practice Health Check. We’ve inherited the drive for optimum business performance from our Fortune 500 parent company, Henry Schein, and we genuinely want to help turn your good practice into a great one, with maximum efficiency, performance and profitability.

Bill Martin at the Perth Surgery Setup Evening

During the Best Practice Health Check, a specialist will analyse your performance in several key areas. The first is in driving recall effectiveness, where our research shows that average practices run at just 57 percent efficacy, compared with top-performers’ recall rates of over 85 percent.

The next is in ensuring optimum chair-time utilisation, where ‘next level’ performers regularly see 95 percent utilisation. And the third is in helping practices attract a regular flow of new patients, market effectively to existing patients and monitor overall practice performance.

For more info, visit www.softwareofexcellence.com/au/healthcheck, email consult@softwareofexcellence.com, or call 1300 138 063 to book in your Best Practice Health Check.

SURGERY SETUP ACADEMY

Jimmy Newton at the Sydney Surgery Setup Evening

By Henry Schein Halas

59

Fitout & Design

Location, Location, Location Medifit

60 | EQUIPMENT SOLUTIONS

It’s an often repeated adage in real estate, the three most important aspects to consider when purchasing or leasing a property are location, location and location. Whether you are purchasing or leasing a property for your new dental practice, the same axioms apply.

The reasons for this are self evident, although you have control over many variables once you establish your practice, your location is fixed. An informed choice of location can help give your practice the best chance of success.

The most obvious of the various options for consideration are the physical aspects of any potential site. First and foremost is the site or tenancy size and net usable area. A Greenfield site may seem generous at first, until you consider the building envelope, any setbacks and allowance to be made for parking and ingress/egress. Your usable floor area may end up being smaller than you first thought.

It is important to be aware that local councils often have strict requirements for parking, depending on how many practitioners and staff you have working in the practice.

Whether in a new building, an existing residential conversion or a tenancy, as a rule of thumb a typical 3 chair practice with the standard array of rooms including steri, lab, OPG, staff room and waiting and reception area can be accommodated in approximately 100 – 120m2.

You should also consider your potential for growth. While the space may be suitable for you now, what about in 5 or 10 years time?

Situating your practice on a busy, well-travelled street with plenty of parking and access to public transportation is an excellent way to gain maximum exposure quickly and in an ideal world there would be plenty of these sites available. The reality is that sites with these attributes are in high demand and not only from dentists or healthcare professionals.

The exposure your site will have to passing traffic, both pedestrian and vehicular is an important consideration, particularly if you are starting out and trying to establish a patient base. Can the site be easily seen from the road?

What about any potential signage? You should take into account any undeveloped land that may be between the site and the road. You don’t want to find the line of sight broken by a new building developed after yours.

Typically, the higher the number of vehicles or pedestrians that pass by a location, the better. Keep in mind, though, the cars must be going slow enough to notice you and enter your site.

61

Fitout & Design How easy will it be to access the practice from the street? Is there a dreaded median strip in front of your location? Items such as a turn lane, a stoplight, and multiple access and exit points are all factors that can make or break a site.

More than just the physical aspects, making a good location choice and building a successful practice requires careful consideration of the local community.

With a bit of online research via real estate websites and data available from the Australian Bureau of Statistics, it is easy to build up an overview of an area’s demographic to help answer the question – Does this area need another dentist? How many Dentists are there in or around your preferred location (say within a 3-4 kilometre radius?

For the full benefits of a patient demographic study, you must know (a) who your patient is and (b) how far the patient will travel to utilise your services. Once you understand your patient (or target patient), a demographic analysis of a site will give you insight into population density and growth trends, income, spending by business segment, age, sex, ethnicity, education, etc.

62 | EQUIPMENT SOLUTIONS

Stability and growth of the community are particularly important to practice growth. Investigate local population trends. Note the number of apartment buildings and vacancy rates, as well as the price range of houses; generally, the higher the cost of homes, the more stable the community. Check on local industry, unemployment rates and the prevalence of dental insurance. In a one-company town, the business community can be hurt greatly by a strike, move or shutdown of the company.

You need to also consider the current level of dental service available to the local community and the proximity of your potential competitors. How many dentists are already practicing within the region and what services are they offering? Is there a viable market for your services in the area?

Unless you are offering a distinctly different service than the existing dentists in an area, this can be a major determining factor in the success of your practice.

A useful exercise is to create a map plotting all dentists and specialists in and around the local area. This will allow you to make a site location decision based on

63

Fitout & Design

where both competitors and referral sources are located. Further to this, find out what are the ages of established dentists in the community? If some will retire soon, the ratio of dentists to local population will change. Do the dentists all practice full time?

Part-time practices decrease the ratio of available dentists to patients. New dentists in the area who are not yet working to full capacity will also affect the ratio. In our experience, a three chair practice servicing a population of 2,000 to 2,500 can be very successful.

In the case of a commercial tenancy it is important to ensure that the Landlord provides a reasonable site. As part of your negotiations you should attempt to have the Landlord include ceilings and airconditioning as a bare minimum as these are capital items that will perpetuate post you vacating the tenancy. If a disabled toilet does not exist within the building or within the tenancy you can also attempt to negotiate with the Landlord to contribute this as part of the leasing terms. These are significant ticket items.

The location of our practice is an important decision, and made well, it can make a significant difference to the success of your practice.

Sam Koranis is the Managing Director for Medifit. Medifit offers comprehensive design and construction services to dentists and dental specialists throughout Australia. www.medifit.com.au

SURGERY SETUP ACADEMY

By Henry Schein Halas

64 | EQUIPMENT SOLUTIONS

You are in great hands!

We use our extensive experience to convert your dreams into a functioning dental practice. Your investment in great design and exceptional craftsmanship will be rewarded every day with an outstanding workplace: elegant, functional, flowing, ergonomic and compliant with the Building Code of Australia.

• Site Assessment

• Medifit specialises in designing and building dental practices.

• Interior Design

• We build new practices on greenfield sites, fitout commercial tenancies and renovate/refurbish existing houses.

• We will deliver the practice you want, in the time frame and budget required, without any stress.

HUNDREDS OF SATISFIED DENTISTS ACROSS AUSTRALIA WORK FROM PRACTICES DESIGNED & BUILT BY MEDIFIT - TALK TO ONE OF THEM TODAY More than 15 years building state-of-the-art dental practices in every state

• Lease Negotiations • Architectural Design • Space Planning

• Interior Fitout • Building Construction • Practice Renovations • Corporate Branding

1300 728 133 www.medifit.com.au

Chairside CAD/CAM

Planmeca Emerald

3Shape Trios Wireless SCAN

SCAN

òòCompact, lightweight design weighing in at just 183g!

òòConvenient wire free portability

òòExceedingly fast and accurate scanning

òò3 rechargeable Batteries provides a consistent interchangeable supply of power.

òòHigh quality TrueColour™ images

òòHigh quality, RealColor™ Scans

Planmeca PlanCAD Easy

3Shape Design Studio

DESIGN

òòSimple and logical user interface

DESIGN

òòIncorporated within Romexis software

òòFull end-to-end design software for in-surgery restorations

òòCreate ready-to-mill designs

òòLogical, easy-to-use interface

Planmeca PlanMill 40S

Roland DWX-4W Mill

MILL

òòSmart and efficient milling experience òòIntegrates seamlessly with the Planmeca FIT™ CAD/CAM System òòOptimal combination of precision and performance with dual spindle

MILL

òòEasily wet mill glass, ceramic and composite resins. òòCuts precision crowns, bridges, inlays and onlays, and veneers. òòFeatures simultaneous 4-axis milling òòUp to three standard pin-type blocks can be loaded for increased efficiency.

66 | EQUIPMENT SOLUTIONS

Planmeca Emerald intraoral scanner ™

Precious things come in small packages The brand new Planmeca Emerald™ is a small, lightweight, and exceedingly fast intraoral scanner with superior accuracy. It is the perfect tool for smooth and efficient chairside workflows. Capturing digital impressions has never been as easy.

It is a true game-changer!

Only 183 grams!

Planmeca Emerald in a nutshell • • • • • • • • • •

Contact Us equipment@henryschein.com.au www.henryschein.com.au

Small in size and light in weight Superior speed and accuracy Fully integrated colour scanning for natural colors Simple plug-and-play solution – easy to share between different operatories Autoclavable tip and seamless design for impeccable infection control Active antifog feature on the tip of the scanner USB-33 co USB con nnection Open STL format Dental u un nit iin nteg tegrat atiion – ca can b be e cont control rollled wi witth tth he fo foo ot cont control rol Compat Com atiible wit with Pla Plan nme mecca R Ro ome mexi xiss an and Pla Plan nme mecca Pla Plan nCAD Ea Eassy sof softtware suites – cons constant access access to rea real-ti -time sca scanning data data

www.planmeca.com

Marketing & Social Media

Emails for Patient Retention My Dental Marketing

my DENTAL

marketing The value of patient retention Many dental practices make the mistake of focusing only on gaining new patients and fail to effectively address the need to retain those they already have.

Did you know that the most valuable asset that a practice has is its existing patient base? Every practice wants and needs new patients, but your surest and most predictable source of new revenue is right under your nose. It comes from the loyal patients who already know your practice.

It’s also far easier (about 50%) to sell to existing patients than to new prospects. Acquiring new patients is expensive (five to ten times the cost of retaining an existing one), but the average spend of a repeat patient is a whopping 67% more.

There are further staggering statistics on the value of existing patient reactivation versus new patient acquisition: • The probability of selling to an existing patient is 60 to 70%, while the probability of selling to a new prospect is 5 to 20%.

• A 2% increase in patient retention has the same effect as decreasing costs by 10%.

• Attracting new patients will cost your company five times more than keeping an existing patient.

• A 5% reduction in the patient defection rate can increase profits by 5 to 95%.

Do you know why your patients are leaving you?

Did you know that the average dental practice loses between 15 to 20% of their patient base per annum? Yet only 7 to 8% will move out of your area each year.

Therefore, the rest of your patients are leaving for other reasons. If you are not tracking your numbers, this steady erosion of your patients can go unnoticed for years. When you do notice, it may well be too late.

It is critical to start monitoring, stop this steady loss of business, and turn your existing patients into loyal ones.

One main reason for patients leaving a practice is that the practice does not stay in touch.

If you don’t stay in touch with your patients, they may think that you don’t care, they won’t know what other services

68 | EQUIPMENT SOLUTIONS

you are offering that may be of interest to them and their network of family and friends, and they wont be educated in understanding why they need to come in for regular checkups or to complete their treatment plan.

Regular communication with your existing patients is critical and email newsletters are one of the most cost-effective marketing methods you can implement.

Why you need to be sending email newsletters A growing number of professionals use newsletter marketing to build their practices. Email newsletters are ideally suited and highly effective for the unique marketing needs of professional practices. Unlike traditional advertising, newsletters are not viewed as self – serving, because each issue provides valuable information.

Email marketing campaigns give you the opportunity to distribute information to a wide audience of patients at a relatively competitive rate. Research shows that email marketing has one of the best return on investment ratios.

Email newsletters benefits The benefits of email newsletters include the following: • They enhance your practice’s reputation.

• They increase the lifetime value of your patients.

• They leverage your other marketing efforts.

• They provide instantaneous, easily-tracked results.

• There is an opportunity for your patients to easily and immediately interact with you.

Happy Customers filling the Macquarie Dental waiting room

• You can promote dialogue with them.

• They provide a higher response rate because they are being sent to a more receptive audience.

• They are more cost-efficient than a printed newsletter because of the significant savings in time, printing, and mailing costs.

A patient email newsletter demonstrates your concern for the people your practice serves and aims to strengthen that relationship. It is a convenient and impressive way to keep in touch on a regular basis, especially with patients you may not see often.

Find Out More

Email newsletters give your brand exposure wherever your clients are

Contact My Dental Marketing on 02 9410 1507 and www.mydentalmarketing.com.au to learn more about using email newsletters as part of your dental marketing and to talk through any other specific marketing questions that you have about your practice.

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Marketing & Social Media

The Central Dental Team

CASE STUDY 1 – AN ESTABLISHED PRACTICE IN A REGIONAL CENTRE

I rely on help from My Dental Marketing who know what they’re doing.”

Background: Greg Normoyle has been practicing in Casino for 25 years. He moved into a brand new architecturally designed surgery in 2010.

The email newsletter

The unique challenge “There are advantages and challenges working in a regional centre as opposed to a capital city. Things like radio and television advertising would be more effective here than they would be in a city.

“However, the challenges lie around people’s perception of value versus expense. If you’re throwing all this glossy stuff at them, they assume you must be really expensive.

So with our marketing, we’re trying to make sure we’re marketing in a way that is not sounding like you’re coming to the Taj Mahal.

“We’re trying to make sure we’re blocking any holes in terms of the patients we’re leaking. Every practice leaks patients. One of the ways of minimising that is making sure that you’re engaging with your patients more.”

The plan “I’ve been working on a whole marketing plan with Carolyn S. Dean of My Dental Marketing, who also wrote “Fully Booked – Dental marketing secrets to a full appointment book”. Dentistry is like anything else in the current marketplace. As much as we’re going really well at the moment, you can’t expect things to cruise along like you could twenty years ago.

“As a marketing expert, I make a great dentist! That’s why 70 | EQUIPMENT SOLUTIONS

“As one part of our marketing plan, we have been commissioning 12 email newsletters a year. We do one interview, once a year, and the My Dental Marketing turn that into twelve email newsletters posts.

“The opportunity of having regular email newsletters is not just about educating patients about dentistry. It’s also about trying to cement those relationships you have with your existing patients and, potentially, attracting new patients because of what they’re seeing online.

“You need to put a face to the people and the practice as well, because it’s all about establishing relationships. If you’re going to do that, your patient needs to have some understanding of who you are.

“With the email newsletter content we have so far, we’ve posted links from our Facebook with the plan to channel people to the website via Facebook. If they click on the Facebook post, then that takes them to the website and then they can have a bit of a look around the website.”

The future “In the past my marketing has been fairly passive, so my current plan is to hit it with everything, then pare back on the strategies that don’t work. I didn’t want to go at it piecemeal and then think, “What if I had done that? What if I had done that?” I’d rather put it all out there and, because the folk at My Dental Marketing are going to be measuring it all for me as well, then I’ll be able to get a much better idea of what’s actually working.”

CASE STUDY 2 – A PRACTICE IN A BUSY BUSINESS DISTRICT Background: Dr Joanne Davies opened Macquarie Dentists in the busy business district near Macquarie University, in Sydney’s North Ryde, six years ago. Her goal was to offer general, preventive and cosmetic dentistry in a friendly, gentle environment.

The unique challenge “I’m in a business district, and I found it quite challenging knowing what marketing to do. I actually struggled to find marketing people that I felt were giving me any good information on best ways to get to the business district. If you’re based in a primarily residential suburb back then, you might do a letterbox drop, or go in the local paper.

I struggled for a couple of years and really did very little marketing and just relied on word of mouth.

The plan

An email newsletter produced for Macquarie Dental

“I went looking for a marketing team that would give me a broad view of where I was and how I might best approach my marketplace. I spoke to Carolyn S. Dean and her team at My Dental Marketing, and we did a whole marketing analysis, and an ongoing plan for what I could do and the various tools I could use.

“I chose to go ahead with doing blog content and email newsletters. It’s a continual contact with my existing patient base. That seemed really important to me, rather than just constantly chasing new patients.”

The email newsletter “Working with My Dental Marketing, I did an interview with a journalist who specialised in dentistry and received twelve posts from that which we have used on the website and in our email newsletters.

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“It’s been quite interesting. Some people say, ‘Oh, I loved that article,’ but I’ve also had people not liking it. “You’ve got to be a bit careful with it. It can work, but it can alienate people a little bit as well, if they’re not receptive to it.

“I’ve been talking to the head of sales and marketing from the Australian Radio Network about maybe advertising on radio. He said, “I think your monthly newsletters are fantastic.” He said it related back really well back to the website, it links into a good website with good functionality.

It’s giving the impression of a good operation. So it has an effect beyond just the content.

“To do email newsletters well, you want to use somebody who really understands both marketing and dentistry and can put your messages into layman’s terms.”

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By Henry Schein Halas

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