Modern Dentist Magazine - Issue 4 by Charlton Grant

Get your ducks in a row

Issue

04 ISSN 2515-6128

BSDHT

Helen Minnery President

Valuation or Elevating viability your platform assessment? Megan Fairhall #LIVETOSMILE

Mike Hughes

Dental Practice Consultancy Service Key contributors to this issue

Be cyber aware Alison Whitney

The National Cyber Security Centre (NCSC)

GUIDING YOU TO YOUR PERFECT PRACTICE

SAVE THE DATE

4 - 6 October 2018 ExCeL, London dentalshowcase.com Platinum Sponsor

@dentalshowcase Gold Sponsor

Media Partners

#BDIAdental18

Welcome Welcome to issue four of Modern Dentist Magazine! We have lots going on in this edition but the main focus is, as always, about successfully running your dental practice – essentially, getting things in order! As you will all know, it is about creating strong patient advocates, creating an enthusiastic and engaging environment for your staff, meeting patient expectations and ultimately, delivering great results for your patients. In this edition we have a special section dedicated to providing advice on everything from your dental chair to your CPD requirements, and hopefully this will help you to achieve your practice’s objectives. We have a feature on the changing face of dental recruitment with Dental Seekers. S4S Dental Laboratory introduces their specialist dental products, with a comment from Dr Deb Ray, Bridge Dental, and V12 Finance explains how they can help dental practices not just use finance as a method of payment. We hear from Elizabeth Hughes-Docherty, Chapeltown Dental Care, about her experience with Isopharm when providing CPD to her team, and Prestige Dental share the benefits of bioactive materials. Chloe Quinlivan, New Lodge Dental Practice, discusses how important it is to have a specialist dental accountant like PFM Dental Accountancy on board, and Louise Hunter, Louise Hunter and Associates, shares her experience of Tipton Training’s courses. The Dental Group highlight how important it is to keep up with the pace of technology and how Yo Telecom provided them with that opportunity. And last, but not least, we have a feature on what

features you need to consider when investing in a dental chair, with Dr Harvey Grahame, Smilepod Ltd, and Ancar. Megan Fairhall, founder of #LIVETOSMILE, gives us a lesson in how to elevate your practice using social media especially focusing on Dental Hygienists and Dental Therapists within the business. Helen Minnery, President of the British Society of Dental Hygiene and Therapy, spoke to Modern Dentist about the challenges facing Dental Hygienists and Therapists, which I hope you will get some useful insights from. And as always we have our panel of experts featuring their columns in the editorial board - I hope you enjoy this issue, and if you have any comments or feedback, then please do get in touch via the details below.

Poppy

Poppy Green Co-Editor, Modern Dentist Magazine. 01765 600909 | @Modern_Poppy poppy@charltongrant.co.uk | www.moderndentist.co.uk

Editorial Contributors Chris McConnell

Heidi Marshall

Daniel Varney

Helen Weston

Communications Director British Academy of Cosmetic Dentistry Partner BLM Law

Darren Scott-Guinness

Independent Financial Adviser Dental & Medical Financial Services

Kirsty Wainwright-Noble Head of Sales and Marketing Towergate Insurance Brokers

Mike Hughes

Edmund Proffitt

Nathalie Smets

Chief Executive British Dental Industry Association

Parrys Lane Dental Practice and Bupa Dental Care Geo Orthodontics

Head of Teaching Tempdent Recruitment and Training

Duncan Blades Director BladesCreative

Dr Richard Brown

Partner Dodd & Co

Principal Dental Practice Consultancy Service Marketing Ancar

Co-Editor - Poppy Green, poppy@charltongrant.co.uk Project Manager - Amanda King, amanda@charltongrant.co.uk

Creative Director Digimax

Sophie Kwiatkowski Accountant PFM Dental Accountancy

Stephen Green CRadP MSRP MIPEM

Radiation Protection Adviser, Medical Physics Expert and Radioactive Waste Adviser Stephen Green and Associates

All material is copyrighted both written and illustrated. Reproduction in part or whole is strictly forbidden without the written permission of the publisher. All images and information is collated from extensive research and along with advertisements is published in good faith. Although the author and publisher have made every effort to ensure that the information in this publication was correct at press time, the author and publisher do not assume and hereby disclaim any liability to any party for any loss, damage, or disruption caused by errors or omissions, whether such errors or omissions result from negligence, accident, or any other cause.

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Shaz Memon

Cover Shot

Courtesy of Shutterstock

Modern Dentist Magazine

Contents

Elevating your platform: Megan Fairhall

Be cyber aware

BSDHT: Helen Minnery

News

Interviews

The British Society of Dental Hygiene and Therapy: Helen Minnery Modern Dentist spoke to Helen Minnery, the President of the British Society of Dental Hygiene and Therapy (BSDHT), about the challenges currently facing the profession and how the BSDHT is driving changes in order to raise the profile of both dental hygienist and dental therapists.

Elevating your platform: Megan Fairhall

Building your online presence has become an important part of marketing your business to new and existing patients. Megan Fairhall, Founder of #LIVETOSMILE, discusses how social media has elevated her position as a dental hygienist and dental therapist as well as introduced her to opportunities outside of the dental practice.

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Editorial Board

Unique opportunity to see Kois lecture in UK

“Make good choices today so you don’t have regrets tomorrow.”

Chris McConnell, British Academy of Cosmetic Dentistry (BACD)

Edmund Proffitt, British Dental Industry Association (BDIA)

Hand-held dental x-ray units

Quick overview of incorporation

The digital revolution has changed the way dentistry is delivered exponentially

21 21

Are you ready for the GDC’s Enhanced CPD?

29 31

23 23

Instantaneity

Helen Weston, Tempdent Recruitment and Training Duncan Blades, BladesCreative

How to kick-start the social media strategy of your dental practice Nathalie Smets, Ancar

The benefits of cloud accounting

Moving forward with digital dentistry

Managing multiple practices

Daniel Varney, BLM Law

Protecting your practice

Kirsty Wainwright-Noble, Towergate Insurance Brokers

Valuation or viability assessment?

Mike Hughes, Dental Practice Consultancy Service

Features

Heidi Marshall, Dodd & Co

Dr Richard Brown, Parrys Lane Dental Practice and Bupa Dental Care

Sophie Kwiatkowski, PFM Dental Accountancy

Shaz Memon, Digimax Dental

Dentists with a limited company now pay more tax Darren Scott-Guinness, Dental & Medical Financial Services

Stephen Green CRadP MSRP MIPEM MBIR, Stephen Green and Associates

A new way of thinking

Richard Howarth, Smile Style Dental Care Centre, tells Modern Dentist why he decided to become a part of the Tesla Destination Charging Network.

PRODUCT REVIEWS

Issue 4 | ISSN 2515-6128

21 Are you ready

for the GDC’s Enhanced CPD?

The benefits of cloud accounting

10 Minutes with... Lisa Bainham, ADAM

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FREE at

www.moderndentist.co.uk

39 41

Changing the face of dental recruitment

Modern Dentist spoke to Chris Bradbury, Principle Consultant at Dental Seekers, to explain more about their hybrid recruitment solution and how they are changing the face of dental recruitment for the better by saving their clients’ money and offering a more transparent service to candidates and clients alike.

Implementing new products into practice

S4S Dental Laboratory provides specialist dental products and treatments that are effective in relieving snoring, sleep apnoea and bruxism among other problems facing patients. Dr Deb Ray, Bridge Dental, comments on his experience of using S4S’s services.

Dental Finance

Keeping up with your CPD

Simon Perrin, introduces V12 Finance and how their services can help dental practices not just use finance as a method of payment. All dental professionals are required to take part in continual professional development (CPD) in order to maintain their registration and meet the current GDC standards. Elizabeth HughesDocherty, Chapeltown Dental Care, outlines the service she uses when providing CPD to her team.

A helping hand

Chloe Quinlivan, answers some quickfire questions about what to consider when beingself-employed and how essectialy it is to have a specialist dental accountant

The benefits of bioactive materials

Never stop learning

Moving into the 21st century

Choosing the right dental chair for your practice

Bioactivity in restorative dentistry is a major development, where bioactive materials imitate nature. Lucy Gabbitas, outlines the benefits for you, your patients and practice.

Supported By

Louise Hunter, Hunter and Associates, explains her reasons for investing in Tipton Training’s courses and what else, apart from new skills, these courses have offered her and her practice The Dental Group highlight how important it is to keep the pace with evolving technology. As well as a rise in appointments, the practice’s productivity has improved and it is all thanks to the introduction of a new phone system.

Dr Harvey Grahame, Smilepod Ltd, discusses what features you need to consider when investing in a dental chair for your practice.

Case Studies

56 57 57

Case Study - Practice Plan Direct Case Study - schülke UK Case Study - Johnson & Johnson

10 Minutes with...

Lisa Bainham

President of the Association of Dental Administrators and Managers (ADAM

Modern Dentist Magazine

NHSmail now available for dentistry

NHSmail is the national secure email and collaboration service for health and care. The service is available FREE for all NHS and private dentistry practices across England. Improve your practice’s cyber security and reduce your reliance on paper and fax processes by registering today.

“We welcome the rollout of NHSmail to dental practices. The service enables us to share information securely with other care providers; delivering beneﬁts for our patients and our practice.” Mark Woodger, Dental Surgeon, Birchwood Practice

More information

https://portal.nhs.net/Help/joiningnhsmail

NEWS

Be cyber aware Launched in 2016, The National Cyber Security Centre (NCSC) supports organisations within the UK against cyber-attacks and major incidents as well as helping to improve the security of the UK’s internet. Alison Whitney, NCSC, shares their steps for prevention against a cyber-attack within your dental practice In the last edition of Modern Dentist, the editor stated that technology and data “have the potential to boost the patient’s experience and the practice’s bottom line”. The ever-expanding world of digital technology is helping businesses grow and prosper, as well as making our lives more convenient. There are more devices connected to the internet than there are people in the world and as we continue to depend on technology and embrace new developments, we’re becoming more exposed to possible cyber threats. The National Cyber Security Centre was created as part of the UK Government’s National Cyber Security Strategy. We provide a single, central body for cyber security at a national level and we’re the UK’s technical authority on cyber. Our mission is to make the

UK the safest place to live and do business online. The NCSC manages national cyber security incidents, carries out real-time threat analysis and provides tailored sectoral advice. GCHQ is our parent body, meaning we can draw on its world-class skills and sensitive capabilities. For most organisations like dental practices, potential risks are often from high-volume, untargeted attacks, which can be bought and launched with little technical know-how from so-called ‘script kiddies’. More targeted and damaging attacks can be co-ordinated hacker groups, who can operate in a highly sophistiated manner. They use both ‘commodity attacks’ (malicious software that can be purchased), as well as creating or adapting attacks themselves. Return on investment is important to them, so large-scale attacks that cost little to launch are an attractive proposition. Typically, these might involve sending out phishing emails to implant a virus, allowing criminals to steal your data or passwords, or it may encrypt

your data, seeking a payment to unlock it - a ransomware attack. Dental practices hold sensitive data, including patient details. That’s why it’s vital you have preventative measures in place. The thought of cyber security can be unnerving, but by following our quick, easy and low-cost advice around protecting information and IT, you can protect yourself from the most common attacks. Our Small Business Guide (www.ncsc.gov. uk/smallbusiness) provides examples of best practice. While the steps can’t guarantee protection from all types of cyber attack, they can help significantly reduce the chances of your practice falling victim to cyber crime. Taking these steps should be as second nature as locking up your doors at the end of the day: Backing up data All businesses should take regular backups of their important data, making sure they’re

Modern Dentist Magazine

News For most organisations like dental practices, potential risks are often from high-volume, untargeted attacks, which can be bought and launched with little technical know-how recent and can be restored. If you have backups of data you can quickly recover, you can’t be blackmailed by ransomware attacks. Keeping smartphones (and tablets) safe If you lose your phone, or it’s stolen, you can limit the loss to just the cost of the hardware and not risk allowing access to all of your business and sensitive personal data too. Preventing malware damage Use antivirus software and keep your software updated, ideally turning on automatic updates. There’s a reason why companies offer updates to their software, and if it’s driven by a cyber security vulnerability you can be sure someone will aim to exploit that.

If you want to improve your cyber security further, then you can also seek certification under the Cyber Essentials scheme (www. cyberaware.gov.uk/cyberessentials), which has the benefit of demonstrating to your patients and any prospective patients that you take the protection of their data seriously. You will also find information on our website about the Cyber Security Information Sharing Platform (CiSP). CiSP is a joint industry and government initiative set up to exchange cyber threat information in real time, in a secure, confidential and dynamic environment. Membership ranges from charities, businesses and academia, to parts of the UK’s critical national infrastructure.

Avoid phishing attacks Don’t punish staff if they get caught out by a phishing email, it’s better to encourage people to report it so you can act upon it quickly.

Breaches cost time, money and reputation, and with GDPR in force, the Information Commissioner’s Office can impose a fine of 4% of a business’ annual turnover. Practitioners who own small businesses are all data controllers and are now more accountable for the data they hold.

Using passwords to protect your data We’ve all got more passwords than we can reasonably remember, consider using a password manager or provide secure storage so you can write passwords down and store them securely.

With a little time and effort, you can go a very long way to reducing your cyber risks, but if you do suffer a cyber breach then Action Fraud should be your first port of call. If you’re suffering a live cyber-attack, call their 24/7 reporting number on 0300 123 2040.

Dental practices hold sensitive data, including patient details. That’s why it’s vital you have preventative measures in place

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The NCSC is now well into its second year and we will continue to strive with our mission to make the UK the safest place for everyone to live and do business online. By doing your bit, you can help us achieve this. For more information about the NCSC and the work we do, visit: www.ncsc.gov.uk

Alison Whitney

is the Director of Engagement at the National Cyber Security Centre.

Alison Whitney Alison became Director of Engagement at the National Cyber Security Centre towards the end of 2017, having been the Deputy Director for Digital Government since the NCSC’s formation in October 2016 and performed several roles in cyber security since 2004.

Safety Guidance & Advice

Stephen Green & Associates Radiation Protection Advisers 01362 822066 info@stephengreenandassociates.co.uk

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Contact a member of our team today to arrange a visit

Interview

The British Society of Dental Hygiene and Therapy Modern Dentist spoke to Helen Minnery, the President of the British Society of Dental Hygiene and Therapy (BSDHT), about the challenges currently facing the profession and how the BSDHT is driving change in order to raise the profile of both dental hygienists and therapists.

Broadly, how have the profiles and the roles of hygienists and therapists in the dental profession changed since the BSDHT was set up in 1949?

The role of dental hygienists and dental therapists has changed vastly in the past 69 years since the BSDHT was formed. Although it was known then as the British Dental Hygienist Association (BDHA), the changes include being able to work on the premises without the need of a dentist being present, being able to give local infiltrations and ID Blocks, then the removal of needing a dentist on the premises to provide local anesthetic or anything within our scope of practice, being able to take impressions, provide temporary fillings and recement crowns. One of the most significant changes was in 2013 when the need to see a dentist first and work under a prescription of a dentist was removed. This enabled patientsâ&#x20AC;&#x2122; greater access to care through the dental

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care professional of their choice. Also for therapists being able to work in a general dental practice as traditionally they were only able to work in hospital or community settings.

Q A

What would you identify as the biggest challenges and opportunities currently present to dental hygienists and therapists in the UK?

Some of the biggest challenges for the profession is the integration of skill mix, particularly within the NHS contracts. Allowing dental hygienists and dental therapists to work to their full scope of practice. With more focus on prevention, dental hygienists and dental therapists are leaders within this field. Direct access can also be a challenge, particularly as we still require a prescription for local anesthetic and fluoride varnish, therefore it has its

limitations. Although these could also be seen as opportunities as well. A lack of nursing support for dental hygienists and dental therapists is also a challenge. Having to undertake their role but also the role of the nurse and sometimes within very short appointment times.

What are the business benefits for practices that effectively work with hygienists and/or therapists, and what are the key factors in building a strong and stable collaboration?

The business benefits of utilising full skill mix particularly with dental hygienists and dental therapist are: â&#x20AC;˘ Increased appointment availability, especially for the dentist; allowing them to undertake the more complex treatment plans. â&#x20AC;˘ Increased income.

Interview

What barriers can exist in successful collaboration between hygienists/ therapists and practices, and how is the BSDHT approaching these?

One of the biggest barriers for a successful collaboration is the lack of understanding of the scope of practice of dental hygienists and dental therapists. With this lack of understanding, some dental therapists struggle to find positions using their full scope of practice and therefore de-skill in some areas. Also for those who work with dental hygienists or dental therapists, but do not have

One of the biggest barriers for a successful collaboration is the lack of understanding of the scope of practice of dental hygienists and dental therapists

understanding each other’s scope of practice from day one.

How might regulation need to adapt to enable further development of the profile of hygienists and therapists in the UK profession?

Changes in the NHS contracts are needed to ensure greater use of full skill mix. Patients being able to access care at any point e.g. direct access, therefore dental hygienists and dental therapists are able to open a course of treatment. Also a change in prescribing, allowing dental hygienists and dental therapists being able to provide local anesthetic and Fluoride varnish without the need of prescription from the dentist.

How does the BSDHT work with other organisations and associations to promote the role of hygienists and therapists?

A • Increase in patient retention. • Improved oral and possible general health and therefore a more stable mouth when complex treatment plans are required. • An improvement in oral health can increase longevity of any restorative work undertaken and decrease the need for more in the future.

Key factors for building a strong and stable collaboration are: • Communication is key between clinicians, ensuring everyone is singing from the same hymn sheet, which instills confidence in the patient on skill mix and therefore adding value to the appointment. • Good and clear referral pathways. • Everyone understands and knows everyone’s scope of practice to ensure it is utilised to the full. This includes the patient.

an understanding of their scope of practice, can often lead to inappropriate referrals or not referring at all. BSDHT aims to try and educate all the team on each other’s roles and the integration of skill mix - how this can achieved and what are the benefits. Also encouraging greater integration at an undergraduate level between BDS and dental hygiene and dental therapy students. Therefore

BSDHT works with many associations to raise the profile of dental hygienists and dental therapists. At this moment in time the BSDHT are working on a joint project with the British Association of Dental Therapists (BADT). We are working jointly to apply for a change in legislation to the medicines act and apply for exemptions. This would allow dental hygienists and dental therapists to provide local anesthetic, fluoride varnish and some other prescription only medicines without the need of a prescription from the dentist.

The next change I hope will come towards the end of 2019 with a change to the medicines act, allowing dental hygienists and dental therapist to use local anesthetic and fluoride varnish without the need for a prescription from the dentist

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Modern Dentist Magazine

Interview

Q A

Can you outline the aims of the First Smiles campaign, and how can dental professionals get involved with this?

The role of the dental hygienist and dental therapist in increasing patient engagement can be achieved by empowering the patient into taking control of their own oral health and that this is achievable. This can be done through supporting the patient and encouraging better home care and regular visits. By attending regularly, patients can quite quickly build a rapport with their clinician. By building that rapport with patients it can increase the chances of the patient taking on board the oral health and general health messages that are given and therefore ensuring patient compliance.

First Smiles aims to: • Build essential relationships between nurseries, schools and their local dental practices. • Educate children and those who care for them about the fundamental aspects of good dental health. • Improve the oral hygiene habits of children across the UK. • Make children feel more comfortable about visiting a dental practice. • Integrate oral hygiene within health education in schools. • Tackle the worrying rise in tooth decay and extractions among children in the UK.

BSDHT members can get involved by following the link below. Please visit here for more information: www.bsdht.org.uk/firstsmiles What is the role of dental hygienists and therapists in increasing patients’ engagement with their oral health, and how can this engagement most effectively be achieved?

How has your outlook on the profession changed since becoming President of the BSDHT?

Since becoming President of BSDHT it has made me realise what amazing work many of our members do. Whether it’s voluntary/social responsibility both here in the UK and abroad. Our members are passionate about the oral health of the nation from the young to the old. Unfortunately it has also shown me another side, that some dental hygienists and dental therapists are disillusioned with the profession in general. This is a combination of the lack of utilisation of skill mix, poor working conditions and the lack of understanding of our roles, with one of the biggest issues being the lack of nursing support for the profession.

Helen Minnery Helen qualified from Liverpool University Dental Hospital in September 1992. For the past 25 years she has worked in Private, NHS mixed practices within the North West. Helen Currently works in South Liverpool for four days a week where she has been a member of the team for 22 years. The practice is a private general practice and a referral centre for Dental Implants, Endodontics, Restorative, Prosthetics and Periodontics. After twenty years out of Education, in January 2012 she embarked on a part time degree course at the University of Lancashire (U.C.L.A.N). December 2013 saw her graduate with a BSc (Hons) in Dental Studies. Helen is the current President of the British Society of Dental Hygiene and Therapy. Her involvement with the society has spanned fifteen years. She is passionate about the profession and the role we play in healthcare and feels the need for a more cohesive working environment among all team members and a better understanding of each other’s roles.

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How do you predict the hygienist/ therapist role will continue to evolve in the years to come, and how will the BSDHT support its members throughout any such change?

If I think of all the changes to my role in the past 25 years since I qualified, then I foresee and hope this will continue. With the continued raising of our professional profile and highlighting the benefits and impact we can have within the practice for both patients and the team, this would then enable us to use our full scope of practice and a greater utilisation of skill mix. BSDHT definitely supported me throughout all the changes to my scope of practice providing the training that was required. The next change I hope will come towards the end of 2019 with a change to the medicines act, allowing dental hygienists and dental therapist to use local anesthetic and fluoride varnish without the need for a prescription from the dentist. With that will come the need for training. What I need to highlight, and I sometimes find that some of the profession do not realise is that with every change and/or addition to the scope of practice or change to legislation, the BSDHT has been the driving force behind these changes.

The role of the dental hygienist and dental therapist in increasing patient engagement can be achieved by empowering the patient into taking control of their own oral health

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Interview

Elevating your platform Building your online presence has become an important part of marketing your business to new and existing patients. Megan Fairhall, Founder of #LIVETOSMILE, discusses how social media has elevated her position as a dental hygienist and dental therapist as well as introduced her to opportunities outside of the dental practice.

Q A

What would you currently identify as some of the biggest challenges facing dental hygienists and therapists?

Like all industries there are always going to be challenges but it is important that we work together as a profession to help ensure positive changes, for ourselves as dental professionals, and our patients.

I feel very fortunate to work in some very prestigious practices where dental hygienists and dental therapists (DH&DT’s) are really valued, with great nursing support, forward thinking practice managers and positive ongoing working relationships with referring dentists. I am aware that this isn’t always the case for

other DH&DT’s and they may find they are not utilising their full skill set, and therefore left feeling frustrated. This is something I have experienced in the past and it’s important as DH&DT’s that we help create change within the industry to ensure a happy working environment for ourselves and future DH&DT’s.

One of the main challenges DH&DT’s are currently facing is due to the restrictions on prescribing rights as this can cause challenges throughout the working day. Take the case of local anesthetics and ensuring valid prescriptions from dentists are in place, which if not can delay treatments. Hopefully in the near future, with the ongoing work from our societies

Social media was transforming other industries but yet dentistry was slower to adapt. Simultaneously, social media was creating a cultural change in consumer behaviors, in one market sector in particular; the millennials

(BSDHT and BADT), this will soon change as they are working very hard to broaden the list of prescription-only medicines DH&DT’s can administer to patients.

Q A

What business benefits can a hygienist and/or therapist bring to a dental practice?

The dental hygienists (DH) in particular can be the back bone of a practice, with ongoing hygiene treatments bringing in a consistent steady private revenue. So dentists, ensure your DH has a happy working environment to keep that energy flowing.

In addition, ensuring the DH&DT reaches their full potential is important for both the DH&DT, the practice and the patients. Team work and a multi-disciplinary approach to treatments is essential. When referring, dentists should utilise their DH&DT’s full skill set, this results in a happier DH&DT and in turn the dentist’s time is available for more advanced and potentially more lucrative dental treatments - everyone ones a winner!

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Modern Dentist Magazine

Interview

Building an online presence for yourself and your practice is essential in today’s digitally dominated world

Q A

How would you suggest that dental hygienists and therapists can increase their revenue?

One thing I’ve found as a DH&DT is that when you first qualify you instantly start on a good income, however, there is no ladder to climb. I started marketing my treatments, in particular whitening treatments, to both my existing patients and then reaching out to new patients by utilising social media. As the whitening treatments make the practice a higher hourly revenue than hygiene treatments, this results in additional financial benefits for myself and the practice.

Q A

I wanted to change that, so I developed my own brand. #LiveToSmile launched in 2015 as a dental lifestyle brand, focusing on the importance of living to smile. By creating a relatable online presence, I aim to educate and influence the millennials all through showing my personality, values and dental knowledge via social media, from this I started to build trust and breakdown barriers to dentistry.

How did you come up with the concept of #LiveToSmile?

I recognised that social media was transforming other industries but yet dentistry was slower to adapt. Simultaneously, social media was creating a cultural change in consumer behaviours, in one market sector in particular; the millennials.

landscape for the dental industry, but shockingly I soon found that the associations with dentists and hygienists were negative and focused around pain, high cost and inconvenience. Few associated their perfect smile with their local dentist or hygienist. Instead, quick fix toothpastes and gimmicky products promoted online by influencers or z-list celebrities, resonated highly.

Millennials are a generation who document their whole lives online. Consequently, the pressure of having the perfect smile has never been greater. On paper this creates an ideal business

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Q A

Philips launched a digital hub (philips.com/ shineon), featuring video testimonials, industry news, educational resources and a Shine On sweepstake with giveaways exclusively for DH&DT’s. They are invited to participate by sharing their own Shine On moments on social media, tagging their posts with #shineon and #philipssonicare. These posts will help populate the Shine On website.

As part of the #ShineOn campaign I am running whitening courses across the UK educating DH&DT’s on the theory and practical aspects of tooth whitening, including ZOOM in-surgery demonstrations. The courses have been such a success, so much so all courses for 2018 are now sold out, and I am excited that I will soon be launching dates and locations for 2019. For further info or to register your interest, email Megan at megan@livetosmile.co.uk.

How is the #Shineon campaign helping to inspire dental hygienists and therapists?

#ShineOn is a campaign launched by Philips to celebrate and empower DH&DT’s, giving them the recognition they deserve by providing a platform to lift each other up.

and on different days to other hygienists, so #ShineOn is in place to help DH&DT’s connect with other likeminded dental professionals.

It can often be quite a lonely profession, especially when working without a nurse

How can the dental profession use social media and online resources to improve their image and reputation?

Interview

With online communities being the place where everyone hangs out, it is therefore now the best way to reach your target audience, and so building an online presence for yourself and your practice is essential in today’s digitally dominated world.

Social media can help to breakdown the negative clichés often associated with the dental industry. Dental professionals can do this by showing an insight into who they are and in turn building trust, which is a huge factor when any member of the public is visiting the dentist.

Asking patients to posts reviews of positive experiences helps to build your online reputation and brand, gaining instant trust when new users land on your social media pages or website.

Over 70% of customers look at reviews before purchasing so it’s important you upload (with signed consent) proof of your work for people to see. It is a great way to demonstrate the total transformation of what it used to be, to what it has become, all thanks to you and your treatments. It confirms to customers that you can actually do the work they want and that you do it well. That then leaves no doubt in their purchasing decision.

Q A

One day I would love to see an increase in DH&DT’s scope of practice and post graduate training courses. As at present there is less room for expanding skills in the way dentists have the opportunity to do once they have qualified.

So much CPD training is now based online, which can be convenient when you lead a busy lifestyle, however, I do think it is important to still attend courses and network with other dental professionals and not completely succumb to the digital world. Team training is a must as well, keeping the whole practice motivated and inspired will help to create a happier work place.

Q A

My advice to give to a newly qualified dentist and/or DH&DT is that we are all highly trained professionals and experts in our fields, but we are also only human. Not every treatment will be successful and not every patient will like you. That first complaint, be it only a minor one, hits the deepest. Mistakes will be made, embrace those mistakes, reflect, there are lessons to be learnt and from there you will develop and grow into a better practitioner.

How do you think the role of the hygienist/therapist will develop in the future?

Dentistry is continually evolving and it is important as dental professionals that we embrace changes within the industry to ensure progression. The recent changes to CPD help to aid this, including personal development plans (PDPs). I think this is such a vital document for both professional and personal development. Without progression, we can become bored and stagnant, so growth is essential in all aspects of life. Embrace those PDP’s people!

One thing we are starting to see more of is DH&DT’s opening their own practices. This is a huge work load and commitment, so I really admire anyone who has taken this leap and this is something I would potentially look into in the future. However, I do feel that within dentistry it is thought that owning your own practice is the “ultimate goal”. I have since found huge opportunities outside of my practical work such as working with brands, dental research, product development and teaching. For this reason, more DH&DT’s seem to be working less surgery hours and opening new doors for themselves outside of the dental practice.

There are many different career paths out there for DH&DT’s and I can only encourage you to find your passion and follow that - find what really makes you #LiveToSmile.

How would you advise practices to best support young dentists, hygienists and therapists during their entry into the profession?

I feel very fortunate to work in practices that have helped me develop from the beginning of my career in dentistry. It is so important to feel supported and valued with in your practice. There can be a lot of negative pressures in dentistry. The practice owners and managers need to be working with young dentists and DH&DTs to create a positive working environment, which in turn will result in better treatments, an overall thriving practice and team and therefore, better patient experiences.

It’s much more effective to show a story through images than to just say it. By creating before, in progress and after pictures, you’ll show the story around your work. And everyone loves a good story with a happy ending!

How can the use of social media and brand awareness improve patient engagement and patient awareness? The use of social media is also a great way to educate people outside of your patient cohort at the dental practice and can help to spread a positive oral health message beyond your daily patient list. Social media is a huge platform and anyone can give out information be it true or false, so I feel it’s our place as dental professionals to be setting the records straight with correct dental advice and helping to empower the public’s dental health knowledge.

How does dental training need to adapt in order to fulfil the needs of the current modern workforce?

Megan Fairhall

is the Founder of #LIVETOSMILE and a Dental Hygienist and Dental Therapist at Harley Street Dental Clinic.

Within dentistry it is thought that owning your own practice is the “ultimate goal”. I have since found huge opportunities outside of my practical work such as working with brands, dental research, product development and teaching |17

Modern Dentist Magazine

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Editorial Board

Unique opportunity to see Kois lecture in UK Occlusion is one of the fundamental core principles in any aesthetic dental treatment plans. By understanding the role occlusion plays is important not only for the long-term success of restorative dentistry. One of the world’s pioneers in the awareness of occlusal function is Dr John Kois. He says, “Our knowledge about occlusion has been based on gnathologic principles. These concepts are the basis of a mechanical system with focus on posterior determinants and mutual protection. If it is that simple, why can’t we predict when or why occlusal pathology develops and why can’t we always create a therapeutic occlusion?” To help answer these questions he established a centre in 1995 to “enable motivated dentists to achieve extraordinary levels, expanding knowledge and application skills in restorative dentistry”. The Kois Centre has grown to become one of the world’s most prestigious institutions, dedicated to the continued education of dental practitioners. It is very infrequent that someone of Dr Kois’s calibre comes over from the US to lecture in the UK, however he is in London in November at the upcoming British Academy of Cosmetic Dentistry Annual Conference where he is key

note speaker. He has a passion for enlightening delegates on understanding occlusal dysfunction with a focus on demonstrating to GDP’s how to predict more successful restorative results and know when complex treatment is not necessary. “In all my lectures I demonstrate the concept of occlusion, based on available science, which will close the gap between ‘laboratory generated occlusion’ and ‘operatory required therapeutic occlusion’,” Dr Kois says. “If delegates take away one thing from my sessions, I hope that it is the importance of pathway versus guidance. Delegates never go

back to practice on Monday morning as the same dentist.” It is usually incredibly costly for UK dentists to travel to his Seattle Centre, so for him to be lecturing on our doorstep is a real treat for the whole of UK dentistry. With thanks to the BACD who have brought him over here, this is surely one lecture to put in your diary!

Chris McConnell

Communications Director British Academy of Cosmetic Dentistry (BACD)

15th Annual Conference 2018 8th -10th November 2018, Millennium Gloucester Hotel Kensington, London SW7 4LH

The Functional Smile: Start With Why...?

Featuring: Dr Joana Garcez, Dr Ulf Krueger-Janson, Dr Jameel Gardee and Dr Komal Suri

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Live Full Day Keynote Speaker Dr John Kois

“Make good choices today so you don’t have regrets tomorrow.” This popular saying rings true in many circumstances, including the purchase of dental equipment, consumables and services. All dental professionals are responsible for the quality of the treatment provided, and this, in turn, will depend on the quality of the products and services used. As you make treatment choices, you make product choices. The consequences of these treatment choices are down to you, as are the consequences of the products, materials and equipment you have chosen to use. Why not make life simpler and purchase from a reputable supplier that you can trust?

Remember, BDIA members are there to help and support you, so when you think supplier, think BDIA member.

Edmund Proffitt

Chief Executive British Dental Industry Association (BDIA) (*/** A full listing of BDIA members along with the Code of Practice and details of the BDIA Certificate: Introduction to Dentistry can be found at www.bdia.org.uk)

Over the last 95 years British Dental Industry Association (BDIA) members have been working closely with the dental profession to provide quality, innovative and dependable equipment and services, day in, day out. Every BDIA member has signed up to a comprehensive industry Code of Practice*, requiring, amongst other commitments, the supply of high quality products and services, supported by adequate stocks, spares, maintenance and technical information for the expected life of the product. This is supported by bespoke training** and members’ common vision to provide the profession with the best possible service. Choosing dental products and services should be based on accurate, fair and objective information. The BDIA Code is intended to foster through its members, an ethical, orderly, competent and reliable supply network embracing all sections of the industry for the common good. This is why the BDIA’s Code also covers guidelines on advertisements and promotions to healthcare professionals, as well as guidelines on members’ interactions with healthcare professionals.

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Modern Dentist Magazine

Editorial Board

Dentists with a limited company now pay more tax

Are you ready for the GDC’s Enhanced CPD? Enhanced CPD is the GDC’s new and improved CPD framework. The idea behind the new scheme is to embed CPD into our professional lives by planning, reflecting and actively using the knowledge to enhance patient care.

It seems like the tax break hits just keep coming. As of April of this year, a significant reduction has been made to a previous tax relief for owners or directors of limited companies that get paid via dividends. The tax-free dividend allowance has plummeted to just £2,000, a 60% drop from the £5,000 previously afforded. So now any dividends you receive over this threshold will be taxed at your marginal rate.

New dividend tax rates

How much extra tax will you be paying now the threshold has reduced? • Basic rate taxpayers earning £11,850 to £46,350 a year will pay a tax rate on dividends of 7.5%, resulting in an extra £225 payable in tax. • Higher rate taxpayers who earn between £46,350 and £150,000 will be taxed on dividends at a rate of 32.5%, which means you’ll pay an additional £975. • Additional rate taxpayers, or those earning more than £150,000, will be subject to a 38.1% tax rate and will hand over a further £1,143 to HMRC.

What you need to do

To update your tax code, you will need to complete a self-assessment tax return if your dividends are over £10,000. If your dividends are between £2,000 and £10,000, you can also complete a self-assessment tax return but you could also apply to HMRC for a code alteration.

Tax planning is now essential

As a director or owner of a limited company, there are a whole host of tax implications to consider - income tax, national insurance contributions, corporation tax, and dividend tax. If you own your own limited company, you may still choose as before to take only a small salary and make up the difference with dividends. However, now there is even more to think about with the newly reduced dividends relief so careful tax planning becomes vital to maximise your overall take home across income and investments.

Darren Scott-Guinness

Independent Financial Adviser Dental & Medical Financial Services This article does not constitute advice. Professional advice should be taken prior to acting on any part of it.

How is this achieved? The GDC are asking Dental Care Professionals (DCPs) to produce a personal development plan (PDP), which should include your personal learning needs and goals. These goals can come from many different influences, for example, a dental nurse may have recently begun to work on reception as part of their duties and on reflection may need to enhance their complaints handling. The GDC’s vision is to tailor an individual’s development and make it a personal learner guided experience. The PDP should in essence provide Dental Care Professionals with the intrinsic motivation to complete their CPD cycles, rather than simply going through the motions. Once your PDP has been completed, and personal learning and development needs identified, the planning comes into play. Where to access CPD CPD can benefit not only the individual but the practice. Practice based CPD can be an excellent way of bonding the team through a shared experience, particularly for core activities like CPR. Alternatively, some people prefer learning on their own to support their own personal learning needs. Interactive online CPD learning or journals and articles are a great option for this. However, a word of warning, the GDC have strict guidelines on what constitutes as verifiable CPD and whether it is fit for purpose. The GDC state that verifiable CPD must include: • Concise aims and objectives • Anticipated learning outcomes • Quality controls • Opportunities for participant reflection It is always advisable to seek CPD from accredited education providers. We offer a wide range of CPD, whether you require an individual programme or a practice based CPD programme tailored to your demographic and speciality. Or, alternatively want to use Online CPD to manage your PDP in your own time! Finally, reflection is critical. This allows DCPs to reflect on the learning, put it into clinical practice and evaluate whether there has been a positive impact on patient care and experience. The idea behind this is for the learner to continually assess any learning gaps and developmental needs and actively participate in a cycle of continuous learning.

Helen Weston Head of Teaching Tempdent Recruitment and Training For more info on Tempdent’s CPD offering contact Daniel Redland, daniel.redland@tempdent.co.uk 0208 371 7229 www.tempdent.co.uk

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Modern Dentist Magazine

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Contact us For advice or for further information on all of the services we can provide to you please visit our healthcare page at www.blmlaw.com. E: amanda.watson@blmlaw.com T: 0161 819 3218

Editorial Board

Instantaneity

How can digital tools be utilised to improve patient knowledge and awareness of their oral health? The one thing that all digital tools have in common is the ability to provide instant answers, or at least instant information from which informed decisions and diagnoses can be made. This is especially useful when your patient is still sitting in the dental chair. You have the opportunity to explain the problem to the patient, show them the evidence, discuss the solution and gain their acceptance on the course of treatment available. A patient’s main concern when visiting a dentist is whether or not they will be given a clear bill of health or need some type of treatment. Patients are becoming ever more knowledgeable and interested in the treatment options available to them and appreciate the time taken by their dentist to explain the different possibilities and their implications. Catching caries in the earliest stages is obviously beneficial to the preservation

of tooth tissue. However, with periodontal disease gaining recognition as a major factor not only in oral health, but also general health, early detection of its symptoms is becoming equally important. Periodontal disease affects nearly half of the adult population in the UK. However, periodontitis is both preventable and treatable. Helping patients to see the problems and to understand how they can influence disease development in the future is key to improving the success of treatment and long term oral health. The use of highly developed technology such as Soprocare can assist in diagnosis and education of patients. Soprocare is an intra oral camera that uses light frequency to aid diagnosis of dental caries and tissue inflammation. High resolution images can be shown to patients on the computer screen and then saved as part of the patient’s clinical notes.

The Soprocare Intraoral Camera has two modes, Perio and Cario. The PERIO mode highlights new dental plaque, newly mineralised dental plaque, old dental plaque, stains, soft tissue inflammation and gingival recession. The CARIO mode highlights early occlusal caries, enamo-dentinal caries, seepage of old restorative material and secondary caries. By having access to the latest digital technology, dental clinicians can not only provide the highest quality clinical care but are also able to explain their findings to patients immediately, gaining understanding, treatment acceptance and confidence in their care provision.

Duncan Blades

Director, BladesCreative

How to kick-start the social media strategy of your dental practice You are probably well aware of the craze that is social media. You probably even have a personal profile on some of the most popular sites like Facebook, Twitter, or Instagram. But, are you using these free sites to get new patients for your dental practice or to attract traffic to your website? 32 million people in the UK use Facebook and most of them spend 30 minutes per day on the site, which means that half of your patients are on this platform alone for a good portion of the day. One way to help increase traffic to your website is to create a blog on your page. In fact, websites with a blog have over 434% more indexed pages than those that don’t. Using social media for your dental practice is just another way to put yourself on the map. It gives you a chance to tell people what you do and to engage with your (potential) patients.

Some useful tips to get started

Don’t just post adverts. This is the biggest turn off for social media users. Your posts should be engaging, inventive and/or funny, and contain pictures and videos. Not inspired? Google and find hundreds of great ideas online. You can alert your current patients to your new social media account and as they start to “like”/“share” your content, their friends will see it, increasing your reach even further. Creating a contest

where, for example, your patients can guess the amount of jelly beans in a jar at your reception desk and post their answer online to win a prize is a good start to get more likes. Think of it as the patient referral process on steroids! Ideally, post as often as possible - five times a week is a good average to create followers. Always respond when someone asks a question on your social media platform - engaging in conversation with patients is a priority for your account to work. One of the biggest and least known reasons for using social media for your dental practice is to boost your website’s visibility. If you put a link to your website on your posts, Google will pick up on this and normally moves your website up the rankings. It’s no longer a question of if you should be using social media platforms, but how you are to engage with current and referred patients online.

Nathalie Smets Marketing, Ancar

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Modern Dentist Magazine

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Editorial Board

The benefits of cloud accounting Moving forward with digital dentistry Heidi Marshall Partner Dodd & Co

How is technology influencing the back-office, non-clinical aspects of dental practices? Dodd & Co have spent a lot of time over the last few years training our clients to use cloud accounting packages. Cloud accounting is software that you access via the internet, meaning you can use it anywhere. There are a number of benefits of cloud accounting: • Packages range from only £9 per month and the monthly subscription fee also allows you to benefit from software support and automatic updates, which can be costly with desktop accounting packages. • Cloud accounting software is deemed easy to use so you will be able to use the system quickly and efficiently in no time. If you can shop online you can use cloud accounting! • Automatic bank feeds saves data inputting due to a read only copy of transactions being brought from your bank account, which reduces time, duplicates and incorrect entries. • Practices that have previously used a desktop accounting package have made some incredible time savings. • The reporting functionality can reduce the need for excessive spreadsheets. • You can process your payroll within cloud accounting therefore saving time by not running two systems. • It can help accountants provide on-going business advice and tax planning due to the data being available in real time, not months after year end. • Regular management information will help you with raising finance, renewing a mortgage or selling your business. • Real time information can enable accountants to prepare accounts shortly after your year end (if you keep the data up to date!). I’m always asked if it will save you money on your accountancy fee and usually the answer, I’m afraid, is probably not. It’s good to note however that when making tax digital comes in (this is where businesses will need to submit their accounts data to HMRC quarterly), having good quality financial records will mean that you can do the quarterly submissions yourself rather than having to pay your accountant four times as much! Unlike many accountancy firms we are not tied to one particular package and our specialist CATs (cloud accounting team) will spend time getting to know your practice and your reporting requirements before recommending the best solution for you.

Dr Richard Brown

Parrys Lane Dental Practice and Bupa Dental Care, Nuvola Speaker for Nuvola courses With the increasing move towards digital tools in dental practices, it is important to keep up to date with the advances in technology. Personally, I find three pieces of digital equipment have absolutely revolutionised my patient education and increased my acceptance of treatment plans. 1. Digital camera – I use my camera daily for photographic records. I use a digital SLR with a ring flash – it is my most useful piece of clinical equipment (ok, maybe just behind the hand pieces). Showing soft tissue lesions, stained or failing restorations and examples of what the alternatives are, showing examples of my own work in similar cases, are really powerful communication tools for today’s dentist. 2. Digital radiography – Nothing makes your argument for why that filling or root canal is needed stronger than a crisp black and white image, the full size of your computer monitor. With instant developing the savings in chair time really add up. By changing contrast or inverting the image, patients can be educated as to what their problems are and the potential difficulties in solving it, for example, proximity to a nerve. 3. CEREC (other chairside scanners are available!) – For ten years I have been placing indirect restorations in a single visit using chairside scanning techniques. The latest development of real colour images and no need for reflective sprays make CADCAM dentistry a joy. I am also confident that the contact point improvements and the overall fit of these restorations is superior to my non digital options. With some of the major orthodontic suppliers now allowing us to ‘’straighten’’ the patient’s teeth before their eyes from a scan, it is easier than ever to show patient’s what is possible over twelve or eighteen months in the space of five minutes. Nuvola aligners from GEO provide beautiful 3D simulations of the journey and the end result, great for increasing uptake and a huge part of informed consent. It is important to ensure that we comply with the new GDPR requirements when sharing data with patients. Obviously, whilst in the surgery the discussions are part of the normal consultation and I try to maximise the time spent discussing the images face to face. Digital dentistry protects us by improving our records and promotes our work to patients, helping us to carry out more of the dentistry we enjoy.

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Modern Dentist Magazine

Editorial Board

Hand-held dental x-ray units So you want/need new x-ray equipment – how about a hand-held dental unit? Actually why not, as this may well be a good alternative to consider for your circumstances (you have a number of rooms in which you want to take x-rays and one or two of these units would be cheaper than kitting out all of them with their own wall mounted unit, or you carry out domiciliary imaging, as just a couple of examples).

unit as possible in a safe position in the room), so they cannot be safe surely? Well yes they can and reading the 2016 Guidance on the Safe Use of Hand-Held Dental X-ray Equipment (PHE-CRCE-023) will help you in making an informed choice. It may surprise you that tests carried out on hand-held units has shown that with the use of good equipment and good training, doses to operators can be kept to levels comparable to those from the use of wall mounted units.

But you may encounter some staff resistance - after all as the operator it is essential to hold the unit and it is therefore not possible to leave the room (or get as far away from the

And if you are an employer, please remember there is a duty under Section 6 of the Health and Safety at Work Act (HSAWA 1974) for you to be sure that an article is safe for use

However, buyer beware! There are particularly cheap examples of this type of equipment that can be found online. The testing of one example, which can still be purchased from overseas sources, indicated that doses to the hands of the operator were so high that deterministic effects (e.g. skin burns) could become likely. Not surprisingly there is an MHRA warning out on this unit.

and also a requirement for you to provide adequate information (to employees) to be able to use it safely. My advice? Simply to get as much information as you can to help make the decision as to whether using one of these units in your practice is a suitable option. The PHE document, as well as helping with exploring the benefits and drawbacks, will also be a valuable reference tool for any necessary inhouse training. And do make use of your RPA - remember the IRR17 requires that (along with the inspection of plans) they must be consulted on the bringing into service of any new or modified equipment.

Stephen Green

CRadP MSRP MIPEM MBIR Radiation Protection Adviser Medical Physics Expert and Radioactive Waste Adviser, Stephen Green and Associates

Quick overview of incorporation A question that is frequently asked by associate dentists is ‘should I become a limited company?’ Every dentist has a different set of circumstances, which will determine the level of tax savings that could potentially be made from incorporating, and so there isn’t a clear-cut answer. However, the article below will aim to highlight the key considerations when looking at changing your business structure. Limited company tax • You will pay corporation tax on your profits at 19%. • You are allowed a tax-free dividend of £2,000 for 2018/19. • Any tax on dividends over £2,000 up to the basic rate band will be payable at 7.5%. • If you wish to pay yourself a salary in the limited company, you will need a payroll scheme setting up. • You can avoid National Insurance if your remuneration is correctly structured. • You have more flexibility over your personal income levels. Key considerations • The NHS Pension Scheme does not allow dental associates who trade through a limited company to make contributions. This could be a significant factor as employer contributions are currently 14.3% of your net pensionable pay. • Limited companies can be structured so that they utilise a spouse’s allowances in addition to your own. By adding your partner as

a Shareholder, you may be able to make use of their personal allowance and their tax-free dividend amount. • If you require most of your monthly earnings to live-off, then limited companies become increasingly less beneficial. The greatest tax savings can be obtained by leaving the money in the company, as opposed to paying personal tax by drawing it out as dividends. Common pitfalls made • As an associate trading through a limited company, the most important thing to remember is that your contract is transferred into the company name. It is fine to move the payments into a company bank account, but the top line of your associate schedule each month must say ABC LTD as opposed to Dr ABC. If the payslips are still showing your personal name, you will need to be taxed as a sole trader until they are changed over. • You will definitely pay less tax – this isn’t always the case so seek specialist advice on your situation so that you can structure your business as tax efficiently as possible.

Sophie Kwiatkowski

Accountant PFM Dental Accountancy

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Modern Dentist Magazine

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Editorial Board

The digital revolution has changed the way dentistry is delivered exponentially Clinical innovations have raised the bar for the profession, making diagnosis, treatment planning and patient education exciting, easier and more predictable. But how many practice owners have enlisted the power of digital dentistry for the purposes of marketing and engagement in order to signpost potential patients to the wonderful things that happen inside their surgeries? Did you know that most patient journeys now begin online? Social media platforms, such as Twitter, Facebook and Instagram, along with an easy-to-navigate website, provide significant opportunities to promote the practice and engage effectively with patients (new and old) on all aspects of oral health and treatment options. The internet is a vast pool of information, good and bad, and nowhere is this more relevant than in the world of healthcare. By becoming a ‘safe place’ for patients to learn about the latest, evidence-based treatments, you build a brand that is trusted – and popular. Ensure activity is targeted, relevant and frequent in order to build up a following. Make sure posts are relatable and shareable. A post that is liked and then shared again can appear on a newsfeed of someone who has yet to hear of your dental practice. Drive patients to your website with links to great content – in your blogs, to the images of successful treatment results and to the great feedback in patient testimonials. Have a game plan, think about your patient demographic and tailor tweets and posts to this. Include rich content, such as videos, and think about what makes you click through to a website. Instagram has become a major stage to showcase dental treatment results and great ‘before and after’ images are hugely effective. Don’t forget to use the relevant hashtags to flag up your treatments and your location. With careful nurturing of your internet presence, your business will reap benefits. Seek an experienced and specialist team that understands both search engine optimisation (SEO) to help boost your practice website’s popularity with Google as well as the peculiarities of dental marketing. And, if you’ve neither the time nor inclination to handle your own social media activity, hand it over to someone who knows how to communicate with words concisely and effectively. Invest wisely as you would any product or service related to the building of your practice.

Shaz Memon

Creative Director Digimax Dental

Managing multiple practices Should practice acquisition be the goal of all practice owners, and how can a practice owner tell if expansion is right for them?

Daniel Varney

Partner BLM Law

So, you are considering expanding your practice? One of the options available is to acquire a second practice (or more). Is this right for you? Successfully managing multiple practices brings new challenges and requires different skills to operating a single site. Of course, multiple practices offer the opportunity for cost savings, synergies and creation of a ‘brand’, which can be easier to market, as well as the consequential opportunity to increase profits and, ultimately, goodwill and an exit value. When considering expansion, you must ask yourself a number of questions. Firstly, if you manage as well as ‘doing the day job’, will you be able to continue to do both roles within a larger practice? Inevitably you will have to delegate either or both of the management function or the surgery time. What do you prefer to do? Without delegating, you can easily become frustrated, micromanaging multiple sites and cutting into your family and personal time. You must also consider HR aspects. Maintaining a happy and cohesive workforce across multiple offices is not easy, and will require greater communication as well as operational HR services, including payroll, training and general compliance. Of course, there is also the need to manage multiple buildings, ensuring regulations are complied with modernisation can be carried out and associates, staff and patients are comfortable and happy. Operationally, there will be a need to integrate practice management software so patient data and financial and NHS contract contractual performance can be accurately tracked in one place, rather than through individual sites. However, if you are willing and motivated to take on this challenge, the benefits can be immense. But, once everything is organised and you have oversight over the enlarged practice, cost savings through buying power, increase in private patients who prefer a more ‘corporate’ offering and increased performance through integration and management enhancements can lead to significant revenue increase and practice value. Our experienced healthcare team advises both purchasers and sellers of dental practices, from sole practitioners to multipartner, multi-site practices. We also advise on NHS contracts, employee, associate, patient and supplier contracts, property matters, associated dispute resolution and private wealth and inheritance tax aspects, providing a full service to practice owners.

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Modern Dentist Magazine

SPECIALIST INSURANCE FOR THE MODERN DENTIST ONE PROVIDER COVERING ALL YOUR INSURANCE NEEDS Towergate specialise in insurance for the dental sector, having insured practices, individuals and laboratories for over 100 years. We understand that you have many needs when it comes to insurance and risk management, and we see it as our role to support you to minimise this risk and ensure you have a policy that meets your needs, should the worse happen. Talk to us about: Buildings, contents and liabilities cover for your practice Indemnity insurance for dentists and dental nurses (now a GDC requirement) Practice overheads insurance – against the cost of staff absence

Call: 0330 123 5149 Email: newmedical@towergate.co.uk Visit: www.towergateinsurance.co.uk Towergate Insurance Brokers is a trading name of Towergate Underwriting Group Limited. Registered in England No.4043759. Registered Address: Towergate House, Eclipse Park, Sittingbourne Road, Maidstone, Kent ME14 3EN. Authorised and regulated by the Financial Conduct Authority.

Editorial Board

Protecting your practice

What should practices consider when investing in dental practice insurance? We all know that renewing insurance isn’t exactly a job that you count down the days to. However, with the future sustainability of your dental business at stake, it is very important that you spend some time thinking about the different elements of insurance cover and how you can make sure you have the protection you need for your business, while still being mindful of keeping premiums down in today’s economic climate. What is required by law? You may not be aware that there are only two types of insurance that are required by law. One is motor insurance and the other is Employers’ Liability for businesses with any number of employees. Legally, you are required to have a minimum indemnity limit of £5m, but most insurance brokers will provide £10m as standard as this has a minimal impact on overall premium, if at all.

What do you mean by contractual obligations? Quite simply, these obligations are typically required by those who have a financial stake in your business, for example your landlord if you rent your premises. They would typically include in your tenancy contract any requirements they have in relation to insurance and what you are expected to evidence. It is therefore very important that you check this contract and discuss these requirements with your broker. As a dental practice, there may well be certain insurances that your local authority, CCG or the NHS require you to have to meet their contract criteria.

We also point out the importance of having regular insurance reviews One element of cover you should consider is business interruption, which gives financial support should your business face an issue that means it can’t carry out its usual activities. Your broker should be asking you about your annual income to ensure you have sufficient cover for your interruption exposure. This is often the main element of a dental business that is most likely to change from year-to-year as patient list sizes change. It is therefore very important that you review this with your broker on a regular basis, and certainly upon each renewal of your policy, to ensure you have the correct level of cover. Having regular reviews of your policies also means you can have open and honest conversations with your broker about the things you are insuring and those areas that you may not have cover for as part of your standard business insurance that could be business critical, such as cyber insurance. It is important you understand exactly what you are and are not covered for, so challenge your broker to spend time explaining this to you if you are unsure.

What else can you do to ensure you have the levels of cover you need? Your broker should always recommend that you review your buildings and contents valuations to ensure you have the correct cover in place regularly, at least every three years. Checking the rebuild cost of your property can make sure that you are not undervaluing, or overvaluing your premises, so your cover levels are more accurate. In addition, doing the same with contents will give you the peace of mind that if you were to suffer a total loss, you have been paying for the cover you actually need.

Budget challenges in the healthcare sector As a dental practice, it’s nothing new that budgets are being ever-challenged and often practices are looking at ways to reduce their financial outgoings. While there may well be an opportunity for you to reduce the amount you are spending on insurance, we recommend that you always do this with the support of a broker who has specialist knowledge of the medical sector, to ensure doing so doesn’t leave you exposed.

Kirsty Wainwright-Noble

Head of Sales and MarketingTowergate Insurance Brokers

With the future sustainability of your dental business at stake, it is very important that you spend some time thinking about the different elements of insurance cover and how you can make sure you have the protection you need for your business

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Modern Dentist Magazine

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Editorial Board

Valuation or viability assessment? In terms of buying a dental practice, the expression “buy in haste and repent at leisure” has perhaps never been more appropriate. If large corporate organisations are having to reconsider some of their previous acquisitions then you can be sure that some individual purchasers are questioning their acquisition. The head long rush to buy practices has led to a situation where people have ceased to question the viability of what they are buying and have come to assume that all practices will always be profitable. So rather than the price, perhaps the question should be “can this practice work for me”? In assessing this, the starting point is of course the existing structure. So an analysis of the financial information available is a key consideration, together with consideration of the structure of the patient base and of the appropriate contracts, i.e. NHS, capitation schemes, “maintenance” schemes, private fee per item etc., and also of increasing importance, the extent to which any income may be derived from the provision of specialist services particularly if these are outside the skill set of the purchasing dentist. If say a significant proportion of turnover is being generated from endodontics and you do not have the appropriate skills to follow through on this, then this turnover will either be lost to the business or profitability will be severely diminished if it becomes necessary to pay for a service to be delivered that is currently being provided by the practice owner. For many years banks have looked at the implication of interest rate hikes in terms of assessing practice viability when considering a lending proposition. To my mind the more immediate and pressing issues likely to affect the viability of dental practices is the “cost of delivery”. Associate costs are being driven by a shortage of supply and by an increasing level of concern over what might be termed “ethical delivery”, i.e. how much work can a dentist be expected to perform to a satisfactory standard? There are certainly tales of dentists delivering extremely high numbers of UDAs but the reality is that the previously generally accepted norm of around 7000 UDAs per full time dentist per year is perhaps dropping closer to 6500 UDAs, so if the practice runs on an associate delivering say 8000 UDAs at £8.00 per UDA giving an output cost of £64,000 and the reality becomes say an associate delivery 6800 UDAs at £12.00 per UDA with an output cost of £72,000, you are already looking at a considerable reduction in profit and therefore personal income. You still need to find a way to deliver the extra 1500 UDAs giving rise to a few significant questions such as:

•

Who is going to deliver them?

•

What will it cost? Perhaps another £18,000?

•

Will you need additional staff in order to support an additional dentist?

•

Do you have the necessary surgery space for that to be done?

The implications on profitability are potentially significant. So for those who have already acted, perhaps in haste, a process of repent is going to solve nothing but laying contingency plans, which might in the long term make for salvation and for those considering the purchase of a practice, an objective look at the contingencies and how they might be handled may be a wise use of time and resources. Life in business does not stand still and dental practices certainly don’t. There is a constant need to plan and review and in the isolated world of dentistry the services of a professional consultant with the appropriate tools to help may prove an extremely wise investment.

Mike Hughes

Principal Dental Practice Consultancy Service

The head long rush to buy practices has led to a situation where people have ceased to question the viability of what they are buying |33

Modern Dentist Magazine

Feature

A new way of thinking Until you drive an electric vehicle, it’s hard to imagine the impact on your life, but it really changes your thinking. Richard Howarth, Smile Style Dental Care Centre, tells Modern Dentist why he decided to become a part of the Tesla Destination Charging Network. There have been a few things in life that have been a game changer for me. As a dentist, the invention of 3D tooth and mouth scanners with CAD CAM means I can make and fit my clients’ crowns in minutes rather than days and mouth moulds are less important. My Tesla Model S is also one of these. Once you test drive the Model S, it gets under your skin and for a gadget nut, it ticks all the boxes. I feel especially safe with the traffic aware cruise control, auto steer and other driver assistance features. Its performance is staggering and what a looker! I’ve enjoyed driving large comfortable cars to help me transport my family and all their clobber around and in the past, this has

34|Modern Dentist Magazine

invariably been a diesel car. The tax benefits on the Model S made it very attractive and when you count the economy of it, it was very competitive. There is tonnes of space - even for the university run to collect my daughter. My children are very concerned about the environment and certainly were involved in the decision to get an EV.

Dentistry as a destination The key thing once you start to get into EVs is charging. There’s a lot of interest in the Supercharger network, which is a game changer when taking a break on a long distance journey, but Tesla have thought through the whole charging journey, which includes both home and destination chargers. Basically it means your car will be charging while you are doing something else – sleeping at home or an activity at your destination. Having visited a few Tesla destination chargers at restaurants and staying at the odd hotel,

it got me thinking about my dental practice. It’s a destination for those having a checkup or needing dental treatment and for EV’s to be truly seamless, charging should be found wherever you are visiting. Our business is orientated around health and wellness and we built the building to ensure it was kind to the environment with air pumps providing much of the heating and air conditioning. We also recycle as much waste as we can and so facilitating the use of EVs fits well with our practice ethos. Tesla are growing a varied network so we enquired wondering if we would fit the bill. Now we are a Tesla destination charging location with two chargers for our customers, one for Tesla owners and one for other EV users, which is great. As part of the network, we let clients use the charging points for free while they visit us. Thinking about charging at a variety of locations is a fantastic forethought by Tesla.

Feature

It is amazing to be part of this energy revolution and the fact that it is constantly evolving The energy revolution

It is amazing to be part of this energy revolution and the fact that it is constantly evolving. I know of no other car that as it is developed, you get free software upgrades. Probably one of the best notifications I get on my phone is “Tesla update available” or “Tesla update complete”. As with any new car, there have been some niggles, but Tesla Birmingham have been always there to help. It was a concern when I ordered the car that my nearest dealer was forty miles away but visits to my home, work and a loan car has meant I’ve never been short of a Tesla ride. Buying a Tesla is more than buying a car, it’s about ideas and new ways of thinking and doing things. I am proud to own a Tesla Model S as well as be part of the Tesla Destination Charging Network at my dental practice, Smile Style Dental Care Centre in Stafford.

Richard Howarth

is the Principle Dentist and Owner of Smile Style Dental Care Centre.

What’s the story behind Tesla?

Tesla has a big mission – ‘to accelerate the world’s transition to sustainable energy’. The company was founded in 2003 by a group of engineers who wanted to prove that people didn’t need to compromise to drive electric – that electric vehicles could be better, quicker and more fun to drive than internal combustion engine cars. Today, Tesla builds not only all-electric vehicles but scalable clean energy generation and storage products. Their first car, the Roadster was a two seater sports car, launched in 2008. From there, Tesla designed the world’s first ever premium all-electric saloon from the ground up, Model S. Combining 5* safety, performance and efficiency, Model S has the longest range of any electric vehicle as well as over-the-air software updates that make it better over time, and at the top of the range, Model S P100D is the world’s fastest accelerating production car. In 2015, Tesla expanded its product line with Model X, opening up electric motoring to SUV drivers. Although not yet available in the UK, Tesla also makes Model 3, a low-priced, high-volume electric vehicle. Also in the pipeline, Tesla has unveiled a truck, Tesla Semi, and a new version of Roadster. To create an entire sustainable energy ecosystem, Tesla also manufactures a set of energy solutions. Currently available in the UK is Powerwall, the residential battery and Powerpack, for commercial solutions, both enable homeowners, businesses and utilities to manage energy storage and consumption. The company also produce Solar Roof Tiles, which recently started being fitted to homes in the US. Tesla’s vehicles are produced at its factory in Fremont, California. Supporting Tesla’s automotive and energy products is Gigafactory 1 in Nevada, a facility designed to significantly reduce battery cell costs and, by 2018, produce more lithium-ion batteries annually than were produced worldwide in 2013.

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Modern Dentist Magazine

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PRODUCT

REVIEW

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DENTAL SEEKERS Modern Dentist spoke to Chris Bradbury, Principle Consultant at Dental Seekers, to explain more about their hybrid recruitment solution and how they are changing the face of dental recruitment for the better by saving their clients’ money and offering a more transparent service to candidates and clients alike.

S4S DENTAL LABORATORY provide specialist dental products and treatments that are effective in relieving symptoms of snoring and sleep apnoea, bruxism and teeth misalignment.

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V12 FINANCE - Simon Perrin, Business Development Lead, introduces V12 Finance and how their services can help dental practices not just use finance as a method of payment.

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ISOPHARM - All dental professionals are required to take part in continual professional development (CPD) in order to maintain their registration and meet the current GDC standards. Elizabeth HughesDocherty, Chapeltown Dental Care, outlines the service she uses when providing CPD to her team. venrper suscipit lobortis.

PRESTIGE DENTAL - Bioactivity in restorative dentistry is a major development, where bioactive materials imitate nature. Lucy Gabbitas, Prestige Dental Ltd, outlines the benefits for you, your patients and practice.

TIPTON TRAINING - In order to keep up with the pace of change, dentists need to be constantly learning and updating their skills. Louise Hunter, Louise Hunter and Associates, explains her reasons for investing in Tipton Training’s courses and what else, apart from new skills, these courses have offered her and her practice.

P53 YO TELECOM - The Dental Group highlight how important it is to keep the pace with evolving technology. As well as a rise in appointments, the practice’s productivity has improved and it is all thanks to the introduction of a new phone system.

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ANCAR - Dr Harvey Grahame, Smilepod Ltd, discusses what features you need to consider when investing in a dental chair for your practice.

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PFM DENTAL ACCOUNTANCY Chloe Quinlivan, New Lodge Dental Practice, answers some quick-fire questions about what to consider when being selfemployed and how essectialy it is to have a specialist dental accountant.

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Modern Dentist Magazine

Do you want to fix the cost of your recruitment?

Do you want full control of your recruitment process?

Do you want support from recruitment experts in your field?

Do you want a solution with no fees or commissions per head on placement?

Product Review

Changing the face of dental recruitment Chris Bradbury Modern Dentist spoke to Chris Bradbury, Principle Consultant at Dental Seekers, to explain more about their hybrid recruitment solution and how they are changing the face of dental recruitment for the better by saving their clients’ money and offering a more transparent service to candidates and clients alike.

So, Chris, no fees or commissions per head on placement dental recruitment sounds too good to be true, how do you work?

We take a full job description, and company profile, we then craft a vacancy advert that is buzzy, to the point and designed to generate curiosity from the candidates with the relevant skill set. We then market this advert to over 120 different industry and general job boards, together with social media and various industry trade journals for a fixed period. Response is then pre-sifted to ensure candidates fit the job profile and are then forwarded for interview. Clients then interview and recruit, with Dental Seekers charging a modest campaign charge, allowing our clients to completely budget the cost of their own recruitment, with no fees or commissions per head on placement

Surely if a traditional recruitment agency is more expensive, their candidates will be of a higher calibre?

Let’s break it down to help you understand the difference, or misconceptions:

One of the main points I hear is that recruitment agencies have a better candidate pool or reach, and they can automatically attract the better talent. This is not true. Traditional recruitment agencies will use the same avenues as Dental Seekers (job boards, social media, active searching and stored database) to attract and find suitable candidates. Therefore, we all share the same candidates, so why pay a tradition recruitment

Great vision for a practice is irrelevant without recruiting the best people possible

agency a huge fee for a candidate you can recruit from Dental Seekers, at a fraction of the cost. You can also recruit multiple candidates from Dental Seekers within a campaign, at no further cost, saving you money, but also with the peace of mind, and knowledge, your recruitment is being managed by professionals and industry experts who understand your business.

That certainly sounds like a positive option, what else would you say sets you apart from other recruiters out there in the Dental Industry?

Well as you can see by our name, we are Dental Seekers, this means we are a niche recruiter and solely specialise in dental recruitment. There are various agencies who recruit across multiple markets, i.e. dentistry, packers, labourers and drivers etc., but we have expert knowledge of the sector, which gives us credibility with the top talent, therefore providing our clients with the best possible candidates. We also attend exhibitions shows such as the Dentistry Show, which we were at earlier this year, because it gives us a whole market overview, the chance to meet existing and new clients and candidates, and keep up to date with the latest innovations in the dental market.

CHRIS BRADBURY

After a long successful career in recruitment, Chris realised the traditional recruitment model was both dated and expensive, so Dental Seekers was born, with the simple mission, to offer a transparent and cost effective recruitment solution. Chris has steered the business to continued growth and expansion, with his hands on approach to the day-to-day operations of the business. Chris is a passionate advocate of the dual role that a recruiter plays within a client’s business and the candidate’s career; providing them with expertise and council Chris’s quirky sense of humour, decades of experience and consistency ensure a smooth and successful recruitment process with a minimum of fuss.

So, for all of those practice owners and managers reading this article what would you suggest to them?

I would suggest that they start taking their recruitment seriously. We believe that great vision for a practice is irrelevant without recruiting the best people possible. Why do so many talented practice principles and owners settle for inferior staff? Your staff are the life blood of your practice, so get professional help to get the right people, because believe it or not will make your life easier, less stressful and be more cost effective in the long run. So, if you want the best candidates and are ready to take action, give Dental Seekers a call.

Chris Bradbury

Recruitment Consultant, Dental Seekers.

Dental Seekers 3rd Floor, 27 Waterloo Place, Royal Leamington Spa, Warwickshire, CV32 5LA Tel: 01926 830366 Email: info@dentalseekers.co.uk

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Modern Dentist Magazine

Bruxism affects over 80% of the UK population. For habitual bruxers, an occlusal splint may be the only treatment option. The Sleep Clench Inhibitor (SCi), developed by S4S, reduces clenching and is proven to reduce patient symptoms. Key features: • • • •

Proven clinical results Patient compliance Simple & fast chairside procedure - no delays or lab fees Small design for convenience and comfort

Find our more at s4sdental.com/sleep-clench-inhibitor/

M XIS ESS U R N B RE A AW WEEK h Oct t - 2818 d n 22 20

Parafunctional Control, Migraines, Chronic Pain & Restorative Protocol Presented by Dr Barry Oulton

The seminar content is suitable for any GDP in practice and covers problems including bruxism, headaches, migraines and worn dentitions. The seminar offers 6 hours of ECPD and covers: Parafunction and bruxism Occlusion - when it matters and when it doesn’t

Use code MD2018 to receive 20% off the early bird price!

Practical anatomy and physiology

Book now at s4sdental.com/ecpd

Pain management for migraine and headaches with SCi Now featuring live-fitting demo of the SCi

REMAINING 2018 DATES: 22nd October (London) 16th November (London)

Product Review

Implementing new products into practice S4S Dental Laboratory provide specialist dental products and treatments that are effective in relieving symptoms of snoring and sleep apnoea, bruxism and teeth misalignment.

Deb Ray qualified from St Bartholomews and the Royal London School of Medicine and Dentistry in2000. He provides a comprehensive service of restorative and preventative dentistry all with a relaxed and friendly manner. He has a special interest in endodontics having completed two years of postgraduate training and accepts referrals from a wide range of practices. Deb is also a fully accredited inman aligner provider and trained in the provision of facial aesthetic treatments. As well as completing several post-graduate qualifications, he has spent several years involved in the training of young graduate dentists. He has full membership of the Royal College of Surgeons, British Endodontic Society and British Dental Association.

Q A

Why did you choose S4S to provide this product?

I chose S4S as their laboratory has an excellent reputation for producing appliances for patients.

Q A

How has the product improved the quality of life for the patient?

Sleep Clench Inhibitors (SCiâ&#x20AC;&#x2122;s) have made a huge difference to my patients and we have received very good feedback. Many patients report a huge improvement in their quality of life, mainly due to better sleep and less muscular pain in the head and neck region.

Q A

What support do you receive pre/post sale from S4S?

The laboratory technicians are always available to speak to and discuss patientâ&#x20AC;&#x2122;s individual requirements.

Q A

How easy was it to order and implement the product into the practice?

S4S provides us with patient leaflets and posters for our waiting room to make patients aware of the appliance. The S4S website is also very useful for information videos for patients and dentists to refer to, especially helpful to explain the signs and symptoms of bruxism.

Q A

How has the product improved patient experience and efficiency within the practice? Patients have mentioned that they feel very happy that the benefits of the appliance have been thoroughly explained and illustrated so that they can make a well informed decision about their care.

Dr Deb Ray,

S4S Dental Laboratory An award-winning dental laboratory based in Sheffield, S4S pride themselves on producing high quality products whilst delivering first class customer service. Their key products are Smilelign clear aligners, the Sleep Clench Inhibitor for relieving symptoms of bruxism and the Sleepwell for snoring. They also have an ECPD-verifiable seminar programme, suitable for any GDP or dental practitioner looking to learn more about their specialist areas. For more information call us on 01142 500176 or visit us at s4sdental.com.

BDS(Lon), MJDF RCS(Eng), PGDip(Endo), PGCert(Med Ed), Bridge Dental.

Their laboratory has an excellent reputation for producing appliances for patients

S4S Dental & Smilelign UK 151 Rutland Road, Sheffield, S3 9PT Tel: 0114 250 0176 Web: www.s4sdental.com

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Modern Dentist Magazine

Say yes to point of sale finance and grow your business www.v12retailfinance.com

Say yes to point of sale finance and grow your business. www.v12retailfinance.com

Research shows that 28% of retail finance customers spent more than they would have done without a finance option and 52% wouldn’t have made their purchase without a finance option*.

Working in partnership

The ‘subscription economy’ is growing. We are getting more and more used to paying monthly for everything from gym memberships to mobile phones and online video streaming. This means that today’s consumers are comfortable budgeting and paying monthly for a range of products and services to make them more affordable. The rise of technology has also driven a “want it now” mind-set amongst many groups of consumers, who no longer want to wait to own the things they really want.

There are lots more great reasons to offer finance through V12:

Offering point of sale credit can really help you grow your business. Marketing the fact that you offer finance can help you attract new groups of customers who maybe wouldn’t have otherwise made a purchase as they don’t have a cash lump sum readily available for the treatment they would like.

Partner with V12 for your finance offering and our friendly team of experts will work with you to make sure you maximise the benefit to your business. We will show you how you can use finance to reach those new customers and sell more to your existing ones. We know that time is precious when you’re running a business, though, so we keep things simple and make sure our training and set up fits around you.

• • • • • • • •

Our application process works seamlessly in store, online and over the phone. We provide fast credit decisions, 24 hours a day. Our range of finance products is flexible, giving your customers different monthly payment options to suit their pocket. Our customer ID and verification process is secure, simple and paperless. Our finance calculator helps your customers to budget, in store and online. We’ll show you how to use our system and you’ll be supported throughout. We’ll be on hand to help with technical support, customer insight and marketing. Our V12 portal gives you real time access to a range of information so you can see how finance is working for your business. We are owned by a listed UK bank, funded by UK deposits, so we do not have to rely on other businesses for funds to support your credit sales.

Even when selling to the more traditional customer, having finance options at your disposal at the point of sale is a powerful tool for your salespeople. Using a finance calculator with your customers can help you increase their spend, making a more expensive treatment affordable by breaking the cost down into monthly payments.

Find out more It’s quick and easy to get set up with V12. Get in touch now to find out more and start enjoying the benefits!

* Based on V12 Retail Finance customer survey 2015

www.v12retailfinance.com 029 20 468 900

Product Review

Dental Finance Simon Perrin,

Business Development Lead, introduces V12 Finance and how their services can help dental practices not just use finance as a method of payment.

QWhat services does V12 Retail Finance offer? At V12 Retail Finance we provide cutting-edge retail finance technology that will allow our A dental partners to not just use finance as a method of payment but also increase average order values, increase sales frequency and give a choice of finance options to suit their patients’ needs. Our seamless system can integrate easily with theirs to ensure it can work on any device.

easy is it to implement your services into a dental practice? QHow It couldn’t be easier! Our team of integration specialists will help our partners every step of A the way with integrating the V12 Retail Finance

into your point of sale system. You will be assigned your own personal Account Manager who will train you to use the system and be on hand at all times if you have any questions. You won’t feel any inconvenience to your practice and using the V12 system will become second nature almost immediately. Dentists can be up and running within a few days of first contact.

can V12 Finance help to improve and enhance a dental practice? QHow Finance can still be a taboo subject but we at V12 Retail Finance understand that the A ‘subscription economy’ is growing and consumers are more used to paying for things on a monthly basis, and in some cases would rather budget

monthly than in one lump sum. We understand that finance also allows consumers to make a purchase they might not have made otherwise, and sometimes increase their overall spend because they can break the treatment down into affordable monthly payments.

Q Here at V12 Retail Finance we ensure that our systems can fully integrate with our partners A and provide the upmost security for our customer How is V12 Retail Finance utilising emerging technologies?

data Our application form has been designed to be truly Omni- Channel and to work perfectly across all mobile and tablet devices. We offer fast credit decisions, 24 hours a day and provide a one click ID verification and paperless eSignature for credit agreements

sets you apart from the rest of the industry? QWhat We understand the needs of our customers, and offer a streamlined on-boarding, integration A and training process that makes implementing V12

Retail Finance into your business incredibly easy. Our Account Managers are specialists in their fields and the sectors that they work in. We offer a joined up service with all departments within the business that ensures a seamless journey for your customers.

Simon Perrin

Business Development Lead, V12 Finance.

We provide cutting-edge retail finance technology that will allow our dental partners to not just use finance as a method of payment but also increase average order values, increase sales frequency and give a choice of finance options to suit their patients’ needs

V12

We create reliable retail finance technology that really works. The V12 platform is simple and adaptable, which means that it can be tailored to any business – whether that is a ‘plug and play’ facility for your store or website full bespoke. At V12 we really understand how point of sale credit can unlock your sales potential. Our cutting-edge technology-led approach helps retailers give customers the freedom to purchase how, when and where they want. We understand that every business is different, which is why we’re flexible. We work with nationals and independents on the high street and web to improve their customer journey and increase sales. We make the process as easy as possible, from our rapid systems integration to the customer application form. Don’t take our word for it, our retail partners will tell you what impact our intelligent technology combines with strong financial backing and sector expertise can have on sales.

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Product Review

Keeping up with your CPD All dental professionals are required to take part in continual professional development (CPD) in order to maintain their registration and meet the current GDC standards. Elizabeth Hughes-Docherty, Chapeltown Dental Care, outlines the service she uses when providing CPD to her team.

How has the introduction of the product not only facilitated the practice and dental professionals but also enhanced the patient experience?

It’s really made it a lot easier to find all the training we need! Isopharm ensure we are fully updated with legislation changes and provide an interesting way for us to fulfil our CPD requirements. As a result of this we feel confident to deliver an excellent level of care to our patients.

Q A

What features did you look for when choosing such a product?

Ease of use and all required subjects in the same place. Cost was also a big factor as we like to provide as much CPD as we can for our team; Isopharm is very good value for money.

Q A

How easy was it to implement the product into your practice?

It was very easy to streamline everyone together, we utilised Isopharm’s group sign up service, which made the process a lot easier. The team have found it easy to negotiate the site

and find the courses that they are looking for. Also, our team members can do their CPD where it suits them - either at work or at home.

Q A

How has it improved the way you and your team works?

We are all using the same product so we are adapting in the same way throughout the practice. The courses are easy to follow so taking that information and putting it into practice is straightforward.

Q A

How can you see the need for products like this evolving in the future?

This resource has greatly improved the way we work as we are all fully informed and up to date. It can be difficult for the whole team to take time out together and everyone works at different paces so this kind of facility is likely to be in high demand.

Dr Elizabeth Hughes-Docherty

Principal Dentist, Chapeltown Dental Care.

ISOPHARM Isopharm provide a professional, interesting and easy way of completing your learning requirements whatever role you play in the dental team. Our dental training is offered via our E-Learning platform, as we understand that you have busy professional lives. This means you can access CPD and learning when you have time. Isopharm comply with GDC Enhanced CPD stipulations, including reflective learning, linking all courses to relevant development outcomes and quality assurance on course content. Annual subscribers benefit from automated PDP functionality, enabling the achievement of compliance goals and enhancing a user’s current knowledge base. Isopharm utilise SWOT analysis to identify areas that may affect progress and allow successful planning throughout your CPD cycle. Subscribe and save, with instant access to all our online verifiable CPD courses for only £36 per annum. Alternatively pay as you go, buying the online verifiable CPD courses that you need, when you need them. Prices range from £1.49 to £5.99.

We are all using the same product so we are adapting in the same way throughout the practice. The courses are easy to follow so taking that information and putting it into practice is straightforward

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Our Service ✓ Competitive fixed fees ✓ Annual accounts and Tax Return ✓ Guidance on tax due and payment timescales ✓ Pro-active tax planning advice ✓ HMRC registration for new associates ✓ NHS Compass guidance ✓ HMRC investigation fee protection included

Dr Sophie Andrews “An excellent team of staff that have helped me with all my accountancy needs. The team are professional and efficient, providing me with honest and impartial advice. They explain things clearly and have gone out of their way to help me with challenging issues. Highly recommended.”

Dr Mark Lawrence “We have used several other specialist dental accountants in the past but none have been as pro-active as PFM Dental Accountancy. Their level of professionalism and approachability has been excellent and an added bonus is the “in-house” financial management we have enjoyed for many years with PFM Dental The addition of a legal team now can only add to a great team”.

Dr Hussein Hassanali “I have commissioned

PFM to take care of my accounts since I first became an associate several years ago. They have been professional, timely, accurate and knowledgeable throughout my dealings with them. Plus they are always available to offer advice with quick responses and precise information tailored to each individual situation. I would certainly not hesitate to recommend them to anyone that asks”.

Join our specialist dental accountancy service and receive a £250 Apple Voucher

£250

Product Review

A HELPING HAND

Chloe Quinlivan, New Lodge Dental Practice, answers some quick-fire questions about what to consider when being self-employed and how essential it is to have a specialist dental accountant. PFM Dental Accountancy is one of the largest dental accountants acting for hundreds of dentists, both practice owners and associates. Whatever career stage you may be at, you can expect a specialist service with competitive fees.

Q A

What considerations did you need to think about once you are classed as self-employed?

There are many things that you would need to consider when you are self-employed. Something that I feel undergraduates should be more educated on. Things I would find very important would be ensuring you put a % of your earning aside every month to cover your tax bill, making sure you have good indemnity, consider having income protection, making sure that you have very good record keeping and keeping a list of all your expenses.

Q A

How and when did you decide that you needed a specialist dental accountant?

From talking to colleagues I realised that it was essential to have a specialist dental accountant. There is enough stress in your working life as a dentist without having to take

on an accounting role as well. I am confident that everything is done correctly leaving me with peace of mind!

Q A

What levels of support do PFM offer?

Since I started using PFM Iâ&#x20AC;&#x2122;ve dealt with the same accountant throughout who is only an email away. She is always very efficient and communicates well.

Q A

How can they help you in the future as your career progresses?

I am unsure how they will help me as my future progressed but I hope they can enlighten me on that!

Chloe Quinlivan

From talking to colleagues I realised that it was essential to have a specialist dental accountant. There is enough stress in your working life as a dentist without having to take on an accounting role as well

New Lodge Dental Practice.

PFM Dental Accountancy

Fulford Lodge, 1 Heslington Lane, Fulford, York, YO10 4HW Tel: 01904 656083 - Fax: 01904 687510

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Modern Dentist Magazine

The ACTIVA BioACTIVE range is without exception the perfect amalgam substitute. With five years in the dental market it continues to deliver restorative success, high clinical ratings and better patient outcomes. With more and more dentists choosing ACTIVA for restorative treatments their feedback has been invaluable. We have learnt that the majority of clinicians reduce variables and ensure best outcome in two ways:

Curing lights and sensitivity 1 Set curing light to the 20-second low intensity setting to reduce heat and sensitivity 1 High intensity curing lights and rapid curing of composites generate considerable heat that can be irritating to the pulp

Bonding 1 Bonding agents reduce variable related to retention, sensitivity and wet vs. dry tooth surfaces

The interest in this product has been staggering but, aware that the amalgam ban for children and pregnant mums is now in place, we would like to offer you a unique opportunity to try this product first hand, strictly on a SALE OR RETURN basis. As sole UK suppliers, we are so confident in ACTIVA BioACTIVE that we will guarantee you can return it for a full refund if you are not 100% satisfied â&#x20AC;&#x201C; no questions asked. Simple. Just email your details to lucyg@prestige-dental.co.uk and we will get your selection to you by return.

Prestige Dental Ltd 7 Oxford Place, Bradford, West Yorkshire, BD3 0EF Tel: 01274 721567 www.prestige-dental.co.uk

Product Review

The benefits of bioactive materials Bioactivity in restorative dentistry is a major development, where bioactive materials imitate nature. Lucy Gabbitas, Prestige Dental Ltd, outlines the benefits for you, your patients and practice.

Lucy Gabbitas 1985-1988 - Trained as a Dental Nurse. 1988-1993 - Started at dental supplies company, promoted up to Customer Services Manager. 1993 to date Moved to Prestige Dental as Product Specialist and as the company expanded role/responsibilities changed, becoming a Company Director in 2004.

How does a product like ACTIVA facilitate the practice and dental professionals but also enhance the patient experience?

ACTIVA is a dynamic material that continually reacts to PH changes in the mouth and actively participates in the ionic exchange with saliva and tooth structure that is essential for maintaining healthy teeth. ACTIVA is moisture tolerant, which is especially helpful whilst treating kids whilst the bioactive properties of the products continue to work in patients mouths long after they leave the dental office. Practitioners can now use bioactive restorative materials that become part of the tooth and deliver the minerals teeth need to stay healthy. Let patients know you have incorporated these advances in dental materials into your practice. Explain to them the direct benefits bioactive materials provide for their teeth and oral health. Your concern for their health is paramount in their minds and strengthens the dentist-patient relationship.

Q A

What research should you do when choosing an Amalgam substitute?

Research the features and benefits of alternative products. ACTIVA is the first bioactive restorative with an ionic resin matrix, which is a shock absorbing resin component and bioactive fillers that mimic the physical and chemical properties of natural teeth. It delivers all the benefits of glass ionomers and has the aesthetics, strength and durability of composites.

Being a leader in bioactive materials is a practice builder and differentiates one practice from another.

Q A

How easy is it to implement this product into practice?

Extremely easy. Being a leader in bioactive materials is a practice builder and differentiates one practice from another. Patients want to know what is new and better in dentistry, and your practice will be recognised for patient education, advanced techniques and better patient care. Bioactive materials promote prevention and patient health as opposed to just maintenance. You can discuss the benefits of this proactive care with your patients, and they will talk about this with their families and friends.

Q A

How does it improve the way dental teams work?

ACTIVA delivers better patient outcomes in less time. ACTIVA is faster to place than traditional heavy body composites, integrates and chemically bonds to tooth structure, eliminates voids and sensitivity, and provides aesthetic, durable restorations with exceptional bioactive properties. Altogether a win win for practice and patient alike.

Q A

How can you see the need for products like this evolving in the future?

With public demand for healthy products significantly increasing, awareness of BPA-free products in particular is also becoming far more mainstream. ACTIVA BioACTIVE materials imitate nature, mimicking the physical and chemical properties of teeth and already contain no Bisphenol A, no Bis-GMA and no BPA derivatives. With patients starting to look for this type of product differentiation, together with longevity and value in their dentistry care, they will drive the future need. This serves as another way to build a practice and benefit patients.

PRESTIGE DENTAL

Prestige Dental is an established supplier of specialist dental products and supplies for all areas and applications in dentistry. Directors, Lucy Gabbitas and Paul Martin, are well known faces in the industry and pride themselves on delivering a product range that keeps customers at the forefront of dental technology. This combines cutting edge, new products with old favourites all of which are researched from the international marketplace and then rigorously investigated, before admission to the Prestige portfolio. Many remain exclusive to Prestige in the UK and all support the high standards that underpin the whole business. These standards are amplified through the small, friendly and knowledgeable sales team. Whether office based or face to face, we strive to provide customers with all the relevant, technical details to ensure the right product is supplied to match their exact requirements.

Lucy Gabbitas Prestige Dental Ltd

Director, Prestige Dental Ltd.

7 Oxford Place, Bradford, West Yorkshire BD3 0EF www.prestige-dental.co.uk

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Modern Dentist Magazine

EMPOWERING DENTISTS

PG CERTIFICATE IN DENTAL IMPLANTOLOGY

HANDS-ON AND LIVE PATIENT TREATMENTS “The course has given me the knowledge, skills and confidence to start discussing, placing and restoring implants. The lecturers and staff have been amazing and I can’t thank them enough! Recommend to anyone!!” ~ Claire Uttley

A Masters Level Qualification The Implant Course covers 4 modules over 15 days in the form of lectures, hands-on and live patient treatment. Implants are one of the fastest growing treatments in the U.K. Learn techniques that will give you an advantage in your implants career.

✔ Increase your Income ✔ Gain the skills to move into private work ✔ Learn the latest techniques and the tried and tested

✔ Gain Postgraduate qualifications at the same time

✔ Learn in live dental environment ✔ Don’t refer patients and income out of your practice

✔ Learn from Prof Paul Tipton , Prof Göran Urde, and Dr. Amit Mistry.

✔ 30 years of private implant practice not just private practice.

PG Certificate in Dental Implantology Duration:

15 days

Enhanced CPD: 90+ hours Location:

Manchester Sept 2018 £399 + Vat Per Day

Location:

London

Sept 2018 £499 + Vat Per Day

Topics Include: ✔ Introduction to Implants ✔ CBCT Training ✔ Surgical Techniques ✔ Surgical Principles ✔ Prosthetics Training ✔ Live Surgical Demonstration ✔ Prosthetic Treatment Planning ✔ Simple Bone Grafting ✔ On-going Mentoring During our 2016 and 2017 courses, delegates placed over 430 implants.

Learn | Practice | Achieve

BOOK NOW | AVAILABLE THURSDAYS AND FRIDAYS | STARTING SEPTEMBER 2018 Please note all courses include a preset £500 registration fee.

 Tel: +44 (0)161 348 7849

ǧ enquiries@tiptontraining.co.uk

Ĭ www.tiptontraining.co.uk

Product Review

Never stop learning

In order to keep up with the pace of change, dentists need to be constantly learning and updating their skills. Louise Hunter, Louise Hunter and Associates, explains her reasons for investing in Tipton Training’s courses and what else, apart from new skills, these courses have offered her and her practice.

Tipton Training In January 2018, The GDC launched Enhanced CPD’s for Dentists. Enhanced CPD’s requires high quality learning outcome focused education that Dentists are expected to achieve. As a leading private Dental training organisation, Tipton Training planned ahead. In August 2017, Tipton Training launched Level 7 courses.We therefore now award PG Certificates and PG Diplomas. The new courses do not compromise our widely regarded teaching quality or range of topics but further enhance the value a delegate gets out of doing our course. All of our Level 7 courses map to the 4 high-level GDC outcomes and we offer enhanced CPDs for the contact days. Having been in the industry for 29+ years we have seen the value high quality education adds for our delegates. Regardless of what delegates are looking for from their career, be it higher income, greater confidence, ability to deliver complex treatments or the curiosity that dentists have about the science behind the art, we cater to their ambitions. The world is changing. The world of dentistry is ever evolving. In a world where Brexit is the next big thing with nothing but uncertainty currently guaranteed, a lot of Tipton Training alumni have found that investing in themselves and in their own professional development is the safest bet. – Vivek Gupta, Tipton Training.

Q A

How did you select the right course for you?

I initially went for the implant course first because I didn’t have any prior knowledge of implants and I was having to refer my patients elsewhere. Therefore I wanted to improve my skillset and offer my patients the service. It is a high ticket item of sale so I wanted to keep it in-house. When I looked around, Tipton Training did a really comprehensive implant course. It was spread out over thirteen months with a highly regarded trainer. Following on from that, I completely got the bug. I wanted to be able to offer more complex restorative treatment and feel more confident about charging the money for those treatments, which is what led me into doing the second course.

Q A

What tools and methods have these courses provided you in terms of career progression and delivering treatment?

Not only has it enabled me to offer a treatment that I wasn’t doing before, but because of the training that they have given me, I am able to solve problems where they potentially could arise. Tipton Training provides such comprehensive training that

enhances your ability to assess and treatment plan better and if a problem does arise you are able to effectively deal with it. It has given me a lot of confidence in terms of offering a new specialist treatment but the restorative course has really changed my work and practice. This course evolved and enhanced my existing skills – small changes make a big difference to the outcome.

Q A

How important is it to continue your education when in a profession such as dentistry? It is hugely important. Without doing ongoing training there is no way that you can keep up with the curve. Techniques and equipment are changing all the time, plus we are in a changing world where people are more smile conscious. The general public are more demanding then they have ever been and if you are saying you are going to deliver a job you need to make sure that you are delivering that job to the best of your ability and meeting the patients’ expectations.

Q A

Louise Hunter

Principal, Louise Hunter and Associates.

How important is the practical and hands-on side of these courses?

The practical side of these courses is what makes Tipton Training so good. The course not only provides lectures but also has a thorough, practical element of learning too which allows you to put into practice what you have learnt. The course also provides you with the full support from Mentors that are there to guide you through every step if needed.

Q A

How have the courses benefited you and your practice?

When I first embarked on the implant training I was a single handed practitioner - 85% of my treatment was on the NHS and only 15% private. In the three years that it took me to complete both courses, I have expanded my practice to three dentists, I am now fully private and my two associates cover all of the NHS treatment. We have gone from having six staff to eleven and my revenue has quadrupled and that is partly down to improving my skills but Tipton Training not only gives you those skills but also a confidence to deliver them.

This course evolved and enhanced my existing skills

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Modern Dentist Magazine

Yo Telecom is smaller than BT. So why go with us? We try damned hard. (When you’re not the biggest you have to.) We can’t afford slow service. Or long waits trying to get through to someone for help. Or unreliable telephones. Or anything less than WiFi that actually works well. Because we can’t afford to take you for granted, give Yo Telecom a go. Call 02381 103195 to get started. YoTelecom.co.uk

Product Review

Moving into the 21st century

The Dental Group highlight how important it is to keep the pace with evolving technology. As well as a rise in appointments, the practice’s productivity has improved and it is all thanks to the introduction of a new phone system.

How has the introduction of the product not only facilitated the practice and dental professionals but also enhanced the patient experience?

Having a Yo Telecom hybrid phone system at my practice has not only helped us as dental professionals but has also been massively beneficial for our patients. For example, with the Call Logging feature, we can now see when we miss calls; we can see exactly who called at what time, meaning we can call that person back. This is not only good for us as it often results in more appointments being made but our patients also love it as it shows that we care about them. We also have the Call Recording feature, which automatically records every call that is made or received at the practice. This is good for us as we can see how reception staff are communicating with our patients and ensure that they are responding in the best possible way, meaning our patients get fantastic customer service.

Q A

What features did you look for when choosing such a product?

When I was looking for a new phone system, the most important thing for me was that the system was easy to use and would be reliable.

I now understand that as technology grows, we need to go with it and keep our practice up to date

I wanted a system that would allow me to see when we were missing calls and a system with on hold marketing, so that patients would get informative messages instead of silence or cheesy music while on hold.

YO TELECOM

Yo Telecom made all of this possible and for a really good price.

From the moment we first speak, all the way through the installation process and beyond everything we do, is with you in mind. Our products and services are designed to help you increase your success and they’re doing a great job of it for over 400 dental practices across the UK.

Q A

How easy was it to implement the product into your practice?

Implementing the phone system into the practice couldn’t have been easier. The installation was quick and efficient and we were given full training so that we could use the system and all the features to the best of their ability.

Q A

How has it improved the way you and your team works?

The Yo Telecom system has improved how we operate in so many ways! We no longer lose patients or miss out on appointments as we can call back any missed call before they have the chance to go elsewhere. This has massively helped to increase the income of the practice and has improved the quality of service we offer our patients.

At Yo Telecom everything we do and every product we provide is powered by purpose and that purpose is to help dental practices increase their success.

Our phone and Wi-Fi systems help to make communication a joy by improving staff performance and creating deeper patient relationships. This is all thanks to our range of innovative features that will enable you to easily keep track of your missed calls so you can call back and turn missed opportunities into bookings, integrate with your practice management software so you can see who is calling before you have even picked up the phone as well as providing 100% guaranteed phone and Wi-Fi coverage across your entire building. If you are looking to bring your dental practice into the 21st century, call us on 02381 103195 to find out what we can do for you.

The productivity of my staff has also improved dramatically. The system integrates with our patient management software so the reception team can now easily make changes or updates to patient records while on the phone to them.

Q A

How can you see the need for products like this evolving in the future?

I now understand that as technology grows, we need to go with it and keep our practice up to date. The Yo Telecom system has definitely brought us back into the 21st century!

Yo Telecom Unit 1 & 2 Melbourne Street, Southampton, Hampshire, SO14 5FB Main Line: 02380 516980 General Email: info@yotelecom.co.uk

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Modern Dentist Magazine

SD-730

Product Review

Choosing the right dental chair for your practice Dr Harvey Grahame, Smilepod Ltd, discusses what features you need to consider when investing in a dental chair for your practice.

Q A

What features should you look out for when choosing your dental chair?

To a patient a chair is a chair – but for us as a practice it needs to have many different qualities and features. The dental patient chair is often in the centre of the room and is the central hub that connects all of the systems used to treat the patient, so as well as it being aesthetically pleasing, it needs to be easily implemented. For example, we have quite a compact treatment room but the chair that we have recently purchased fits in easily, is accessible and therefore efficient. Our dental hygienists find it comfortable to work with and are happy with the purchase. We actually bought a left-handed chair, lefthandiness being a minority, but we seem to have a lot of left-handed dental hygienists. The other features we looked for was the ability to choose the add-ons features that we wanted for that particular room, and the nice thing about our chosen chair was that there was so much choice. You could build the chair exactly how you wanted it – for us we wanted a chair that could work for a left handed person and we wanted the delivery unit mounted in a specific way for the size of the room.

Q A

How easy was it to implement a new chair into your practice?

It was a very quick out of office hour’s installation meaning no disruption to the business. The utilities were all in place, so it was essentially plug and play.

Q A

How has it facilitated your team?

It has facilitated the orthodontic and hygienist practice by being a chair that fits precisely our requirements. Our hygienist was struggling as she was being forced to use a right handed chair, so it is nice to provide her with something that not only helps her in terms of her work but also in terms of comfort.

Q A

How can you see the need for products like this evolving in the future?

As things become more specialised within dentistry, we will start to need bespoke chairs with the features and add-ons that you want. For example, we don’t need a lot of the standard addons for the hygienists and orthodontics – so it is more cost effective and beneficial to us to create a unique chair with just the features that we need.

Dr Harvey Grahame

Clinical Director and Co-Founder, Smilepod Ltd

To a patient a chair is a chair – but for us as a practice it needs to have many different qualities and features

ANCAR – ANGLIAN DENTAL

The importance of a reliable and ergonomic dental unit is often underestimated. It is the first thing a patient sees when walking into the treatment room so dental professionals need to be able to use the chair to complement their style of working and in a way that allows them to work together efficiently to give the patient confidence. When viewed in this light the dental chair is a very important member of the dental team. Dr. Harvey purchased an Ancar Series 7 unit through the official dealer - Anglian Dental. The key to making sure dental professionals choose the right dental chair consists in listening to their needs and assessing how the surgery will need to be used by the dental team and by the patient. Then the chair that offers the best solution can be chosen and additional features added. That is why Anglian Dental specified an Ancar unit. The units are ambidextrous, have multiple upgrade options and are extremely versatile. The Series 7 unit is a 90 knee-break chair that is aesthetically pleasing, compact and yet full of high-tech solutions for the dental professionals to make their daily work more relaxing and enjoyable!

OFFICIAL ANCAR DEALER

Anglian Dental

Park Farm Lane, Nuthampstead, Herts, SG8 8LZ TEL: 01763 849990

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Modern Dentist Magazine

Case Studies

A simpler and automated way to switch plan provider Switching dental plan patients from one provider to another is about to become a whole lot simpler and automated, without the hassle of patients having to sign a new Direct Debit instruction. are processing Direct Debits wish to switch to an alternative provider.

Before now, switching plan provider usually meant writing to patients to ask them to complete a new Direct Debit instruction. However, thanks to new rules introduced by the organisation that manages the Direct Debit scheme (Bacs) and the Payment Systems Regulator (PSR), plan providers will soon have to utilise the ‘Bulk Change Process’ if a practice wishes to switch plan provider.

Patient Plan Direct is proud to announce it is the first plan provider to obtain accreditation under Bacs new rules. Simon Reynolds, Commercial Director at Patient Plan Direct, comments: “We have been crying out and lobbying for such change for many years. The Bulk Change Process is ideally suited for scenarios such as a dental practice wishing to switch the administration of its plan from one provider to another, without the hassle or inconvenience of patients having to sign a new Direct Debit instruction.”

The Bulk Change Process allows for plan patients’ Direct Debits to be transferred automatically from one provider to another, making life simpler and more convenient for everyone involved: • A deed is signed by both the practice’s existing and new plan providers, agreeing to switch patients’ Direct Debits via the Bulk Change Process

Simon goes on to explain, “It’s important to understand that the Bulk Change Process has always been available as a facility under the Direct Debit scheme. However, before now, other major plan providers in the market have not agreed to utilise the Bulk Change Process as a proposed transfer method. Under Bacs new rules they will now have to do so, creating a competitively fair market and affording practices the freedom of choice when it comes to deciding which provider to work with, without being put off by a previously cumbersome switching process.”

• Patients are informed of the changes in advance of the switch taking place but are not required to sign a new Direct Debit instruction • Direct Debits are switched between providers ‘in the background’ at an agreed point in time, without any interruption to payment collections The changes have been driven by the PSR – its objectives include the promotion of fair competition amongst organisations processing payments. In late 2017, the PSR investigated the operations of organisations processing third party Direct Debits, which, of course, includes plan providers in the dental industry. The PSR recognised that, in some instances, such organisations were not utilising the Bulk Change Process at the request of their client, e.g. a dental practice. Subsequently, from January 2018, a new accreditation scheme was rolled out, requiring all organisations processing third party Direct Debits to agree to utilise the Bulk Change Process, should the organisation for which they

What could your practice save by switching to work with Patient Plan Direct? 56|Modern Dentist Magazine

“We are currently working closely with the PSR and Bacs to ensure all other dental plan providers are identified as organisations falling under these new rules, therefore undertaking the required accreditation process as quickly as possible.” “Naturally, as a plan provider offering significantly lower administration fees versus other plan providers, Patient Plan Direct has already generated significant interest from practices interested in switching from their current provider via the Bulk Change Process to cut costs significantly via this simple process. We encourage practices interested in switching to register their interest at: www.patientplandirect.co.uk/ simpleswitch.” Volume of plan patients

300 500

1,000

3,000

Approximate Annual Savings Switching from Denplan (SimplyHealth Professionals)

Switching from Practice Plan

Switching from DPAS

£6,600 £10,600 £16,800 £24,100

£1,600 £3,000 £4,900 £11,500

£3,900 £3,800 £3,500 £2,300

Case Studies

aspirmatic cleaner helps prevent biofilm build up ®

aspirmatic®cleaner from schülke, experts in infection prevention and control, is designed for cleaning dental suction systems and spittoons. Regular use helps prevent the build-up of biofilm. During routine use of the suction unit, organic and inorganic substances can be deposited, which may dry in the tubes potentially leading to contamination and the risk of cross infection for staff when changing the filter. aspirmatic® is effective against bacteria (including salmonella and legionnella), fungi and viruses (including HCV, HBV, HIV) in thirty minutes. Extensive testing of aspirmatic in leading dental practices has shown the non-foaming formulation is quick and easy to use, with a broad spectrum of efficacy. aspirmatic has a three in one action and cleans, disinfects and deodorises in a single application. A two litre bottle reconstitutes to 100 litres, helping to save on storage space as well as cost.

Contact schülke UK, Cygnet House, 1 Jenkin Road, Meadowhall, Sheffield, S9 1AT

Tel: 0114 254 3500 www.schuelke.com email: mail.uk@schuelke.com

where do we – Oral health go from here? On 15th March, Johnson & Johnson hosted The OH! Panel at the British Dental Association in London.

Chaired by Stephen Hancocks, it brought together eight key opinion leaders in dentistry: Ben Atkins; Julie Deverick; Penny Hodge; Tim Newton; Anthony Roberts; Julie Rosse; Nicola West; and Helen Whelton. Each was selected for their ability to provide unique insight into how the dental profession can be best supported going forwards, given the current oral health landscape. A vision was agreed by The Panel as something all dental professionals should work by to help improve patients’ oral health: ‘The ultimate outcome is to improve oral health and therefore systemic health. The vision is that every dental health care professional, upon

seeing a patient with gingivitis and/or periodontitis, can and will:

• Make a diagnosis(es) and communicate the relevance of the condition to the patient. Explore risk factors and modify behaviour for successful outcomes. • Help every patient who receives the diagnosis(es) to be empowered to improve their oral health for life.’ Julie Deverick commented: ‘I’m excited about the vision in the statement, because it’s something we can all now bring to our Societies and to our profession.’ Johnson & Johnson have an ongoing commitment to the vision statement, and will work with that in mind, ensuring that all professional communications support the concept, to the benefit of the profession and patients.

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Modern Dentist Magazine

10 Minutes with... Lisa Bainham Helping to grow other people is what managing is all about private practice but NHS practice too. We’re not competing for patients but competing to provide the best customer service because patients these days don’t tolerate anything but good customer service. The public is very demanding and with all of the litigation cases that are flying around, it has sucked the life of dentistry. There is a fear of litigation and I feel that the whole litigation process has almost demeaned dentists and that needs to change.

Q Lisa Bainham

Compliance has definitely been a key positive change. While it is a bit of a bug bear, the fact is that it is doing a really good job of making sure that patients are at the centre and are being looked after to the right standard and that they are being treated safely. Whilst it can be hard work, it is making people pull their socks up and treat people properly.

President of the Association of Dental Administrators and Managers (ADAM)

Q A

Has the profession changed drastically since you started working in it?

The evolution of practice managers is something I would recognise as a big change in the profession. They have had to step up and start wearing so many more hats. Your practice manager is now a marketing manager, a compliance manager, a HR manager, an accountant and more. The role of a practice manager has become much more of a profession rather than a title. The changes have also allowed dentists to stay in their surgeries, whereas before, they used to run a lot of the practice themselves.

In terms of customer service, everyone has 100% upped their game, not just

58|Modern Dentist Magazine

What has been the key positive or negative change in your area of the market?

The litigation side of dentistry is not good – it is quite detrimental to dentistry and it is making a lot of people not want to get into the profession, which is why there is a shortage of associates and dental nurses. The GDC guidelines have made things quite tricky – it is wonderful having high standards but they need to be regulated well.

Q A

Who inspires you and why?

I have had quite a few mentors over the years, but my inspiration is one of my first managers – he was a business manager and he sparked my interest in the business side of dentistry. He taught me everything he knew.

I put a lot of emphasis on my style of practice management from coaches such as Tracey Stuart, who runs a company called NBS. The way that she has taught me to manage my team has been massively important because your team is your biggest asset. She taught me how to interact and build the relationships you need to have a successful team.

Have you had/got a mentor? If so, what was the most valuable piece of advice they gave you?

Tracey encourages people to be themselves and inspire others because by inspiring other people that really enriches what you do as a manager. Helping to grow other people is what managing is all about.

Q A

If you were not in your current position, what would you be doing?

Apart from being on a yacht in the middle of the Caribbean, I think I would have always been in some kind of position where I could be part of a team.

The role of a practice manager has become much more of a profession rather than a title

BUY PRODUCTS AND SERVICES FROM SUPPLIERS YOU CAN TRUST

BDIA Member companies Suppliers you can trust The British Dental Industry Association (BDIA) is the UK’s dental industry trade body. Since 1923 its members have been working closely with the dental profession to provide the quality, innovative and dependable equipment and services that you need day in day out.

BDIA member companies range from SME’s to large international businesses

As BDIA members are bound by a comprehensive professional Code of Practice*, bespoke training and a common vision, choosing to do business with them means you can have confidence that everything you buy is of guaranteed quality and provenance - you are choosing a supplier that you can trust.

who manufacture and supply quality products, services and technologies to the

SO, WHEN YOU THINK SUPPLIER THINK BDIA MEMBER

dental profession - from

To find BDIA member dental suppliers visit www.bdia.org.uk/member-directory

everything in between.

aspirators to X-rays and

*The BDIA Code of Practice and details of the BDIA Certificate, “Introduction to Dentistry” are all available on the BDIA website – www.bdia.org.uk.

British Dental Industry Association, Mineral Lane, Chesham, Buckinghamshire HP5 1NL. A company registered in England & Wales with registration number 3488299.

BRITISH DENTAL INDUSTRY ASSOCIATION

01494 782873 info@bdia.org.uk www.bdia.org.uk

A brilliant business opportunity is staring you in the face By adding facial aesthetics procedures to your practice you could inject substantial new revenue streams into your business – Facial aesthetic work charges in excess of £600 an hour. Med-fx will provide everything you need, from training to get you started to marketing and business support to help you get things off the ground.

Glabellar £120 RRP* Crow’s Feet £150 RRP*

Vertical Lip Lines £250 RRP*

Gummy Smile £180 RRP*

Dimpled Chin £120 RRP*

Neck £250 RRP*

To register for a ‘Get Started in Facial Aesthetics’ seminar, call 01376 532800 or email sales@medfx.co.uk Part of:

Group.

medfx.co.uk *RRP based on estimate of recommended charge for standard procedure