North Texas
VOLUME 1
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ISSUE 2
Dentistry
a business and lifestyle magazine for north texas dentists
Dr. Melissa Rozas
Growing Great Smiles by Shaping Great Attitudes
New BCD Dean
Dr. Lawrence E. Wolinsky
Cornerstones of SEO Dispelling the Tax Deferral Myth Estimating Between the Lines
Designing and Building a New Practice
They are corporate owned and operated DMSO (Dental Management Service Organization) practices, with highly successful and proven business models, very deep pockets, and intent on targeting local patients just like yours! In the greater DFW metro area alone, there are an estimated 218 corporate owned dental practices—up from less than half that just 4 years ago! And many more are coming in 2012 as DMSOs extend their reach at an alarming rate. Between 2008 and 2010, solo practices’ new patient growth declined by 50%, while DMSOs remained steady.
What do you need to compete? An Action Plan We’ll show you exactly what steps you must take in order to preserve your practice and secure your future.
Resources to Compete Effectively We’ll show you how to use world-class systems and resources to run your practice with greater revenues, lower overhead, and higher profits.
A Business Partner with a Demonstrable Track Record of Success
Attend this highly educational seminar! Even the most successful solo practices face increasing competitive pressure that can threaten their future survival. You need to know what is going on – that’s why we put together this informative seminar. Tues. Nov 8 THE WOODLANDS The Woodlands Waterway Marriott 1601 Lake Robbins Drive, The Woodlands, TX 77380
The principals behind Nexus have operated and grown dental companies from scratch to hundreds of locations and over $200 million in revenues. Helping you achieve your goals won’t be a problem.
Multi-Practice Strategy Many doctors want to diversify beyond one office, but lack the expertise or confidence. We'll show you how to safely and profitably expand to meet your income and retirement goals.
Tues. Nov 15 SAN ANTONIO Marriott–Rivercenter 101 Bowie Street, San Antonio, TX 78205
No matter what your situation, and especially if you have a large and thriving practice today, you need to know what we have to share. Your future is at stake!
Tues. Nov 29 DALLAS The Westin Park Central 12720 Merit Drive, Dallas, TX 75251
LIMITED SEATING - REGISTER TODAY!
Tues. Dec 6 SAN ANTONIO The Westin–La Cantera 16641 La Cantera Pkwy, San Antonio, TX 78256 All seminars are 7:00 to 9:00 p.m. Cost $95.00 • Registration begins at 6:30
Call (817) 328-6150 or visit
www.nexusdentalalliance.com
North Texas
Dentistry ON THE COVER
Melissa Rozas, D.D.S.
Growing Great Smiles by Shaping Great Attitudes FEATURES 5
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COVER STORY: Growing Great Smiles by Shaping Great Attitudes Dr. Melissa Rozas believes that a great smile begins with a positive impression, great customer service, and a fun day at the beach. COVER Photo: Ray Bryant, Bryant Studios
BAYLOR COLLEGE OF DENTISTRY Dr. Lawrence E. Wolinsky moves from California coast bringing leadership, research skills in tow
MONEY MATTERS Dispelling the Tax Deferral Myth One of the most common investment myths centers around tax deferral
ESTIMATING BETWEEN THE LINES Designing and Building a New Practice Keep obstacles commonly encountered while designing and constructing a new practice from becoming problems
PRACTICE MARKETING Cornerstones of SEO A look at some of the best SEO practices to ensure that your website is optimized for maximum visibility to the search engines
COMMUNITY NEWS North Texas Give Kids a Smile A collaborative partnership approach to improving access to dental care for underserved children
SMILES IN THE SPOTLIGHT A Case Presentation In North Texas Dentistry’s inaugural case presentation, Dr. Luis Pérez presents a full fixed porcelain implant case
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PRACTICE MANAGEMENT
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THE WINE CELLAR
One Plus One Equals Three Good communication could be the best medicine for your practice
A Primer on Sauvignon Blanc White wine lovers would be well-served to try one of the many wines made from the Sauvignon Blanc grape
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from the publisher
North Texas
Dentistry Publisher | LuLu Stavinoha Photographer | Ray Bryant, Bryant Studios Contributing Writers | Jenny Fuentes, Tina Cauller, Steven M. Lugar, Brian Hale and Stephen Lease, Josh Lomonaco, Dr. Luis R. Pérez, Dr. Richard V. Lyschik, Kim Clarke
North Texans have endured soaring temperatures, drought conditions and destructive fires this summer. The beginning of fall has never been more welcomed. Cooler temperatures, mums, pumpkins and football make this a wonderful time of the year. This issue of North Texas Dentistry is packed with lots of great stories and information. Dr. Melissa Rozas’ pediatric dental practice is this issue’s featured cover story. Dr. Rozas and her team are energetic and fun and have perfected making a trip to the dentist a great experience for our youngest patients. I am excited to introduce a new feature for North Texas Dentistry, Smiles in the Spotlight. These case presentations will highlight challenging cases presented by leading dentists in North Texas. Prosthodontist Dr. Luis Pérez presents our inaugural case. Contact North Texas Dentistry if you are interested in contributing to Smiles in the Spotlight. In a continuing effort to highlight “giving back” to the underserved dental population of North Texas, Community News spotlights The North Texas Give Kids a Smile program. This program is serving the needs and improving the lives of many young children.
It is time to turn our thoughts to the Southwest Dental Conference being held January 12-14 at the Dallas Convention Center. North Texas Dentistry is already working on the production of the Convention Issue for the 2012 SWDC. Make your plans NOW to promote your business or service to the North Texas Dental Community through print advertising, custom profiles and special features. Our team can make your marketing dreams a reality!
Although every effort is made to ensure the accuracy of editorial materials published in North Texas Dentistry, the publisher cannot be held responsible for opinions expressed or facts supplied by its contributing authors. Copyright 2011. All rights reserved. Reproduction in part or in whole without written permission is prohibited. Advertise in North Texas Dentistry For more information on advertising in North Texas Dentistry, call LuLu Stavinoha at (214) 629-7110 or email lulu@northtexasdentistry.com. Send written correspondence to North Texas Dentistry, P.O. Box 12623 Dallas, TX 75225.
If you have not already done so, visit the new website of North Texas Dentistry www.northtexasdentistry.com. Created and maintained by Bullseye Media, the site features the Digital Editions of North Texas Dentistry, highlights its sponsors and offers marketing information. Let me know your feedback on North Texas Dentistry by leaving a comment. Thanks to all of you who support North Texas Dentistry and make its publication possible! Keep smiling and have a great day!
LuLu Stavinoha, RDH Publisher lulu@northtexasdentistry.com (214) 629-7110
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North Texas Dentistry Retraction In Volume 1, Issue 1, North Texas Dentistry mistakenly indicated that Dr. David Canfield is the Coordinator of Pain and Anxiety Control at Baylor College of Dentistry. He was formerly the Coordinator of Pain and Anxiety Control at Baylor College of Dentistry but is not currently associated with the College, nor is he on the faculty. We apologize for any misunderstanding.
Eastward Bound Wolinsky moves from California coast bringing leadership, research skills in tow by Jenny Fuentes research and innovation in education; both goals are consistent with the TAMHSC’s overarching goals.”
For 30 years, Dr. Lawrence E. Wolinsky has contributed knowledge and leadership to academic dentistry. On the one hand, he’s delved into research — leading projects that explore plant compounds’ plaque-inhibiting effects and helping develop the antimicrobial gel known as Atridox®, which aids in periodontal disease management. On the other, his leadership roles within academic administration have positively impacted dental students and faculty. From 2008 to 2011 he served the UCLA School of Dentistry as associate dean of academic programs and personnel. He was interim chair of the school’s oral biology and medicine division from 2005 to 2007.
This August, after more than a decade as dean, Dr. James S. Cole stepped down from his post. Wolinsky began his duties as TAMHSC-BCD dean Sept. 1. In his new role, it’s likely he’ll draw from those years of academic experience, which began with his role as professor of oral biology, having joined UCLA’s dental faculty in 1980. Through many years in various roles, Wolinsky helped lead UCLA’s dental school through a successful reaccreditation and created a mentorship program for junior faculty. On the research front, he also assisted with the creation of
Enamelon®, a remineralizing toothpaste designed to reverse early tooth decay. Wolinsky attended Tufts University School of Dental Medicine, where he earned his dental degree. He obtained his certificate in periodontology from UCLA and a doctorate in synthetic organic chemistry from the University of California, San Diego. Founded in 1905, Baylor College of Dentistry in Dallas is a college of the Texas A&M Health Science Center. TAMHSC-BCD is a nationally recognized center for oral health sciences education, research, specialized patient care and continuing dental education. The TAMHSC serves the state as a distributed, statewide health science center that is present in communities throughout Texas.
It’s a career that, until now, has transpired almost exclusively on the west coast. Now, after a move 1,400 miles across the country, Wolinsky seems poised for what lies ahead as he settles in as dean at Texas A&M Health Science Center Baylor College of Dentistry. “I am looking forward to continuing the tradition of excellence that the Baylor College of Dentistry and the Texas A&M Health Science Center share,” Wolinsky says. Dr. Nancy Dickey, president of Texas A&M Health Science Center and vice chancellor for health affairs for the A&M System, offers her own vote of confidence. “Dr. Wolinsky brings years of experience across a variety of roles — roles which led him to seek the position of dean,” Dickey says. “He is committed to excellence in www.northtexasdentistry.com
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Photographer: Ray Bryant, Bryant Studios
cover feature
Comfort and fun are the underlying goals of the design of Dr. Melissa Rozas’ Coppell office. The reception area feels more like a home than an office, with cozy seating and an interactive play table for tots. Palm trees and orchids give the office a tropical feel.
Melissa Rozas, D.D.S.
Growing Great Smiles by Shaping Great Attitudes by Tina Cauller
A Day at the Beach Who says going to the dentist is no day at the beach? For Melissa Rozas, D.D.S. and her pediatric dental patients, it is! Dr. Rozas, originally from Galveston, has transformed her new office with beach and surf themed accessories, ocean colors, murals and artwork, and even the surfboard she used as a young teen. “I love the ocean and I’d choose the beach over nearly any other vacation place,” she notes. “I’ve always found the beach to be relaxing, and I wanted to bring some of the fun and soothing qualities that I associate with the beach to my office.” Not only is the office beautiful, but her beach theme is appealing to all, including tots, teens, and adults.
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The concept for this unique office actually began more than four years before construction, according to Priscila Swearingen, office manager. “I began working with Dr. Rozas when she first opened the original office in Coppell in 1998. While we were there, we continually collected ideas and refined our vision for the new office, which opened in 2006. By the time she was ready to begin construction, we knew exactly how we wanted the office to be designed in terms of its look, feel, and patient flow. All the planning paid off, and the office is virtually perfect.” Beach may be what you see, but comfort and fun are the underlying goals of this design, and it is right on the mark. Palm trees and orchids give the office a tropical and spa ambiance. The reception area feels more like a home than a dental office, with
cozy seating and an interactive play table for tots. Family members can watch a movie on the flat screen television, or enjoy a cool drink of bottled water at the “tiki hut”, surrounded by a handpainted mural of a beach scene complete with a vintage Woody. Seating in the “hut” can be used for kids to do homework or for parents to work on their computer. Dr. Rozas even put a wireless internet connection in this area for working parents to catch up on emails while their children are in treatment. In the “Brush Up” area, a large mirror encircled by seashells is mounted over three sinks, each at a different height to accommodate patients of all ages. The adjoining “Shark Shack” houses arcade games and serves as a “hang out” for tweens and teens. A saltwater tank sparkling with brilliantly colored fish stands in the center of the area. Every corner of the office, including the treatment rooms, is brimming with beach paraphernalia, signage, and souvenirs.
Designing an Experience The treatment rooms are each separated from the hygiene bay by glass, making the entire area open and bright. “Patients and parents alike appreciate being able to see their surroundings, and the feeling of openness generates a sense of security,” explains Dr. Rozas.
Dr. Rozas came to appreciate the potential to create a richer experience through great customer service while working at her family’s Galveston seafood restaurant as a teenager. Not only did she learn managerial skills and employee management — she also absorbed the invaluable lesson that there is no one more important than your customer. Her grandmother’s devotion to excellent customer service and making guests feel welcome and valued made a lasting impression, which is apparent in her approach to patient care.
Photos by Ray Bryant, Bryant Studios
In the center of the hygiene bay stands an enormous sand castle sculpture created by a local artist. The ocean-blue floors and ceilings both feature liquid-like curves evocative of the sea.
Dr. Rozas’ team’s goal is to make each patient feel welcome and valued at every appointment.
In the brush-up area, a large mirror encircled by seashells is mounted over three sinks, each at a different height to accommodate patients of all ages. www.northtexasdentistry.com
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elementary schools, putting on a fun-filled educational program year-round. Dr. Rozas is proud to say that more than 1,200 children take the “Smileguard Pledge” each year, promising to have good oral hygiene habits and make healthy food choices. Sammy also enjoys putting on drawing contests and “Sammy sightings” throughout the year.
cover feature
Dr. Rozas’ staff has been handpicked for their extraordinary skills with parents and children. The front office staff, led by Office Manager Priscila Swearingen, are skilled in both clinical and business operations of the practice. Pictured from left: (back row) Kay, Karen, Jamie, and Tammie; (front row) Roxanne, Priscila, and Lauren.
It helps that Dr. Rozas herself has a childlike sense of fun. And, at just 4’ 11”, she is nearly indistinguishable from her patients at first glance. Dr. Rozas finds that her diminutive stature has another advantage — she is not at all imposing or threatening to her young patients. A visit to Dr. Rozas is like an educational birthday party, with festive goodie bags, stickers and tooth-friendly toys that are dispensed through a “treasure tower” that takes only Dr. Rozas’ gold coins. Rewards can be powerful modifiers of behavior. Dr. Rozas finds that fun, positive incentive programs can often effectively curb unhealthy habits like thumb-sucking without the need for an appliance. Even surrendering a pacifier can earn a reward. Children and teens with good oral hygiene and no cavities, earn admission into the No-Cavity Club, and receive a chance to win a gift certificate to a store or movie theater.
As the mother of two children, Bryce and Lauren, Dr. Rozas is intimately familiar with children’s need to feel safe and secure, and quickly earns their trust. None of the rapport she builds is accidental. “We give our patients choices at every turn, from the color of balloon animal or toothbrush they want to the flavor of toothpaste. This provides a feeling that they are in control of the situation, which can be very comforting to a child in an unfamiliar setting.”
Parents are invited to relax in the reception area while their child is examined, although the treatment area is clearly visible through the windows. Dr. Rozas explains, “Allowing a child over the age of three years to go back to the treatment area without being accompanied by Mom or Dad demonstrates trust, and the child is likely to take their lead. We always invite the parent back after exams and treatment to discuss our findings and view radiographs together. If treatment
Seasonal contests and fun games are abundant at Dr. Rozas’ office. Kids may win tickets to Hawaiian Falls or Main Event for guessing the weight of a pumpkin, or estimating the number of seashells in a jar. Priscila notes, “Instead of dreading a visit to the dentist, our patients look forward to their visits, and actually get jealous if a sibling gets to come and they don’t.” Sammy the Shark is not only a good friend of Dr. Rozas, he is also the office mascot. When Sammy is not swimming in the sea, he enjoys teaching children how to take care of their teeth. His favorite pastime is working with Dr. Rozas’ hygienists and assistants, The Smileguards, as they visit local preschools and
Sammy the Shark, the office mascot, along with the Smileguards (Dr. Rozas’ hygienists and assistants) visit local preschools and elementary schools putting on a fun-filled education program.
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Photos by Ray Bryant, Bryant Studios
Dr. Rozas believes in motivating parents with information and by providing helpful tips that aid in cavity prevention. Consultations are held before and after treatment to make sure all questions are answered and goals achieved.
is needed we will gladly schedule another consultation if both parents were unable to be present and would like to return to discuss their child’s care and treatment needs.” Dr. Rozas and her staff strive to make a positive impression at every visit. Pediatric dentists recognize that early experiences can influence a child’s attitude toward dentistry for life, either positively or negatively, and that building a relationship with very young children makes them comfortable with later visits for hygiene or dental treatment. Dr. Rozas explains, “There is a serious purpose behind all the fun and silliness around here.” In addition, Dr. Rozas has great relationships with other dental specialists who are comfortable treating children, such as oral surgeons, orthodontists, cosmetic dentists, and periodontists. “I don’t try to be a jack-of-all trades,” she notes. “I limit my practice to hygiene and restorative dentistry. I would rather refer a child to an oral surgeon for a difficult extraction, so they can have a positive experience with excellent care.”
Information – the best prevention Dr. Rozas also believes in motivating parents with information and being proactive to prevent decay. “Parents need the tools to help their children learn good habits. It’s not always possible to prevent cavities — even a pediatric dentist’s child can develop a cavity,” she laughs. “But we provide helpful tips that aid in cavity prevention, and support parents in their efforts to encourage healthy hygiene.”
Following exams and treatment the parent is invited into the treatment area to discuss findings and view radiographs.
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cover feature
and sharing food. We emphasize the importance of flossing if there are teeth that touch. We also provide information about diet and nutrition.” Recognizing that children’s dental hygiene isn’t always perfect, Dr. Rozas recommends sealants and fluoride varnishes to help prevent cavities from forming. Orthodontic patients with appliances or braces must be especially disciplined about their dental hygiene to avoid the build-up of plaque that can lead to gum problems or enamel defects. “We see our orthodontic patients every three months to help ensure that their smile will be beautiful and healthy after their orthodontic treatment is completed.”
Putting high-tech tools to work
The use of digital x-rays allows the doctors to visualize fractures and cavities with greater accuracy and less radiation exposure to the patient.
Everyone knows that brushing is important, but Dr. Rozas shares many other facts about oral health with her patients and their families. In North Texas, there is a high incidence of asthma and allergies. Treating symptoms with certain medications can cause dry mouth that may contribute to the development of cavities, or can lead to dental staining. Prescription medicines given in a liquid form on a daily basis can also contribute to cavities because of the flavoring and sugar additives.
An avid learner who keeps up with the latest advances in dentistry, Dr. Rozas has brought technology into her practice that she believes enhances patient care. “Digital x-rays allow us to visualize fractures and cavities better with less radiation exposure. With digital radiography, patients and parents can view the images on a large screen, and we can easily send the images to a referring dentist or orthodontist, or to the patient’s insurance provider. The intraoral camera allows patients and parents to see clearly inside the mouth and see any problem areas that are detected. Often, just the bright lighting in our office reveals something that the parent may not have noticed under ordinary home lighting.”
Special people, special care
Dr. Rozas explains that dietary choices play a major role in cavity prevention. “While parents generally accept that milk is a healthy choice, some overlook the fact that chocolate milk is high in sugar. And, while diet sodas may not have sugar, they are highly acidic. During a hot Texas summer, many children consume massive quantities of these drinks. For active children involved in outdoor sports, something like Propel or plain water is a better choice than Gatorade to avoid excessive sugar exposure.
Dr. Rozas’ gentle manner and ability to appreciate a child’s perspective equips her well to calm even the most apprehensive or anxious child. Some of her young patients have special needs related to Down syndrome, autism, cerebral palsy, or sensory integration disorder. The office’s open design and wide doorways easily accommodate wheelchairs. She also treats medicallycompromised patients, such as children with cancer, who may be immunosuppressed and require a special protocol tailored to their medical condition.
She adds, “We like for children to begin making their own choices, since Mom and Dad can’t be around all the time to enforce the rules. We encourage our kids to make smart choices in the lunch line at school or at a friend’s house. White milk and water are really the ideal choices.”
Dr. Rozas has a personality that seems custom-made for pediatric dentistry. Her experience with dentistry began around age three, when her four upper incisors were extracted due to drinking Coke in a baby bottle. Even though some would say that was a negative first experience, she loved going to see her dentist for visits. “I knew very early that I wanted to be a pediatric dentist,” Dr. Rozas notes. “A cousin of mine opened a pediatric dental practice in Biloxi, Mississippi when I was in elementary school, and when I visited him, I was convinced that I would take the same path.”
The office frequently hosts tours and presentations for preschool groups, early childhood PTAs, and play groups to help introduce parents and children to the dental environment. Dr. Rozas finds that this is the perfect opportunity to begin developing a positive attitude toward dentistry, and to share information about prevention. “We teach parents of infants and toddlers to avoid nursing children to sleep or putting anything other than water in their bedtime bottle. We explain the relationship between bacteria and cavities, and how it can be transmitted from a caregiver with active caries to the infant through contact like kissing
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In fact, everyone on Dr. Rozas’ staff has been hand-picked for their extraordinary skills with parents and children. Most of her staff has been working in pediatrics for at least ten years, and some of them have been in the field for more than 20 years. “My staff is the greatest asset to my practice. Each of them has a
Photos by Ray Bryant, Bryant Studios
Dr. Rozas limits her practice to hygiene and restorative dentistry and wants children to view her office as a friendly, fun place. Treatment rooms are each separated from the hygiene bay by glass, making the entire area open and bright.
passion for working with children and their parents. The personal care and gentle manner they use make the families feel at ease at every appointment.” In addition to their dynamic personalities, each member of the staff is completely cross-trained and certified in CPR, nitrous oxide sedation, radiology, and infection control.
This close-knit team views each other as family. Priscila, who started with Dr. Rozas in 1998, points out, “Most of us have been with Dr. Rozas for a long time. We have a lot of fun together, and all of us enjoy what we do immensely.” The team’s enjoyment of their profession and of their patients is obvious, and their fun, playful approach to dentistry is truly contagious. What a great thing for a child to catch! n
When should I take my child to the dentist for the first time? The American Academy of Pediatrics and American Academy of Pediatric Dentistry both recommend that a child see a pediatric dentist within six months of the first tooth appearing, and no later than their first birthday. This should be the beginning of a positive relationship that will last through adolescence, between the dentist, the child, and the parent. It also allows the dentist to monitor growth and development as the child grows, and catch any problems while they are still small and easy to treat. Dr. Rozas accepts patients from infancy through adolescence.
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Dr. Melissa Rozas Dr. Rozas graduated from Texas A&M University with a Bachelor of Science Degree in Biomedical Science, and in 1995, she received her Doctor of Dental Surgery Degree from the University of Texas Health Science Center in Houston, Texas. Following dental school, she completed a two-year residency at the University of Texas at Houston and Hermann Hospital where she received her specialty certificate in pediatric dentistry. Dr. Rozas is board certified by the American Academy of Pediatric Dentistry. She is currently Vice President of the Texas Academy of Pediatric Dentistry and has been the Chairman of the Greater Dallas Pediatric Dental Society for the past three years. She is an active member of the American Academy of Pediatric Dentistry, American Dental Association, Dallas County Dental Society, and the Southwest Society of Pediatric Dentistry.
Image supplied by Dr. Rozas
Photo by Ray Bryant, Bryant Studios
Dr. Rozas enjoys volunteering within the dental community and giving her time to advance the specialty of pediatric oral health care. She enjoys coaching softball for her daughter’s team and cheering on her son at his various sporting events. When she is not in the office or at home with the kids, Dr. Rozas enjoys running, traveling with her family and attending Dallas Mavericks games.
As the mother of two children, Dr. Rozas is intimately familiar with a child’s need to feel safe and secure. Dr. Rozas pictured with her husband, Tim, and children Bryce and Lauren.
Dr. Carlla Blanton Dr. Blanton joined Dr. Rozas in January of 2011. A transplant from Atlanta, Georgia, Dr. Blanton is now a true Texan. She received her Doctor of Dental Medicine degree in 1999 from the University of Louisville School of Dentistry and completed a General Practice residency in 2000 from the University of Kentucky. After four years in private practice she returned to school to specialize in pediatrics. She completed her pediatric residency at Interfaith Medical Center in New York in 2006. Dr. Blanton is currently a member of the American Academy of Pediatric Dentistry, American Dental Association, the Texas Academy of Pediatric Dentistry, the Texas Dental Association and the Greater Dallas Pediatric Dental Society. In her free time, Dr. Blanton enjoys traveling with her husband. Dr. Melissa Rozas and Dr. Carlla Blanton share a fun, playful approach to dentistry and have teamed up to provide quality care in a relaxed environment.
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Dr. Rozas is located at 632 E. Sandy Lake Road, just off I-190. For more information, call (972) 393-9779, or visit www.rozasdds.com.
money matters
Dispelling the Tax Deferral Myth by Steven M. Lugar, CFP ®
Steve Lugar is a Certified Financial Planner® practitioner and Managing Director at Beaird Harris Wealth Management, an independent, fee-only financial planning and investment advisory firm in Dallas, Texas. Steve works with dental practices of all sizes and specialties to help them maximize their assets, reduce their financial stress and realize their personal and financial goals. Steve was named a “Best Financial Advisor for Dentists” in the April 2011 issue of Dental Practice Report and recognized as one of the “Best Financial Planners in Dallas” by his peers in the January 2009 issue of D Magazine (these recognitions should not be construed as an endorsement of Steve or Beaird Harris by any former or current client, or that a certain level of performance will be achieved). Steve is a member of the Financial Planning Association and the Investment Fiduciary Leadership Council and he can be reached at SteveL@bh-co.com or 972-503-1040.
O
ver the years I’ve frequently heard clients repeat bad advice that they’ve been told by stockbrokers and other advisers. It’s always a bit of a challenge and somewhat akin to walking a tight rope when you offer advice that’s in direct contrast to what they’ve been told by someone else they trust. Yet, as a fiduciary, I don’t have a choice in the matter; I have a legal obligation to do what is in their best interest, even if it ruffles feathers occasionally.
can be an incredibly powerful force in the effort to build net worth, making investment decisions just to defer taxes can actually produce a worse outcome over a lifetime. We often come across clients whose prior advisers placed their stock investments in tax-deferred accounts and then purchased municipal bonds in the taxable account (most of our clients are in a very high marginal tax bracket). By all
Making investment decisions just to defer taxes can actually result in a worse outcome over a lifetime. High income earners should pay attention to their after-tax return, since they only get to keep what’s left after paying income taxes. I sometimes refer to our tax-efficient investment approach as “tax-engineering.” Just as asset allocation is a core tenet of investment planning, so too should be asset location. Investors need to be educated as to which asset classes should be held in various tax-buckets, i.e., regular taxable accounts, tax-deferred accounts like IRAs and 401(K)s, and Roth IRAs. One of the classic investment myths centers on tax deferral. While tax deferral
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appearances they have a “tax-efficient” portfolio. At least they think they do. But as every municipal bond investor knows, the municipality simply pays a lower rate on its bond(s) since the interest is taxfree. So, one way to look at it is to realize that the investor essentially pre-pays the tax by agreeing to accept a lower yield (tax-free) than a similar taxable bond would have produced. This isn’t a criticism. It’s just a reminder that there really isn’t any magic going on, and on an after-tax basis, it’s a wash. But it sheds some light on why we prefer to buy taxable bonds in our clients’ tax-
deferred accounts, rather than taxexempt bonds in their taxable accounts. From a tax perspective they’re equally effective, but it gives us the needed flexibility to move equities (stocks) from the tax-deferred accounts to the taxable accounts, and with good reason. There are several significant negatives associated with holding stocks or stock funds inside IRAs and/or variable annuities. By placing stocks in tax-deferred accounts, a client is effectively converting capital gains into ordinary income. If held in a taxable account, long-term gains on the sale of stocks are taxed a maximum capital gains rate of 15%. It rarely makes sense to convert taxfavored capital gain assets to what I call “tax-nasty� ordinary income treatment. And yet, we see this being done virtually every day when investors buy stocks or stock funds inside their IRAs and other tax-deferred accounts. Another real negative that comes with buying equities in tax-deferred accounts is that you lose the opportunity to cut your tax bill during stock market pullbacks that periodically occur over an investor’s lifetime. One of the few silver linings during stock market corrections and bear markets is the ability to harvest tax losses by executing “tax swaps.� With this tax saving strategy you harvest tax losses by selling the holdings that have suffered losses and then swapping to comparable holdings. Done properly, tax swaps can be performed (in taxable accounts) in order to lower the income tax liability in future years. Not only can these harvested tax losses be used to offset future capital gains, but they also reduce $3,000 of ordinary income per year. Importantly, any remaining unused losses can be carried forward to future years, indefinitely. In short, they have tremendous economic value to a high income taxpayer, but this tax strategy is lost when equities are held in tax deferred accounts, including IRAs and annuities. And speaking of annuities, as a general
Building Stronger Smiles Specializing in the design, building, and remodeling of dental offices.
“You took the time to listen to what ‘I wanted’ and did your best to meet those requests. My office stands out on the lot in which it was built. It is a grand example of the workmanship and attention to detail that Structures & Interiors is capable of.� – Keely N. Lawson, D.D.S.
WWW STRUCTURES INTERIORS COM s rule, you’re better off to just say no. They usually carry very high recurring expenses (often exceeding 3% per year) and high surrender charges (penalties incurred if you change your mind within the first seven to ten years). Like IRAs, variable annuities are tax-deferred until the dollars are withdrawn, at which time they are taxed at the investor’s highest marginal tax rate.
Buying stock funds inside a variable annuity is an investment mistake of mammoth proportions. Please get a second opinion from an independent advisor or tax professional who is not a salesman. Just like brushing your teeth; it’s for your own good! n
To buy a high-cost variable annuity and then lose the favorable capital gains treatment is adding insult to injury. www.northtexasdentistry.com
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by Brian Hale and Stephen Lease Assistant Project Managers for Structures and Interiors, Inc.
Estimating Between the Lines T
he design and construction of your practice will undoubtedly be met with obstacles. Whether your facility is a tenant finish out or a new building, making the right initial decisions can help keep small issues from becoming large headaches. The severity of these hurdles can be mitigated by taking the right steps in the right order.
planner to work off of. The problem occurs when the existing “demising” partitions in the building are not in the same location as the existing “demising” partitions on the plan. One important role of the space planner is to verify the actual dimensions available to construct. A small error in leasable area can have big impacts on the recurring cost of the space.
Leasable area. Site selection and lease negotiations are often completed before a contractor has been brought in to your team of professionals. One common obstacle we see when our interior design staff is brought on board to help create or complete the project plans is that the leasable square footage is based on incorrect assumptions. Leasable area is measured from the center line of shared partitions to the outside face of a wall. In most scenarios, a property manager keeps a floor plan showing the building as it was constructed. As tenants fill up the building, the shared “demising” partitions are added to the floor plan to keep track of how much area is left to be rented. This floor plan is usually transmitted to a tenant in a drafting format for their space
Layout. Another common obstacle that we see with lease space selection involves the layout of the space plan without taking into account the foundation design, or in multi-story buildings, the structure location below. Many times with older buildings, the structural plans are not available. With a newer building this information is readily available. The positioning of plumbing fixtures above foundation beams or the building supports is typically not feasible to construct and the extra costs should be avoided. Site development. There are many things to consider when selecting a site for a new building, but often times the focus is on land price, surrounding aesthetics and demographics. One of the largest hur-
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dles faced by potential building owners is the realization that site utilities are not available for the lot they have already purchased. This is most common in a property that is not part of a master planned development, but even on a “pad site”, the building owner can be responsible for completing the utility development for their lot. The major utility costs to be on the lookout for are Sanitary Sewer, Water, Storm Drainage and Onsite Runoff Detention, Electric Delivery and Natural Gas Delivery. Another note is that site development costs will be almost the same for a 3,000 square foot building as they would be for a 5,000 square foot building.There is no price per square foot correlation. A general contractor or civil engineer can help you walk through your site selection process to minimize the potential for unforeseen costs. Accessibility. Your professional space planner will be scrutinizing handicapped accessibility whether you are building your facility from the ground up or as a tenant finish out. Common accessibility problems include the following:
1) Rooms. Closed rooms that will be used by more than one person but not for a specific work function will need to have at least a five-foot circle available for wheelchair turn around. This includes all restrooms, offices, walk-in closets, and waiting and reception areas. 2) Doors. All latching doors need to be 36 in. wide in these areas. On the side of the door you pull from, accessibility standards require at least 18 inches from the edge of the doorknob to the nearest wall. 3) Counters. At your reception counter for both check-in and check-out, a countertop 36-inch wide with a maximum height of 36 inches should be installed for accessibility. This can replace or be adjacent to a higher countertop. 4) Protrusions. Any object protruding from a wall in an egress area below 80 inches in height cannot protrude further than 4 inches except under rare circumstances. This includes countertops, wall sconces, televisions and any other fixed items. 5) Compliance. Any project over $50,000 in total construction cost is required to be registered and inspected for accessibility compliance, but all new work that is completed in a commercial setting is required to comply whether inspected or not. These are just a few obstacles commonly encountered while designing and constructing your new practice. Diligence by you, your real estate professional, and your design and construction team will keep these obstacles from becoming problems and ensure a successful project for all. n Structures and Interiors, Inc. is a commercial general contractor specializing in Medical, Optical, Dental and Veterinary Offices. They offer design-build services including new building construction, interior finish out and improvements. Owners Mike Lease and Grady Herzog emphasize “Building Relationships� with every client. If you would like a builder that delivers a high level of service and quality with every project, put the capability and experience of Structures and Interiors to work for you. www.northtexasdentistry.com
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North Texas
SMILES SPOTLIGHT
Dentistry
in the
Case Presentations
Provided by Leading Doctors in North Texas n High Resolution Photography n Step by Step Details of Treatment For more information on sharing your expertise in a future Smiles in the Spotlight contact
info@northtexasdentistry.com
18 NORTH TEXAS DENTISTRY | www.northtexasdentistry.com
214-629-7110
practice marketing New Patient Marketing Online: Part 1
CORNERSTONES of
by Josh Lomonaco
SEO
In our previous article, “The Future of Dental Marketing”, we explained that the internet is the new frontier for external dental marketing. Now we will look at some of the best Search Engine Optimization (SEO) practices to ensure that your website is optimized for maximum visibility to the search engines and therefore to potential new patients. Page Titles Your page titles are what display in big, bold, underlined print that you click on a Google search results page to visit the website. Every page on your site has a title, but to keep things simple we’re going to talk only about the most important one: your homepage title. If you think of your website as a book, the homepage title is the cover of your book. It tells the search engines what your website is about, and so it’s really the most important real estate on your website.
patients that you are an authority in the dental profession. Since Google doesn’t like static websites that just sit there unchanging, a blog also serves the purpose of keeping your site fresh and dynamic. A blog can be the most powerful tool to help your website improve its ranking for relevant search terms. For instance, an original article about dental implants that you recently wrote and posted to your blog would improve the likelihood that (CONTINUED ON PAGE 26) u
Many dental practice websites just have the dentist’s name or practice name as the title of site, but a major opportunity is being missed here. If you are Dr. John Enamel, chances are no other dentist in your market is trying to advertise that they are Dr. John Enamel, right? If someone Googles “Dr. John Enamel”, they already know about you and they’ll find you easily. But will a potential new patient who doesn’t know about you yet find your website instead of a competitor’s when they Google “Dallas cosmetic dentist”? Not likely if your homepage title only says, “Dr. John Enamel” and your competitors’ homepage titles all say “Cosmetic Dentist in Dallas”. Blogging While Google’s ranking algorithm is a mystery, their overall ranking philosophy is not: “Content is king”. We know that Google ranks sites higher that have relevant, unique content added regularly, and this is precisely the function of a blog. A blog installed on your website allows you to publish articles that ideally are unique to your website (no copying and pasting from elsewhere online!) and show search engines and potential new www.northtexasdentistry.com
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community news
North Texas
Give Kids a Smile
A Collaborative Partnership Approach to Improve Access to Dental Care for Underserved Children Every child deserves a healthy start in life, but when it comes to oral health, many children face significant challenges. The oral health of children is a major concern today in the United States.1 Dental disease in the primary dentition is currently the most common chronic disease in childhood 2-3 n Over 40% - 50% of children will be affected by tooth decay before age 5. n Oral health issues affect children in poverty and minorities far more than other groups. n According to the May 2000 Surgeon General’s report, Oral Health in America, more than 51 million school hours are lost each year to dental-related conditions and poor children suffer 10 times more restricted-activity days than children from higher-income families. n While 9 million children in this nation do not have medical insurance, more than twice that number — 23 million — do not have dental insurance.
needy children and to highlight for policy makers the ongoing challenges that low-income families face in finding dental care. GKAS is administered locally through the oversight of constituent dental societies of the ADA. The North Texas Give Kids a Smile Program For the last six years the North Texas Dental Society (NTDS) has administered and overseen the GKAS program in Collin and Denton counties. Since the implementation of the program a collaborative partnership was developed between the NTDS and the Dental Hygiene program from the Collin County Community College (DHCC) to screen and treat children at the Dental Hygiene Clinic by volunteer dentists. In 2009, a grant from the ADA foundation was awarded to the program with the objectives to expand the program. The following additional partners joined the program; The North Texas Hispanic Dental Association (NTHDA), the Hispanic Student Dental Association of Baylor College of Dentistry (HSDA), and the dental hygiene program from the Texas Women University (TWU). The goals of this program are to: 1) Screen underserved children 5-12 years of age in North Texas communities 2) Identify and recruit private dental practitioners to volunteer services to the program in order to provide free dental treatment for children in need and finding these kids a permanent ‘Dental Home’, and 3) Foster mentorship and leadership infrastructure between the professional dental associations, dental students and dental hygiene students. Program Methodology
Children with untreated dental decay can have difficulty sleeping, eating, and concentrating in school. Such discomfort may also impact their emotional well-being. Give Kids a Smile (GKAS) is an annual event created by the American Dental Association, held each year in conjunction with the national Children’s Dental Health Month. The objectives of GKAS are to enhance the oral health of large number of 20 NORTH TEXAS DENTISTRY | www.northtexasdentistry.com
School nurses from 11 school districts were trained to identify underserved children. The selection criteria were: (1) Between 5-12 years of age; (2) Enrolled in a North Texas school district; (3) Demonstrated inability to receive regular dental care due to financial limitations (such as parental unemployment; no dental insurance and/or parental income below poverty line; or qualification for government aid, such as Medicaid, Head Start, and school lunch programs); (4) Obvious dental problems which were not being addressed. Children who met the criteria were assigned to one of the screening locations (DHCC and TWU). Parental consent was obtained. Every child received oral health education training, a radiographic exam with bitewings radiographs, and a clinical evaluation that identified the
children in the following groups: (A) Need to be seen as soon as possible due to pain or infection, (B) More than 3 quadrants require treatment, (C) Two or less quadrants require treatment (D) No caries, and (E) Other. Children were assigned to receive free dental treatment provided by a private general or pediatric dentist who (1) agreed in advance to treat the program participant patients and (2) indicated what level of care the dentist is capable of providing. Spanish speaking parents were identified and a translator was assigned to coordinate the appointments. Data from the 2010 and 2011 North Texas Give Kids a Smile
For more information: http://www.tda.org/displaycommon.cfm?an=1&subarticlenbr=1938 http://www.tda.org/displaycommon.cfm?an=1&subarticlenbr=1977 http://www.nthda.com/pages/events/gkas-collin-county-cc.htm
“The energy that comes from the children and families is motivating to me as a student and the future I hope for in dentistry. It is also refreshing to see the desire to serve the community and willingness of local dentists who freely fill the needs of these families”. Anya Preece, D2 Baylor College of Dentistry, Hispanic Student Dental Association Service Coordinator
The table shows the number of children that were scheduled and the number children that showed to the screenings each year. Over 70 percent of the children had caries in both years. All the children that attended the program received information and education related to oral health, bitewing radiographs, an oral exam, and fluoride treatment. Each year over 100 volunteers participated in the program. Children caries free were placed in a six-month recall to be seen at the Dental Hygiene student clinics. From the children screened who were in need of treatment, more than two-thirds of the children referred were treated by a volunteer private practitioner member from the NTDS. As a pilot project, six children in need of orthodontic treatment are currently undergoing treatment with two NTDS members.
2010
2011
Scheduled for screenings
156
227
Showed to screenings
101
164
Prevalence of Caries
74%
72%
Conclusions and Recommendations The partnership between professional dental associations, dentists, dental students, dental hygiene students and faculty members demonstrated that the North Texas Give Kids a Smile Program can be expanded into more local communities to join other oral health initiatives designed to improve the oral health of underserved children. We are proud of what we have accomplished by helping children to get the dental care they so desperately need and raise awareness that our children deserve a better health care system that addresses their dental health. We want to make good oral health a priority for all children in North Texas. We seek to educate policymakers and parents that good oral health is integral to overall health and that preventive measures like fluoridation and sealants result in long-term savings. Unfortunately, we will not be able to wipe out untreated dental disease until we focus on prevention at an early age. G.V Black, the father of restorative dentistry taught “extension for prevention” as a means to treat decay. Today, our motto is “prevention for extension” as an effort to spread awareness of the need to avoid unnecessary dental decay in children. In order to do this, our organization seeks to build public and private partnerships at the state and local level to help improve access to oral health. n
“Give Kids a Smile serves as an important reminder to all of us that every child deserves a chance to have good oral health. Dental decay is truly preventable with the right information and opportunities to stop dental decay before it adversely affect the quality of our children’s lives. This is also a wonderful occasion to share my passion for pediatric dentistry with the community at large.” Mila Davis, DDS, Co-Chair 2011-2012 North Texas Give Kids a Smile Program “Basic dental care should be accessible to all kids regardless of their family’s financial status and finding these kids a permanent ‘Dental Home’ is our goal for this event.” Carlos Nurko DDS, MS, Co-Chair 2009-2012 North Texas Give Kids a Smile Program “This year was my first time to volunteer at Give Kids a Smile. I loved it! So many families came out to the event and hopefully next year we will be able to increase the number of children who can benefit from this wonderful program. I cannot wait to be involved in Give Kids a Smile again next year! “ Gina Becker DH1 TWU “It is teamwork and mentoring at its best. Co-enrolling with area dentists, dental professionals and other dental students and hygiene students from area colleges has been a tremendous learning experience for all.” Susan Moss RDH, Collin College Dental Hygiene Director “The 2010 ADA Give Kids a Smile event has once again successfully reached out to children in need in the communities of the North Texas Dental Society. Due to the leadership of Dr. Darren Dickson and Dr. Carlos Nurko, we have brought this program to more schools than ever before. Many thanks to our GKAS partners: the Collin College Dental Hygiene School; the TWU Dental Hygiene School; the Hispanic Dental Association; Baylor College of Dentistry; and, Sullivan-Schein Dental Supply. With their help the North Texas Dental Society has been able to bring needed treatment to those who otherwise would not be able to afford it. GKAS is our opportunity to serve others.” Dr. Timothy P. Shannon, NTDS Past President and founder of North Texas GKAS project
Oral Health in America: A Report of the Surgeon General Department of Health and Human Services, National Institute of Dental and Craniofacial Research, National Institutes of Health, Rockville, MD 2000 Cassamasino P: Bright Futures in Practice: Oral Health, Arlington, VA, National Center for Education and Maternal and Child Health, ed. 1996 Vargas CM, Crall JJ, Schneider DA: Socio-demographic distribution of pediatric dental caries: NHANES III, 1988-1994. JADA 129: 1229-39, 1998
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SMILES SPOTLIGHT
Before Treatment
in the
LEADERS IN NORTH TEXAS DENTISTRY CREATING UNFORGETTABLE SMILES
Lower implant fixtures placed
CASE PRESENTATION Female patient presented with history of bulimia, neglect and failed dentistry. She was esthetically and functionally compromised and had severe problems with tissue biotype, periodontal disease and bone integrity. TREATMENT CHOICES With a choice between a hybrid - All on 4 or a full fixed porcelain case, we determined a full fixed porcelain was required to handle all of these issues and give the patient an excellent result in functionality and esthetics.
Upper customized titanium abutments placed
PROCEDURE The patient underwent extensive surgical procedures including extraction of all remaining teeth, bone regeneration and implant placement. Sixteen customized titanium implants and abutments (8 maxillary and 8 mandibular) were required for this fixed reconstruction. The use of pink ceramics was necessary due to the extent of soft tissue and bone tissue damage.
After treatment – retracted smile
RESULTS With the professional collaboration of a great surgical team, Dr. Perez and an excellent lab, the patient was extremely pleased with the final result.
For more information concerning this case, contact Dr. Perez at www.fairwaydental.com or call 214-731-0558.
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After treatment – normal smile
Luis R. Pérez, DDS, PA
implants There is a growing demand for implants due to technological advances in modern dentistry and the increase in life expectancy. Average life expectancy for Americans is 78 years and as the American population ages, so will the incidence of age-related dental complications. Baby boomers are choosing implants in lieu of bridges or dentures. Also relevant are the young Americans interested in general cosmetic surgery, and a beautiful smile is a key component of a makeover.
The dental implant market continues to expand due to the success of implants when compared to Endodontic treatment. Studies indicate that a growing population of endo candidates are choosing to remove the tooth and place an implant.
Dr. Pérez graduated from Marquette University School of Dentistry in Milwaukee, Wisconsin. He was selected by the Marquette faculty to receive recognition and was honored with the prestigious Teledyne Hanau Prosthodontics Award for having demonstrated outstanding knowledge and skills in the study and practice of prosthodontics during his clinical requirements. Dr. Pérez received his specialty degree in Prosthodontics from the Medical College School of Dentistry in Augusta, Georgia in 1995. After his residency, he joined the U.S. Navy Dental Corps in San Diego, California, where he served as staff prosthodontist and director of the Removable Prosthodontics Division at the Naval Dental Center, the largest Naval dental facility in the world. He designed and supervised clinical courses for dental officers, and also trained Advanced Clinical Dentistry and Advanced Education in General Dentistry residents there from 1995 to 1998. After completing his naval commitment, he began private practice in 1998. Dr. Pérez is a member of several local study clubs and the American College of Prosthodontists (ACP), the national professional association representing prosthodontics, the largest discipline in dentistry and one of nine dental specialties recognized by the American Dental Association. He is also a member of the Academy of Osseintegration. Dr. Pérez opened his practice in Carrollton,Texas in 2002. He enjoys cycling, soccer, golf and traveling with his wife Cristina and his two sons, Luis E. and Javier.
In terms of satisfied patients, implants can replace what nature has taken away with a synthetic root that becomes stronger than anything nature provided originally. Implants produce highly gratifying results that creates a sense of hope in happy patients who love what you do for them. Their gratitude is motivating to the dental team, and inspires a sense of excellence among them.
Dental implant treatment is emotionally rewarding for both the patient and the team.
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Google will return your website as a search result if someone Googled “dental implants YourCity” than a competitor of yours who doesn’t have a blog and has had the same page about dental implants unchanged for five years. Link Building Think of the web as a giant popularity contest, and Google is the judge. When Google sees a lot of other websites linking back to your website (known as linking domains), they perceive your website as being popular, and they tend to rank popular websites higher. Who’s going to win this popularity contest: your website that has five linking domains or your competitor’s website that has 50 linking domains? Not only is the number of linking domains important, but so is the relevancy of those links. Two competing dental websites may each have a similar number of linking domains, but if Website 1’s linking domains are almost all dental industry websites and Website 2’s is primarily nondental websites, Website 1 will be given the ranking advantage by Google. In Summary
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Optimizing your page titles, blogging in a unique and relevant way, and link building are some of the most important things you can do to enhance your web presence. If your competitors haven’t implemented any of these factors into their websites yet, you could be the trailblazer in your market. If your competitors are already aggressively marketing online this way, you can’t afford not to: they are attracting new patients from the web that could have been yours. n Josh Lomonaco is account manager at Bullseye Media, LLC, a McKinney, TX based digital marketing agency that specializes in helping dentists leverage the internet to grow their practices. He can be reached at 214-509-6935 or by visiting OnlineDentalMarketing.com.
Southwest Dental Conference
January 12-14, 2012 www.swdentalconf.org
Make plans NOW to advertise in the North Texas Dentistry Convention Issue Promote your business and services to the North Texas Dental Community with perfect timing and perfect targeting – before the Southwest Dental Conference Print Advertisement l Custom Profiles l Special Features Our team can make your marketing dreams a reality!
REQUEST A MEDIA KIT:
info@northtexasdentistry.com
www.northtexasdentistry.com
ONE PLUS ONE EQUALS THREE
practice management
by Richard V. Lyschik, DDS, FAGD TO THE DOCTOR A dental practice is a business. It is a business run by a dentist. Dentists are doctors. The doctor went to dental school to learn the skills needed to deliver dental services to the public. He/she learned to be a doctor. Dental schools do not teach doctors how to be good business people. They were not taught how to make a bank deposit, file an insurance claim, order supplies, make appointments, talk to patients, sell dentistry, collect money and pay bills. Doctors were supposed to be smart enough to figure out all that “easy stuff” themselves. Doctors provide a service, get paid a fee for that service, pay their bills and what is left over is theirs to keep (if there is any left). That’s Business 101. The trouble is, most doctors never had any exposure to Business 101. Yet some think they know it anyhow, without any such background. The point is, they usually don’t.
case clearly and concisely. Tell the doctor you want to help him/her. That should be your sole purpose – to help the doctor … and the practice. Job security comes from doing a good job. If you are doing a good job, you will have the doctor’s respect. If you are working for the right person, then your doctor is not going to get angry because you disagree or point out problems. You should not be intimidated nor berated for speaking up. The doctor should listen to your point of view and should always appreciate and respect your input. The doctor will realize that you are an important asset to the overall success of the practice when you help him/her make the right business decision. However, it’s important to understand that the doctor’s perspective may be different than your own. He/she may have other information that you don’t have access to that will influence the final decision. Don’t always expect the doctor to agree with you, but do expect that he/she will appreciate you for speaking up.
The doctor is the boss, the business owner. The doctor is responsible for coming up with the money to pay the bills. Running a practice requires a lot of decisions. Some doctors are better at Success doesn’t happen overnight; neither does managing it. it than others. This may come as a shock, but doctors don’t know everything there is to know about All staff members need to feel free to speak up when it helps the running a dental practice. If there is a problem that is clinically practice. Again, always at the right time and the right place. related, the doctor is always right. If it relates to the adminisSpeak up at the often ignored “morning huddle” or at a time tration of the practice, then maybe the doctor is right… and when you have the doctor’s undivided attention. Everyone maybe not. needs to work together and needs to know each others’ strengths and weaknesses. n Staff members owe it to their doctor to speak up if they think the doctor is making a bad business decision. In addition, staff members need to make the doctor aware of any destructive Richard V. Lyschik, D.D.S., FAGD is one of AFTCO’s leading innovative behavioral problems that the doctor may exhibit in the office Senior Analysts who has helped over 2,900 dentists in associating, buying, (temper tantrums, depression, irritability, etc). They owe it to expanding, or merging and guided older, disabled and/or “burned out” dentists the doctor, the other staff members, and the patients. If the docto sell their practices. Dr Lyschik’s clients have seen the considerable benefits tor makes too many costly mistakes, it could jeopardize the ecoof incentive programs, pension funding plans and increased productivity nomic welfare of the business and staff members could find through his guidance. There is no substitute for experience in this business. themselves out of work. Who better could you choose to talk to about your future transition plans than TO THE STAFF a seasoned fellow dentist, a recognized premier transition expert, and AFTCO There is a time and place for talking to the doctor about an Analyst of the Year Award winner? Check out the impressive AFTCO website issue, policy, or incident. It’s often best to do it in private. Don’t at www.AFTCO.net, then call for a free appraisal and a no-obligation correct or disagree with him/her in front of patients or other consultation with Dr. Lyschik at your office or the AFTCO office in Dallas, TX staff members. Don’t talk to him/her about it between patients at (214) 893-0410 or 1-800-232-3826. or other stressful times of the day. Choose the right time and place and then speak up. Don’t be argumentative. State your www.northtexasdentistry.com
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A Primer on Sauvignon Blanc by Kim Clarke
W
hite wine drinkers have a tendency to gravitate towards chardonnay because it’s easy, somewhat generic and highly predictable. There are times, however, when the old standby gets a little tiresome and the need to expand your white wine repertoire kicks in. One in this situation would be well-served to try one of the many wines made from the Sauvignon Blanc grape, a varietal with origins in the Loire Valley and Bordeaux regions of France that has been widelyplanted in many of the premier wine-producing areas of the world. French Sauvignon Blanc Sauvignon Blanc vines like cool climates that allow the fruit to ripen slowly, important in developing a balance between the grape’s acidity and its sugar content. In France, the environs of Bordeaux and the Loire Valley are perfectly suited to growing Sauvignon Blanc. Sauvignon Blanc grapes grown in the mostly chalk soils of the Loire appellation of Sancerre make wines that are typically bone dry with intense flavors of peaches and gooseberries. These wines are often fermented and aged in stainless steel tanks with little or no time spent in oak barrels. But even within the villages of the Sancerre appellation there is enough soil variation to produce distinctly different wines. More flint in the soil yields a crisp wine with mineral and steely notes while clay soils make a more full-bodied, rounded wine. Some reliable Sancerre producers include Pascal Cotat, Gerard Boulay, Hippolyte Reverdy, Patient Cottat and Lucien Crochet. These wines are usually priced in the $20 to $30 range.
Pouilly-Fume, another French appellation using 100% Sauvignon Blanc grapes, is located across the Loire River from the Sancerre appellation. Wines from this appellation tend to be heavier and citrusy. The wines of the late Didier Dagueneau (Domaine Didier Dagueneau) are widely recognized as the best from this appellation and, as such, carry a relatively hefty price tag. A couple of other well-known Sauvignon Blanc-based wines come from France. Usually blended with Semillon and sometimes Muscadelle, White Bordeaux is fresh and crisp when young but can age to become creamy, honeyed and rich with vanilla from the oak barrel. While you can pay $50 for a great bottle of White Bordeaux from a big-name winery, a really good one can be bought for $20. Top producing chateaus include Haut Brion, Pape Clement, Carbonnieux, Clos Floridene and Haut Bergey. The most famous sweet wine based on the Sauvignon Blanc grape comes from the appellation of Sauternes. Blended with Semillon, these wines contain some residual sugar and offer tastes of honey, white peach, orange peel, spice and vanilla. The most famous Sauternes wine is from Chateau d’Yquem with other top scoring wines coming from Chateau Guiraud, Chateau Rieussec, Chateau Doisy Vedrines and Chateau Suduiraut. All are relatively expensive, with bottles ranging from $50 to $500. New World Sauvignon Blanc First planted in California in the 1870’s in
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the Livermore Valley, wineries didn’t start getting serious about production of Sauvignon Blanc until the 1990’s. While some made wines in the simpler, leaner style of the French, others made Sauvignon Blanc the way they made Chardonnay using secondary fermentation techniques and some oak aging. Both styles are popular and most are priced in the $10-$20 range. Some of the California producers to look for include Duckhorn, Voss, Markham, Honig, Dry Creek and Frog’s Leap. These wines are versatile and will go with a wide range of seafood, veal, chicken and pasta dishes. New Zealand versions of Sauvignon Blanc are intensely tart with flavors of grapefruit, lemon, lime and a sort of grassy herbaceousness. These wines are not shy and will definitely wake up your tastebuds. Some of the more popular wineries include Cloudy Bay, Kim Crawford, Brancott, Hawkes Bay and Babich. With so many styles of Sauvignon Blanc on the market today, you can easily find one that meshes with your tastes and pocketbook. n ADVERTISER’S INDEX Acclaim Networks....................................................17 AFTCO ............................................inside back cover Bloom......................................................................26 Bullseye Media .......................................................18 Certified Smiles.........................................................5 Dentallogic ..............................................................17 Destiny Dental Laboratory ......................................26 General Improvement Co...................................24/25 Med Dent Advisors..................................................17 Med+Tech Construction .............................back cover New Medical Arts ....................................................19 Nexus Dental Alliance......................inside front cover Ray Bryant Photography.........................................13 Southwest Dental Conference ................................28 Structures and Interiors...........................................15 Thiel & Thiel .......................................................24/25 Tina Cauller.............................................................26
WWW.AFTCO.NET
Helping dentists buy & sell practices for over 40 years. AFTCO is the oldest and largest dental practice transition consulting firm in the United States. AFTCO assists dentists with associateships, purchasing and selling of practices, and retirement plans. We are much more than a practice broker, we are there to serve you through all stages of your career.
Ahmed El-Halaby, D.D.S. has acquired the practice of Thomas M. Smith, D.D.S. - Longview, Texas (University of Texas - Houston 1967 )
Randell S. Terry, D.M.D. has acquired the practice of (Case Western Reserve University 2006)
Robert W. Gilbreth, D.D.S. - Wills Point, Texas (Baylor College 1968 )
AFTCO is pleased to have represented all parties in these transactions.
Call 1-800-232-3826 today for a free practice appraisal, a $2,500 value!