November 2011
Ethics
A dentist’s moral obligation Inside:
What role does ethics play in dentistry? PLUS: Smile Sacramento Gala Recap!
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Table of Contents
THE NUGGET November 2011 Volume 57, Number 9
Features 7
All I Really Needed to Know About Ethics I Learned in Kindergarten Walt Weber, DDS (Santa Clara County Dental Society)
8–10
Advertising Do’s & Don’ts CDA Practice Resource Center
12
The Right Way to Offer a Patient Discount Greg Alterton (Third Party Payer Analyst, CDA)
13
Managing Patient Referrals Brooke Kozak (Peer Review & Judicial Council Manager, CDA)
14
Upselling Dentistry Viren Patel, DDS (Ethics Committee Board Liaison)
Specials 16
New Labor Law Poster Requirement
27
Back in Time — Can you identify this SDDS member?
Regulars 4 7 5 5 6 16 16 17 20 23 23 24–25 25 26 28 29 30 31 32
President’s Message Link of the Month From the Editor’s Desk Letter to the Editor Cathy’s Corner Volunteer Opportunities Trustee Report Foundation Update YOU: The Dentist… the Employer Committee Corner Committee Meeting Schedule Vendor Members Vendor Member Spotlights We’re Blowing Your Horn! Advertiser Index Membership Update Event Highlights Classified Ads SDDS Calendar of Events
The Nugget is a four-time International College of Dentists Journalism Award Winner: Golden Pen (Honorable Mention, 2007) Article or series of articles of interest to the profession
Outstanding Cover (2007) Remarkable cover
Overall Newsletter (2007) Exceptional publication overall
Platinum Pencil (2010) Outstanding use of graphics
* featured on cover www.sdds.org
November November 2011 2007 | 3| 3
President’s Message Ethics One is not entitled to respect just because of one’s academic degree or title, one has to earn it. When I was in dental school in 1970s, I was told dentists were ranked in the top three positions of the most respected and trusted
By Wai M. Chan, DDS described dentists in terms such as used car salesman, greedy and pushy. Others have heard that dentists are self absorbed, self consumed, self-focused. A couple of years ago, we also read in the dental news that cheating is widespread in dental schools. What happened?
It has been said that a community’s wealth is measured by the value of its citizen’s dedication. Maybe it is time for the dental community to do some soul searching.
Does school still teach Ethics? Are we giving in to greed? Does the Ethics class help in any way? The unethical behavior of a few colleagues has led the public to question our honesty and integrity; thinking that we are over-diagnosing and providing unnecessary procedures. The unethical dentists are destroying the bond that our profession had established through decades of trusted professionalism.
professionals. Our patients entrust their oral health care to us not just because of our training but also because they believe we are honest and we would do what is right.
Does the profession have a responsibility? Is it society’s fault? Can we just keep quiet on the unethical incidences? I have plenty of questions but I do not have a solution.
It seemed things have changed quite a bit in the last 30 years. Recently, I was told dentists are definitely not the top ten. In late May/ early June this year, msn.com posted a story “Wanted: An honest dentist” that questioned the integrity of our profession. A friend told me that at a social function, when a stranger found out that she was a dentist, the response was — you were one of those hustlers! Some dentists had told me they heard people
I do know that one cannot use the excuses of having a big mortgage payment, or heavy student debts as reasons for unnecessary procedures on one’s patients.
4 | The Nugget
I was told that, by the time one becomes an adult, it is too late to learn ethics. Ethics and moral principles should have been taught when kids were growing up. It seems Ethics classes in dental schools are the guidelines for students to know what is acceptable, helping us to stay
on the right path when situation arises. Some say it is like drivers’ education. You learn the traffic laws; you learn to drive in the right side of the road and understand the consequence of violation of the traffic laws. If this is the case, then we had better make sure everyone knows the rules and knows them well. It has been said that a community’s wealth is measured by the value of its citizen’s dedication. Maybe it is time for the dental community to do some soul searching. I was told most dental school applicants put down serving their communities as one of the reasons to be a dentist. If this is the case, we need to help each other to stay true to our calling. Dr. Arthur A. Dugoni said that the qualities of a dental professional include the 3 C’s — competent, caring, committed. We are a noble profession. We have to continue improving our knowledge and skills, to do what is right and protect our communities from those who take advantage of them. We do not want to and cannot afford to see ourselves fall to only 14% public confidence level like the politicians.
SDDS HR hotline
1-800-399-5331
Sacramento District Dental Society
From the Editor’s desk Current Issues Facing
The Ethical Practitioner The concept of “ethics” is discussed and taught from the very beginning of any dental education, and changes considerably throughout one’s career. The yellow pages in a telephone book (remember them) in the 1960s had listings for dental offices which were neatly arranged and uniform. The only variation seen was the occasional line stating “practice limited to...,” and always referring to a recognized specialty. To be referred to as an “advertiser” was the most pejorative term that could be applied to a dentist and was reserved exclusively for the pariahs of the day, Drs. “Painless” Parker, J.C. Campbell and the like, by the dental schools. Of course, in the 1970s all that changed, and we now are exposed to a mind numbing array of happy, smiling families, adorable animals and every type of recreational activity imaginable, in the listings. Fortunately, the telephone book in general and the yellow pages in particular are now mainly used as doorstops, before they are mercifully relegated to the recycling bin. However, between then and now there was an avalanche of rulings and decisions, all of which were reviewed and enforced by the Ethics Committee. In this issue we have included several articles about some of the current issues facing the ethical practitioner, which are reprinted from other sources. We also have an excellent original article from Dr. Patel, the liaison from the Board of Directors to the Ethics Committee. His thoughtful presentation on the dilemma
of “upselling” in this economy is timely and thought provoking. Dr. Felahy, the chair of the Ethics Committee, tells about the current state of his committee in the Committee Corner. Of particular interest to the Editor is the article on managing patient referrals. The ever increasing number of treatment modalities along with the amount of training necessary to
Communication between the parties and documentation are of the utmost importance. provide them, require that the referring dentist be knowledgeable about the training and skill sets of the specialist to whom he is referring. As in any such matter, communication between the parties and documentation are of the utmost importance. Finally, as this editorial was being written, the news of the signing of SB 540 (Price — Dental Board sunset review) was received. The bill has been covered extensively in CDA publications. It also contains, according to CDA, “the deletion of a section of law governing specialty advertising by general dentists that had been found to be unconstitutional by the courts in the longstanding Potts v. Hamilton case.” Details will be published in future issues of the Nugget as they become available.
SPECIAL BULLETIN RECEIVED OCTober 14, 2011 CDA has confirmed the U.S. Supreme Court heard oral arguments yesterday in Douglas v. Independent Living Center of Southern California et al. The issue will decide if the State of California was correct in reducing Medi-Cal (and Denti-Cal) reimbursement rates by 10 percent in 2008. The rates were restored to their original amount because of an injunction filed before the U.S. District Court in Los Angeles. CDA is “very involved in this significant litigation.”The high court’s decision is not expected for several months. www.sdds.org
By James Musser, DDS Editor-in-Chief
Letter to the editor I am not sure how many dental spouses read the Nugget or even find it to be something they would be interested in. Maybe my 30 years in the dental field spark my interest. If there were any issue that a couple should have read together it was the August/September issue: Disability Insurance; Are you covered if the unexpected happens? I am going through this with my husband right now. The “unexpected” has happened to us and I have never been so happy that I wrote those insurance premium checks each month. When we were getting ready to be married, I said to Craig, “Please don’t ever put us in a situation where our lifestyle is taken away.” I was referring to living beyond our means and it never crossed my mind that the biggest factor would be the “unexpected” happening. We all know that dentistry takes it’s toll on our bodies due to our posturing in our chairs, holding high speed headpieces and the repetitive motion of dental procedures; but did you ever take into consideration what would happen if you fell off the roof of your house while taking down the Christmas lights or out of a tree while retrieving a kite for your child? Common tasks could change your life, your career, your ability to take care of your family. Our life has changed dramatically since Craig’s disability. We had to sell the practice, which meant saying good bye to our amazing team and patients. We have our home up for sale, I have sold my sports car and we are relocating out of state in order to make our money go further. Am I stressed? Am I worried? No, not at all. This is because Craig has coverage through his disability policies. Did he know this was going to happen? No. Could we have spent all that money on something else? Yes. Do any of us have any control of what will happen to us (the “unexpected” happening)? No. Please don’t put your future at risk. Remember that there are others who depend on you. Life and car insurance aren’t the only things your should have. If you enjoy sports that put you at risk or simply take down the Christmas lights each year, please consider how the “unexpected” would impact your life and that of your family. Don’t think “that couldn’t happen to me.” Think “what if that happens to me.”
Sheri Johnson, RDA (Dental Spouse)
November 2011 | 5
Cathy’s Corner Because…
“it’s what we do.”
Sacramento District Dental Society Amador • El Dorado • Placer • Sacramento • Yolo
Leadership
By Cathy B. Levering
SDDS Executive Director
On several occasions the past few months, I have had the opportunity to speak to many of our SDDS members on issues that concern them. Whether it be insurance and third party payer issues, employment issues, finding an associate, transitioning to retirement or concerns and excitement from new members just moving to the area — the energy in the Sacramento dental community is wonderful! I hear from many that “SDDS does a lot.” Yep; true fact. There’s something here for everyone. We do “do a lot.” We have classes, we have events, we have fun. And we also offer a lot. This is the stuff that doesn’t require a registration or sign up. This is the stuff that you can just pick up the phone or shoot off an email and you’ll get the answer — the “free stuff.” (Well, ok, your dues are $320 and it’s all included there!) We advocate for you, we help find answers to your questions, we know what the dental community is doing… because “it’s what we do.” A while back, a dentist’s office experienced a tragedy. Our office got the word out for help and assistance and the office continued to operate while permanent plans were being made. Last month a dentist called because he lost his hygienist. We faxed over our resumes and he found a new one the same day — he hired a DHP (Dental Health Professional) member as well! The services we provide to our members are what keep our membership up at the 80% market share level. It’s November. It’s the time that dues renewals hit the mailboxes later in the month. If you ever question the value of your membership, think about what we have done as a Society, what you need, and how we can help you. Then pick up the phone and call us. Or “shoot” me an email — we listen. Because… “it’s what we do.”
President — Wai Chan, DDS Immediate Past President — Terrence Jones, DDS President Elect — Victor Hawkins, DDS Treasurer — Gary Ackerman, DDS Secretary — Kelly Giannetti, DMD, MS Editor — James Musser, DDS Executive Director — Cathy Levering
EXECUTIVE COMMITTEE
Dan Haberman, DDS, MS Carl Hillendahl, DDS Jennifer Goss, DDS Kenneth Moore, DDS Craig Johnson, DDS Viren Patel, DDS Wallace Bellamy, DMD Brian Royse, DDS Kim Wallace, DDS
Board of Directors
Kevin Keating, DDS, MS Donald Rollofson, DMD CE: Jonathan Szymanowski, DMD, MMSc CPR: Margaret Delmore, MD, DDS Dental Health: Dean Ahmad, DDS Ethics: Volki Felahy, DDS Foundation: Robert Daby, DDS Leadership Development: Terrence Jones, DDS Legislative: Mike Payne, DDS, MSD / Gabrielle Rasi, DDS Membership: Lisa Laptalo, DDS Peer Review: Bryan Judd, DDS / Brett Peterson, DDS Dental Careers Workgroup: Robin Berrin, DDS Beverly Kodama, DDS Budget & Finance Advisory: Gary Ackerman, DDS Bylaws Advisory: Adrian Carrington, DDS Fluoridation Advisory: Kim Wallace, DDS Forensics Advisory: George Gould, DDS / Mark Porco, DDS Strategic Planning Advisory: Victor Hawkins, DDS/ Gary Ackerman, DDS Golf Tournament: Damon Szymanowski, DMD SacPAC: Donald Rollofson, DMD SDDF Gala Fundraiser: Wes Yee, DDS Smiles for Kids: Donald Rollofson, DMD
Trustees Committees Standing
Ad hoc Advisory Task Forces Workgroups
Special Events Other
Nugget Editorial Board
SDDS Staff
James Musser, DDS
Cathy Levering
Editor
Paul Binon, DDS, MSD Donna Galante, DMD Alexander Malick, DMD James McNerney, DMD Christy Rollofson, DDS Oladimeji Sorunke, BDS Ash Vasanthan, DDS, MS
Executive Director
Della Yee
Program Manager/ Executive Assistant
Melissa Orth
Publications Coordinator
Lisa Murphy
Member Liaison/ Peer Review Coordinator
Erin Castleberry
Member Liaison/ Smiles for Kids Coordinator
Advertising rates and information are sent upon request. Acceptance of advertising in the Nugget in no way constitutes approval or endorsement by Sacramento District Dental Society of products or services advertised. SDDS reserves the right to reject any advertisement.
P.S. And don’t forget to sign up for EDP payment for your dues — 12 monthly payments to pay your dues. You asked for it four years ago; and we listened because...
The Nugget is an opinion and discussion magazine for SDDS membership. Opinions expressed by authors are their own, and not necessarily those of SDDS or the Nugget Editorial Board. SDDS reserves the right to edit all contributions for clarity and length, as well as reject any material submitted. The Nugget is published monthly (except bimonthly in June/July and Aug/Sept) by the SDDS, 915 28th Street, Sacramento, CA 95816 (916) 446-1211. Subscriptions are free to SDDS members, $50 per year for CDA/ADA members and $125 per year for nonmembers for postage and handling. Third class postage paid at Sacramento, CA.
Postmaster: Send address changes to SDDS, 915 28th Street, Sacramento, CA 95816.
6 | The Nugget
Sacramento District Dental Society
© 2008 Sacramento District Dental Society
Editors Emeritus: William Parker, DMD, MS, PhD • Bevan Richardson, DDS
All I Really Need to Know About Ethics
I learned in kindergarten
First let me say that I am not quite comfortable writing about ethics. I was asked to join our Component Ethics Committee mainly as a result of wanting to switch out from the IT Committee when I realized I didn’t know how to “twitter” and was living in fear of being found out. At the Santa Clara strategic planning kickoff in January, under the peer pressure of a full course breakfast and a quite good European style luncheon buffet, I found myself volunteering to write an article — so here we are. There are a couple of reasons I am hesitant to insert myself into an ethics discussion. First, who am I to expound on ethics? I know I am not perfect. Every dentist treatment plans differently. Who is to say who’s right and am I even consistent every day? After 33 years, dentistry is still challenging and presents with ethical dilemmas every day. Secondly, I really believe the overwhelming majority of dentists are striving to practice towards the “good.” They are trying to do the best they can every day for their patients and the dentists who have gone to some “dark side” have already turned the page in this newsletter. About 20 years ago, Robert Fulghum wrote a book, which became a best seller, All I Really Need to Know I Learned in Kindergarten. I would recommend reading his essay sometime and I revisited it recently. I won’t list all of his points but let’s look at three. Share everything. What we need to share with our patients is first and foremost our knowledge, information only we know as dentists. We
link of the month www.sdds.org
need to explain their condition, give them options and allow them informed consent as to different treatments including the option of doing nothing. For example: in the case of restoring an anterior smile with veneers, there needs to be a discussion of longevity and replacement comparing treatment to bleaching and/or orthodontics, or maybe minimal bonding. The patient makes the decision but we need to share information so their decision is informed. Play Fair. We want people to play fair with us. We would hope that when someone is recommending treatment to us that the person would be recommending what he or she would do for himself or herself or a family member. Smaller fillings are better than large restorations. Prevention and no restoration are better than any restoration. Take the example of 20-yearold silver fillings without any frank decay but some potential marginal leakage. The options can range from replacement with amalgam, composite, porcelain, gold, onlays, crowns or no treatment at all. How would you proceed if it were a family member? What information do you confer to your family member? Are you conferring the same information to your other patients? Clean up your own mess. We have a partnership with the patient. We can never be responsible for everything that happens in their mouth because after all it is their mouth and no dentistry can be guaranteed to last forever. We can be responsible for things that are in control. We can try to do the best job possible on our patients. That
By Walt Weber, DDS
Santa Clara County Dental Society
doesn’t mean being perfect. We can be aware of what we feel comfortable to treat. We can seek out continuing education courses to keep up our skills and learn new skills. Taking risk management courses from TDIC is one way to make sure we are protecting our patients and ourselves. Understand the “standard of care” and make sure we are doing the best we can to practice within it. And it may mean on occasion retreating when we think we can do better or referring when we think someone else may be able to offer a better service for the patient. Kindergarten was a long time ago. We learned to hold hands and look both ways when we crossed the street. Ethics starts with understanding we are walking and holding hands with that
After 33 years, dentistry is still challenging and presents with ethical dilemmas every day. patient and trying to navigate the best course with them. Years ago, we were one of the most trusted professions. I think we may have fallen off a little from that perch. We need to be our patients’ advocate as they decide what is best for their oral health. Along the way, we have to take realistic stock of our skills, improve them to the best of our ability and be sure that it always starts and ends with informed consent-risks, benefits and alternatives. Reprinted with permission from the Santa Clara County Dental Society.
The Smile Sacramento online auction is open until Nov 10! Check for new items at:
www.sdds.org/SDDF_Gala-Auction.htm November 2011 | 7
Advertising
Do’s & Don’ts
From the CDA Practice Support Center www.cdacompass.com
With the many methods in which to advertise a dental practice, the options and choices can be overwhelming. Creating an eyecatching advertisement can be challenging enough without the concern of whether the advertisement or promotion abides by the law. This resource provides helpful advertising tips as well as examples of “Do’s” and “Don’ts” to make sure your advertisement follows the guidelines as outlined in the California Dental Practice Act.
significant amount of new patient interest, but those new patients failed to return for their recall appointments? Tracking and measuring marketing efforts will help you budget and create a strategic marketing plan for your practice.
Advertising “Do’s”
• Practice name, provider name(s), address, phone and website (fax numbers are optional, depending on your preferred method of contact)
Although there are many high-tech ways to advertise today through your practice website and the internet, in most communities it is still important to have a presence in the phone book, yellow pages and/or local print media. A print media presence may be as simple as listing your practice name, title and contact information or your community might be more responsive to the full-page or half-page advertisement. You may find the yellow pages offer the best result or you may choose publications with targeted audiences that align with your patient demographics. Due to the high level of exposure print media offers your practice, it is best to seek professional marketing advice and design. A professional advertising company or marketing consultant should know how to gain the best return on your investment for your particular market and region. Factors such as the design quality, size, dimension, placement and advertising message vary for each market and can be very specialized. Please note, with print media, measuring your results is the only way to determine success. Because of the often high cost of print advertising, it is crucial to know the volume of new patients and the production per patient that resulted from your print advertising efforts. Additionally, you will want to measure whether the new patients who were generated established long-term relationships with your practice. In other words, did an advertisement generate a 8 | The Nugget
When designing your practice’s advertisement, consider including the following information: • Practice logo and/or branded scheme
• Designated titles, certifications, relevant affiliations and special recognitions that may separate you from the competition • Indicate if the practice is limited to a recognized specialty • The practice niche. For example, “Cosmetic Dentistry” or “Family Dentistry” • The practice slogan or mission statement, in order to let the community know your focus and what differentiates you from other practices in the area
Figure 1: Sample advertisement for a general dentist
• Several benefits / highlights of the practice, such as “a focus on education” or “provide convenient evening appointments” • You may choose to indicate that the practice is accepting new patients • You may choose to include a brief patient testimonial if space allows. Be sure to obtain written authorization from your patients to publish or display their testimonials
• A photo of a patient, the practice, providers or dental team if space and budget allow Figure 1 is a sample advertisement for a general dentist. Figure 2 is a sample advertisement for a specialty practice. Figures 2–7 illustrate “do” and “don’t” examples of advertising. The examples reference specific sections of the Business &
Figure 2: Sample advertisement for a specialty practice Sacramento District Dental Society
Figure 3:
Don’t
Sunny View Dentistry
321 Longshore Rd.
Dr. Ben Smith
Talisman, CA 99423
Pediatric Dentist
751-555-5201
Do
www.sunnyviewdds.com
Professions Code or the California Code of Regulations (CCR) that are part of the state Dental Practice Act. Summaries of the code sections are included below and can be found in the CDA Practice Support Center article, Dental Practice Marketing & Advertising 101 (http://www.cdacompass.com/HomeInner/Article.aspx?topic=Dental_Practice_ Marketing) The actual sections can be found on the Dental Board website (http://www.dbc. ca.gov/lawsregs/laws.shtml). Business Card for General Dentist Who Is Not a Specialist Examples: Figure 3
results of the procedure being advertised or that has been altered in any manner from the image of the actual subject depicted in the photograph or image.
Sunny View Dentistry
321 Longshore Rd.
Dr. Ben Smith
Talisman, CA 99423
General Dentist
751-555-5201 www.sunnyviewdds.com
Dental services exclusively for children
Figure 4:
“(B) Use of any photograph or other image of a model without clearly stating in a prominent location in easily readable type the fact that the photograph or image is of a model is a violation of subdivision (a). For purposes of this paragraph, a model is anyone other than an actual patient, who has undergone the procedure being advertised, of the licensee who is advertising for his or her services.
“(C) Use of any photograph or other image Reference: Business & Professions Code §651(h) of an actual patient that depicts or purports to depict the results of any procedure, or (5)(A)(iii) and 16 CCR 1054.1 presents “before” and “after” views of a A dentist who lacks membership, certification, patient, without specifying in a prominent diplomate status, other similar credentials or location in easily readable type size what completed advanced training approved as bona procedures were performed on that patient fide either by an American Dental Association is a violation of subdivision (a). Any “before” Do Don’t recognized accrediting organization or by and “after” views (i) shall be comparable the Dental Board, may announce a practice in presentation so that the results are not emphasis in any other area of dental practice distorted by favorable poses, lighting, or other only if the dentist incorporates in capital letters or features of presentation, and (ii) shall contain some other manner clearly distinguishable from a statement that the same “before” and “after” the rest of the announcement, solicitation, or results may not occur for all patients.” advertisement that he or she is a general dentist. Patient Endorsement on a Before/After Photos in Magazine Ad Practice Web Site Examples: Figure 4 Examples: Figure 5 Reference: Business & Professions Code §651(b)(3) Reference: Business & Professions Code §§651(b) A misleading or deceptive image includes a (8), 651(b)(6), 1680(i) and 1680(l) statement or claim that… A false, fraudulent, misleading, or deceptive “(A) Is intended or is likely to create false or statement or claim includes any statement, unjustified expectations of favorable results, endorsement, or testimonial that is likely including the use of any photograph or other to mislead or deceive because of a failure to image that does not accurately depict the continued on next page
Have you checked the web? The SDDS website is your source for CE, events, important announcements and more! Check it out at www.sdds.org www.sdds.org
November 2011 | 9
Figure 5: disclose material facts. It is unprofessional conduct to make a claim either of professional superiority or of performing services in a superior manner, unless that claim is relevant to the service being performed and can be substantiated with objective scientific evidence. Advertising to guarantee any dental service or to perform any dental operation painlessly is unprofessional conduct. Note: This law is not limited to patient endorsements or testimonials. Discount Advertisement Examples: Figure 6
Patient Referral Program Examples: Figure 7 Reference: Business & Professions Code §650(a) The offer, delivery, receipt, or acceptance of any rebate, refund, commission, preference, patronage dividend, discount, or other consideration, whether in the form of money or otherwise, as compensation or inducement for referring patients, clients, or customers to any person, irrespective of any membership, proprietary interest, or co-ownership in or with any person to whom these patients, clients, or customers are referred is unlawful.
Reference: Business & Professions Code §651(c)
Reprinted with permission from the California Anyprice advertisement shall be exact, without Dental Association Practice Resource Center. of phrases, including, but not limited to, Don’t the use Do “as low as,” “and up,” “lowest prices,” or words at the Sacramento or phrases of similar import. Any advertisement Midwinter Convention Center that refers to services or costs for services and that uses words of comparison shall be based on verifiable data substantiating the comparison. Any person so advertising shall be prepared to provide information sufficient to establish the accuracy of that comparison. Price advertising shall not be fraudulent, deceitful or misleading, including statements or advertisements of bait, 32nd Annual SDDS MidWinter Convention & Expo discount, premiums, gifts or any statements of a similar nature. In connection with price February 9 & 10, 2012 advertising, the price for each product or service shall be clearly identifiable. The price advertised for products shall include charges for any related professional services, including dispensing and fitting services, unless the advertisement specifically and clearly indicates otherwise.
Mardi Gras
Save the Date! and check the website often for up-to-date MidWinter information:
Figure 6:
www.sdds.org/MW2012.htm
Do
Don’t
$30 off your first visit, includes exam, x-rays and cleaning (Reg. $99)*
Get your CE the “Big Easy” *Valid for new patients only. Patients with insurance coverage excluded. Offer expires 12-21-10. way at th e 32 nd Annua l MidWin ter Convent ion! Dr. Ben Smith • 321 Longshore Rd. • Talisman, CA 99423 751-555-5201 • www.sunnyviewdds.com
Figure 7:
Don’t
10 | The Nugget
Friends & Family Special!
Do
Refer a new patient to our office and we’ll give you a $50 gift card.
Happy with our service? Now you can ‘Like’ us on Facebook or write a review on Yelp!
We like to hear when you’re happy with our service, but we LOVE it when you tell others! We appreciate your referrals and your confidence in us. We look forward to providing the same excellent care and service to your friends and family! Dr. Ben Smith • 321 Longshore Rd. • Talisman, CA 99423 • 751-555-5201 • www.sunnyviewdds.com
Dr. Ben Smith • 321 Longshore Rd. • Talisman, CA 99423 • 751-555-5201 • www.sunnyviewdds.com
Sacramento District Dental Society
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November 2011 | 11
The Right Way
To Offer a Patient Discount Can a dental practice offer a discount to patients? Can a dentist who is not a member of a patient’s dental plan network offer discounts to that patient? We hear such questions every so often. Usually, it goes like this: “We’d like to offer a discount on services as a promotion to new patients of the practice. Can we discount the patient’s portion by writing off the patient’s deductible and/or co-payment?” The answer is yes, and no. It depends on how a dental practice applies the discount. Dentists need to remember that for plans they’re contracted with, that plan may require them to bill patients for, and make an effort to collect, deductibles and co-payments. Because of the contracts, dentists have with dental plans to be part of their networks; dentists have surrendered their absolute right to charge what they will for various dental procedures. Of course, a dentist is typically limited by the allowable fee in a provider contract regarding what can be charged for a procedure. Plan contracts also typically stipulate that whatever the plan pays for certain procedures may be “payment in full” for those procedures, and a dentist cannot bill the patient for the balance. Where plans allow balance billing of patients for, typically, more high-cost procedures, dentists are sill limited to a balance based upon the plan’s recognized allowance, not the dentist’s usual, customary and reasonable fee. Dental plan provider contracts usually require participating dentists to collect all deductibles and/or co-payments from patients. Plans calculate their per-enrollee premiums based on the cost-share assigned to the patient. If all or a portion of the patient’s cost-share is not collected, even though the dentist is the one absorbing the discount, a plan’s costof-coverage calculations are thrown off. One dental plan official told CDA that an effect of forgiving or failing to collect a patient’s co-payment responsibility is that dental care may actually become over utilized. It’s a basic 12 | The Nugget
economic principle that the lower the cost of a service or product, the greater the demand for that service or product. Clearly, a patient isn’t going to have a tooth filled where no caries are present, but those who crunch the numbers at the plans maintain that throwing off the cost-share balance between what a patient pays and what a plan pays for treatment makes the plan’s calculation for premium level too low to cover a measurable increase in the demand for care. So, for those patients who are covered by plans with which the dentist is in network, forgiving or failing to collect the patient’s copay is likely a violation of the contract the dentist has with the plan. But what about a discount for a patient covered by a plan with which the dentist isn’t a contracted provider? There’s more latitude here, but again it depends on how the discount is extended. Let’s assume, for example, that a patient is coming in for a procedure for which the dentist has a UCR fee of $200. The patient’s plan may cover 50 percent of the fee, with the ability of the dentist to recover, or balance bill, the patient for the other 50 percent. So, normally, the plan would pay $100 of that $200 claim, and the patient would be responsible for paying the remaining $100 balance. But what if the dentist, in a desire to grant a discount to the patient, cuts the patient’s co-payment responsibility in half? The claim was for a procedure with a fee of $200. The plan paid $100, based on the claimed amount; and the dentist only billed the patient $50 of the remaining balance. Is there anything wrong with this? Most likely. What’s wrong with this scenario is that the cost of the procedure really wasn’t $200 but $150. The plan, should it determine later that the dentist filed a claim for $200 on a procedure that only in actuality carried a charge of $150, might determine that the dentist fraudulently overcharged the plan — claiming a $200 fee, which was actually only $150.
By Greg Alterton
Third Party Payer Analyst, CDA
What to do? If a dental office receives a new patient and wants to extend a discount for the initial exam, X-ray or whatever, include the discounted amount in the claim submitted to the plan. Instead of filing a claim for $200, if the intent is to offer a discount to the patient, send the full sum of the procedure on the claim to the patient’s plan: $150, of which the plan might pay $75, and the patient might then pay the balance of $75. The patient gets a discount of $25, for which he or she will mostly likely be grateful; and obviously the plan has gotten the benefit of the discount as well. And the dentist has avoided billing a plan an amount more than they intend to actually charge for that particular appointment. So, discounts to patients are allowed, but check your contract (if you’re in contract with the patient’s dental plan) in terms of whether a patient co-payment is required. And if you are not in the patient’s plan’s network, reflect your intended discount in the actual claim to the plan. For further information on this or other dental benefit payment issues, contact the CDA Practice Support Center at 866.232.6362. This article was first published in the November 2009 CDA Update.
Call the HR hotline with all your burning Human Resources questions!
SDDS HR Hotline:
1-800-399-5331 Sacramento District Dental Society
Managing
Patient Referrals Appropriate referrals are an essential part of complete, quality oral health care management. Clear, consistent communication between the referring dentist, the consulting dentist and the patient is critical to maintaining a successful relationship.
whom to refer should always be made in the best interest of the patient, and not based on incentives or compensation provided by the specialist (which are illegal both to give AND to receive under California Business and Professions Code §650).
When should I refer?
What should I communicate to the patient regarding the referral?
Section 9 of the CDA Code of Ethics states: Whenever the delivery of care to a patient requires diagnostic and therapeutic modalities that are beyond a dentist’s scope of services, the dentist has the obligation to inform the patient of all available treatment options and to refer the patient to a provider who is qualified to provide consultation of necessary care. Any combination of conditions can provide an appropriate rationale for referring a patient, including: • Referring dentist’s level of training and experience, or areas of interest • Extensiveness of the problem or complexity of the treatment • Availability of special equipment • Patient desires • Behavioral concerns To whom should I refer? Personal knowledge of the specialists in your community will help you meet patient needs most appropriately. Inquire about education, training and experience, including participation in continuing education and study clubs. Ask if you may visit the office to observe treatment. The decision as to
• A detailed reason for the referral. Using a combination of teeth numbers and names helps if a number was transposed or the wrong name written. It should be clear to the consulting dentist why you referred and what you expect he or she will do for the patient. Keep a copy of the referral in the patient’s chart.
The referral process can be intimidating for some patients. It is important the patient understands why a referral is necessary and what could happen if he or she does not go. Explain which specialist you recommend and why. Remember the patient has the right to select a different specialist. Whether the patient goes to your specialist or one of his or her own, ensure continuity of care by initiating contact with the specialist. Discuss his or her findings and any recommended treatment and ask for a written evaluation. Document your conversation with the patient about the referral and any conversations with the specialist in the patient’s chart.
What communication should I receive from the specialist or consulting dentist?
What information is pertinent when referring a patient to a specialist?
• A final report that includes information that may alter future treatment plans.
The referring dentist should provide information to the specialist or consulting dentist including:
What if the specialist or consulting dentist and I disagree about the treatment plan?
• Patient’s name, address and phone number
While a dentist has the obligation to inform patients of their present oral health status, a dentist must also exercise care that the comments made are truthful, informed and justifiable (Section 1F, CDA Code of Ethics). A difference of opinion as to preferred treatment should not be communicated to the patient in a disparaging manner that implies mistreatment. And remember not to jump to conclusions without complete information. If you have concerns about the treatment provided by another dentist, the first step should always be to consult the treating dentist to determine under what circumstances and conditions the treatment was performed.
• Authorization or release of records • General background about the patient • Contributory history and radiographs if necessary
Want to get involved? Sign up to be a part of an SDDS committee! See insert for more details. www.sdds.org
By Brooke Kozak
Peer Review & Judicial Council Manager, CDA
Clear, consistent communication between the referring dentist and the specialist or consulting dentist is essential. Both professionals should discuss the referral treatment, the return of the patient to the referring dentist, and the availability for emergency treatment. The communication process is facilitated if the specialist provides (or the referring dentist requests): • An initial report indicating the preliminary diagnosis and recommended treatment, • Progress reports as necessary, and
November 2011 | 13
Upselling
Dentistry
By Viren Patel, DDS
Ethics Committee Board Liaison
A true professional is able to put aside personal needs and focus on the needs of the patient. The care we provide is influenced by a multitude of factors, pain, the patients’ ability to pay, insurance concerns, aesthetics as well as many others. The one thing it should not be influenced by is our own financial needs.
that a new zirconia based crown was superior to a cast gold restoration. In these instances, the recommended treatment upgrades may have been driven by the financial needs of the dentist rather than the best interests of the patient.
The dilemma we face in dentistry is shared by every small business owner: ensuring that the business survives while staying true to our professional obligations. Many doctors view the business only in terms of revenue and not in terms of expense management, marketing, new patient flow, collection ratios, human resource management and other important details. When we think of revenue as the only thing to watch, it becomes the focus of our attention and can lead to over diagnosis and the upselling of procedures. A large investment in technology can also trigger a change toward to upselling.
Our profession needs to ensure that we as dentists are not perceived as being self-serving and motivated only by money.
The occurrence of this upselling is becoming more common as the rate of new technology entering the marketplace increases. Too often, I am asked to provide a second opinion on a large treatment plan that a patient has been recommended. The patient does not realize that much of the proposed treatment is optional or “upgrades.” Even more concerning is that the patient is often misinformed of the risks and benefits associated with the treatment options. One example was a patient who was informed
Some would say that these recommendations represent optimal care and that we are obliged to offer the best to our patients. I feel that getting to know our patients as individuals will allow us to be guided to what is optimal care for them. The time spent on building relationships is much more fruitful than trying to convince someone to upgrade a composite restoration to a ceramic inlay. We will develop an understanding and a level of trust that will outlive short term monetary goals.
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14 | The Nugget
In these tough economic times it is even more vital that we stand by what it means to be a true professional and put the interests of our patients’ first.
Sacramento District Dental Society
Holiday Party December 6, 2011 at Del Paso Country Club
Don’t miss it!
Our profession needs to ensure that we as dentists are not perceived as being self-serving and motivated only by money. It is important that we do not diminish the trust our patients have in our profession with upselling.
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don’t miss these upcoming events! continuing education
continuing education
November 4, 2011
November 4, 2011
5
CE, Co
re
Smile Design: Something Old, Something New, Something Borrowed & Something Red? Presented by: Doug Lambert, DDS Course Objectives: • Patient motivation to enhance smile • Key components of smile design • Color and shade selection process — human or machine? • Importance of photography • The RED proportion — a new standard for designing your esthetic case • Communication: patient, lab and yourself 8:30am–1:30pm • 5 ceu, Core Arden Hills Country Club Sponsored by Dentsply North America & Eagle West Group, Inc.
Front office bootcamp Presented by: The Experts! Course Objectives: Office Administration • Banking time savers • Supply orders, discount programs • Appointment techniques • Online visibility • Increasing revenue Patient Communication • Treatment plans • Collections and protocol • Allowable discounts Social Media • Staff policies • Marketing the practice • Online reviews 8:30am–1:30pm • No ceu Arden Hills Country Club For front office, business managers and more! Doctors welcome!
general meeting November 8, 2011
Sta Nighff t!
Drilling Down on Generational Communication Presented by: Gordon Fowler President, CEO, 3Fold Communications Course Objectives: • Communication differences and styles within various generations
cpr course November 12, 2011 — Renewal
LR
8:30am–1:30pm • 4 ceu, Core Sutter general hospital — Cancer Center (buhler building)
6:00pm–9:00pm • 2 ceu, 20% Sacramento Hilton — Arden West www.sdds.org
November 2011 | 15
Sacramento District Dental Society
Trustee Report
Kevin Keating, DDS, MS Don Rollofson, DMD CDA Trustees
member Get a
member SDDS “MEMBER GET A MEMBER” PROGRAM! Do you know someone who should join SDDS? Whether it is a new dentist, an older dentist who has never joined, or just someone who has lapsed, you are eligible to win! If you recommend a new member and that person joins, you will be entered into a drawing each month — September, October and November for SDDS. The SDDS GRAND DRAWING is December 1st and the GRAND PRIZE is that we pay your SDDS dues ($320) for the 2012 year. Here’s how it works! Recommend a new member and make sure they sign up and you will be eligible for the following:
October 2011 The Trustees met on October 1, 2011. The first order of business was to review the Association Management Software vendor recommendation. Aptify was the chosen vendor after an exhaustive search and study, interestingly it has also been recently chosen by ADA so the tripartite communication should be seamless. A review of the budget was next and the news was all good, including no dues increase for the 13th year in a row, primarily due to the strength of non dues revenue, especially TDIC and Presents. In this tough economy membership actually increased instead of the budgeted slight decrease. Great News!! Dental Benefits is a most important topic for all of our members, perhaps now more than ever. The Trustees voted to form an active Task Force to evaluate any legal or
a. If you are a dues paying member (paid a minimum of $333)… CDA will pay you $100* within two weeks of your referral.
c. Either way, regardless of how much you paid in dues, you continue to be in the “pot” for FREE SDDS DUES for 2012. * $100 per referral up to $500 for five referrals
FreDuees
SDDS 2! 1 0 2 r o f 16 | The Nugget
New labor poster requirement September 29, 2011
New Labor Law Poster Requirement
b. Either way, regardless of how much you paid in dues, you are entered in the monthly SDDS drawing for a great prize.
legislative options related to these issues. Of particular concern with our members are the recent reductions of reimbursement rates in some states and the freeze on fee schedules. Extreme concern was voiced over recent requirements by Delta for new dentists to sign up for PPO plans in order to participate in Premier programs, and the intrusive mandate that procedures be reported by the tax ID number of employee dentists instead of that of the employer dentist. This requirement has and will create an almost impossible predicament for many of our members and their patients, and in listening to testimony the Trustees heard this loud and clear. In closing I would like to thank all of our members for the opportunity to serve them on the Board of Trustees for six wonderful years, it has been a remarkable experience.
The National Labor Relations Board has adopted a regulation that requires most private businesses to post a new notice by January 31, 2011. The new poster will inform employees of their rights under the National Labor Relations Act (NLRA), the primary law governing relations between employees and employers in the private sector. NLRA rights apply to both union and non-union workplaces. The poster, available for free download at https://www.nlrb.gov/ poster, must be posted in its original 11 x 17 in. size or with the two 8-1/2 x 11 in. downloaded pages taped together. Translated versions are available from the NLRB and must be posted at workplaces where at least 20% of employees are not proficient in English. An NLRB fact sheet with questions and answers is available on its web site, http://nlrb.gov/faq/poster. Sacramento District Dental Society
Sacramento district dental society foundation
A charitable 501-C3 organization
Smile Sacramento Gala —
A Smashing Success for Dentistry! What do you get when you bring 450 friends together at the Hyatt Regency for the “party of the year?” You get an amazing evening of energy, fun and generosity. The camaraderie of the social hour spilled into the banquet room with friends getting reacquainted and new friends being made. As Emperor Yee rang the gong to commence the evening festivities, one lucky table started the evening by winning the first auction item of caviar and champagne. A gourmet dinner of filet mignon and salmon was served to perfection. The video opened our eyes and touched our hearts on the enormous impact our dental Foundation has on the Sacramento community. If you don’t know already, our Sacramento District Dental Foundation’s programs consist of many; one of them, Smiles for Kids, is one of the largest programs in the nation. The live auction was exactly that — “Lively and Exhilarating.” With so many generous donations to bid on,
MC Kitty O’Neal and Auctioneer Walter Dahl raised the roof by bringing in an amazing $40,000. The night had only just begun with “The New Originals” who entertained the smiling crowd of dancing dentists and friends to almost midnight. The Gala is a culmination of 18 months of continuous work and planning by your Smiles Sacramento Gala Committee. Our Executive Director extraordinaire, Cathy Levering, is the key reason for the Gala’s success. Cathy’s contacts and organizational skills went into overdrive as she prepared us for this exquisite event. The SDDS staff and volunteers (their husbands!) supported our efforts with their organization, artistic talents and commitment to the Foundation. Bolstered by a strong support of our caring and generous sponsors, auction donations, and table host commitments, we planned a magical and fun evening. The Gala was a party that everyone is still talking about and glow
has barely worn off. Chairing the Gala brought me a deeper understanding of our far-reaching Foundation, its programs and its participants; they all truly inspire and invigorate me. Five years ago I chaired the Rotary Club of Sacramento Bids for Kids Fundraiser. The Sacramento District Dental Foundation was the beneficiary. Rotary and the SDDS raised $98,000 that year. Hopefully we will surpass that number with our Gala. Each our dentists donate over a million dollars in pro bono dental treatment, but this year we raised funds from our members, their friends and the community. You are truly the best. We continue to break new ground and be one of the premier dental societies and dental Foundations in the nation! My sincerest appreciation, Dr Wes Yee Smiles Sacramento Gala Chair
Thank you
for your support!
www.sdds.org
November 2011 | 17
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18 | The Nugget
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November 2011 | 19
you
the dentist, the employer
The Generation Gap
Causes conflict in the workplace
You are a dentist. You’ve been to school, taken your Boards and settled into practice. End of story? Not quite. Employee evaluations, hiring and firing, labor laws and personnel files are an important part of being an employer. Are you up on the changes that happen nearly EVERY January 1st? In this monthly column, we will offer information pertinent to you, the dentist as the employer.
By California Employers Association (SDDS Vendor Member) Conflict between members of different generations exists in nearly threequarters of organizations and more than half of organizations actively work to
What complaints do older workers raise about younger workers? Inappropriate dress Poor work ethic Informality Need for supervision Lack of respect for authority reduce that conflict, according to a poll from the Society for Human Resource Management (SHRM). Five generations will be represented in the U.S. workforce next year, the Society’s HR Magazine noted in its May edition. This is significant because “Multigenerational discord can impede workplace relationships and lower engagement.” When asked the extent of intergenerational conflict in the workplace, 44% of respondents said it existed “to a slight degree” in their organizations, 25% said “to some degree” and 3% said “to a large degree.” What concerns do managers raise about the performance of younger workers? Inappropriate dress topped the list, 20 | The Nugget
followed closely by poor work ethic, informality, the need for supervision and lack of respect for authority. What complaints do younger workers raise about older managers? Resistance to change was mentioned by 47% of respondents, followed closely by a lack of recognition and the tendency to micromanage. Technology was mentioned across generations but for different reasons. Asked what concerns have been raised about younger workers, 38% said “inappropriate use of or excessive reliance on technology.”
What complaints do younger workers raise about older managers? Resistance to change Lack of recognition Tendency to micromanage Asked what concerns younger workers have about older managers, 31% replied “aversion to technology.” 56% of respondents reported that their organizations actively work to address intergenerational conflict. The most common tool was coaching and mentoring for managers. 44% said they implemented or increased coaching for non-managers, and 38% said they increased training on job expectations for new hires.
HR audio conferences January 19, 2012 New Labor Laws for 2012 • Leaves or absence • Pregnancy disability • Mileage reimbursement • Reasonable ADA / FEHA accommodations Noon–1pm • 1 ce, 20%
April 25, 2012 Staff Evaluations: How, When, Why? • Effective appraisals • Goals and timelines • Follow-up to reinforce past appraisals • Legal considerations Noon–1pm • 1 ce, 20%
Sacramento District Dental Society
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22 | The Nugget
Sacramento District Dental Society
Committee Corner
You asked for this! Nugget Survey 2009
Ethics Committee: What is it?
Our Dental Society has always provided us with resources to rely on as we practice dentistry. One aspect of the Dental Society primarily focused on education is our Ethics Committee. As a member of our Society, we choose to distinguish ourselves and our practice from those who are not part of organized dentistry. We choose to follow an ethics code that allows us to best serve our patients and in turn ourselves. Our primary goal as a committee has been to clarify the ethics code, mainly through education, sometimes on an individual basis, but always to best benefit the members. As part of the Ethics Committee, there are many recurring areas we have been asked to clarify for our members. I think I can speak for the committee when I say that, with every question that comes in front of the committee, we as a whole do our best to answer and clarify any concerns and to offer resolution. Researching the questions that come across our Committee has been an enlightening experience and, as a result, we learn something new to take back to our practice. The good news is the average number of ethics complaints that have been submitted to the Committee is in the low single digits. Most are truly misunderstandings that are corrected promptly. I have been honored to be a part of the Ethics Committee and now the chair. I have great faith and pride in our profession, our collective integrity and ability to care for our patient first.
By Volkmar Felahy, DDS
Ethics Committee Chair
2011 sdds Committee Meetings: Board of Directors (SDDS / 6:00pm) Nov 1
Golf Committee (SDDS / 6:00pm) Completed for 2011
CE Committee (SDDS / 6:00pm) Nov 29
Leadership Dev. Committee (SDDS / 6:00pm) Completed for 2011
CPR Committee (SDDS / 6:30pm) Future meetings TBA
Mass Disaster / Forensics Committee (Location TBA / 6:30pm) Completed for 2011
Dental Health Committee (SDDS / 6:30pm) Nov 14
Membership Committee (SDDS / 6:00pm) Nov 15
Ethics Committee (SDDS / 6:30pm) Nov 16
Nugget Editorial Committee (SDDS / 6:15pm) Completed for 2011
Foundation (SDDF) (SDDS / 6:00pm) Nov 17
SacPAC Committee (SDDS / 6:00pm) 2011 meetings TBA
Committee meetings, CE courses and more available 24/7 on the SDDS website. Visit www.sdds.org and click the “Calendar” button.
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November 2011 | 23
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24 | The Nugget
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2007
Financial Services
Dennis Nelson, CPA, APC
Gordon Gerwig, Business Services Manager
since
800.399.5331 www.employers.org
Financial Services
First US Community Credit Union
2010
916.772.4192 www.bluenorthernbuilders.com
since
Andrew Mallett, Branch Manager
Financial Services
since
Marc Davis • Morgan Davis • Lynda Doyle
916.648.2100 www.bankofsacramento.com
Lauren Herman • 209.969.6468 Kevin McKittrick • 916.765.9101
CPA, APC
2010
Shelley Laurel, SVP
Kim Parker, Executive VP Mari Bradford, HR Hotline Manager
PLANNING & CONSULTING ASSOCIATES
since
Blue Northern Builders
Dental Supplies
D ENNIS NELSON
2005
construction
Bank of Sacramento
Human Resources
2011
since
2002
California Employers Association
916.784.8200 www.burkhartdental.com
2011
since
Burkhart Dental
since
since
Todd Andrews 916.743.5150 www.andrewsconstructioninc.com
Financial Services
Banc of America Practice Solutions
*All programs subject to credit approval and loan amounts are subject to creditworthiness. Some restrictions may apply. Loans greater than $250,000 may be eligible for a 20-year term. **Banc of America Practice Solutions may prohibit use of an account to pay off or pay down another Bank of America account. � Bank of America and Banc of America Practice Solutions are trademarks of Bank of America Corporation. Banc of America Practice Solutions is a subsidiary of Bank of America Corporation. © 2010 Bank of America Corporation
since www.bankofamerica.com/practicesolutions
Andrews Construction, Inc.
Analgesic Services
Equipment financing*— choose from a variety of options and flexible
Advisor, Business ConsultingFinancial and Educational loans — from $10,000 to Financial $75,000, which can include up to $10,000 for travel.
construction
Medical Gases
916.554.4919 www.cda.org
since
2011
877.291.1099 www.tekfixteam.net
Construction
since
2011
Vendor Member B
New office start-ups — get started with up to 100% project financing,* including design, construction, equipment and working capital.
916.258.5538 www.tilconbuilders.com
Sacramento District Dental Society
Vendor Member A
�
Financial Services
Interior Design
Transition Broker
Jeanne Maloney, V.P. Healthcare
Tim Giroux, DDS, President John Noble, MBA
Union Bank
Western Contract
Philip Kong
since
2010
916.533.6882 www.unionbank.com
Legal Services
Wood & Delgado
Jason Wood, Esq.
since
2010
1.800.499.1474 • 949.553.1474 www.dentalattorneys.com
916.213.1742 www.westerncontract.com
since
2011
Western Practice Sales
since
we love
our SDDS Vendor Members!
2007
800.641.4179 www.westernpracticesales.com
Please note that dentassist, Desco Dental Equipment and SupplyDoc have elected not to renew their Vendor Membership at this time. Please remove them from your directory. We appreciate their past support and hope that they will return soon.
vendor member spotlights:
RelyAid was established in 1988 as a family-owned and operated company. For years the company has exclusively supplied dental practices with protective gloves, infection control products and other supplies. Products and Services • Protective gloves • Infection control products Benefits, Services, Special Pricing and/or Discounts Extended to SDDS Members • Special discounts • Free freight
Jim Alfheim — President, Sales & Marketing jim.alfheim@relyaid.com • (800) 775-6412 • (916) 431-8046 www.relyaid.com
Olson Construction, Inc. is a design/build construction firm who can take your office from design to finish. They have proven themselves to be the go-to company when you want your dental office done on time and within budget. Products and Services • Mobile dental office modular trailers that facilitate your patient flow during remodels (site specific) • Complete architectural and engineering services for obtaining large or small remodels and new tenant improvements • Turn-key construction with continued support
David Olson
info@olsonconstructioninc.com • (209) 366-2486 www.olsonconstructioninc.com
Vendor Members — their support keeps your dues low! Vendor Members support Sacramento District Dental Society through advertising, special discounts to members, table clinics and exhibitor space at SDDS events. SDDS members are encouraged to support our Vendor Members as OFTEN AS POSSIBLE when looking for products and services. For more information on the Vendor Membership Program, visit www.sdds.org/vendor_member.htm
www.sdds.org
November 2011 | 25
We’re blowing your horn! Congratulations to... Dr. Terry Adair, who completed the Ironman Race in Oklahoma City on September 24, 2011. The 140.6 mile total race included a 2.4 mile swim, 112 mile bike ride and 26.2 mile marathon run. Dr. Adair completed the race in 13 hours, 15 minutes. Wow! (photo at right)
Have some news you’d like to share with the Society? Please send your information (via email, fax or mail) to SDDS for publication in the Nugget!
Dr. David Lewis, for achieving his Mastership in Implantology from the International Commission of Oral Implantologists (ICOI). In order to receive his Mastership, Dr. Lewis was interviewed by ICOI’s Advanced Credentials Commission and then submitted a written exam as well as a case review. (photo at right)
LEFT: Dr. Terry Adair’s medal of completion for his 140.6 mile triathalon on September 24th.
Dr. Terry Jones, appointed to the Sacramento County First 5 Commission as an alternate commissioner. Dr. Tim Mickiewicz, who presented a course at the University of Texas Dental School on September 9th, entitled TMD and Sleep Medicine, Implications for the General Dentist. Next up is a certification program for the Somnomed Sleep Academy in San Francisco, December 2–3, 2011.
ABOVE: Dr. David Lewis and his family at his Mastership ceremony August 20th.
Sacramento District Dental Foundation, on a wildly successful Gala on October 1, 2011. The Foundation acquired lots of wonderful new friends and supporters, and raised lots of money for use in our community!
Are you an SDDS Fan? Search for Sacramento District Dental Society on www.facebook.com
a personal approach to life and wealth management SERVICES:
• • •
Investment Services Benefits Planning Retirement Planning
• • •
Estate Planning Design College Education Planning Cost Basis Reconstruction
Call to schedule a complimentary 45-minute consultation! (916) 367-4540 www.EagleWestGroup.com
Matt Fine, ChFC Financial Advisor matt@eaglewest.us
Chris Nunn Financial Advisor chris@eaglewest.us
Registered Representative, Securities offered through Cambridge Investment Research, Inc., a Broker/Dealer, Member FINRA/SIPC. Investment Advisor Representative, Cambridge Investment Research Advisors, Inc., a Registered Investment Advisor. Cambridge and Eagle West Group are not affiliated.
26 | The Nugget
Sacramento District Dental Society
Back in time… Can you identify this SDDS Member? The first SDDS member to call the SDDS office (916.446.1227) with the correct answer wins $10 off their next General Meeting registration. Only the winner will be notified. Member cannot identify himself.
Watch for the answer in the December 2011 Nugget! Answer from Aug/Sept 2011 issue: Dr. Nancy Archibald
8IFO :PV -PPL (PPE 8F -PPL (PPE
$" -JDFOTF
7E ARE PROUD TO PROVIDE s #USTOMIZED QUALITY SERVICES FOR YOUR PROJECT NO MATTER HOW LARGE OR SMALL s 'ROUND UP BUILDING FOR YOUR OWN USE OR WITH ADDITIONAL LEASABLE SPACE s 4ENANT )MPROVEMENTS IN NEW CONSTRUCTION OR AN EXISTING BUILDING s /FlCE REMODELS
&OR MORE INFORMATION PLEASE CALL
'ALILEE 2OAD 3UITE 2OSEVILLE #!
WWW "LUE.ORTHERN"UILDERS COM www.sdds.org
November 2011 | 27
Advertiser Index Dental Supplies, equipment, Repair Burkhart Dental Supply . . . . . . . . . . . . . . . . . . . . . . . . 21, 24 Diagnostic Digital Imaging (DDI) . . . . . . . . . . . . . . . . . . . 22 Henry Schein Dental . . . . . . . . . . . . . . . . . . . . . . . . . . 24, 30 Patterson Dental Supply, Inc. . . . . . . . . . . . . . . . . . . . . . . . 24 Procter & Gamble Distributing Co. . . . . . . . . . . . . . . . . . . 24 RelyAid . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
Education
Contact us today for your
Complimentary Practice “Check-Up” Just like patients...Everyone needs a check-up!
916.784.6982 • gayles@dmsolutionsinc.com
San Joaquin Valley College . . . . . . . . . . . . . . . . . . . . . . . . . 30
Financial & Insurance Services Ameriprise Financial . . . . . . . . . . . . . . . . . . . . . . . . . . . 21, 24 Banc of America Practice Solutions . . . . . . . . . . . . . . . . . . 24 Bank of Sacramento . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24 DBC Consulting (Dave Judy) . . . . . . . . . . . . . . . . . . . . . . . 14 Dennis Nelson, CPA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24 Eagle West Group, Inc. . . . . . . . . . . . . . . . . . . . . . . . 24, 26 Fechter & Company, CPAs . . . . . . . . . . . . . . . . . . . . . . 4, 24 First U.S. Community Credit Union . . . . . . . . . . . . . 18, 24 Mann, Urrutia & Nelson, CPAs . . . . . . . . . . . . . . . . . . . 24 Principal Financial Group . . . . . . . . . . . . . . . . . . . . . . . . 24 TDIC & TDIC Insurance Services . . . . . . . . . . . . . 11, 19, 24 Union Bank . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
Human Resources
WESTERN PRACTICE SALES John M. Cahill Associates ~NATIONWIDE EXPOSURE~ LOCALLY OWNED By Dentists, For Dentists Tim Giroux, DDS
California Employers Association (CEA) . . . . . . . . . . . . . . . . 24
Legal services Wood & Delgado . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2, 25
Testimonials
Medical Gas Services Analgesic Services, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
Office Design & Construction
Jon Noble, MBA
Andrews Construction . . . . . . . . . . . . . . . . . . . . . . . . . 18, 24 Blue Northern Builders, Inc. . . . . . . . . . . . . . . . . . . . . 24, 27 Henry Schein Dental . . . . . . . . . . . . . . . . . . . . . . . . . . 24, 30 Olson Construction, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . 24 Tilcon Builders . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25 Western Contract . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24
Practice Sales, Lease, Management and/or Consulting Dental Management Solutions . . . . . . . . . . . . . . . . . . . . . . 28 Henry Schein Dental . . . . . . . . . . . . . . . . . . . . . . . . . . 24, 30 JoAnne Tanner, MBA. . . . . . . . . . . . . . . . . . . . . . . . . . 24, 27 Straine Consulting . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24 TRI Commercial Real Estate . . . . . . . . . . . . . . . . . . . . . . . 23 Western Practice Sales . . . . . . . . . . . . . . . . . . . . . . . . . 25, 28
Mona Chang, DDS
Staffing services
John Cahill, MBA
Resource Staffing Group . . . . . . . . . . . . . . . . . . . . . . . . . 22, 24
Technology
”Your personal dedication to making everything happen was a unique touch”
”It’s great to have you right here in the Sacramento area. You were always available and always full of advice. Thank you”
800.641.4179
Tekfix Team . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 22, 24
Waste management services Star Refining . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24 Dave Judy
28 | The Nugget
“The fact that you are a dentist adds a whole new dimension to your abilities as a broker, one which most other brokers cannot come close to”
”Your experience & knowledge coupled with your kind personal touch I believe makes you the best in the industry!”
Publications Sacramento Magazine . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21, 24
This is what separates Western Practice Sales from other brokerage firms. As dentists and business professionals in your area, we understand the unique aspects of your dental practice and offer more practical knowledge than any other brokerage firm.
wps@succeed.net adstransitions.com westernpracticesales.com
Sacramento District Dental Society
Welcome to SDDS’s new members, transfers and applicants.
Important Numbers: SDDS (doctor’s line) . . . . . . . (916) 446-1227 ADA . . . . . . . . . . . . . . . . . . . (800) 621-8099 CDA . . . . . . . . . . . . . . . . . . . (800) 736-8702 CDA Contact Center . . (866) CDA-MEMBER (866-232-6362) CDA Practice Resource Ctr . . cdacompass.com TDIC Insurance Solutions . . . (800) 733-0633 Denti-Cal Referral . . . . . . . . . (800) 322-6384
New Members Shama Currimbhoy, DDS Oral and Maxillofacial Surgeon 2503 K Street Sacramento, CA 95816 (916) 448-4500 Dr. Shama Currimbhoy graduated from USC Herman Ostrow School of Dentistry in 2006 with her DDS and later completed her specialty in Oral and Maxillofacial Surgery from Highland General Hospital in 2011. She is currently practicing at Sacramento Oral Surgery at their Sacramento and Roseville offices. She lives in Sacramento. Benjamin Foulk, DDS Wel co General Practitioner bac me 1011 Saint Andrews Dr, Ste A k! El Dorado Hills, CA 95762 (916) 933-6600 Dr. Benjamin Foulk graduated from UOP Arthur A. Dugoni School of Dentistry in 1970 with his DDS. He is currently practicing and lives in El Dorado Hills. Myles Hokama, DDS General Practitioner 8890 Cal Center Dr Sacramento, CA 95826 (916) 563-6092 Dr. Myles Hokama graduated from University of Maryland in 1987 with his DDS. He is currently practicing in Sacramento and lives in Sacramento with his wife, Linda.
Central Valley Well Being Committee . . . . . (559) 359-5631
November 2011
New Transfer Members: Gilbert Limhengco, DMD Transferred from Northern California Dental Society General Practitioner Wel co 1906 Del Paso Rd bac me Sacramento, CA 95834 k! (530) 879-1888 Dr. Gilbert Limhengco graduated from the University of the East in 1987 with his DMD. He is currently practicing in Sacramento and Citrus Heights and lives in Sacramento.
New Provisional Members: Nasrin Ghahramani, DDS Transferring from Michigan Dental Association
New Applicants: Phil Abeldt, DDS Muhammad Ayyubi, DDS Keith Boyer, DDS Cheun Chie Chiang, DDS Simran Kaur, DDS Ronald Kim, DDS Ryan Plewe, DDS Margaret McInerney, DDS Lilliana Stojic, DDS – Welcome Back!
Retiring Any time soon? Keep us updated! Moving? Opening another office? Offering new services? Share your information with the Society! We can only refer you if we know where you are; and we rely on having your current information on file to keep you informed of valuable member events! Give us a call at (916) 446-1227. The more accurate information we have, the better we can serve you!
www.sdds.org
If you plan to retire between now and the end of December, please call the SDDS office so that you can officially change status before the next dues year.
It saves you money!
CLIP OUT this handy NEW MEMBER UPDATE and insert it into your DIRECTORY under the “NEW MEMBERS” tab.
total membership (as of 10/7/11): 1,583 total active members: 1,306 total retired members: 201 total Dual members: 2 total affiliate members: 11
total student/ provisional members: 13 total current applicants: 9 total dhp members: 41
total new members for 2011: 65 November 2011 | 29
Event highlights October General membership Meeting October 11, 2011
1
2
3
4
5
6
Volunteer Opportunities
1: Capitol Periodontal Group raises money for breast cancer with their incredible bake sale! 2: Dr. Kelly Giannetti (center) introduces new members Dr. Tamar Lev (left) and Dr. Shama Currimbhoy (right). 3: Dr. Jean Rabadam is awarded the $300 cash raffle prize by Dr. Viren Patel! 4: Dr. Ike Rahimi wins one of the two MidWinter Convention registration raffle prizes. 5: Dr. Jennifer Goss introduces the speaker for the evening. 6: Dr. William Mora begins his presentation on “Bisphosphonate-Related Osteonecrosis of the Jaw.”
Smiles for Kids SDDS OFFICE: 916.446.1227 • smilesforkids@sdds.org
Smiles for BIG Kids SDDS OFFICE: 916.446.1227 • sdds@sdds.org
CCMP
Coalition for Concerned Medical Professionals
ED GILBERT: 916.925.9379 • ccmp.pa@juno.com
The Gathering Inn ANN PECK: 916.296.4057 • ann.peck49@aol.com
Willow Dental Clinic MICHAEL ROBBINS: 530.864.8843 • marobbins@ucdavis.edu
30 | The Nugget
Sacramento District Dental Society
at the Sacramento Convention Center
sacramento dental complex has two small suites available. One suite is equipped for immediate use. Second suite can be modified with generous tenant improvements. Located in Midtown area. Please call for details. (916) 448-5702. 10-11 suite for lease — in Midtown Sacramento at 30th & P. Ideal for perio, endo or oral surgery. Improvements + allowance for modification. Signage, high visibility, on-site parking and freeway access. In the midst of Sutter’s medical campus expansion. (916) 821-9866. Lic. 01227233. 11-C1 fully-equipped 5 operatory dental office, — 2150 sf, conveniently located in a desirable East Sac location on the corner of J Street and 39th. Attractive traditional decor, efficient floorplan for patient flow. For equipment questions, please call Dr. Phillips (916) 452-7874; for lease questions, please call building owner Dr. Frink (916) 452-3681. 11-11 Dental office: Creekside dental-medical building in Folsom, 1700 sf, 4 operatories with view, furnished, rent negotiable. MUST SEE! Call Breanna Hegseth (916) 569-2341 or Sue Nelson (916) 367-6352. 11-11 available operatory with assistant for use in a brand new state-of-the-art Rocklin dental office. Production is by percentage basis. Please contact (916) 469-3613 or (916) 583-0276 for details. 11-C1 Office Suite for Lease — in quiet North Natomas neighborhood. Gorgeous, move-in ready suite originally built for ortho, but will work for pedo as well. 1600+ square feet. Open bay layout with space for 4–5 chairs. Signage visible from I-5. Plenty of on-site parking. Contact Dave Herrera (916) 821-9866 or Chris Chan (916) 285-9678. 11-C1
dentists serving dentists — Western Practice Sales invites you to visit our website, westernpracticesales. com to view all of our practices for sale and to see why we are the broker of choice throughout Northern California. (800) 641-4179. 03-09
SDDS member dentists can place classified ads for free! www.sdds.org
32nd Annual SDDS MidWinter Convention & Expo
February 9 & 10, 2012
Confirmed Speakers PEDODONTIST OR GENERAL W PEDO EXP (Sacramento/ Elk Grove) — Two positions available at expanding pedo practices. A perfect combination of four doctors on maternity and a GROWING practice leaves us with LOTS of patients for a new doctor or two. Well respected, state of the art practice with an amazing team and completely non-traumatic approach. No pressure to produce! Quality care and relationships come first. Email CV to dboyes@ kidscaredentalgroup.com. 10-11 PT Oral Surgeon — Busy Sacramento Pedo Practice (Kids Care Dental Group) seeks oral surgeon 1–2 days a week. Great office and staff with a healthy payor mix (no HMO or DentiCal) . Email dboyes@kidscaredentalgroup.com or Fax CV to (916)290-0752. 10-11 oral surgeon needed: 1–2 days/month for our stateof-the-art general practice in Modesto. Call (209) 529-2726. Email: wyeedds@comcast.net. 10-11 dental consultant / full or part-time: Delta Dental of California seeks a California licensed dentist to evaluate claims for its Denti-Cal program based in Sacramento. Ten years of clinical experience is desired. Excellent benefits. Call Dr. Barry Dugger at (916) 861-2519. 11-C1
Locum Tenens — I am an experienced dentist, UOP graduate and I will temporarily maintain and grow your practice if you are ill / maternity leave or on extended vacation. (530) 644-3438. 04-10
Mardi Gras Midwinter
dental consultant / full time: Delta Dental of California seeks a California licensed dentist to recruit dentists and increase utilization for the Denti-Cal program. Position requires extensive travel but is based in Sacramento. Ten years of clinical experience is desired. Excellent benefits. Call Jeanine Denison at (916) 861-2459. 11-11
Greg Adams, DDS, MS Nancy Andrews, RDH, BS Mari Bradford, HR Hotline Manager, CEA Gaebrielle Coulter, RDA, BS dentassist Gayle Mathe, Director of Policy Development, CDA Kim Miller, RDH, BSDH Joy Millis, CSP Mark Montana, DDS Richard Nagy, DDS Kim Parker, Executive VP, CEA Steve Peters, MD Abbas Raisi, DDS Jose-Luis Ruiz, DDS Lisa Saiia, RDA, dentassist JoAnne Tanner, MBA Patrick Wood, Esq.
www.sdds.org/MW2012.htm
Selling your practice? Need an associate? Have office space to lease? Place a classified ad in the Nugget and see the results! SDDS member dentists get one complimentary, professionally related classified ad per year (30 word maximum; additional words are billed at $.50 per word). Rates for non-members are $45 for the first 30 words and $.60 per word after that. Add color to your ad for just $10! For more information on placing a classified ad, please call the SDDS office (916) 446-1227. Deadlines are the first of the month before the issue in which you’d like to run. November 2011 | 31
PRSRT STD
915 28th Street Sacramento, CA 95816 916.446.1211 www.sdds.org
US POSTAGE PAID PERMIT NO. 557 SACRAMENTO, CA
Address service requested
sdds calendar of events November
1 Board of Directors Meeting 6:00pm / SDDS Office 2 4
NorCal House of Delegates Caucus 6:15pm / Spataro Continuing Education Smile Design: Something Old, Something New, Something Borrowed & Something RED? Doug Lambert, DDS Arden Hills Country Club 1220 Arden Hills Lane, Sacramento 8:30am–1:30pm
For more calendar info, visit
www.sdds.org
8 General Membership Meeting Drilling Down on Generational Communication Gordon Fowler, President, 3Fold Communications Staff Night Sacramento Hilton — Arden West 2200 Harvard Street, Sacramento 6:00pm Social 7:00pm Dinner & Program 10 Peer Review Committee 6:30pm 11–13 CDA House of Delegates Sacramento, CA 12 CPR BLS Renewal Sutter General Hospital 8:30am–12:30pm 14 Dental Health Committee 6:30pm / SDDS Office 15 Membership Committee 6:00pm / SDDS Office
Mardi Gras Midwinter
earn
2
ce units! 6pm: Social & Table Clinics 7pm: Dinner & Program Sacramento Hilton, Arden West (2200 Harvard Street, Sac)
November 8, 2011:
Drilling Down on Generational Communication
You asked for this! Nugget Survey 2009
16 Member Forum Are You Hip with HIPAA… and All Things Paperless? Garrett Gatewood, et al (Tekfix Team) Sacramento Hilton — Arden West 2200 Harvard Street, Sacramento 6:30pm–9:00pm 16 Ethics Committee 6:00pm / SDDS Office 17 Foundation Board Meeting 6:00pm / SDDS Office 24–25 Thanksgiving Holiday SDDS office closed 29 CE Committee 6:00pm / SDDS Office
December 2 6
Executive Committee Meeting 7:00am / Del Paso Country Club SDDS Holiday Party 6:00pm / Del Paso Country Club
February 9 & 10, 2012
Sacramento Convention Center (1400 J St, Sacramento)
Presented by: Gordon Fowler, President 3Fold Communications
Course Objectives: • Understand the communication differences and options within the various generations — this will help with your patients, your staff and your lives! • Understand communication styles — both of others and your own November General Membership Meeting: Staff Night