New Dentist Winter 2014

THE #1 JOURNAL FOR NEW DENTISTS

LASER DENTISTRY Gains Momentum in Dental Schools

PLUS Dr. JeямА Brucia Urges Continuing Education Year-End Tax Planning WINTER 2014

75% ] of U.S. doctors use an Apple device of some kind.

JUST WHAT THE DOCTOR ORDERED With 30,000 users worldwide, more and more dentists are running their practice on Apple computers and iPads and trusting MacPractice for their software.

df ni

]4

a io n als u se

5

%

e.

60%

fess

on

ar

pro

Pa

hc ] o f h e alt

e

or w ork.

] 94% of healthcare organizations adopt Apple devices when provider preference is the deciding factor.

us e a n iPh

ST. STEVEN’S MEMORIAL HOSPITAL

] Traditional PC shipments have declined 11%.

2012 2013

] Smart tablet shipments have increased 68%.

2012 2013

Call (855) 679-0033 - WATCH WEBINAR & DEMOS MacPractice.com/company/events Sources: A Manhattan Research study claims 75% of U.S. physicians own Apple products. Vitera Healthcare reported that 60% of healthcare professionals use an iPhone for work, and 45% use an iPad. A KLAS study found that 94% of healthcare organizations adopt Apple devices when user preference is a factor. Samsung was the second most frequently adopted technology in this study with just 26% of organizations having at least one device. Gartner detailed market forecast data - "Forecast: Devices by Operating System and User Type, Worldwide, 2010-2017, 2Q13 Update."

Wells Fargo Practice Finance

Thinking about practice ownership?

Let’s talk about your options.

When you’re ready to purchase or start a practice, count on Wells Fargo Practice Finance to help you achieve your goals: · Up to 100% financing to help you acquire an existing practice or start one from scratch · Competitive fixed-rate loans with preferred pricing for ADA® members · Complimentary business planning tools, educational resources, and practice management consulting to help you successfully manage your transition to ownership

To get started, call 1-888-937-2321 or visit wellsfargo.com/thenewdentist to request your FREE Practice Starter Kit. Save $500 when you apply by December 31st.1 Wells Fargo Practice Finance is the only practice lender selected especially for ADA® members and endorsed by ADA Business ResourcesSM.

All financing is subject to credit approval.

1 To receive a $500 documentation fee waiver, applications must be received between 10/01/2014 and 12/31/2014 and the loan must commence funding by 2/28/2015.

ADA® is a registered trademark of the American Dental Association. ADA Business ResourcesSM is a service mark of the American Dental Association. ADA Business Resources is a program brought to you by ADA Business Enterprises, Inc., a wholly owned subsidiary of the American Dental Association. © 2014 Wells Fargo Bank, N.A. All rights reserved. Wells Fargo Practice Finance is a division of Wells Fargo Bank, N.A. 2303-0914-New Dentist Winter

Get the facts with a FREE Practice Starter Kit, including our latest issue of Strategies for Success, a New Dentist Planner, and an easy-to-use business plan template.

FROM THE PUBLISHER’S DESK

WINTER 2014 PUBLISHER

Sally McKenzie Sally@thenewdentist.net DESIGN AND PRODUCTION

Dear Readers,

Picante Creative www.picantecreative.com

Welcome to the winter issue of The New Dentist™ magazine.

Terri Yablonsky Stat, M.A. terri@thenewdentist.net

A

MANAGING EDITOR

SALES AND MARKETING

s quickly as the seasons change, so too,

For display advertising information, contact ads@thenewdentist.net or 877.777.6151. Visit our digital media book at www.thenewdentist.net/ mediabook.htm

does dentistry. It’s exciting to be part of such a rapidly evolving field and to see

change come to dental education, too.

In this issue, we feature three dental schools that have introduced programs in laser dentistry into their curricula. On p. 16, their stories illustrate how one person can spearhead an effort, and with time, enthusiasm, and perseverance get others on board and a successful program underway.

This issue also features several experts in fee management who share their advice for keeping fees on track in a recovering economy. Hear the perspectives of Gene St. Louis, Executive Vice President of Consulting and Business Development, McKenzie Management; Tom Limoli, president of Limoli & Associates; and Rick Willeford, founder of The Willeford Group, p. 10.

It’s time to think about end-of-the year accounting decisions, too. On p. 22, Michael Blitstein, CPA, highlights some tax planning strategies for 2014. Also in this issue Dr. Michael LeBlanc, chair of the ADA’s New Dentist Committee, shares how the ADA supports new graduates, p. 26.

You’ve no doubt heard a lot about “no prep” veneers. On p. 6, Dr. David Hornbrook looks closely at the concept of the prepless or minimal prep veneer and why it’s so important to truly understand this technique before deciding whether to offer it to your patients.

Finally, Drs. Charley Cheney III and Joshua Austin say goodbye as they step down from the Advisory Board and reflect on their dental careers thus far, p. 29.

I’d like to wish each and every one of you a wonderful holiday season and a happy new year.

Fondly, Sally McKenzie, Publisher

Join the New Dentist™ Advisory Board, see p. 29

Dr. Charley Cheney III Newnan, GA Tufts University School of Dental Medicine 2004

Dr. Katie Montgomery Marysville, OH The Ohio State College of Dentistry 2006

2 THENEWDENTIST.NET W I N T E R 2 0 1 4

Dr. Kevin Rhodes Round Rock, TX UT San Antonio Dental School 2005

The New Dentist™ magazine is published quarterly by The McKenzie Company (3252 Holiday Court, Suite 110, La Jolla, CA 92037) on a controlled/complimentary basis to dentists in the first 10 years of practice in the United States. Single copies may be purchased for $8 U.S., $12 international (prepaid U.S. dollars only).

Copyright ©2014 The McKenzie Company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, without permission in writing from the publisher.

Authorization to photocopy items for internal or personal use is granted by The McKenzie Company for libraries and other users registered with the Copyright Clearance Center.

Disclaimer — The New Dentist™ does not verify any claims or other information appearing in any of the advertisements contained in the publication and cannot take responsibility for any losses or other damages incurred by readers’ reliance on such content. The New Dentist™ cannot be held responsible for the safekeeping or return of solicited or unsolicited articles, manuscripts, photographs, illustrations, or other materials. The opinions, beliefs, and viewpoints expressed by the various authors and contributors in this magazine or on the companion website, www. thenewdentist.net, do not necessarily reflect the opinions, beliefs, and viewpoints of The New Dentist™ magazine or The McKenzie Company.

Contact Us — Questions, comments, and letters to the editor should be sent to terri@thenewdentist.net. For advertising information, contact ads@thenewdentist. net or 877.777.6151. Visit our website at www.thenewdentist.net to download a media kit.

Dr. Mary Shields Louisville, KY University of Louisville Dental School 2011

Dr. Jared Simpson Bakersfield, CA UT San Antonio Dental School 2005

Are Your Patients Missing Something?

6X 6XDeeper Deeper 6X Deeper† Sub-Gingival Sub-Gingival Sub-Gingival Access Access

SLIMMER* TIP BRISTLES

1.5X 1.5XDeeper Deeper

1.5X Deeper† Interproximal Interproximal Interproximal Access Access Access

Access

Slimmer tip bristles for a deep clean

Available through

YOUR PARTNER IN ORAL HEALTH * vs. end-rounded regular bristles † vs. a soft, ordinary toothbrush with end-rounded bristles © 2014 Colgate Oral Pharmaceuticals, a subsidiary of Colgate-Palmolive Company, New York, NY 10022, USA 2619 11/2014

2619_cp_NewDentist_NOV_slimSoft_ad_final.indd 1

To Order: 1-800-372-4346 8AM-9PM (et) or call 1-800-2COLGATE to speak to a customer service specialist (1-800-226-5428)

www.colgateprofessional.com

9/12/14 4:49 PM

TABLE OF CONTENTS

WINTER 2014

F E ATU RES

6 Are Non-Prep Veneers Right for You and Your Patients?

David Hornbrook, DDS

10 Managing Fees in a PostRecession Climate

14 Guru Dr. Jeff Brucia Urges Continuing Education

16 Laser Dentistry Gains

Momentum in Dental Schools Terri Yablonsky Stat, Managing Editor

20 What is Western Dental Doing for Today’s New Dentists?

22 Tackle 2014’s Tax Planning Challenges Head On Michael W. Blitstein, CPA

26 Old School Meets New School: The ADA Today

Michael LeBlanc, DDS

16

29 Advisory Board Members Drs. Cheney and Austin Bid a Fond Farewell

32 DE PA RT M E N TS

6 4 THENEWDENTIST.NET W I N T E R 2 0 1 4

2 Publisher’s Message 32 Skinny on the Street 32 Index of Advertisers

22

FREE SHIPPING ON ALL ADA CATALOG PRODUCTS

Now Available! New CDT 2015!

The only official source for the most up-to-date and accurate Dental Procedure Codes CDT 2015: Dental Procedure Codes NEW Coding for what you do has never been simpler. CDT 2015: Dental Procedure Codes gives dental staff a resource to code and document services accurately for claim submissions and dental records. CDT 2015 is only HIPAA-recognized code set for dentistry.

FREE SHIPPING on all ':'25- 85*;):9

Designed for daily use in every dental practice, this sturdy spiral-bound book opens flat for easy reference and includes claim form with detailed instructions for completion, and a searchable CD-ROM for quick code look up. Key features include: A !+</9+* /362'4: 9+):/54 =/:. 4+= )5*+9 4 deleted codes and 10+ revised codes A += )5*+9 ,58 659: 56+8':/<+ </9/:9 sealant repair, evaluation for deep sedation or general anesthesia, and missed appointments A "/362/,/+* :'(2+ ,583': ,58 9/4-2+ '4* multisurface restorations A !+58-'4/@+* 3'>/225,')/'2 9+):/54 for quicker reference Code changes include: A 16 new procedure codes A 52 revised procedure codes A 5 deleted procedure codes J015 551 6'-+9 Member: $39.95 / Retail: $59.95 J015D e-Book Member: $29.95 / Retail: $44.95 J015B Print and e-Book Bundle Member: $49.95 / Retail: $69.95 K215 CDT/Companion Kit, 2 products Member: $75.00 / Retail: $112.50

CDT 2015 Companion: Help Guide and Training Manual NEW Your dental team is the first line of defense against claims rejection. Give them the tools they need for successful and efficient claims reimbursement with the CDT 2015 Companion: Help Guide and Training Manual. The Companion contains more than 150 coding questions and answers, 26 detailed )5*/4- +>+8)/9+9 =/:. 952;:/549 ,58 +<+8? *'? *+4:'2 procedures, and 15 quick quizzes. Other features include: B % # 5*+ :5 /'-459/9 5*+ 8599 %'21 information linking the codes of one system with codes of another ¡ Full-color, illustrated chapter on implant services and how to code for them

Used in tandem with the 2015 CDT codes, the Companion is ideal to update current staff on code changes, or as a reference guide to help your team code with skill and confidence.

J445 Book, 242 pages Member: $49.95 / Retail: $74.95 J445D e-Book Member: $39.95 / Retail: $59.95 K215D CDT/Companion e-Book Kit, 2 products Member: $65.00 / Retail: $97.50

B 5368+.+49/<+ +>62'4':/54 5, # )5*+ components ¡ HIPAA compliant 2012 dental claim form and completion instructions B 54:/4;/4- +*;)':/54 :+9: =58:. )8+*/:9

FREE SHIPPING ON ALL ADA CATALOG PRODUCTS USE PROMO CODE 14165. NO MINIMUM. EXPIRES 1/15/2015.

SHOP ONLINE AT

adacatalog.org

CALL

800.947.4746

Are Non-Prep Veneers Right for You and Your Patients?

BY DAVID HORNBROOK, DDS

O

ne of the hottest topics in dentistry today is that of “no-prep” veneers. Interest in this technique is obviously consumer-driven with patients asking their clinicians about it. This interest is due to the fact that a major dental manufacturer went to the consumer and said, “You’ve got to have these.” Now the consumer, having read or seen marketing propaganda, comes to our office asking about treatment.

The whole concept of prepless or minimal prep veneers has been around for many years. But it’s not until recently that we’ve seen such widespread interest among clinicians. Many clinicians placing veneers today were taught that they must do relatively aggressive preparation to yield acceptable aesthetic results. So the ability to place aesthetic veneers without preparation is a relatively new concept for most clinicians, yet one with which they must be familiar.

This will be a huge paradigm shift for so many clinicians, like myself, who always had the mindset that, “If you are going to add something on the facial of the tooth, then you must remove something to make the room.”

Like many clinicians, I had a pool of patients I had either declined treatment because they would not let me prep their teeth, or who didn’t approach me because they were concerned about getting their teeth prepped. As I looked more closely at this technique, I struggled with the fact that the non-prep veneer cases I had seen, prior to really understanding how to make this work, all looked bulky, ugly, and too opaque. I didn’t think they were representative of the type of artistic dentistry I wanted to provide. I realize now that those cases were a direct reflection of lack of pre-planning and designing the smile, incorrect use of materials, and quality of the ceramists used, not necessarily because they were minimal preparation.

As dentists practicing in this new millennium, we need to look closely at technique and the concept of the prepless or minimal prep veneer and decide: Is this something we can offer our patients with a good aesthetic result coupled with a long-term prognosis? It’s important for the clinician to realize that there’s not just one brand of ceramic, or one manufacturer, or one laboratory that can do your prepless veneers. The prepless or minimal prep veneer is a technique, not a specific product. Any ceramic can be used and most all great ceramists can give you great results.

6 THENEWDENTIST.NET W I N T E R 2 0 1 4

Case # 1 - Before and after of minimal preparation IPS Empress (Ivoclar) veneers. Direct bonding was removed and impressions were taken.

Case # 2 - Prepless veneers (e.Max) were used to restore aesthetics and replace lost enamel due to facial abfractions and incisal edge wear.

Case # 3 - Non-prep veneers (IPS Empress) were used to close diastemas associated with peg laterals and also to brighten teeth and correct midline cant. All pre-existing direct composite resin was removed to expose healthy enamel.

Success depends on educating your ceramist to get involved in using the materials to do prepless or minimal prep veneers, as well as communication in case selection and CONTINUED ON PAGE 8 >>

Dr. David Hornbrook is one of the pioneers of live-patient, hands-on clinical education, as the founder and past director of LVI, Pac-live and the Hornbrook Group. He has been a guest faculty member of the post-graduate programs in Cosmetic Dentistry at Baylor, Tufts, SUNY at Buffalo, the University of Missouri-Kansas City, and the UCLA Center of Cosmetic Dentistry. Dr. Hornbrook lectures internationally on all facets of aesthetic and restorative dentistry and has published articles in leading dental journals. A prolific researcher and materials enthusiast, he consults with numerous manufacturers on product development and refinement. He can be reached at David@hornbrook.com.

Buying or Selling Your Practice?

COMPLIMENTARY SERVICE

Non-Prep Veneers continued from page 6

diagnosis. Many clinicians I have spoken to spend a lot of time in the smile design process and write a very detailed lab prescription when the treatment is a prepped veneer case, yet spend very little time during this design process with a non-preparation veneer case. The diagnostic process becomes even more important with these minimal preparation cases if you want to obtain predictable results. With the prepless veneer cases, I have to have more input from my ceramist to see if I can deliver a result I can be proud of and that makes my patient happy.

Many clinicians look at the prepless veneer as a “lesser” veneer or cheaper veneer because it is not prepped. They therefore use inferior laboratories or are not as concerned researching the best materials. I think this is a huge mistake. Some clinicians even take alginate impressions as the master impression and pour the models up themselves and send them to the lab. Then when the case is returned with ill-fitting margins or compromised aesthetics, they use the prepless technique as an excuse for sub-par restorations.

With these prepless or minimal prep cases, we have to have an intimate relationship with our ceramist and we have to design the case, just like we would if it was any veneer case. The laboratory needs to give us input as to whether it can deliver acceptable results. I’ve had patients say, “I do not want my teeth prepped” and my response was, “I don’t know how this is going to look aesthetically; I think it’s going to look bulky or fake or it’s not going to look like the pictures in my reception room.”

I’ve taken impressions and sent them off to the ceramist despite the fact that I didn’t think it was going to look good just to get their input. The ceramist, after reviewing the case, calls me back and says, “You’re kidding, right? I can’t do this. It’s going to be bulky and ugly and because this one tooth is flared, the entire case is going to be too far facial.” This is the type of relationship and input that is so important with these cases.

Although prepless veneers are not indicated for every case or even the majority of cases, it certainly should be a part of every clinician’s restorative armamentarium. It is a great option on young adults or teenagers with microdontia, post orthodontics. Working with the orthodontist to align teeth correctly can yield excellent results. Many of these thin veneers are only 0.2 mm thick, so they can look natural and not overly bulky. Currently, I am using a leucite reinforced and lithium disilicate pressed ceramic for my prepless veneers because I like the physical properties of this ceramic.

The bottom line is to be educated and truly understand the indications and contraindications of this technique before attempting a case or dismissing it as not a possibility.

8 THENEWDENTIST.NET W I N T E R 2 0 1 4

Case # 4 - Non-prep veneers (IPS Empress) were used to lengthen laterals, brighten smile, and replace discolored direct composite resin restoration on right central.

Case # 5 - Non-prep IPS Empress veneers were placed on maxillary incisors and canines to close diastemas and restore congenital microdontia after orthodontic intervention.

Case # 6 - Non-prep veneers (e.Max) were placed on maxillary incisors to close midline diastema after removal of direct composite resin. Correction of incisal edge cant and lengthening teeth was also accomplished.

Indications: 1. Color change with uniform arch shade 2. Incisal edge wear 3. Collapsed buccal corridor 4. Small spaces, diastemas, “microdontia” 5. Limited tetracycline and fluorosis cases 6. Direct “resin bonding” or veneer replacement Contraindications: 1. Rotation or crowding 2. Buccal displaced teeth 3. Severely lingualized teeth 4. “Bell-shaped” teeth 5. Severely discolored teeth in relatively ideal arch position Success with no-prep veneers is paramount on case selection and using an artistic, talented ceramist. With increasing demand by our patients to help them achieve a beautiful smile, this technique should be completely understood by the clinician.

The introduction of high-strength ceramics that are very aesthetic and have excellent marginal integrity have helped make this conservative procedure a viable option to more aggressive aesthetic dental restorations.

“With Arrowhead I was doing full arch dentistry my first year.”

And you can too!

Arrowhead Dental Lab and the Dr. Dick Barnes Group have developed make new dentists more successful. more than double his income in his

believe it!”

website at www.ArrowheadDental.com 1-877-358-0285.

Arrowhead’s New Dentist Continuing Education (CE) Plan:

Full Arch Reconstruction: Be one of the 30% of all dentists who can.

Everyday Occlusion: Common sense concepts and techniques that take Implant EZ: Sleep Dentistry:

practice with the latest treatments for these patients.

Total Team: Know Your Numbers: All For Only: $3,995*

*

Details available at www.ArrowheadDental.com

Managing Fees

in a Post-Recession Climate You’re finally in a position to start up or purchase a dental practice. One of the most important decisions you’ll make is how to set your fees.

On the one hand you want to be competitive within the marketplace.

But you certainly don’t want to scare away patients, especially as we emerge from a recession. Just how do you navigate the fee landscape and make sound decisions?

E

ven established dental practices make mistakes in handling fees.

Some don’t evaluate their fees often enough to raise them or don’t know how. Take, for example, the practice that gets competitive data by having a staff member “shop around” within the community, or the one that asks dental suppliers for their input, says Gene St. Louis, Executive Vice President of Consulting and Business Development, McKenzie Management.

There are more data-driven methods that can help you successfully manage fees.

“As a new dentist in a start up, we generate a demographic report for the area they are considering and then complete a comprehensive fee analysis (report detailing the most often performed dental procedures compared to fees compiled for your zip code),” says Ms. St. Louis. “We recommend most start ups base their fees at the 80th percentile (80% of the reporting practices within the same type of geographic and 10 THENEWDENTIST.NET W I N T E R 2 0 1 4

demographic zip code area had fees below a certain number; 20% had fees higher than a certain number). From there we generally encourage them to review their fees twice a year and raise their fees once a year.”

In an acquisition, Ms. St. Louis generates a comprehensive fee analysis that compares the doctor’s fees with many other practices in that zip code radius.

“We enter in the fee that the practice charges for that service and how many times they rendered that service and guide the dentist in how to adjust fees to align them with the market average,” she says. With this historical data, you can see directly the revenue impact of any increase on the practice.

If you’re buying a practice, St. Louis doesn’t recommend changing fees without the advice of someone who has worked in fee management.

“A common mistake consultants make in growing a practice is to go in and just raise every single fee because it’s that time of year,” says Ms. St. Louis.

Fee management has to be looked at but it’s not always the recommendation to immediately raise fees.

For both start-ups and acquisitions, Ms. St. Louis considers other factors including overhead, business operational systems (eg, accounts receivable, insurance handling, scheduling, recall, account collections), how many PPO plans you’re contracted with, and whether those contracts need to be renegotiated.

Try to keep your periodic exam, cleaning, and bitewing fees on the lower end of the spectrum, she says. Patients will shop around and compare those fees when considering a new practice.

And patients who come for regular check ups will notice if fees have been raised over the past six months. Raising a crown fee is less conspicuous because patients get them less often.

“We generally recommend that you never raise fees for cleaning, bitewings, and periodic exam more than $3 to $7,” says Ms. St. Louis. You don’t have to tell the patient there’s been an increase unless they ask.

Assess Your Marketplace “The days of simply blindly raising fees are gone,” says Tom Limoli, president of Limoli and Associates, which assists dental offices in establishing fee schedules and managing insurance

reimbursement. “That’s not a reality in today’s marketplace. There are people who say you have to raise your fees every year. That’s how doctors used to compensate for their previous administrative weaknesses.”

If you’re starting up a practice, you need to know the fair fee being charged in the area and where you want your data positioned, says Mr. Limoli.

He suggests new dentists look at the maximum allowable charges established by local dental networks, the ADA fee survey, and practice advisors who track dental fees via actual submitted claims.

“You can’t just look at one segment of the dental population but you need to see a cross section of the geographic area,” says Mr. Limoli. “Don’t listen to the salesman trying to sell you equipment and don’t believe what the office down the street told you. Listen to someone who doesn’t have a vested interest in your practice.”

If you’re buying a practice then you’ll need to assess the existing doctor’s fees, says Mr. Limoli. Also, he says, carefully audit the practice’s charts and practice management software to see what’s real and what’s not. “It’s great to say your fee for a crown is $1,700 but if you only do three of them in a year at that price you might want to rethink your concept of reality,” he says.

Today, fees are moving targets. “It’s ill advised and somewhat dangerous to raise fees every year,” Mr. Limoli says.

“Rather, look at your overall “cost of goods sold” and determine what it actually takes to deliver the service. Think of the lowly pontic in a fixed partial denture. It’s one of the most profitable services you offer.”

Base your fees on what it costs you to make a profit, living, and investment in the future, says Mr. Limoli. “It’s a disservice to quote a percentile rank of where your fees should be without specific knowledge of the situation.

Your fees should be based on the office facility, capacity, location, and most

free

free Online Dental CE Earn live interactive and self-study credits from the comfort of your home or office

www.vivalearning.com Instant Certification ADA CERP Provider World-respected Speakers

CONTINUED ON PAGE 12 >>

WINTER 2014

THENEWDENTIST.NET

11

Managing Fees continued from page 11

important, the existing as well as potential patient demographics.”

New dentists should never automatically raise fees, says Mr. Limoli. “The days of blanket raising fees are dead and gone. You must adjudicate and balance your fees two to three times a year based on what’s happening in the overall economy as well as within your immediate community. You’ve got to look at and understand your marketplace.”

Have a strong relationship with patients so they know your fee is based upon you and your commitment to them, says Mr. Limoli. “What’s most important is the patient because without the patient in the chair we’ve got nothing.”

12 THENEWDENTIST.NET W I N T E R 2 0 1 4

Do Fees Really Matter?

For most patients, fees don’t matter all that much by themselves because all fees are considered too high, says Rick Willeford, a dental CPA, advisor, and founder of The Willeford Group. “They have no frame of reference, so whether you charge $600 for a crown or $1,200 that’s way too much in their mind,” he says. “In the end, people will spend money on what they want.”

Successful dentists know it’s not their technical skills -- within reason -- that matter to patients. “As the old adage goes, ‘They don’t care what you know. They want to know you care,’” says Mr. Willeford. “It’s a given that you have a dental degree. Beyond a certain point added technique doesn’t matter.

It all depends on people skills and listening.”

According to Mr. Willeford, the so-called “usual and customary”/average fees factor in dental clinics, semi-retired dentists, PPO practices, and more. “A quality, caring practice should be able to charge fees at the 75th percentile range at least,” he says. “The kind of patients you’re after are not those who go to the dentist once every five years. You’re after patients who are prepared – and can afford -- to pay a decent fee for what they want. It’s a losing proposition if you try to compete by being the ‘low cost leader.’”

Mr. Willeford tells clients that 90% of their problem is not overhead. “Dentists are always wringing their hands over overhead. You can only cut so much fat before cutting into muscle. At some point, it’s much easier to get a $100,000 increase in production than a $100,000 cut in overhead, so ‘collected’ production is the name of the game.”

Production boils down to how much traffic you get from patients, says Mr. Willeford. “That’s a function of your communication skills -- and having the nerve to tell patients what they need, in addition to what they want. As long as your fees are reasonable I wouldn’t lose sleep over it.”

Guru Dr. Jeff Brucia Urges Continuing Education 2.

3.

The New Dentist™ magazine recently spoke with Dr. Jeff Brucia, who practices aesthetic and restorative dentistry in San Francisco.

He is also an internationally known speaker and writer. Here he shares his advice for new dentists.

What is the greatest challenge for today’s new dentists (besides student debt)?

Dental schools provide an excellent foundation of knowledge to build on. Once in practice, the new dentist is faced with the challenges of earning the confidence and trust of every patient while meeting their often high esthetic and functional expectations. Every new dentist should not feel content with the knowledge and skills acquired in school and should immediately seek opportunities to advance their skill level.

What are some clinical “musts” for new dentists to maximize success in providing general dentistry services in today’s unpredictable economy?

Don’t try to do every procedure. Find areas of practice that you enjoy, focus your education in these areas, and build an interdisciplinary team of specialists around you that shares your philosophy of care. When every day is filled with the procedures that you enjoy, your patients will quickly sense your love for your craft and your practice will be successful.

What are the top three steps every new dentist should take to ensure excellent patient care and practice profitability?

1. Never stop learning. Focus your continuing education in the areas you want to master and enjoy treating.

14 THENEWDENTIST.NET W I N T E R 2 0 1 4

Build an interdisciplinary team around you to work and learn together. Meet with them regularly to discuss cases and find meetings that you can attend together. Some areas have formed study clubs where all areas of dentistry are members. If you have the opportunity to become involved in one of these, do it.

Build a relationship with your laboratory technicians.

This relationship and team approach is key to advancing your level of care. Don’t just send cases to random labs.

Work closely with technicians who want to improve with you and want to develop a long-term partnership. This relationship will take time and work, but is one of the best investments you can make.

Where should new dentists focus continuing education efforts to enhance their skills?

Focus advanced learning in the areas in which you are most interested. The two areas most valuable to my practice have been mastering the concepts of predictable function (occlusion) and esthetic-driven procedures. Mastering basic restorative procedures will make every day run more smoothly.

Are there any key instruments or products you would never be without?

I have never been a practitioner driven by key instruments or machines. Your knowledge and skill level are what primarily drive quality care. With these tools, you have the ability to provide some of the best dentistry possible. Without this, no instrument in the world can make you a great dentist. I see so many young dentists fill their new office with expensive instruments hoping this investment will allow them to deliver more and better care. You need little more than experience and learned talent to strive for excellence. Complete each procedure at the highest level possible and success CONTINUED ON PAGE 28 >>

Dr. Brucia is a graduate of the University of the Pacific School of Dentistry where he is currently an Assistant Professor of Dental Practice. He is the Co-Director of the FACE occlusion study club where he chairs the department of Esthetics and Adhesive Material Science. He is the 2011 recipient of the Gordon J. Christensen Recognition Lecturer Award. In 2010, Dr. Brucia was elected a fellow in the American Academy of Esthetic Dentistry. He has also been selected by Dentistry Today as one of the top clinicians in dental continuing education today.

Practice Sales and Acquisition | Start-ups | Debt Consolidation † | Deposit Owner-Occupied Commercial Real Estate | Practice Relocations | Lines of Credit Merchant Services | Payroll and Cash Management | Small Business Card

Experts that understand your needs. Financing that meets your goals.

2013 Townie Choice Award Winner for Best Practice and Equipment Financing

Dental practice financing from Bank of America Practice Solutions When you need financing* for your practice, you want to work with someone who understands your business needs. At Bank of America Practice Solutions, we’ve helped healthcare practices across the nation reach their goals through smart financial solutions and guidance. And we’re ready to do the same for you.

Let’s talk Michael Pakula Area Manager 619.879.0423 | michael.pakula@bankofamerica.com To learn more, visit bankofamerica.com/practicesolutions

All programs subject to credit approval and loan amounts are subject to creditworthiness. Some restrictions may apply. The term, amount, interest rate and repayment schedule for your loan, and any product features, including interest rate locks, may vary depending on your creditworthiness and on the type, amount and collateral for your loan. † Bank of America Practice Solutions may prohibit use of an account to pay off or pay down another Bank of America account.

Bank of America is a registered trademark of Bank of America Corporation. Bank of America Practice Solutions is a division of Bank of America, N.A. ©2014 Bank of America Corporation | Rev. 07/14 *

Proudly Endorsed by:

LASER DENTISTRY Gains Momentum in Dental Schools

Photos courtesy of Dr. Robert Levine at Arizona School of Dentistry & Oral Health. All cases were done at ASDOH under the direction of Dr. Levine and pre-doctoral student support.

S

BY TERRI YABLONSKY STAT, M.A., MANAGING EDITOR

ince dentists first began using lasers in the 1990s, much has been said about the technology that allows dentists to do new and better treatments in many areas of dentistry. From less pain, less blood, cleaner sites, faster healing, and greater precision, the benefits of laser dentistry are undeniable. That’s why an increasing number of dental schools have introduced laser dentistry into their curricula. But the move into dental schools hasn’t been without its challenges.

While there’s plenty of evidence for laser dentistry’s effectiveness over traditional methods in many areas of dentistry, there’s not enough evidence-based research into its use in periodontics. Adding a curriculum in laser dentistry also requires the buy-in from administration, as well as costly equipment. To launch a successful program, someone must champion the effort. Here we take a look at a few programs that have met the challenge.

16 THENEWDENTIST.NET W I N T E R 2 0 1 4

Arizona School of Dentistry & Oral Health As lasers have become an integral part of medicine over the past 10 to 15 years, Dr. Robert Levine wondered about their usefulness in dentistry. “We use them in ophthalmology and many surgical procedures. My feeling was, ‘Why not in dentistry?’”

So Dr. Levine co-developed a full curriculum-based program for students in lasers at the Arizona School of Dentistry & Oral Health (ASDOH). “We are the only school in the U.S. that has a full curriculum-based program for our students in lasers,” says Dr. Levine, director of laser dentistry at ASDOH. “We’re getting to an age where we’re going to be virtual to a certain degree,” says Dr. Levine. With virtual systems like CEREC or E4D, it’s important to have clean, visible tissues with minimal bleeding. “When used properly, lasers can give us the clean sites necessary for accurate scanning with these virtual technologies. They can also help us eliminate cord packing for traditional impression procedures.”

Development of ASDOH’s laser program started in 2006.

It took two years to complete the curriculum due to strict guidelines. Finally, in 2008, the program was approved for students. “The program would never have existed except for the support of our dean, Dr. Jack Dillenberg, a visionary in all aspects of dental education,” says Dr. Levine.

Lasers are being used in many dental procedures. Soft tissue lasers are used in oral surgery, such as biopsies and frenectomies. Erbium lasers can be used in many procedures without anesthesia, making them popular in pediatric dentistry.

“There’s a wide range of procedures that we can do a lot faster and a little more efficiently with a laser,” says Dr. Levine. He uses them to remove small lesions, fibromas, and hemangiomas. “We can get minimal or no scarring when used properly.”

ASDOH is using low-level laser technology (LLLT) to relieve muscle and joint pain in patients with TMJ disorders.

The school has also partnered with the University of Texas MD Anderson Cancer Center with hopes to use LLLT in oral cancer patients who develop mucositis after chemo or radiation therapy.

Most of the science shows that lasers are not any more effective than traditional means with respect to periodontal therapy, says Dr. Levine. “You can’t just use lasers without traditional perio treatment. It might allow us to get better results. Only time will tell as more studies with solid evidencebased research become available.” ASDOH is in the process of launching its own pilot study.

ASDOH has 20 lasers for student use. These include the erbium YAG (Er:YAG), used in both soft and hard tissue; two AMD diodes and several carbon dioxide (CO2) lasers for soft tissue.

A new CO2 laser called the Solea (Convergent Dental) cuts both hard and soft tissue. Dr. Levine gives a new technology a few years to prove itself before adding it to their lasers.

“Students love laser dentistry,” says Dr. Levine. “When they interview at our school they’re excited about learning it. They leave ASDOH with both laser proficiency and certification. It gives them a tremendous advantage in this tough job market.”

Dr. Levine took the school lecture program and developed it into an online training program for dental professionals.

His company GLOH (Global Laser Oral Health) specializes in online laser training for current dentists. “We can efficiently train dentists at their leisure on laser science,” he says. “They can then decide whether it fits into their practice before they purchase equipment.”

Lasers vary greatly in cost. Smaller ones range from $2000 to $10,000 or more; erbium lasers range from $45,000 to $60,000; more sophisticated lasers run $75,000 to $80,000.

Soft tissue CO2 lasers run $25,000 to $40,000.

“I tell new graduates to start out with a smaller laser and get used to using it in your practice,” says Dr. Levine. “When

Removal of granuloma using CO2 laser.

CONTINUED ON PAGE 18 >>

WINTER 2014

THENEWDENTIST.NET

17

More than a New Dentist.

A Straumann® Young Professional.

Laser Dentistry continued from page 17 you’re ready you can buy more sophisticated ones if appropriate to your practice.”

The University of Tennessee Health Science Center

Feature article – A clinical or business topic to keep you up to speed on different topics important as you are moving from school to practice Portal highlight – Let us guide you to a new place in the portal

Touch point – The dental industry is changing so quickly. Touch point will help you stay on top of trending or hot topics Monthly book club – You know the clinical books. We know the business. Read reviews of business and leadership books as you start to run your own business Education alert – Learn more about Straumann courses and education opportunities!

Straumann Young Professional Life after dental school presents you with many questions, challenges, and key decisions. Join the Straumann Young Professional Program, and enter a community of likeminded students and professionals for support during this pivotal transition from school to practice.

Straumann lends 60 years of experience at the forefront of the dental field, to provide you unique perspective and support now, and as your career and the industry advance.

Register today for exclusive access at http://straumann.cvent.com/YPRegister

The University of Tennessee Health Science Center (UTHSC) is in its second year of a five-year program rollout in laser dentistry. The rollout includes faculty training and certification, offering an elective course to fourth-year students and Student supporting a case on a patient using both hard and graduate students, and finally proposing a soft tissue lasers (Er:YAG, diode). course in laser dentistry for all students to the curriculum committee.

The program was initiated by periodontist Dr. Les Binkley who had attended meetings of the World Clinical Laser Institute. “I saw general dentists using lasers for restorative procedures and the endo people using them in root canal therapy and I thought this is something our school should have,” says Dr. Binkley, assistant professor in the periodontal program at UTHSC. He brought the idea to the dean, Dr. Timothy Hottel, who liked it and asked to see a five-year plan for a program with the input of Dr. Erica Migliorati and Dr. Paul Gregory.

“Our research dean saw a lot of benefit from having lasers in our school,” says Dr. Binkley. “Our faculty members can do research and publish and it gives our students use of the laser in restorative, periodontal, endodontic, and pedodontic procedures.”

The first challenge was to get faculty on board, says Dr. Binkley. “At first they shrugged us off. But when the dean gives his stamp of approval, it drives faculty to take the course.”

The school’s restorative, pediatric, Advanced Education in General Dentistry, and periodontics faculty have now been trained and are practicing their skills during this school year with plans to instruct students in 2015-2016.

UTHSC has one iPlus (Biolase) for restorative procedures, two WaterLase MDs (Biolase) for pedodontic and periodontic procedures, and a dozen diode lasers for soft tissue (iLase by Biolase).

All UTHSC dental students are using the laser for soft tissue procedures such as contouring tissue, removing lesions, and taking impressions. “They can take better impressions because there’s no bleeding,” says Dr. Binkley.

“Students are pushing laser dentistry more than anybody else,” he says. “They watch us use it and get excited about it.”

Dr. Binkley has used the laser in his periodontal practice since 2007. “When I use laser treatment for periodontal disease there’s less recession, less pain, no blood, and patients return to work the next day. I wanted our students to be a part of that.”

CONTINUED ON PAGE 30 >>

18 THENEWDENTIST.NET W I N T E R 2 0 1 4

What is Western Dental Doing for Today’s New Dentists?

The New Dentist™ magazine recently spoke to Ronald E. Inge, DDS, Chief Dental Officer of Western Dental Services, Inc., about what the company has to offer new dentists.

Why Western Dental?

One of the nation’s leading oral health care providers, Western Dental, together with its affiliates and affiliated dental practices, employs more than 4,000 doctors, assistants, managers, administrators, and office personnel. Through our Western Dental and Brident Dental & Orthodontics brands, we and our affiliated dental practices specialize in providing affordable dental and oral health care to patients in California, Arizona, Nevada, and Texas.

Our doctors are graduates of the finest dental schools in the country as well as the top specialty programs around the world. Many join us after graduation or after completion of a residency or specialty program. All of our doctors receive expert training and, commensurate with their experience, may join in an advanced clinical role or start as an associate under the supervision of experienced doctors to ensure they master the skills to provide superior patient care.

Why are new dentists choosing Western Dental?

Western Dental provides the opportunity for new dentists to maximize their professional and personal potential, while empowering them to deliver excellent dental care that patients demand. Because of our organizational structure, we have a unique advantage in the marketplace that allows us to offer new graduates a very attractive pathway to develop and improve their dental skills and also to build practice management knowledge. We support our dentists with an efficient business model that provides non-clinical functions, such as accounting, human resources, marketing, dental and office supplies, and staffing so that each dentist can focus on delivering high quality, cost-effective dental care to his or her patients.

Western Dental understands that a new dentist entering into practice for the first time is often seeking freedom from the worries and financial risk of building and managing a practice.

We understand that many dentists prefer the opportunity to acquire hands-on experience and training in order to develop expertise, while enjoying steady and attractive compensation.

With that in mind, we offer a steady work schedule, superior compensation, and an opportunity for ongoing mentoring, training, and continuing education to build skills.

Our doctors also have access to our state-of-the-art technology to help them deliver quality patient care. All offices have digital radiographs, digital dental records, and all of the 20 THENEWDENTIST.NET W I N T E R 2 0 1 4

latest dental treatment technology. This ensures time saving, quality dental care for patients and new opportunities for dental professionals to build advanced practices.

What sets Western Dental apart?

Western Dental is a stable but growing company that has been in business for over 100 years. We provide high quality, accessible, and affordable oral health care to more than 800,000 patients annually in over 190 dental offices located throughout California and Arizona, along with our affiliated offices in Texas and Nevada. Presently, we project 25 new offices each year, so we will have considerable opportunities for dentists for years to come.

Western Dental provides care at affordable prices to patients who are insured under all third-party payers as well as patients who have no insurance. As such, Western Dental enjoys a large patient base, varied in culture and dental needs.

Our large offices accommodate multiple dentists, allowing us to provide specialty care in the same office, thereby providing new graduates the opportunity for the best professional development possible. As a sophisticated dental practice, we provide ongoing mentoring from managing doctors and the industry’s top quality assurance program.

Western Dental is committed to the improvement of oral health – not just for our own patients, but for all dental patients. We are partnered with some of the nation’s leading health science research universities in a series of innovative projects that will lead to the development of new standards CONTINUED ON PAGE 25 >>

All Smiles. Every Step of the Way. From a first dental visit to hygiene, orthodontics and implants, the CareCredit credit card can make it easier for families â&#x20AC;&#x201D; mom, dad and the kids â&#x20AC;&#x201D; to get care when they want and need it. And CareCredit gives them a financing resource they can use again and again* as credit becomes available.

*Subject to credit approval.

Help more families achieve healthy, happy smiles. For more ways to optimize CareCredit in your practice, contact your Practice Development Team by calling 800-859-9975, option 1, then 6.

Not yet enrolled? Call 866-246-6401

carecredit.com NWDNT0914DA

Tackle 2014’s

Tax Planning Challenges

HEAD ON

H

BY MICHAEL W. BLITSTEIN, CPA

ow quickly another year goes by. The end of the year brings year-end planning opportunities. At the beginning of 2013,

many tax rates and breaks were made permanent. These changes also brought tax hikes to many taxpayers. In addition, some new and expanded taxes under the Affordable Care Act (ACA) now affect many taxpayers. The ACA also has a tax impact on many businesses, and last year’s law changes only temporarily extended many valuable tax breaks for businesses.

It’s also important to remember that, even though many tax law provisions are now “permanent,” this simply means they don’t have expiration dates. With tax reform still on its agenda, Congress may make some major changes in the future.

What does this all mean? Tax planning in 2014 is as essential as ever. Here’s an overview of a few key tax provisions and some strategies for minimizing taxes.

Business Provisions Tax planning could be a challenge for business this year. As of this writing, several valuable tax breaks that expired have not been revived by Congress.

t Projecting Income Projecting your practice’s income for this year and next can allow you to time income and deductions to your advantage.

22 THENEWDENTIST.NET W I N T E R 2 0 1 4

It’s generally, but not always, better to defer tax. Consider the following: UÊ iviÀÀ }Ê V iÊÌ Ê iÝÌÊÞi>À° UÊ VVi iÀ>Ì }Ê`i`ÕVÌ L iÊiÝ«i ÃiÃÊ Ì ÊÌ iÊVÕÀÀi ÌÊÞi>À° Caution – Don’t let tax considerations get in the way of sound business decisions. For example, the negative impact of these strategies on your cash flow may not be worth the potential tax benefit.

Also, if you’re likely to be in a higher tax bracket next year, the opposite approach of accelerating income and deferring deductible expenses may save you more tax.

t Depreciation For assets with a useful life greater than one year, you must depreciate the cost over a period of years rather than in its entirety in the current year. If you purchase more than 40% of year’s asset purchases in the last quarter, you may be subject to certain limitations. Careful planning can help you maximize depreciation deductions. Other depreciationCONTINUED ON PAGE 24 >>

Michael W. Blitstein, CPA, is a partner with the firm of CJBS, LLC in Northbrook, Illinois. For more than 30 years, Michael has worked closely with the dental community and is intimately familiar with the unique professional and regulatory challenges of creating, running, and maintaining a successful dental practice. Michael advises his clients on tax, business, and retirement planning, developing short- and long-term strategic plans designed to achieve success for dental practice principals and their businesses. He can be reached at michael@cjbs.com.

Tax Planning continued from page 22 related strategies may also be available.

Section 179 expensing election allows you to deduct the cost of purchasing eligible assets in the current year. As of this writing the limit for 2014 is $25,000 and is phased out when total asset acquisitions for the year exceed $200,000.

You can claim the election only to offset net income, not to reduce it below zero or create a net loss. Note the deduction limit has significantly decreased from 2013 levels. Congress may revive the enhanced limits before the end of the year. The 50% bonus depreciation provision also expired at the end of 2013. Again, Congress many revive this provision before the end of 2014.

If you’ve recently purchased or constructed a building, or are remodeling existing space, consider a cost segregation study. It identifies property components that can be depreciated over less time, thereby increasing your current deductions.

t Business Structure Income taxation and owner liability are the main factors that differentiate one business structure from another. Many practices choose entity structure that combine flow through taxation with limited liability, namely limited liability companies and S corporations.

The top individual rate is currently higher (39.6%) than the top corporate rate (35%), which may affect business structure decisions. For tax and other reasons, a structure change may be beneficial in certain situations, but beware of potential unwelcome tax consequences. Some differences between structures may provide tax planning opportunities, such as differences related to salary vs. distributions/ dividends.

t Employee Benefits Offering a variety of benefits not only

24 THENEWDENTIST.NET W I N T E R 2 0 1 4

allows you to attract and retain the best employees, but also may save tax. Qualified retirement plans such as 401(k), profit sharing, SEP, and pension allow you to deduct your contributions to employees’ accounts. Some employers may qualify for a tax credit for establishing a plan in 2014.

If you provide employees with health insurance benefits, you may offer Health Savings Accounts and Flexible Spending Accounts.

Individual Provisions

t Estimated Payments and

Withholdings You can be subject to penalties if you don’t pay enough tax during the year.

Knowing some strategies can help you avoid underpayment penalties. To do so, your estimated tax and withholdings must equal at least 90% of the 2014 total tax or 110% of your 2013 total tax (100% if your 2013 adjusted gross income was $150,000 or less).

If you determine you are underpaid, consider having the shortfall paid through withholding before December 31st. Withholding is considered to be paid ratably throughout the year. This is often a better strategy than paying the difference through increased estimated payments, which may still leave you exposed to penalties for earlier quarters.

t Owner-Employees There are special considerations if you’re a practice owner. If your business entity is a partnership or limited liability company, generally, all income flows through to you for income tax purposes and is subject to selfemployment tax – even if the income isn’t distributed to you.

If the practice is an S corporation, only salary you receive is subject to employment taxes and, if applicable, the 0.9% Medicare tax. To

reduce these taxes, you may want to keep your salary relatively – but not unreasonably – low and increase your distribution of practice income, which isn’t subject to the Medicare tax, or the 3.8% net investment income tax.

C corporation practice owners may prefer to receive more income as salary, which is deductible at the corporate level, as opposed to dividends which are not deductible at the corporate level, and could be subject to the 3.8% net investment income tax if the overall tax paid by both would be less.

t Self-Employment Taxes If you’re self-employed, you can deduct 100% of health insurance costs for yourself, your spouse, and your dependents, subject to income limitations.

You can also deduct contributions to a retirement plan and, if eligible, a Health Savings Account for yourself.

Another employment tax that must be considered is the additional Medicare tax. The tax is imposed at 0.9% on earned income exceeding $200,000 per year ($250,000 for married filing jointly). If your wages or self-employment income varies significantly from year to year or you’re close to the threshold, income timing strategies may help you avoid or minimize the tax.

Tax planning is as essential as ever.

Recent law changes resulted in tax hikes for many taxpayers. Last year’s changes only temporarily extended many valuable tax breaks. With only a short time left in 2014, the planning opportunity window will close soon. It is imperative to seek tax advice based on your circumstances to help minimize your tax liability.

Build Revenue With High-Quality

NEW PATIENTS!

Western continued from page 20 of care for oral health and the advancement of evidencebased dentistry. Western Dental is committed to advancing the standards of care to improve oral health. In addition, through our outreach efforts, Western Dental provides dental services and oral health education to members of our communities who are most at risk for dental disease.

How can new dentists get started?

Western Dental provides an exceptional experience to all dentists who join our team. We ensure a competitive salary and an incentive program to reward performance.

As a new doctor you can achieve earning levels that are among the highest in the industry for associates, and when you advance to a Managing Dentist position, leadership and income opportunities increase even more. Western Dental also provides continuing education courses taught by the best in the dental industry, focusing on hands-on training to improve clinical skills and outcomes.

To get started contact Lorena Cuica, Talent Acquisition Manger for the Doctor Hiring Team at lcuica@westerndental. com or call 714-571-3358.

Visit www.westerndental.com or www.brident.com for more information.

Complete System of Effective Marketing

PRECISION MARKETING DEMOGRAPHICS

PROFESSIONAL PRACTICE BRANDING

DETAILED CALL TRACKING SHOWS RESULTS

CUSTOM WEBSITE TO ENHANCE YOUR IMAGE

PHONE TRAINING FOR MAXIMUM APPOINTMENTS

HIGH-QUALITY CUSTOM DESIGNED POSTCARD

Would you like to …

Attract new customers?

Boost customer retention?

Enhance your public image?

Spend less time marketing?

Generate sustainable growth?

....we can help you succeed!

Call today to start growing your revenue!

Nationwide 866.961.4412 www.affordableimage.com

“Dentists are very well educated people, but they don’t teach business in dental school.”

Michael Blitstein, CPA, Partner, CJBS, LLC, and member of the Advisory Board, The DentistsNetwork.net

CJBS: experience and knowledge focused on the financial needs of growing dental practices For more than 30 years, Michael and CJBS have worked closely with the dental community and are intimately familiar with the unique challenges of running a successful dental practice. Michael advises clients on a complete range of financial services, including tax, budgeting and retirement planning. Michael and the CJBS team will develop short and long-term strategic plans designed to achieve success for you as a dental practice principal, and for your business.

Contact Michael Blitstein today by emailing michael@cjbs.com, or calling 847-580-5442.

CJBS – we help you keep what you’ve earned.

Offices in Northbrook, IL and Scottsdale, AZ Call 847-945-2888 ◆ www.cjbs.com

WINTER 2014

THENEWDENTIST.NET

25

Old School Meets New School:

The ADA Today I remember my first years of practiceâ&#x20AC;&#x201D;each day was a balancing act, juggling my career while also figuring out my budget and finances and maintaining a healthy personal life. Thatâ&#x20AC;&#x2122;s why itâ&#x20AC;&#x2122;s so important to have worthwhile professional affiliations that can make a difference in your life.

For some new dentists, aligning with a professional organization is considered â&#x20AC;&#x153;old school.â&#x20AC;? For me, I wanted to be involved and give back to my profession. I also knew Iâ&#x20AC;&#x2122;d get something of great value in return.

BY DR. MICHAEL LEBLANC Chair, New Dentist Committee, 2014-2015

into dentistry across the nation, as well as whatâ&#x20AC;&#x2122;s happening in your community.

The ADA is focused on the needs of new dentists through the New Dentist Committee, which works with the Board of Trustees to bring the new dentist voice to ADA leadership. A new dentist is a dentist who has graduated from dental school fewer than 10 years ago. The New Dentist Committee strives to bring the needs and wants of new dentists forward so that the ADA can offer value to new graduates and stay relevant.

The following benefits are helpful during your first years of practice â&#x20AC;&#x201C; or during your time in residency.

UĂ&#x160; Thereâ&#x20AC;&#x2122;s 24/7 access to dental research that includes the following: The ADA Library & Archives provides access to 280 full-text eJournals and 54 full-text eBooks online; a connection to the Cochrane database; access to DynaMed; and a connection to Dental & Oral Sciences Source. Members also have access to printed books and journals, the ADA Archives collection of ADA and dental history, plus member assistance by calling 312-4402653 (or emailing library@ada.org).

- The ADAâ&#x20AC;&#x2122;s Center for Evidence-Based Dentistry (EBD) connects the latest research findings with the daily practice of dentistry. The EBD website provides on-demand access to clinical practice guidelines, systematic reviews, critical summaries, and plain-language explanations that translate the latest scholarly findings into a patient-friendly format.

- The Journal of the American Dental Association (JADA), the ADAâ&#x20AC;&#x2122;s award-winning, peer-reviewed journal publishes cutting-edge research and clinical information each month.

UĂ&#x160; Active ADA members are offered exclusive access to ADA Members Insurance and Retirement Programs. And, Dr. LeBlanc is a pediatric ADA-dedicated specialists are available by dentist who phone or online to discuss your individual practices in insurance and retirement savings needs. the Kansas

For new dentists especially, becoming a part of the ADA provides a snapshot into dentistry across the nation, as well as whatâ&#x20AC;&#x2122;s happening in your community.

The Next 10 Years Since 1859, the ADA has been pivotal to shaping the nationâ&#x20AC;&#x2122;s dental history together with its state and local dental societies and members. Today, the ADA remains the most influential advocate for the countryâ&#x20AC;&#x2122;s dentists, the profession, and the publicâ&#x20AC;&#x2122;s oral health. For new dentists especially, becoming a part of the ADA provides a snapshot

ADA Membership Discounts for New Dentists Every newly graduated dentist receives a free ADA membership the first year after dental school. Membership is $0 at the national level the year following graduation. Most state and local dental societies also offer reduced rates for new graduates. New dentists continue to receive discounts for the next three years following the $0 dues year. t t t t

:FBS New dentists pay $0 in dues. :FBS New dentists 25% of full national dues. :FBS New dentists 50% of full national dues. :FBS New dentists 75% of full national dues.

Year 5 and thereafter marks the beginning of the full national dues amount. To learn more about membership and join the ADA, visit ADA.org and click â&#x20AC;&#x153;Join/Renewâ&#x20AC;? on the top right side of the page or contact your state dental society at ADA.org/States.

CONTINUED ON PAGE 30 >>

26 THENEWDENTIST.NET W I N T E R 2 0 1 4

City area.

282,749 SQUARE FEET, AND COUNTING...

In 2013, we financed over two hundred eighty-two thousand square feet of construction projects.

Lending More than Capital Š2014 Live Oak Banking Company. All rights reserved. Member FDIC

404.995.2003

JP Blevins 910.796.1674

MJWFPBLCBOL DPN EFOUBM t

Guru continued from page 14 will follow. This success can allow for a stress-free choice to start working with some of the high-tech instruments available. A skilled restorative dentist can make these new advancements perform at their highest potential level.

5IF /FX %FOUJTU™ Magazine Seeks Advisory Board Members Sally McKenzie, publisher of The New Dentist™, announced that the magazine is currently seeking applicants to join the publication’s advisory board.

Dentists who have graduated dental school within the past 10 years are invited to apply. Board members serve for a two-year term in a volunteer advisory capacity, helping to identify appropriate content and connecting with individuals in the dental community to provide expertise.

“It’s an honor to work with these new dentists who have great insights into the successes and challenges they face daily in the profession. They are in the trenches and know what’s important to their fellow new dentists and are willing to share their experience with their colleagues,” said Ms. McKenzie.

This open enrollment will continue until November 30, 2014.

Interested new dentists can apply by going to 5IF /FX %FOUJTU website, www.thenewdentist.net/advisoryboard.php

28 THENEWDENTIST.NET W I N T E R 2 0 1 4

Are there specific services in the dental marketplace that you believe could benefit new dentists – e.g., treatment financing, patient communication packages, staff training, marketing, technology?

As many new dentists have already learned, running a successful dental office requires more than just great clinical skills. Some dentists elect to be a big part of the business side of the practice, while others do not. It’s difficult to be a master of both the clinical and business side. If your passion and focus is on the clinical side, as mine is, you still must know the basics of the business and surround yourself with great staff and practice systems. Know the basics of every position and have checks and balances in place to evaluate regularly.

Choose practice management software that works well for your practice. Encourage and support continuing education for every staff member. Every staff member is a reflection of you and more patients are lost due to something a staff member says or does without your knowledge. On the other hand, they can be your best practice builder. Patients sometimes feel more comfortable discussing treatment with your staff after you have introduced the need for care. It is important that each member thinks highly of your care and skills. Ideally, you have completed similar work for them or family and friends and they can speak of the positive experience that was had with similar procedures. If your staff does not trust you to complete work for them, this is a big concern and needs to be addressed.

Do you have any additional advice for today’s new dentists?

The advice that I still follow every day is to strive for excellence with every procedure you begin. Nothing is more rewarding than delivering quality care every day.

What we do is hard, but it is also enjoyable when done well. Predictable results come with learned skill and attention to detail. Predictable success is the most important building block to a high quality practice, dedicated employees, happy patients, frequent referrals, and a low stress day.

Advisory Board Members Drs.Cheney and Austin Bid a Fond Farewell As advisory board members Dr. Joshua Austin and Dr. Charley Cheney III step off the board, 5IF /FX %FOUJTUâ&#x201E;˘ magazine would like to thank them for their years of service to the publication.

Their guidance, commitment, and willingness to share their expertise have helped countless new dentists traveling the same road. We wish them the best in their future endeavors and hope our paths cross again.

Dr. Joshua Austin, DDS, is retiring from the board due to his recent employment with %FOUBM &DPOPNJDT He joined the advisory board in 2009 and is also the founder of 5IF /FX %FOUJTU Clinical Blog. He is a 2006 graduate of the University of Texas Health Science Center San Antonio Dental School and practices in San Antonio, Texas.

I

t amazes me how quickly the past nine years of practicing dentistry has passed. My time in dentistry so far has been great.

Difficult, but great. Dentistry is not an easy profession. If thatâ&#x20AC;&#x2122;s what you were hoping for, you might want to look elsewhere. Dentistry will challenge you every day. As soon as you think you have it under control, it will throw you a curve ball.

Looking back over the past nine years, I would recommend that young dentists take the following steps to make every day as easy as possible.

1. Find a great mentor and nurture the relationship. You will need their guidance at same point, be it dental related or not. Find more than one great mentor. You can never have too many.

2. Get a great accountant/financial guru. I have struggled with this and will be making a change in financial guidance soon. Just like you need a great clinical and personal mentor, you need a great financial mentor, too.

3. Donâ&#x20AC;&#x2122;t get suckered into buying every â&#x20AC;&#x153;amazingâ&#x20AC;? piece of equipment that gets sold to you. The same goes for marketing services. Think hard before making the jump on these types of things. Too many dentists have expensive equipment gathering dust. Donâ&#x20AC;&#x2122;t waste your money.

4. Your money is better spent having nice equipment that you use daily.

Use good materials that you like. Have nice handpieces that work consistently.

Itâ&#x20AC;&#x2122;s too frustrating to have a piece of equipment you use every day that doesnâ&#x20AC;&#x2122;t work the way you want it to.

5. Never be afraid to invite that bad apple staff member to find employment elsewhere. Document their missteps and excise the tumor. You always feel better afterwards.

6. Play good music in your office. It will help you keep your sanity throughout the day.

7. Get lots of continuing education. Get lots of good continuing education. Hear different viewpoints. Listen to new ideas. Join associations. Be a part of dentistry. You will be amazed at how much you grow.

8. Make your practice your own.

You are unique. Your practice should be, too.

9. Strategically take time off.

Why close for a week in the middle of summer when thatâ&#x20AC;&#x2122;s the busiest time of year? Take your vacation the week before school is out or the week school starts. Summer is prime time in general dentistry. Make hay while you can... play after.

Best of luck to you all!!!

Dr. Charley Cheney III, DMD, joined the board in 2012. His term on the board comes to an end as he completes his first 10 years of practice.

He is a 2004 graduate of Tufts University School of Dental Medicine and a military veteran. After graduating from dental school, he was deployed to Iraq and spent a year as an active-duty military dentist for the United States Army. He served in the U.S. Army for 11 years. Today he practices dentistry in Newnan, Ga., just outside Atlanta.

U

nfortunately I missed my Tufts 10-year reunion this past April. But the family and I were able to visit Associate Dean Mark Gonthier and the old crew while in Boston for a wedding. During that weekend, my wife made a comment that I wouldnâ&#x20AC;&#x2122;t be writing many more articles for The New Dentistâ&#x201E;˘, and when I returned to my office, I had a message that Sally wanted to â&#x20AC;&#x153;talk.â&#x20AC;? I knew then - I was getting old!

Has it been 10 years? Yes it has, and Iâ&#x20AC;&#x2122;ve enjoyed it. Some of the downs Iâ&#x20AC;&#x2122;ve experienced include the breaking point to transition from associate to owner and the realization that maybe, just maybe I missed one of the lectures and slept through the other about dental practice management. The ups include the stability and camaraderie of active duty, the butterflies and excitement of CONTINUED ON PAGE 30 >>

WINTER 2014

THENEWDENTIST.NET

29

ADA continued from page 26 UÊ

Laser Dentistry continued from page 18

Product resources. The ADA Catalog offers members

access to tools that help grow your practice including customized patient-education brochures, videos and smartphone apps, to resources for coding and HIPAA and OSHA compliance.

UÊ The ADA follows issues and legislation that directly affect you and your community. The ADA represents dentists’ views related to patient care and the profession, providing influence on major issues in Congress.

Most recently, the ADA rallied support around key legislation that would improve access to dental care for the underserved; provide for increased tax deductions allowed for student loan interest regardless of income; and allow dental school graduates to consolidate or refinance their loans.

UÊ The Center for Professional Success (CPS) is a hub for all things practice management. There are calculators to help you manage finances and content on a range of topics. CPS also offers executive-level certificate programs and advice on work-life balance.

Also, as a member you receive the ADA New Dentist News every quarter, which includes practical tips and case studies. Check out the ADA New Dentist Now blog at newdentistblog.ada.org.

I hope you’ll get involved at the local level. It’s a great way to meet people and stay current on the latest dentistry news.

Find your state and local dental society at ADA.org/states.

Farewell continued from page 29 being introduced to my practice and Newnan, GA, and everyone I’ve met in between.

I shared with Sally during that “talk” that I appreciated the opportunity to be a part of her life and dream, and that when I joined the board it initiated an energy within me that I’m using to focus on my community. I shared that I enjoyed working with her wonderful staff and the corporations I was able to engage. I wish continued success to us all.

We are seeking applicants to join our Advisory Board and welcome New Dentists to consider joining us. Interested new dentists can apply by going to The New Dentist™ website at www. thenewdentist.net/advisoryboard.php.

The New Dentist – New Dentist Resources, New ... http://www.thenewdentist.net/subscribe.php

New Dentist Subscription SIGN UP NOW

http://kaywa.me/8pTxQ

www.thenewdentist.net/subscribe.php Download the Kaywa QR Code Reader (App Store &Android Market) and scan your code!

30 THENEWDENTIST.NET W I N T E R 2 0 1 4

The University of California, San Francisco Laser pioneer Dr. Donald Coluzzi is proud to have introduced laser dentistry into the curriculum at the University of California, San Francisco (UCSF) School of Dentistry, where he is part-time faculty. He is retired from 35 years in clinical practice.

Dr. Coluzzi bought his first laser for his general practice in 1990 for $53,000. “It was very exciting. Not too many of us in the early ‘90s used lasers,” he says. He and another faculty member brought lasers into the dental school to show what they could do. “Faculty was pretty excited,” he says. Eventually he and several others formed the Academy of Laser Dentistry.

“At UCSF I started talking to the powers that be and said, ‘Hey, why don’t we do something?’” After jumping through “hoops,” Dr. Coluzzi says, he developed a curriculum and the school began to offer an elective in laser dentistry about 10 years ago.

For the last 10 years, students could occasionally use soft tissue lasers and had infrequent use of an Er:YAG laser for tooth preparation.

Four years ago UCSF decided to make a course in laser dentistry part of the curriculum and it is now required for fourth-year students. There is a lecture series and small group workshops to allow students to perform simulated procedures on pig jaws.

After completing the course, students can use the available soft tissue lasers under faculty supervision. “The goal is to have every student do one or two laser procedures before graduation,” Dr. Coluzzi says.

The first laser the school bought was an AMD Picasso soft tissue diode laser. Their collection now includes a CO2 laser, Nd:YAG, and four diode lasers. They also have the newest hard tissue laser, a CO2, which is not yet ready for student use.

“There’s a ton of science showing that lasers are quite effective and better than conventional headpieces at controlling bleeding and reducing bacteria,” says Dr. Coluzzi. Many studies show that adding laser to the protocol gives you some benefit.

Still, more research should be done, he says.

“Dentists should consider adding the laser to their toolbox,” he says. One of the best examples of what a laser can do is when students try to fill a cavity near the gumline. “In a minute they can contour the gum, stop any bleeding, disinfect it, see the cavity, and restore it.

If you have the laser you can show the patient what you’re doing.”

Students are excited and can get instant results by adding laser to their treatment, he says. “They can see the results right now and it’s very comfortable for the patient.

Everybody wins.”

You donâ&#x20AC;&#x2122;t have to face your first job with clenched teeth.

Aspen Dental is a great place to learn, grow, and develop your skills. ! !

!

" 866.748.4299.

Mari Fofana and Dr. Jere Gillan

AspenDentalJobs.com

SKINNY

on the Street

The latest news on products and services for new dentists and their practices POPWHITE

A-DEC|W&H

DEXIS Mac

POPWHITE introduces the world’s FIRST whitening prophy paste. With its patented technology, you can provide a cleaning, polishing, and now whitening to all your patients. POPWHITE whitens natural teeth, veneers, and composites without causing any sensitivity. This product takes the same time as a prophy paste cleaning but it will have your patients leaving with a whiter and brighter smile! Visit our website at www.popwhiteusa.com to order your free samples today.

New from A-dec|W&H are more handpiece choices for a full range of applications, doctor preferences, and budgets. Available in air and electric systems, the entire range of A-dec|W&H handpieces include advances in fatigue-reducing design, exceptional lighting, access, power output, and low noise. The sum of A-dec|W&H engineering helps connect doctor to procedure for the highest level of patient care. The A-dec|W&H product line now includes three distinct handpiece collections: Synea 500, Synea 400, and Alegra 300. And for the first time, all three handpiece collections offer daylight quality LED+ lighting. For more information visit a-dec.com, or call 1.800.547.1883.

DEXIS announces the full launch of DEXIS™ Mac, a new software that integrates the true functionality of Apple products that Mac users crave with the functionality of the renowned DEXIS imaging system. DEXIS Mac is compatible with the award-winning single-sized DEXIS™ Platinum sensor, which provides images of remarkable quality and efficient workflow.

DEXIS Mac is easy to use, intuitive, and streamlined. The quad view and quad control custom interface offers fewer and more meaningful buttons in logical groupings and functions. While navigating through the screens, only those options that are pertinent for that given function are visible.

DEXIS Mac also provides true integration with Macbased practice management programs Viive™ and MacPractice®. For more information visit www.dexis.com.

POPWHITE is excited to introduce the world’s FIRST whitening prophy paste! With its patented technology, PHOTO COURTESY OF ADEC PHOTO COURTESY OF POPWHITE PHOTO COURTESY OF DEXIS you can provide a cleaning, polishing and now whitening to all your patients. POPWHITE whitens natural teeth,veneers and composites without causing any sensitivity! This amazing product takes Advertisers in this issue of The New Dentist™ have made it possible for you to receive this publication free of charge. Please support these the same time as a prophy paste cleaning but it will companies. Contact information can be found below, or visit The New Dentist™ Resources at www.thenewdentist.net to receive information have your leaving with a whiter and brighter frompatients more than one company. smile! We know that you will love POPWHITE Image 25 Brident Dental & Live Oak Bank ......................... 27 Straumann .............................. 18 prophyAffordable paste, so why not................... try a free sample.

Feel free Orthodontics ..........................

19 www.AffordableImage.com www.liveoakbank.com/dental www.straumann.us to visit our website at www.popwhiteusa.com to www.brident.com/careers 866-961-4412 Mike Stanton, 404-995-2003 800-448-8168 order your free samples today.

888-256-9976 JP Blevins, 910-796-1674 American Dental Association ... 5 Viva Learning.......................... 11 CareCredit ............................... 21 MacPractice ........................... IFC www.vivalearning.com www.adacatalog.org www.carecredit.com 800-947-4746 www.macpractice.com Wells Fargo Practice Finance .... 1 866-246-6401 855-679-0033 Arrowhead Dental www.wellsfargo.com/ Laboratory ................................ 9 CJBS, LLC ................................. 25 McKenzie Management.........BC thenewdentist www.ArrowheadDental.com www.cjbs.com www.mckenziemgmt.com 888-937-2321 877-358-0285 847-945-2888 877-777-6151 Western Dental ....................... 19 Aspen Dental .......................... 31 Colgate ...................................... 3 Midwest Business Capital...... 23 www.westerndental.com/careers www.aspendentaljobs.com www.colgateprofessional.com www.midwestbusinesscapital.com 888-256-9976 866-748-4299 800-372-4346 877-751-4622 Wood & Delgado Bank of America ..................... 15 Dental Dreams........................ 12 Solution Reach ....................... 13 Attorneys at Law ...................... 7 www.bankofamerica.com/ Danielle Tharp, 312-274-4524 www.DentalAttorneys.com www.solutionreach.com practicesolutions Juliette Boyce, 312-274-4520 800-499-1474 888-979-7161 Michael Pakula, 619-879-0423 Henry Schein Nationwide Dental Opportunities ...........IBC www.dentalopportunities.com 866.409.3001

I ND E X OF A D V ER TIS ER S

The New Dentist – New Dentist Resources, New ... http://www.thenewdentist.net/resources.htm

Scan the code with your mobile device to receive more information from these advertisers.

Or visit www.thenewdentist.net/resources.htm http://kaywa.me/b4u2c

32 THENEWDENTIST.NET W I N T E R 2 0 1 4

Download the Kaywa QR Code Reader (App Store &Android Market) and scan your code!

14PT9525

This represents only a sample of our Associate opportunities.

For a complete listing, visit www.dentalopportunities.com

Solutions for your Dental Associate recruitment and placement needs! ' Associate candidates and employers ' Private practices, clinics, and dental organizations ' Personal attention ' Proactive and results-driven ' Experienced professionals

1.866.409.3001 www.dentalopportunities.com

Š 2014 Henry Schein, Inc. No copying without permission. Not responsible for typographical errors.

City State Akron ..............................................................OH Atlantic City .................................................... NJ Bangor............................................................ ME Boston Metro .................................................. MA Central ............................................................ CA Central .............................................................IN Charlotte .........................................................NC Chicago Metro .................................................. IL Columbia ......................................................... SC Denver Metro .................................................. CO Des Moines .......................................................IA Detroit ............................................................. MI Dover...............................................................DE Eastern ........................................................... NH Erie .................................................................PA Evansville .........................................................IN Greensboro ......................................................NC Kailua Kona ......................................................HI Knoxville .........................................................TN Lauderdale County .......................................... MS Lincoln Parish ................................................. LA Long Island ......................................................NY Lynchburg ........................................................VA Matsu Borough ................................................AK Memphis ..........................................................TN Mobile ............................................................. AL Nashville..........................................................TN New Haven County .......................................... CT New Orleans .................................................... LA Northern .......................................................... CA Northwest ........................................................AR NYC Metro ...................................................... NJ Omaha .............................................................NE Ozark County .................................................. MO Pitt County ......................................................NC Salem .............................................................. OR Sanilac County ................................................. MI Scottsdale ........................................................ AZ South Bend .......................................................IN Southeastern.....................................................IA Southern .......................................................... VT Springfield ...................................................... MA Tulsa ............................................................... OK Upstate ............................................................NY Various Locations ............................................ND Various Locations ............................................OH Various Locations ............................................ SD Various Locations ............................................ TX West Coast ...................................................... FL Wood County ..................................................WV

Starting a Practice or Buying a Practice?

Your first time being a business owner will take more knowledge than getting the margins right on that 3-unit bridge.

Prepare yourself for the role of CEO, Operating Officer, HR Manager, Financial Wizard, Marketing Director, IT Specialist, Etc, etc, etcâ&#x20AC;Ś

Helping Dentists For Over 30 Years

1.877.777.6151 info@mckenziemgmt.com

For More Information Visit

www.mckenziemgmt.com/cons-startup.php www.mckenziemgmt.com/practiceacquisition.php