The New Dentist Winter 2017

THE #1 RESOURCE FOR NEW DENTISTS

Cloud-Based

Practice Management PLUS Veneers Business Plans Scalers and Curettes WINTER 2017

Wells Fargo Practice Finance

Thinking of buying or starting a practice?

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 planning resources and professional support to help your practice thrive To get started, call 1-888-937-2321 or visit wellsfargo.com/thenewdentist to request your free Preparing for Ownership workbook.

Wells Fargo Practice Finance is the only practice lender selected especially for ADA® members and endorsed by ADA Business ResourcesSM.

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ADA® is a registered trademark of the American Dental Association. ADA Business Resources SM 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. © 2017 Wells Fargo Bank, N.A. All rights reserved. Wells Fargo Practice Finance is a division of Wells Fargo Bank, N.A. 1006-0517-PF-The-New-Dentist-Ad

Download your free copy of Preparing for Ownership. wellsfargo.com/thenewdentist

FROM THE PUBLISHER’S DESK Dear Readers, Welcome to the Winter issue of The New Dentist™ magazine.

A

s you begin your career as a dentist, it’s easy to get caught up in the day-to-day routine of running a practice. You have a lot going on, after all, from managing staff to diagnosing and treating patients.

Even so, keep in mind how important it is to stay up-to-date on the latest advancements in dentistry, including new technologies designed to enhance patient comfort and new techniques developed to make you more efficient. This is how you’ll attract patients and grow your young practice—not to mention stay passionate about dentistry.

The best way to stay informed? Make continuing education a priority. A commitment to life-long learning really is essential to becoming a successful dentist. There are plenty of highquality continuing education classes offered all over the country, all designed to teach dentists new skills they can incorporate into their practices.

Now I know you’re pretty busy these days, and finding time to travel to take in a CE course might not really be feasible. The good news is there’s another option. There are plenty of online CE classes you can take from the comfort of your own home or office—often for free.

One of the best online options I’ve come across is Viva Learning, an industry-wide dental continuing education platform. If you visit the website, vivalearning.com, you’ll find a variety of webinars prepared and presented by key opinion leaders. The webinars cover a variety of dental topics and are available live and on-demand. Corporations and organizations support the platform, making it possible for Viva Learning to bring dentists high-quality clinical education for free. Dentists who watch the webinars can earn interactive and self-study CE credits.

I encourage you to check out the website, watch a few of the webinars and then incorporate what you learn into your new practice. Keep learning and your practice will keep growing.

In this issue…

The team at The New Dentist™ magazine is committed to helping young dentists thrive, and we have put together a variety of articles in this issue to offer you the guidance you need to succeed. On page 6, learn how to create a top-notch business plan for your practice. Turn to page 16 for advice on how to select the best diamond burs, and then page 22 for tips on how to choose the right scalers and curettes for your hygienist. We break down the advantages of cloud-based practice management software on page 8, and share a successful veneers case from Dr. Craig Goldin on page 18. Finally, Dr. Scott Benjamin offers his advice on page 27.

Here to help,

Sally McKenzie, Publisher

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Advisory Board

Christopher Banks, DDS Inwood, WV WVU, 2011

Rebecca Berry, DMD Oakland, ME Tufts, 2011

Julie Boerger, DMD Patchogue, NY University of Montreal, 2010

David Carter, DMD Zachary, LA University of Mississippi Medical Center, 2014

Hal Cohen, DMD Haverford, PA Temple University, 2010

Larry Dougherty, DMD San Antonio, TX Nova Southeastern, 2008

Dennis Frazee, DDS Mooresville, IN Indiana University, 2012

Lindsay M. Goss, DMD, MPH Chandler, AZ ASDOH, 2010

Erica Haskett, DDS New York, NY NYU, 2008

Crystal Johnson, DDS Powder Springs, GA University of Tennessee College of Dentistry, 2009

Aaron Layton, DDS Fort Collins, CO Indiana University, 2010

Leah Massoud, DMD San Jose, CA Tufts, 2009

Michael Potter, DDS Quincy, WA University of Minnesota, 2014

Tyler Scott, DDS Loudonville, OH Ohio State, 2009

Matthew Silverstein, DMD, MPH West Hartford, CT University of Pittsburgh, 2012

Nicole Smith, DDS Newport Beach, CA NYU, 2009

Gregory Snevel, DDS Cleveland, OH Ohio State, 2011

Bryan Stimmler, DDS Brooklyn, NY University of Southern California School of Dentistry, 2009

FLEX

JUST WHAT THE DOCTOR ORDERED TM

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UNLIMITED

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W O R R Y- F R E E F O R 5 F U L L Y E A R S 2 2 2 02 2020 22 200 20 0 0 20

YOUR CHOICE

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L E A R N M O R E AT C L E A R C O R R E C T.C O M / F L E X

TABLE OF CONTENTS

WINTER 2017 W I N T E R 2 017 PUBLISHER

Sally McKenzie Sally@thenewdentist.net DESIGN AND PRODUCTION

Picante Creative www.picantecreative.com EDITOR

Renee Knight renee@thenewdentist.net SALES AND MARKETING

Contact Melissa Rataiczak at melissa@thenewdentist.net or 877-777-6151. Visit our digital media book at www.thenewdentist.net/ mediabook.htm The New Dentist™ magazine is published quarterly by The McKenzie Management Company, LLC (302 N. Chestnut St., Barnesville, OH 43713) 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).

8

Copyright ©2017 The McKenzie Management Company, LLC. 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 Management Company, LLC for libraries and other users registered with the Copyright Clearance Center.

FE AT U R ES The Business Plan: 6 Your Road Map to Success Should Your Practice Be on the Cloud?

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What Carestream Dental 14 is Doing for New Dentists Diamond Burs

16

Adding Veneers to Your Practice

18

Choosing the Right 22 Scalers and Curettes Dr. Scott Benjamin 27 on Investing in Yourself

22 PHOTO COURTESY OF MELISSA OBROTKA, RDH, BA

D E PARTMENTS 2 Publisher’s Message

18 PHOTO COURTESY OF DR. CRAIG GOLDIN

4 THENEWDENTIST.NET W I N T E R 2 0 1 7

28 Skinny on the Street 28 Index of Advertisers

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 Management Company, LLC. Contact Us — Questions, comments, and letters to the editor should be sent to renee@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.

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The Business Plan:

Your Road Map to Success Developing and following a solid business plan can help your practice thrive.

By Renee Knight, Editor This is it: You’re finally ready to open your own dental practice. You’ve dreamed of this for years, and have plenty of ideas about how you’d like your new practice to look and feel. The problem is, you have too many ideas, and aren’t sure how to organize and then execute your thoughts so they translate into success.

That’s where a solid business plan comes in. Many young dentists don’t think they need a business plan, so they opt to skip this vital step in developing their practice. These dentists tend to struggle, because they have no clear vision or mission to guide them. A business plan serves as a road map to success, outlining every practice detail, from the type of services you plan to provide, to financing requirements, to hiring practices.

“Probably the most important phase of your path to ownership is the development of a business plan. This is where

you bring your professional goals into clear view,” said Gavin Shea, National Director, Healthcare, for Wells Fargo Practice Finance. “It provides a clear statement of your mission and values, outlines who you are as a dentist, and defines how you plan to run your business. It challenges you to think through all of the details required to be a successful business owner and set benchmarks so you know when you are on the right track or if you should make adjustments.”

ELEMENTS TO INCLUDE IN EVERY BUSINESS PLAN Typically, business plans start with an executive summary that gives a brief overview of the entire plan, and then moves on to business, market and financial overviews, said Jeff Cormell, Vice President Regional Business Development Officer for Bank of America-Practice Solutions. They also provide a detailed explanation of the products or services the business offers, short- and long-range objectives, a discussion of the industry, the business model, the competition, marketing strategies, the management team and the capital required.

Plans should address clinical as well as business issues, said Nick Spanakis, who heads PNC Business Banking’s medical practice area, and include how you’re going to attract new patients and get them to accept treatment you recommend.

Most plans, Cormell said, are broken down like this: Executive Summary Business Overview • Mission Statement • Type of Business • Products and Services Offered • Management Team • Staffing • Personal and Business Goals • Outline of Owners’ Professional Team Market Overview • Competitive Analysis • Market Opportunities and Risks • Competitive Advantages of the Business • Detailed Marketing Plan

6 THENEWDENTIST.NET W I N T E R 2 0 1 7

Financial Overview • Financial Budget • Financial Projection – Short and Long Term • Financial Needs “New dentists should look at a business plan as a way to organize their thoughts,” Shea said. “It may help them discover if acquisition or a startup is the right path to ownership. A business plan can even be used to help understand location, community and the overall marketplace revealing important information about the potential for a practice in a given area.”

GETTING THE MOST OUT OF YOUR PLAN It’s important to remember your business plan is a living, breathing document, Spanakis said. Don’t just set it aside and forget about it once your practice is up and running. Use it to evaluate your progress. If you’re hitting the financial projections included in your

business plan, you know you’re on the right track. If you’re not, it’s important to ask yourself why and what changes you need to make to start achieving success.

“Having a plan in place and being able to track that plan helps dentists stay focused,” Spanakis said. “They know what they might need to change in their practice if they’re not seeing the outcomes they originally expected.

Dentists should regularly review the metrics and understand what they’re seeing so they can improve the practice and the patient experience.”

The plan you create today must be well thought out and usable both now and in the future, Cormell said. It should not only be used to keep track of goals and progress, but also communicated to employees to ensure everyone is on the same page in terms of the business’s direction and performance.

“Anyone who works for the business should have a copy of the plan and

TIPS FOR CREATING A SUCCESSFUL BUSINESS PLAN: Develop your “Why” – Why am I doing what I’m about to do?

• The “Why” becomes your driving force behind your decision Create an experienced team • Helps speed the process along • Saves time and money Have a plan • Know exactly what you want to do • Commit to the plan • Execute the plan with your team Develop a project list • Organize and prioritize your “to-do” items.

This identifies issues that are coming (ahead of time) and reduces stress by being proactive versus reactive.

Broadcast your plan • Social media • Verbally (staff, family, friends, community) • Colleagues • Associations Source: Jeff Cormell, Vice President Regional Business Development Officer for Bank of America-Practice Solutions

CONTINUED ON PAGE 25 >>

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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. ©2017 Bank of America Corporation ARC7LRBS | Rev. 10/17

THENEWDENTIST.NET

7

Should Your Practice Be on the Cloud?

The benefits of cloud-based practice management software.

By Renee Knight, Editor When Drs. Jonny and Elliott Brennan opened their Arizona-based practice in 2015, they knew they needed a robust practice management solution to help their new business thrive. As a scratch startup, the brothers didn’t want to spend a lot of money on the infrastructure and hardware necessary for a server-based system, and were looking at options that would streamline their workflow and help them easily track important business metrics.

It was pretty clear to them that a cloud-based system was the best fit, they just needed to determine which one. They’d worked with different cloud solutions in other offices, and had a pretty good idea of what was available. After trying a few more, they decided that, in their case, Dentrix Ascend from Henry Schein made the most sense.

“We wanted a solution that offered more than just clinical software. We also wanted it to give us insights into the business of dentistry,” Dr. Brennan said. “The built-in business intelligence lets users customize reports with drag and drop functionality. It helps bring data to your attention in a way that can drive business decisions. That was important to us.”

If you’re ready to invest in a new practice management system for your office, you might want to consider going to the cloud as well. Cloud solutions offer a variety of benefits, from enhanced security to decreased upfront costs, and are becoming more and more common in dental practices. There are a variety of quality options to choose from, it’s just a matter of making the decision to move to the cloud and then finding the system that best meets your needs.

THE BENEFITS Investing in a cloud-based solution can offer many advantages to new dentists. Not only does it save you money on the initial upfront and ongoing maintenance costs that a server-based system requires, it also gives you access to practice information from anywhere you are, day or night, as long as you have an Internet connection, said Satish Hemachandran, Carestream Dental’s general manager of CONTINUED ON PAGE 10 >>

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Ascend to the Cloud

Break free from software hassles and come with us to the cloud. Imagine a new way to manage your practice. Where you can work on a PC, Mac or iPad. Pull patient information anytime, anywhere. Know your business status as it happens. Spend less time managing your practice and more time caring for your patients. Elevate your practice with Dentrix Ascend. This is practice management reimagined.

www.DentrixAscend.com Call 1.855.232.9493 Get Your Practice Off the Ground

The Cloud

PHOTO COURTESY OF CARESTREAM DENTAL

practice management software. You and your team members no longer have to be in the office to access patient information, the schedule, insurance claims or any other practice-related information you might need.

And you don’t have to worry about updating the software as new capabilities and features are released, Hemachandran said. Updates are completed automatically, giving you and your team access to the latest version of the software as soon as it’s available. And then there’s the security. All your practice information is stored safely offsite; you no longer have to spend time backing up your information in case your server goes down (which it eventually will). All your data is automatically backed up and stored securely, with redundancy, and is compliant with all regulations, including HIPAA. The cloud also makes it easy to manage multiple offices and to seamlessly change locations. Dr. Josh Berd, who has used Curve Dental’s cloud practice management software for about five years, worked out of two offices as he was consolidating his business into one larger practice. Patients could see Dr. Berd at either location without him needing to transfer their records, and when it was time to move, he didn’t have to re-locate charts or any of the infrastructure associated with a server-based system.

“I picked up the computers and that was it. With Curve, and most cloud-based systems, it’s plug-and-play.

You have your computer, your browser and your Internet and that’s your dental practice right there,” Dr. Berd said.

“And if you’re starting out and initially sharing a practice with somebody else, like I did, it’s a great way to have your own practice without having to share a server. You have your own login and you have access to your software any time. When I first started, I didn’t have my own office at the practice so I did charting and reviewed patient records from my home office.”

Screenshot depicts CS SoftDent Cloud v17.

PHOTO COURTESY OF CURVE DENTAL

continued from page 8

Curve Hero

CHOOSE THE RIGHT OPTION FOR YOUR PRACTICE There’s a lot to consider when investing in a cloud-based system, including the subscription cost and the level of support the vendor offers. For the Brennan brothers, they needed a solution that made it easy to track various business metrics, including marketing.

“We wanted something where we could balance patient care with viewing our practice from a business mindset,” Dr. Brennan said. “We needed to manage all of our marketing efforts. We were a scratch startup so there wasn’t a lot of room for error, and we couldn’t go long without being viable. Right out of the gate one of the hugest benefits was being able to track our marketing resources and where our leads were coming from. We adjusted some of our expectations and strategies to finding new patients based on that.”

The Brennans also wanted a system that gave them complete access to the patient record, including x-rays and images, which isn’t a feature that comes with every software.

Solutions that don’t include imaging work in a more hybrid manner, where the software is cloud based and the images are saved locally, said Dr. Lorne Lavine of the Digital Dentist. That means you’ll still need a server and a way to back up your images. If that doesn’t sound attractive to you, do your research to find systems that also feature an imaging platform.

This research might include talking with various vendors, asking colleagues for their insights or visiting dental forums.

No matter what features are most important to you, if you invest in a cloud-based solution, you’ll likely pay a monthly subscription fee. Some services, such as Carestream’s, charge a flat rate that includes everything, Hemachandran said, while others sell services in bundles at different price points. Make sure you can get all the features you want at a reasonable price, and shop around until you find a high-quality solution that’s also economical.

“When considering price it’s also very important to look at what you’re currently spending on your hardware,” said CONTINUED ON PAGE 12 >>

10 THENEWDENTIST.NET W I N T E R 2 0 1 7

This is What Success Feels Like With Simple, Reliable Dental Software for the Cloud

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©2017 Curve Dental, Inc. *Some restrictions apply. Call for details. †Performance statistic as of October, 2017. A-ND-WINTER 2017

The Cloud

continued from page 10 Jeremy Uriz, Business Analyst for Carestream. “With an on-premise solution you have to maintain rather expensive hardware, especially in a large organization.

Most of those costs are eliminated by going to the cloud. If a new version rolls out and the system requirements change and you need more processing power or RAM, that’s a cost to the practice.”

Look for solutions from manufacturers that have been around for a while, Curve Dental CMO Andy Jensen said. The more experienced they are, the quicker they can troubleshoot any problems you experience, giving you a more dependable solution.

Another tip? Call the company’s support number at different times of the day to see how long it takes for your call to be answered, Dr. Lavine said. That will give you a feel for how responsive they’ll be whenever you have a problem.

Once you’ve done your research and are ready to purchase your new software, make sure you’re investing in a solution that you and your team members both enjoy working with, Dr. Berd said.

“You’re married to your dental software,” he said. “You have to look at it and interact with it all day, so find something that’s user friendly.”

Dentrix Ascend

PHOTO COURTESY OF HENRY SCHEIN

PREPARING FOR THE CLOUD Before you can make the move to the cloud, you need to have the proper infrastructure in place, Dr. Lavine said. This includes modern computer systems, Internet with the proper bandwidth and a cellular hotspot or another backup system you can rely on if the Internet in your area ever goes down.

Beyond that, one of the most important steps to preparing

for the cloud is making sure your team members are on board, said Dan Larsen, product manager for Dentrix Ascend. Make sure they understand the benefits and share your excitement for the positive changes a cloud-based practice management system will bring to your practice, including the fact they can access the software from anywhere and that they’ll always be in sync with each other in regard to patient care.

If you (or your team members) are worried about the problems that might come up when moving from a server based solution to the cloud, don’t be. Many companies offer practices a step-by-step process designed to help them make that transition, Jensen said. He describes Curve’s guide as an implementation road map. An experienced coordinator walks every practice through the entire process, making it as seamless as possible.

Carestream has a similar system, and assigns project managers to help with the transition, Hemachandran said. Once the proper infrastructure is set up, then it’s time to get team members trained so they’re confident in their ability to use the new system.

Many software providers, like Curve, offer training in small increments, Jensen said. Once team members master one element, they move on to the next. So there’s no need to worry about closing your practice for a few days to get team members up-to-speed on the software. You can offer training a few hours at a time, when it’s most convenient.

How long it takes to implement the software and get everyone trained depends on the practice—offices with a lot of data to transfer will take more time than a brand new practice—but most start really reaping the benefits within a few months, Larsen said.

GOING TO THE CLOUD Some dentists are still leery of moving to the cloud because they’re worried it just isn’t safe. The fact is, much of what you do in your personal life is already on the cloud, from banking to shopping to communicating with family and friends.

Cloud-based practice management software is a safe, reliable way to store your practice information, which you’ll be able to access at any time, no matter where you are.

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+ SUPPORTED AUTONOMY

You want to focus on dentistry. Not admin.

“PDS® has helped give me the opportunity and the tools to turn what I thought was just a job into a career that I enjoy every day. Doing dentistry is what my passion is, and the support from PDS allows me to focus on that rather than all the business aspects of running a practice.”

Matthew Yip, DDS PDS-supported Owner Dentist

Hear what numerous supported owner dentists have to say about the advantages of PRIVATE PRACTICE + at: PacificDentalServices.com

1-855-JOIN-PDS JoinPDS@pacden.com

PRIVATE PRACTICE +, the innovative business model supported by PDS, frees you to build a successful dental practice backed by the country’s leading dental business support organization. You’ll enjoy excellent income potential with asset growth, plus a better work/life balance.

What Carestream Dental is Doing for New Dentists Carestream Dental fosters leadership among new dentists by giving them resources they need from the very beginning.

PREPARING FOR THE FUTURE For doctors just starting out, Carestream Dental makes sure they’re prepared. For example, Carestream Dental’s CBCT systems can be found in many of the residency programs throughout the United States, giving doctors access to cutting-edge technology, right from the start.

Additionally, an ABO prep course, presented at the Global Oral Health Summit, helps doctors understand case selection; practice case record preparation and evaluation; review cephalometric analysis and superimposition methods; and even provides a board case oral evaluation with review and a mock clinical examination. Carestream Dental also acknowledges excellence in dental radiology with an achievement award given at New York University. Each year, the award recognizes those who exhibit high standards of excellence in didactic and clinical knowledge of dental radiographic concepts, skills, patient care and safety.

CONTINUING EDUCATION Carestream Dental offers new doctors the chance to continue learning, even after they’ve left school. Free webinars and training are available online and expanded content and training is accessible to Carestream Dental customers. Hands-on events across the country are open to all practitioners and connect new dentists with experienced doctors and technology users.

Carestream Dental also partners with distinguished professional societies to present courses at their annual meetings, so new dentists can benefit from these educational opportunities while learning more about their specialties. Seeking educational opportunities gives new dentists a competitive edge by keeping them abreast of the latest trends and technologies. Not only does it give them more confidence in their clinical practice, but it impresses patients and leads to possible referrals.

NETWORKING AND MENTORING As new dentists work to build their referral network and seek seasoned mentors, nothing beats live, in-person events, such as the aforementioned hands-on educational sessions. These local events bring together doctors with similar interests, such as CBCT or intraoral scanning, and are perfect for not only learning from experts, but connecting with other experienced doctors in the area.

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Additionally, Carestream Dental’s Global Oral Health Summit brings long-time Carestream Dental users from around the world together so they can share and learn from each other. For doctors who are just starting out, the Summit is excellent for meeting and networking with hundreds of colleagues who can give insights on topics such as running a practice, prioritizing technology purchases or marketing their practice.

LISTENING TO FEEDBACK Carestream Dental highly values voice of customer when designing innovative technology and actively solicits feedback from doctors at all points in their careers. New doctors have a particularly unique perspective, having received training on digital technology while in school, unlike previous generations that have had to learn it in the field. Carestream Dental seeks out new doctors to be part of a prestigious group of technology users whose voices and opinions it relies on to shape the future of technology.

PROVIDING THE RIGHT TECHNOLOGY Carestream Dental’s portfolio of integrated technology solutions makes it easy for new dentists to pick and choose what’s best for them. Its RVG 6200 intraoral sensor is built on a 30-year legacy, dating back to the very first digital sensor.

The CS 1500 and CS 1200 intraoral cameras aid in case acceptance, as patients can help co-diagnose along with the doctor. The CS 8100 panoramic imaging system or CS 8100 3D system are compact units that provide the powerful diagnostics of a larger unit while remaining cost effective.

The CS 3600 intraoral scanner replaces the “goo” of uncomfortable impressions, giving new doctors the “cool factor.” Tying all these systems together are any of Carestream Dental’s practice management software platforms, available as on-premise or cloud, designed for specialists or general practitioners.

INVESTING IN THE FUTURE OF SOFTWARE Carestream Dental is investing in its imaging software and modules to make diagnosis and treatment planning easier for all dentists—especially those new to the field. The CS Airway module facilitates airway analysis, while the Prosthetic-Driven Implant Planning module merges CBCT data and intraoral scans so practitioners can confidently plan and place implants.

When a doctor chooses Carestream Dental hardware, he or she can be sure the company will continue to invest in its software so doctors can maximize their investment.

IT’S ALL WITHIN REACH

WORKFLOW INTEGRATION I HUMANIZED TECHNOLOGY I DIAGNOSTIC EXCELLENCE

Your daily work requires easy access to hundreds of files every day. With Carestream Dental’s practice management software, you get secure access from your satellite locations, at home or on the go—all while minimizing your IT costs. Our easy-to-use software makes sure your image and patient data is always available—whenever or wherever you need it.

© Carestream Health, Inc. 2017. 16499 DE CL AD 1117 OrthoTrac is a trademark of Carestream Health.

For more information, call 800.944.6365 or visit carestreamdental.com

Diamond Burs What you need to know to get the most out of diamond burs in your practice.

By Renee Knight, Editor

Just like with many dental products, there is no shortage of diamond burs on the market for new dentists to choose from. It can be difficult to determine which option is best for your practice, and then once you do, how to get the most out of your selection.

it’s faster,” Simon said. “That makes their experience much more enjoyable. They also get more predictable results.

Tooth preps are as much science and engineering as they are an art. Doctors want a tool that’s going to meet their expectations after each use.”

So how can you get the most out of your diamond burs? Follow these tips:

Keep in mind that purchasing the right diamond burs, whether single or multi-use, offers many benefits, including faster, more efficient cutting and an enhanced patient experience. Diamonds are the hardest material available, and can grind the tooth away for a controlled reduction, said Joe Simon, Senior Vice President of Marketing for Premier, North American distributor of the Two Striper multi-use diamond bur and the Solo Diamond pre-sterilized single-use bur.

“The benefit for the patient is it allows for a smooth, efficient cut, so

Try different options. It took The New Dentist™ magazine advisory board member Dr. Aaron Layton a few years to find the burs that worked best for him. Everybody cuts differently and everybody uses different handpieces, he said, so what might work well for one dentist wouldn’t necessarily be the best choice for another. Dr. Layton, who tends to prefer the NeoDiamond single-use bur from Microcopy, suggests trying different shapes, lengths and sizes until you find one that fits your style.

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PHOTO COURTESY OF PREMIER DENTAL

Know when to pick up a singleuse bur versus a multi-use bur.

One-and-done diamond burs are best for single units, while multiuse products are ideal for quadrant dentistry, said Dr. Lori Trost, who has used both the Two Striper and the Solo Diamond for years. She uses diamond burs for crown preps and all other indirect restorations.

Most dentists rely on a combination of single and multi-use burs, and often have preferences based on the procedure, said John Whitner, VP of Corporate Branding and Digital Marketing for Premier.

“For me, the single-use are more cost effective,” Dr. Layton said. “You know when you pull out a brand new diamond bur it will be sharp. With a multi-use diamond sometimes you don’t know until you’re using it.”

Look for variety. While you want the bur you choose to come in many different options to match the different procedures you perform, you also want to limit the number of burs you need to actually use chairside, Dr. Trost said. If you have to keep changing out burs it hurts your efficiency, as well as compromises ergonomics. With the Two Striper and the Solo Diamond, Dr. Trost typically only has to use between three and five variations to achieve a “very excellent crown prep,” she said.

So while you’ll likely turn to a handful of shapes and grits on most days, there will be times when you need other options, making variety important, Whitner said.

Invest in diamond burs that are durable. If the crystals fall off the bur, it changes the bur’s shape, and thus its cutting efficiency, Simon said. Look for burs with real diamonds that are permanently

FROM THE ADVISORY BOARD: “I find that diamond burs can be used for almost any tooth preparation. The biggest benefit in using diamond burs is the variety in grit. Diamonds burs are great for removing mass tooth structure or for fine-tuning or finishing a restoration.”

-Dr. Crystal Johnson “(Diamond burs offer) clean and rapid reduction for both caries removal and preparation of fixed prosthesis.”

-Dr. Bryan Stimmler “The shape is ideal for crown preps and the egg shape for cleanup of any flash on composites.”

-Dr. Leah Massoud, on the NeoDiamond course and fine egg shaped and tapered burs from Microcopy “I don’t worry about them breaking and they allow procedures to be performed efficiently.”

-Periodontist Dr. Matthew Silverstein on the benefits of using diamond burs from Brasseler USA and Komet USA “I use them for crown preps and refinements of other cavity preparations.

They’re a necessity for crown preparations.”

-Dr. Tyler Scott

attached to optimize efficiency.

“If a bur’s tip is balding, it can’t be very successful,” Dr. Trost said. “You won’t be able to finesse your margins as well and it will take you longer to get your prep where you want it to be.”

Don’t overuse them. Many dentists might be tempted to use their diamond burs as long as possible in the hopes of saving money—but doing so just leads to problems, Dr. Trost said. One is

cutting efficiency. New burs allow you to cut cleaner, faster and better. Dull burs put a strain on the handpiece and the tooth, and result in a lot of wear and tear on your hand.

“Burs need to have cutting efficiency. If they don’t, you’re really just wasting your time,” Dr. Trost said. “In the world of dentistry, time is money, and an inefficient bur could add two, three or even four minutes onto a crown prep. It all adds up. It also leads to problems ergonomically.

It’s a bigger ripple than we think.”

There’s also concerns with cross contamination, Dr. Trost said.

If you plan to use burs more than once, they need to be autoclaved.

Assistants must spend time cleaning and organizing the burs, which is time they could use to complete other revenue-generating tasks.

To avoid these issues, Dr. Trost throws away her multi-use diamond burs after completing one quadrant dentistry case. That way, there’s no issue with cross contamination and she knows she’s getting a sharp bur every time.

If you don’t want to pitch your multi-use burs after one case, Dr. Layton suggests tracking how many uses you get out of each bur to make sure they’re cost effective. Don’t rely on what the manufacturer suggests; track it yourself to see if that number is truly accurate. If it’s not, it might be time to consider other options.

Dr. Layton also frequently cleans the burs with a block that’s placed right next to him during procedures.

This helps keep the burs sharp and tends to lengthen their life, he said.

Diamond burs can bring many benefits to your practice, including improved cutting efficiencies, faster procedures and more predictable results. Keep these tips in mind to ensure you choose the best diamond burs for your practice, and then put them to good use.

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Adding VENEERS TO YOUR PRACTICE

By Dr. Craig Goldin, FAACD

A look at a typical case and how you can incorporate this cosmetic procedure into your list of services.

I’ve had the opportunity to treat a variety of cases over my career, and would like to share a veneers case I recently completed. It was pretty routine, and new dentists who opt to add veneers to their list of services will likely treat similar cases in their offices as well.

CASE OVERVIEW This case involved 18-year-old Unjanee Wells, who had won the Miss Teen Michigan title prior to treatment. She was ready for a change and interested in the benefits of smile design.

Her short teeth and the large diastemas between them were her chief complaints. Because of these large spaces, she had a flat, almost reversed, smile line. The patient’s worn, chipped teeth also needed to be straightened, as her front teeth flared labially. Placing veneers would decrease the severity of the labial flare.

It was determined that we would place porcelain veneers on tooth Nos. 4 through 13. Veneers were the best option in this Before. situation because the patient had a tooth jaw-size discrepancy. Even with orthodontic treatment, spaces would have remained in the upper arch. Typically, we would have performed orthodontic treatment before placing the veneers to yield the best result possible, but the patient declined this option.

The goal was to increase the length of After.

18 THENEWDENTIST.NET W I N T E R 2 0 1 7

her incisors so they would follow the contour of her lower lip, while straightening her teeth and maintaining ideal proportions.

This would typically be 100 percent length to 75 to 80 percent width ratios on the incisors. This is ideal to keep the tooth from appearing too wide.

The patient first had her teeth whitened with our in-office whitening system, Opalescence Boost from Ultradent Products.

We then began the veneers treatment process, with the plan to place them all at once. Treating multiple teeth at one time makes it possible for them to share the space between the new veneers so the front teeth don’t end up looking overly wide.

We also spent time talking with the patient about tooth shape and shade selection. She wanted a very light shade, and even though we suggested she go with something closer to her natural tooth color, she chose light, BL1. She plans to have veneers placed on her lower teeth in the future.

PREPARING THE CASE We completed this case in four visits: the lab preparation appointment, the tooth preparation appointment, the cementation appointment and the delivery of the occlusal guard.

Lab Preparation Appointment: Once the patient decided she wanted to go forward with treatment, we sent upper and lower models, a stick bite and photographs to Burbank Dental Laboratory, our lab of 20 years.

Burbank Dental is an all-service laboratory that does cosmetic cases as well as single crowns, implant restorations, dentures and occlusal guards. We use the lab’s Smile By Design group. For this case, the lab fabricated a diagnostic wax-up, a putty matrix of the wax-up (for fabrication of the provisionals) and a preparation guide.

After we received the diagnostic waxup, which acted as our communication tool with the lab and the patient, we completed PHOTOS COURTESY OF DR. CRAIG GOLDIN

s a cosmetic dentist, I must determine the best method of treatment to give patients the beautiful smiles they desire. It’s rewarding work I’m passionate about, and it’s something I would encourage new dentists to pursue.

A PVS impression was taken of the upper and lower arches. A face bow transfer with the Kois facial analyzer was done, and a stick bite was taken as a guide for the horizontal plane of the anterior teeth and sent to the laboratory with the case.

Provisionals were fabricated using the putty matrix made from the diagnostic wax-up. The matrix was filled with Luxatemp by DMG and seated onto the teeth. Excess flash was removed and the provisionals were adjusted and polished. Incisal edge positions and midline were verified to be correct. DMG’s LuxaGlaze resin glaze was cured to the provisionals to enhance the shine and make them more lifelike.

An alginate model of the provisionals and photos of both the stick bite and provisionals in place were sent to the lab for communication.

We provided the patient with temporary restorations, which she was very happy with. These provisionals acted as our communication tool with the patient. She was able to evaluate the new length, color and shape of the proposed final restorations and provide us with feedback. continued on page 20 PHOTOS COURTESY OF DR. CRAIG GOLDIN

the preparations and made the temporaries. With the wax-up, we were able to make sure we were achieving our patient’s Smile before. objectives while giving the lab technicians the necessary information, specifically the level of the occlusal plane and the incisal plane, the length of the anterior teeth, and the position of our final midline to be sure it wasn’t canted.

Tooth Preparation Appointment: Smile after.

At the second visit, the patient presented for restorative care. She was anesthetized and the teeth first reduced in the areas where the teeth flared out excessively.

The teeth were then prepared to ideal thickness for the chosen restorative material, which in this case was IPS e.max layered restorations from Ivoclar Vivadent. The preparation guide the dental laboratory fabricated was used to ensure the teeth were adequately reduced.

During the preparation appointment, we were able to enhance gingival symmetry using a diode laser from Dentsply Sirona. Care was taken not to invade the biologic width. The margins of the restorations were placed at or just below the free-gingival margin.

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THENEWDENTIST.NET

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Veneers

the prepared teeth. After gentle air evaporation, Bond-1 was reapplied and continued from page 19 gently dried to ensure a shiny covering.

The teeth were then light cured for 20 The Cementation Appointment: The seconds each. lab fabricated the definitive restorations, Bond-1 was applied to each veneer which were placed after the provisionals were and gently evaporated. Mojo Light cement removed at the cementation appointment. from Pentron Clinical was loaded into every The patient again was anesthetized so we veneer, which were then carefully seated could remove the temporaries. onto the tooth. The teeth were held in place Using a highspeed handpiece and a and the cervical was tack cured for one seccrown removal instrument, the provisionals ond, one tooth at a time until all teeth were were carefully sectioned and removed. The tacked into place. Care was taken to only preparations were polished with pumice. cure one tooth at a time to ensure the teeth The patient recently won the Care was taken not to elicit any bleeding. were fully seated when cured. Once the resMiss Michigan Teen title.

The preparations were dried and the restotorations were all tacked down, remaining rations carefully evaluated and adjusted for proper fit. exposed margins were gently cured. This allowed for the gross The patient was given the opportunity to view and removal of any excess cement. A scaler was used to push away approve the final restorations before they were cemented. the cement in a cervical direction.

She was happy with the size, shape and color of the The interproximal contacts were carefully cleaned veneers. The restorations were cleaned with Ultra-Etch using a serrated strip by ContacEZ. While each veneer from Ultradent Products and water, and silane was then was held in place, floss was gently pushed through the used to prepare them for bonding. The teeth were isolated contacts to remove excess cement. The teeth were given a with an OptraGate by Ivoclar Vivadent and etched three at final light cure of 30 seconds on the facial and 30 seconds a time. With every tooth, the enamel was first etched for 15 on the lingual. The final cleaning of excess cement was seconds and then the dentin was etched for 5 seconds. done using hand scalers and finishing strips. The linguals Using the careful moist bonding protocol, Bond-1 were polished with a finishing diamond and occlusion bonding agent from Pentron Clinical was placed on adjusted as needed. Any area adjusted was given a final polish using diamond impregnated rubber points.

After the case was delivered, impressions were taken for an occlusal guard to be worn during sleep. The occluTips for dentists who want to add sal guard protects the patient’s teeth and restorations from veneers or other cosmetic services the forces of the patient’s bruxism habit. to their practice: Delivery of the Occlusal Guard: The occlusal guard • Get the education you need. Consider becoming a member was returned from the lab and delivered and adjusted to of the American Academy of Cosmetic Dentistry (AACD) and the patient’s occlusion. attending the annual session. Read articles on cosmetic denThe patient was absolutely thrilled with the final tistry and seek out other educational opportunities. results, which exceeded her expectations.

• Be passionate about placing veneers and other cosmetic procedures.

• Keep your practice clean, inviting and up-to-date.

• Don’t be afraid to talk with patients about cosmetic procedures like veneers. Ask them how they feel about their smile and what treatments they’re interested in learning about.

• Offer third party financing from companies like CareCredit to make it easier for patients to pay for the dentistry they need.

• Make sure your professional, caring team members also have beautiful smiles.

• Invest in a camera and start taking pictures of successful cases.

• Show off your work to your team members. This will make them more comfortable recommending cosmetic treatments to patients.

• Focus on patient education. Hand out pamphlets and show CAESY patient education videos. Be ready to share before and after photos.

20 THENEWDENTIST.NET W I N T E R 2 0 1 7

A TRUE PRACTICE BUILDER Many of your patients are interested in cosmetic dentistry, and routine cases like this one can really help you build your practice. Adding veneers, as well as other cosmetic services, is a great way to attract new patients who are ready to finally have the beautiful smile they’ve always dreamed of.

Dr. Craig Goldin graduated from the University of Michigan School of Dentistry in 1985. He and his wife, Dr. Marcy Goldin, founded the Cosmetic Dentistry Institute in Troy, Michigan. In 2006, they received the Cosmetic Practice of the Year Award. Dr. Goldin is an Accredited Fellow of the American Academy of Cosmetic Dentistry. He has achieved Diplomate status with the International Congress of Oral Implantologists. He is also certified in IV sedation.

MADE IN

U.

S. A.

SCALERS and CURETTES

By Renee Knight, Editor

You likely have pretty high expectations for your hygienist.

You depend on this team member to help you grow your practice and to provide your patients with top-notch care. Your hygienist must be effective and efficient, but that becomes difficult if he or she doesn’t have access to high-quality scalers and curettes.

Hygienists spend a lot of time working with these instruments each day, making it important to invest in scalers and curettes they’re comfortable using. Having the right instruments in hand not only makes their job easier, it also helps enhance the patient experience and ultimately the care they receive.

The New Dentist™ magazine recently spoke to two hygienists, Melissa Obrotka, clinical adjunct professor at Bergen Community College, and Sarah Thiel, CEO/Founder of CE Zoom, to get their take on what dentists should consider before purchasing scalers and curettes, as well as their tips on how to get the most out of these instruments. Here’s what they had to say: Include your hygienist. Both Obrotka, RDH, BA and Thiel, RDH, agree the hygienist should be involved in this purchase—he or she will be the one using these tools every day, after all. There are a lot of options on the market, and every hygienist has their own preferences. Thiel suggests sending hygienists to national tradeshows to try different instruments. This will expose them to scalers and curettes they might not have had the chance to use before, and will help them determine what fits most comfortably in their hands.

Consider purchasing instruments that stay sharp longer. While these instruments are often more expensive, Thiel and Obrotka both say they’re worth the investment.

Obrotka, for example, uses the EverEdge scalers and curettes from Hu-Friedy. They feature technology that keeps them sharp, and that makes her job easier. Dull instruments require hygienists to use more pressure, which leads to hand fatigue and causes the patient discomfort. It also takes longer to complete procedures, which is time the hygienist or doctor could use to educate patients about dentistry and other services the practice provides.

“Having dull instruments for hygienists is like a dentist prepping a crown with an old and dull bur,” Obrotka said. “It can be done, however, it will take longer, be more uncomfortable to the patient, yield a less favorable result and be frustrating for the practitioner.”

22 THENEWDENTIST.NET W I N T E R 2 0 1 7

PHOTO COURTESY OF MELISSA OBROTKA, RDH, BA

Choosing the Right

Melissa Obrotka works on a patient using instruments from Hu-Friedy.

Establish a budget. Many hygienists use dull, outdated instruments because they’re afraid to ask their dentist to invest in new scalers and curettes. If you establish a budget for these instruments each year, Obrotka said, your hygienist will know exactly how much is available to replace old instruments. Obrotka also suggests giving hygienists the autonomy to make these purchases on their own, which ensures the instruments get replaced with tools the hygienist is happy to use.

Choose the right handle. This is key to ergonomics, Thiel said. It’s important to understand, though, that every hygienist is different. Thiel prefers a thicker handle because it’s easier for her to grip, for example, but other hygienists might be more comfortable using something thinner.

Keep them maintained. The sharper the instrument, the better, Thiel said, which is why she stresses the importance of sharpening traditional scalers and curettes as often as possible.

She usually sharpens every fourth patient, and can tell the difference if she doesn’t. She uses an electric sharpener because it helps her instruments stay sharper longer.

Obrotka rotates through her sets and sends them out for sharpening when necessary, she said, and sharpens them herself if she needs to as well.

“These instruments don’t last forever, and they definitely need maintained,” Obrotka said. “You have to audit your instruments periodically so you can decide what needs sharpened and what needs replaced. You really want your hygienists to operate at an optimal level, and they have to have the best instruments possible to do that.”

Don’t re-tip. Many dentists opt to re-tip because it saves them money, Thiel said, but it also makes the instruments weaker and more likely to break while they’re in a patient’s mouth—which is a situation you don’t want your hygienist to get into.

Remember, there are many quality scalers and curettes on the market. It’s important for hygienists to try a variety of instruments, and to find what’s most comfortable for them.

“Let the hygienist choose,” Thiel said. “If the hygienist is happy, your patients are happy.”

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ADVERTORIAL

3 Steps to Overcoming

Patient Objections

As dentists, we love doing dentistry, and we all want to do more of it. Because we can only see a limited number of patients each day, the best way to do more of the dentistry we diagnose is to become more effective in increasing case acceptance.

Unfortunately, we can’t simply make a step-by-step case acceptance Jeffrey Roberts, DMD recipe and expect to get the same results each time, but we can understand the ingredients and how to mix them. Some ingredients must be included in every presentation, just like every loaf of bread needs flour. Other times, we may want to change the amount of some ingredients, just like adding salt to taste for scrambled eggs.

Understanding the ingredients is key to properly applying them in each situation. While there are a number of components to a successful case presentation, it’s important to focus on overcoming objections. The barriers to treatment perceived by our patients can be challenging to address, but there are three steps that can help every clinician overcome objections.

1

2

UNDERSTAND THE OBJECTION It has been said, “Being pushy results in patients who push back.” Patients who are pushing back are not patients who are starting treatment. How do we overcome objections without the perception of being pushy? It is simple, but first, we have to understand the four types of objections: time, trust, pain and money.

Once we understand these four factors are at the root of all objections, we can begin to work through them. It’s important to get to know patients in the initial consultation and to assess potential barriers to treatment. Learn how these four factors might affect your patients. Do they have time limitations? Do they have job or child care barriers? Did they recently leave their last dentist? If so, then why? What are their treatment expectations?

DEVELOP A PROACTIVE APPROACH The best way to overcome objections is to not allow them to become objections in the first place. We can make a few changes to our treatment presentations that will make a major difference in how our patients perceive, understand, listen to and ultimately accept treatment recommendations.

Acknowledge potential objections before they take root in your patients’ minds. We know all four objections, so we can

24 THENEWDENTIST.NET W I N T E R 2 0 1 7

address them directly during the treatment presentation. Patients won’t be thinking about their objections because they haven’t had them yet.

3

PERSONALIZE THE CASE PRESENTATION If we learn as much as we can in the initial consultation, we can present the diagnosis and treatment plan with foreknowledge.

Personalize the case presentation by addressing each potential objection in a subtle, but intentional, manner.

For example, imagine a patient came to the practice based on a promotion for a discounted cleaning and ended up needing scaling and root planing. If we consider the four types of objections and present the case with foreknowledge, it may sound like this: “After we evaluated your gums we discovered there is an infection. This infection can be difficult to identify, so it’s not surprising it wasn’t caught sooner. The good news is we can fix it before it becomes worse and affects your smile. Because you took work off this afternoon, we’ll optimize your time and address this today. This procedure will remove the bacteria from the gums near the bone, which may result in some sensitivity, but at most you will need ibuprofen. It is important that we remove these bacteria before the infection becomes worse, as the bone you lose from this infection will never come back. A traditional cleaning is only capable of preventing the infection you already have, so the hygienist will be spending an extra 30 minutes removing the infection. As a result, the price of the cleaning may also change.

Our team will make sure we use your insurance completely so you pay as little as possible to remove this infection. Do you have any questions about why you need this procedure or how we are going to resolve the infection?”

PUTTING IT ALL TOGETHER Although this three-step method for overcoming objections may seem overly simplified, it can act as one of the principal ingredients to grow case acceptance for both basic and complex treatment plans. By taking the time to understand every patient and address their potential objections before they occur, we can greatly increase the likelihood of case acceptance. With patience and practice we can start to foresee potential objections and customize our case presentations to achieve the best outcomes for our patients.

Jeffrey Roberts, DMD, graduated from University of Nevada, Las Vegas School of Dental Medicine in 2011. He is the owner dentist at Tucson Spectrum Dentistry, a practice supported by Pacific Dental Services® in Tucson, AZ.

PLAN FOR YOUR CAREER

Business Plan continued from page 7

understand it well,” Cormell said. “The plan should be used and referenced any time major business decisions are being discussed to make sure those decisions are in line with the plan. Also, anyone who will or may have a vested financial interest in the business should see the plan to learn about the current and future direction of the business.”

GETTING HELP You probably didn’t get much of a business education during dental school, so the thought of creating a business plan for your new practice might seem pretty daunting. Not to worry; there are plenty of places to turn for guidance, Cormell said. Many business owners consult their professional team members to help create and modify their plans, which might include their CPA, attorney, consultants, financial

Even if you’re not quite ready to open your own practice yet, Nick Spanakis, who heads PNC Business Banking’s medical practice area, still recommends planning now. Think about where you’d like your career to go. Do you want to work as an employee, eventually own a practice or find another dentist to partner with? Consider the personal and professional milestones you’d like to hit, then put a plan in place to get there. Take ownership of your career development and you’ll set yourself up for success.

planners, colleagues, mentors or anyone with knowledge of their business or the industry.

Shea stresses the importance of using dental-specific resources to help create a business plan. He recommends

the ADA Business Resource Center as well as the Wells Fargo Practice Finance Site. Both have downloadable templates specifically for doctors.

FOCUS ON THE FUTURE Remember, writing a business plan isn’t just an exercise, Shea said. It compels you to look at every aspect of a new practice at once, from staffing to financial planning to marketing. Your plan isn’t just there to get you started; it’s how you envision the future and bring it to reality.

“A business without a plan is an organization with no direction — and a recipe for failure,” Cormell said.

“Every successful business has a plan, whether you have three employees or 3,000. It’s so important to have a road map of where you want to go personally and professionally.”

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THENEWDENTIST.NET

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NEWD0617DA

BEEN THERE, Done That

Key Opinion Leader patient and understand how oral issues relate to systemic and social issues.”

Dr. Scott Benjamin on investing in yourself.

D

r. Scott Benjamin first decided he wanted to become a dentist at a young age. He liked the flexibility dentistry offered, and the fact he could choose where he lived and truly be in charge of his life and career. Within a year after he graduated from dental school, Dr. Benjamin acquired a practice in rural New York where he grew up.

That was more than 35 years ago, and in that time Dr. Benjamin has focused on growing his practice by investing in products and technologies that enhance patient care. He’s become a leader in dental lasers and computerized dental technology, and spends time training clinicians on the advanced procedures he uses in his office.

To be successful today, Dr. Benjamin said it’s important for new dentists to find a mentor who can help guide them.

He suggests looking for an associateship with a clinician who has a similar philosophy of care. This is also the time to start building long-term relationships with your colleagues, your team members, your suppliers and, of course, your patients.

“Dentistry is a life-long commitment for the patient,” Dr. Benjamin said. “Many of my patients have been with me for 30 years or more. That’s because I’m able to provide continuation of care as their needs change. It’s important to understand the patient as a person rather than a dental patient. Take care of the entire

MAKE PATIENTS THE PRIORITY Many new dentists opt to work in a large corporation after they get out of school because it’s often the fastest way to make money and start paying off school debt, Dr. Benjamin said. The problem is, these short-term arrangements often don’t offer much opportunity for new dentists to start developing their clinical skills and building those all-important relationships.

The focus always should be on your patients—not making money, Dr. Benjamin said. When you take care of your patients, the money will come. You and your team members should work together to maximize your potential and provide the best patient care and experience possible. Invest in yourself and your practice will reap the rewards.

“Take care of your community and your community will take care of you.

I run a dental practice based on that.

Investing in knowledge leads to professional growth, which should be more important to a young clinician than financial growth,” Dr. Benjamin said. “By taking appropriate care of your patients, the money will come. We as health care professionals need to educate patients on the possibilities of what we can do.”

FINDING THE RIGHT PRODUCTS Dr. Benjamin, who prides himself on having a state-of-the art facility, has invested in a variety of technologies over the years, including lasers, CAD/CAM and 3D imaging, and said the most valuable piece

of equipment is the one that best meets the needs of the patient sitting in the chair. All too often, dentists purchase a particular technology simply because the dentist down the street has it. Before you invest in an expensive piece of equipment, make sure it solves a problem in your practice, makes you more efficient or enhances patient care. If it doesn’t, you probably don’t need it.

Dr. Benjamin also recommends doing some research before bringing a new technology into your office. Remember the sales rep who’s talking the product up has one goal: to get you to buy.

While it’s important to think about a product’s price tag before you make a purchasing decision, that shouldn’t be your only consideration. Look at the science. Does the science back up the marketing claims? Do the claims make sense based on what you already know? If the answer is no, the product isn’t something you want to invest in. It’s also important to make sure the company behind any technology you purchase is reputable, and will be around to offer support whenever you have questions.

There’s a lot to think about as you’re starting your career, from where you want to practice to which technologies you want to invest in right away, which is why it’s so important to find a trusted mentor to help guide you. The goal should be to practice efficiently and profitably, while providing patients with top-notch care.

“The biggest thing is investing in yourself, and that investment is knowledge and building your reputation,” Dr. Benjamin said. “The focus shouldn’t be on money, but how you’re going to take care of your patients over the course of their life, which will give you financial rewards for your life.”

Dr. Scott Benjamin is a graduate of SUNY Buffalo, School of Dental Medicine and has been in full-time private practice in rural upstate New York for more than 35 years. He’s an Adjunct Professor at Midwestern University, College of Dental Medicine, an Associate Professor of Clinical Dentistry at Eastman Institute for Oral Health at the University of Rochester Medical Center, an Associate Professor at Roseman University of Health Sciences, College of Dental Medicine, and a Clinical Lecturer at the Laser and Health Academy.

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SKINNY

on the Street

The latest news on products and services for new dentists and their practices Beautifil II LS A novel bioactive composite indicated for all cavity classes, I—V, Beautifil II LS (Low Shrink) provides general practitioners with the means to reduce shrinkage while creating predictable and functional esthetics.

Incorporating Shofu’s proprietary bioactive Giomer technology, clinically proven in 8- and 13-year recall studies, Beautifil II LS demonstrates exceptionally low shrinkage (0.8%) and shrinkage stress (2.7 MPa).

Other distinguishing features of this unique restorative include excellent compressive and flexural strength, ideal color stability and toothlike attributes that produce natural esthetics.

For more information visit shofu.com or email customer-service@shofu.com.

A new highperformance polymer for RPDs

Rebilda Post GT Bundled Glass Fiber-Reinforced Resin Posts

Ultaire™ AKP is an innovative aryl ketone polymer (AKP) formulated to meet critical performance requirements for removable partial dentures (RPDs). This high-performance polymer provides a metal-free, comfortable, lightweight, biocompatible, and esthetically pleasing alternative to metal frames.

Strong enough to be tooth supported and 60% lighter than metal, Ultaire™ AKP RPDs may help minimize bone loss and improve patient compliance. Ultaire™ AKP was developed by Solvay Dental 360,™ part of Solvay, a world leader in metalreplacing materials for the health care industry.

For more information visit solvaydental360.com.

PHOTO COURTESY OF SHOFU

PHOTO COURTESY OF SOLVAY DENTAL 360

VOCO America’s Rebilda Post GT, a uniquely innovative bundled glass fiber-reinforced resin post, consists of multiple diametrically smaller (0.3 mm) posts. These bundles of finer posts vary in number depending on the required post size, offer enhanced physical properties and reduce or even eliminate the need to mechanically prepare the root, preserving healthy tooth structure while minimizing trauma to the tooth. High radiopacity, high flexural strength, high fracture resistance and elasticity similar to dentin allow Rebilda Post GT to be the solution whether it is for routine every day post-and-core procedures or the more difficult yet commonplace atypical root canal anatomies.

For more information visit vocoamerica.com.

PHOTO COURTESY OF VOCO AMERICA

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