bdta annual conference 2012 - a4 brochure

8/3/2019 BDTA Annual Conference 2012 - A4 Brochure

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THE BRITISH DENTAL TRADE ASSOCIATION

Annual Conference 2012Harnessing the Power of Collective Minds

runnymede-on-thames | Egham | Surrey

21 23 June 2012


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Harnessing the Power of Collective Minds

Whatever the next 12 or so months bring, it is unlikely

that public money will be pouring in to the nations

dental requirements in my, humble, opinion.

Therefore, we have to make it happen on our own.

In 1982 I got my first sales position; working as aterritory professional representative for Addis (Yes,

the flip-top bin people). The professional bit

indicated that my task was to visit dental practices

with a view to selling the owner/principal a bucket

load of toothbrushes which they would then

recommend (give) or sell to their patients. The

theory was, at the time, that this would lead to further

purchases of the same product sold via pharmacies

or supermarkets.

During a focus campaign whilst at Oral-B, I was

asked to spend a week visiting the so-called

prestigious practices in Harley Street, W1. During one

of the few actual face-to-face meetings with a dentist

that week, it suddenly dawned on me that I was not

dealing with clients of commercial mind. (I know, it

took me a while) This particular chap was concerned

about his patients reaction if he was to ask them for

1.50 for a toothbrush after they had just spent

several hundred pounds on treatment? My response

to this concern was to suggest that perhaps he could

give them a brush by way of a gesture of goodwill

and a nice added value.

In all of my contact with dentists in the last 30 years,

whether in the UK, USA, Russia, Italy or Greece, I have

come across the same issue - great clinical skill, a desire

to do the very best possible for the patient, clinically,

but needing a little help in commercial aspects.

Now, we as the trade rely solely on the ability of our

clients the dental team to do all of our selling for

us. What our research has shown us is that, in the

main, they are totally trusted by their patients, making

them, potentially, perfect sales people. However, most

dental teams are reluctant to sell, so we need to offer

our help. If they can learn to communicate with theirpatients more effectively, they will sell more

treatment and therefore need our goods or services.

Nobody can save their way to a bigger business, but

we all know and I know from first-hand experience

many dentists try to do just that. Ordering cotton rolls

from one and composite from another, just to save

1.00 (Likely spending an hour on the phone to do so!)

In our membership we have a fantastic amount of

knowledge and experience. Not just in the goods and

services we supply but also in marketing, sales,

finance, accounting, Human resources etc, etc. All ofwhich are skills/knowledge that are generally lacking

in our customers businesses. Can we, therefore, use

our knowledge and resources to help our

clients/customers do better?

I believe the answer is yes we can

perhaps more importantly,

we must!

I know of many companies in theBDTA that try very hard to do just

as I am suggesting above and to

good effect. But, what can we do

together? How much more powerful would it be if we

helped the dental practice do more business by

offering support and training? Sales by Education

was an ongoing theme when we were selling

Endodontic products during my time at Kerr. All the

implant companies know this works, but it can be

costly and all our margins are tight.

At the conference in June you will be moved! Chris

Barrows title Stop Moaning and Get Working

nicely sums up what Id like everyone to take away

with them. You may not agree with everything he

says but you will be provoked to action!

Les Jones is a marketeer, professional photographer,

business coach and innovator. His first book Blah,

Blah, Blah dispels the myths of how successful

businesses develop and grow. Les will make you think

differently. He will give you tools to take back to your

teams and he will stimulate your creativity. This is no

time to sit on your laurels.

Not many enjoy sitting all day in a room to be

lectured! From years of sales meeting experience, I

know that many of the best conversations take place

in the coffee breaks, the bar and over dinner. So, to

help stimulate good conversations - following on from

a morning of thought provoking ideas, we will all work

together in the afternoon to develop a plan that we as

individual companies and the BDTA can put in to

action to drive more business for everyone: Dealers,

Manufacturers, Service providers and, of course, our

dentists. Your voice will be heard and your ideas will

be developed. This is your trade association andparticipation by members is vital if it is to be truly

effective.

I hope you will all come along with an open mind and

a willingness to join in the debate. We work in a

fabulous industry and we have a great deal to offer

everyone, including the patients!

We have the ability to influence not only the future

of our clients, but the nations dental health. Idealistic,

perhaps - but to coin a commercial phrase: Every

little helps.

Simon Tucker

President, BDTA

January 2012

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Set on the picturesque banks of the River Thames,

the 4 star runnymede-on-thames is just minutes from

Heathrow plus major motorway links but without any

of the hustle and bustle of London.

The BDTA Annual Conference will take place at the

hotels dedicated events wing, where delegates will

find contemporary meeting rooms with natural

daylight, the latest business technology, flexible

networking spaces, a business centre and even a chill-

out zone complete with table football and pacman.

Just like its sister hotels The Grove and The

Athenaeum, the runnymede-on-thames is family

owned and prides itself on personalised and

attentive service. Of its 180 stylish bedrooms, many

offer riverside views. After a great nights sleep ontheir heavenly Hypnos beds and feather bedding,

delegates will wake up to the River Thames flowing

past in all its early morning glory. The hotel is

also known for its terrifically varied menu made

from fresh seasonal produce.

runnymede-on-thamesrunnymede-on-thames

Windsor Road

Egham

Surrey

TW20 0AG

T 01784 220960

F 01784 436340

W www.runnymedehotel.com

E [email protected]

DirectionsTravelling by Car

From M1 Exit at junction 6a onto M25 towards the

M40/M4

From M3 Exit at junction 2 onto M25From M4 Exit at junction 4b onto M25 towards

M3/M23

From M40 Exit at junction 1a onto M25 towards

M4/M23

Exit the M25 at junction 13 and take the A30 exit to

London(W) / Hounslow / Staines. At the roundabout,

take the 2nd exit onto the A30 heading towards

M25(S) / Bagshot / Egham / Windsor / A308. At the

Runnymede roundabout, take the 3rd exit onto

A308/Windsor Road. The hotel will be located on

your right.

ParkingFree parking is available on site.

Travelling by AirHeathrow Airport Terminal 5 7 minutes

Heathrow Airport Terminal 1-4 15 minutes

Gatwick Airport 50 minutes

Travelling by RailEgham Station is 5 minutes away by car. There is

regular service to London Waterloo Station.

For further information, visit www.nationalrail.co.uk

or contact National Rail Enquiries 0845 7484950.

Travelling by UndergroundThe nearest station is Hatton Cross on the Piccadilly

line. It is 15 minutes from the hotel by car.

If you require a taxi pickup to/from the stations

or airport, please contact the Hotel concierge

on 01784 220967.


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Health & Fitness

Early Bird Offer for BDTA Members

BDTA Members who register for the Conference before Wednesday 21 March 2012 will receive 50

worth of complimentary treatment at the hotel spa.

Delegates and partners are welcome to enjoy subsidised treatments on Thursday 21 June and Friday 22

June 2012, between 9am - 7pm.

To view a list of available treatments, please visit: www.runnymedehotel.com/spa/spa_treatments.aspx

Please contact the hotel spa on 01784 220964 to make a booking. To avoid disappointment, guests are

recommended to make their reservations by the start of April 2012.

During your stay at the runnymede-on-thames,

delegates can take advantage of the hotels many

fitness facilities or unwind at its luxurious award

winning spa. Theres an indoor and outdoor

swimming pool, eucalyptus steam room, whirlpool

bath, saunas and plunge pool. Choose from a wide

range of treatments and drift away into a state of

relaxed bliss. If feeling energetic, you can jog along

the river, enjoy the tennis courts, take an exercise or

dance class at the studio or work out at the gym using

the latest Technogym fitness equipment.

Book before 21 March 2012 and enjoy

50 OFFtreatments at the hotels award winning spaTerms & Conditions This offer is open to delegates and partners from BDTA member

companies.

To qualify for the offer, the conference booking must be received by theBDTA before Wednesday 21 March 2012.

Each individual in the booking is entitled to 50 discount for use at therunnymede-on-thames spa.

The discount can be redeemed on Thursday 21 June or Friday 22 June

2012, between 9am 7pm. If the treatment of choice exceeds the subsidised amount, it will be the

individuals responsibility to settle the difference on the day.

Treatment appointments will be allocated by the Spa on a first come firstserved basis.


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Conference ProgrammeThursday 21 June

For Golfers08:30 09:30 Arrival Refreshments

Bar XIX

09:30 18 Holes on the Bernard Hunt Course

Bar XIX Lunch

For Non-Golfers

09:30 onwards Registration & Refreshments

Foyer Bar

09:30 11:00 Statistics Committee Meeting

Grand Union 2

11:00 13:00 Manufacturers & Technical Group Meeting

Grand Union 2

13:00 14:30 Lunch

Leftbank Restaurant

14:30 15:30 AGM

Grand Union 1 All members are welcome to attend this meeting.

There is no charge for attending.

15:30 15:45 Refreshments

Foyer Bar

15:45 16:30 One year in... Lessons Learned and Progress Made

Grand Union 1 Amanda Sherlock, Care Quality Commission


Foyer Bar

16:45 17:15 Public Perception of Dentistry: What Our Patients Think

Grand Union 1 Simon Tucker

Presentation of research carried out by Bray Leino Ragdoll

19:00 onwards Drinks & BBQ

Riverside


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Friday 22 June

09:00 09:25 Registration & Refreshments

Foyer Bar

09:25 09:30 Presidents Welcome

Grand Union 1 & 2

09:30 10:45 Business Innovations & Marketing

Grand Union 1 & 2 Les JonesLes's presentation will be highly visual, incisive and humorous. In his talk he will be

looking at consumer trends that affect dentistry and providing hints and tips on

how every company in attendance can challenge the way they currently operate

and generate innovative and profitable new ideas.


Foyer Bar

11:15 12:30 Stop Bloody Moaning and Start Working

Grand Union 1 & 2 10 Steps to start booming in business again

Chris Barrow1. Establish your core values - who you are, who you want to employ, who you

want to serve and how

2. BOP: Be bold, outrageous and provocative - otherwise you are invisible

3. Embrace social media

4. Say something worth saying - marketing is extinct, the future is a conversation

5. Understand the importance of tribalism in branding and create a community,

not a client database

6. Invest in human capital7. Tear up the rule book - provide service in ways that would have been

unimaginable even 5 years ago

8. Prepare to compete - how are you going to be different?

9. Innovate in everything

10. Retire NOW - get out of the rat race and run your business as the best paid

hobby in the world

12:30 14:00 Lunch

Leftbank Restaurant

14:00 17:00 World Caf Workshop:

Grand Union 1 & 2 Harnessing the Power of Collective MindsFrom big, organisation-wide challenges through to everyday nitty-gritty detail,

this fast paced session is designed to help you explore individual interests around

delivering business goals. Often at conferences, the best part is the discussions

with friends and colleagues. So, to help that process, the World Caf Discussion

will focus on harnessing the knowledge and expertise amongst you, the BDTA

members. We encourage you to use this session to think differently and speak

openly about some of your toughest challenges in achieving success in your

individual businesses and in or industry.

What will you take away that means you can start to work differently on Monday?

19:00 19:45 Pre-dinner Drinks

Riverside

19:45 onwards Black-tie Dinner & Entertainment

Riverside


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Eton College

Saturday 23 June

09:30 Meet in hotel lobby

10:00 Guided tour of Dorney Court

Lunch

13:45 Guided tour of Eton College

Dorney CourtBuilt in 1440, Dorney Court has been the home of the Palmer family for

more than 450 years, passing from father to son through thirteen

generations.

It is one of the finest Tudor Manor Houses in the country and was

recorded in the Domesday Book. Its rooms are full of history with 15th-

and 16th-century oak and beautiful 17th-century lacquer furniture.

Dorney is the ancient word for island of bees and Dorney is famous for

its honey which is still produced today. Curiously, the very first ever

pineapple to be raised in England was grown at Dorney Court and

presented to Charles II in 1661.

Eton College was founded in 1440 by King Henry VI to provide free

education for 70 poor scholars who would then go on to further their

education at Kings College, Cambridge. From these 70 scholars in the

early days, the school has since expanded to about 1,307 boys, and

became one of the most well known educational establishments in

the world.

19 British Prime Ministers were produced by Eton, including Duke of

Wellington, Walpole, Pitt the Elder, MacMillan, Douglas-Home and David

Cameron. The School Dress, which dates from the 1850s, still consists of

a black tailcoat and waistcoat and pin-striped trousers.

Saturday Tours

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Golf TournamentFoxhills Golf Club

Stonehill Road

Ottershaw

Surrey

United KingdomKT16 0EL

T 01932 704465

W www.foxhills.co.uk

Situated in the undulating scenic Surrey countryside,

Foxhills Golf Club boasts 3 different golf courses, two of

which are Championship standard which have staged a

number of prestigious tournaments in recent years.

On Thursday 21 June 2012, the annual BDTA GolfTournament will take place on the 6,892-yard Bernard

Hunt Course, named after the European Tour PGA

professional who has served as head professional at

Foxhills for 25 years and still teaches at the club today.

Bernard won 30 times on the European PGA Tour,

played in the Ryder Cup 10 times, twice as Captain,

and won the Tour's Order of Merit in 1961 and 1963.

Not surprisingly, the course that's named after him

offers more than a few serious challenges for club

golfers. Tall pine trees line this golf course and with

the gently undulating landscape dictating the

immaculate fairways, accuracy and control from start

to finish are a must. The course finishes with a holedescribed by local members as 'Cardiac Hill'. Widely

considered as one of the most difficult in the country,

it requires a huge tee shot to avoid a partially blind

second shot up the hill.

Foxhills Golf Club is approximately 20 minutes drive

from the runnymede-on-thames hotel.


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Speakers ProfilesAmanda SherlockOperations Director, Care Quality Commission

Amanda joined CQC from one of the predecessor organisations,

CSCI, where she was Regional Director for the South East. With a

professional background as an Occupational Therapist, her careerto date has included senior management roles in health, regulation

and the NHS Executive, including leading the transition

programme to establish national regulatory bodies.

She holds a BA Hons in Business Studies and a Masters in

Leadership and Management.

Care Quality Commission

CQC is the independent regulator of health and adult social care

in England, established under the Health and Social Care Act

2008. Its main function is to register providers and monitor their

performance against a set of regulations relating to quality and

safety of care.

Les JonesLes Jones is a designer, photographer, writer and speaker

with over 25 years experience of working in the design and

marketing sector.

Les currently works as Creative Director with Practice Plan and is

also the originator and editor of 'The Business of Dentistry

Magazine' which has raised the level of design and editorial within

dental publishing. In 2011 Les launched his own creative magazine

called Elsie which has received many glowing reviews from within

the creative sector.

Les's presentations are highly visual, incisive and humorous. In his

talk he will be looking at consumer trends that affect dentistry

and providing hints and tips on how every company in attendance

can challenge the way they currently operate and generate

innovative and profitable new ideas.

Meeting MagicMeeting Magic specialises in facilitating meetings. We work with

global organisations across a range of industries including IT,

mobile telecoms, FMCG, manufacturing, finance and professional

services. From board level meetings through to large conferences,

we work with groups to maximise their time. We have developed

a reputation for delivering excellent results from meetings, without

them being dull. Part of the magic we add is through our use of

graphics. Working visually enables groups to manage complex

information in a way that is intuitive to the human brain.

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Speakers ProfilesChris BarrowChris Barrow has been active as a consultant, trainer and coach to

the UK dental profession for over 15 years.

Chris combines long experience and deep expertise with the

originality and independence needed to resolve the thorniestproblems. Naturally direct, assertive and determined, he has the

ability to reach conclusions quickly, as well as the sharp reflexes

and lightness of touch to innovate, change tack and push

boundaries.

Chris spent the first 17 years of his working life in the corporate

sector and followed this with 23 years of self-employment. The

different dynamics of both worlds have given him the valuable

gift of knowing how to operate and communicate in both.

In 1987 Chris was active in the establishment of the Institute for

Financial Planning, an organisation representing the first fee-based

Financial Planners; Chris specialised in working with small

businesses.

In 1993 Chris decided to transition from the world of fee-based

financial planning to business coaching and became one of the

first UK students at Coach University, from where he graduated as

a certified coach.

Recognising the opportunity in the dental profession, 1997 saw

the creation of The Dental Business School (DBS) and the

development of a 12-month business coaching programme for

dental practice owners and their teams, delivered to over 400 UK

dental practices in the following 10 years.

In October 2008, became Director of Private Sector Developmentat Integrated Dental Holdings Ltd, the largest dental corporate in

the UK and now acts as an occasional consultant to IDH as well as

continuing his freelance consultancy work for corporates, PCT's

and independent practices.

Chris is a Non-Executive Director at Genix Healthcare, where he

continues to help the company with overall strategy, marketing

and management development.

His main current focus is as Principal of The Dental Business Club,

creating training, consultancy and coaching services for the top UK

independent practices.

Nothing appeals to Chris more than something that looks like alost cause; he loves to fix what seems broken, rekindle what looks

extinguished and bring back to life things (and people) which

appear forlorn and lifeless.


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Conference PackagesPlease choose your preferred conference option from the selection below and complete the booking form.

The prices do not include VAT.

Delegate Packages

Partner Packages

Full Conference 600 BDTA Member Price

790 Non-member Price

Thursday 21 June Business sessions, lunch, dinner, bed & breakfast

Friday 22 June Business sessions, lunch, black-tie dinner, bed & breakfast

1

1 Day 2 Nights 570 BDTA Member Price750 Non-member Price

Thursday 21 June Bed & breakfast


2

24 Hours 410 BDTA Member Price

550 Non-member Price


3

Business Sessions Only 250 BDTA Member Price330 Non-member Price

Friday 22 June Business sessions, lunch

4

Dinner, bed & breakfast for Thursday 21 June 60BDTA Member Price90 Non-member Price5

Dinner, bed & breakfast for Friday 22 June 60BDTA Member Price90 Non-member Price

6

Dinner, bed & breakfast for both days 120 BDTA Member Price180 Non-member Price

7

If you have any questions or would like additional booking forms, please contact

Maggie Wan on 01494 7811821 or email [email protected]

Misc. Packages

Thursday Golf & Lunch 80BDTA Member Price110 Non-member Price

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Saturday Tours & Lunch 259

Wednesday 20 June Single Occupancy 215 Double Occupancy 245

Saturday 23 June Single Occupancy 136 Double Occupancy 166

10A

11A

10B

11B

Additional Nights Stay


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Booking FormBDTA Annual Conference 201221 23 June 2012 | runnymede-on-thames | Egham | Surrey

Delegate Partner Name Package Number(s)

1 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

2 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

3 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

4 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

5 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

6 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Dietary Requirements? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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Company: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Address: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Post Code: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Booking ContactName: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Telephone: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Email: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Payment Methods

Total cost for conference + VAT

Cheque Enclosed is a cheque made payable to the BDTA.

Invoice Please invoice me for the amount above. P.O. number: . . . . . . . . . . . . . . . . .

Credit Card Please charge the following card.

(Please phone these details through to 01494 781182 if you prefer.)

Card Number: Expiry Date: / Start Date: / Security Code: Issue Number: (switch only) Cardholders Name: . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

Cardholders address: (if different from above) . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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Please note that all payments will be acknowledged with a receipted invoice.


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To register for the 2012 BDTA Annual Conference, please return your completed

booking form to:

Maggie Wan

The British Dental Trade Association

Mineral Lane

Chesham

Bucks

HP5 1NL

T 01494 781182

F 01494 786659

E [email protected]

Terms & ConditionsPlease note that upon completing this booking form you are agreeing to the following terms & conditions.

BDTA Member Discount To qualify for the discount, you must be from a BDTA member company.

All booking forms and payment must be received on or before Monday 16 April 2012.

Cancellation No refund will be given for cancellations made after Monday 16 April 2012.

Substitutions may be made at any time.

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The British Dental Trade AssociationMineral Lane, Chesham, Bucks, HP5 1NL

T 01494 782873

F 01494 786659

E [email protected]

W www.bdta.org.uk

bdta annual conference 2012 - a4 brochure

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