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Learnt by HartRather than adding practices to his Life Time Smiles group, Dr Chris Hart found a management option which lets his business expand with fewer surgeries

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Rebates debatesWhy are private health funds cutting dental rebates? Page 12

Passions:The dentist who would rather be a barista, page 58

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COVER STORY YOUR BUSINESS YOUR TOOLS YOUR LIFECONTENTS

03

7,736 - CAB Audited as at September, 2011

Editorial Director Rob Johnson

Sub-editor Kerryn Ramsey

Creative Director Tim Donnellan

Contributors Mary Banfield, John Burfitt, Kerryn Ramsey, Lucy Robertson, Amanda Lohan, Chris Sheedy

Commercial Director Mark Brown

Bite magazine is published 11 times a year by Engage Media, Suite 4.08, The Cooperage, 56 Bowman Street, Pyrmont NSW 2009 ABN 50 115 977 421. Views expressed in Bite magazine are not necessarily those of the publisher, editor or Engage Media. Printed by Bright Print Group

For all editorial or advertising enquiries:Phone (02) 9660 6995 Fax (02) 9518 5600

info@bitemagazine.com.au

In this issueNews & eveNts4. Dental report is inThe Government’s report from its own advisory council is in: now what? ALSO THIS MONTH: The Greens introduce a motion to forgive dentists their Medicare bills; Investec teams up with the Royal Flying Doctor Service; the tooth fairy adjusts to tough times; and much more

your world12. The rebate debateThe Australian Dental Association has asked the ACCC to investigate why dental rebates from private health insurers have been shrinking

your busiNess 20. Starting from scratchBuilding a practice from the ground up is becoming more popular, with dentists recognising the benefits of building something that is uniquely ‘theirs’ over renovating an existing practice

24. Generation why?Are Generation Y staff really so different to their predecessors? It appears so, but the experts agree that now is the time to learn from them rather than battle the inevitable

28. Market watchMarketing has changed a lot in the past decade—even in the health sector. Are you still getting enough bang for your promotional buck? your tools 11. New productsThe best new gear and gadgets from suppliers you can trust

32. Imaging product guideEverything you need to know about the best imaging systems starts right here

55. Tools of the tradeReviews of your favourite products by your peers

your life58. PassionsDr Jerry Basson loves coffee more than you

32

16

24

5520

Cover story

Taught by HartDr Chris Hart stumbled on an alternative to selling your practice to a corporate group—and he’s hoping it’s something he can build internationally

April 2012

COVER STORY YOUR BUSINESS YOUR TOOLS YOUR LIFENEWS & EVENTS

4

Last month Health Minister Tanya Plibersek welcomed the final report of the Nation-al Advisory Council on Den-tal Health. Earlier this month

the Minister made reference to the importance she placed on the report, when commenting on her promise to put $165 million toward dental care in return for the support of the Greens in passing health insurance legislation. Back then, the minister clarified that the money will not be spent under the current Medicare Chronic Disease

Dental Scheme, and will not be al-located until she has received a report from the National Advisory Council on Dental Health. The Council’s report has concluded too many Australians have poor oral health and as a result suffer pain and social exclusion.

The out-of-pocket cost to the health system per year is about $4.5 billion, but the report says the price tag for fixing the system so that those who need dental services can afford them is at least double that. It also recom-mends federal, state and territory

governments invest more than $10 billion extra to fix the system.

The National Advisory Council on Dental Health was established last year to examine dental health issues, including the current mix and cover-age of Australia’s dental services, in order to provide expert advice on needs and priorities for reform.

Ms Plibersek said the report raised questions and pointed to challenges which would need to be resolved in order to deliver a publicly funded dental scheme. She said any scheme would need to be managed in a fis-cally responsible way and be phased in over a period of time. She also said would also need to account for exist-ing Commonwealth funding of dental care and be established after the clo-sure of the current Medicare Chronic Disease Dental Scheme.

The minister now says the Govern-ment will be considering the content of the report as it continues to examine options for public dental care in Australia. The ADA has cautiously wel-comed the report, saying the Council has had the opportunity to consider the evidence and a number of models for the provision of dental care. “The report presents the Government with options for delivery of dental care to the many Australians who cannot ac-cess care now,” said ADA President, Dr Shane Fryer. “Dentists support the focus on improving delivery of dental services to children and disadvan-taged adults.

Greens say forgive dentistsFollowing the announcement that Opposition health spokesperson Peter Dutton has introduced legislation to protect dentists being pursued by Medicare, Greens’ health spokesper-son, Senator Richard Di Natale, has moved a similar motion in the Senate.

Senator Di Natale’s motion calls on the Government to forgive the debt owed to it by innocent dentists who have been caught up in audits of the Chronic Disease Dental Scheme for minor administrative or technical

errors. The motion passed with the support of the Coalition.“It’s clear that a small number of dentists have behaved unethically and deserve to be penalised for their actions,” said Senator Di Na-tale. “However, a large number of den-tists, who provided treatment in good faith, have been caught up in these audits for making minor administrative errors. It would make sense for the Government to do the right thing now, instead of waiting for the Parliament to force it upon them.”

Senator Richard Di Natale has called for Medicare to forgive.

Dental report is inThe Government has received the final report of the National Advisory Council on Dental Health

BROUGHT TO YOU BY THE MAKERS OF PANADEINE® EXTRA IN THE INTEREST OF THE QUALITY USE OF MEDICINES. Panadeine® Extra contains paracetamol 500 mg and codeine phosphate 15 mg. Use: For the temporary relief from moderate to severe pain. Contraindications: Hypersensitivity to any ingredient in the product; children under 12 years. Dosage: Adults and children 12 years and over: 2 caplets every 4–6 hours orally with water; (maximum 8 caplets in 24 hours). Precautions: CNS, respiratory depression; high doses, prolonged use; renal, hepatic Impairment; poor CYP2D6 function; pregnancy, lactation. Adverse reactions: Dependence; Impairment of mental & physical abilities; nausea, vomiting, constipation; dizziness, drowsiness. Interactions: Anticoagulants; sedatives, tranquilisers; drugs affecting gastric emptying; chloramphenicol; hepatic enzyme inducers; CYP2D6 inhibitors. Please review full Product Information (PI) before recommending Panadeine Extra. The full PI is available from GlaxoSmithKline Consumer Healthcare on request (FREECALL 1800 028 533). Panadeine® and the Panadeine Vibration™ are trade marks of the GlaxoSmithKline group of companies. GlaxoSmithKline Consumer Healthcare. 82 Hughes Avenue, Ermington, NSW 2115. 1800 028 533. GSK0164/BIT/UCReferences: 1. Hargreaves K, Abbott P. Aust Dent J 2005; 50(s2): S14–S22. 2. Beaver WT. Am J Med 1984; 77(3A): 38–53. 3. Oral and Dental Expert Group. Therapeutic Guidelines: Oral and Dental. Version 1. Melbourne: Therapeutic Guidelines Limited; 2007. 4. Macleod G, et al. Aust Dent J 2002; 47: 147–51. 5. Comfort MB, et al. Aust Dent J 2002; 47: 327–330. 6. Bentley K, et al. Curr Ther Res 1991; 49: 147–54.

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Single-agent analgesia may not be sufficient to achieve adequate pain relief.1

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A combination of analgesics that work in different ways – like paracetamol and codeine may be beneficial.This is because a combination of analgesics that have two different modes of action can enable an increase in analgesia whilst minimising side effects.3,4 In some patients it may be appropriate to offer a fixed-dose paracetamol/codeine combination rather than an NSAID or NSAID/codeine combination for the management of stronger pain, particularly for patients in whom NSAIDs are contraindicated.3

Strengthen your recommendation in dental pain relief with Panadeine ExtraPanadeine Extra has been specially formulated, by combining the strength of codeine phosphate (15 mg) with paracetamol (500 mg) per tablet to provide fast, effective temporary relief from strong pain. Panadeine Extra contains the highest OTC dose of codeine (15 mg of codeine phosphate), making it the strongest pain reliever available without a prescription.

Paracetamol/codeine combinations have been clinically proven in post-operative dental pain4–6

Several clinical studies have provided evidence of effective pain relief when paracetamol is combined with a low codeine dose.4–6

In a study of patients who had undergone surgical removal of impacted third molars, paracetamol + codeine phosphate (500 mg/15 mg tablet x 2) [e.g. Panadeine Extra] provided significant improvement in post-operative pain relief over paracetamol (500 mg tablet x 2) alone (p=0.03), with no significant difference in side effects over 12 hours.4

“...there is a significant improvement in postoperative pain relief following this combination [paracetamol 1000 mg plus codeine 30 mg]”4

Another study (n=139) compared the efficacy of a single tablet of either paracetamol/codeine phosphate (300 mg/15 mg), paracetamol/codeine phosphate (300 mg/30 mg), floctafenine (400 mg) or placebo for the relief of pain following dental surgery.6 All three treatments were significantly superior to placebo (p=0.0001).6

A later study of 232 patients who underwent impacted third molar surgery, received either paracetamol + codeine phosphate (500 mg/8 mg x 2 tablets) taken every 4–6 hours or the NSAIDs etodolac (200 mg x 2 tablets taken every 6–8 hours) or diflunisal (250 mg x2 tablets taken every 8–12 hours).5 All three drugs were found to be effective in the control of post-operative pain.5

So the next time a patient requires proven relief from dental pain4–6 – consider recommending Panadeine Extra

GSK0164 Bite_297x210_FPC_v1a_FA.indd 1 21/06/11 5:07 PM

6

Teeth to the bush

Outlying rural communities in New South Wales will benefit from an innovative oral health care program funded in partnership with the Royal Flying Doctor Service (RFDS), an Australian bank and a family philanthropic foundation.

Launched by NSW Premier, Hon. Barry O’Farrell, the den-tal service known as “TOOTH - The Outback Oral Health and Treatment - Program” will provide much-need assis-tance to disadvantaged remote locations in NSW.

The $2.5 million funding needed to ensure its viability for the first three years will come from a unique partnership between the Investec Foundation, the philanthropic arm of Investec Bank (Australia) Limited (Investec), the Gonski Foundation and the RFDS.

In its first year, the TOOTH Program will conduct 128 dental clinics and dental therapy clinics in the western NSW communities of Bourke, Collarenebri, Goodooga and Lightning Ridge.

Investec Bank Australia Chief Executive, Mr David Clarke, said the TOOTH Program brings to life the philosophy and aims of the Investec Foundation and illustrates the Bank’s commitment to support a wide range of worthy causes in education, entrepreneurship and health.

“Without doubt, there is a dire need for dental services in some of NSW’s most remote communities and the Investec Foundation is pleased to play a key role in oral healthcare,” he said. Although the Royal Flying Doctor Service is best known for emergency flights with medi-cal patients, today some 80 per cent of its operations are centred on delivering vital primary healthcare services to remote communities. The TOOTH Program will be the first such service out of RFDS’ Dubbo base, which recently underwent a $1.6m upgrade.

Left to right: David Gonski, NSW Premier Barry O’Farrell, Clyde Thomson and David Clarke

NEWS & EVENTS

R

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New method for stronger dental implantsMillions of people have bad teeth replaced with implants. Often following the procedure, they are unable to chew food for up to six months, until the implant has become fixated in the bone. Now, for the first time, a drug coating that has been tested on humans allows titanium screws to adhere to the bone better and faster. The Linköping researchers behind the method report that the results are good.

The study, led by Per Aspenberg, professor of ortho-paedic surgery at Linköping University, is published in the journal Bone.

The implants are screwed into the jawbone and provide purchase for artificial teeth. Using current technology, it may take four to six months before the bone surrounding the screw has healed and is strong enough so the patient can begin to benefit from surgery.

The coating, developed at Linköping University in Sweden, consists of a nanometre-thin layer of protein that at-taches to the metal surface. Attached to the protein is a drug belonging to the bisphosphonates, usually used to treat osteoporosis. Several animal studies have shown that this method allows the bone surrounding the implant to rapidly become denser and stronger.

Now, for the first time, this method has been tested on humans. 16 patients each received two implants; one normal and a similar surface-treated implant as described

above. Neither the patient nor the dental surgeon knew which was which. After six months it was noted that for 15 of the 16 patients the treated screw was markedly much better established. No complications occurred. “It is the first time ever anyone has succeeded in reinforcing the bone around an implant with localised medication”, says Per Aspenberg, professor of orthopaedics, who devised the method of using bisphosphonates in this way.

Root cause of dental phobiaWomen in their forties are more likely to have dental anxi-ety than any other age group according to a University of Sydney study into dental anxiety and phobia.

The case-control study, now entering its fifth year, aims to help improve dental management for patients with dental fear, dental anxiety and dental phobia. It has found women in this age group are most likely to have perceived a traumatic dental experience, abuse, trauma and oro-facial trauma. They are also more likely to have higher levels of depression, general anxiety or suffer from stress. Character traits of perceiving pain in alarmist ways (catastrophising responses) and poor coping with pain have strong correla-tion with dental anxiety.

University of Sydney Faculty of Dentistry Special Needs Dentist, Dr Avanti Karve, who is co-ordinator of the study,

NEWS & EVENTS

8

admits that for some the very mention of the word ‘dentist’ can evoke an instantaneous response of dread.

“Dental anxiety is very real and complex and it should never be downplayed,” says Dr Avanti Karve.

“To date despite all the advances in the dental field, dental fear is reported in up to 40 percent of the western population. A recent national telephone survey found that a person with severe dental anxiety waits on average 17 days to make an appointment when in severe pain, as opposed to three days in the remaining population.”

According to Dr Karve the key to alleviating and manag-ing this fear is to take the focus away from our teeth, and review the whole person.

Dean of the Faculty of Dentistry Professor Chris Peck says regular visits to your dentist are part of a good oral health strategy where the focus can be on prevention rather than surgical intervention.

This will of course help allay any fear related to visiting your dentist, Professor Peck says.

Tooth Fairy Feeling Economic CrunchThe average gift from the Tooth Fairy dropped to $2.10 last year, but she’s still visiting nearly 90 per cent of homes throughout the United States, according to The Original Tooth Fairy Poll® sponsored by US insurance company Delta Dental. That average gift is down 42 cents from $2.52 in 2010. The 17 per cent drop in value is one of the larger declines since Delta Dental began conducting the Original

Tooth Fairy Poll® in 1998. “The Tooth Fairy needed to tighten her belt in 2011, but she’s hopeful for a recovery this year,” said Chris Pyle, spokesperson for the Delta Dental Plans Association. “More importantly, Delta Dental is encouraged that parents are still making visits to the dentist a priority for their children.” In fact, 90 per cent of those surveyed say they take their children to the dentist every six months.

The Original Tooth Fairy Poll® has generally been a good barometer of the US economy’s overall direction. In fact, the trend in average giving has tracked with move-ment of the Dow Jones Industrial Average (DJIA) in seven of the past 10 years.

“Like the Tooth Fairy, we at Delta Dental are hopeful for better economic news in 2012,” Pyle said. “In the mean-time, we will continue to support programs that provide access to dental care for those who would otherwise not have it.” The Delta Dental System annually donates more than $45 million for community benefit activities.

The Original Tooth Fairy Poll®, which surveyed 1,355 parents across the US, yielded these additional findings: The most common amount left under the pillow by the Tooth Fairy is $1; most children find more money under the pillow for their first lost baby tooth; and seventy-one per cent of those surveyed first take their child to the den-tist between 2-3 years old. Dental professionals recom-mend that parents take their children to the dentist by age one or within six months after the first tooth erupts.

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NEWS & EVENTS COVER STORY YOuR buSiNESS YOuR LiFEYOuR TOOLS

New productsNew-release products from here and around the world

New Digital Imaging equipment from dental4windows has it all.

Australia’s number one practice management system, dental4windows has just released their new range of digital imaging devices, mediaray – digital imaging sensors and mediacam – intraoral camera.

With each device comes mediasuite imaging software. The module version if you are a dental4windows user or mediasuite standalone if you don’t run dental4windows. Mediasuit standalone can be integrated directly into most modern practice management systems and is a fully Australian product. Mediasuite is also one of the few true open platform imaging software applications allowing users to capture, manipulate and manage digital images from various types and brands of imaging devices. This includes cameras, sensors, Phosphor Plate Scanners, OPG’s and more.

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New Scotchbond™ Universal Adhesive from 3M ESPE —total and self-etch solution in a single bottleNew Adhesive Offers Simple Procedure and Ensures Virtually No Post-Operative Sensitivity

3M ESPE is helping to dramatically simplify the adhesive process with the introduction of Scotchbond™ Universal Adhesive, a single-bottle adhesive with a forgiving technique that offers versatile solutions for direct and indirect restorations. With Scotchbond™ Universal adhesive, dentists now have an easy-to-use, single-bottle solution that provides uncompromising results for all surfaces in total- or self-etch mode.

“Research shows ease of use, post-operative sensitivity concerns and versatility across surfaces are some of dentists’ top reasons for using multiple adhesive brands,” said Dan Krueger, scientific affairs manager, 3M ESPE. “We developed Scotchbond™ Universal adhesive so dentists can streamline their adhesive supply with one simple product that addresses their most important needs.”

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NEWS & EVENTS COVER STORY YOUR TOOLS YOUR LIFE

12

YOUR WORLd

or over 12 years the Australian Con-sumer and Compe-tition Commission (ACCC) has called for comments from stakeholders to identify anti-competitive behav-iour in the health insurance industry and each year its

report is presented to the Senate. It was in last year’s submission that the Australian Dental Association (ADA) threw out a challenge to private health insurance providers to explain why it was that in a decade, the dental rebate had reduced by six per cent, leaving consumers well out of pocket.

Yet even though the ADA’s submis-sion has been public for six months, none of the health insurance compa-nies seem prepared to provide a viable argument as to why this has occurred.

“The average benefit paid to patients as a percentage of the cost of care for

dental services has fallen from 54.5 per cent in 2000 to 48.73 per cent in 2010,” wrote Dr Terry Pitsikas, chair of the Schedule and Third Party, in the ADA’s submission to the ACCC in September 2011.

As the rebate declines, it’s taking a heavy toll on consumers. “That reduced benefit does influence a patient’s decisions on treatments. For example, anecdotal evidence shows parents are not going ahead with orth-odontic treatment due to there being no increase in rebates,” said Pitsikas.

It’s a serious allegation, and the sting is sharper given health insurance companies are raking in an enormous profit from general treatment (previ-ously ancillary) cover. “Private health companies are announcing a three-to-four per cent profit but what our figures are showing is that there is a 25 per cent profit from ancillary.”

Between 2001/02 members paid over $2.1 billion for general treatment cover; by 2010/11 that figure had more than doubled to $4.3 billion. While

membership has risen steadily, profits from general treatment have skyrock-eted from 10.43 to 25.53 per cent and this surplus is being used to subside other health services.

This is a view supported by others in the field. “It’s not universal, but it is true in the case of some insurers that there is a lot of cross subsidisa-tion between the ancillary plans and the general hospital plan,” said Shaun Gath, CEO of the Private Health Insur-ance Administration Council (PHIAC).

It’s a compelling argument, and one that you’d expect an immediate response to from health insurance companies. Trouble is, after emails and phone calls there is an unusual silence from the major companies working in the industry.

Finally, not one representative of a private health insurance provider contacted was prepared to be person-ally interviewed and most only gave a limited email response.

One insurance representative whispered, “Go, look at the rise in

The rebate debate12

The Australian Dental Association has questioned why private health insurers have decreased their rebates for dental services, but health insurance providers aren’t keen to explain. By Mary Banfield

YOUR WORLd

dental fees; that explains the decrease in the rebate.” When dentist fees go up, if the rebate stays the same, this explains the widening gap. But the ADA’s figures show that dentist fees nationally are only rising by 1.9 per cent and that’s well below CPI.

Since 1996 the ADA has compiled an annual survey costing a range of services and Pitsikas has no doubt about the reliability of his figures.

“The dental profession often takes a beating in the press for our fees but our surveys clearly indicate some responsibility in our members striking reasonable fee increases. I have often challenged health funds to compare

their average fee increases with our av-erage fee increases and of course they run away at a 100mph!”

From the health insurance com-panies, we finally get a dash of light on their analysis of the falling rebate debate. “This statement is not an accurate reflection of HCF’s practices regarding dental benefits paid to mem-bers over the time period in question,” says an HCF spokesperson.

“At Medibank, our dental policies follow compliance in that they are regulated by the Government,” wrote Laz Cotsios, group executive of Medi-bank Private Health Insurance.

However, Private Healthcare Austra-

lia (PHS), the peak body representing health funds, have relooked at the statistics and highlights that taken over a much shorter period, six years, rebates have been rising steadily: “Ac-cording to PHIAC figures, the average benefits paid towards dental services increased from $95 in 2005 to $115 in 2011 per service (21 per cent)” wrote Dr Michael Armitage, CEO of PHA.

That’s around 3.5 per cent annually or close to CPI.

While health insurers gave only a token response to the debate, Shaun Gath agrees with the PHA that in recent times the rebate has in fact been increasing but commented that the changes in the rebate over time demand a more complex explanation.

That explanation not only includes rising dentist fees, but consumer choice.

“I have often challenged health funds to compare their average fee increases with our average fee increases and of course they run away at 100 mph!.”

Quote Dr Terry Pitsikas, Chair of the Schedule and Third Party, Health insurers claim their rebates decrease as dental fees rise, but there is debate about who has the most accurate figures.

14

“Again you can’t really sustain that as a general statement as insur-ers offer different levels of cover. I can get the gold-plated version of my ancillary cover which will cover 10 crowns a year or I can go and get a cheaper version which will cover only one, or maybe none,” says Gath.

That is certainly a viable argument except for one problem, the rise in general treatments profits. If con-sumers were paying less in exchange for a smaller rebate you’d expect this to be reflected in income and profits and that’s simply not happening.

Is such an enormous profit justifi-able? “No,” says Pitsikas.

“What I would suggest is that the government could pick a figure—it could be 65 per cent, it could be 75 per cent of the fees that should be rebated—and this should be stan-dardised across all health funds.”

Asking for further regulation of the industry? It’s going to be a difficult argument to forge support for.

“Just as the ADA would be likely to oppose any suggestion that the government should legislate to stipulate the level of dental fee charged, HCF is unlikely to support any proposal to legislate to fix ebates as a percentage of the dental fee charged,” wrote an HCF spokesperson.

In the political era of self-regulation there seems little chance of forcing insurers to change their business strategy, whether that be over rebates for dental services or how companies internally allocate their surplus.

“But again, it’s a business deci-sion by individual insurers. We don’t compel them to formally demark within their business the premiums for ancillary benefits,” says Gath.

“It’s inherently complex because it is health, it is inherently complex because there is public money mixed in with private money ... But it is challenging, and I’m not sure what the easy answer is other than to keep banging the drums.”

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“Just as the ADA would be likely to oppose any suggestion that the government should legislate to stipulate the level of dental fee charged, HCF is unlikely to support any proposal to legislate to fix rebates as a percentage of the dental fee charged.”

Quote A spokesperson for HCF insurance

15

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NEWS & EVENTS YOUR BUSINESS YOUR TOOLS YOUR LIFECOVER STORY

Some problems can’t be solved—only managed. They’re the worst problems to have, because they can’t help but affect everything else in your life. Dr Michel Zabik had one of those problems. He and his wife, Dr Jacinta Clayden, had worked in a high-end practice in Brisbane for 17 years, sharing management duties between them. Then one of their kids developed a chronic illness.

At one fell swoop, Michel gets the stress of a sick child and the loss of a practice partner, as his wife has to take up a role as the kid’s full-time carer. Sourcing a replacement sucked away time he didn’t have. Doing the job himself was too demanding. Selling out to a corporate group, which can take all that back office stuff off your hands, wasn’t an option: “It wasn’t the money I needed. They expect you to manage yourself, plus they sometimes put minimum goals you have to attain. It’s not a bad model, and if I was going to retire soon I may be tempted. But that wasn’t my problem.”

Around the same time, Dr Chris Hart had a problem that couldn’t be managed—only solved. Dr Hart is the director of Life Time Smiles, which was, at that point, a chain of 12 prac-tices across regional and metropolitan sites in Queensland, New South Wales and Victoria. And as those practices hit competition with large corporate groups, and squeezes on fees

dictated by health funds, he saw some of his own practices becoming inefficient in the quest to compete. The solution was to rationalise, consolidate and systemise.

“All over the place, you are surrounded by other dentists who are selling out to corporates or signing up with health funds,” says Dr Hart. “In our metro properties we found we had to compete. We had 14 practices and I admit my own practices were starting to develop the symptoms you see in others. I per-sonally got tired of trying to manage individual dentists, too. So I decided to rationalise the business and consolidate.”

But in doing so, he had excess management capacity in his back office, which managed all the Life Time Smiles practices.

So when a problem that can only be managed, not solved, meets a problem that can only be solved, not managed, you get … a management solution. “At the moment we will call it Life Time Smiles management,” says Dr Hart. “It’s more or less a turnkey solution where the dentist turns up—every-thing else is taken care of. We’re only charging a small per-centage of turnover, and less than what they’d been paying with a practice manager.”

Dr Hart saw the service as an alternative to the current op-tions available to dentists, not only those at a turning point in their careers, but also those at the start.

“A lot of younger dentists are approaching us—this has only been happening in the last 12 months—and saying, ‘I know I’ve got to get a practice as soon as possible or there’ll be noth-ing available.’ And they’re right,” Hart says.

“So this service is great if you want to own your own prac-tice, but don’t have the confidence or experience to run it. After a while using our service, they can go out on their own

Hart’s buy passDr Chris Hart stumbled on an alternative to selling your practice to a corporate group—and he’s hoping it’s something he can build internationally. By Rob Johnson

16

Photography: Eamon Gallager

COVER STORY

17

“This service is great if you want to own your own practice,

but don’t have the confidence or

experience to run it.”Dr Chris Hart

18

and run it. And we wouldn’t have any problem letting them go loose because we can scale the service up and down.” The benefit for a practice is significant, he says—enough so to see it as a viable alternative to other models of ownership.

“The potential savings are in the hundreds of thousands—up to 10 per cent of turnover for any dentist. Most practices have 10-to-25 per cent profit after allowing for commissions, so you can double that profit if the business is not being run efficiently,” Dr Hart explains.

Michel Zabik could see the value in the ser-vice Hart was offering, which included the ‘strength in numbers’ theory—that there were unexpected benefits of being managed by the same people who were managing a string of

other practices. “Chris and his management team has been very hands-on,” Dr Zabik says. “They’ve been very supportive in ways that other groups can’t be. What his team needed to learn was what we needed to make it work. They offered a whole range of services, some of which we didn’t need, and some we hadn’t even thought of.”

The basics of the service involved Life Time Smiles’ call centre taking over incoming calls and confirmation calls, and of course for software to be matched across both sites.

“Their team has been extremely supportive and listened to what I needed and how we did things,” Dr Zabik adds. “Then they tailored what they can offer to suit my needs. They have not made me change anything—to the patients it’s still the same practice. They track staff hours and organise the pay for the staff each fortnight. I just check it over and pay them via electronic banking. They also provide an Excel spreadsheet of these records which makes my life easier, as I can easily see wages for the month/year to date. Takes all the stress out of dealing with this late at night after a big day at work.

“They have assisted me with hiring new staff. I find this very time consuming and draining. Because of their size they are interviewing regularly for new staff, so it was easy for them to assist me with this. Their team is also familiar with what the current going rates for different dental positions are, (I had no idea and believed what the candidate told me they were looking for...) so I have been confident and able to be more selective on who I hired, and I didn’t over-pay.”

It hasn’t all been smooth sailing, but Dr Zabik found the solution to problems rested in the willingness of the Life Time Smiles team to be involved with his practice. “We’re focussed on customer service, and sometimes the communication chain might break down,” he explains. “For example, we might have a long-standing patient who is part way through a

treatment plan, and they might call us to find they were talking to someone who wasn’t familiar with their case. What we did is we set up multiple phone lines, so when a long-term patient has a special number, they can call and the call will go straight through to the surgery, and a regular staff member will take up their inquiry.

“We sat down a couple of times with the team from Life Time Smiles and had coaching together from an overseas firm, who coached us in the most professional manner to deal with those sorts of calls. Also, we’re on their internal communications system, so their team can message us immediately. And their management team are part of our morning meetings.”

“Their reporting is very good. Monthly I get reports on how my practice is going, how much we made, by practitioner and also what our expenses were. This is presented against optimised figures they try to achieve over the group. This is extremely helpful, especially when an impartial third party does this, and provides feedback. For example it was brought to my attention that in January our wages expenditure was too high. I had noticed this, but didn’t think too much about it. They told me reason was that production was down as we had a significant number of gaps and cancellations, and that some-one in the practice should have been responsible to reorganise those days more productively, for instance moving patients to morning or afternoon and sending casual staff home in down-time. Now that we’ve had that discussion my team are more prepared for when this happens again.”

Chris Hart almost seems surprised he’s stumbled on the busi-ness model, and is hopeful for its potential. “This is something we can build internationally if we wanted to,” he says. “We can’t really take our dental practices out of Queensland, but it’s different with this service. And the problem with the corporate model is they go in and say, ‘we’ll buy you out but re-employ the vendors to manage’. You don’t just keep buying practices. With this model, we run it but they maintain ownership, so we had people as motivated as we were. We almost doubled productiv-ity, but you need a motivated dentist to do it.”

COVER STORY

“Because of their size they are in-terviewing regularly for new staff, so it was easy for them to assist me with this.”

Quote Dr Michel Zabik

Dr Michel Zabik: the first Life Time Smiles management client.

19

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NEWS & EVENTS COVER STORY YOUR TOOLS YOUR LIFEYOUR BUSINESS

Specialist dental surgery design and construction company, Medifit, has been leading the charge for custom dentistry builds, and the team have learned a lot about the construction process that might benefit others who are considering building from

the ground up.Sam Koranis, managing director at Medifit, advises that

building from the ground-up can in fact be less expensive in the long term than renovating an existing building. Koranis claims that using an existing shell occasionally uncovers costs that are simply not a factor in a ground up build. “Bearers and joists may have rotted over the years and need replacing in an old building,” he says. “Rising damp an also be an issue. Wid-ening corridors and moving walls to allow for disability access can incur significant costs. In some cases subsidence due to building movement may also need to be addressed.”

Starting from scratch

Building a practice from the ground up is becoming more popular, with dentists recognising the benefits of building something that is uniquely ‘theirs’ over renovating an existing practice. By Amanda Lohan

20 20

YOUR BUSINESS

Medifit’s national marketing director, Nathan Reid, agrees that building from the ground-up can also achieve savings over the long term, as it allows increased flexibility to design for the future (for example factoring in energy efficiency to reduce cumulative running costs). In design terms, this can be as simple as considering the amount of windows and the effect of this on air-conditioning costs, although Reid says the overall the goal should be to “future-proof” your practice where possible to avoid the costs associated with retrofitting equipment as new technologies are introduced.

Such long-term considerations should begin at the selec-tion of the site, and Medifit’s national projects director, Mark Evangelisti, advises that the existing utilities available to a site need to be assessed to determine whether they will support the proposed design. “Multi-level designs usually contain a lift and this along with the increased loads associated with air-conditioning can lead to the power authority requiring an upgrade and a transformer.”

While building from the ground up can also help avoid hid-den costs associated with heritage listings and remediation for contaminated sites, Reid says council approvals can take lon-ger and will add to the overall timeline of the project. It is fair to say, however, that you will not inherit the existing problems of a building, and will have more scope to accommodate the

requirements of modern dentistry including disability access, energy efficiency compliance and body protected electrical areas. Of course, the opportunities for personalisation are far greater in a ground-up project, and according to Evangelisti, it provides a fantastic opportunity for the designer to satisfy a client’s wish list and maximise the site’s full potential (thereby maximising the total income earning capacity of the prac-tice). Key to this is the consideration of room sizes and the maximisation of existing views where possible to create a “tranquil retreat” for patients.

When it comes to selecting a location for the building, there are a few factors to consider that could end up saving you time and money. Selecting a level block will help you save on building costs, but the team at Medifit also recom-mend factoring in car parking and secondary points of entry and egress. “If possible, a corner block allows you easier access in an out of the car park and allows you to optimise your parking outcomes,” says Koranis. Reid adds that access and car parking should be considered alongside the potential exposure, ensuring that you get the right exposure by basing

The opportunities for personalising your surgery are greater if you build it from the ground up.

21

your site decision around the area’s demographics. “Find out as much as you can about the current state of, and future plans for, the area, levels of employment, income ranges and potential for growth of your patient base.”

Reid says that you can determine the suitability of a site for a particular type of practice by its size and zoning. “Obviously a larger site with plenty of parking presents the opportunity for more operating space, more chairs and a larger practice. A brand new practice, whether a ground up or a renovation, should be unique to the practitioner and the range of services they offer.”

The choice of whether to build from the ground up should take into account the unique features of a dental practice as opposed to other types of structure. Reid advises that plumb-ing, waste management and infection control are subject to stringent regulatory requirements and must be factored in from the outset of any design project. “Specific dental equipment must also be accommodated in a way that is operationally efficient and aesthetically pleasing,” says Reid. “Compressors can be noisy and need to be out of sight for your patients.”

When working with professional designers, it is important to effectively communicate your vision, however Evange-listi cautions against “playing architect by consensus” (in other words, relying on the opinions of friends and family without paying due regard to the advice of the experts).

Case Study: Casey DentalIn 2008, Dr Jayson McNaughton of the Victorian sub-urb of Narre Warren approached Medifit with a plan to build a new surgery to suit the demands of his rapidly growing practice. With a patient list exceed-ing of 35,000, the final design catered for a four-to-10 chair practice comprising 32 car bays across 500 square metres.

The design brief called for not only space for 10 chairs but also the ability for all chairs to simul-taneously operate at maximum efficiency. At the time of the build, the plan was to incorporate eight fully functional surgeries with a further two rooms plumbed and ready for fit-out once growth was achieved.

Dr McNaughton’s vision was informed by previ-ous Medifit ground-up projects, and the desire to achieve “a modern practice with aesthetic appeal that would make for an iconic building in the city of Casey”. The finished building features contempo-rary design with effective use of natural light and an enclosed courtyard to achieve a relaxed atmo-sphere. Inside, the design incorporates a large room that can be used for training or sectioned off using bi-fold doors for meetings.

The team at Medifit say that achieving council approval for rezoning of the land, development ap-plication approval, and accommodating other regu-latory requirements were by far the longest parts of the process, and while the total timeframe of the project was two years, the build component took just seven months including fit-out and handover.

From greenfield sites and ground up builds to renovations and redesigns of exisiting surgeries, Medifit creates original dental practices that are state of the art in both form and function. Since 2002, Medifit’s “one stop shop” operation has consistently delivered excellent results for dentists and specialists throughout Australia. Working within clients’ timeframes and budgets, our design and construction team is unrivalled in producing the finest outcomes. It’s been the backbone of our success and the standard our competitors aspire to.

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Reid agrees, adding that practitioners should have faith in their design team: “If you have been clear with your vision, they will understand the type of practice you need and will provide solutions that work for you.”

A huge part of that “vision” will always be the project budget. “Briefing to the design team a ‘seductive archi-tectural dream’ when in reality you should accept ‘an aes-thetically pleasing box’ will save you on precious time and hard-earned money,” says Evangelisti.

Above all, the choice of whether and how to build from the ground-up should align with your long-term financial goals. Koranis believes that every square metre of extra space equates to increased earning potential. Depending on the size of your new practice, Reid says this can even ex-tend to the option of leasing out surplus space to others to help offset the initial building costs as you begin to grow.

“If you have been clear with your vision, they will understand what you want and will provide solutions that work for you.”

Quote Nathan Reid, national marketing director, Medifit

Learning the difference between what you dream and what you can afford will greatly benefit your final practice design.

23

NEWS & EVENTS COVER STORY YOUR TOOLS YOUR LIFE

24

YOUR BUSINESS

t a recent management seminar in Sydney, one presenter told a few tales which sent shockwaves through por-tions of the audience, but had many others nodding their heads in recogni-tion of the trend.

The topic of the discussion was about dealing with Generation Y—people born between 1980 and 2005— in the modern workplace.

“I heard about one staff member who missed an important meeting,” the presenter explained. “When asked later why she didn’t attend, she responded she had been updating her Facebook profile and that was her priority for the morning.

“Then there was another who sent his boss a text message, asking when he would be eligible for a pay rise and asking how much he could expect.”

The devotion to social media as an important way of life is just one aspect of Gen Y behaviour that continues to be one of the battlegrounds in the generations in the workplace.

According to the Connected World Technology Report 2011 conducted by Cisco, 45 per cent of young employees say they’d take a lower-paying job over a higher-paying one if it meant better social media access. Additionally, 56 per cent of US college students claimed they would turn a job down outright if it blocked social media, and 68 per believed they should be able to sign into personal accounts on work-issued devices.

Among the other labels that Gen Y has been branded with is they are said to be disloyal, unfocused, undisciplined, lack-ing in motivation and have high expectations of what they feel entitled to.

Management consultant Anita Roubicek of Prime Practice believes, however, that this devotion to social media and

staying connected is something that should be embraced by business owners, rather than discouraged.

Furthermore, Roubicek believes the onus is on older generations to learn from the methods of the younger counterparts, instead of fighting them.

“We need to keep up with them,” she says. “It is important to notice what they are doing and how they get their job done as they do so.

“It is often a case of there being two very different mind-sets at work—and both thinking they are doing the right thing and being appropriate. When communication is a problem, you need to look at what the other person is doing and their point of view.

“Gen Y has grown up with a number of influences very different to Gen X and the Baby Boomers, and the rules have changed. It can be a confusing world for all of us to exist in, and it needs some time in taking it on board and understanding it.

Gen Y is also, says social analyst Mark McCrindle of Mc-Crindle Research, the most technically aware generation ever, not to mention the most formally educated.

“They use technology in a way that Gen X would never

Generation whyAre Generation Y staff really so different to their predecessors? It appears so, but the experts agree that now is the time to learn from them rather than battle the inevitable. By John Burfitt

24

“We need to keep up with them. It is important to notice what they are doing and how they get their job done.”

Quote Anita Roubicek, Prime Practice

YOUR BUSINESS

Anita Roubicek, Prime Practice

Is it important for Genera-tion Y employees to learn

how you do business, or for you to adjust to them?

26

have,” McCrindle says. “When they are using technology like sms messaging to communicate, they think that is a stan-dard, not unusual. It can be a bit jarring, as it is not playing by the traditional rules. But they are the new rules in the way we live and they are just playing by them.

“Gen X and the Baby Boomers are structural in how we think and the way we separate personal life from the workplace. But for Gen Y, it is more complicated. Checking in to see what is happening with friends many times through the day is not an issue for them, but that is something older generations would not do. The delineation between work and the rest of life has broken down, and that changes the way they operate in the workplace.

“But the way they operates does need to be noted as they do bring a lot to the game with their new technological skills, productivity levels and efficiencies. In some ways, they may be keeping a practice up to date and bring 21st-century solutions to many areas of the business.”

Rather than fighting their new methods, Anita Roubicek says managers need to embrace them and also take greater responsibility in how staff is trained in the workplace.

“We need to make the most of the skills they bring to the table, rather than fighting them over the way they operate,” she says.

“It is up to us as the manager to be their mentor and their guide. Show them how to you want the practice to work, but also don’t fight against them as it won’t do anyone any good and it will actually stifle their abilities.”

Mark McCrindle claims the new breed is not as “robust” as

previous generations. Therefore, the need for good workplace training of Gen Y is paramount.

“I don’t believe they are as robust when it comes to train-ing or discipline and this is something they need to learn as leaders need resilience,” he explains. “In training, it needs to be more of a coach-trainer relationship, rather than like a parental figure.

“It is up to us to train them the right ways, but also maybe look at why it is you want them to be a certain way,” he says. “They are called Genera-tion Y, but maybe it is also Generation Why—they will often ask why things are done a certain way,

so good on them for pushing back against it.”Dr Vas Srinivasan of Kawana Dental in Buddina,

Queensland, says he decided a few years back to work at keeping up with the new generation coming through, who will make up the largest part of the business community by the end of the decade.

“I actually find Gen Y very inspiring,” Srinivasan says. “They can think a lot faster than we were trained to and can multi-task in a way we can’t. Sometimes it is a matter of learning what they have to contribute rather than being in constant battle against it.

“I consider communication with staff by text perfectly ac-ceptable, as long as it remains professional and as long as they understand that all sms communications will be logged in a database as a record of professional communication. I train staff so they understand there is a responsibility in communicating this way.

“I also don’t mind if staff do spend some time on Face-book, as their skills might prove useful later on when we need to develop the company’s online presence to the

next level.”Srinivasan believes it comes down to the com-munication of clear sets of rules and expecta-

tions. “Spending an excess time on social media should be treated in the exact same way as any

other kind of misconduct,” he says. “There needs to be a warning followed by a second warning. It still has to be about getting the job done, but maybe both generations can learn some new skills from each other along the way.”

YOUR BUSINESS

“I don’t believe they are as robust when it comes to training or discipline and this is something they need to learn. In training, it needs to be more of a coach-trainer relationship, rather than like a parental figure.”

QuoteMark McCrindle, McCrindle Reseaerch

Managers need to embrace the way Generation Y learn, rather than fighting it, if they want results.

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NEWS & EVENTS COVER STORY YOUR TOOLS YOUR LIFE

28

YOUR BUSINESS

Market watch28

Marketing has changed a lot in the past decade—even in the health sector. Are you still getting enough bang for your promotional buck? By Lucy Robertson

While the internet has undoubtedly made our lives easier in the past 15 years, there are nev-ertheless many dentists who’d secretly like to go back to the simple old days when marketing their practice meant renewing the annual Yellow Pages advertise-

ment and dusting off the signage in the window. Connecting with potential clients can be as complicated as

it is immediate in the modern world, and practitioners need a whole lot more than the local classifieds hotline to effec-tively market their services.

The steady shift to online communications has brought with it an explosion of new ways to market your business, including some cost-effective and highly measureable alter-natives like SEO-optimised websites, blogs, coupons, and online booking systems.

But which methods, if any, are worth the steep learning curve often involved in negotiating the complex world of search engines and outsourcing? And do dentists really need to broaden their reach beyond the immediate neighbourhood with the use of global platforms?

SEO expert and director of health website advisor, Well-

sites, Carolyn Dean, says the new frontier of online marketing is more than worth it. And, she says, there’s often less involved in the online world than many first expect.

“A lot of dentists come to us because they’ve had patients come into their practice who say they’ve found them online, and these practitioners are alarmed because they didn’t even know they were on the web,” Dean explains.

“And that’s the truth of the online environment today: With traditional advertising methods like the Yellow Pages and White Pages now going online, there’s been a very interesting blurring of old and new technologies, and the net result is that people are finding themselves having an online presence whether they intended to or not.”

Wellsites works with business owners to build their own websites, blogs, Facebook pages and other highly trafficked, SEO-optimised listings. An increasing proportion of the com-pany’s work recently has been for dental practices.

“We find new dentists to the profession want to do everything themselves, so we work with them to target some specific keywords based on what services they want to focus on, and then simply provide an advisory-type service,” Dean says.

“The older guys are usually more resistant to learning about the technology, so they come to us for the whole set-up. But interestingly, once they see how easy it is to update their sites, most of them become more active online than they ever imagined.”

YOUR BUSINESS

No matter what your intentions to begin with, Dean advises there are some simple things to consider about using SEO to attract more patients. “There are basically two areas you can focus on: organic page rankings and paid traffic,” Dean says.

“Organic searches require time and effort in building links, writing blog posts, and creating keyword-rich content. It can sometimes take six months to see results, but once that’s done, it’s permanent, and all you need to do is keep posting at regular intervals to maintain your results.

“The other form is paid traffic generated with pay-per-click (PPC) advertising, which offers the same volumes of traffic, but is immediate instead of gradual. Depending on your targeted keywords, it can be very expensive, and the results will only last while you keep advertising—as soon as you stop paying, the traffic stops.”

In this way, Dean compares PPC advertising to the tradi-tional print advertisement, which can be highly effective, but ends up in the bin at the end of the day or month.

Whichever method most suits a particular practitio-ner, recent research indicates that having some form of blogging platform attached to the practice makes solid business sense.

Google recently revealed that regularly updating a blog (anywhere from once a week to once a month) with relevant content means a website will receive an average of 70 per cent more clicks than a site which is static (that is, those which remain unchanged).

When that 70 per cent directly equates to a potential num-ber of new patients through the door, it makes writing a short post on what’s happening in your practice every week seem like a very profitable exercise.

“While many dentists these days have websites, the reality is that the majority aren’t doing this one little thing, which means you can get an edge over your competitors very quickly and easily in the online space,” Dean says.

In the same way, narrowing down your services into a niche market can also speed up online results.

“If you search for ‘Sydney dentist’ online, for example, you are literally competing with seven million other re-sults,” Dean explains.

“But narrowing that down to ‘pediatric dentist Sydney CBD’ or ‘cosmetic whitening dentist Blacktown’ means you’re

“The net result is that people are finding themselves having an online presence whether they intended to or not.”

Quote Carolyn Dean , director of Wellsites This is where your customers will look for you. But what

will they find there?

30

competing with far fewer practices. You’ll be attracting a far more specific kind of client, and you’ll probably end up with more leads at the end of the day.”

Another new kid on the marketing block is the use of online discount or group buying coupons to sell specific services.

While traditionally used to market more tangible pur-chases like holidays and household appliances, sites like Groupon are increasingly becoming a first point of call for consumers looking for health services.

Groupon Australia CEO, Tobias Teuber, says it’s one of the company’s fastest-growing sectors, with services like whitening, invisalign orthodontics, and general dental check-ups proving most popular.

“More patients are definitely booking routine health services like dental checkups via discount or group buying sites than ever before, and we’re expecting this trend to keep growing,” he explains.

Not all practices can use group buying sites to ramp up their sales volumes. However, the first step in the process is to identify products and services that are both frequently searched for, and a good fit for the individual skills of the dentists involved.

The size of the practice also needs to be considered, Teuber says.

“The dentist’s capacity to deliver larger rush of services is looked at by our consultants from the start, and we work closely with dentists to make sure they are able to deliver that.

“We also monitor the dentist and patient’s satisfac-tion through the whole process, from the time of the booking to the first appointment, and any follow-up care that might be required.”

Once those factors are considered and specific services are identified, dental partners using market-ing alternatives like Groupon often report significant results.

“Many dentists tell us they have a high rate of up-selling from the original treatment purchase—usually for serious treatments like crowns,” Teuber says.

“The use of coupons is a great way to bring in new customers to the practice for key services that dentists know they can deliver, but we find, more importantly, that this is usually just the start of a trusting patient-provider relationship, and a lot of ongoing business is generated on the basis of that trust.”

And that might make it worthwhile to brave such a big, new world after all.

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Digital imaging product guide

The HYPERION panoramic imager stands out from the crowd on account of its complex kinematics, which feature a rotary movement combined with two simultaneous shifters. Thanks to its capacity

to follow the patient’s complex morphology it accurately ensures constant image enlargement.

In addition the HYPERION also offers practitioners short exposure times, from a minimum of 4 seconds to a maximum of 9 seconds reducing the possibility of patient movement during the examination. And don’t worry about determining all the variable exposure factors. HYPERION features innovative Morphology Recognition Technology (MRT) which automatically identifies and focus on what matters the most: your patient.

In panoramic imaging, correct patient positioning is of utmost importance to image quality. Most equipment requires time-consuming manipulation of the patient’s head in order to adapt to predefined uncomfortable postures. HYPERION takes it the other way round: the patient stands still, while the laser-guided multi-motor kinematics positions itself around your patient.

X7 Cephalometric TeleradiographyThe X7 Series machines can host a teleradiography unit for anter-posterior, poster-anterior and lateral cranium scanning, including special projections such as the submentovertex. Latero-lateral images benefit from automatic detection of the nasion point and automatic adaptation of exposure parameters for optimum representation of soft tissues and the aesthetic profile of the face. The rapid scan (minimum 3.6 seconds) allows the patient to maintain a stable position during the examination. The machines in the X7 Series can house a relocatable sensor or two permanent sensors. A safety system allows release of the sensor module so that it can be used for both panoramic images and teleradiography.

3DTS Dynamic exploration of the third dimensionBeing able to glance through transversal slices of the area in question on a PC screen is extremely useful to whoever practices implantology, simply because it offers accurate radiographic data to work with, perfect for reliable measurements. 3DTS is a dedicated examination, with consequent reconstruction of

data based on Tomosynthesis; it adds information on the third dimension – depth – of a specific region of the upper and lower dental

arch by using a very limited X-ray dose.Whereas traditional stratigraphic panoramic imaging

techniques produce between 2 and 4 static two-dimensional sections alone, in pre-defined anatomical positions, the 3DTS examination reproduces on a PC an entire anatomical portion of interest, which can be explored via orthogonal cross-sections laid out as you wish and apt for sequential viewing. This means you dispose of a useful tool for the evaluation of single implant sites, thus reducing the need to resort to CAT scan examinations except in the case of more extensive surgery, such as wide scale reconstruction that involves numerous implants across the entire arch.

Using this system there is no need to invest a six figure sum to buy a full Cone Beam System – just use this software package to upgrade your Hyperion for an effective way to inspect your patients implant site.

Call Anthos today on 1300 881 617 or visit www.anthos.com.au to see how we can work with you.

Introducing Morphology Recognition TechnologyBecause adaptation is the first step of evolution

Automatic determination of exposurefactors

HYPERION features innovative MorphologyRecognition Technology (MRT) which automaticallyidentifies patient size and all parameters required toensure correct X-ray exposure.With MRT there’s no need to program exposuretimes, kV or mA technical factors or even choosepatient size.

Ready, steady, go in less than 9 seconds

With HYPERION, reassuring eye contact with yourpatient is possible at all times.The face-to-face approach makes it comfortable forboth dentist and patient. A steady posture is achie-ved in no time at all. Then you’re ready to scan inless than 9 seconds.

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Digital imaging product guide

Australian Imaging recently conducted 3D imaging workshops aimed at the general dental practice. These workshops outlined the commercial and diagnostic benefits of an all

in one panoramic/3D imaging system. Joerg Mudrak, a world-renowned German oral surgeon and dental radiography expert highlighted the benefits of having a panoramic system for the fundamentals which in effect paid for the technology, that then enabled the in-house diagnostic benefits of 3D imaging.

The following images show what can be missed by a standard panoramic but captured with 3D.

SOREDEX CRANEX® 3D: the ideal all-in-one sysetmThe operation of the CRANEX® 3D is easy. Just select a program from the ClearTouch™ control panel and position patient with three laser lights, hinged mirror and the rigid - 5-point patient support system. The unique AES function—the automatic exposure settings—help the user to set right imaging values based on each patient size.

The CRANEX® 3D panoramic imaging brings full capabilities for general dental diagnostics with a

versatile range of panoramic programs and superior image quality thanks to its

dedicated panoramic CMOS sensor. The CMOS technology provide superior clinical images due to wide dynamic range, better contrast and lack of image distortion. The CRANEX® 3D offers Cone Beam 3D option for accurate treatment planning and diagnostics The 3D imaging brings efficiency to implant planning and small surgeries with two selectable fields of view (61 x 41mm and 61 x 78 mm) and two resolution levels. The CRANEX® 3D makes 3D imaging is easy and fast – the freely selectable imaging area in dental arc and the EasyScout™ view ensure accurate patient positioning. The motorized chin rest enable image positioning from lower mandibula area to upper maxilla area. The CRANEX® 3D combines diagnostic accuracy, fast imaging and low dose.

The CRANEX® 3D’s cephalometric imaging option fulfills dental clinics needs for orthodontic treatment planning with full width lateral, child lateral, posterior anterior and carpus imaging programs.

The CRANEX® 3D continues the SOREDEX history of making imaging systems easy and affordable, all bought to you exclusively in Australia by Australian Imaging, your dental imaging specialist.

To register your interest in 3D imaging future workshops call 1300 20 58 68 or email info@australianimaging.com.au.

34

Is 3D right for your practice?Not just for implants: 3D imaging picks up what standard panoramic doesn’t

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Digital imaging product guide

Many practices have left analogue imaging behind. Dentists and assistants are happy to see the end of service of chemical based film processing and its inherent problems

including chemical changes and their safe disposal, waiting for chemicals to reach optimum temperature, film storage and archiving as well as optically magnifying small films to make diagnoses. There are still many clinics deciding which system will suit their needs. Image plate scanners are the closest thing to film as the plates are thin and flexible like film and just as easy to place in the mouth. The plates are reusable more than 1,000 times.

The Durr VistaScan FamilyDurr Dental entered the image plate scanner market 10 years ago with a view to making a scanner taking advantage of the highest image quality with very fast processing time and excellent diagnostic software. This was the birth of the Durr VistaScan range. The latest scanner which has been Durr’s most popular unit to date is the Durr VistaScan Mini Plus. It was designed for smaller clinics where a chair side solution could be used for a single operator but is often shared between two operators where the throughput per patient is not high. If you frequently require full mouth surveys or higher throughputs, then the VistaScan Perio Plus is the perfect solution taking up to eight bitewings simultaneously using a clever cassette delivery system. Our larger VistaScan Combi & Omni Plus units can take OPG & Ceph sizes as well as all 5 intraoral size plates (paediatric through to full occlusal) enabling conversion of old film based OPG & Ceph units to digital. If your film based panoramic unit is still working well, there is no need to dispose of it. A complete OPG plate can be scanned in less than 40 seconds in high detail.

Quality and “Culture” of Durr Dental AGDurr Dental AG is located close to Stuttgart in Germany, sometimes referred to as “The cradle of the automobile” as it was the birthplace of Mercedes-Benz, Porsche & VW. The region also has the highest density of scientific, academic and research organisations throughout Germany.

The same work ethic from these companies and organisations is reflected in the design of Durr Dental’s VistaScan range where image quality is maximised through minimising exposure of the image plate to ambient light (which is how all image plate systems erase their images) during exposure and handling. The use of 16 bit processing means we capture up to 65,536 grey scales which proves invaluable when applying our excellent diagnostic filters built-in to the DBSWIN software supplied with the scanner. Excellent results are obtained for general dentists, endodontic and implant technology specialists and orthodontists. Some other manufacturers only using 14 bit systems are capturing only 16,384 grey scales or one quarter the amount of detail. This lack of data can mean the difference between diagnosis and eluding diagnosis.

Award Winning DesignThe Durr VistaScan Mini Plus won the prestigious 2011 Red Dot Design Award for innovative and functional design in the Life Sciences and Medicine category.

For further information and location of dealers please contact Mr Louis Manera of Durr Dental AG (Australian & NZ office) on +61 (0)412 95 95 25 or e-mail manera.l@duerr.com.au website: www.duerr.de

36

Goodbye analogue, hello digital!Dentists will find that it’s an easy conversion from film to digital radiology with Durr VistaScan range.

COMPRESSED AIR | SUCTION | IMAGING | DENTAL CARE | HYGIENE

New!

Makro images

VistaScan Mini PlusProcesses all intraoral formats with unmatched image quality • Ideal for chairside use • Easy to use • Comes with USB and networkconnectionsFor details, see www.duerr.de

Please contact Louis Manera at DÜRR DENTAL AG,

Australian/NZ office, Tel: +61 (0) 2 4285 0667,

e-mail: manera.l@duerr.com.au

THE BESTDigital x-ray without compromise.

New!

Makro images

AZ_Das Beste_VistaScan_Mini_A4_AUS_RZ.indd 1 28.03.12 10:49

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Digital imaging product guide

When Durr Dental AG set out to design a new type of intraoral camera they followed the philosophy of the SLR photographic camera by using specialised lenses for specialised

tasks. The new VistaCam iX can perform 4 useful functions through the use of 4 different interchangeable heads married to a single handpiece. It has been an instant success following its release in Cologne, Germany at IDS 2011.

1. Intraoral CameraThe Cam head follows a strong pedigree of high image quality, lighting, optics and depth of field inherent in previous Durr VistaCam models. The DBSWIN software

enables easy image charting and manipulation and can even record live video to survey the mouth for later comparison. A built-in motion sensor re-activates the camera when picked up saving power when not in use. The software can also be integrated with popular practice management systems.

2. Caries Detection and Evaluation plus Plaque DetectionThe Proof head follows the technology of the well established Durr VistaProof camera released in 2007 but is now simply engaged using a click-on head instead. The blue LED’s cause fluorescence of caries bacteria and plaque appearing red whilst healthy enamel is green. This simple red/green traffic light system is further enhanced by the DBSWIN software where a single squeeze of the camera capture ring will convert the image to a 5 colour map highlighting the least and most affected areas of the tooth with charted values between 0 and 3+ depending on the tooth’s condition. The bue light also highlights plaque near the gingiva making it a valuable tool to both dentist & hygienist.

3. Macro Image functionThe Macro head enables super

close up images as near as 2mm from the tooth surface giving extremely good detail and up to 120X magnification. It can also assist case acceptance of treatment options by clearly showing the patient fine detail previously difficult to show e.g. fine cracks and small holes or imperfections

4. Polymerisation function for light curingOur latest head to be released after June 2012 will be the “Poly“ head which will use modern LED technology with a soft start function. It will be capable of curing all current curing dental materials. For further information and location of dealers please contact Mr Louis Manera of Durr Dental AG (Australian & NZ office) on +61 (0)412 95 95 25 or e-mail manera.l@duerr.com.au website: www.duerr.de

38

A professional camera for all occasions Durr Dental AG presents the VistaCam iX - a multi award winning intraoral camera with multiple functions manufactured with German precision.

COMPRESSED AIR | SUCTION | IMAGING | DENTAL CARE | HYGIENE

New!

Makro images

The new VistaCam iX Outstanding caries diagnostics using fluorescence technology • Top quality intraoral images • Brilliant macro images (120-x magnification) • Records of video clips • Digital evaluation and data transmission More information under www.duerr.de

Please contact Louis Manera at DÜRR DENTAL AG,

Australian/NZ office, Tel: +61 (0) 2 4285 0667,

e-mail: manera.l@duerr.com.au

THE BESTis if a camera makes everything possible.

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As our industry continues to dynamically evolve, the paragon of ‘digital dentistry’ has become today’s reality, with computer-aided scanning, design and manufacture beginning to leave its mark.

With machinable e.max and zirconia looking to create a new standard in tooth restoration, it is digital imaging technology – in clinical environments in the form of intra-oral scanners, and in laboratory environments in the form of desktop lab scanners – that is fuelling the uptake of and improvement in CAD/CAM processes.

Intra-Oral and Lab ScannersFor clinicians, predictable and accurate impressions and bite registrations have always been one of the more difficult procedures to perform consistently. A host of variables – such as tray selection, material preparation, drags and voids, patient discomfort and dimensional changes of the impression during transit – present daily challenges that render conventional impression-taking an inexact science.

Intra-oral scanners overcome many of these obstacles by digitizing the impression-taking process, hence facilitating increased accuracy and precision, preservation of data and a less invasive experience for the patient. Cost savings also abound on the back of reversibility, speedy impression and treatment evaluation, and electronic case archiving and transmission.

The advancements in digital imaging technology have seen Cadent’s iTero, Sirona’s CEREC AC Connect and 3Shape’s TRIOS become the pacesetters, transforming the value chain by realizing a fully digital workflow, where the loss of precision typical in a transition from analogue to digital (eg. when scanning a stone model) is prevented. Nevertheless, as intra-oral scanning starts to move beyond the early adoption phase, lab scanners will continue to play a vital role in the growth and propagation of CAD/CAM processes.

Digital Workflow ProcessesThe digitization of dentistry has redefined traditional relations between clinicians and labs so that purely digital, model-less workflows now exist in which only the final restoration is to be considered analogue. The reality, however, is that we still practice in an ‘analogue world’ with ‘digital islands’ and the majority of workflows have in fact been hybridized: physical impressions are converted to digitized models by way of lab scanners, restorations are designed in CAD software and then milled by industrial CNC machines. Fully milled zirconia and e.max

CAD are two common outputs of such workflows:n FMZir is manufactured from translucent zirconia and is virtually chip-proof, an ideal restoration for bruxers and grindersn e.max CAD possesses all the advantages of e.max Press: high flexural strength, lifelike aesthetics, cementable

Significantly, digital imaging technology has enabled CAD/CAM processes to optimize the production of other restoration types as well: wax contours for e.max Press and full gold restorations along with the wax copings for long-span metal bridge structures are designed in CAD and output by 3D printers in-house. The advantages of applying CAD/CAM to the fabrication of wax forms include (i) better dimensional stability, yielding less distortion during casting, and (ii) better accuracy, which reduces material wastage. Maximizing production efficiencies (both in clinic and in lab) and facilitating access to material advancements stand as the greatest benefits of digital imaging technology in dentistry today.

Not If, But When…We are convinced that the digitization of dentistry will continue to be an interesting journey for patients, dental professionals and their industrial partners. The future will not be concerned with ‘if’ but ‘when’. Workflows will become fully digitized, data (impressions, feedback, designs) will be transferred at the speed of light and scanners will become a platform for a range of value-adding dental services, such as 3D treatment planning.

‘When’ is indeed the question. To discuss the evolving digital landscape, or be flown to Sydney to test-drive intra-oral scanners, simply email godigital@scdlab.com or call us on (02) 9362 1177.

40

Digital Impressioning and Workflows: Get wise and Digitize Digital technology has created new standards in scanning, design and manufacture.

Get wise andDigitize.

You SCAN and SEND,We DESIGN and MILLThe paragon of digital dentistry is today’s reality,

with computer aided scanning, design andmanufacture of machinable e.max and

zirconia becoming the new standard.Visit www.scdlab.com/GoDigital to

find out how you can harness ourdigital workflow solutions.

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The CS 7600 from William Green sets a new standard in dental imaging, offering an unparalleled streamlined workflow in addition to all the essential elements you need to generate

outstanding images. Featuring exclusive Scan & Go technology*, this truly intelligent system automates tasks and combines speed, usability and quality to form one incredibly versatile and compact solution that is ideal for any practice.

As easy as film with all the benefits of digital, the CS 7600 offers the best of both worlds. You will appreciate the simplicity of the familiar film-like workflow while the intuitive software allows you to view high-quality intraoral images in as little as five seconds. But what makes this system truly unique is its ability to electronically embed the plates with information such as your patient’s name and tooth number prior to the exam so that when scanned, images are automatically routed to the proper computer and patient file. This eliminates plate mix-ups and reduces operation time making the entire process easier and incredibly efficient.

The CS7600 makes the move to digital imaging simple and affordable. Featuring a workflow that is just as easy to use as film, but faster and more efficient than ever, the system‘s advanced plate imaging technology integrates smoothly into any practice. The result: one easy-to-use system that combines all the advantages of digital with all the usability of film.

A more intelligent workflowThe CS 7600 was designed with convenience, security and productivity in mind. For one, there’s no longer a need to reserve the unit or block it from others when scanning. Multiple users can use the system for multiple patients at the same time, anytime. It’s always available, so there are no more bottlenecks. And thanks to the unit’s built-in memory, you can continue scanning plates even when the patient’s file is not opened, your computer is switched off or during network failure. The system also supports batch scanning and simplifies switching between patients. Using Scan & Go technology, plates can be mixed between patients or between users – the images still get sent to their proper end location. Not only do you eliminate mix-ups and avoid having to scan plates in any specific order, you also no longer have to manually drag and drop images to the right position on your computer. The system does it for you.

Consistent speed and qualityWith up to 17LP/mm true resolution, the CS 7600 delivers the high image quality you need for a confident diagnosis. The plate’s wider exposure range eliminates over- or underexposure, and three scanning modes (super high resolution, high resolution and high speed) ensure that you get your desired image every time. With just one click, you can even enhance images using anatomic filters. The CS 7600 is also amongst the fastest plate imaging systems available today. The first image can be viewed in as little as five seconds and a full mouth series is scanned and displayed in just a few minutes.

A simply cost-effective digital solution.The CS 7600 can be used chairside or shared between multiple operatories in a central room, making it a versatile and cost-effective solution for both small and large practices alike. Like all our products, the CS 7600 is backed by William Green’s expert service and support. Available with a variety of remote services, the system allows our support team to perform configuration, diagnosis, repair, calibration and software updates remotely – ensuring maximum system uptime and minimum service costs. As a leader in dental imaging for over a quarter of a century, William Green offers imaging systems that streamline your workflow, enable easy capture and sharing of images, and ultimately enhance patient care. To find out more, call William Green on 02 8865 0300 or visit www.williamgreen.info. * Scan and Go is avilable as an option.

The CS 7600 is setting new standards for workflow, speed and quality—and it’s cost-effective.

42

Who says progress requires change? With the CS7600, you can enjoy all the benefits of our Smart Plate technology without changing any of your current working habits.

Simply SmarterThe world’s 1st intelligent plate imaging system with Exclusive Scan & Go technology

CS7600 PSPPlates are identifi ed electronically before the exam and recognized during the scan, each scanned image is automatically routed to the appropriate computer and patient fi le for review. This fully automated technology simplifi es switching between patients—and all while eliminating the risk of image mix ups and confusion.

Features:• Exclusive Scan & Go technology• Permanent availability for all users, no lockout• High resolution images (true 17lp/mm) with wide

exposure range• 5 sec scan time for size 2 plate• Scan size 0 to size 4 plates

Scan & Go Technology

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Digital imaging product guide

What an exciting ADX the Centaur team have had. The company provided

2 dental4windows trainers on each of the three days of ADX, just to show people through the about to be released version 12 of dental4windows and to answer any questions from existing users. This created enormous interest amongst existing and prospective users alike as there has been considerable interest particularly from existing users in expectation of the new 3D Charting.

Every state sales manager was in attendance meeting existing and again prospective users of dental4windows. The company chose the ADX expo to release the new range of digital imaging devices released under Centaur Imaging. The devices released were Mediaray – Digital Imaging Sensors and Mediacam – Intraoral Cameras. These have received an extremely positive reaction from all dental4windows users with many seizing the opportunity to purchase these after understanding that Centaur will be providing all the after sales service for each device as well as the software each device comes standard with, which is mediasuite imaging software.

Many dental4windows users are already familiar with mediasuite as it was originally

developed as the imaging module for

dental4windows in version 11 and has been taken up at an unprecedented rate. It has since been developed as a completely standalone application still providing users with the same open platform concept. This allows users to capture, manipulate and manage digital images from various types and brands of imaging devices such as cameras, sensors, Phosphor Plate Scanners, OPG’s and more. As many dentists will already appreciate, this can be an enormous advantage over having to use multiple applications for different imaging devices. Coming from the dental4windows stable, mediasuite standalone also offers the same style of workflow that the module version and dental4windows have become renowned for.

Even non-dental4windows users have been embracing the opportunity to take up these mediacam and mediaray devices for a number of reasons it seems. The devices are certainly of equivalent image quality to anything else available and far better than most – Technical specifications can be found on the Centaur Website and within the device brochures. The other influencing factors seem to be that the devices have mediasuite imaging software as standard but are also advantaged by a 2 year warrantee backed by the dental4windows after sales service team. In fact, Centaur now provide mediasuite support specialists who are also part of the Centaur Imaging after sales service team providing any support necessary for these new mediaray and mediacam devices.

Centaur have won multiple awards for customer care and support services with this approach being one of the companies underlying foundations of doing business.

Centaur are also very proud to acknowledge that 2012 is the 20th anniversary for dental4windows, which will be celebrated a little later in the year.

For more information call 1300 855 966 Or go online to www.centaursoftware.com

dental4windows has it allPrice, service, and now the fully integrated solution in digital imaging—dental4windows is now so much more than just practice management software.

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Digital imaging product guide

The world of implant planning and placement is changing at a rapid rate. The technologies around this including 3D Imaging, implant planning software, CAD/CAM and the use of

surgical guides are getting more innovative, and the demand to have a completely integrated solution is becoming a priority for clinicians.

Sirona has managed to create a fully integrated workflow, from the large field of view 3D imaging that GALILEOS offers, and now the true hybrid unit ORTHOPHOS XG 3D which can acquire panoramic and ceph images (changing to its 3D sensor automatically at the touch of a button), through to creating a virtual prosthetic proposal with aid of CEREC software. You can now integrate CAD/CAM and 3D imaging data to fully plan your implants. With the added information from a CAD/CAM proposal, soft tissue imaging can be used as a guide for your abutment placement. You then have the ability to order your surgical guides through the implant planning software GALAXIS. The SICAT surgical guide with guaranteed accuracy (the only surgical

guide company to offer this) can be ordered online and generally delivered to your practice within a few days.

The next exciting step in this evolution will be the ability to mill your surgical guides in-house with CEREC. This new workflow is called CEREC Guide and entails using a scanning template with a special guide reference embedded into it. The implant is then planned and the 3D data is exported from the 3D X-ray software into the CEREC software. In the final exciting step, the surgical guide drilling body is milled without any modification by the user. This was highlighted at the recent ADX exhibition in Sydney and was very well received by the dental community as a huge leap forward for surgical guide manufacturing process.

The benefit of having the full workflow in-house is the control over each stage of the treatment plan for the patient. This alleviates the need for the patient to attend multiple appointments or even to travel to radiography centres to have their image taken, therefore cutting out the waiting time for images to make it back to the surgery and the need for a follow up appointment. This ability to achieve simultaneous surgical and prosthetic planning in a single visit provides advantages to both patient and dentist resulting in convenience of treatment and improvement in productivity.

The GALAXIS software also simplifies findings, which can be marked easily in the x-ray volume. For areas of concern where a second opinion may be required, a radiological report can quickly be created from within the software and can be printed (on film or paper), sent as a digital viewer with findings, or exported in PDF or DICOM format.

Sirona is committed to providing the absolute best image quality while at the same time reducing patient exposure to radiation to the minimum. Sirona also prides itself of producing the best quality equipment, manufactured in Germany, with an R&D annual spend larger than any other dental equipment manufacturer. This means you can rely on Sirona to continue to produce the most innovative products in the dental industry with a fully integrated focus. Through working with Sirona you are dealing directly with the manufacturer with no reseller in-between. This also applies to any servicing needs you might have. All our technicians are factory trained and dedicated to providing the best customer service. With over 130 years of dental experience you can rest assured Sirona has the depth of expertise and experience to provide you with full confidence. You will be looked after through every stage of your purchase and beyond, creating an ongoing relationship into the future.

Sirona offers an integrated solutionSirona’s integrated workflow means clinicians can go from capturing a 3D image to milling your own surgical guides.

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Digital imaging product guide

Digital imaging has become an accepted part of modern dental practice in much the same way as digital cameras have replaced film cameras in general photography. Over time, digital

image quality has quickly equaled and now exceeds the quality of its X-ray film counterpart, proving invaluable in diagnosis, treatment planning and patient education.Many dentists find the easiest way to move into digital imaging is to use a digital compatible X-ray generator (such as the Acteon Satelec X-Mind) in conjunction with a phosphor plate system, like the Acteon Sopro PSP!X (both available from A-dec Australia). Dentists find the PSP!X system easy to adapt to as it uses small and thin phosphor plate, which is positioned in much the same way as conventional X-ray film.

The X-ray image using PSP!X system can be automatically processed in just seconds by the small

bench-top scanner. After an X-ray is taken, the phosphor plate is loaded into the PSP!X unit

which digitizes the image and makes it available for viewing on any networked

computer monitor. An image is also displayed on the device to

immediately check that the X-ray

shows the detail

required.

These images can be easily retrieved and displayed on the dentist’s or patient’s monitor for case presentation and treatment planning, encouraging greater patient involvement with higher case acceptance.

Sopix2 digital sensorWhile the phosphor plate system has proved very popular, some dentists and many specialists such

as endodontists and periodontists are opting for the technologically advanced ‘Sopix2’ digital sensor system.

The digital sensor is able to display an image immediately after the X-ray has been taken, without the need for any processing of film or phosphor plates. This enables instant feedback to the dentist, so it is invaluable for checking real time positioning of implants or endodontic files. In situations where multiple X-rays are required, a sensor is the better choice, as X-ray dosage is lower than phosphor plates or film.

Sopix2 employs an optically advanced CMOS fibre-optic based sensor and patented Automatically Controlled Exposure (ACE) system which protects the image from overexposure, guaranteeing excellent image quality every time. The latest Sopix2 sensor also features chamfered corners for greater comfort when the device is in the mouth (small and large sensors are available for adults and children or smaller patients).

The easy-to-use Sopro Imaging Software stores user preferences such as brightness and contrast, eliminating the need to individually adjust each X-ray image. For example, an endodontist or periodontist might be interested in different hard or soft structures and will prefer to enhance particular features on the image. These settings are automatically saved in the software as a default for viewing future images.

Sopro Imaging softwareThe other significant advantage of digital imaging is in supporting ‘paperless’ patient records, providing a means of storing X-ray and camera images in computerized files.

Sopro allows easy integration of all connected Sopro intraoral cameras, Sopix2 digital sensors and PSP!X phosphor plate units in the one Sopro imaging software package for easy viewing. The images can also be linked into all common patient management software.

One PSP!X unit can be shared between multiple surgeries within a practice as there are no additional licensing costs per PC, unlike other ‘per seat’ software license fees charged by other digital imaging companies. Similarly, X-Mind X-ray units can be shared between adjoining surgeries using A-dec’s Preference central divider cabinetry, which saves space and money in an elegant solution.

This makes the Sopro Imaging system cost-effective for growing practices as additional devices can be added and incorporated into the one imaging software package with no integration issues. Further information on the Sopro range of intraoral cameras, digital sensors, X-ray generators and phosphor plate systems is available from A-dec dealers across Australia (phone A-dec toll free on 1800 225 010 to find your nearest dealer) or visit: www.a-dec.com

Making the move to digital imagingThe move to digital imaging can be more cost-effective than you think if you use an integrated imaging system like those available from A-dec Australia.

A cut away view of the advanced Sopix2

48

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Digital imaging product guide

Dentplex have been selling Digital Xray system for over ten years. The most common questions people

have about digital X-ray systems are: which system—Digora Optime or MY-Ray Xpod—is the best? And what is the difference between the Sensor and PSP plate systems?

Both systems have their own advantages. The Digora Optime PSP system uses a reusable

wireless sensor plate (size 0, 1, 2, 3). The sensor plate is placed in the oral cavity, just like an old fashioned film. These plates can be used for anterior, posterior or bite-wings. Once exposed, the sensor plate is placed into the Digora Optime deluxe unit and within a few seconds a great oral image is displayed onto your LCD screen.

The image plates are very easy to place into position in patient’s mouths. Another advantage is the size: the footprint of the unit means the Digora Optime can fit anywhere with a surgery. The colour display helps the end user and show a guild by image from start to finish. The inbuilt network connection allow the Digora Optime be to be used without a PC connected to it—and one less PC means one less licence for practice management software.

Once set, the end user can reserve the Optime unit. All they need to do is take the oral X-ray and then insert the film into the Digora Optime. Within a few seconds the images would be displayed into the surgery that reserved it. The Optime will then erase the images plates automatically before ejecting the images plate

into the small tray so the plates are ready to be reused for the next patients. All that is done in a matter of three seconds. The other advantage that the Digora Optime has over other PSP systems are it is open source and will work with any X-ray software or practice management system. No need to work out a new X-ray program, and no need to find lost data when the new system is installed.

The Sensor My-ray Xpod has a few great features that make it stand out from other sensor systems in the

market place. Firstly, the My Ray sensor does not require any warm up time. Also, there is no standby with the My–ray XPod—just place the sensor into the patient’s mouth and take as many x-ray as you like. The images are stored onto a standard SD card and then transferred to your PC via your choice of Bluetooth, USB or SD card.

The My-Ray XPod sensors have a two fold filtering system to give a crisp high detailed image boasting

25 lp/mm which would provide a higher resolution than any PSP system. This would be especially useful if your major work is endodontic cases as the My-Ray XPod has greater image detail than any PSP system in today’s market.

The other advantage is the device is smaller than an iPad and contains its own imaging software, with a touch screen and the ability to plug the sensors directly into it.

The small footprint and long battery life means the Xpod can be taken anywhere you might want to go to capture X-rays. This is especially helpful if you are a specialist and you travel to multiple offices, or if you enjoy traveling to other countries and volunteering your services on mission trips.

The My-Ray Xpod is also open source and can be used with any X-ray software or practice management system in the market place. The Digora Optime and The My-Ray Xpod are heading towards 3D imaging — both systems can expand for future market demands.

Please call or visit our web site if you have any questions or require a demo and are thinking about setting a Digital X-ray system. We are happy to help.

For more information, contact Richard Knezevic at Dentplex Pty Ltd. Ph: 02 9705 8727 www.dentplex.com.au , or email richardk@dentplex.com.au

Choosing the right imaging system for youDentplex can help guide you through the maze of working out what’s the best digital imaging system for you—the Digora Optime or MyRay Xpod.

50

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Dental professionals are often surprised to find that, when it comes to arranging finance for either a personal or business loan, the big banks tend to treat them like everyone else. Despite

strong business fundamentals banks are still not prepared to invest in medical businesses without insisting on substantial security – usually the family home. And if there is insufficient equity in the property, allowing the bank to use the home as security may still not be enough to secure the necessary finance. Which is why Investec Specialist Bank’s products and services are so important for them.

“Dentists are a unique group,” says Investec’s Andre Karney. “That allows us to treat them very differently to the general banking market. The amount of flexibility we have, and the kind of things we can do, is outstanding.”

Although other financial institutions lend to the profession, it isn’t easy for them to be flexible just to suit those individuals. “But we’re looking at the individual and structuring something around them that makes sense for their circumstances,” says Andre Karney. “Underlying the whole model is our specialisation in lending only to this market. We’ve been able to design a product suite and a credit process that recognises their qualification as an asset.”

Investec Specialist Bank can do this because it’s what the bank was established to do four decades ago. In 1974 three young entrepreneurs set up a small financing business for medical and dental professionals in Johannesburg. Three decades on, Investec Group is an international banking and asset management business dual listed on the London and Johannesburg Stock Exchanges, with offices in 14 countries.

Investec Group established its first Australian office in Sydney in 1997.Today, they have offices in Sydney, Melbourne, Brisbane, Adelaide and Perth. They’ve continued to grow in good and bad economic climates by building well-defined specialist banking services.

Which makes sense for you when it comes to exploring ways to finance your dental practice. For example, “A loan in return for the bank taking security over your property is not a business loan—it’s a mortgage,” explains Stafford Hamilton of Investec Specialist Bank. “That’s not what our clients want. They need a bank that understands their business and will invest alongside them. We back the individual and their practice, and generally do not need to take the property as security. This alone gives the client a lot more freedom.”

Allowing a bank to stake a claim on the family home not only mixes up personal and business finances—it can have numerous implications later on.

“It is very common for borrowers to underestimate what they have to pay back to the bank when they come

to sell their home because the bank will claim back any money that was used to purchase business assets,” said Hamilton. “If the bank takes the money from the equity, you can lose all of the tax advantages usually associated with that loan—and that can be disastrous.”

Hamilton says through collaboration and advice Investec can invariably come up with a well thought through solution.

“We are here to work with our clients and help their business grow, and through our discussion process they can see we know what we are talking about. We want them to expand sustainably and implement growth strategies with the appropriate tax planning in mind.”

“The important thing with dental clients is it’s not just about the interest rate you can offer them,” Andre Karney adds. “It’s about how you treat them.”

Disclaimer: Investec Professional Finance Pty Ltd ABN 94 110 704 464 (Investec Professional Finance) is a subsidiary of Investec Bank (Australia) Limited ABN 55 071 292 594 (Investec Bank) AFSL/ACL 234975. All finance is subject to our credit assessment criteria. Terms and conditions, fees and charges apply. Investec Professional Finance is not offering financial or tax advice. You should obtain independent financial and tax advice, as appropriate. Whilst the information in this document has been prepared using all due care it is not intended to be relied upon in making financial or investment decisions and Investec Bank accepts no responsibility in that regard.

Andre Karney of Investec Specialist Bank

Start me up Investec offers specialist advice when you’re starting up your practice

53

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NEWS & EVENTS COVER STORY YOuR buSiNESS YOuR LiFEYOuR TOOLS

55

Tools of the tradeThe best laser for difficult staining; a great time-saving handpiece attachment; and a tough cutting knife are all in the spotlight this month

(continued on page 56)

No Flame Plusby Denise Toovey, Zillmere Denture Clinic, Zillmere, QLD

I work as a dental technician/prosthetist making dentures. I use wax to form the base of the denture and set the teeth in that wax base as part of the denture-making process. Normally a gas bunsen is used to heat the wax knife to enable us to shape peripheries, reposition teeth or trim wax contour models. I have been using the No Flame Plus for the past five years mainly in the clinic, and less frequently in the laboratory. This machine heats without the use of a flame by using an induction heating method. The wax knife is inserted into the opening of the No Flame Plus and within seconds, the knife is hot enough to use on whatever wax appliance you are introducing into the patient’s mouth.

What’s good about itIt’s very neat, operates on a very low power consumption and safe to use, therefore ideal for use in the clinic area but also quick and easy to use within the laboratory. My patients are aware it is a much friendlier option than an open flame and find the concept of how it works interesting, therefore promoting plenty of conversation.

The safety factor of this machine—cleanliness and lack of a flame—makes it a great option for reducing Workplace Health and Safety issues. You can actually put your finger in the opening and nothing happens. However, once a metal item is inserted, it becomes hot enough to use within seconds. The machine shuts off when overheated and reactivates automatically after removing the cause. Plus there is a small disposable plastic insert to catch any excess wax for ease of cleaning.

What’s not so goodI guess it has its limits, though I haven’t really found anything to mention. I still use a bunsen burner in the lab when I have a large volume of work to complete. I simply prefer the bunsen for the majority of my work in the lab. Having said that, when I’m out in the clinic with patients, ‘The No Flame Plus is the way to go.’

Where did you get itPriority Dental Supplies.

SonicFillby Dr Harry Marget, East Bentleigh Dental, East Bentleigh, VIC

SonicFill is a handpiece attachment that allows the dentist to place composite resin filling material very quickly under high-speed at ultrasonic wavelength.

What’s good about itThere’s no vibration, no pain and no air bubbles. It packs the composite resin quickly and efficiently so if you are doing a lot of fillings, it can be a real time saver. Recently I had a patient that we put to sleep for nearly three hours as we needed to do 26 fillings. This would normally take at least an hour and a half longer just by virtue of the fact that you need to patiently pack all the fillings. With SonicFill the time saving is dramatic and the composite resin is nicely compressed with no air bubbles in it.

I also like that it’s lightweight, easy to reload, quick to exchange and autoclavable. Patients love the fact that they are in and out of the chair much quicker.

What’s not so goodThe composite resin comes in pre-packaged carpules that must be used with the handpiece. These carpules can hold varying amounts of composite resin—some have a lot and some have very little.

Where do you get itKerr.

NEWS & EVENTS COVER STORY YOuR buSiNESS YOuR LiFEYOuR TOOLS

56

Tools of the trade (continued form page 55)

Smartbleach KTP Laserby Dr Mark Levi, The Smile Shop, Darlinghurst, NSW

As a dental practice that focuses on providing teeth whitening solutions, the Smartbleach KTP laser plays a key role for me. This photo-chemical teeth whitening process can achieve successful outcomes with difficult cases such as tetracycline staining and non-vital teeth. I can now confidently take on patients who I may have turned away in the past. I’m also finding that other practices are now referring their difficult staining cases to me.

I have been using the Smartbleach laser for nearly a year. The results have been better than I expected and I’m very confident when recommending the treatment to patients with difficult staining.

What’s good about itIt allows me to effectively treat staining that would have been difficult or impossible to treat in the past. If necessary, I can treat just a single tooth. There is also a number of unique advantages to the system. The non-acidic gel is more reactive and does not harm the enamel surface, and there is no dehydration of the teeth during the whitening treatment. I have found this provides more natural looking results that are longer lasting.

Having been previously told their teeth couldn’t be whitened, patients with tetracycline staining and non-vital teeth are thrilled to finally see their teeth whiter. They have often lived with this type of staining for a long period of time and to finally find something that works can be a life-changing moment for some of them.

What’s not so goodThe initial cost of the unit seemed high but because of

the long lifespan of the laser and the unique outcomes that can be achieved—including its capabilities in surgery, endodontics and periodontics—the investment definitely made sense. The effective results for patients with difficult staining, that would not be possible with any other system, also justify my decision to invest in the equipment.

Where did you get itHigh Tech Laser Australia.

Esthetic Carving Knife by Hu-Friedyby Dr Jacqueline Amparo, Gordon, NSW

There are times when overhangs and ledges cannot be avoided when using composites. Even after positioning a well-placed matrix system, there can be a minute overhang that frays the floss. After taking out the bulk of excess composite resin, I use the Esthetic carving knife to refine the margin in order to make it flush with the contour of the tooth.

What’s good about itIn some instances, it can be difficult to access an overhang with rotary instrumentation when it’s below the gum line of proximal or facial surfaces. Where access is difficult in the back of the mouth, and smoothing down with the drill could gouge the filling or tooth structure, this carving knife just fits nicely in proximal and facial surfaces. After use, the surface is smooth, tissue damage is minimal and patients are able to floss without any difficulty.

It comes in two types: an anterior and posterior carver. The blade size is ideal and keeps its sharpness. This knife needs to be used with a bit of control, in the same way as one would use a hand scaler or currette when removing calculus. This carver gives such a good tactile feel of the ledge, you only need to carve slowly at the composite resin overhang.

What’s not so goodI have had a couple of these instruments break but only after years of use and possibly from being dropped. The breakage can occur at the blade or the shank. The dentist needs to refrain from applying excessive force. This instrument should be used with caution, care and a little finesse.

Where did you get itHenry Schein Halas.

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NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR TOOLS YOUR LIFE

58

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Dr Jerry Basson, from Teeth@Mittagong, Mittagong, NSW, is fussy about his coffee—so much so he’s become a qualified barista.

coffee has been my companion during the most pleasurable times

of my life. when I was at uni, late nights setting up dentures at a friend’s place were always accompanied with coffee. even now, my morning ritual is to wake up and make coffee on the machine for my wife. sunday morn-ings are spent having a coffee at my favourite espresso bar.

“about nine years ago, my wife bought me a barista course for my birthday. It was done across three weeks and was very enlightening. I even have the barista certificate hung on my practice wall. It’s been a talking point at the surgery for years.

“a good cup of coffee is one that has a hint of sweetness. when you sip it, there should be none of that bitterness that catches on the side of

your tongue and the back of your throat. It should be smooth with a nice rich crema and a good colour.

“the first time I tasted a world-class ristretto was at an espresso bar in bowral [nsw] called gastronome. It was a seminal moment in my life. I still remember the day and what we were doing. having said all that, I’ve been known to drink nescafé when that’s all that’s available. my pride and joy is a Faema e61 espresso machine. It was made in 1961 and in coffee circles, it’s considered the king of machines. the only thing I haven’t done is work full-time in a coffee shop. If things ever go bad in den-tistry that’s where I’ll probably end up. an espresso bar in byron bay would be nice.

“My pride and joy is a Faema E61 espresso machine.”

Who else... has dental finance specialists?

On call 1300 131 141 www.investec.com.au/medicalfinance

• Commercial property finance • Equipment, fitout and car finance• Goodwill and practice purchase loans• Professional overdrafts• Home loans• Saving accounts (call and term deposits)• Income protection and life insurance• Medical indemnity

L-R: Paul Catanzariti, Michael Fazzolari, Jeff Miller, Simon Moore, Trevor Knowles, Sam Baxter, Debbie Kiely, James Thomas, Todd O’Reilly, Pat Salter, Michael Foley, Ryan Raymond, Stafford Hamilton, Amanda Abbott, Daniel Volker, Richard Curia, Nick Tagg, Alan Coughlan, Craig Spiegel, Debbie Stringer, Lynne Kelly, Di Stewart, Melinda Goddard, Adrian Raath, Angela Warren Sandy Constanti, Michelle Gianferrari, Barry Lanesman, Jacqui Lombard, John Evans Ricky Wong, Tony Kalmin, Kingsley Valladares, Kelly Gall, Paul Richardson, Andre Karney, Penny Murphy, Paul Hastings, Bill Dale, Luke Truscott.

Investec Professional Finance Pty Ltd ABN 94 110 704 464 (Investec Professional Finance) is a subsidiary of Investec Bank (Australia) Limited ABN 55 071 292 594 (Investec Bank) AFSL/ACL 234975. All finance is subject to our credit assessment criteria. Terms and conditions, fees and charges apply. Deposit products are issued by Investec Bank. Before making any decision to invest in these products, please contact Investec Professional Finance, a division of Investec Bank, for a copy of the Product Disclosure Statement and consider whether these products suit your personal financial and investment objectives and circumstances. We reserve the right to cease offering these products at any time without notice. Income Protection/Life Insurance is distributed by Experien Insurance Services Pty Ltd (Experien Insurance Services) which is an authorised representative of Financial Wisdom Limited. AFSL 231138 (AR No.320626). Experien Insurance Services is a preferred supplier of Investec Professional Finance Pty Ltd.

YOUR LIFE

Who else... has dental finance specialists?

On call 1300 131 141 www.investec.com.au/medicalfinance

• Commercial property finance • Equipment, fitout and car finance• Goodwill and practice purchase loans• Professional overdrafts• Home loans• Saving accounts (call and term deposits)• Income protection and life insurance• Medical indemnity

L-R: Paul Catanzariti, Michael Fazzolari, Jeff Miller, Simon Moore, Trevor Knowles, Sam Baxter, Debbie Kiely, James Thomas, Todd O’Reilly, Pat Salter, Michael Foley, Ryan Raymond, Stafford Hamilton, Amanda Abbott, Daniel Volker, Richard Curia, Nick Tagg, Alan Coughlan, Craig Spiegel, Debbie Stringer, Lynne Kelly, Di Stewart, Melinda Goddard, Adrian Raath, Angela Warren Sandy Constanti, Michelle Gianferrari, Barry Lanesman, Jacqui Lombard, John Evans Ricky Wong, Tony Kalmin, Kingsley Valladares, Kelly Gall, Paul Richardson, Andre Karney, Penny Murphy, Paul Hastings, Bill Dale, Luke Truscott.

Investec Professional Finance Pty Ltd ABN 94 110 704 464 (Investec Professional Finance) is a subsidiary of Investec Bank (Australia) Limited ABN 55 071 292 594 (Investec Bank) AFSL/ACL 234975. All finance is subject to our credit assessment criteria. Terms and conditions, fees and charges apply. Deposit products are issued by Investec Bank. Before making any decision to invest in these products, please contact Investec Professional Finance, a division of Investec Bank, for a copy of the Product Disclosure Statement and consider whether these products suit your personal financial and investment objectives and circumstances. We reserve the right to cease offering these products at any time without notice. Income Protection/Life Insurance is distributed by Experien Insurance Services Pty Ltd (Experien Insurance Services) which is an authorised representative of Financial Wisdom Limited. AFSL 231138 (AR No.320626). Experien Insurance Services is a preferred supplier of Investec Professional Finance Pty Ltd.

CLINICALLY

PROVEN

BLOCKSchannels to the nerve

NUMBthe nerve

Most SensitiveToothpastes†

WHY DOES IT WORK BETTER?

† Potassium variants which numb the nerve. * When directly applied to each sensitive tooth with a fingertip for one minute.** Vs. Potassium and strontium based sensitive toothpastes. 1 Nathoo S et al J Clin Dent 2009; 20 (Spec Iss): 123-130 .

. . . . . . . . . . . . . . . . . Instant relief * . . . . . . . . . . . . . . . . . .

. . . . . . . . . . . . Superior lasting relief ** . . . . . . . . . . . .

. . Clinically proven Pro-Argin™ technology . .

. . . . Relieves the pain of sensitive teeth . . . .

Provides instant relief with directapplication and continued relief with

subsequent twice daily brushing1

Colgate® Sensitive Pro-Relief™ Toothpaste

Positive control: Toothpaste with 2%potassium ion

Negative control:Toothpaste with1450ppm fluorideonly

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