Australia’s leading dental magazine

FEBRUARY 2015 $5.95 INC. GST

SPECIAL REPORTBite’s annual

guide to the best ergonomic products

on the market today, page 33

Matter of preference

What is the effect of private health insurers

and their preferred provider system? Page 12

On the receiving end

Why reviewing internal controls over cash and

receivable adjustments is vital to your business,

page 28

The dream teamDiscover the benefits of kick-off meetings,

page 16

Breaking gradHow tenacious young scientist Samantha Khoury discovered

a breakthrough in the diagnosis of oral cancer, page 24

CONTENTS

Protect your investmentA-dec CARE is a 55 point check-up of your chair and includes replacement of listed serviceable components. Adhering to the 55 point list, an A-dec trained technician will inspect, lubricate, test and adjust your chair package. With a view to maximising your equipment’s uptime.

How do you take advantage of A-dec CARE?

Call A-dec or your A-dec dealer today and they’ll take care of the rest.

Peace of mind is just a phone call away.

PROTECT YOUR INVESTMENT

ANNUAL SCHEDULED

55 POINTCHECK UP

ANNUAL SCHEDULED

55 POINTCHECK UP

© 2014 A-dec Inc. All rights reserved

ChairsDelivery SystemsLightsMonitor MountsCabinetsHandpiecesMaintenanceSterilisationImaging

For more information Email: a-dec@a-dec.com.au Phone: 1800 225 010 Visit: www.a-dec.com.au Follow us on Twitter: @A_decAust

NSW/ACTCASTLE HILL Critical Dental (02) 8883 0674

MIRANDA Dental Installations (Aust) Pty Ltd (02) 9526 3500

PEAKHURST Pegasus Dental Services Pty Ltd (02) 9584 1188

WARNERS BAY Presidental Pty Ltd (02) 4954 5724

SA/NTEDWARDSTOWN Dental Concepts (08) 8177 0600

QLDCOOLUM BEACH Suntech Dental Equipment Services (07) 5351 1336

CURRAJONG Medical Dental Solutions NQ Pty Ltd (07) 4728 2055

EAST BRISBANE RJ Dental Sales and Service (07) 3391 0208

PALM BEACH East Coast Dental Services Pty Ltd 1800 098 955

WINDSOR Dental Depot 1800 333 768

VICBRAESIDE Medi-Dent 1300 886 674

PORT MELBOURNE Alldent Pty Ltd (03) 9646 3939

WABELMONT West Coast Dental Depot (08) 9479 3244

WEST PERTH Dental Intelligence (08) 9226 2226

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COVER STORY YOUR BUSINESS YOUR TOOLS YOUR LIFECONTENTS

Contents

1612

28

NEWS & EVENTS4. Report confirms dentist oversupplyADIA says red tape should be cut; ADOHTA elects new president; a long-lasting treatment for sensitive teeth and much more …

YOUR WORLD12. The problem with preferred providersThere is great concern in the dental profession about the influence and effect of private health insurers and their preferred provider agreements

YOUR BUSINESS16. Smells like team spiritThere’s no better time of year than now to plan the year ahead. Here’s how to plan a kick-off meeting for 2015

19. New lease of lifeDeciding whether to buy or rent premises requires plenty of research and financial advice

28. Cash controlKeeping a close eye on your receivables is key to staying solvent. Find out how a well-designed collections policy can help you manage cash flow and avoid bad debts

YOUR TOOLS10. New productsAll the latest and greatest gear for your practice

33. Product guideBite magazine’s guide to the best ergonomic products on the market today

43. Tools of the tradeIncredibly useful crown matrix buttons; non-threatening dams that patients like; cloud-based accounting packages and more are under review this month

YOUR LIFE46. Play writePlaying the tar and writing calligraphy keeps Dr Mahkam Ghanbari of Gumdale Dentists in Gumdale, QLD, in touch with her Persian heritage

February 2015

custom content

9,459 - CAB Audited as at September 2014

For all editorial or advertising enquiries:Phone (02) 9660 6995 Fax (02) 9518 5600 info@bitemagazine.com.au

Bite magazine is published 11 times a year by Engage Media, Suite 4.17, 55 Miller 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 Webstar.

Editorial Director Rob Johnson

Sub-editor Kerryn Ramsey

Editor Nicole Hogan

Art Director Lucy Glover

Commercial Director Mark Brown

Sales Director Andrew Gray

Digital Director Ann Gordon

19

Protect your investmentA-dec CARE is a 55 point check-up of your chair and includes replacement of listed serviceable components. Adhering to the 55 point list, an A-dec trained technician will inspect, lubricate, test and adjust your chair package. With a view to maximising your equipment’s uptime.

How do you take advantage of A-dec CARE?

Call A-dec or your A-dec dealer today and they’ll take care of the rest.

Peace of mind is just a phone call away.

PROTECT YOUR INVESTMENT

ANNUAL SCHEDULED

55 POINTCHECK UP

ANNUAL SCHEDULED

55 POINTCHECK UP

© 2014 A-dec Inc. All rights reserved

ChairsDelivery SystemsLightsMonitor MountsCabinetsHandpiecesMaintenanceSterilisationImaging

For more information Email: a-dec@a-dec.com.au Phone: 1800 225 010 Visit: www.a-dec.com.au Follow us on Twitter: @A_decAust

NSW/ACTCASTLE HILL Critical Dental (02) 8883 0674

MIRANDA Dental Installations (Aust) Pty Ltd (02) 9526 3500

PEAKHURST Pegasus Dental Services Pty Ltd (02) 9584 1188

WARNERS BAY Presidental Pty Ltd (02) 4954 5724

SA/NTEDWARDSTOWN Dental Concepts (08) 8177 0600

QLDCOOLUM BEACH Suntech Dental Equipment Services (07) 5351 1336

CURRAJONG Medical Dental Solutions NQ Pty Ltd (07) 4728 2055

EAST BRISBANE RJ Dental Sales and Service (07) 3391 0208

PALM BEACH East Coast Dental Services Pty Ltd 1800 098 955

WINDSOR Dental Depot 1800 333 768

VICBRAESIDE Medi-Dent 1300 886 674

PORT MELBOURNE Alldent Pty Ltd (03) 9646 3939

WABELMONT West Coast Dental Depot (08) 9479 3244

WEST PERTH Dental Intelligence (08) 9226 2226

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COVER STORYMedical marvelDentists are at the frontline of oral cancer detection and having the ability to suggest something as simple as a blood test could save lives

24

COVER STORY YOUR BUSINESS YOUR TOOLS YOUR LIFENEWS & EVENTS

Increased reliance on the work of overseas regulators will reduce red tape for the domestic medical device sector, according to the Australian Dental Industry Association (ADIA). This was the advice tendered by ADIA to an expert

panel appointed by the Australian Government to review medicines and medical device regulations.

“ADIA member businesses supply more than 95 per cent of the products used by dentists and allied oral healthcare professionals,” said Troy Williams, ADIA chief executive officer. “These businesses are drowning in red tape and this review provides an opportunity to remove a lot of the unnecessary regulatory requirements.”

Most dental products are deemed to be medical devices for regulatory purposes and fall within the purview of the Therapeutic Goods Administration (TGA). According to ADIA, the legislation administered by the TGA is overdue for reform.

“ADIA’s key requirement is that the TGA’s medical device regulatory framework be based on a risk management approach designed to ensure public health and safety, while freeing industry from unnecessary regulatory burden,” Williams said.

The ADIA submission aligns strongly with a principle recently announced by the Australian Government that if a system, service or product has been approved under a trusted

international standard or risk assessment, the TGA should not impose additional requirements for approval in Australia unless it can be demonstrated that there is a good reason to do so.

“In a practical sense, the pathway set forward by ADIA will allow Australian manufacturers and suppliers of dental products to rely upon certification of trusted overseas regulators, expediting the introduction of new and innovative medical technologies to the local market,” Williams said.

In its submission ADIA has also issued strong warnings on proposals to remove low risk medical devices from the Australian Register of Therapeutic Goods (ARTG). According to ADIA, such a move will open the floodgates and see the use of substandard medical devices in homes and healthcare settings without effective regulatory oversights by the TGA.

“ADIA is a strong proponent of deregulation as is evidenced by the arguments set out in our submission to the review; however, the proposal to remove regulatory oversight of low-risk medical devices is a step too far. If successful, this removal of regulatory oversight will compromise public health and safety. Such a move is as scary as it is ludicrous,” Williams said.

The expert panel reviewing medicines and medical device regulation is to deliver its findings to the Australian Government by 31 March this year.

TGA red tape should be cut, says ADIA

This long-awaited supply and demand study of the oral health workforce, ‘Health Workforce 2025—Oral Health’ report, confirmed the long-held view of the Australian Dental Association (ADA) that there are too many dentists and, in fact, dental hygienists, dental therapists and oral health therapists entering the workforce in Australia to meet current and projected demand.

Newly elected president of the ADA, Dr Rick Olive, AM RFD, said, “For about a decade, the ADA has been seeking to have a formal study of the dental workforce undertaken to examine concerns about an oversupply of dentists. Our own statistics show we need about 510 new dentists entering the workforce per year to cater for replacement of retirees and population growth yet there are more than 1000 per year being registered.”

In response to anecdotal reports, the ADA conducted a number of surveys which repeatedly show that

dentist graduates are experiencing increasing difficulty obtaining full-time work. These findings are consistent with Graduate Careers Australia reports which demonstrate large drops in the number of dentist graduates obtaining full-time positions.

Dr Olive continued, “We are concerned about the future for dentist students. This is why we have called on the Australian Government to place a cap on the number of Commonwealth Supported Places in dental programs, and more importantly to remove the occupation of dentist from the Skilled Occupation List to slow down the migration of overseas dentists and free up available jobs for Australian graduates. With the report’s release, all governments, universities and other stakeholders now have an evidence base to develop an appropriate dental workforce policy response.”

In undertaking their study, Health Workforce Australia (HWA) consulted

broadly, and examined who is providing dental services and the type of services being provided in both public and private sectors. HWA applied seven alternative workforce planning projection scenarios, including increasing the demand for services, increasing productivity, reducing both migration and university graduate numbers. All scenarios presented the same result: the supply of the dental workforce is projected to exceed demand.

“Australia has reached self-sufficiency in its supply of dentists. Given the investment made by the Australian Government and individuals to educate a dentist, every effort must be made by government to ensure that Australian graduates have jobs at the end of their program of study. A number of workforce policy options must be considered, not least of which must be the immediate removal of the occupation of dentist from the Skilled Occupation List.”

4 Bite magazine

Health Workforce Australia report confirms national oversupply of dentists

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NEWS & EVENTS

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*Terms and Conditions apply. Offer applies to a selected range of Quest® ceramics IPS e.max® crown, FMZir, VITA SUPRINITY® and VITA ENAMIC®. Valid for a limited time only, orders must be received in our laboratory by Friday 20th March 2015.

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COVER STORY YOUR BUSINESS YOUR TOOLS YOUR LIFENEWS & EVENTS

6 Bite magazine

Call for an end to medical/dental divide

Rather than soothe and comfort, a hot cup of tea or cocoa can cause people with sensitive teeth a jolt of pain. However, scientists are now developing a new biomaterial that can potentially rebuild worn enamel and reduce tooth sensitivity for an extended period. They describe the material, which they tested on dogs, in the journal, ACS Nano.

Chun-Pin Lin and colleagues note that tooth sensitivity is one of the most common complaints among dental patients. Not only does it cause sharp pains, but it can also lead to more serious dental problems. The condition occurs when a tooth’s enamel degrades, exposing tiny, porous tubes and allowing underlying nerves to become more vulnerable to hot and cold. Current treatments, including special toothpastes, work by blocking the openings of the tubes. But the seal they create is superficial and doesn’t stand up to the wear-and-tear of daily brushing and chewing. Lin’s team wanted to find a more durable way to address the condition.

The researchers made a novel paste based on the elements found in teeth, namely calcium and phosphorus. They applied the mixture to dogs’ teeth and found that it plugged exposed tubes more deeply than other treatments. This depth could be the key, the researchers concluded, to repairing damaged enamel and providing longer-lasting relief from tooth sensitivity.

A potential long-lasting treatment for sensitive teeth

Dental and medical practitioners must work together more closely to tackle the growing divide in Australian dental health, according to an article in the Medical Journal of Australia. The article, written by Dr Lesley Russell, a Visiting Fellow at the Australian Primary Health Care Research Institute in Canberra, said ending the divide is essential for efficient healthcare expenditure and improved health outcomes.

“Oral diseases can ravage the rest of the body and physical illnesses and trauma affect oral health,” Dr Russell wrote. “Moreover, the risk factors for oral disease and dental decay—high sugar diets, poor hygiene, smoking and excessive alcohol consumption—are also risk factors for heart disease and cancers. Yet medicine and dentistry remain distinct practices that have never been treated the same way by the healthcare system, health insurance funds, public health professionals, policymakers and the public.”

Dr Russell pointed to a recent report from the Australian Institute of Health and Welfare highlighting Australians’ dental health has not improved in recent years. “There has been a rise in the average number of children’s baby teeth affected by decay and an increase in adults reporting adverse oral impacts. Nearly half of all children aged 12 years had decay in their permanent teeth, over one-third of adults had untreated decay and over 50 per cent of people aged 65 years and over had gum disease.

“It’s time to make dental and medical professionals partners in delivering healthcare services and to include the mouth as part of the body. This should entail some shared training, recognition that dental services are an integral part of primary care, inclusion of dental information on personally controlled electronic

health records, and professional courtesies around patient referrals. Primary care doctors, nurses and allied health professionals need training in oral health screening, providing oral hygiene advice and emergency pain management. Specialists need to consider the dental implications of their patients’ diagnoses and treatments. And dental professionals need to advise patients’ doctors about infections and other oral health problems. They have a key role in screening for cancerous and precancerous lesions.”

Dr Russell also wrote in the absence of a universal dental care system, a possible replacement would be “for an investment in a ‘Dental Health Service Corps’ made up of dentists, doctors, nurses, community and Aboriginal health workers and public health professionals to take oral health services where they are needed.”

Dr Russell’s assessment of the role of private health insurers—which is also of interest to groups like the Australian Dental Association—is to “consider their role in providing better dental care with reduced costs”.

“Current caps on services mean even a check-up can leave patients out of pocket. The best-value investments for governments are in three areas: fluoridation, preventive services for children, and preventive and services for the poor and those with special needs. This will require dental services that are more accessible, especially to those outside metropolitan areas, and more affordable,” Dr Russell wrote.

NEWS & EVENTS

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COVER STORY YOUR BUSINESS YOUR TOOLS YOUR LIFENEWS & EVENTS

Hellene Platell (pictured) has been elected national president of the Australian Dental and Oral Health Therapists’ Association (ADOHTA) following a meeting of the national executive.

Platell brings a wealth of experience to the role, having worked as a dental therapist and dental hygienist in public and private general dentistry, periodontics and orthodontics for the past 40 years. She has served on a number of advisory committees and working parties to advance dental therapy in WA and Australia.

Platell has lent her experience to students of dental hygiene, dental therapy and oral health therapy at the Curtin University of Technology as a sessional academic and clinical tutor.

Platell regularly participates in Dental Rescue Days organised by the National Dental Foundation. This involves pro bono work treating patients who come from violent backgrounds, suffer

mental health concerns, are homeless, or who battle addictions. She has also volunteered her skills overseas on self-funded trips to improve the oral health of orphans living in Vietnam.

Platell has served as ADOHTA national councillor for WA since 2009 and prior to that has served as president and secretary to the Dental Therapy Association of WA, national secretary of the Australian Dental Therapy Association and president of the Dental Therapy and Hygiene Association of WA.

Platell thanked outgoing president Julie Barker who announced earlier this year she would be stepping down from the role after a decade of leadership.

“Ms Barker has been an exceptional president whose leadership has steered our association into a strong position to deal with the many changes that are occurring. I hope I may continue her work towards achieving a better dental outcome for all Australians,” Platell said.

Barker was pleased to be able to hand the presidency into Platell’s capable hands.

“Hellene has the determination and experience to take on the organisation’s leadership and handle any challenges with aplomb. I’m confident ADOHTA will continue to grow and succeed under her leadership,” said Barker.

8 Bite magazine

Bite magazine wishes to clarify that dental therapists, dental hygienists and oral health therapists are not registered specialist dental practitioners and any impression given in the article ‘Holey Trinity’ (published in the October 2014 edition) that they are, is unintended. We also advise that Associate Professor Julie Satur (interviewed for the article) was incorrectly quoted in this regard.

ADOHTA elects new president

Sponsorship in questionAfter closing for its annual maintenance period in early January, the London Eye has reopened as the Coca-Cola London Eye.

The sponsorship means each pod has Coca-Cola branding inside, staff wear branded red tops, security staff wear branded beanie hats, all the cafes have large branded posters, and the wheel no longer shines blue at night, but Coca-Cola red.

The move has concerned medical professionals and children’s charities. As coordinator of the Children’s Food Campaign, Malcolm Clark and his team of volunteers handed out 500 toothbrushes recently—the same number of children aged five to nine hospitalised every week due to tooth decay. “It’s totally inappropriate for a major family attraction to be sponsored by a sugary drinks company. Soft drinks are the largest source of sugar in children and teenagers’ diets, associated with weight gain and obesity, diabetes,

heart disease and poor dental health.”Professor Simon Capewell from the

University of Liverpool said the deal was “scandalous”. “People no longer tolerate sponsorship by tobacco companies. Why on earth should we tolerate sponsorship by a sugary drinks company?”

Merlin Entertainment, which owns the London Eye, said Coca-Cola’s relationship with health was not a concern. Sahrette Saayman, Merlin’s communications officer, said: “Our customers are free to consume what they want. Coca-Cola will bring fun activities to the London Eye, which is something we’re looking forward to and delighted about.”

Coca-Cola Great Britain said: “Our drinks can be enjoyed as part of a balanced diet and we’ve taken actions to help people choose the best drink for them and their families, including signing up to the Government’s responsibility deal and committing to reduce the calories in our drinks.”

NEWS & EVENTS

The three most important letters in postgraduate training. High quality CPD is essential to gaining knowledge

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NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFE

10 Bite magazine

NEW PRODUCTS

New products

In the past few years, there has been something of a revival in orthodontics as it moves back into the GDP

arena with the advent of cosmetic, or short-term orthodontics.

Several new systems have been introduced, proposing shortened treatment times to provide anterior aesthetic alignment. A need developed for a system created on specialist, evidence based, orthodontic principles, with complete laboratory and clinical support. Such a system is now available in Australia – Quick Straight Teeth (QST).

The QST team say their system has three major advantages; firstly, QST represents an opportunity for general dentists to provide simplified orthodontic treatment on a clinical level. The system is built on a sound base of evidence, having been in operation in the UK and Europe for several years. QST allows the general dentist to feel they are in control at all times, backed up by clinical support both here and internationally.

Secondly, the price. QST say they are priced below similar systems, with Fixed Appliances ONLY $600 per arch including retainers and whitening. This could allow the general dentist to promote orthodontics in a way that more patients can be treated due to reduced costs, but with no loss of margin to the practitioner.

Thirdly, the system comprises quality branded brackets, components, instruments, teaching and back-up, despite low retail low costs. The company operates on a philosophy of making a little profit on many customers—so quality is

paramount, but at a cost that makes it attractive to all.

In 2015, the QST Team will be running courses throughout Australia, supported by international and local lecturers with years of experience in various orthodontic systems.

Courses start from $395 + GST and will generate 7 CPD hours.

The courses are 90 per cent hands-on, whereby a dentist will treat an entire ‘patient’ throughout the day—this ensures they have the skills and the confidence to walk into practice and implement these treatments immediately.

Post-course back up is provided on-line 24 hours a day on both the clinical and marketing aspects. Necessary diagnostic changes and all treatment plans will be suggested and at all times any QST dentist is supported by the years of clinical experience provided by the international team.

There will be opportunity for dentists to learn via the extensive online resources and connect with other dentists across the world providing QST.

Manufacturing will be done in Australia by well-recognised technicians who have been in the business for nearly 30 years.

QSTCosmetic orthodontic system option

Before

After

Visalys Temp BPA- Free provisional crown & bridge material

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cured, multifunctional acrylic composite, suitable for the fabrication of temporary crowns, partial crowns, bridges, inlays, onlays and veneers. While there are many products in this category, Visalys Temp say they stand out because of the absence of Bisphenol-A or Bisphenol-A precursors in its chemistry. Other features of Visalys Temp include a short 4 min setting time, low setting temperature and minimal dust generated during trimming. Visalys Temp also has one of the thinnest smear layers on the market so a high lustre can be achieved with minimal polishing—saving chair time.

Dental Advisor awarded Kettenbach Visalys Temp its 2014 Editor’s Choice award with a 97 per cent approval rating while 90 per cent of evaluators from the Catapult Group would recommend Visalys Temp to their peers.

Available in the following shades A1, A2, A3, A3.5, B1 and BL Visalys Temp can be purchased exclusively through Gunz Dental Australia & New Zealand.

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With approximately 70 per cent of restorations placed in the posterior, dentists

everywhere are seeking solutions to help them perform faster and easier procedures without compromising patient care. Now, new 3M™ ESPE™ Filtek™ Bulk Fill Posterior Restorative meets this need as a one-step placement bulk fill material that delivers stress relief, excellent wear resistance, and the ability to place up to 5mm in one increment. By eliminating expensive dispensing

devices, additional layers and multiple steps, Filtek Bulk Fill posterior restorative gives dentists a fast and easy option for direct restorations.

With a simple one-step placement technique up to 5mm, Filtek Bulk Fill posterior restorative can save valuable chairtime by giving dentists a ‘one and done’ option. It’s uniquely formulated for stress relief, with two novel methacrylate monomers that act in combination to lower polymerisation stress. The use of these monomers enables bulk placement without sacrificing strength or wear resistance.

It also utilises the same true nanofiller technology of other Filtek restoratives, which enables high strength, wear resistance, surface smoothness and gloss retention.

Filtek™ Bulk Fill Posterior Restorative launching 1st March 20153M™ ESPE™ Unveils Filtek™ Bulk Fill Posterior Restorative One-step placement solution designed for durability

NEWS & EVENTS COVER STORY YOUR TOOLS YOUR LIFEYOUR WORLD

12 Bite magazine12 Bite magazine

The problem

There is great concern in the dental profession about the influence and effect of private health insurers and their preferred provider agreements. Chris Sheedy speaks with experts about the future, and how great businesses will survive the challenge

with preferred providers

Bite magazine 13

It makes sense that some dental practice owners might be tempted into accepting a preferred provider offer from a private health insurance company, says Julie Parker, co-founder of Julie Parker Dental

Management. From a personal point of view, Parker says, she completely understands why this might happen. Some dental practice owners are feeling

with preferred providersthe pinch. Some are seeing less patients coming through their doors thanks to an environment of increased competition. She understands the motivation that might encourage a practice owner to become a preferred provider for an insurance company. But at the same time, Parker says, she is concerned about the damage the preferred provider model is doing to the dental industry.

“I recently looked into what happens to your income as a business owner when you become a preferred provider, and also what you have to do with the structure of your business and what you need to do as a practitioner of dental services when

you discount your fee,” says Parker, whose business offers dental practice owners personalised reports on the financial impacts of signing up as preferred providers.

“The benefits you receive in terms of more people coming through the door ends up creating a false sense of security. Suddenly, as a business, you’re functioning on a much lower dollar amount and compromises have to be made. They might include quality of staff, lower wages, quality of materials, and less funds for staff training and development. The result of becoming a preferred provider is a reduction in your ability to provide the sort of service that you would usually choose to provide. For our industry, the effect of increased private health fund control is going to erode the freedoms of choice that dentists would normally have in the way they provide their services. I am very concerned about this.”

The Australian Dental Association (ADA) shares Parker’s worries. Dr Terry Pitsikas AM, chair of the ADA’s Schedule and Third Party Committee, says that although preferred provider agreements have been around for probably more than two decades, it has only been in the past 10 years that private health insurance providers have begun aggressively targeting an increase in the numbers of contracted dentists.

More recently, we have also seen health funds actually owning dental surgeries and this, Dr Pitsikas believes, introduces serious ethical issues.

“One of the problems we have philosophically is whether a health insurer should actually be providing the service for which they are charging a fee, providing a rebate and then charging the contributor a fee to actually join the insurer,” he says, describing

Dr Terry Pitsikas AM

“One of the problems is whether a health insurer should be providing the service, charging a fee, providing a rebate and then charging the contributor a fee to actually join the insurer.”

Quote

referrals then you will always be more successful than one that doesn’t.”

So how is this achieved?“First of all, you must be providing high quality customer service, your prices must not be astronomical and your location must be right,” she explains. “Then you need to ask your patients to refer you onwards to their friends, family and colleagues. Putting a reward system in place can be a highly successful strategy to encourage referrals.”

One successful reward Parker has utilised in the past has been to offer referring patients a free scale and clean during their next visit. Those who have been referred should also receive a special offer, perhaps a half-price examination. Parker has also seen popular items as movie tickets used successfully to encourage referrals.

“I prefer the highly relevant offerings,

a clear conflict of interest that is not visible to the patient.

A more extreme example, he says, is a bookie at a race course who also owns the race course itself and all of the horses, trainers and jockeys. “Then add in the fact that they charge people to come and watch and then are instructing the jockeys in how they must ride their horse during each race,” says Dr Pitsikas.

It is not a pretty picture that experts draw of dentistry becoming the plaything of the health insurance industry, whose collective profits in general treatments alone (previously known as ‘ancillary cover’) over the past five years, according to an ADA report, have exceeded $5 billion.

“We field a lot of complaints from members on the basis that health funds are deliberately redirecting patients,” Dr Pitsikas says. “Patients who have had their usual dentist for the last 20 years are being forced by their private health insurer, by their punitive difference and discrimination in rebates between individual dentists, to go to a new dentist they have never met. Just by walking through the new dentist’s door they automatically receive a much higher rebate because this dentist has signed a contract with the health fund. If they elect to remain with their customary dentist, they are not offered reduced premiums because they will receive less rebate. Something just doesn’t add up here.”

With such price competition on top of the fact that the dental industry has become increasingly crowded and competitive, what is a dentist to do? How do they compete if they wish to remain independent of the health funds?

“The advice we give to our members is that ultimately it is their business decision,” Dr Pitsikas says. “Our advice, and my long-term advice, has always been that I value my relationship with my patients. The reason I am as busy as I am is because of the service that I provide. And I am not a preferred provider of an insurance company.”

Parker agrees, but takes the service argument a step further. “If you’re a business that builds success off patient

YOUR WORLD

14 Bite magazine

such as free or half-price dental services, that keep the clients coming back through your door and experiencing your fantastic customer service,” she says. “And if you truly understand the value of your referring patients then you will realise their value to your business is enormous, so offering them some work for free is absolutely a great investment.”

Or you could sign up as a preferred provider with a health fund, as many practices have decided to do. “It is ultimately your own business decision,” Dr Pitsikas says, “but I believe it is the wrong time of your life to be compromising your values, your profitability and the enjoyment of your profession. There are still many strong practices that are not preferred providers. They are very busy and doing well as businesses and for their patients. I know this because my practice is one of them.”

Dr Terry Pitsikas

“We field a lot of complaints from members on the basis that health funds are deliberately redirecting patients.”

Quote

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NEWS & EVENTS COVER STORY YOUR TOOLS YOUR LIFEYOUR BUSINESS

16 Bite magazine

There’s no better time of year than now to plan the year ahead. Natasha Shaw shares how you and your team can plan a kick-off meeting for 2015

16 Bite magazine

Smells like team spirit

Bite magazine 17

“Coming together is a beginning. Keeping together is progress. Working together is success.”

These are the wise words of American industrialist Henry Ford—they hold true for every business created since the dawn of time and, at their very essence, is that important word, ‘team’.

We’ve all heard managers and colleagues say that we need to ‘work as a team’. And the team-building mantra is never more prevalent than over the Christmas period with all those team thankyou speeches, and at the beginning of a New Year when it’s the ideal time to start afresh and work out any kinks in the team process.

So, here we are at the beginning of 2015. As a dentist, assistant or any other integral member of a practice, you will be looking forward to a successful year, a year when the staff all work together happily and cohesively, supporting and growing the business. Whether you work in a small practice, or a large dental centre, these goals will be the same, so here is how to ensure your team gets off on the same foot.

Coming togetherIn a dental practice, the primary dentist is usually the leader and has the important role of managing the team. However, a managerial position can be overwhelming for many dentists at the beginning. They’ve learnt about dentistry at university and are probably confident in their field, but suddenly need to learn how to effectively guide a team within their practice so they can concentrate on their craft and develop their business. Their patients, after all, expect a well-oiled machine—a place where they can easily make appointments and be seen on time, and where they feel valued and are treated professionally during their visits.

“A leader decides on the various

things they want to offer patients in their practice,” says leadership and training expert, Anita Roubicek of Prime Practice (primepractice.com.au), an organisation that teaches dentists successful management skills and principles. “They set a vision and goals for these things to be achieved, they employ the right staff who can share their vision, then they support this team and train them throughout the process. It all starts at the top.”

And while a leader strives for a quality team, the ‘ideal’ team is in the best interests of everyone at the practice. “Working with multiple agendas isn’t going to work,” says Roubicek. “A strong team has a shared vision, clear goals, recognises any achievements, has the right skills and knowledge as well as the ability to communicate effectively.”

In a nutshell, a dental practice cannot be successful without the harmonious collaboration of all staff members.

Keeping togetherPrime Minister Tony Abott announced at a Business Council of Australia dinner last October: “I am inviting the Labor Party, the State Governments, to join ‘Team Australia’ and to think of our country and not just the next election.” Yes, even those right at the top know the importance of getting a team together to keep things running smoothly.

“A united team typically operates with a sense of ‘we’re all in this together’,” says Nicholas Vayenas, a managing consultant at Liquid HR. “As work demands increase and stress levels can escalate, sharing the experience tends to be more manageable than by going it alone.”

However, as with any group of people, it’s not always smooth sailing. Dominant personalities can often reign over more timid personalities, disagreements occur and some members will work harder than others.

Roubicek says the best way to confront disagreements is to decide right at the beginning of a project or discussion that

accountable as their goals will have become your business’s goals in order to achieve the final result. The team can then manage the day-to-day running of the practice while the dentist is left to practise their dentistry.

The beginning of each new year is the perfect time to reflect on past experiences and set small and large goals for the months ahead. As a team you can look to past projects

and determine what contributed to their success, or work out ways to improve.

“Reflection is critical,” says Vayenas. “Individuals and teams need to constantly evaluate what went well and what didn’t at the end of any project. As the old saying goes, ‘There is no such thing as failure—just learning experiences’.”

So, why not gather your team, make the best of all those learning experiences of the past and embrace each member’s strengths, so that 2015 is a wonderful year filled with much success?

you are going to collaborate, no matter what. “Agreeing to disagree is part of an effective business,” she says. “You need to have the mindset that because you are operating together as a team, you agree to support the outcome even if you don’t always agree with it. A leader can help with this by delegating roles that can bring people’s strengths to the table; they can make the more timid staff members shine and give dominant people supporting roles so they have the opportunity to help others.”

It is vital you don’t let opposing opinions fester and instead communicate your issues, advises Vayenas.

“Whether it is through a mediated process or simply the parties discussing the issue, disagreements quite often come down to a lack of insight into where the other person is coming from. A leader will manage the team’s expectations well so that all members have a clear understanding of the acceptable behaviours required. The rules must always be universal.”

Working together“If you are not a good leader, your team won’t work well together,”

explains Roubicek. “A leader needs to have vision, trust their staff, have good communication skills, be able to delegate effectively and inspire their team. All of these things start with the leader.”

A true leader, she says, will always keep their team informed of day-to-day activities, have regular team meetings, ensure there are team goals, not just individual goals, and help the team work towards the overall success of the business, not just each member’s individual success. In this way, team members will keep each other more

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Agreeing to disagree is part of an effective business.

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NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFEYOUR TOOLSYOUR BUSINESS

You’ve found the right location with good prospects for growth, figured out the demographics, and forecast the numbers with your financial adviser. The only

dilemma is deciding whether you should buy or rent the premises. The traditional vision of owning a practice has a certain charm, but alternatively, leasing premises can work in your favour as a long-time option.

The decision to buy or rent is often out of your hands, due to your choice of location. For city dentists, leasing is often the only option when the property is located in a larger commercial or retail centre. Leasing a practice in a shopping centre has real benefits including a secure location, high levels of passing traffic, and—the ‘golden nugget’—plenty of car parking. A similar situation takes place in practices located in medical centres; these centres appeal to customers as they can offer comprehensive services.

Drs Miriam and Danielle Matthews, who run Mordialloc Dental Group in a Melbourne bayside suburb, have found that leasing premises has made their life more manageable. For the past 13 years, they’ve been renting the space but owning the goodwill. “We both have young families and we realised that having all that money tied up in very expensive premises for many years was not the best position for us,” says Dr Miriam Matthews. “Even though our premises are not purpose-built—we’re upstairs and it’s quite small—it works. It’s in a really good location and we soon realised that staying put and investing in other things was going to be a better pathway for us.”

When setting up a rental agreement, it’s the length, duration and optionality that are key priorities to consider, explains Paul Freeman, chief executive officer of Medfin Finance, a division of National Australia Bank.

Deciding whether to buy or rent premises requires plenty of research and financial advice. Kerryn Ramsey looks at both options

New lease of life

Bite magazine 19

FACULTY OF DENTISTRY

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creation strategy?” Likewise, you need to consider if renovations are necessary after purchase and incorporate those costs into your financial planning.

There are various tax breaks when buying or renting a dental practice. Generally, tax deductions can be claimed for a portion of the loan payment as interest and for depreciation. When renting, a practitioner may claim the entire lease payment as a tax deduction. The equipment write-off is

In a nutshell, commercial rental yields are currently running at eight to 12 per cent, providing a positive cashflow result when purchasing your own premises. And it means that the loan repayments may actually be less than paying rent.

“Owning the suite from which you practise provides a higher level of control and certainty not necessarily afforded when leasing,” says Phillip Apelbaum, director of Healthcare Real Estate. “You may also benefit from any increase in capital value. Ownership of the property also means you are having control should you wish to redevelop or refurbish in the future.”

According to Medfin, the purchase price of a practice is usually determined by a combination of equipment, goodwill proximity and stock. It’s possible to finance your goodwill separately to your equipment and take advantage of possible tax benefits. Also, many dentists find that if they purchase a practice from an established principal vendor, the same vendor may offer the

purchasing dentist the premises as part of the sale transaction. That dentist could also be offered equity or part share of the practice.

Overall, it’s vital to plan your business strategy in the long term. Medfin’s Paul Freeman suggests that you ask yourself a key question. “Do you want to own the business premises yourself, or is it an asset worthy of putting into your self-managed super fund and have it form part of a longer term wealth

YOUR BUSINESS

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To see if you’re eligible:Visit: www.rhwa.org.au/DRISSEmail: DRISS@rhwa.org.auFreecall: 1800 475 433

Government grants are available for registered general dentists who want to work in private practice in a location more regional, rural or remote than their current location.

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Open to opportunities in rural Australia?

When renting, a practitioner may claim the entire lease payment as a deduction.

Paul Freeman, chief executive officer of Medfin Finance

“You have to draw a distinction between the physical premises and the business itself.”

Quote

business,” says Freeman. “You have to draw a distinction between the physical premises and the business itself. You have to decide on the best location, logistically, to house your business. Think about what your customers will need and find attractive, and help you attract and retain your clientele over time. And most importantly, you need a long-term plan—of five years and then 10 years.”

When you are ready to dive into the deep end of practice ownership, it is important to research, plan and get financial advice. And while the purely financial side of things are a priority, it is also worthwhile to consider the impact business ownership will have on your work/life balance and any other future plans.

then tied to the lease term which can be shorter than the applicable depreciation schedules, resulting in larger tax deductions each year.

Another positive aspect of leasing is the security of tenure. Dr Miriam Matthews is well aware of this as she has another 10-year lease with an “excellent landlord”.

The premises is part of a heritage building, so there will be no redevelopment. “But we worry that if he passes down the property to his family in the future, they may not want to continue our lease. My feeling is that he would probably tell them that he has a good set-up with good tenants. If that problem arose then we would have to look at the possibility of purpose-built premises somewhere. However, it would never be as good a location—we’re near a railway and shops. It’s great.”

Before signing on the dotted line, be aware that leases are usually negotiable. As Phillip Apelbaum explains, “The good thing about leasing is you’re not married

to the property. It’s more transient, it gives you more flexibility, and it’s easy to move to a different property—perhaps a larger practice—at the end of the lease.” He also suggests it’s worth being frugal when any renovations are required. “It’s often not ideal spending a lot of money on somebody else’s property,” he says.

Buying the right property may, however, offer a more secure, long-term plan. This can range from expanding the practice to fitting it out to suit your requirements. It can also be treated as a building block towards retirement.

Although, if a practitioner needs to sell, buyers aren’t drawn from the general public, but limited to dentists.

Most practice premises acquisitions are complex. “I think the key thing is to think about your practice as more of a

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NEWS & EVENTS YOUR BUSINESS YOUR TOOLS YOUR LIFECOVER STORY

24 Bite magazine24 Bite magazine

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Bite magazine 25

Medical marvel

Samantha Khoury is a bright, tenacious, idealistic young scientist based in the Centre for Health Technologies at University of Technology, Sydney (UTS). She is part of

a groundbreaking team that is working to improve the prognosis for many of the thousands of Australians who are diagnosed with oral cancer annually.

She is also an early riser. “I do my best work before lunch time,” she admits, sparkly eyed at 9am, “so I like to get in here as early as I can and begin testing while my mind is fresh and alert.”

The team, led by Dr Nham Tran, has discovered blood biomarkers for the potential early diagnosis of oral cancer. This research began eight years ago at Royal Prince Alfred Hospital and the University of Sydney, where Dr

Tran was a post-doctoral investigator working on human papillomavirus (HPV) in oral cancers. His idea was to discover whether molecules known as small ribonucleic acids (RNAs) could be used as biomarkers for the early detection of oral cancers.

“These small RNAs are tiny molecules—just 21 or 22 nucleotides long,” Dr Tran says. “And they regulate gene expression in all cells. When they break down, everything goes haywire.”

Oral cancer is the sixth most common form of cancer in the world but the amount of attention and medical research it attracts is disproportionately low. “Studies have been done, profiling the blood of patients with other major cancers, like lung cancer, breast cancer and colorectal cancer,” Dr Tran explains. “Oral cancer seems neglected.”

Dentists are at the frontline of oral cancer detection and having the ability to suggest something as simple as a blood test could ultimately save lives. By Samantha Trenoweth

26 Bite magazine

cover story

26 Bite magazine

Samantha Khoury and Dr Nham Tran are working on a diagnostic blood test for the early detection of oral cancer.

Samantha Khoury and Dr Tran have successfully discovered a set of blood markers. Now her PhD studies involve validating hundreds of blood samples for these biomarkers. When their work is complete, the final outcome will be a diagnostic blood test for the early detection of oral cancer. This will be as simple and hopefully as affordable as the blood tests that doctors regularly request to check cholesterol, iron or blood sugar levels.

The discovery of these biomarkers in the blood will certainly save lives. It will mean that oral cancer can be detected far earlier, through a simple, non-invasive blood test rather than a painful biopsy. And this is crucial because, globally, the incidence of oral cancer is on the rise.

“In India and parts of Asia,” Dr Tran explains, “rates are high as a result of the carcinogens that people ingest. It’s the combination of smoking and the beetel nut that they chew. In India, younger people are diagnosed with oral cancer—often they’re in their early twenties—whereas, in Australia and the USA, the average age for diagnosis is 62.”

“In Australia and other developed countries,” Khoury adds, “oral cancer has primarily been a disease of older men who have a history of tobacco and alcohol consumption. As our populations age, we’re naturally seeing an increased incidence of this cancer.

“We are also beginning to see oral cancers appear in different age groups. In recent years, doctors have identified more oral cancers in young women who have been exposed to the HPV. The HPV vaccine will help significantly, but there are still a lot of people around the world who haven’t received it. In Australia it was delivered free by the government but in America that didn’t happen so, for most people, it’s prohibitively expensive.”

Khoury’s research has been motivated by a combination of personal and academic concerns.

“My grandfather passed away from cancer the year that I entered honours,” she explains. “At that point, I knew that I wanted to practise preventative medicine, and science gives you that opportunity. To be able to discover new

techniques and increase the scope of what a doctor can do—that’s a very exciting and powerful position to be in. For my PhD, I wanted to choose an innovative idea that could be translated into a clinical care setting. That could go into the community, into hospitals and benefit people.”

This innovation, currently being filed under a UTS provisional patent, is cost effective and convenient, and can feed into a whole range of Australian medical screening programs.

When the current round of testing is complete, the team will publish its findings and seek approval from regulatory bodies in the United States and Australia. If successful, they hope to further engage with the dental profession to implement a national screening program for oral cancer.

“A dentist is often the first person to pick up changes associated with oral cancer when they do a visual inspection of the mouth,” Samantha explains. “Dentists are at the frontline of oral cancer detection and they will be reassured when they can suggest something as simple as a blood test if they notice changes in a patient’s mouth. Early intervention with head and neck cancer makes a very big difference making dentists aware of their role is an important strategy.”

Approximately 1100 people are diagnosed with oral cancer annually, which equates to three Australians being diagnosed per day. Currently, the only two options available for patient diagnosis are the brush test and tissue biopsy. This research will provide the first ever blood-based diagnostic kit, which the team has tentatively named miLifeTM.

Because the majority of oral cancers are found as late stage cancers, the death rate is high—around 43 per cent at five years from diagnosis. However, if oral cancers are detected early, patients can have a 90 per cent survival rate. So this is a discovery with

enormous potential to save lives.Khoury says she has her parents to

thank for her swift scientific thinking. “They have been a big inspiration,” she smiles. “I try to model what I do in the laboratory, or in meetings, on the way they organise their own lives. Technical skills can be learnt, knowledge can be gained by reading but the biggest skill set that you can have is the ability to unlearn and relearn things—a bit of neuro-plasticity. If you’re flexible, then you can take anything in your stride. It’s important not to get stuck.”

Her sister is a musician studying at Julliard in New York and Samantha is grateful that her parents encouraged both of them to seek out the things that they were good at and passionate about and then helped them to pursue those ambitions.

“My parents wanted me to be open to new ideas, to be a good thinker and to make decisions for myself based on logic and reason. Science appealed to me because I am a logical person. I like science because it explains things. I was always wondering, always curious, always asking why, and science is a great way to channel that. I wanted to explore what makes things tick.”

Dr Tran came to science through a more circuitous route (via information technology) but he too enjoys its logic and is motivated by a desire “to help make a better world”.

“If we can help someone who comes in for a regular appointment at the dentist or the doctor,” he says, “and we can ensure their cancer is diagnosed early, then that will be an achievement. These biomarkers can change the diagnostic landscape and prognostic outcome for patients with oral cancer.

“I think we are on the way to that,” he adds, “and hopefully, in the next couple of years, we might be able to provide some genuine help in the community. There are some challenges still in front of us but I think we are going to get there.”

Samantha Khoury, researcher at University of Technology, Sydney

“Technical skills can be learnt, knowledge can be gained by reading—the biggest skill set you can have is the ability to unlearn and relearn things.”

Quote

Bite magazine 27

NEWS & EVENTS COVER STORY YOUR TOOLS YOUR LIFEYOUR BUSINESS

28 Bite magazine

Keeping a close eye on your receivables is key to staying solvent. Charmaine Teoh finds out how a well-designed collections policy can help you manage cash flow and avoid bad debts

28 Bite magazine

Cash control

Bite magazine 29

It’s easy to become complacent about receivables when the funds are flowing, but complacency is what gets dental practices into trouble when business is slow or patients start missing payments.

Specialist practices such as orthodontists and periodontists are most at risk of financial issues due to the long-running or significant treatment plans they provide. While these practices usually require an up-front deposit and regular payments over the course of the treatment, there is no guarantee that patients can meet their obligations.

General dental practices that require patients to pay at the time of consultation are less exposed but not immune to cash flow troubles, particularly if they also offer seven-day payment terms.

To avoid dips and spikes in cash flow, it makes good financial sense to implement a collections policy, according to Heath Stewart, a director at Ecovis Clark Jacobs, an accounting firm that specialises in servicing the dental profession.

“While a collections policy is common in specialist practices, it is something I would encourage all practices to put in place immediately,” he says. “They should work with an accountant to record their processes and procedures into a document that can be shared with and easily understood by patients. Practice management programs such as Momentum and Prime can also help practitioners develop a collections policy.

“If practices intend to extend or provide credit to their patients, recovering that debt will be almost impossible unless there’s been an appropriate document given to the patient outlining the payment terms and procedures,” says Stewart.

A good collections policy should contain four essential items. The first is an overview of the treatment plan, including a description of the procedure, the timeframe and the cost. This ensures

the patient is fully aware of the elements of the treatment and can see the cost of each item.

The second element of a collections policy is the payment terms. This will vary depending on the practice. For instance, a general practice might require payment at the time of the treatment or payment within seven days. A specialist practice might ask for an up-front deposit and regular instalments over the course of the treatment, or offer

Heath Stewart, Ecovis Clark Jacobs director

“While a collections policy is common in specialist practices, it is something I would encourage all practices to put in place immediately”

Quote

a discount if patients are willing to pay for the entire treatment up front.

The collections policy should also describe the payment mechanisms available to patients. This could include

direct debit, credit card, BPay or cheque. Practices can also consider offering a credit facility through a third-party credit provider, or an in-house payment plan.

Finally, the collections policy should include debt recovery procedures.

“The policy should include terms and conditions that set out what will happen if a patient defaults on payment arrangements, for example, if they would be liable for any additional costs of collection incurred by the dentist, such as legal costs, interest and court fees,” says Georgina Odell, a senior associate at Meridian Lawyers, a firm with a practice area dedicated to advising dental practices.

If a patient misses a payment, the first step is to call the patient to

is the account due to be paid in seven days; amber is a reminder call or letter sent, and red means recovery action is in process. It’s an effective way to see if funds are flowing smoothly or if there are issues.

“Everyone has a unique way of operating their practice and they do different things in different ways,” says Stewart. “However, the success or failure of the collection policy comes down to the practice’s ability to follow procedure and be highly organised in the way it manages receivables.”

Practices should delegate the management of receivables to the practice manager and make it part of their key performance indicators. Programs such as Dental4Windows and other dental practice management software can be used to schedule receivables management into everyday activities.

“Doing this will help ensure outstanding accounts are identified early and followed up regularly, preventing receivables from ageing,” says Stewart.

Managing receivables is particularly important when business is slow or approaching a shutdown period, such as over Easter or Christmas.

“If a practice is going to be closed for a period of time, the practice manager should make sure updated statements are sent to those who owe them money at least two weeks before closure, and follow up with a phone call at least seven days out,” says Stewart.

By being disciplined, methodical and thorough in their approach to accounts receivable, dental practices can avoid bad debts and look forward to a regular flow of funds.

courteously remind them to pay. If they don’t respond, the next step is to send a written notification informing them that the practice will have to commence formal recovery actions if payment is not received within a nominated time. If payment is still not forthcoming, practices can refer the matter to a debt collection agency or solicitor for advice.

If the patient does not pay after being contacted by a solicitor or debt collection agent, then dentists need to decide whether to commence legal proceedings or write the debt off.

“This decision would be influenced by the amount outstanding, and the ability of the patient to pay,” says Odell. “If a patient appears to have the ability to pay, it may be worthwhile commencing legal proceedings for recovery, although there would be advisors and court fees to pay.

“Occasionally, a patient may dispute the quality of service provided, or the amount of the costs being charged, in which case they may file a defence to any court proceedings which are commenced,” says Odell. “In many cases, however, the patient would not have a defence to the claim, and the

dentist’s solicitor can enter judgement in default, i.e. without any court hearing taking place and without anyone having to give evidence.”

If a debtor still refuses to pay a judgement debt, then the dentist’s solicitor would need to undertake further work to try to enforce the judgement. This can include applying for court orders to seize a debtor’s goods, money in bank accounts or money due to the debtor as salary, or petitioning for the debtor’s bankruptcy if the debt is over $5000.

“Often, just the threat of these procedures is enough to persuade a patient to pay if they can,” says Odell.

Once a collections policy is in place, dental practices must ensure they adhere to set procedures. Stewart advises embedding the policy in the practice’s overall operations policy and familiarising all staff members with it, including training new employees.

“Practices should also include a receivables review at weekly or fortnightly administration meetings,” adds Stewart. “Every receivables item should have a code; for example, green

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30 Bite magazine

Nobel Biocare Symposium Sydney, July 23 –25, 2015

Fifty years of osseointegration has rehabilitated millions of patients world wide. It is now impossible to imagine dental practice without the option of an implant solution. Fifty years has generated an immense amount of data, literature, clinical experience, dogma and opinion. We have invited some of the finest minds in implant dentistry to speak at this conference. Minds with enormous experience both clinically and academically to dissect, clarify and distill down to the best evidence for our clinical decisions, practice and long term success. Be prepared for stimulating, thought provoking and ultimately clinically useful, state-of-the-art presentations on all aspects of osseointegration for the entire team. See you in Sydney!Glen Liddelow

ProsthodontistMichael Danesh-MeyerPeriodontistScientific Committee Chair

Scientific Committee Chair

Torsten JemtProsthodontist, Gothenburg Sweden

Co-founder of the Brånemark Clinic in Gothenburg, Dr Jemt worked alongside Professor P-I Brånemark developing CAD/CAM titanium frameworks and single implant abutments. He lectures worldwide and has published over 130 scientific articles.

Joseph KanProsthodontist, Loma Linda USA

Dr Kan is currently a Professor at the Loma Linda University School of Dentistry. He has published over 50 articles in journals and chapters in textbooks with an emphasis on tissue management and anterior implant aesthetics.

Burton LangerPeriodontist, New York USA

Dr Langer pioneered new modalities of therapy, including the early re-entry procedure for bone grafts, the ridge augmentation procedure, the subepithelial connective tissue graft and various flap procedures for implants, which today have become standard methods of treatment.

Laureen LangerPeriodontist, New York USA

Dr Langer has lectured extensively and published in numerous dental Journals and textbooks on the subject of periodontal surgery, gingival recession and implants. She is a Diplomate of the American Board of Periodontology, and a fellow of the Academy of Osseointegration.

Peter WörhleProsthodontist, Newport Beach USA

Dr Wörhle is respected as one of few clinicians with formal training in the areas of implant surgery, implant prosthodontics and implant laboratory technology. He co-developed the concept of Immediate Loading with Brånemark implants.

Stefan HolstProsthodontist, Zurich Switzerland

Dr Holst held the position of Professor of clinical education for 11 years at the University of Erlangen prior to joining Nobel Biocare as the Global Head of Research and Science at Nobel Biocare. He is a member of the editorial review board of the International Journal of Prosthodontics.

Jeffrey GanelesPeriodontist, Florida USA

Dr Ganeles is a Clinical Associate Professor at Nova Southeastern University College of Dental Medicine and maintains full-time practice at the Florida Center for Periodontics & Implant Dentistry. He is a reviewer for several dental journals in addition to being extensively published in the field.

Jay MalmquistOral Maxillofacial Surgeon, Oregon USA

A Diplomate of the American Board of Oral and Maxillofacial Surgery, Dr Malmquist has been performing implant surgery for the past 36 years. He has written multiple articles and abstracts on bone grafting and tissue regeneration.

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NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFEPRODUCT GUIDE

ADVERTORIAL

PRODUCT GUIDE

Ergonomics is a vital, yet often overlooked feature of surgery design that is crucial in minimising fatigue and

maintaining the occupational health of the dental team.

While ergonomics is often associated with patient chair design, it also extends to the entire surgery environment, including dentist and assistant’s stools, dental cabinetry, lighting, location of chair controls and suction and also the height and distance to work surfaces used by auxiliary staff.

Research published in the International Journal of Dental Hygiene has shown that somewhere between two thirds and 90 per cent of dental professionals report neck and back pain. Thankfully, greater understanding of anthropometrics (the study of the human body and movement) and ergonomics (the relationship of the human body to the environment) is helping address these risks in the dental workplace. Patient chair designMany patient chairs feature thickly padded or inflexible backrests like reclining lounges. While this may appear comfortable, it puts the dental operator in a poor work position, with the potential for marked physical strain over long periods of use.

Poorly designed backrests force operators to stoop, stretch, twist or bend to reach the oral cavity, their instruments, suction or consumables. Repetitive movements like this carry very real risks of pain and injury from extended periods working chair-side with patients.

Dental assistants are also subject to fatigue and work injuries if they must continually reach behind them or get up out of the chair to retrieve items or reach across to instrumentation or consumables because of poorly positioned chair controls or benches. Ergonomic studies have shown the risks posed by extended range of motion of the arms and shoulders,

Ergonomics product guide

Ergonomics key to occupational health and productivity

34 Bite magazine

together with hyperextension of the back and neck during repetitive workplace activities. Surgery layoutMany surgeries use cabinetry adapted from domestic designs (i.e. kitchen cabinets) that are not suited to seated operators, who require a lower bench height. While you cannot control the size of the surgery, you can choose suitable equipment and flexible work surfaces.

Dental equipment manufacturer, A-dec®

was at the forefront of ‘sit-down’ dentistry almost 50 years ago and has continued to evolve dental equipment and dental cabinetry to address the ergonomic needs of four-handed dentistry.

Innovative backrest designFor example, the A-dec 500 patient chair design was achieved by pressure-point mapping the backrest to come up with the ideal shape that suits both the patient and the dentist. The A-dec 300, A-dec 500 and

A-dec 400 chairs use this approach to provide an ultra-thin flexible backrest inspired by the shape of an aircraft wing. The backrest supports the patient in

ultimate comfort while giving unrivalled access for the dental team.

The backrest also allows the operators to position their knees under the backrest to work with the patient’s head in their lap. This allows the operator’s arms to remain in a comfortable position parallel to the floor. A-dec chairs (together with dentists and assistants stools) also have a very low minimum height and large range of vertical adjustment, which suits both shorter and

taller operators. This allows a more upright working posture, which means dentists do not have to crane their neck over the patient to view the oral cavity.

Dentists switching to A-dec chairs have reported reduced neck pain and fatigue which in some cases has allowed them to extend their working lives. Even early on in your career it is critical to pay attention to your environment to avoid muscle, nerve and joint problems that can reduce your enjoyment of professional and personal life.

A-dec can advise on equipment and surgery layouts that make dentists more comfortable and productive.

Visit http://a-dec-inspire.com or phone A-dec toll free on 1800 225 010 for details of your nearest A-dec

representative.

The correct chair height and the ultra thin and flexible backrest are key features in the ergonomic superiority of the A-dec chair as it allows operators to maintain correct posture while working

The double articulating headrest enables the patients head to be reclined to the optimum position for working on the upper or lower dentition

Comfort for you, too.The difference is in the details.

The A-dec 500 chair is engineered for better dentistry. The pressure-mapped

upholstery comforts the patient, while the thin graceful backrest optimizes

ergonomics and brings you in close. Lasting innovation. True comfort.

For you and your patient.

Visit a-dec.com/thedifference to find out how every detail behind

an A-dec solution furthers the health of your practice.

ChairsDelivery SystemsLightsMonitor MountsCabinetsHandpiecesMaintenanceSterilisationImaging

For more information Email: a-dec@a-dec.com.au Phone: 1800 225 010 Visit: www.a-dec.com Follow us on Twitter: @A_decAust

© 2014 A-dec Inc. All rights reserved. INK2142-69

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NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFEPRODUCT GUIDE

ADVERTORIAL

PRODUCT GUIDE

The R7 is a universal integrated treatment centre, highly adaptable, modular and featuring numerous

configuration solutions. The R7 meets the needs of dental surgeons by offering ergonomic solutions compatible with all operating styles. Wherever it is used, the R7 is the RIGHT choice for your practice. From complete integration to simple modularity, this model always offers just the right combination of features. One unit, a hundred solutions.

Ambidextrous “Quickswitch” Concept & Positioning flexibilityEach surgical task requests a particular set-up around the operating area. The Classe R7 provides outstanding freedom of movement. Outstanding mobility of individual components ensures that both dentist and assistant are assured easy access to the patient. The freedom provided by Classe R7 results in smooth workflows and maximal working efficiency.

Further to this the Classe R7 can also, in just a few quick moves be converted from a right-handed dental unit to a left-handed one.

FlexibilityR7 means no compromise. The extensive list of standard and optional accessories includes: Standard or LED Triple Axis

operating light, torque control on the electric micromotor, Endo function, camera and screen, ultrasonic scaler, swivelling chair base, assistant’s controls, pneumatic headrest - the choice is yours.

ComfortThere are a multitude of R7 configurations, but on every single one the centrepiece is the patient chair, designed and built to provide both patient and dental team with maximum space, ergonomics and comfort.

The patient chair features special backrest shaping to ensure the patient access zone is free from parts that might hinder the work of either dentist or assistant. Moreover, the backrest is equally slender so that the dentist can easily work with the lowered chair while maintaining the correct posture alongside the patient.

Smooth and StreamlinedThe outstanding versatility of the R7 creates plenty of space, thus making patient access easier and improving the comfort with which dentist and assistant perform their work.

Always Under Perfect ControlFrom the control panel with colour TFT display to the multifunction foot control (wireless available), the user has total control of the entire dental unit and handpieces at all times

Movement Comes NaturallyThe R7 presents the instruments on the dentist’s module in order to reflect the natural movements of dental surgeons. Pantograph arm mobility is outstanding, smoothly following the operator’s every move and change of position

WorkspaceR7 provides outstanding freedom of movement. Unmatched mobility of individual components ensures that both dentist and assistant have easy access to the patient. The freedom provided by the R7 results in smooth workflow and maximum working efficiency.

R7 coupled with ANTHOS Ergonomic stoolsANTHOS S9 is a new-generation stool: it is the result of a design with a careful eye on the ergonomic aspects in order to help the dentist best exercise his or her profession.

The new Anthos S9 ergonomic stool helps dentists and assistants find and keep an optimal working posture thanks to the following characteristics:✓ Ample vertical adjustment to allow an

optimal posture with variable heights between 1.55 and 1.95cm (1.65 – 2.05cm with extension)

✓ Lumbar support with vertical and horizontal adjustment

✓ Size and shape of the backrest with lumbar support function only: the contained size prevents perspiration from contact.

✓ Seat tilt adjustment✓ Horizontally-moving handles to allow

movements without touching the levers with the fingers or the palm of the hand

For more information contact 1300 881 617, email info@anthos.com.au or visit www.anthos.com.au

Ergonomics product guide

ANTHOS R7 – The dental unit adapting to your individual operating

36 Bite magazine

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The science of ergonomics seeks to harmonise the functionality of tasks with the human requirements of those performing them. The principles of ergonomic design, when applied in

a dental environment, can make a profoundly positive difference to the way you work.

It is well known that practising dentistry can be hard on the body. Dentists have a higher than average risk profile for musculoskeletal disorders as hours spent bent over a chair in often awkward postures take their toll over a lifetime. Careful planning of your practice environment can help mitigate this risk and provide you with a better quality of life, in your practice and beyond.

An ergonomic approach to surgery design puts your environment in line with the way you practise. More than just the placement and correct adjustment of your chair, an ergonomic solution considers all factors that have potential to influence the day-to-day operation of the practice and configures them for maximum efficiency and comfort. Imagine what four less steps, and two less twists, or bends, per patient adds up to over your career. For information on how a design solution based on sound ergonomic principles can change the way you work, contact Medifit on 1300 728 133

Ergonomics product guide

Practice harmony

An ergonomic approach to surgery design

Since 2002, hundreds of happy dentists and dental specialists across Australia have trusted Medifit to create their dream practices.

Whether a complete ground up build or a renovation, we’ll help you to get the most out of your available space and create a practice that works the way you do. Our experienced team will transform your practice vision into stunning reality, and we’ll do it on time and on budget.If you want a practice you can be proud of, in the timeframe and budget you need, contact us today for a no obligation consultation on 1300 728 133.

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NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFEPRODUCT GUIDE

Bite magazine 39

Mobile Clinics Australia came to notice when they showcased their latest product offering at the

2014 ADX exhibition. This resulted in many enquires as dentists orthodontists and hygienists alike recognised the opportunity and increased revenue it could bring to their practice.

Initially designed and developed in 2011, the Mobile Clinic by Kuipers, caters for the needs of a modern dentist, providing unlimited potential to expand your practice. The clinic has been developed in response to multiple requests to assist the dental community tap into lucrative new markets providing mobile care. Surprising to many, this includes sectors in your local community that are not serviced as well as they could be such as schools and aged care

facilitates, not just the traditional rural areas.

Mobile Clinics by Kuipers are bright spacious mobile treatment rooms that can be driven on a car licence. They can be ordered complete with equipment, or ready for you to install your own. Designed for on and off grid operation they include everything you need, and most can also be supplied with a wheelchair option.

The clinics are designed and manufactured in Australia by a 3rd Generation Australian family owned provider of specialist vehicles, and the quality and finish is as you would expect from a team who have been supplying emergency vehicles for 50 years.

Whether you are looking to grow your existing revenue, or start a new practice

from home it is well worth looking at the 3d tour on their website. Then for more information contact Mobile Clinics Australia, who will guide you through the process from concept, to commissioning of your new Mobile Clinic. Mobile Clinics Australia (A division of Kuipers Engineering)02 4587 8599info@mobileclinics.com.auwww.mobileclinics.com.au

Ergonomics product guide

Mobile Clinics by Kuipers

A mobile clinic gives you unlimited reachFollow the demand!

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Don’t miss out on this opportunity!Call (02) 4587 8599 or email enquiries@mobileclinics.com.au to book an appointment with one of our consultants.

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NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFEPRODUCT GUIDE

ADVERTORIAL

PRODUCT GUIDE

Ergonomics product guide

Ergonomic and efficiency advantages of Myofunctional Orthodontics

40 Bite magazine

In recent years it has become obvious that the dental profession in Australia is being forced to change. The corporatisation of the

industry along with an oversupply of dentists and diminishing returns is driving a perfect storm of changes that means 21st century practitioners can no longer deliver the same services, albeit in slightly differing packages, which have been standard for decades. In order to thrive in an increasingly saturated profession where there is increasing demand from more cost conscious clientele, modern dental professionals are being forced to look beyond the time and cost intensive services and practices that have sustained them in past.

Therefore, the question must be asked, how can the industry evolve and continue to be rewarding for practitioners as well as satisfy patient demand? In order to counter the oversupply of dentists as well as falling demand from more cost conscience patients, modern, more efficient treatment modalities must be integrated into practices, which are capable of delivering a high quality service at lower costs.

Despite some resistance from traditionalists within the profession, there is an emerging field of dentistry, based on modern research and focused on correcting the upper airway compromise neuromuscular dysfunction, which is responsible for the majority of malocclusion. This 21st century field, which could be described as peadiatric orthodontics or preventive orthodontics, recognises that correcting upper airway compromise and neuromuscular dysfunction assists to unlock a child’s genetic

potential for natural growth and development. Myofunctional Research Co’s (MRC) Myobrace System™ is at the vanguard of this new direction in dentistry.

By combining intuitive three dimensional digital education systems, which work to foster and enhance compliance, and ergonomically designed clinic layouts that combine functionality with aesthetics, the system provides 21st century dental practitioners with an exciting new professional avenue. The packaging of habit correction, arch expansion, airway correction and dental alignment into one integrated, functionally designed system, which is easily implemented enables dental professionals to treat children earlier than previously possible, increase patient flow, improve efficiency by allowing for delegation and provides financial benefits for both patient and practitioner. Additionally, by focusing on functional appliance design and ergonomic clinic layout, the Myobrace System™ alleviates the efficiency limitations inherent in traditional treatments as well as enables the practitioner to provide a high quality of service at a low cost.

A substantial factor in the reduction of traditional practice flow limitations and

promotion of more efficient practice operation is the functional separation of clinic space. Myobrace practice layouts include areas purposely constructed for consultation, education and surgery. These separate spaces are ergonomically designed from floor up to ensure maximum efficiency of the tasks they are intended for, while still maintaining a non-threatening environment intended to put patients at ease so they can more easily focus on their treatment.

Patient education also performs an essential function in Myobrace® treatment. While trained auxiliaries play a role in this, the use of animated audio-visual aids decreases the need for these staff members, while presenting consistent educational information to the young patients, at their level. The system is presented in a child friendly environment away from treatment areas, saving staff time and maximising the uptake of the information. This ensures the patient and parents are easily able to understand their treatment goals and how they can then play their required role in achieving positive treatment outcomes. Ergonomic efficiency with staff is as important as that of the dentist.

The combination of the functionally designed Myobrace® appliance range,

ergonomically designed Myobrace® clinic layout systems and advanced dental equipment ensures that dental practices which have integrated these systems can treat a wider range of patients with increased patient flow while generating increased profit for the practitioner. For more information regarding how to begin implementing the Myobrace System™, visit myoresearch.com.

1646_Bite-Magazine_0914

“The Myobrace System™ has packagedHabit Correction, Arch Expansion andDental Alignment into one integratedsystem which is easily implemented,for better dental and facial growth.”

All these children have a developing malocclusionWhat are the treatment options?

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✔ Treat more children earlier

✔ Increase patient flow

✔ Improve efficiency by delegation

✔ Added financial benefits

STRAIGHT TEETH THE NATURAL WAYMEETING PARENTS DEMAND FOR EARLY ORTHODONTIC TREATMENT

1646_Bite-Magazine_0914.indd 1 30/09/2014 3:47 pm

YOUR TOOLS

NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFEYOUR TOOLS

DentalVibeby Dr Mark Psillakis, Bexley Dental, Bexley, NSW

The DentalVibe is based on the principles of the gate theory of pain transmission. It states that if you vibrate or stimulate nerves of a particular diameter while at the same time doing something that’s painful, there’s a gate system where the pain transmission is shut off. Traditionally, dentists have taken advantage of this theory by vibrating the patient’s lip and/or cheek when giving an injection.

What’s good about itThe instrument vibrates at the perfect frequency to activate the gate mechanism. It has the dimensions of an electric toothbrush with two rubber prongs and a fibre-optic light between them. The instrument can be used to retract cheeks and palpitate the area you’re about to inject. With the press of a button, it vibrates and the injection is given right next to one of the rubber prongs. The patient does not feel the prick of the needle.

I have patients who used to take 5mg of Valium before treatment purely because of the injection. Now with the DentalVibe working so well, they no longer take sedation beforehand.

It’s an extremely simple tool to use and of great benefit if you have needle-phobic patients in your practice. You need to explain what they are going to feel because it’s such a high-frequency vibration. However, in comparison to the needlestick, patients love it—they really do.

Another good thing about the DentalVibe is that the vibration disperses the solution and tends to bring on the anaesthesia a little quicker.

What’s not so goodOne of the most painful injections that dentists administer is the inferior dental nerve block. This is a deep injection and while there’s a great reduction in discomfort when using the DentalVibe, it’s not a pain- or discomfort-free injection.

Where did you get itDental Vibe (www.dentalvibe.com).

Tools of the tradeIncredibly useful crown matrix buttons; non-threatening dams that patients like; cloud-based accounting packages; and more are under review this month

Temporary Crown Matrix Buttonsby Dr Donna Usher, The Dentists, Cairns, QLD, and Whitfords Dental Centre, Perth, WA

Whenever I start at a new practice, this is the product I immediately order. They are incredibly useful, and quite often the other dentists have never heard of them. They’re also very cheap to purchase.

What’s good about itThese matrix buttons are a thermoplastic material about the size of a 10-cent piece. When heated in boiling water, they become pliable and can be used to make a key for a temporary crown. You simply mould it down over the tooth and use water or air to cool it down. As it cools, it hardens until it can be pulled off and used as the key. Two or three buttons can be joined together when preparing multiple units.

Some dentists use alginate to take an impression but I find it difficult to tell if the alginate is seated all the way down when making the temporary. Plus, the alginate has to be thrown out after use, whereas the matrix buttons can be kept in case the temporary is lost or broken.

I know that some dentists use bite registration material but this can get expensive, especially when considering the wasted material in the mixing tip. The matrix buttons are easy to use and more cost effective than any other method I know.

What’s not so goodThe only thing you need to watch out for is squeezing the key as you remove it. If it isn’t totally set, it will distort, or flex as it sets and squish the temporary as it’s removed.

It’s a good idea to place a piece of gauze under the button when it’s melting to stop it sticking to the rubber bowl. And if you find it’s sticking to your gloves, wait a few

seconds then start moulding it again. It does that when it’s really hot.

Where did you get itAmalgadent Dental Supplies (www.amalgadent.com.au).

Bite magazine 43

YOUR TOOLS NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR LIFE

Tools of the trade (continued from page 43)

Xero Online Accounting Systemby Dr John Mamutil, Orthodontist, Castle Hill, NSW

I wanted to improve the way I managed my quarterly BAS [business activity statement]. I was spending about four-to-five hours at the end of every quarter downloading bank statements then categorising each entry. I tested virtually every major cloud-based accounting package and finally settled on Xero. It’s a fantastic program.

What’s good about itXero is a cloud-based program so you have access to it from any location. You could be on holidays and still pay your staff and check your financials. When I’m putting together my BAS, every transaction line in my bank account needs to be categorised, whether it’s wages, advertising, equipment, rent or whatever. Xero can pick up certain keywords and automatically categorise all those transactions.

At the end of the year, I can do a comparison for, say, outgoings on wages to actual takings for the practice. Xero easily creates a snapshot of the actual spending in any particular category. In other words, it shows you what your profitability is like.

Xero has a bank feed that downloads all the data automatically. I give it a quick visual check to make sure everything is fine and then transfer it to the ledger. Certain categories can be marked to have GST applied.

You can also allow other users into your account with restricted access. At tax time, I just give my accountant a log-in and he puts together my tax return with that information. It’s very convenient.

What’s not so goodNothing. Xero is one of those rare products where I can’t see a negative. On the rare occasions when I have found something that Xero could not do, there are third-party programs that are completely compatible. In fact, they have a friendly API [application programming interface] that allows me to hook in my own plug-ins. The Xero site also has a large community where just about any question can be answered.

Where did you get itOnline at www.xero.com.

44 Bite magazine

Insti-Damby Dr Gordon McLean, Southern Dental Care, Morphett Vale, SA

I’ve been using this dam for about 10 years and find it of great benefit when working on teeth at the front of the mouth. Patients generally find it’s very comfortable and non-threatening.

What’s good about itThe Insti-Dam comes with a flexible, built-in frame and is very quick and easy to slot over the tooth. It only takes about 15 or 20 seconds to have the dam in position.

It also has an offset pre-punched hole that makes positioning easy. Although the hole is a little on the large size, it generally works very well. It effectively stops water and chemicals going down the back of the patient’s throat. It is very easy to clear out with an evacuator.

Patients tolerate it well although that may be because it tends to be used at the front of the mouth. As with any dam, it can make some patients feel claustrophobic and, in those cases, we have to go without.

Due to the attached frame, it’s a little bit more expensive than a normal dam. However, the convenience and ease of use certainly saves you from a lot of mucking around. It’s a great little time saver.

What’s not so goodWhile the Insti-Dam works well in the front part of the mouth, it isn’t suitable for back teeth. I use it from the second premolar forward but if I’m doing work further back then I use a regular dam. It would be nice if it could reach a bit further back but it just won’t stretch that far.

Where did you get itHenry Schein Halas (henryschein.com.au).

For more information contact Steve Douglas 1-300-362-761or email steve@quickstraightteeth.com.au

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NEWS & EVENTS COVER STORY YOUR BUSINESS YOUR TOOLS YOUR LIFE

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I started calligraphy at 10 years of age when living in Iran. I practised for years and was tested by the Society of

Calligraphers where I received a certificate of excellence. There’s only one ranking higher than that—a Master of Calligraphy—but we emigrated to Australia before I could be tested.

“My calligraphy is based around traditional Persian poems. I’ve been practising the art for 23 years and it has changed a lot in that time. Instead of writing the words in a traditional form, it is now more like a painting. Words and colour are used to present the poems in a completely different way. Modern Persian calligraphy can change depending on how you feel and what you like.

“Working as a full-time dentist means that it can be hard to find the time to practise, but whenever I get the chance, I grab it. I prefer it if I can practise every day purely because practice makes perfect.

“I’ve had some of my calligraphy displayed at an art gallery in Brisbane. They had pieces from all around the world with fantastic examples from England, China and Persia. When I know an exhibition is on the horizon, it motivates me to spend more time on my

calligraphy and to get the work done. Calligraphy is not as time consuming as painting. A nice piece of calligraphy can be completed in two hours. I give a lot of my work away to friends.

“When I was 18 years old, I started learning how to play a traditional Persian instrument called the tar. I joined a private tar class while studying at university and I’ve been playing for about 15 years. The tar is often called the mother of Persian instruments and is extremely difficult to learn. You need to practise every day and definitely need a professional tutor. In fact, even my tutor has his own tutor.

“I have some Persian friends who all play different instruments and we occasionally get together to play, eat and catch up. There’s nothing too serious about these music sessions; it’s more fun than anything else. I do plan to eventually join one of the Iranian bands but that’s a long-term goal.

Dentistry is a stressful job—I find that tar and calligraphy are good ways to clear my mind and unwind. In fact, they’re like two very different kinds of meditation. I can’t imagine ever stopping either pursuit.

46 Bite magazine

Playing the tar and writing calligraphy keeps Dr Mahkam Ghanbari of Gumdale Dentists in Gumdale, QLD, in touch with her Persian heritage

Play write

YOUR LIFE

Like all dental professionals, you have two lives – your work life and your home life.

At BOQ Specialist, we work so closely with our clients that we get to know both. So we’ve created the BOQ Specialist banking package.

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Visit us at boqspecialist.com.au/twolives or speak to our financial specialists on 1300 131 141.

Financial products and services described in this document are provided by BOQ Specialist Bank Limited ABN 55 071 292 594 (BOQ Specialist). BOQ Specialist is a wholly owned subsidiary of Bank of Queensland Limited ABN 32 009 656 740 (BOQ). BOQ and BOQ Specialist are both authorised deposit-taking institutions in their own right. Neither BOQ nor BOQ Specialist guarantees or otherwise supports the obligations or performance of each other or of each other’s products.

The issuer and credit provider of these products is BOQ Specialist. Terms and conditions, fees and charges and lending and eligibility criteria apply. All BOQ Specialist banking package benefits are subject to the BOQ Specialist Banking Package Terms and Conditions. We reserve the right to cease offering these products at any time without notice. Any advice is of a general nature only. We haven’t taken into account your objectives, financial situation, or needs when preparing it. Before acting on this advice you should consider if it’s appropriate for your situation. You should obtain and consider the BOQ Specialist Banking Terms and Conditions from boqspecialist.com.au/banking before making any decision about whether to acquire the product. BOQ Specialist is not offering financial, tax or legal advice. You should obtain independent financial, tax and legal advice as appropriate.

Equipment and fit-out finance / Credit cards / Home loans / Commercial property finance / Car finance / Practice purchase loans SMSF lending and deposits / Transactional banking and overdrafts / Savings and deposits / Foreign exchange

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BOQS001173 V1 10/14

WHOLE MOUTH PROTECTIONWHOLE MOUTH PROTECTION*†2,3

20%?

*vs non-antibacterial fluoride toothpaste.†Defined as fluoride for cavity protection plus 12-hour antibacterial protection against gingivitis.

References: 1. Collins LMC, Dawes C. J Dent Res. 1987;66:1300-1302. 2. Xu T, Deshmukh M, Barnes VM, et al. Compend Contin Educ Dent. 2004;25(Suppl 1):46-53. 3. Fine DH, Sreenivasan PK, McKiernan M, et al. J Clin Periodontol. 2012;39:1056-1064. 4. Amornchat C, Kraivaphan P, Triratana T. Mahidol Dent J. 2004;24:103-111. 5. Davies RM, Ellwood RP, Davies GM. J Clin Periodontol. 2004;31:1029-1033.

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