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FROM THE PUBLISHER’S DESK

W I N T E R 2 0 11PUBLISHER Sally McKenzie [email protected]

DESIGN AND PRODUCTIONPicante Creative http://www.picantecreative.com

MANAGING EDITOR Tess Fyalka [email protected]

SALES AND MARKETING For display advertising information contact [email protected] or 877.777.6151. Visit our digital media book at www.thenewdentist.net/ mediabook.htm

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

Copyright ©2011 The McKenzie Company. All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical without permission in writing from the publisher. Authorization to photocopy items for internal or personal use is granted by The McKenzie Company for libraries and other users registered with the Copyright Clearance Center.

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

Contact Us – Questions, comments, and letters to the editor should be sent to [email protected]. For advertising information contact [email protected] or 877.777.6151. Visit our website at www.thenewdentist.net to download a media kit.

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Dear Readers,

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

Marketing. It’s a word that brings to

mind many things, such as special

promotions, events, advertise-

ments, catchy radio jingles, and

much more. Years ago, it was not uncommon for

dentists to shun the idea of marketing as if it were

something you “just didn’t do.” Indeed, those

were different times. Today, marketing is not only

embraced by dentistry, it is a critical ongoing system

in every successful new and existing dental practice.

In this issue, you’ll learn that budgeting for marketing is something that must be a priority.

After all, new patients don’t know about you, the fabulous services you offer, and the wonderful

state-of-the art equipment you use, unless you tell them. We tap into the great minds from two

of dentistry’s top full-service marketing companies and share what they believe are the “must

have” essentials in branding and marketing your new practice.

Additionally, find out what clinicians from around the country have to say about the

whitening products they use in their practices. Turn to page 16 and learn why they chose the

products they did, how patients like them, and the impact whitening services have had on their

new practice marketing efforts.

Also in this edition, Dr. Louis Malcmacher, one of dentistry’s leading educators and lectur-

ers, shares insights into where he sees the future of dentistry and what new dentists should be

doing today to prepare their practices for the next 20-30 years of success. And don’t miss New

Dentist™ columnist Dr. Josh Austin’s take on all ceramic crowns. Once dismissed as inferior,

these have become the “darlings” of cosmetic dentistry.

Finally, don’t stop here. Take a moment to visit www.thenewdentist.net and discover

a wealth of FREE information and materials to guide you at every step throughout your

dental career.

Fondly,

Sally McKenzie,

Publisher

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TABLE OF CONTENTS WINTER 2011

D E P A R T M E N T S

F E A T U R E S

2 Publisher’s Desk

26 Dental Students: What’s on Your Mind?

32 Skinny on the Street

32 Index of Advertisers

Marketing the New Dentist Practice

The Perfect Practice LocationScott McDonald, McDonald and Associates

Been There, Done That: Guru Urges New Dentists to Consider Clinical Efficiency

Whitening Products Open Door for Production and ProfitsTess Fyalka, Managing Editor

All Ceramic Crowns, Can They Take the Pressure?Josh Austin, DDS

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CONTINUED ON PAGE 8 >>

Visit Amazon.com and look up marketing. You’ll find nearly 650,000 electronic or paper books to choose from. It’s reflective of the fact that when it comes to this particular topic,

there are millions of pages of suggestions, tips, advice, and “expert” recommendations.

Certainly, much of the information is good … and much of it isn’t, particularly when it comes to marketing the dental practice. Why? As you’ve likely discovered, dentistry is a little different. The dental practice isn’t Best Buy or Walgreens. Traditional marketing approaches, such as a smattering of ads, aren’t effective or economical over the long-term. And, we are sorry to say, there are no “silver bullets” that will guarantee success if you just “do this” – whatever “this” new trend might be on any given day.

The fact is, marketing is a critical ongoing system in the dental practice. It is the cornerstone for attracting new patients and keeping existing patients interested in your

services. Moreover, it is an investment in the present and future of your practice. It requires continuing action, a defined annual budget, and careful monitoring.

The question is: How do you ensure that you are effec-tively marketing your practice to achieve the greatest return on this essential investment? Read on.

We recently sat down with representatives from two marketing companies, Affordable Image Dental Marketing and Practice Cafe, to get their take on marketing for the new dentist’s practice. These two are among the very few compa-nies that actually specialize in full service dental practice marketing. Most importantly, they understand the unique challenges that dentists face every day, and they have some good advice for new dentists seeking to make the most of limited marketing dollars. While the breadth of their marketing knowledge could fill a few of the better marketing books, we’ve captured four of the fundamental “rules“ here.

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Marketingcontinued from page 6

Establish Your BrandAccording to Mike Shoun, owner of Affordable Image Dental Marketing, it all begins with branding. This is the identity of the practice. It is the logo or visual image that is unique to your office. It conveys to the public that this is your dental practice. Along with the logo and name for your practice, there are the other fundamen-tals that will be consistently used as part of your practice image, including the colors and fonts that are chosen as part of the name and logo. The objective is to design a look and use it consistently. For example, McDonald’s restaurants may be independently owned but they are all part of one immediately recognizable franchise. And each one promotes the brand using the company colors and images that everyone knows to be McDonald’s.

“Too often we find dental offices use multiple companies to design their ads, website, brochures, mailers, folders and each one looks like it’s promoting a different practice. The foundation of all marketing is consistency of the brand or the look of the practice,” emphasizes Mr. Shoun. The brand is the recognizable image that current and prospective patients identify with your practice. When the image is inconsistent, it muddies the identity of the practice and the prospective patients’ perceptions of the practice.

RULE #1 – Establish a consistent look for the practice and use it on all practice materials and promotional pieces.

eMarketing 24/7Brian Liddard owns Practice Cafe. He notes that a good practice website – not just any website – is the foundation for establishing and building a marketing presence online or eMarketing. “A website works for your practice 24 hours a day, seven days a week. Many consumers will visit your website prior to calling your office, so you should have a website that not only looks professional but also provides a good ‘user experience,’” says Mr. Liddard. Just be careful that your “really cool” website doesn’t annoy visitors. He urges dentists to pass on music, dialog, or videos that auto-matically load. Users prefer to have a choice in whether they want to activate those features.

Additionally, websites require professional design to ensure that they are fully optimized and drive traffic to your site. It may be tempting to have your nephew – tech savvy as he may be – design your website. You want to save a few

bucks – don’t we all. It is virtually guaranteed that unless he is a professional website designer you will waste valu-

able time, money, and patient traffic. Invest in a design that is unique to your practice, not a template, and

make sure that you will own the domain name. “Some companies, particularly those that specialize in website

design templates, will offer to buy the domain name for the doctor. The

problem is the company then owns the domain and will not release it to the doctor. Consequently, the doctor is paying a large

fee every month for that company to host the practice’s website; over a few years the doctor has paid two-to-three times what they paid for the original design of the site, and they still don’t own it,” emphasizes Mr. Shoun.

RULE #2 – Invest in a professionally designed and fully optimized website and make certain that you – not the website company – own it.

Marketing: Investment not ExpenseMarketing dollars are as important, if not more important, than many other practice expenditures because they bring in the patients that pay for everything else. High-tech equip-ment alone will not bring in patients unless the patients know that the dentist has it. And that requires marketing. A beautiful office will not be seen by very many people unless those in the community know that this is a beautiful, state-of-the-art office, and that requires marketing. You may use the very best equipment and materials. You may be among the few to offer specific services but that won’t bring patients to your door. It is marketing that brings in the patients. And it is patients that keep the practice going.

“Marketing can be thought of as an invitation to a party. No matter how great the party is, if no one knows about it, it will be a bust. Successful dentists realize the great return on investment that marketing can yield, and they budget significant funds for it,” explains Mr. Liddard.

How much is enough? “For startup practices or prac-tices that want to market and grow aggressively, 4-6% of projected production should be allocated for marketing. Our typical dentist budgets $30k to $50k for the first year. For established practices, 3-4% of projected production should be allocated. Our typical established dentist budgets $20k to $40k per year,” notes Mr. Liddard.

New dentists commonly assume that because they have CONTINUED ON PAGE 22 >>

Logo

Online Marketing

MarketingBudget

Train Your Team

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Students and residents are often chomping at the bit to FINALLY get out and start making money. But where to go? They want to jump into that great blue ocean

and start swimming, but the current doesn’t quite seem right.

As they visit family during holidays they will sometimes drive by a new retail area. The new Wal-Mart is being built where only an empty field was growing fallow last year. Signs proclaim that a new bookstore, building supply, and office equip-ment store are being built. They see a proposed professional office park will be just across the street.

“I have found the perfect place to practice, but I won’t be done with school and the boards for at least a year!” they rage in frustration. “All the good spots are being taken!” And so, they have to wonder if someone else is moving into that prime practice location. And it is almost certain that someone has already got the location in his/her sights.

There are two primary components in finding the perfect place to practice. Sure, we want to remember the “Location, Location, Location” mantra of placing a practice. But the forgotten component is “Timing, Timing, Timing.”

Before getting into this topic, I have to admit that I am the first to say that no one can know everything. Data can be imperfect. As much as we

Scott McDonald is owner and presi-dent of Scott McDonald & Associates, Inc., the largest provider of demo-graphic information and analysis to dentists in the U.S. www.DoctorDe-mographics.com (800) 424-6222


would like to pretend that we know everything, we have to admit that we don’t. But we do know some-thing. And what we know is that the profession of dentistry, profitability of practices, values of offices, and the potential for success is terrific in some places and not so great in others. The trick is being able to answer two questions:

• Where?• When?It is absolutely knowable where people are

moving. We know where people are working. We know where there are not enough dentists to satisfy the demand. Believe it or not, that is not really the hard part for demographers. The real heavy lifting comes from knowing WHEN this is happening.

As we consider Northern Virginia (in the Washington, DC metropolitan area), it was not hard to guess when one political party was in control of both houses of Congress and the White House that there would be a significant movement toward new housing and, therefore, greater opportunities for dental practices. While generally true, this doesn’t

PERFECT PRACTICE

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help someone who is graduating from dental school next year or who is considering a move upon the sale of a practice. In short, it is nice to know about yesterday’s news, but what about tomorrow’s? For this reason, reading what the trends of society are is vitally important for your success in the future.

Dental practices do not “win or lose” based upon national trends. They often don’t owe their success or failure to statewide trends. The local trends in conjunction with all of the other trends in the economic environment are of much greater importance. That is why we believe that it is unwise to place so much emphasis upon “the big picture” when considering the future of a partic-ular dental practice. It is the little picture that is most important.

And the truth is that there are issues of timing that are relevant to “the little picture” that is local, which trumps the “big picture,” which is much larger than a practice area. So, not only is the best location to practice going to have strong local indi-cations, so is the timing of opening a practice in a particular location.

It is sad to say that we see practices get into trouble not because the location wasn’t wonderful in terms of the demographic character of the popu-lation, visibility, and price. They had problems because of their timing. For example, no matter how

wonderful the potential patient base might look in terms of education and income, if there are not enough of them who are likely to seek care at this particular location, no practice model will save it. Sometimes the practice management model was just not right for the people who are living or working near the office to support it NOW. The irony is that the new owner of the practice (assuming the founding doctor could sell it) may do remark-ably well because his/her timing is better. It almost always happens that the targeting is better as well.

And here is the cautionary note regarding the purchase of an existing practice: timing counts.

In locations that are in decline due to a popula-tion that is leaving, this may be obvious. With fewer people to serve, the doctor considering the purchase of a practice will have plenty of warning signs. These signs that read “For Lease” on abandoned properties are the obvious ones. But there are other signs that the timing of a practice with a particular model may not be right. These signs are often found in the changing of the demographic character of a community. To consider two locations that fit this model well, we have to look at Saint Petersburg, FL

and Long Island, NY. The population has not been reduced in the last 10 years. But the demographic character of the population in terms of age, income, ethnicity, and educational level may have changed dramatically. A practice of 20 years may still be thriving. But it may be quite a different practice from the one that was started two decades ago by a bright and motivated dentist.

If we are asked the question, “Is a practice in this location viable?” the answer will probably come back, “Yes.” Even when all the “classic” factors of population size, competition ratio, and age distribu-

The Perfect Locationcontinued from page 10


“The local trends in conjunction with all of the other trends in the economic environment are of much greater importance.”

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Dr. Louis Malcmacher is not an easy person to

catch. As one of dentistry’s leading educators and

lecturers, he is frequently traveling the country

and the world to share his extensive knowledge and

experience. Dr. Malcmacher publishes The Common

Sense Dentistry Newsletter, which is sent to more

than 10,000 dental professionals each month. He

is president of the American Academy of Facial

Esthetics, and he maintains a private dental prac-

tice in Cleveland, Ohio.

D r. Malcmacher has been coaching and educating den-tists for 30 years on best practices, integrating new ser-

vices into the dental office, and improving clinical efficiency and practice management skills. He also works closely with dental manufacturers as a consultant and clinical researcher in developing new products and techniques.

Dr. Malcmacher has been featured in numerous inter-views in national media, including CNN, Fox, ABC, CBS, NBC, and the popular show 20/20; as well as The Wall Street Journal, The New York Times, USA Today, The Washington Post,

and countless more. Paparazzi glitz and glam aside, this den-tist is all business when it comes to sharing his recommenda-tions and advice for new dentists. After all, in 1981, upon graduating from Case Western Reserve University School of Dentistry, he too was just beginning what would become a wildly successful career.

Here’s what Dr. Malcmacher advises for new dentists seeking to make the very most of their years in the profes-sion. Without hesitation, he emphasizes that continuing education is critical to ongoing practice success. “Every new dentist should become proficient in the new procedures and techniques that will last their entire careers. Hands-on con-tinuing education courses are a must and preferably with live

patients. Endodontic continuing education is essential. This is an area of dentistry that will serve a new dentist very well over the years. Implant dentistry is another area that is just going to continue to grow. Start on simple cases and build your way to more complex cases. As the cost of implants continues to come down, more patients are going to be able to afford implants and will be asking for them. Implants will be part and parcel of every dental practice for the next 30-50 years. Additionally, I believe that facial esthetics with Botox and dermal fillers, while somewhat new to dentistry now, in a few years will be commonplace. The American Academy

of Facial Esthetics has already trained over 5,000 dental professionals in this area, and it is the fastest growing part of dentistry right now.”

In addition, Dr. Malcmacher notes that busy families are looking to do business with service providers that make things easy for them. “Flexible hours are essential so that working people can come in before or after work, and they can bring their kids in after school. And dentists need to think carefully about making their practices truly patient-cen-tered. When you consider that over 60% of dollars spent on dentistry are spent on elective services, as competition among practices increases, it’s going to become tougher to compete

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the new dentist’s practice. There is a product to fit virtually every practitioner and every patient. For Dr. Chris Parsons, a 2008 graduate of the University of Maryland, it’s Perfecta-Rev! “I’ve been using it for about two years. It’s a powerful at-home whitening product, and patients are very happy with the results. They are supposed to use it for two weeks straight, but even for those patients who only use it for four or five days, they see results. It takes only 15 minutes and the patients appreciate how fast it works.”

In Dr. Parsons’ Phoenix, MD based practice, which is about 30 minutes north of Baltimore, offering free whitening to patients has been an essential marketing tool. “We are driving a lot of our new patient flow with this product. New patients are looking for value and when we are offering it for free, they feel that they have nothing to lose.”

What’s more, he notes, it opens the door to treat-ment for many patients. “We get a lot of patients who come in and haven’t been to the dentist in five or 10 years. They want their teeth to look better, but they have active dental disease. We need to eliminate perio concerns or remove decay before we can proceed with the whitening. That opens the door to treatment that patients wouldn’t have pursued if they didn’t come in for the whitening. They will get the free whitening, but we want to make sure the patient’s teeth are healthy first. Patients understand that. Compliance is pretty high when they are motivated to take care of the other problems first.”

Dr. Parsons acknowledges that in the current economy it is not uncommon for patients to pursue recommended treatment in phases, but a significant

OPEN DOOR FOR PRODUCTION AND PROFITS

Afew years back, reality TV shows such as Extreme Makeover and The Swan were wildly popular among viewers who dreamed of having cosmetic surgery’s elite transform them into Angelina Jolie look-alikes in just one television season. Individuals would volunteer to have an extreme Hollywood-style makeover or be transformed from the “ugly duckling” into a beautiful swan.

One of the most emotional scenes in the series was the moment the contestants saw their spectacular new smiles. For dentistry, it was a turning point. A hundred years of patient education couldn’t do what one season of Extreme Makeover did for public perception of the profession. For the first time in dentistry’s history, patients were demanding services in droves. The general public was finally beginning to understand and appreciate what dentistry had to offer.

The floodgates opened and seemingly overnight virtually everyone wanted a whiter and brighter smile. Dr. Bill Dorfman, the original cosmetic dentist on Extreme Makeover, introduced the world to Zoom!® whitening. Crest and Colgate brought the public at-home, low-cost whitening strips. Since then, several products have entered the dental marketplace as demand has soared.

Today, whitening techniques are a staple in

WHITENING PRODUCTSBY TESS FYALKA, MANAGING EDITOR

WWW.THENEWDENTIST.NET 17 WINTER 20 1 1

the impression six times. I felt so bad. I was trying to open a new office. I was trying to learn new techniques. I had a million other things to do. I actually contacted Dr. Kurthy, and he took the time to email me and give me feedback on my impressions and pointers about how to improve the process.” After overcoming the initial impression-making hurdle, Dr. Buchanan says he’s had no trouble since.

He notes that one of the best aspects of working with the KöR® Bleaching is the results that Tetracycline patients can achieve. “I find that these patients don’t want veneers but they want to do something, and they are the most compliant patients. They follow

the protocols exactly. And they are so happy when they see the

results because it changes their lives.”

He says that on occasion, patients do experience some sensi-

tivity, but Dr. Buchanan notes that the desensitizer

that comes with the product works well. And, in some cases, the treatment protocols can be adjusted to further manage sensitivity issues.

Since opening his practice, Dr. Buchanan says he has taken advantage of opportunities to talk on local televi-sion about deep bleaching. In addition, he writes about the topic regularly on his blog. He also advertises deep bleaching online and through direct mail promotions. He finds that there is a great deal of interest, and it has set his practice apart.

percentage of them do pursue care, and he attributes that to the fact that they want the free whitening even if they don’t get it on the first visit. “You have to create value for patients. As the new guy on the block, I have to compete with all of the established practices. Many dentists are not good at marketing. They might place an ad in a newspaper or magazine or radio, but if patients don’t see the value in making the appointment, they won’t.”

Dr. Trenton Buchanan began using the KöR® Whitening Deep Bleaching™ the first day he opened his practice two years ago. This 2006 University of Alabama at Birmingham, School of Dentistry grad started his practice from scratch in November 2009. “I started using it right when I opened. I read a lot on DentalTown and I would always read Dr. (Rod) Kurthy’s posts, (Founder of Evolve Dental, and creator of KöR® Whitening Deep Bleaching™). I knew I wanted that product in my practice. I want the best technology, equipment, and materials. And nobody around me is using it, so it helps my practice stand out.”

Dr. Buchanan has found the system achieves excellent results and patients are thrilled with their smiles, but he acknowledges that there was a learning curve in getting the best impression. “The better the impression is the better the results will be. The first patient that I tried it on, I took

Dr. Buchanan also uses the Opalescence at home whitening products for patients who are inter-ested in brightening their smiles, but either do not need deep bleaching or do not want to invest the time and money in a deep bleaching system. “Some people can achieve great results without deep bleaching, especially younger patients who may just want their smiles to be a few shades lighter. They’ve had pretty good luck with the Crest White Strips, but they want to take it to the next level.”

Additionally, he says that the at-home products oftentimes are a good introduction to whitening for patients and can lead to greater interest in investing in deep bleaching down the road.

Dr. Ben Gerkin of Tulsa, OK, has been using the at-home Opalescence products for seven years, which was when he graduated from the University of Oklahoma College of Dentistry and opened his own practice. Although Opalescence can be offered as an in-office service, Dr. Gerkin prefers the at-home product.

He notes that with any whitening product it is essential to manage patient expectations. “I try to be honest with them about what they can expect. Some patients are going to respond better to a whitening product than others will. We have to take a lot of factors into consid-eration. In some cases, the patient isn’t achieving the results because they aren’t following the procedures correctly.”


for those dollars. One way to set your practice apart is to become truly patient-centered. That means making things as easy as you can for the patient. The financial plans and treatment financing options need to be easy. It should be easy to schedule an appointment. The staff must be friendly and helpful. The easier, more pleasant, and more convenient for patients you can make working with your office, the better off you will be and the more likely your practice will grow.”

Dr. Malcmacher urges new dentists to look for prod-ucts and instruments that will make them more clinically efficient. “I look for anything that will make me and my dentistry faster, easier, and better. The V3 Matrix Ring by Triodent will help you breeze through posterior composite restorations. And I could not live without Gaenial Universal Composites by GC America. You can use this product in every restoration. Every dentist should have a diode laser and the Picasso Diode AMD Laser is the most affordable one on the market. Also, you really want to be known as the gentlest dentist in the area. The DentalVibe Injection comfort system

Clinical Efficiencycontinued from page 14

helps eliminate the pain of an injection.” While websites, You Tube, and social media are all the

rage, when it comes to building a new practice, Dr. Malcm-acher says there is no substitute for pounding the pavement. “Get involved in your community. Volunteer to speak at the local elementary school, the rotary club, the senior citizen center. Pass out toothbrushes with your practice name on them. These presentations will take about 15 minutes and are great for getting your name out there.”

For more information about Dr. Malcmacher and the American Academy of Facial Esthetics, visit www.FacialEsthetics.org or contact Dr. Malcmacher directly at [email protected].

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“IN MY PRACTICE AND IN MANY OTHERS, ALL CERAMIC CROWNS HAVE REPLACED PORCELAIN FUSED TO METAL CROWNS.“

ALL CERAMIC CROWNS,

Can They Take The Pressure?

Dr. Josh Austin is a 2006 graduate of the University of Texas Health Science Center San Antonio Dental School. After working as an associate, Dr. Austin opened his own practice in 2009. He is a regular columnist for The New Dentist™ magazine and website. He can be reached at [email protected] or

http://thenewdentist.net/clinicalBuzz/.

Porcelain fused to metal crowns was considered esthetic dentistry during my tenure as a dental student. All ceramic crowns were only whis-pered about in hushed tones by prosthodontists

who considered them a “poor choice of restorative mate-rial.” As we all know, this viewpoint is beyond antiquated in today’s private practice world. People want restorations

BY JOSH AUSTIN, DDS

What is your opinion of all ceramic crowns? Tell Dr. Austin. Blog on at www.thenewdentist.net/clinicalblog.php.

the 1970s and are responsible for giving all ceramic crowns the reputation of being fragile. In the late 1980s, we began to see all ceramic restorations evolve with some of the high fusing ceramic materials. These materials were somewhat stronger but lost some of their esthetics in the high firings. The more times a porcelain is fired, the more the value is lost. These crowns began to show more shades of gray and became less desirable as the esthetics disappointed.

Today, we have reached further evolutions in our porce-lain materials. Low fusing ceramics enable ceramists to create highly esthetic restorations much more easily. In addition, the evolution of zirconia has given clinicians multiple options regarding material selection. Concurrent evolution with

that look like natural teeth. While this is technically possible with porcelain fused to metal restorations, all ceramic resto-rations are much more likely to achieve a natural look. In my opinion, a solid foundation in all ceramic restorations is essential to practicing dentistry today.

Like almost everything in dentistry, all ceramic materials have evolved and improved drastically in recent years. And their utilization has increased exponentially. It is almost impossible to read a dental magazine without seeing several advertisements for all ceramic materials. This all ceramic explosion could not have been better timed, as the market for gold has risen to the point that dental gold is cost prohibitive.

Originally, all ceramic crowns were achievable with solely feldspathic porcelain. While these feldspathic porcelain crowns were extremely esthetic, they were also extremely fragile. These types of restorations date back to

resin bonded cements have also given dentists the ability to enhance the strength of ceramics after insertion. New mate-rials hit the market daily, making it more important than ever for dentists to stay on top of changes in materials.

As of this article’s publication, the two most popular all ceramics are lithium disilicate and zirconia. Each of these

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materials has strengths and weaknesses, so it is important that restorative dentists make informed decisions regarding which material to select. While zirconia restorations took hold of the market in the mid 2000s, lithium disilicate has roared in over the past five years and now seems to dominate dentistry.

Lithium disilicate restorations strengthen the porcelain by adding reinforcing particles for strength. This takes the esthetics of traditional feldspathic ceramics and enhances the strength to increase the material’s indications and uses. The big name in lithium disilicate is Ivoclar’s e.Max. e.Max itself is a brand name that encompasses several different materials including feldspathic porcelain, zirconium, and lithium disilicate. The lithium disilicate variations of e.max are e.max CAD and e.max Press. The CAD product is obvi-ously milled out of a solid block of lithium disilicate either in a clinician’s office or at a laboratory. The Press product is a laboratory only restoration. Both e.max CAD and Press are considered monolithic restorations. This means the restora-tion is fabricated out of one solid layer of material, unlike a porcelain fused to metal crown.

Lithium disilicate restorations have become extremely popular for several reasons. They are extremely esthetic and

ceramics. There is no glass matrix in zirconia, just densely sintered zirconium oxide. This material is extremely strong but is not as esthetic as other forms of ceramics. Computer aided milling is the only way to fabricate zirconia restorations.

Zirconia was introduced to the market as a coping and framework material with more esthetic feldspathic porcelains veneered over it. Lava & Procera Zirconia were and still are prominent brand names of this type of restora-tion. Recently, we have seen the stronger lithium disilicate ceramics used as the veneering material instead of feld-spathic porcelain. The newest use of zirconia involves using it as a monolithic material to full contour. Bruxzir would be an example of this type of restoration. Esthetics and polishibility have been limitations for zirconia. There are now more shades of zirconia available; however, there are not nearly as many shades available as the other ceramic systems. While I would expect this to improve over time, I am not sure that zirconia will ever be able to compete with lithium disilicate when it comes to esthetics.

Moreover, a drawback to zirconia is the inability to bond it to tooth structure predictably. Historically, any zirconia


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can beautifully mimic natural tooth structure. In addition, they are very strong. At a compressive strength of 400 MPa, few fractures have been reported. Anecdotally, I have placed over 125 of these restorations in the past two years and have had one fracture. One contributing feature to their strength is the ability to bond these restorations in place with resin cement. Using porcelain etch and silane, lithium disilicate can be bonded to enamel and dentin. This also allows more conservative preparation than traditional materials.

As with lithium disilicate, there are multiple formula-tions of zirconia based restorations. Unlike lithium disilicate, zirconia is distinctly different structurally from traditional


3

a large family or are active in their church these individuals will be the new patients that sustain their practices. “They don’t think about the fact that may be 20-50 people. They didn’t do the math to determine how many new patients they need each month to make payments on the practice, pay the staff, pay themselves. Marketing is an investment in the success of your practice. If you cut the marketing budget or have an insufficient budget you are cutting the flow of patients to your practice,” explains Mr. Shoun. Without patients there is no practice, plain and simple.

Rule #3 - Invest in your practice. Create a budget for marketing and follow-through.

Train the Team to Realize the DreamIt’s a secret that Walt Disney himself realized years ago. “You can dream, create, design and build the most wonderful place in the world, but it requires people to make the dream a reality,” he said. The same holds true for your spectacular dental practice. All the pieces are in place. The brand is well established. The website is up and running. You are ready for the marketing campaign to begin. But is your staff?

Too often dentists, both new and established, will invest thousands in marketing efforts only to have them utterly destroyed by untrained and ill-prepared staff. The team must be trained to handle the phone calls effectively. Both Practice Cafe and Affordable Image Dental Marketing record practice phone calls during a marketing campaign. The reality is that far too many dentists have no idea what their staffs are telling patients.

For the dental employee, the phone is typically viewed as a constant interruption to more important job duties. Few realize the powerful impact this “annoyance” has in marketing the practice for better or worse. Dentists, mean-while, commonly view the phone duties as perfunctory. It rings, someone answers it, schedules an appointment, and that’s it. Then there’s the patient. This is their introduction to the practice. How they are treated in that first phone call will directly affect their decision to make and keep a sched-uled appointment.

It is not uncommon for scenarios like the following to unfold when a prospective new patient calls a practice that is staffed with an unprepared, untrained team. Mrs. Prospective Patient calls because she recently received some interesting marketing materials about a practice not far from her home. The mailer says that the doctor is taking new patients. So she picks up the phone to get more information. “The marketing

did exactly what it should do in that it got the patient to call the practice. The problem is that the employees are not trained and are not prepared. Doctors cringe when they hear taped conversations between prospective patients and their staffs. It’s a huge eye opener,” emphasizes Mr. Shoun.

He notes that it is common for new patients to experi-ence situations such as this one. The phone rings at least five times before someone finally picks it up or it goes into voicemail and the prospective patient has to wait for a call back. If someone picks up, it’s likely the greeting will be an unenthusiastic “Doctor’s office.” It’s common that the employee won’t identify herself, the name of the office, nor ask how she can help the caller. The first impressions are horrible, but typically the patient will push on. Oftentimes it’s a mom trying to schedule appointments for herself and her children. She tells the employee, “Yes, I’d like to schedule an appointment for me and my children.” The employee sighs and asks the caller if she is a patient. The caller responds that she is not but she received a flyer in the mail indicating that the doctor is taking new patients, and she needs to schedule appointments for her family.

Sadly, in many, many cases the new patient phone call goes from bad to worse. The employee oftentimes responds in a very discouraging tone telling the prospective patient that the schedule is booked up for weeks if not months or ticking off the laundry list of office policies, or putting the patient on hold indefinitely while s/he tends to other things. “There are no protocols established for how to handle the phone calls. The employees treat the phone as a nuisance, and while the marketing effort got the phones to ring, the lack of training of the staff sabotaged the effort,” says Mr. Shoun.

Weak practice systems can derail an expertly designed marketing campaign in no time. Staff that are not trained to answer questions effectively or routinely send phone calls from new patients into voicemail can be a huge road block for dentists. Advertising and promotions can get the phones ringing, but whether the patient makes the appointment and proceeds with treatment will be directly influenced by the effectiveness of other key practice systems. “It is critical that doctors examine those systems and determine if the team is truly prepared to ensure the campaign’s success,” emphasized Mr. Shoun.

Rule #4 – Train your team so that they are effectively marketing your practice from the first phone call and in every patient interaction thereafter.

For further information on marketing for your practice visit www.affordableimagedental.com or www.practicecafe.com.

Marketingcontinued from page 8

4


The New Dentist™ magazine recently spoke with representatives of Live Oak Bank about what they are doing to help new dentists. Senior Loan Officer Keith Merklin notes that now is an excellent time to build or expand the new practice. “Commercial property values are the lowest in decades. And in an effort to assist small businesses, the U.S. government has increased tax deductions. Aside from these economic factors, at Live Oak Bank, we understand the challenges unique to dentistry because we have lenders who focus solely on practice financing for dentists. Similar to Dr. Steven Beuligmann’s experience, which he has shared below, we can help new dentists consolidate debt, restructure existing loans, and can come up with creative solutions to allow you too to own your dream practice.”

Dr. Steven Beuligmann of Carlsbad, California recently completed a practice expansion project with the help of Live Oak Bank. Here’s what he has to say about the experience.

You had established a successful practice but wanted to change your location to a larger facility. Why?My practice was originally located in an old office complex; it was small and antiquated with no room to expand. There was no space for new equipment, parking was inadequate, and there were too few operatories to meet our patients’ needs. We found we were occasionally turning away emer-gency calls because we had no place to treat the patients. So overall, I found my practice potential was limited unless I could find a way to upgrade my systems and increase traffic flow. But because I live in a small beach community, ideal locations were typically taken by residential zones or smaller office complexes with similar limitations.

About 2-1/2 years ago, a new complex in downtown Carlsbad became available but sat vacant because of the recession. It was exactly what I was looking for; it offered large office spaces, abundant parking, and was close to the freeway and downtown area. However, the cost was quite high, and I was unsure I could get financing.

What was the biggest obstacle in obtaining financing?I already had existing practice debt for various equipment and practice purchases, so I was only able to contribute a small down payment. I worked with a professional mortgage broker to find a local bank that might be able to help me. However, no matter how they ran the numbers, the interest rates offered made my payments unaffordable, and the amount of down payment required was out of reach.

In addition, it was difficult to find an appraiser who understood the true cost per square foot of building out a

modern, attractive dental office. Appraisers are often looking at shopping mall build-outs and typically appraise the cost at $100 per square foot. But this is completely inadequate if you want to create a modern, attractive environment for your patients with contemporary wallpaper, flooring, and design features. Costs can be closer to $150 to $175 per square foot, and some banks are uncomfortable with this level of investment.

How did you solve your financing challenge?I was directed to Live Oak Bank, which not only provided financing but made the loan process a pleasurable experi-ence. They understood the marketing benefit of developing an attractive practice, and saw that my record of consistent growth was collateral they could rely on. So, rather than creating hurdles for me to overcome, they worked with me on finding solutions. They were genuine partners and shared my goal of building a successful dream practice.

What did you find most daunting about building out the space for your new office?Surprisingly, the build-out itself was mostly fun because of the great team I had. The SBA loan paperwork was the most daunting aspect of the project as I had to gather volumes of documentation for SBA approval. But the team at Live Oak always had a positive, helpful attitude and made the whole process manageable. They consistently helped move the process forward.

How is your new practice working out for you?It’s a dream come true! The new office is modern and gorgeous and provides a pleasurable working environ-ment for both my staff and patients. Our equipment and systems are more efficient, so we’re able to process more patient visits and offer more comprehensive services. With our increased efficiencies, we have been able to keep our fees consistent without impacting cash flow, which is much appreciated by our patients. We are able to take in emer-gency clients at any time because of our additional space. And we’re able to do all this with the same size staff.

What is Live Oak Bank Doing for Today’s New Dentists?


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DENTAL STUDENTS: What’s on Your Mind?

In a spirit of partnership and in support of the environmental health of the Bay Area, student representatives from the city’s two

dental schools recently gathered along the San Francisco bay shoreline at India Basin to clean up the water and rid the shoreline of plastic pollution and other debris.

Working with Sea Scavenger Conservancy, whose mission is to support the health of marine ecosys-tems and people, students from University of the Pacific, Arthur A. Dugoni School of Dentistry and University of California, San Francisco

School of Dentistry partnered together in a day of community service. Students involved in American Student Dental Association (ASDA) coordi-nated the volunteers for the event.

More than 20 students from the two schools met on the morning of Saturday, Aug. 13 to clean up the trash in a water recreation area used by local children. After the volunteers finished the clean up, children went kayaking in the bay and enjoyed a BBQ on the shore as part of an organized outing.

In affiliation with ASDA, a Northern California Community Outreach Coordinator is elected for each academic year to serve as an ambassador between the Dugoni School of Dentistry and the UCSF School of Dentistry. The goal of the coordinator is to bring the dental schools together through organized,

Dental students, tell us what’s on your mind. Email Managing Editor Tess Fyalka at [email protected]. We want to hear from you.

Pacific and UCSF Students Clean Up San Fran

community-oriented events. This year’s coordinator is Kristen Hann, a Class of 2012 student at Pacific.

“It was nice to spend time with the UCSF students to support such a great cause,” commented Hann.

Is your dental school involved in a volun-teer project? Tell us about it. Email [email protected].

Reprinted with permission from the University of the Pacific, Arthur A. Dugoni School of Dentistry.


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“ Dentistry is not just about fixing teeth that need attention. It’s about caring for the person attached to the teeth. That’s why the amount of time I spend with patients reclined in the chair doing dentistry is directly proportionate to the time I spend with them upright—talking about what they want for their oral health, past experiences and any concerns they may have. I ask them, ‘what can I do to make this an exceptional experience for you?’ and then make sure we exceed those expectations.”

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based restoration must be cemented in. If resin cement was used, it would not bond to the zirconia at all. There is consid-erable research underway in this area. Dr. Nassir Barghi at University of Texas Health Science Center San Antonio Dental School has been working with Bisco to formulate zirconia primers that would allow for bonding. I have yet to see any publications regarding bonding to zirconia; however, zirconia primers are available for purchase.

In my practice and in many others, all ceramic crowns have replaced porcelain fused to metal crowns. In my opinion, e.max Press combines the strength, ability to bond, and esthetics better than any other material. While cast gold

What do you recommend to new dentists thinking about starting their own practice?Your collateral and income may be limited when you’re first starting out, but be careful to not lock yourself into a prac-tice setting that will not allow you to grow. Even if you can only equip half of your operatories at first, consider opting for a larger space that you can grow into. Continued growth is what helps you stay competitive and successful.

Also, work with a practice lender who understands the dental business and is flexible in helping you meet your needs. The best bank for you may not be your local bank. Live Oak Bank is based across the country from me in North Carolina, but the distance has never been an obstacle for our working partnership.

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tion are considered, the location may be appropriate for a practice. But is the timing right for a practice transition at this time? And can ANY dental practice model thrive in this period in the economic cycle?

At this writing, there is a trend among certain house-holds in the U.S. to put off large cases. This group prefers getting single tooth treatments and keeping very close to what their dental insurance will cover. That is the “economic weather” for this patient base. If a motivated, young doctor wants to open a practice with a high over-head and the latest, most expensive equipment, and cutting edge diagnostics, we believe that in THIS community, he may have a hard time. That does not mean that in three years this same motivated, young doctor won’t do bril-liantly in this same location. But the approach mentioned seems to run counter to what the “economic weather” is telling us. True, the “economic climate,” which takes in a far longer time-period, may say that this is the best approach

for this same population and may say this is sheer brilliance. But unless the motivated, young doctor can hang on through the economic weather pattern, he will probably be selling his equipment for pennies on the dollar to someone whose understanding of the timing may be superior.

On a last note, the thought that “all the good places are taken” is silly. In demographics, we have a term called “churning.” A population may not be growing or shrinking but it is changing (or churning). New trends are emerging. New wants and needs are being discovered all the time. The wise young doctor will keep in mind that eyeing the eddies in the current of a turbulent economy requires the skills of a surfer. The surfer may want to ride a wave out to a distant island, but that is not the way the waves are headed. They may break to the right or to the left. You may want to consider finding a place to practice (a beach) where the waves seem to break in the direction you want to travel rather than curse the ocean for keeping you from your goal.

The Perfect Locationcontinued from page 12

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MAC Practice ......................... 3www.macpractice.com646-305-9008

McKenzie Management ...... BCwww.mckenziemgmt.com877-777-6151

Midwest Business Capital ... 19www.midwestbusinesscapital.com877-751-4622

NAPB .................................... 18www.napb1.com888-407-2908

Quest HandpiecesLares Research has introduced Quest model handpieces, a new line of high quality, American-manufactured highspeeds that are available only through U.S. dental dealers. Quest highspeeds feature low-maintenance, long-life, ceramic bearings. The Quest stainless

steel exterior and subtle grip design allows for fast, easy cleaning and autoclaving/chemiclaving. Quest high-speeds are priced for value-conscious dentists unwilling to compromise on quality and performance. They are available in models compatible with 4-hole, 5-hole, non-fiber-optic swivel (Multiflex* compatible), and fiber-optic swivel (Multiflex* compatible). Quest optional twin-beam fiber optics pro-vide enhanced shadow-free illumina-tion. Each handpiece carries a one-year warranty. Call 888-333-8440, ext. 1821, or visit www.laresdental.com for more information.

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

ClearCorrect AlignersClearCorrect, a brand of dental aligner created by doctors for doctors, does not charge for mid-course corrections, refinements, or final retainers. The company ships its aligners four trays at a time. This helps keep down lab-fees, since it eliminates the waste of shipping unnecessary aligners, if mid-course corrections are required. Doctors typi-cally get four sets of trays every 12 weeks, if no course changes are needed. The result, a 32-step clear aligner program for $995, and a 12-step program for $595, that gives doctors the ability to focus on treatment outcomes without worrying about price, making treat-ment more affordable and profitable. Call 888-331-3323 or visit www.clearcorrect.com for more information.

Lava™ Ultimate CAD/CAM Restorative3M ESPE has introduced the Lava™ Ultimate CAD/CAM Restorative, a unique CAD/CAM material with long-lasting esthetics and performance. Based on 3M ESPE’s nanotechnology, Lava Ultimate CAD/CAM restorative offers a polish that lasts, and backs it up with a 10-year warranty. This new class of CAD/CAM material provides a fast, no-firing process that is easy to mill, helping dentists maximize the productivity of their in-office restorative systems. The Lava Ultimate CAD/CAM is resilient and incredibly durable and shock absorbent. A few minutes of polishing are all that is necessary to achieve an enamel-like luster. The material also allows dentists to easily make adjustments, as well as build-up and reseal restorations. For more information, visit www.3MESPE.com/LavaUlti-mate or call 800-634-2249.

Powerprox Six Month Braces .................................. 28www.SixMonthBraces.comwww.PowerproxDocs.com440-646-1000

Practice Cafe ..........................9www.practicecafe.com888-575-2233 x104

Practice Pack ....................... 13www.thenewdentist.net877-777-6151

Six Month Smiles ............. IFCwww.6monthsmiles.comCosmeticBracesSystem.com866-957-7645

Ultradent Products, Inc. ..... 25www.ultradent.com800- 552-5512

Wells Fargo Practice Finance (formerly Matsco) ............... 31www.wellsfargo.com/welcomedentists888-937-2321

SKINNY on the Street

For a complete listing, visit www.henryschein.com/ppt or call 1-800-730-8883

11PT3583

ARIZONATuscon-4 Ops, Immaculate, Well-established, GR $700K #12122Tuscon Area-4 Ops, 2300 SF, Modern equipment #12112Tuscon-5 Ops, 1850 SF, Highly successful, Real estate available#12121

CALIFORNIACoronado-4 Ops, 1400 SF, GR $405K #14366El Dorado Hills-5 Ops, 1485 SF, GR 834K #14365Fresno-Merger opportunity-IV Sedation practice, GR $933K#14250Grass Valley-3 Ops, GR $307K, Adj Net $105K #14337Grass Valley-3 Ops-4 Available, Bldg Available, GR $89K#14362Greater Chico-4 Ops, 1200 SF, GR $584K, Adj Net $152K#14359Irvine & Costa Mesa-Combined practices, GR $781K, Adj Net$369K #14355Lakeport-8 Ops, GR $904K, Adj Net $302K #14338Laguna Niguel-4 Ops, 1500 SF, Pan, EZ Dental #14352Lindsay-2 Ops (3 Available), Practice & Building for Sale, GR$330K #14363Los Angeles-4 Ops, 1200 SF, GR $274K, Adj Net $89K #14348Maui-Hawaii-4 Ops, 1198 SF, GR $636K #20101Marin County-3 Ops, 650 SF, GR $179K #14370Newport Beach-4 Ops, 1450 SF, 3 Days hygiene #14354Northern-4 Ops-5th Available. 1770 SF GR $638K #14251Pleasanton-5 Ops, Excellent location, Must see! #14364Plumas County-3 Ops-4 Available, 1245 SF, GR $475K #14318 Redding-5 Ops, 2200 SF, GR $1M #14293Sacramento/Roseville-Highly successful GP practice #14334San Diego-3 Ops, 950 SF, Dentrix, Pan, GR $414K #14356San Diego-6 Ops, 2300 SF, GR $1.4M+ #14331San Diego-3 Chair office, Pan, Intra Oral Camera #14321San Diego/City Heights-3 Chair office, Pan #14321San Luis Obispo-8 Ops, Great location, GR $1.5M+, Adj Net$691K #14353Santa Clara-BUILDING ONLY 2 Units, 3776 SF #14368Santa Cruz-4 Ops-Room for 1 more, 1855 SF, 6 Days hygiene#14361Torrance-3 Ops, 800+ SF, GR $413K w/adj net $203K #14369

DELAWARENew Castle-4 Ops, 1600 SF, GR $535K #172701

FLORIDAMiami-3 Ops, Digital Sensors & Pan #183803

GEORGIAAtlanta-Looking to expand, GR $942K #19138Dublin-GR $1M+, Asking $825K #19107Newnan-Growing opportunity, GR $420K #19141N Atlanta Suburb-Small office w/great potential, GR $484K#19142W Georgia-Modern, Great opportunity #19140W Georgia-Wonderful opportunity, FFS, GR $690K #19143

HAWAIIMaui-4 Ops, 1198 SF, Pano, Laser, GR $636K #20101

ILLINOISChicago-Very Profitable, $1.3M in collections #22138Northwest-Growth potential, GR $550K #22137W Suburbs Chicago-Qualified Buyer to buy or merge #221351 Hr SW of Chicago-5 Ops, $500K production #22123

INDIANAMishawaka-4 Ops, Established, Potential #23113

IOWAWest Central-Ideal location, Fully digital, GR $1.6M #24101

KENTUCKYFlorence/Near Cincinnati-Modern, well equipped #26105Louisville-Great starter practice or merger #26104

MARYLANDPenobscot County-3 Ops, GR $203K #28114 Somerset County-3 Ops, GR $305K #28113

MASSACHUSETTSBoston-3 Ops, Well-established, Digital, Cerec, Intraoral #30146N Western-Real estate for sale, GR $440K #30144

MICHIGANClinton Township-5 Ops, Remodeled, Bldg available #31114Detroit-3000 SF, Close to suburbs #31112Melvindale-Well Established, Bldg. Available #313503Metropolitan Detroit-Specializing in Implants/Crown/Bridge#313502Detroit Metro Area-For Immediate Sale #313505Sturgis-Good area close to IN border, Bldg for sale #31111Suburban Detroit-2 Ops, 1 Hygiene, GR $213K #31105West-5 Ops, 2000 SF, Well-established pediatric practice, GR$520K #313501

MINNESOTASuburban St Paul-Established practice #32111

NEVADANevada City-4 Ops, 5 Avail., 1555 SF, GR $491K #37108

NEW HAMPSHIRESouthern-Oral Surgery practice, Condo for sale, GR $1.3M#38106

NEW JERSEYAtlantic County/Egg Harbor Township-Established, Greatarea #392139Burlington County-Historic downtown, Large Ops, FFS#392138Central Jersey-Well established pediatric practice, GR $945K#392145Hudson County-4 Renovated Ops, Digital #392136Marlboro-Associate positions available #39102Monmouth County-Hi-Tech 7 Ops, Digital #392140 Salem County-3 Ops, RE available, GR $600K #392134South Jersey-Established, Great area, GR $2.7M #392135South Jersey-1600 SF, 4 Chairs, New facility #392143South Jersey-Spectacular Multi-Specialty Practice #392148

NEW YORKBronx County-5 Ops, 2100 SF, Digital #412328Geneseo-5 Ops, Turnkey #41119Onondaga-4 Ops, State of the Art #412338Queens-Well Established, 3 Ops, Booming Location #412337Onondaga County-4 Ops, 1800 SF, GR $700K+ #41107Onondaga County-4 Ops, Highly Desirable Location GR $480K#412336Suburb of Syracuse-Great practice, GR $462K #41117

NORTH CAROLINACabarrus County-Well established, Digital #42179Charlotte-2 Ops, Beautiful space #423105Charlotte-4 Ops, 1470 SF, Digital, Laser #423106Lenoir County-Dental office bldg & equipment available#423107New Hanover County-Practice on coast, Growing area #42145Northwest-Seasoned practice in small town, Bldg available#42178Raleigh, Cary, Durham-Doctor looking to purchase #42127Wilkes County-5 Ops, Motivated Seller #42180

NORTH DAKOTAS Central-Productive rural practice, GR $696K #43102

OHIOCenterville-4 Ops, 8 Days hygiene, Profitable, GR $680K#44163Centerville-4 Ops w/room for 5, very profitable, GR $900K+#44162Clark County-2.5-3 Day/week, Bldg available #44167Greene County-Well managed, Low overhead, Large profes-sional bldg #44160N Cincinnati-Immediate sale #44172Northern Summit County-3 Ops, Picturesque Setting #443901Scioto County-35 Year+ established, 3.5 Day/week #44171Warren County-Very Profitable, FFS, Digital #44176

OREGONSalem-6 Ops, Well-established, 1500 Active patients, Dentrix#46101

PENNSYLVANIABradford County-4 Ops, 2700 SF, #472094Bucks County-Hi-End specialty practice, GR $1M+ #47149Carbon-Established, Digital, Laser, Pan #472088Center City Philadelphia-Well Established, 3 Ops #472098Chester County-2 Ops plumbed for 3, Established #472085Cumberland-4 Ops, GR $527K #472069Dauphin County-6 Ops-Opportunity for 9, Dentrix #47133Lancaster County-3 Ops, FFS, Loyal Pt. Base #472095Lancaster County-3 Ops,w/room for 3 more #472097Lebanon County-14 Ops, Equipment 5 years old #47147 Lehigh County-5 Ops, Pedo, FFS, Open concept #47150Luzerne County-4 Ops, Real Estate available #47151Montgomery County-State of the Art Practice #472099Northeast Philadelphia-4 Ops, 1200 SF home office #472096Northhampton County-4 Ops, Well-established, Pan #472092North Hampton-4 Ops, Paperless, GR $1.2M #472082North Hampton-3 Ops, Room to expand, GR $1M #472086NW PA/College Town-5 Ops, GR $542K #472076Snyder County-Established, 4 Days/week #72087Wayne County-Beautiful 9 Ops, Dentrix #472093

TENNESSEEChattanooga-Paperless office, Modern #51118Clarkesville-Excellent opportunity, GR $800K #51116Elizabethton-Great Area, Quality Practice #51107Maryville-Great practice, GR $739K #51109Tri Cities-TMJ practice, GR $290K #51119

TEXASDallas-3 Ops, Great potential #52106

VERMONTCentral-FFS, Real Estate for sale, GR $683K #54105

VIRGINIALoudon County-8 Ops, Space available for sale #552405

WISCONSINSoutheastern-7 Ops, 6500 SF, GR 1M+ #58121

When It’s Time to Buy, Sell, or Merge Your Practice You Need A Partner On Your Side

© 2011 Henry Schein, Inc. No copying without permission. Not responsible for typographical errors.

11PT3583_DE_Oct 9/23/11 12:26 PM Page 1

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View course curriculum at w w w.mckenziemgmt.com/cons-star tup.htmand w w w.mckenziemgmt.com/prac ticeacquisit ion.htm

Practice Start Up PROGRAMPractice Acquisition PROGRAM

2 Days, one-on-one training.

Preferred time 3 to 18 months prior to

opening or purchase.

6 Months of follow up support.

Training location - La Jolla, CA or your city.

Training and support materials.

16 Hours of AGD CE credits.

Available for General Dentists and Specialists

ENROLL TODAYand receive Realizing The Practice’s

True Potential, a 5-Hour DVD Set

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“I would absolutely recommend this for any new start up. I have been out of dental school 14 years and learned more

about the business of dentistry in 2 days than I had in all that time before. I both enjoyed and benefited from the program.”

— Alan Shelhamer, DDS, Diplomate, American Board of Oral & Maxillofacial Surgery

Dr. Alan Shelhamer is a Successful Start-Up Oral & Maxillofacial Surgeon in Carlsbad, California

new dentist winter 2011

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