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magazinesDental Economics Magazine, March 1998 ARTICLES
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Dental Insurance
The intraoral camera is one of the most useful adjuncts to dental care that modern technology has given us. It is estimated that 41 percent of general practices own and use such cameras. They help dentists in their diagnosis, aid patients in visualizing their problems, assist dentists and/or staff in illustrating options during the treatment conference and provide valuable documentation for dental-insurance claims.
Management Rx
Case Profile: In practice since the late `70s, this general practitioner bought her practice nine years ago. The locale is a rural southwestern town of about 4,000. The doctor works a 32-hour week and keeps the following staff: two hygienists (one who`s been with the practice since the `60s and has outlasted three doctors); an office manager; a receptionist and two dental assistants.
Money Smart
Insurance companies seem to be as well-known for their misleading sales practices as they are for their claims-paying ability. Prudential Insurance Co. of America recently agreed to pay at least $410 million to settle a class-action suit brought by policyholders, who argued that the company tricked them into buying costly additional life insurance coverage that they did not need. In recent years, Metropolitan Life Insurance, Phoenix Home Life Mutual,
New Products
American Eagle Instruments® now has surgical elevators available in 21 popular styles. Handcrafted in Germany with superb accuracy, these high-quality surgical elevators carry a full lifetime warranty against defects in quality and workmanship. Made of corrosion-resistant stainless steel, they are completely sterilizable.
Now dentists and dental hygienists can deliver ultra-fast relief to patients with hypersensitivity with Zarosen®, a product of Cetylite Industries.
A thoughtfully designed and visually compelling logo design, combined with consistent use of color and type style, creates the foundation for effective and professional communications.
First Medica presents the MedFlex premium jackets, which are fluid-resistant and meet all OSHA requirements. The jackets are lightweight, cool, comfortable and have three pockets, knit cuffs and collars. They snap in the front and are available in four fashion colors (blue, pink, purple, teal) and five sizes (Sm, Med, Lg, XL, XXL).
Colgate is using new technology to deliver an old message to school children all over the world: Take care of your teeth and they`ll last a lifetime. The "So Who`s Dr. Rabbit?" Virtual Mystery CD-ROM makes learning about brushing your teeth, limiting snacks, eating healthy foods and visiting the dentist fun by utilizing age-appropriate animated video, sound effects, engaging text and colorful graphics via interactive games.
Omnii Products introduces a new White & Brite Ultimate™ Deluxe Patient Kit. It provides all of the material and accessories required for patients. Omnii also has developed a full-color Technique Overview and Tip card for the dental professional.
Duro-Test Corporation has started production of Aurora VI, an exclusive 6700K daylight-simulating version of its Spiralux compact fluorescent.
Dial Corporation introduces Dial Duo, a new dispensing system for Dial`s line of liquid soaps and lotions. The Dial Duo features Dial`s exclusive acrylic wall bracket and two 16-oz. bottles of Liquid Dial Sensitive Skin Antimicrobial Soap in one convenient package.
American Dental Cooperative, Inc. introduces the new Quala™ 3601 Curing Light, a redesign and upgrade of the recently discontinued 2501 model. The 3601 Curing Light comes complete with an 8mm light guide, 52-watt bulb, instruction manual and protective light shield.
To help dental teams meet the challenge of cancellations and failures at recall, internationally known speaker and consultant Annette Ashley Linder, BS, RDH, announces the release of the dental education, audiotape series, "How To Reduce Cancellations and Failures." An array of practice strategies are detailed, including the results of dental focus groups, six reasons patients fail, a formula for recall effectiveness, methods for confirming, letters and documentation, appointments policy that m
Cosmedent expands the shade range of the Renamel Restorative System by offering six new microfill and hybrid shades to its already extensive line. Renamel Microfill has two new dark colors, A6 and C5, and now offers 25 shades, allowing you the versatility to match any tooth. Renamel Hybrid is available in all Vita shades with the addition of B4, C1, D2 and D4. Cosmedent also has a new white shade available in both microfill and hybrid to simulate that elusive bleached appearance for those patien
Rembrandt Oral Care Products has established a hotline offering welcome relief to canker-sore sufferers. The number, (800) 548-3663, is expected to be a powerful educational resource for those plagued with this painful condition.
Dr. Suhail A. Khouri, an orthodontist in St. Louis, Mo., has patented and is marketing a two-plier set to place effective gingival bends on distal ends of titanium wires. The time-saving pliers offer the following benefits:
ProSystems, in collaboration with the National Society of Dental Practitioners, offers five miscellaneous dental forms that will help reduce your exposure to malpractice loss. The forms were designed by Burton R. Pollack, DDS, attorney-at-law, one of the nation`s foremost dental-risk managers.
Kaeser Compressors` eight-page "Air Com-pressor Guide" takes you step-by-step through the process of selecting and protecting your air-compressor investment.
Safeskin Corporation, a leading developer and manufacturer of high-quality, powder-free, disposable latex and synthetic gloves for the health-care, high-technology and scientific industries, introduces its newest product: the PFE-XTRA powder-free latex exam glove for high-risk procedures.
Sony Electronics introduced its DPA-300 digital still recorder and its UP-2100 color video printer last month at the Chicago Dental Society meeting.
DENTSPLY Maillefer N.A. introduces Glyde File Prep, a new root-canal therapy gel used to facilitate the cleaning and shaping of the canal. Used as a lubricant and chelating agent during canal cleaning and shaping, Glyde File Prep lifts debris coronally while it cleans and lubricates.
The Dental Probe, Inc. announces free periodontal-charting software with the purchase of the Probe One™. For one low cost, you will receive the Probe One™ system (known as the gentle probe) and FREE periodontal-charting software. The software operates in Windows 95 and allows you to chart a complete perio exam unassisted. With voice response, the Probe One™ will call out the pocket depths while you probe. The charted information is presented in a user-friendly format that is easy
KaVo`s new dental laboratory dust-collection system, the ABSORmatic, is extremely powerful, whisper-quiet and highly effective. The ABSORmatic supports up to three stations simultaneously, providing multiple suction levels and individual control to each other. Uniquely, there are no filter bags to replace in the ABSORmatic, making the laboratory a safer environment while saving time and maintenance costs. Available in different size configurations, the ABSORmatic can be integrated anywhere to cr
Ultradent Products, Inc. releases three Amelogen® Universal UltraLite™ shades for post-bleaching restorations. The Amelogen® Universal UltraLite™ Shade Kit contains shades B.2, B.5 and B.7, plus the traditional B.1 shade.
Gendex Dental X-Ray, a division of DENTSPLY International, announces a new, patented, digital X-ray imaging product called the DenOptix™ Digital Imaging System. The DenOptix™ System uses storage-phosphor imaging technology to create digital X-ray images. The system consists of three components: a laser scanner, imaging software and reusable imaging plates.
Braun Oral-B`s innovative Interclean provides consumers with an easy, convenient and efficient way to clean between the teeth. Interclean has been clinically proven to be safe and effective in reducing plaque and gingivitis. It is as effective as floss when used in combination with regular brushing.
Newly revised for 1998, the CENTRIX DIRECT catalog features 32 pages of syringe delivery and unique single-dose package products. Included are the latest versions of the C-R® Syringe system, disposable tubes and plugs, BENDA® brushes and LolliPack® single-dose packages. Helpful clinical information on the use of CENTRIX products can be found throughout the catalog.
New from Micro Select (a division of Micro Dental Laboratories), the Stain-Master Por-celain Oven lets you modify a shade within minutes as your patient waits, allowing you to provide exceptional service and avoid unnecessary rescheduling.
Ivoclar North America, Inc. has released a newly developed, low-fusing opaquer paste for use with highly bio-compatible alloys featuring a low solidus point. The product, IPS Lowpaque™, is part of the IPS Classic PFM porcelain line.
The Aurora Light Curing Tray Resin is curable by light, and remains stable in its doughy, no-stick stage for 24 hours. The Aurora provides hard, distortion-free results, and is easy to handle and trim.
Last year, Noven Pharmaceuticals, Inc. successfully launched Denti-Patch®, the world`s first transoral anesthetic patch. DentiPatch® is used to ease the pain of dental injections and soft-tissue procedures. It is applied directly onto the palate or gums and offers safe, localized numbing for up to 40 minutes.
Keep more patients happy and help eliminate emergency visits with Masel`s new colored and flavored relief wax.
PLAK SMACKER, INC. is one of the leaders in top-quality gloves for dental companies around the world.
Oxyfresh has formulated Professional Strength Mouthrinse with Zinc for use in dental offices. Oxyfresh`s Professional Strength formula contains almost twice the Oxy-gene® as our regular strength mouthrinse - for more complete oxidation of volatile sulfur compounds.
The Crown Grabber® II, available from Health Products International, replaces towel clamps, children`s extracting forceps, Ellis tissue forceps, etc.
D&S Video Warehouse introduces the first digital color printer that actually fits inside a standard 5.25" drive bay slot. The size of a CD-ROM player, the 24-bit, TWAIN-compliant printer produces stunning, high-gloss pictures in over 16.7 million colors. The printer installs easily in just 20 minutes and the Windows 95 drivers and application software are easy to use.
National Data Corporation has added new clinical and administrative enhancements to the NDC Dental System.
Athena Technology, Inc. introduces a comprehensive parts catalog, geared for dental dealers involved in ordering parts primarily for handpiece repair. It is illustrated with drawings of products in exploded views for easy part identification. The parts catalog has been developed in a loose-leaf format for easy updating. Product categories include contra angles, nosecones, turbines, handpieces, bearings, O-rings plus assembly and repair tools.
Advanced Snap2 Technology makes new Hydroflex Vinyl Polysiloxane more accurate, easier to use and easier to remove than any other high-performance impression material.
Flow X-Ray introduces a small (6" x 2"), lightweight, battery-operated viewer that illuminates a 32 x 41 mm area - perfect for viewing size 2, 1 or 0 dental X-ray film. The light source is a state-of-the-art, solid-state electro-luminescent lamp which emits light without heat. The light intensity now is over 30 percent brighter and the viewing area is all-white for greater clarity.
American Eagle Technologies™ introduces its new four-color PROFORM™ catalog. The catalog de-scribes the many uses of the handpiece lubricant and cleaner. Physiologically neutral and designed for repeated sterilization, PROFORM™ was the first handpiece lubricant cleared by the FDA. The catalog also includes the results of extensive product-testing.
Conair Corporation, makers of the INTERPLAK Power Toothbrush and the INTERPLAK Dental Water Jet, has expanded and enhanced its popular Customer Appreciation Program (CAP) to include a wider assortment of gifts for dental professionals who recommend INTERPLAK products.
TIDI Brand introduces the Criterion™ Facial Lock Mask. The mask combines the comfort of a cone mask with the seal of a pleated mask.
Optiva Corporation introduces a new Sonicare model, the Sonicare Plus sonic toothbrush, packaged with two smaller-size brush heads. The new model is designed for patients with smaller mouths, orthodontic appliances and site-specific cleaning needs.
The new Buffalo Dental Lathe is the ideal, fully enclosed sanitary lathe for safely performing polishing operations in the dental laboratory. The narrow profile, high-performance lathe shields the operator and work area from grinding debris and dust, and conveniently attaches to laboratory-dust collection systems. No more need for grouping conventional polishing lathes with splashers, dust hoods and safety shields - they`re all included with the new Buffalo Dental Lathe!
American Dental Supply, Inc. has added RELEASE-SEP to its line of die-prep materials. RELEASE-SEP is a high-performance synthetic lubricant and separating agent designed for the needs of the dental industry.
Denbur, Inc. introduces the Elliptical "E Type" Light Tip, designed for a wider point of contact in Class II restorations. Instead of having a conical shape, the E Type has two semi-flat sides where the contact is to be made. There are two small indicators on each side of the E Type basket to guide the clinician to the direction of the tip to be placed in the interproximal box.
PLAK SMACKER, INC. introduces ear-loop style face masks at a price that every office can appreciate.
The Opti-Tip is designed to bring new value to the light-curing technology of Demetron. The Opti-Tip is a plastic nose cone-shaped tip that fits over the tip of the curing-light guide. It solves the problem of open-contact areas by concentrating the light down into the proximal box so that the cervical area is adequately cured. A totally tight proximal-contact area is obtained easily and consistently.
SS White Burs, Inc. recommends left- and right-fitted gloves because they are made on anatomically correct formers, they are hand-specific and allow for greater blood flow.
Pearls for your Practice
Pearl #1 - Yashica Dental Eye III by Yashica Corporation. I have been using the Yashica Dental Eye since it first became available as the Dental Eye I years ago. If clinical photography is important to you, and you want a camera that you and your staff can easily pick up, turn on and operate, this one`s for you! We were amazed, because there was no learning curve to this camera. We unpacked it and immediately began shooting great slides. How many times have you left your camera on and put it awa
Practice Success
For the last few years, I have dedicated these columns to the subject of practice management. Most of you reading this know that I support the concept of a boutique style, high-profit, high-quality practice. After consulting over 2,500 dental practices, I have found that the low- to medium-volume practice that provides comprehensive diagnosis and care usually has a higher real profit than the high-volume
Practice Transitions
One of the most important events in the life of a dentist is when he/she sells his/her dental practice. All too often, retirement is the only event for which doctors prepare. There are other events in a dentist`s life that may necessitate selling all or part of his/her practice.
Tax Q&A
I have been in practice for over 30 years and am now planning to sell out and retire. I have owned my own office building for approximately 20 years. It was originally constructed at a cost of $300,000 for land and building. I now have negotiated for the sale of my practice and related real estate, with the real estate price set at $450,000. My accountant now tells me that much of the gain will not be taxed at a maximum rate of 20 percent due to "depreciation recapture." I told him that he is i
Technology in Dentistry
If keeping track of 35mm slides isn`t challenging enough, try organizing photographs, video prints from the intraoral camera and digitized images stored on your computer.
Features
The title of a recent Wall Street Journal article by staff reporter Ellen Graham describes all of our fears well: "Dreams of Cushy Retirement Clash With Meager Retirement Savings." The article describes the results of a Wall Street Journal/NBC News poll of Americans and their opinions on retirement savings. According to the poll, "57 percent conceded they haven`t calculated or don`t know how much they need to save each year to reach their goal." Likewise, "of the 55 percent who are now saving fo
The cash and stock options offered by DSMCs sound nice enough, but is a buy-out right for you? Do you really want to ask some young hotshot if you can play golf this afternoon?
3M Dental, winner of the 1997 Malcolm Baldrige National Quality Award, is proud to sponsor the Dental Economics year-long "Quality Management" series.
No matter what your position in the practice, how you communicate with the patient can "make or break" your success. When you are making a financial arrangement, scheduling an appointment or presenting the dentistry, your skill in communicating will determine whether or not a patient will comply with your recommendations or directions.
How do you know when it`s time to start planning for a new facility? What do you do first? These are questions we hear several times a week and they`re excellent questions. Just as frequently, we hear doctors say, "I`ve just leased a space and I`m ready to start design." Usually, they have not determined if their anticipated dream office is economically feasible, if they have chosen the best option, what their budget is, whether or not the financing they`ll need is available or many of the other
Four cases illustrate how to conduct marketing feasibility studies, regardless of whether you`re a rookie or a veteran, or whether you cater to country folks or city dwellers.
About six years ago, my practice had started to flatline. You know, your production seems to level out and you just can`t make it to the next level. I went looking for something to jump-start my practice and increase my profitability. What I discovered was the intraoral camera. I listened to other dentists who had used the intraoral camera to greatly increase their case acceptance. From the first time I saw a system, I was hooked. My first camera arrived in boxes without any manual. I went to Ra
The best business strategy to achieve success in your dental practice continues to be producing superior dentistry without pain and for a fee perceived by the dental public to be of value. Be out in the open, tell it just like it is and tell your patients what is going on in a way they can understand. Tell them what caused their dental problem and what different optimum, ideal treatment plans are available to fix those problems!
Dentists who have practiced for a number of years sometimes find that their practices may have plateaued so they search for a spark to help restart the fire they feel has gone out. New practitioners who are having difficulty starting their practices look for a key that will accelerate the acceptance rate of recommended treatment at a level that will make their practices profitable. Both scenarios describe environments where intraoral cameras, when properly used in an organized system, help denta
Departments
Editor's Note
Every state board should require that a dentist be a patient in order to get an annual renewal of his or her license. Sitting as a patient would allow us to experience first hand what happens in a dental office. Experience the experience. Is this how you would like to be treated? And, while we are at it, let`s get the staff in the chair too. Is your office all it can be? What is the word out on the street about your office? This is an excellent way for you and your staff to see your office in a
Viewpoint
Quietly, while we dentists were asleep one night, a dark force we now call managed care stole the volume market share of patients. A new distribution system swept over our universe and the bulk of us woke up one morning to find ourselves enslaved to Darth Vader. Those enlisted now toil in their office ditches, shoveling dental hardware at substandard fees. They are a labor statistic grouped with the secretaries and custodial staff, which is scoffed at by lavishly paid, Power Ranger-type insuranc
Letters from Readers
After reading the December issue, specifically the article by Lorraine Hollett and Patrick Wahl, I was inspired to acquire more information from some of the financing companies that they had listed. Upon contacting American General Finance and Associates Financial Services, I was informed that they no longer finance dental treatment due to the large number of defaults (exactly why dental offices do not want to be the bank).
The January 1998 article, "Finding Savings in Debt Management" appears flawed in its premise and contains errors in its application.
Volume 99 Issue 10
October, 2009
October, 2009
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