current issue of Access Success
Raise the Bar, Raise the Fee
Recovering from Fear of the Fee
By Jameson Coach Julie Hanson
One fear many dentists express is setting or raising fees. You are concerned that patients will leave the practice because fees are too high or because the insurance company says fees are too high. The dental team dreads such objections about high fees. Some of you may have even raised your fees, only to adjust them back down as soon as you got a negative reaction from a patient.
We challenge you to get over the fear of fees. Set the fees at a fair rate and at a level that represents the quality of the service provided and be to proud of those fair fees. Most dentists tell us that they initially have no idea where to start when it comes to setting fees. They use many resources from their insurance companies’ usual and customary fee to their PPO fee schedules to their colleagues’ fee schedules, near and far.
There are three things on which you should base your fee: cost, profit margin and quality of service. The most subjective of these is quality of service. If you need to purchase a white shirt, you could go to several places and pay several prices. If you buy it at a discount superstore for $14.95, you can certainly expect a different quality than the higher end department store where a white shirt can be purchased for more like $89.95. Fabric, material, button appearance and stability, long-term durability will play into the price of that shirt…and your overall satisfaction with the purchase. The old adage, "You get what you pay for" holds true most of the time. When patients come to your dental office, what are they getting? Is it a below average to average level of quality or is it superior quality? This must be considered heavily when setting fees.
First, consider the technical quality of your dentistry. If you have attended additional continuing education courses and have continued to develop your skills, then the technical quality of your dentistry is superior and should be reflected in your fee. Also consider the materials and laboratories you utilize. There are many different levels of quality when it comes to both of these areas. If you are using the highest quality materials and excellent laboratories, this should be reflected by your fee.
Second, consider the technology utilized in your practice. If you are implementing the latest and greatest in dental technology which allows you to diagnose and treat patients at a higher level than without those tools, that should be reflected in your fee. Patients don’t know much about the technical side of dentistry, but they perceive that a practice that keeps up with cutting edge techniques and technology must be good.
Third, consider the level of service your patients receive when they are in your practice. How is your customer service? When patients feel good about being in your practice and feel well taken care of and special, they are willing to pay more. As patrons, we all want to support businesses or services where we feel we received a fair value for the fee paid. Dentistry is no different. However, patients must see and feel that your practice is above the average dental practice in order to pay more. Be aware of the "value-added" services in your practice.
Some value-added services should be evident to the patient. The practice should be clean and professional looking at all times. The customer service skills of the entire team, including the dentist, must be excellent. If you haven’t already, you may want to invest in some customer service training, or at least discuss as a team your plan for having consistent, excellent customer service. All team members should be able to handle potential fee objections from patients confidently and professionally. Consistency in your systems also contributes to patients’ willingness to remain loyal to the practice regardless of the fee. This means they always know what to expect because situations are handled the same way each time and there are no surprises.
Other value-added services may not be evident to patients and require the dental team to educate the patient. You should have a value statement for every service in your practice. Some examples might be, "We always take your blood pressure because it is important to us to consider your overall health, not just your teeth." Or, "Oral cancer is on the rise and we are very stringent with our oral cancer screenings. I’m performing yours now." Or even, "I’m so glad you had your crown done here because Dr. Smith uses the highest quality material and laboratories and you are getting an excellent value." The more times patients hear the value of what you are doing, the more it builds the value of the entire practice. They will be willing to pay for that perceived value.
Once you have evaluated all the aspects of your practice that contribute to the quality of service your patients receive, set a goal to increase the areas that are not up to the highest level. Once you have raised the bar, don’t be afraid to raise your fees. If patients perceive a fair value for the fee they are paying, they will pay and not complain. Help them with that perception of fairness. How do you do that? By involving your team in the analysis and decision points highlighted here so they can buy into the idea that your fees are appropriate. Then, arm them with excellent verbal skills so they feel confident responding to patients.
The verbal skills of how to deal with patient objections about fees are very important. You do not want people to leave you. You do not want people to be hostile about your fees. How you handle the normal complaints about fees will make all the difference in the world. Remember, as Cathy Jameson’s always said, communication is the bottom line to your success with anything, including discussions about fees. Here’s one quick example.
Patient: "Haven't you guys gone up on your fees since my last visit?"
Team Member: "Yes, Mr. Jones, there has been a slight increase in our fees. Our costs of operation have gone up and, therefore, our fees have done the same. We refuse to compromise the quality of our care, and so, we carefully position our fees to reflect our commitment to be the best. We know this is what our patients expect of us as caregivers".
Patient: "Seems like every time I come in your fees go up."
Team Member: "No, not every time, but I can appreciate what you are saying. When the cost of a procedure goes up, we do increase our fees in order to cover those costs. We prefer to do this rather than use inferior materials. Inferior materials produce average dentistry, and, Mrs. Jones, the last thing in the world that we want to do is put average dentistry into your mouth."
Be encouraged – increasing your fees to a fair point can make all the difference in your productivity, profitability and stress control. That transfers back to the energy and positive enthusiasm you can share with your team and your patients. Overcome the fear of fees. Raise the bar and then, as appropriate, raise the fee.
Julie Hanson is a Jameson Coach. She may be reached at 877.369.5558 or julie@jamesonmanagement.com.
To use the Automatic Fee Schedule Changes tool in Dentrix, click here.
To learn about R-Fees, a customized fee schedule analysis, click here.
Dr. Tina Brenza, New Branch of Peace Award Recipient
Dr. Tina Brenza has been announced as Jameson Management, Inc.'s "Branch of Peace Award" recipient, honoring her devotion to promoting peace and leadership.
Following her graduation from Northwestern and ensuing residency and fellowship-a time when most dentists begin work toward a financially rewarding private practice-Brenza set out for Rockford, Illinois, to help set up a new clinic serving developmentally-disabled patients. In six years at Milestone Dental Clinic, she compassionately treated hundreds who otherwise would not have been able to afford care.
In interview unrelated to her Branch of Peace Award Recognition, Dr. Brenza said of her time at Milestone Dental Clinic, "It was not financially lucrative, but I made such a difference in my patients' lives. The amount of cards and pictures they sent me brings me such joy," says Brenza, who has served as chair of the ISDS's Access to Care Committee and the Winnebago County Dental Society's Public Health Committee. The birth of Brenza's first child and a decline in her father's health necessitated a switch to a private practice in 2005.
Her Northwestern background helped smooth the transition as she and her husband, Ryan, who now manages her Rockford practice, received crucial advice on the endeavor from fellow alumni. Brenza was also assisted by her well-rounded education, noting that the Dental School took the uncommon step of using faculty from the Kellogg School of Management to tutor students on how to buy and own a practice.
Brenza earned her undergraduate degree from Loyola University Chicago and her received her DDS in 1996 and moved on to a residency and fellowship at University of Iowa Hospital. Still, Brenza keeps her passion for her alma mater alive, serving as the president of the NU Club of Rockford. She also works to better her community through involvement with environmental causes.
"With movements everywhere on 'the greening of America' and becoming more Earth friendly as people and professionals; and with the worldwide plights that human beings face plus the many moving stories you hear of heroes trying to do their part, we wanted to really highlight these stories within the dental industry and bring the heroes to the spotlight for a moment. Thus, the Branch of Peace Award," said Cathy Jameson, Founder and CEO of Dental Coaching Firm Jameson Management, Inc.
Cathy Jameson's vision evolved into special sketches created by her father, Derry Ebert, which have been crafted into wall décor awards commemorating each award recipient. Her directive in the call for applications welcomed entries describing "anyone who is living with a big picture perspective; whether living an environmentally conscious life, doing something philanthropic, exemplifying outstanding leadership and things along those lines. Dr. Brenza, like the other award recipients, definitely seems to be an appropriate match with Cathy's thoughts," said Jameson Management, Inc.'s President, Jess Webber.
One of her Jameson coaches, Kimberly Brozovich, wrote “Dr. Brenza is a highly motivated and passionate individual. She is not only an outstanding care provider, Dr. Brenza also goes over and beyond to help her community and the overall environment. Dr. Brenza is making a difference!”
In her spare time, Dr. Brenza enjoys spending time with her family and numerous pets. She looks forward to traveling with her children as they grow so that she can share her love of history and nature with them. She is passionate about protecting the environment, from recycling to sustainable living to cleaning up her community. Tina and Ryan Brenza have two sons: Grant, 4, and Evan, 3.
Brock Arms Receives Jameson's Branch of Peace Award
Michigan Dentist Brock Arms has been announced as Jameson Management, Inc.’s first "Branch of Peace" award recipient, honoring his devotion to promoting peace and leadership.
"With movements everywhere on ‘the greening of America’ and becoming more Earth friendly as people and professionals; and with the worldwide plights that human beings face and the many moving stories you hear of heroes trying to do their part, we wanted to really call those qualities out of the dental industry and bring the heroin to the spotlight for a moment. Thus, the Branch of Peace award," said Cathy Jameson, Founder and CEO of Dental Coaching Firm Jameson Management, Inc.
Cathy Jameson’s vision evolved into special sketches created by her father, Derry Ebert, which have been crafted into wall décor awards commemorating each award recipient. Her directive in the call for applications welcomed entries describing "anyone who is living with a big picture perspective; whether living an environmentally conscious life, doing something philanthropic, exemplifying outstanding leadership and things along those lines. Dr. Arms definitely seems to be an appropriate match with Cathy’s thoughts," said Jameson Management, Inc.’s President, Jess Webber.
The nomination for Dr. Arms highlighted his leadership in (1) vision, (2) discipline and (3) character, described as follows.
"To have a big vision for oneself for the sake of self is admirable, but to have a vision for one’s life with less regard for personal reward is honorable. I would describe Dr. Arm’s vision as honorable. His vision is to make health and beauty accessible to people in our community by offering his services as a dentist. He also has a great vision for sharing himself and any wealth with the world, by supporting projects locally and globally. His desire to help others is evident by his generous decision to give five percent of his collections to charities in our community and around the world. He has given generously to Tsunami relief efforts, project Christmas (a local organization that gives gifts and food to the under-privileged), Pathway of Hope, (a home for troubled girls) and other charities, as well."
Dr. Arms and his team volunteer to organize and participate in Give-Kids-A- Smile, a program to educate, screen and help local children attain needed dentistry at not charge. He has also participated in numerous volunteer trips to remote areas in Mexico, providing necessary dental care to the poor. Dr. Arms’ concern for humanity extends to the unborn and their expectant mothers and fathers, as well. He recently gave a gift to Care Net, a local crisis pregnancy center, allowing them to purchase an ultrasound imaging machine. He also plans to help fund the salary of the needed ultrasound technician.
"When no one is looking", says the nomination, "you might find Dr. Arms floating down a river in a canoe with a group of kids from his church or standing at the edge of a stream, sharing his love of fishing with a boy who would otherwise not have the opportunity."
"We are proud of the efforts Dr. Arms makes not only as an excellent dentist but as a well-rounded man who is, in the eyes of many, a humble hero. He certainly exemplifies the characteristics Cathy had in mind when she envisioned the Branch of Peace award. We hope many are inspired by his story and that the dental industry is the source of many more leaders for centuries to come," said Webber.
LifeSMILES Dentistry is located at 909 Carmel Street in Cadillac, Michigan. Call 231.775.8281 or visit www.CadillacDentist.com for more information about Dr. Arms and his efforts or to inquire about the services at LifeSMILES Dentistry.
Do you know someone that should be considered for the Branch of Peace Award? Click here to make your nomination.
The Economic Crunch - Your Survival Plan
Economic slowdown, credit crunch, bear market or even, dare we say, recession? No matter the headline, we are all aware that our nation is in an economic crunch. Unfortunately, this condition is now reaching healthcare, an industry previously thought to be protected. Oklahoma, once said to be "recession proof", is now even fearing and feeling the crunch. A September 22nd article in the Wall Street Journal stated that "22 percent of consumers said that economy-related woes were causing them to go to the doctor less often." Our patients are now faced with an economic reality that turns former "needs" into "wants" and recent "wants" into "not nows."
How can you safeguard your practice? How can you maintain your desired new patient flow and patient retention? Rather than staying up at night, wondering aimlessly what you can do or attempting tactics with a trial and error approach, let the Jameson team help you over the economic hump with the following tips from our experts!
- Focus on the Jameson basics.
- Cut expenses – your team has read the same headlines you’re seeing when you open the newspaper. They know that times are tough. They’ll appreciate partnering with you to tighten the budget and get creative in ways to do so. Tackle it as a team and you’ll find that everyone helps trim back.
- Consider "lay-away" dentistry – build up your credit through pre-payments prior to state of treatment.
- Phase your treatments – keep your patients involved and moving forward with some treatment even if it’s not the ideal quadrant dentistry.
- Pre-authorize treatment with CareCredit or your chosen healthcare patient financing program.
- Arrange for your Jameson coach to conduct more mystery new patient calls and feedback.
- Keep the patients involved, at the very least, through your hygiene retention system. Don’t get discouraged with patients turning down or postponing treatment. Keep them in the practice family.
- Demonstrate flexibility to patients – if the price of gasoline is a patient concern or objection, use your verbal skills to sell the patient on quadrant dentistry - fewer visits, more dentistry per visit.
- Focus on phone skills – write scripts and practice calls with your patients for a variety of situations. Change up what the doctor and team normally say to patients to be more positive and to approach the patient concerns more confidently.
- If dental practices are having tough times, then so are dental labs. Negotiate lower payments with your labs since they may have the attitude that some business, even at a lower fee, is better than no business at all. One Florida practice ended up with a very good lab dropping their crown fee from $130 to $99.
- Set up a treatment retention system much like your hygiene retention system to control follow-ups on diagnosed but incomplete treatment. Have four-week tasks to stay on top of calls and letters to patients.
- Send copies of patients’ "before" intra-oral photos and then a stock supply "after" photo in letters to follow up on incomplete treatment.
- Conduct exercises in team meetings with the help of your Jameson coach to deal with numerous types of patient situations – postponing treatment, desiring other options, not wanting to travel to the office, concern about the use of CareCredit even if used in the past, being in the "save" mode of thinking, etc. Ask, for example, how can we all help the patient "save" – from each position in the practice?
- Implement incentive plans to encourage team members to call patients during the chart audit project. Set rewards when treatment is scheduled, appointments are kept and treatment is completed. One office had a point system that accumulated to levels to earn a gas or grocery store gift card.
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1. Follow up on diagnosed but incomplete treatment
2. Fully utilize your treatment coordinator position
3. Educate your patients in a way they can really process the information and overcome the financial concerns
4. Handle your patients’ objections and follow through
5. Actively listen to uncover your patients’ wants, needs and desires for their smiles and oral health
6. Effectively use your intra oral and extra oral digital camera(s)
7. Maximize health care financial partners
8. Maximize emergencies
9. Market your practice – yes – even or especially in the down times
10. Develop and maintain strong scheduling systems
While the nation frantically worries and watches the Dow, you deserve to be at peace and know that your practice will safely and successfully survive the current economic crunch. We can help you work, play and live! Jameson is ready to help you get back to focusing on your patients and the life of your dreams.
For more information, click here to request an email with this full article plus a one-page checklist of strategies for fast results.
Marketing that moves your practice... through the ups and downs of our economy
You’ve read about it. You’ve heard about it. You have watched reports about it. I don’t even have to say what "it" is. You know what "it" is – the economy. Chances are, if your patients are breathing and walking they know what "it" is as well. So what does this mean for your practice and for your marketing?
This means that your clients are as concerned as you are. They are watching their pennies and being very careful in the decisions they make. They will need more information and valid reasons why to change the appearance of their smile or simply make their smile as healthy as it could be. Patients want and need to trust anyone from whom they are making a purchase – and that means you! Service will also be an important and precious commodity.
According to Carlson Marketing Worldwide, service trumps price as the number one reason adults purchase from one company versus the competition. In addition, they claim that only 8 percent of consumers see their experiences as "superior." This is opportunity for you to create that "wow" experience and propel yourself above the competition.
Simply because consumers are slower to act in a stressed economy, doesn’t mean they aren’t paying attention. Many companies historically have frog leaped to the #1 position in their respective industries because they consistently continued to market knowing they would reap the rewards when the economy rebounded. Coca-Cola is perhaps the most famous company for taking advantage of a down economic time. While the industry leader, Pepsi, pulled out of marketing during World War II, Coca-Cola persisted and kept marketing at the same percentage of their overall budget. They sent Coca-Cola to the troops and to military families making headlines and maximizing non-paid media opportunities. Their persistent marketing paid off after the country rebounded from WWII overthrowing Pepsi as the leading softdrink. Troops returned from war drinking Coca-Cola. They remain the leading soft drink today with possibly the world’s strongest brand image.
I have been asked what is the best advice in marketing during tough times? Here are my top strategies.
- Continue marketing. Don’t make the Pepsi’s mistake of pulling out, losing name recognition and then trying to climb on the bandwagon after it is full when the country rebounds. Practices that marketed through 9/11 benefited when everyone wanted cosmetic dentistry after the popular television series Extreme Makeover. Practices that tried to take advantage after the fact missed all those people who decided they wanted cosmetic dentistry after the very first show. Those practices were too late because people wanted a practice with established name recognition and a public image. Keep your name out there. When they have money, they will remember you and call you.
- Internal marketing. Let your patients know that you are still moving along in your practice and making advancements. Give them first hand information on new procedures and technologies. Build their trust. Ask them to spread the word.
- Service. Provide outstanding customer service. While one out of ten consumers tells friends and family about a wonderful experience, nine out of ten spread the word about a bad experience. During an economic crunch, you can’t afford NOT to "wow" your patients at every visit.
- Appreciate your patients. Tell your patients "thank you" for choosing your practice. Mail them a thank you note or make follow up phone calls after procedures to check on their questions and well-being.
- Build trust with new patients. A strong new patient experience begins with building the trust. Send your new patients a welcome packet, nicely written letter and brochure to help build the rapport and trust while reducing no shows and cancellations.
- Email your patients with positive messages.
- Positive practice. Avoid talking about the down economy to your patients. Remain upbeat and positive. Everyone knows that everyone else is feeling the effects of the economy. Talking about it doesn’t make it go away and certainly doesn’t build patients’ trust and reassurance.
- Testimonials. Share patient stories that depict how good dentistry has improved the patient’s health and made a dramatic difference in their lives. Put dates on the stories and keep them recent to show patients that others are still having dentistry completed.
- Follow up. Contact patients who did not accept treatment and send copies of the patients’ "before" intra-oral photos and then a stock supply "after" photo in letters to follow up on incomplete treatment. Continue to give them information they need to support the decision to have dentistry done with you.
While the economy is up and down and on the news every day, the bottom line is stay consistent with marketing. By keeping your name recognition, "wow" experience and positive image, you will be far ahead of others when the market rebounds. Seek the hidden opportunities in this difficult economy. Be the Coca-Cola.
Misty Clark is VP Creative Services at Jameson Management, Inc., a comprehensive in-office coaching firm to improve the lives of dentists worldwide.
How are you doing with your goals?
We're half way through 2008! So, how are you doing with your goals? A goal is defined by Webster as "the end toward which effort is directed." A goal gives you an idea of what will be the result of specific actions or behaviors. Many people have a vague idea of what it is they want to achieve in life, but very few spend the time and energy to plan for successful achievement of those goals.
A goal does not become a goal until it is written down. Unwritten, a goal is only a dream or a wish. It is okay to dream and to wish, but why not take the dreams that mean the most to you and work at turning those dreams into realities?
One of the main reasons that people do not write their goals is that they don't know how. Let me give you an introductory lesson to goal setting. You may not have all the information you want or need on goal writing at the end of this article, so I encourage you to seek other books and articles on the subject and discover all you can about this key to success.
In writing goals, we recommend that you write goals in three distinct and yet interrelated areas of your life:
1) PERSONAL AND FAMILY GOALS 2) BUSINESS AND CAREER GOALS 3) SELF IMPROVEMENT GOALS
We find that these three areas are so interrelated that it is difficult to separate them. How you feel about yourself, your physical, emotional, spiritual and mental fortitude, definitely affects your work which in turn affects your family life - and vice versa. I hope that each of you will make supreme efforts to keep your life in balance and that you understand the priorities of your life and let nothing get in the way of maintaining the prioritized balance.
According to Zig Ziglar, in each of the three areas, you need to generate thoughts on: 1) what and who you want to BE, 2) what you want to DO, and 3) what you want or desire to HAVE. Once you have set your imagination free, once you have reached down deep into your gut to pull out your inner most feelings, thoughts and desires, once you have written down what it is you want to BE, DO, and HAVE in each of the three areas, then it is time to begin setting a process of accomplishing these goals into motion. WRITING THE GOAL is the first step to accomplishing the goal, but it is not the end result. Just as visualizing the end result of a tooth preparation does not make the preparation happen, and just as you have a specific process for that tooth preparation, you must have a specific process for goal accomplishment.
Here are the essential steps:
1. WRITE THE GOAL. 2. DESIGN THE PLAN. What are the objectives or strategies necessary for the accomplishment of the goal? In other words, what must you do in terms of specific tasks to reach this goal? 3. PERSON OR PERSONS. Determine the person or persons responsible to perform each task 4. TIME ACTIVATE. When must each task be completed? 5. EVALUATION. How is it going? Do you need to adjust your plan? What have you learned from the proposed plan of action?
Call 877.369.5558 or write info@jamesonmanagement.com to share how you feel answering the question: "How Are You Doing With Your Goals?" We'll be glad to hear from you! We can send you a goal accomplishment form to help you take this topic further in conversation with your team. Just give us a call or respond to this email with such request.
Our goal is to remain an industry leader in providing comprehensive, personalized, in-office, management, business and clinical coaching for dental practices. Our highly trained consultants, aided by our proprietary programs and materials, work with doctors and their teams to evaluate and improve the 25 critical business and clinical systems within a practice including: financing, scheduling, teamwork and communications, treatment planning and acceptance and much more. We offer a 16 year, proven, track record of increased productivity and profitability while reducing stress in the practice. We are committed to continual improvement and finding new ways, including lectures, events, technological advances and products, to bring long-term value to our clients. So, we have off shoots and tactical plans based on this. We've enjoyed a productive few months spreading the Jameson Method throughout the world.
Sullivan-Schein Dental Debuts The Dental Resource Center (DRC)
Imagine finding a wealth of dental information available at the click of a mouse that includes answers that range from the latest information on technology, to annual OSHA training. And imagine that the information is not only an interactive, 3-D multimedia resource, but that it is available 24 hours a day. Some might call it the future of dentistry, but for Sullivan-Schein and its growing customer base, this vision is now a reality. The innovative resource, The Dental Resource Center (DRC), is the most comprehensive site of dental information ever created by dental professionals and is available at www.drcdental.com.
What it is
The DRC is a revolutionary new Web Site that marries everything dental professionals need to grow their dental practice. With 24 hour availability, the DRC offers first-in-class content and covers the latest in technology, innovations and best practices in the field of dentistry. Designed with the input of key dental opinion leaders from organized dentistry and academia, the DRC provides dental practitioners with a host of tools to help maximize overall practice efficiency and overall profitability. Among its many features, the DRC serves as a one-stop resource for instant access to accredited online continuing education training modules for dental practitioners and their dental team members, and allows oral healthcare providers to: learn about clinical and business management systems, products and equipment prior to purchase; receive instant access to hundreds of dental equipment manuals; to dental guidelines; MSDS forms, blogs; and receive answers to questions at your fingertips!!
Why it's Needed
Trends have long indicated that online professional education are becoming increasingly common as a way to maximize corporate and human resources - time and money - for everyone from employees to customers. Sullivan-Schein was one of the first to lead the online training revolution in the industry, particularly through its innovative online training and continuing education programs, which provide SSD sales teams with a powerful tool for success in the industry. With the DRC, we are pleased to now provide dental professionals with instant access to the industry's most comprehensive dental resource to help them maximize practice efficiency and productivity. Demographic trends in dentistry have increasingly pointed to a growing market need. For instance, experts project that in the coming years, an estimated 50 percent of dental practitioners will be women, a segment that is not only commanding increasing market share, but is also seeking resources that adapt to their schedules and are more flexible. The DRC fills a niche for the active dental professional to grow their practices through its ability to also service the overall needs of dental offices. This includes the ability to host training programs for dental team members, including office managers, hygienists, technicians and other dental professionals. "As dental practitioners increasingly turn to the Internet for information on enhancing practice management, new products, continuing education, and other topics critical to their profession, the DRC will help them preserve one of their most valuable resources - time," said Tim Sullivan, President, Sullivan-Schein. "This remarkable tool is the most comprehensive source of 3 D multimedia modules ever assembled in dentistry, and it will help practitioners stay up-to-date on nearly every facet of their dental practice," continued Mr. Sullivan. "By continuing to lead the industry with innovative, value-added services, we help our customers focus on what they are most passionate - the practice of dentistry. It is just one more way that we are striving to be a valuable partner with our customers in developing their practices."
Sullivan-Schein's Dental Resource Center Available Now
We live in a fast-paced world. Cell phones, pagers, hi-speed internet, and the increased demand for information at the click of a finger. It's a world that has made us so accustomed to instant gratification that we don't just want answers right away, we need them! Instant answers can translate into increased productivity, increased sales and, ultimately, increased profit.
And we're not the only ones who feel this way. For busy dentists, instant answers can mean many things. It can mean more efficient time in the office, and therefore more personal time. It can mean a well trained team, and therefore a more confident team and a less stressful work environment. It can mean hassle-free product information and access to an unlimited amount of information that is necessary to manage a successful dental practice. All of this translates into knowing about the latest treatment options which allow dentists to provide the highest quality of patient care.
"The DRC is the most comprehensive resource for practitioners ever created," said Michele Penrose, Director CEHP Sullivan-Schein Dental. It features everything from accredited online continuing education modules, to instant access to hundreds of dental equipment manuals. It also includes industry updates through web-based blogs, and hundreds of product tutorials to help customers make informed purchasing decisions.
"It is a simple but revolutionary concept. Trends in technology indicate that online professional education is becoming an increasingly more common method of training employees, corporate executives, and students. So, with the DRC, we've now taken another step forward to provide our customers with one-stop access to the latest in dentistry," said Penrose who will soon announce the schedule of Jameson Management experts to cover topics such as non-surgical periodontal therapy, getting off of managed care, leadership, treatment acceptance and marketing.
Check out www.drcdental.com, call Michele Penrose at 800.686.4200 or call Jameson Management at 877.369.5558.
So, what's news at Zenith Dental? Kolorz™ And SpirapostPFS™ just to name a few.
Zenith Dental introduces a new Gourmet line of Hygiene products under the brand name Kolorz™. Kolorz products include Topical Anesthetic Gel, Prophylaxis Paste, 60 Second Foam Fluoride, Neutral Foam Fluoride, and 60 Second Fluoride Gel. Kolorz offers the benefits of advanced formulas, convenient application options and proprietary flavoring.
Gourmet food industry experts have developed Kolorz products with a special concentration on superior taste and aroma. Particular attention has been given to make sure that Kolorz products contain no controversial sweeteners like aspartame and saccharin. Kolorz contains Sucralose commonly found in Splenda® brand sweetener, a safe non-caloric sweetener. It also contains Xylitol a natural sweetener found in fruits, berries and other materials grown in nature. Both are safe for diabetics. Xylitol has demonstrated a dramatic reduction in tooth decay and is proven to prevent additional carries. Another key feature is that all Kolorz products are gluten free eliminating the chance of an allergic reaction from those who suffer from Celiac disease.
Kolorz products come in a variety of the most popular flavors with an absolute guarantee for the best tasting hygiene products on the market. Kolorz is manufactured and distributed by Zenith Dental and is available through the dental supply dealer.
Zenith Dental also introduces SpirapostPFS (polyfiber strands) a revolutionary endodontic post that breaks the mold of traditional posts. It's made of surgical stainless steel wires twisted around biocompatible natural color polyfiber strands. Its unique design allows the post to self-adapt to the configuration of the prepared tooth canal without the need to reduce additional tooth structure within the canal. In fact Spirapost utilizes the irregularities of the root canal by integrating the polyfiber strands with the anatomy of the endodontically prepared canal.
The revolutionary Spirapost offers great esthetics with natural colored fibers. The flexibility of the twisted wires and strands allow the post to travel down the canal and to conform to its unique curvature. The strands act as a rebar for the post cement, much like how concrete reinforces steel bars in the foundations of buildings and skyscraper construction. A solid support system is created that accommodates external stresses without the fear of failure. The Spirapost restoration offers a similar concept of flexibility with the forces of chewing.
Once the post cement has been cured, the Spirapost can be easily bent with college pliers to the profile of the tooth in the mouth, so that it becomes vertical with the central axis of the tooth. This distributes stresses evenly. The core material also integrates with the coronal portion of the post unifying the entire restoration.
Spirapost is not technique sensitive. Only one size in two designs (tapered and parallel) is needed due to its adaptability to any endodontically prepared canal. It is also easily removed if retreatment is necessary.
SpirapostPFS is available in an intro kit as well as a refill kit. The Intro kit includes 20 posts (10 of each design), Gates Glidden drills and a Spirapost ruler. A refill kit consists of 10 posts and a Gates Glidden drill. Spirapost is available at the dental supply dealer.
For more information call 800.662.6383, or visit www.zenithdental.com.
