Although the greeting ‘How do you do?’ has largely been superseded by a brief ‘Hi’ in society in general, healthcare professionals first enquiry should still reflect concern for their patient’s health.

Oral symptoms can often indicate systemic health issues. The 2013 Standards for the Dental Team and the current Dental Contract Reform Programme both call for a ‘holistic and preventative approach.’[1]^,[2]

 Gingivitis and periodontal disease can influence, or be affected by, many other conditions, including xerostomia or thrush. Type 2 diabetes sufferers are about 3x more likely to develop dental problems, and the risk is also increased for those with Type 1.^[3]

Responses from a  2011 study showed that of 229 diabetics who completed a questionnaire, only 15.3% flossed daily and a startling 69.1 % had not be given oral health advice relating to diabetes^[4]. More than half supported the idea that dentists could offer screening for diabetes.

Despite recent research^[5] by the British Heart Foundation refuting a direct relationship between ‘poor oral health and cardiovascular disease,’^[6] researchers at the University of Bristol and the RSCI found that when the oral bacteria streptococcus gordonii enters the bloodstream, it can cause clots and give rise to growths on heart valves.^[7]

Other common factors predispose heart disease and oral ill health. Smoking can cause gingivitis and mouth cancer, and with  1,900 people dying annually from this cancer in the UK^[8], the GDC now includes ‘Oral Cancer: Improving Early Detection’ as a recommended CPD topic.

Patients diagnosed with oral cancer should receive ‘urgent dental care before treatment’^[9] as the drugs used in chemotherapy can affect the mouth lining, with the potential for soreness, ulceration and mouth infections. Helping patients ensure their mouth is in good condition before and after treatment should include advice on oral products to reduce ulceration and soreness etc.^[10]

Sufferers from dementia and Alzheimer’s disease, as well as their carers, may also need help, reminders or advice on oral health matters.  More specifically, a recent study has identified a possible connection between the risk of Alzheimer’s disease and the bacteria porphyromonas gingivalis, which is commonly linked to periodontal disease.^[11]

 It’s evident that all dental professionals have an ongoing responsibility to all their patients to be vigilant in detecting possible systemic symptoms and offering appropriate advice on oral healthcare products and protocols. 

Curaprox offers Curasept ADS® mouthwash for gingivitis, SLS-free toothpaste to help avoid soreness of the gingiva, and the CS 5460 ultra soft toothbrush to prevent damage to the oral cavity. Pharmacist patient Miss Chow reported, “After chemotherapy last year, my gums became very sensitive. I’ve had no problem with the CS5460 however, as it is very soft and comfy on the gums and massages properly; the small head reaches all of my mouth. I really enjoy using it!”

The whole dental team should hope to hear the smiling answer, ‘Very well thank you’ to every ‘How do you do?’ question! 

For more information call 01480 862084, email This email address is being protected from spambots. You need JavaScript enabled to view it.

 or visit www.curaprox.co.uk

For accurate occlusal analysis the Tekscan T-Scan® from Clark Dental is unsurpassed.

The T-Scan is a cutting-edge diagnostic device that records your patient's bite force dynamics, including occlusal force, location and timing. The applications of T-Scan are almost endless, and you will find it useful whenever you need information on occlusal contacts including:

• Fixed prosthetics
• Occlusal adjustments
• Orthodontics
• Periodontal management
• TMD appliances

• Routine exams
• Diagnosing pain and discomfort
• Finishing cases

Not only that, but you will also find that the T-Scan is an excellent way to help you differentiate your practice, improve patient communication and reduce lost chair time due to return visits.

To find out more about this innovative ‘practice building’ product, contact Clark Dental today.

For more information contact Clark Dental on 01270 613750,
email This email address is being protected from spambots. You need JavaScript enabled to view it. or visit www.clarkdentalsurgerydesign.co.uk

Diagnosing and treating pain is not always as easy or as straightforward as it may seem. Very often we find ourselves confronted by patients who may be sleep deprived, or who may have poor communication skills – both of which can be a hindrance to diagnosing the precise cause of the pain.

Another problem that we face is that pain is very emotional issue for all those concerned. When a patient presents with pain, clearly we want to relieve their suffering and help in any way we can. The problem is, as dentists we are often inclined to look for dental causes, though in some cases the pain may not be dental in origin at all. Though these cases are fairly rare, problems can arise when we intervene with the very best intentions, but are then faced with an issue that was never dental at all.

Do no harm

This topic reminds me of a feature posted on the BBC towards the end of last year. In the article we meet a patient, Ann Eastman, who unfortunately lost two teeth through misdiagnosis of her Trigeminal Neuralgia.^[1] This condition, which often mimics the symptoms of dental pain, is thankfully relatively rare, however this article shows it can be misdiagnosed – often with serious consequences for the patient.

As dentists, the first step with any treatment should always be to ‘do no harm’. As long as we are unsure of the diagnosis, we should avoid intervening for as long as possible, especially when intervention involves something as drastic as removing teeth. However, having said that, sometimes you do just have to make a call. It is a fine balancing act, and only with experience and understanding can we make a decision that is truly in the best interests of the patient long-term.  

Difficult diagnosis

When any patient presents with pain, there are a number of key questions we need to answer. Firstly, is the pain dental, or non-dental? If it is non-dental it may pain associated with the TMJ, the sinus, or something more sinister. If the pain is dental, is it pulpal or periodontal? If it is pulpal, is it reversible or irreversible? Is it vital or non-vital? Of course all of these things sound fairly straightforward until we are faced with a patient who is convinced that they have a tooth-ache, but can’t tell you whether it’s a top tooth or a bottom tooth. Even worse when on inspection you are faced with 24 crowns!

Clearly, communication is a key factor in determining the true cause of dental pain, though from our own experience, we know that pain is rarely easy to put into words. Descriptors such as ‘sharp stabbing pain’ could be pulpitic, but alarm bells should go off when the patient uses terms such as ‘electric shocks’, or if the burning pain is so severe they have to hold their face, or brings them to tears.

But even then things aren’t always black and white. There are a lot of grey areas, and a lot of different factors that we need to take into account. Though the temptation may be to ask the patient to ‘come back in a few days’ to eliminate some of the possible causes, this isn’t always practical. After all, the patient is suffering and wants an immediate solution to their problem!

No easy solution

So what do we do? As we have seen, the general problem with pain is that it can be very difficult to diagnose. Sinus pain can easily mimic a toothache – as can bruxing, or even a high restoration. The worst is atypical pain, and one of the most distressing is Trigeminal Neuralgia, especially if it appears to be a toothache. With a distressed patient who is at their wits end we really want to help, but we should not be hasty to act.

If unsure, first and foremost, we should always try and avoid intervening when the diagnosis is unclear. It’s soul destroying to see radiographs where a dentist has gone from root canal to root canal, or worse still, extraction to extraction. We should also be on the look out for ‘non-classical’ descriptors, and pain shifting around the mouth should make us particularly cautious. Better here to prescribe antibiotics to rule out infection, or cabamezipine if there is a possibility that it might be Trigeminal Neuralgia. After all, a diagnosis through medication is preferable to reaching for the drill (or the extraction forceps!)

Seek advice

As we know, great diagnosis is paramount to great practise, and does a lot to enhance our standing in the general community and to patients. Though the temptation will always be to act quickly, we need to be sure that we are always acting in the patient’s best interests. Treating pain is no easy matter, and while in most cases, the cause will be dental, if you are not sure it is always a good idea to ask a second opinion of a colleague. But if still in doubt, please, for patient’s sake, refer. 

For further information please call EndoCare on 020 7224 0999

Or visit www.endocare.co.uk

Dr Michael Sultan BDS MSc DFO FICD is a Specialist in Endodontics and the Clinical Director of EndoCare. Michael qualified at Bristol University in 1986. He worked as a general dental practitioner for 5 years before commencing specialist studies at Guy’s hospital, London. He completed his MSc in Endodontics in 1993 and worked as an in-house Endodontist in various practices before setting up in Harley St, London in 2000. He was admitted onto the specialist register in Endodontics in 1999 and has lectured extensively to postgraduate dental groups as well as lecturing on Endodontic courses at Eastman CPD, University of London. He has been involved with numerous dental groups and has been chairman of the Alpha Omega dental fraternity. In 2008 he became clinical director of EndoCare, a group of specialist practices.

Dedicated to tailoring our products and services to meet the ever-changing and increasing demands of the dental profession, we recently put our new autoclave to the test. Several dental facilities across the UK took part in a trial of the LittleSister SES 3000B autoclave, from whose feedback we were able to determine how we could exceed their expectations.

Fiona Minay, Practice Manager from Ashby and Atkinson in Shildon, was kind enough to offer the following comments:

“Of our equipment manufacturer, we would expect them to supply us not only with products we require, but to provide information regarding those product, while also having the ability to answer any questions we may have.

                                                                                                                                                                                                                                                                                                                                                            “Eschmann met all our expectations as they had full understanding of their product and the team were professional, knowledgeable and able to provide any advice and information we needed.

“We already had a good working relationship with the Eschmann’s Angie Hill, the engineer who looks after our autoclaves, so were more than happy to help out with the trial. We were also interested in what the new SES 3000B autoclave would be like to use.

“As a result we preferred working directly with the manufacturer rather than a third-party supplier because they were able to sort most things out over the phone, and had full understanding of how the product worked. By having this knowledge they were in a better position to give advice as and when needed.”

Speaking about the autoclave itself, Fiona said:

“On the whole the new LittleSister was an excellent product and performed well. All the nurses liked working with it – it was very easy to use and had a large capacity for instruments preventing a build up of instruments to sterilize. The speed of the autoclave also helped enhance workflow, enabling a quick turnover from surgery to decontamination room and allowing things to run swiftly and såmoothly.

“On the occasions where we identified what appeared to be an issue with the autoclave, the engineer was always at the end of the phone ready to help, and once the problem had been identified, was very quick to quick. The initial reason for such a trial is of course to identify and address any problems or areas for improvement prior to the full production roll out, and we were able to relay our thoughts directly to Eschmann with ease.

“We really liked what we saw during the trial of the LittleSister SES 3000B autoclave and we would be interested in purchasing one in the future once the product has been finally completed and refined from the trial stages.”

For further details on the LittleSister SES 3000 B autoclave or any other products available from Eschmann, please visit www.eschmann.co.uk, or call 01903 753322

For Dr Linda Williams, dental surgeon at the Ryedale Dental Healthcare Clinic and Implant Centre in North Yorkshire, the treatment of periodontitis is a team effort.

“For me, the relationship with a perio patient is very close anyhow, because you both really have to work in order to save the tooth – you’re both fighting the same thing and it has to be teamwork. I make sure that my patients are very aware of what’s happening, how it looks and how the disease should me monitored, I’m very particular with that.”

On Dr Williams’ team, for every periodontal treatment she gives, there are three members: herself, the patient and PerioChip®.

“I have been utilising PerioChip for the last 4 or 5 years,” she says. “When it first came onto the market I thought it was a brilliant alternative, it quickly became my first choice and it still is to this day.

“I use PerioChip in pockets 5mm or deeper, after deep scaling. I review my patient every three months to measure the pockets and for patients without advanced periodontitis, with fewer pockets and only some loss of attachment, PerioChip works perfectly. The pockets are reduced easily and I am always happy with the result.

“If I have a patient with more advanced periodontitis and deeper pockets than 5mm, I would still treat them first with PerioChip.

“My patients are delighted with the treatment. They find it more convenient than antibiotics, because it can be given right there and then whenever a periodontal pocket of 5mm or more is identified in a routine examination. My patients don’t need to fill out a prescription or remember to take medication every day. Because PerioChip is readily available and instantly applicable patients are very grateful for the treatment.

“From my point of view, I find the product easy to handle and convenient to use, and I absolutely love it. PerioChip is also predictable as you can actually see the whole process and there’s no estimating involved, as there sometimes is with antibiotic gels.

“When treating patients with periodontitis, education is everything. I inspire them to be active patients and to monitor their own treatment with me so they know what we’re doing and so they are absolutely aware of everything that’s happening. They’re like my assistants by the end. This also helps motivate patients to come back because they are more involved in their treatment and really want healthy teeth and gums.

“PerioChip is the perfect product to help treat periodontitis – it works well for me and my patients and I’m really pleased with it.”

For more information or to contact the team behind PerioChip®, email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 0800 013 2333

David Worskett is non-executive Chairman of the Association of Dental Groups (ADG). With a long career both in business and the public sector, David has worked in a variety of roles, and has a broad range of board-level experience including at the RAC, at the former Engineering and Technology Board, and until recently, as chief executive of the NHS Partners Network.

Given his background in technology and healthcare, in 2012 David was invited to oversee the formation of the ADG – a specialist trade association for corporate dental companies and dental groups. The ADG now consists of 10 members, all of whom have to meet strict membership criteria, which include supporting the Government’s aim to improve high quality access to dental care, and ensuring the delivery of quality outcomes for patients in a sustainable, transparent and high quality manner.

“One of the interesting things about the dental corporate and group model, is that these organisations are in a position to take part in worthwhile initiatives more efficiently and cost-effectively than a standalone practice can,” says David. “This is partly because they can centralise their back office facilities, and insist on consistency across all of their practices. They can also take advantage of economies of scale that simply aren’t available to small or medium businesses.

“One particular area in which these groups are able to make a contribution is in the area of training. These organisations have got scale on their side, and employ large numbers of staff. It is therefore relatively straightforward to implement group-wide training strategies, put in place training programmes, day release schemes and so on, as they have the ability to cover it.”

As David points out, for any business to be successful, it needs to employ people with the skills and training to meet the demands that the job brings. This is true in every sector of the economy, including dentistry, where there is a need not only to recruit more dental nurses and technicians, but also well qualified practice managers and to give them the skills and training they need to forge successful careers.

This is a view shared by many, and is one of the guiding principles behind the Government’s new Trailblazers programme – an employer-led initiative designed to raise standards in the Apprenticeship system and so give people the skills employers need to grow and compete. When the ADG was approached to support the scheme, David and his colleagues were keen to get involved.

“Supporting the Trailblazers initiative was a complete ‘no-brainer’ for me,” says David. “Members of the ADG are in the perfect position to give the scheme the support it needs. Together with the Chair for the Trailblazers programme in dentistry, Mustafa Mohammed, and other members of the initiative, we aim to simplify the existing system and raise standards to make Apprenticeships in dentistry a really positive option for individuals and employers alike.”

While Apprenticeships may have fallen out of favour over the last few decades, according to David, they are once again returning to the fore.

“Apprenticeships today are more relevant now than they have been in a long time,” continues David. “We are increasingly becoming a technology-based society, and we need people with technical skill sets in all industries and at all levels, including key management posts to make things work.

“A degree is no longer the ‘only way’ to good employment and a successful career. With modern Apprenticeships people are able to learn real, and often very high-level technical skills ‘on the job’. This is a hugely valuable option to them as individuals – and also to the industry – and provides an excellent alternative and supplement to more academic-based pathways into careers within the dental sector.”

As David suggests, Apprenticeships aren’t just good for individuals and employers, but they also benefit the dental sector as a whole:

“In many respects the dental sector is no different to any other in that you have to invest – not just in technology, but in the people who can use it. The Apprenticeship model is an extremely good way of investing in people with the right skills, building for the future. Even if you don’t retain all of your apprentices over time what you’re doing is building up the pool of technically skilled people working in your industry. This can only be good for the industry, and for the wider economy as well.

“For many years now I think we’ve had a problem in all the science and technology based industries with the tension between the need for higher academic and technical skills. Obviously we need both of these groups, but we need to find a balance. With the Trailblazers programme I genuinely believe that in all areas it’s involved in, it’s a really worthwhile way of helping to rebalance the ‘technical skills mix’ in the way that the modern economy needs.”

As David concludes: “Apprenticeships can be a really positive thing in dentistry – not just for individuals, but also for employers and the dental profession as a whole. As such I am delighted to be involved with the Trailblazers programme in dentistry, as I believe it is an incredibly good thing, and encourage other organisations to get involved.”

To find out more about the Trailblazers programme, and how your company could get involved, contact Mustafa Mohammed via This email address is being protected from spambots. You need JavaScript enabled to view it..

Goodman Grant lawyers for dentists are doing their bit raise money for Bridge2Aid.

The team of experienced solicitors may have a wealth of knowledge and expertise in the dental sector, but this won’t help them in tackling their latest challenge.

On May 23^rd members from both the Liverpool and Leeds offices will embark on a 3 day cycle ride, taking them 180 miles across the width of the country from St Bees in Cumbria to Robin Hood’s Bay in the North Yorkshire Moors National Park. With little previous experience or training this will be no mean feat!

The Goodman Grant coast to coast challenge is intended to raise money and awareness in support of the fantastic work carried out in East Africa by Bridge2Aid. They work endlessly to provide training to increase access to dental pain relief for the millions of people suffering in the developing world.

For more information and details on how to donate please visit the justgiving site: www.justgiving.com/goodmangrantc2c.

Thank you.

For more information contact either

John Grant on 0113 8343705 or This email address is being protected from spambots. You need JavaScript enabled to view it. or

Tom Wright on 0151 707 0090 or This email address is being protected from spambots. You need JavaScript enabled to view it. 

www.goodmangrant.co.uk

NASDAL and ASPD MEMBERS

.                                         .

New from Clark Dental, the Zenium ZYO is the latest high performance operating light featuring ‘shadowless’ technology for perfect clarity of vision.

Designed with the modern practice in mind, the ZYO is the perfect blend of style and sophistication. The unit consists of six powerful LED lights that can be adjusted to produce between 5,000 and 32,000 Lux, while innovative new materials improve heat dissipation while ensuring the unit remains light and compact.

With ergonomics such an important consideration, users will appreciate the excellent freedom of movement offered by the articulating ZYO arm, which has been designed to offer maximum fluidity and variety so you can illuminate your procedures from any angle. 

The Zenium ZYO can be purchased as an LED light only as above and also offers clinicians the additional option of a fully integrated digital HD camera, complete with zoom function. This provides a high quality display via a monitor, with the ability to save dental procedures to a hard disk for review as still images and also as video clips.

Combining style, sophistication and cutting-edge technology, the Zenium ZYO is the perfect addition to any dental practice.

For more information call Clark Dental Sales on 01270 766167, email This email address is being protected from spambots. You need JavaScript enabled to view it. or visit www.clarkdentalsurgerydesign.co.uk

Back this year with a fresh new format, this year’s BACD Annual Conference offers more practical hands-on session than ever, combined with a selection of talented speakers, presenting on all aspects of aesthetic treatment. This includes everything from direct resin composites, to provisionals and implant-supported aesthetics, alongside a range of lectures and seminars to help you market and promote your work to patients.

Whether you are a beginner, or an expert, there will be something for you at this year’s Annual Conference, and you can be sure to leave feeling both educated and inspired by the exceptional lectures and seminars on offer at this year’s event.

Among the many outstanding speakers already confirmed for 2014 is Dr Didier Dietschi of the famous Geneva Smile Center. A renowned lecturer and key opinion leader in his field, Dr Dietschi has published more than 70 clinical and scientific papers in his career, as well as writing many book chapters on adhesive and aesthetic restorations.

On Thursday 6th November Dr Dietschi will lead two hands-on sessions on “Metal free posterior restorations: direct techniques”. These two highly anticipated sessions will give you the chance to learn from the renowned expert, and pick up hints and tips that you can take back to your practice and apply the very next working day.

Following on from his hands-on sessions, on Friday 7th November, Dr Dietschi will present a full day’s lecture on: “Indications, advantages and limits of no-prep direct bonding in a comprehensive approach of anterior aesthetics.” This lecture will include a lot of material never before presented in the UK, and is a “must attend” event for anyone with an interest in adhesive dentistry.

“The aim of my lecture is to envision realistic dentistry with a strong emphasis on tissue conservation and aesthetics,” says Dr Dietschi. “I will demonstrate a way to reach excellent results using a reliable and relatively simple procedure.”

With this lecture, delegates can look forward to thought-provoking and inspirational presentation packed full of case examples and useful tips on how to achieve high quality aesthetic results in a clinically proven, minimally invasive way.

“Delegates can learn a method based on scientific evidence and systematic clinical protocols,” says Dr Dietschi. “These methods are essential to master the application of ‘no-prep’ conservative dentistry. This is the dentistry of the future!”

As Dr Dietschi concludes: “I have designed this lecture to be both fresh and enjoyable... I hope it will be an inspiring experience!”

This year’s BACD Annual Conference promises to be bigger and better than ever before. It is a great opportunity to meet like-minded professionals, learn from the experts, and keep up to date with the latest developments in the profession. Book your place today to make sure you don’t miss out on this inspiring and highly worthwhile event.

The BACD’s 11^th Annual Conference will take place on 6^th – 8^th November 2014 at the ACC Liverpool.

For further information call 0207 612 4166, fax 0207 182 7123, email This email address is being protected from spambots. You need JavaScript enabled to view it. or visit www.bacdconference.co.uk

While the protocols for safeguarding vulnerable patients are of course essential in any healthcare setting, it remains a difficult area to address. While professionals receive a significant amount of training when studying at University, many will have little experience of such a situation in practise and so may be unsure about exactly what is expected of them.

Lisa Pilkington is a Creative Training and Consultancy Manager with The Athena Programme – a renowned training facility that educates professionals and volunteers on how to safeguard children and vulnerable adults. As a retired Police Detective with over nine years’ experience in investigating and supervising child and adult abuse, Lisa was responsible for writing the first Lancashire Police Policy on the Investigation of Vulnerable Adult Abuse, which was subsequently identified as good practice nationally by the Association of Chief Police Officers.

Lisa has previous experience sitting on Local Safeguarding Children and Adult Protection Boards, working in a multi-agency arena to monitor and update Safeguarding policies and protocols.

With an in-depth understanding of the CQC and various Safeguarding requirements for healthcare professionals, Lisa has been working within the dental industry for nearly five years now.

“The Safeguarding regulations set out by the CQC are quite generic (Outcome 7), but they bring professionals’ responsibility to safeguard patients to the forefront,” Lisa explains. “It is very much a part of their job now, and it is important that all members of the team understand what is required of them.

“The pathways that should be followed in the event that a professional suspects a child or vulnerable adult may be experiencing abuse or neglect, are as standard across the country. The line-manager or safeguarding lead within the practice should be notified, and if further information is needed or a referral is necessary, then the local Safeguarding Authority should be contacted. It is important for professionals to share their concerns with someone else, and confidential information sharing protocols should be in place and followed in such situations.”

As a sensitive area of any healthcare provider’s responsibilities, Lisa discusses the barriers that professionals need to overcome in order to act appropriately when protecting vulnerable patients.

“Professionals can often be afraid to report suspected neglect for fear for getting into trouble. Whether that’s with regards to sharing information or approaching the subject with the patient themselves, it is crucial that they have the confidence to deal with the circumstances effectively. Abuse or neglect is not always obvious and can be difficult to recognise, as well of course as being slightly subjective. For example, if there is a child patient who has 10 caries and who shows few signs of any improvement in their oral health, is that a form of neglect on behalf of the parents? If clinicians are concerned then simply speaking to another professional about it can help clarify their suspicions and help them follow protocol.”

There are also further ways of making the protocols clearer for both professionals and their patients.

“Increasing patient awareness of professionals’ duty to safeguard vulnerable people can help build practitioners’ confidence. Whether that involves placing posters or leaflets in the waiting area, or breeching the subject during patients’ initial enrolment with the practice, this can be hugely beneficial.

“For the latter, it is important to softly explain that dental professionals have a responsibility to protect their patients, and that they are simply doing their jobs should the topic ever be brought up. The more information practices can gain the better, so it may also be good to include a few questions in the registration forms such as ‘Does your child have a social worker?’. If the answer is yes, then a private and gentle conversation would be advisable – for some it may simply be to help with a disability, and for those who have been identified as a potential protection risk in the past, the practice will know to be particularly vigilant.

“When approaching the subject with regards to adults, questions such as ‘Do you have a carer?’ or ‘Who is your next of kin?’ are important. It may also be worth asking ‘Should you at any point not have the capacity to provide consent for yourself, who would you like us to ask?’. Also known as an ‘express wish’ or ‘desire’, adding these questions to the standard enrolment papers can limit the potential embarrassment caused by asking such things at a later date.

“Care Plans should also be taken into consideration when treating patients from residential or care homes, and follow ups are particularly important to ensure that the proposed treatment plan is being adhered to correctly.”

Patient consent is of course a difficult area with regards to vulnerable patients, and steps can and should be taken to ensure the highest possible quality of consent is acquired every time.

“Non-compliance with CQC regulations with regards to either Safeguarding or Patient Consent can of course have serious consequences for healthcare providers. It is therefore crucial that practices have a framework in place to show how staff should approach situations and to demonstrate that these have been adhered to. I often recommend tools such as SafeSeen Touch to help practices evidence their compliance, as the tablet removes the ‘red tape’, provides professionals with easy access to the protocols and is easy to use. Added features such as the ability to acquire e-signatures are also great for patient consent, and this makes it more convenient for professionals to seek consent for every patient at every appointment.”

It is paramount that you know and understand the Safeguarding protocols in order to help protect your more vulnerable patients. Whether you have a flowchart available in reception, an accessible hardcopy document or an electronic pathway set out, make sure you have the confidence to act appropriately if the time comes.

For more information about The Athena Programme, please visit www.theathenaprogramme.co.uk or email Lisa at This email address is being protected from spambots. You need JavaScript enabled to view it.

For more information, please visit www.safeseentouch.co.uk, call 0845 576 2833 or This email address is being protected from spambots. You need JavaScript enabled to view it.

Although there are many concerns that surround the new NHS contract, there is no evidence of this translating into nervousness in the market at the moment.

Potential changes as seen through the pilot programmes are viewed by many practitioners as the chance to practice the kind of dentistry they want. Moving NHS dental services away from the high volume, quick turnaround UDA (Units of Dental Activity) system to a structure of care pathways and prevention is of course perceived as a good thing. And all the better if they can practice this new kind of dentistry under the same budget.

There are, of course, some other potential changes being whispered about that may affect dental businesses if they come through.

For example, there is talk of adjustments being made to the value of unit activity, which will clearly have an impact on practice income and profitability. Anything that affects the income or cost base of a business can of course affect its overall value, and if the rates of the service come down then clearly the value of the business is affected as well.

Another possible change being discussed is the time-limited GDS contract. If this change does take place, this will obviously have an effect on the practice’s valuation because the practitioner will only have the right to receive that income for a certain amount of time.

But again, until any announcements are made and changes put into place, all this is mere speculation at the moment, with little to no effect on the business side to be seen. Prices for NHS practices have been surging ahead in the last 12 to 18 months, while prices for private practice have remained relatively stable.

With the changes to the NHS contract possibly taking place soon, and the improving economy in general, demand for private dental practices is likely to improve in the coming months.

The best advice, therefore, remains:  research what you are buying thoroughly; don’t be carried away just because the market is currently hot; execute your due diligence properly; take professional advice to make sure you get the very best the market has to offer.

To discuss how Christie + Co might help you achieve your future plans please contact Simon Hughes on 020 7227 0749

BIO:

Simon Hughes joined Christie + Co in 1987 and has responsibility for the further expansion of its brokerage services into the Primary Care sectors of dentistry and GP surgery sectors. In the past three years, Christie + Co has advised, valued or sold almost £1 billion worth of businesses. Simon heads up a dedicated team of specialist advisers and agents based in regional locations throughout the UK.

Debate has recently been ignited regarding the government’s apprenticeship scheme and its intended reforms under the Trailblazers programme. National Apprenticeship Week in March raised awareness of the rewards that employers reap from taking on young trainees. The dental lab industry – which may in the future see the creation of a dental lab technician apprenticeship – can realise the same benefits by employing newly qualified dental technicians.

The dental lab industry is struggling – and it has been for some time. Between 500 and 800 dental technicians leave the profession every year, and there are just 6,000 registered with the GDC. This is an extremely low figure, especially considering that a decade ago it was closer to 12,000 registrants. Britain is gradually losing a highly skilled workforce and as a result, more and more work has had to be outsourced overseas, which is less than ideal.

Despite these figures, there still remain labs that are apprehensive about employing newly qualified techs due to misconceptions about the quality of work that will be produced or questions surrounding the motivation or enthusiasm of the employee. Yet the vast majority of young people that are taken on in this role are not only highly dedicated, enthusiastic, motivated and dexterous individuals, but they’re also closely mentored, supported and trained before being permitted to work on difficult cases.

One example of the scope of achievement that can be reached by giving newly qualified dental technicians top quality support and instruction can be seen in the training programme of Sparkle Dental Labs. The company was launched in 2012 with the aim of regenerating the British dental lab industry, reversing the trend of outsourcing and supporting the future of the industry through the careful selection and thorough training of newly qualified dental technicians.

The lab ensures that new technicians do not work on complicated cases until they’ve had at least 18 months’ experience, as it appreciates that it’s only after a new technician has had significant lab experience that they have the skills and expertise required to work on more complicated cases. The company also enjoys a very low staff turnover, which is beneficial in many ways, including the fact that newly qualified dental technicians have consistency in their training. A low staff turnover also means that strong, long-term relationships are easily forged with the dentists the lab works with.

Looking ahead

By implementing a similarly thorough training programme to Sparkle Dental Labs, labs across the country will benefit from the enthusiasm and talent of newly qualified technicians. Those that are taken on can be encouraged and supported with valuable mentoring and instruction, learning from the team around them and not solely from one trainer, and shadowing a senior member of staff to be trained up to a high standard of competence before being allowed to work independently on cases.

Reversing the trend of losing dental lab technicians by employing young talent is an essential part of protecting the industry’s future ­– and to making the British brand the market leader in terms of standards and quality. Practices want traceable restorations that are made in Britain with expert workmanship and competitive pricing. By taking on newly qualified dental technicians and providing them with extensive training, mentoring and support, the future of the British dental lab industry is safe.

The government’s apprenticeship project, Trailblazers has appointed entrepreneur Mustafa Mohammed as the leader of its Dental Health section. Mustafa is dedicated to cultivating the next generation of highly skilled young technicians and developing an apprenticeship scheme for them. These young people will not only be of great value and benefit to the labs that take them on, but to the dental industry and UK economy as a whole.

For any additional information please call 0800 138 6255 or email This email address is being protected from spambots. You need JavaScript enabled to view it. or visit:

www.sparkledentallabs.com

It’s been 25 years since DBG began – and I’ve been lucky enough to have been there right from the very beginning.

The dental buying group, as it was known back then, was the brainchild of Allan Stockwin. Twenty-five years ago, the very idea of a dental buying group was itself an incredibly innovative concept that had absolutely no predecessors – and there were plenty of people who dismissed the whole thing as untenable. There really was nothing like it available, and when you think of how many companies have to continuously compete with each other today, that seems rather fantastic.

In the beginning, a group of us attended several meetings with Allan and really liked the concept. My husband, Geoff Edmiston, and Mel Rosenthal were delighted to become investors and get the ball the ball rolling as it were. From there it wasn’t long before several other forward-thinking professionals got involved as well.

In those days the dental industry was very segregated and each practice was in effect an island – they had absolutely no clout when it came to haggling for discounts on products. Practice owners essentially took what they were given. Whether it was a dental chair or a new toothbrush supplier that was required, if the owner asked for money off they would have been laughed out of the building – so the idea behind DBG was to bring these people together and form a group that gave real buying power to each of its members.

Revolutionary idea

Many of us within the group at this point travelled around the world to places such as America and Hong Kong to take a look at innovative products and materials that hadn’t yet reached British shores. Our next step was to set up a panel of dentists who would try out these innovative products via a thorough tried-and-tested evaluation – this eventually resulted in DBG’s exclusive Tekpro brand, which gave dentists the opportunity to purchase good quality products at affordable prices compared to what most companies were asking for at that time. This kept those products viable for use in the mainstream.

It was very exciting in the early days, as the concept was developed and the number of people involved grew significantly. We held regular meetings, went away on great weekends and were able to meet likeminded peers – it was such a great time for us, sourcing new products and putting them out to test. It was a real mix of business and pleasure. While the others were out sourcing new products, I personally became increasingly involved in practice management and the marketing side of things. I found this very interesting and it led to my continued involvement in marketing, which I still do today.

In the States we came across the computerised local anaesthesia device, which is available in the UK now, but wasn’t back then. In fact, at the time we couldn’t even get a supplier in England and in the end we had to bring it in from South Africa ­as it was so far ahead of the times, and we sourced many other innovative products in the same way before they went mainstream.

Making an impact

Our aim was to make practice life easier and provide a complete business service – and we succeeded. As DBG grew, the company really put a cat among the pigeons in the non-practicing side of the dental world. These companies had had it their own way up until then – they could set their own prices and there was nothing a small surgery could do about it.

But once practices were backed with the buying power of hundreds and thousands of their members, it really shook things up in terms of the purchasing of equipment and services. There was clearly a real niche market here, and the whole initiative worked exceptionally well. The biggest benefit was that we helped a lot of practices to get a decent price for stock without them having to bulk buy to make those savings. This was a fantastic selling point for DBG: the fact that practices didn’t need to stockpile to save money.

DBG today

So that’s how it started, and as DBG grew it sidetracked into different areas, from engineering and materials and then on to on-site, online and in-practice training, and as we attracted more and more members that gave us the facility to spread our wings further.

The company continues to uphold its reputation of helping and supporting practices as well as its motto: ‘complete dental solutions’; and it has plenty of satisfied members who are more than willing to testify to this success. For example, when speaking about DBG engineers Laura Hancock, Practice Manager at The Dental Practice in Liverpool, says “The service is very efficient and our equipment is always repaired without causing any disturbance or problems to staff or patients”.

DBG also continues to evolve and devise new ways in which it can support members. For example, the Healthcare Professionals Network (HPN) is a recently introduced membership scheme that is solely for DCPs – it offers an online members forum for DCPs, community support and advice as well as online access to core CPD and discounts on indemnity insurance. Deanna Dowley, Practice Manager at Grosvenor Dental Practice in Stoke, beta-tested the HPN website. She says the HPN makes life easier for DCPs, and that she’s, “looking forward to organising everything electronically in one place – it will definitely take the strain off a bit”.

DBG is now the UK’s largest outsourced healthcare provider, and will continue offer innovative healthcare solutions in years to come.

For more information call DBG on 01606 861 950,

Or visit www.thedbg.co.uk

Every dentist will strive to give treatment that is tailored to the specific needs of a patient. This approach is also applicable when looking to lease a property for use as a dental practice. Taking into account the very specific service that dentists offer, it follows that their practice will also require specific terms and conditions in the lease to support that service.

Standardised leases

The ability of a dental practice to function as smoothly as possible is of the utmost importance. Standardised commercial leases can often hinder dentists in their work, making them waste time and money unnecessarily. The pitfalls and problems are numerous with standard commercial leases, and it is best to avoid them at all costs.

There is a very real danger that the specific requirements of a dental practice can be overlooked and in some cases actually forbidden under the terms of the lease! For example, the need for practices to store X-ray machines and various drugs is clear. However, it is possible for a standard lease to prohibit the storage of these items. If a dentist does not adhere to the conditions of the lease there is a possibility of the lease being terminated by the landlord and the dentist being evicted from the property, which can lead to otherwise preventable high expense and hassle in order to resolve the situation.

In addition, dentists are often not required to register for VAT in respect of their supply of an exempt service. However a standard commercial lease can leave the landlord with the ability to charge VAT at any point should the landlord so chose. If this were to happen, it would mean an unavoidable and immediate 20 per cent rise in the rent of the property.

The restrictions that standard commercial leases enforce can not only cripple the financial position and functionality of a practice, but can also prohibit anybody from sharing the property.

This is particularly unfavourable when considering commonplace associate agreements. A term that associate agreements usually state is that the associate is given a license to use the property for dental purposes. With a potential restriction on who can occupy the property, an associate agreement can unwittingly lead to a breach of lease, and once again termination of the lease can occur.

The fact is that many general practice solicitors who draw up standard leases do not take into account the particular requirements of a dental practice, as opposed to the requirements of their other commercial clients. Whilst these general practice solicitors may be knowledgeable about commercial leases in the broad sense, it would be extremely advantageous to any dentist considering taking a commercial lease to employ a solicitor who has experience specifically in the dental industry.

In simple terms, the disadvantages a standardised commercial lease presents to a dentist can be overwhelming.

The benefits of bespoke commercial leases

Instructing a commercial lawyer with specialist dental knowledge will offer a solution. A bespoke lease will address the requirements a dentist has for his or her practice and amend the terms a standardised commercial lease overlooks or prohibits. This will provide a successful and hassle free lease, ultimately allowing for a dentist to focus on providing dental treatment, rather than worrying about legal matters.

Using bespoke commercial leases can be a sensible way to avoid time and money being wasted, and the complications that come with that waste. From ensuring that the storage of vital dental equipment is allowed to enabling associate agreements, and making sure there is no unexpected rise in rent, the benefits of a bespoke lease are clear.

 The key points to always bear in mind is not only the employment of a dental lawyer who understands the dental industry, but also the fact that where any legal matter is concerned it is important not to cut corners to save time. Bespoke commercial leases can be extremely beneficial in avoiding unnecessary complications and costs; their importance cannot be stressed enough.

Goodman Grant has a reputation of quality legal advice within dentistry. With this crucial and specialist knowledge, Goodman Grant’s team of solicitors are able to draw bespoke commercial leases to the specific advantage of dentists. Ensure you are not distracted from providing exceptional treatment by taking advantage of the huge benefits a bespoke commercial lease will provide. 

Nicola Lomas Goodman Grant Lawyers for Dentists

For more information call Nicola Lomas on 0151 707 0090 or email This email address is being protected from spambots. You need JavaScript enabled to view it.

www.goodmangrant.co.uk

 

Dedicated to enhancing your practices’ daily processes for long-term success, 7connections is thrilled to announce an expansion in its services through its new partnership with US marketing giant, Infusionsoft.

Committed to increasing sales and marketing opportunities for small businesses, Infusionsoft combines everything your practice needs to promote itself successfully. With contact management, CRM, marketing automation and e-commerce all available in one single online system, it offers an easy, quick and cost-effective way to grow your business.

Lifecycle marketing plays a huge role in the growth and management of your patient-base, and so it will form an essential element to the services offered by 7connections and Infusionsoft. They will take you through all seven steps of the cycle, from attracting website traffic to capturing leads, nurturing prospects, converting prospects into sales, delivering customer satisfaction, upselling and acquiring business referrals. Each phase is as important as the next in order to not only attract new people to the practice, but to encourage them to become quality patients, and then keep them coming back.

Infusionsoft has already published some of the results it has achieved with small businesses, demonstrating a huge average increase in revenue of 400%![i] Enabling you to apply the theory to your specific business in a tangible way, 7connections and Infusionsoft will help you bring more patients through the door, while also reducing your costs. They will help you deliver a first-class experience to all existing and potential patients, use marketing automation in a personal way, enhance your patient communications and expand your business-to-business marketing for increased referrals, all helping your practice to truly thrive.

Working with 7connections and Infusionsoft you will not only discover the benefits of effective marketing, but you will also acquire new skills and tools to ensure you can move forward efficiently.

Watch this space for future innovative marketing solutions!

For more information about 7connections or the new partnership, call 01647 478145 or email This email address is being protected from spambots. You need JavaScript enabled to view it..

Alternatively, please visit the brand new website www.7connections.com.

There has been a lot of discussion of late surrounding a new event billed as a ‘Wealth creation day for dentists’. While opinion would seem split on whether there is really any need for this event, a number of colleagues have suggested that it gives dentists a bad name and that it doesn’t paint us in a positive light.

But then, why should we care? Why does it matter what anyone else thinks? Supposing opticians had a wealth creation day – or chiropodists, or osteopaths – would we all really be so up in arms about it then? Probably not.

As a profession, we seem to be suffering from a form of collective insecurity. We’ve been knocked one too many times in the press, and so our instinctive response is to reject anything that might make us seem greedy or rich as being completely out of hand. Which is strange really, when you come to think about it; surely it’s not unreasonable for anyone to want to sure up his or her financial future.

Bursting the bubble

At the heart of the issue here is the matter of business. As dentists, we’re all very good at dentistry, but not very good at business. Indeed some colleagues could be described as being financially very naïve. Unfortunately get rich schemes play on this naivety, as well as our innate human desire to want to make a secure future for ourselves and for our families.

The problem occurs when you consider how most of these schemes work. In this particular case we see that the idea is to try and gain maximum leverage from property; you simply get as much out of the bank as you can, put it on a house that goes up in value, sell it quickly, and take the profit. Yet experience tells us that all this does is fuel the housing bubble! Enough people have got their fingers burnt by this in the past for it to be completely financially reckless.

Chasing the fast buck

Generally speaking, as dentists we’re not very entrepreneurial, and we’re not inventing anything so we’ll never be ‘rich’ by most modern day standards. Of course I don’t for one moment want to sound disingenuous – as a profession dentists do very well – but not well enough that ‘get rich’ schemes don’t hold some sort of appeal. This is because traditionally the way a dentist earns money is to keep overheads down and work a marathon, slowly and steadily building up over time.

Needless to say this wasn’t always the case. Traditionally, when property prices were cheap and the NHS was lucrative, many people went into dentistry as it was an extremely financially rewarding career. But in recent times this has reached something of a lull. While there are certainly a number of ‘super dentists’ who are doing very well in the cosmetic market, most people are struggling, and with the ever-present burden of regulation, most dentists are seeing their standard of living decrease. We shouldn’t be surprised then that some people are attracted to the promise of a ‘get rich’ scheme, even if the concept is for the most part, fundamentally flawed.

The changing profession

In many respects what this debate highlights more than anything is just how much the dental profession has changed. Obviously there have been many positives in terms of new materials, technologies and treatments, but the very nature of the job is not the same as it once was. We are now business people as much as we are healthcare professionals, and though the concept doesn’t sit well with some people, there can be no escaping this undeniable fact.

So should we be embarrassed about wanting to make money? I really don’t think we should. After all, what we do with our money outside of work is our own business, and would you really deny anyone the chance to build a sound financial future?

If you want to go out and earn more money then I say good luck to you. However, I do urge caution. If the recession has taught us anything it’s that great financial rewards only come with great risk. When I look at many of these ‘get rich’ schemes, I fear the only people who will really make any money from them are the people running the courses themselves.

Naturally, I don’t really blame anyone for wanting to make money, but I do think we need to recognise that we are dental professionals first and foremost, and business people a distant second. While the profession may have changed a great deal over the years, patient care is still the thing we’re best at. In this sense at least, dentistry hasn’t changed very much at all!

For further information please call EndoCare on 020 7224 0999

Or visit www.endocare.co.uk

Dr Michael Sultan BDS MSc DFO FICD is a Specialist in Endodontics and the Clinical Director of EndoCare. Michael qualified at Bristol University in 1986. He worked as a general dental practitioner for 5 years before commencing specialist studies at Guy’s hospital, London. He completed his MSc in Endodontics in 1993 and worked as an in-house Endodontist in various practices before setting up in Harley St, London in 2000. He was admitted onto the specialist register in Endodontics in 1999 and has lectured extensively to postgraduate dental groups as well as lecturing on Endodontic courses at Eastman CPD, University of London. He has been involved with numerous dental groups and has been chairman of the Alpha Omega dental fraternity. In 2008 he became clinical director of EndoCare, a group of specialist practices.

The work of a Dental Care Professional (DCP) largely centres around helping other people – treating patients, perhaps helping them to overcome dental anxiety, contributing to the daily running of the practice and assisting colleagues. The term Dental Care Professional is not misleading – ‘care’ is central to the role and in many ways is synonymous with ‘help’.

But who helps the helpers and cares about the carers? And where do we go when we need advice or support in our professional lives?  There are many sides to our work which extend beyond the usual demands of daily duties. These can range from problems with meeting the CPD requirements to acquiring appropriate insurance or understanding and complying with the seemingly endless Standards and regulations.

CPD is seen as a positive for many, although of course it is a mandatory element for all dental professionals throughout their careers and not something that can be avoided. The many hours dedicated to CPD and the costs involved can be considerable, particularly as tax relief is not available despite the recent BADN campaign. For DCPs who have to fund CPD themselves, it can be an additional and worrying burden.

Another essential aspect for DCPs to think about is appropriate indemnity insurance. The GDC Guidance on indemnity insurance effective from 30th September 2013, states: “If you are relying on arrangements made by your employer, you must check the indemnity position with them. You must not make any assumptions about whether or not you are covered by their arrangements – you must always check ...”[1]

Ensuring adequate and appropriate insurance is not only vital for your own personal protection in the case of a patient complaint, it is also a requirement of the GDC Standards for the Dental Team which declare that you “must have appropriate arrangements in place for patients to seek compensation if they suffer harm”.[2] Further stressing its importance, in the 2012 GDC Annual Report, the fourth most common reason for a hearing with the Professional Conduct Committee (PPC) was lack of indemnity insurance[i].

These are just some of the important professional obligations that need our careful attention as DCPs, and they can add to the considerable demands already placed on our time and resources. Fortunately, help is available through various organisations who can offer guidance and assistance on various areas, including training, compliance and insurance. One such provider is DBG, the UK’s largest outsourced healthcare provider, who’s annual membership provides access to help and support, with a dedicated member’s area and discounts on a variety of services.

The smile on the face of a grateful patient can make all the difference to the working day, and when you know there is somewhere for you to go for help and advice too, it will make that day even better.

For more information call DBG on 01606 861 950

Or visit www.thedbg.co.uk

In a series of interviews available on the Dental Focus ® YouTube channel, CEO Krishan Joshi has shared some invaluable insights into the world of online dental marketing, along with his tips on how to build the perfect dental practice website…

In the world of online dental marketing, Google page 1 is everything. As the world’s most popular search engine, your Google ranking is an important indicator of just how well your dental website is working for you. If your practice doesn’t appear on page 1 for common search terms relating to your practice then it’s not working to its maximum potential, and you may miss out on new patients as a result.

Content is key

To achieve Google page 1, the first thing you need to consider is your content. In Search Engine Optimisation (SEO), content is absolutely key. We know that Google ranks website based on over 200 different criteria, but of these the most important factors relate to the quality and relevance of your website content.

By relevance here, we mean to say that it is: factually correct; related to the things that you do; and tailored for your specific audience. If you target market is mainly older patients then your content will need to be written with an older audience in mind. After all, these patients may have different needs and wants to younger patients, and will often prefer a different tone and style. Remember, Google takes into account a whole range of different factors when ranking your website, including how long users spend reading each page. If users don’t find your content relevant, or indeed useful and click away quickly, then your Google rank will drop as a result.

Tips for success

As well as ensuring your content is fresh, relevant and up-to-date, there are a number of other steps you can take to get the most out of your practice website. Firstly, you should ensure your branding is clean and clear. Patients need to know where they are and should have easy access to features that let them contact you. Your telephone number should be included at the top of every page, and should be text and not an image, so patients can click on it.

Your team page is another important page to consider. Professional photographs can make a real difference in the way you are perceived. As well as all the relevant GDC-compliance information, you should also seek to include key details that help to emphasise the unique selling points of your practice. If you are pushing your expertise, then make sure your team page reflects this. For even better results in Google, you should aim to create a separate page for each member of clinical staff so patients can find you when they search Google using a dentist’s name.

Learn from the Master

Online dental marketing is not easy, and requires a great deal of time and effort to get right. However, help is out there, and can take the first steps to online success by visiting the Dental Focus ® YouTube channel today. There you will find a series of 12 fascinating videos, where Ashley Latter interviews internet marketing expert and Dental Focus ® CEO Krishan Joshi on his top tips on how you can put your practice on the Google map, and generate real sustained business growth for your practice.

For more information call 020 7183 8388, or visit www.dentalfocus.com

Advanced Defence Gum Treatment is a twice-daily mouthwash clinically proven to treat gum disease as an adjunct to mechanical cleaning and to offer an alternative to chlorhexidine based remedies.

It's formulated with unique LAE (Ethyl Lauroyl Arginate) technology that forms a physical coating on the pellicle to prevent bacteria attaching, and so interrupts biofilm formation. When used after brushing, it treats gum disease as shown by the reduction of bleeding by 50.9% (p<0.001) in only 4 weeks.¹

In addition, Advanced Defence Gum Treatment is designed to not cause staining.²

Advanced Defence Gum Treatment is part of the LISTERINE® Advanced Defence range from Johnson & Johnson, a scientifically proven adjunct to your professional treatment.

Designed to help you treat and/or prevent specific oral care conditions, this range also includes LISTERINE® Advanced Defence Sensitive and LISTERINE® Advanced Defence Cavity Guard.

With this range of expert daily mouthwashes, Johnson & Johnson is looking forward to working more closely with dental professionals to help deliver advanced treatment outcomes for patients, for expert care when you’re not there.

For more information on LISTERINE® Advanced Defence, please visit www.dentistry.co.uk/listerine  or call 0800 328 0750.

References:

1. Bleeding Index Reduction DOF 1 – 2013 (LAEBBA0001), 50.9% Reduction in whole-mouth mean Bleeding Index at 4 weeks

2. DOF 2-2013 (UNKPLT0006)

Johnson & Johnson Ltd, the makers of LISTERINE® Advanced Defence, were proud to sponsor two presentations at the 2014 British Dental Conference & Exhibition.

Dr Maria Mantzourani offered advice how to translate complex microbiological concepts into clinical practice, and provide factual oral health education and treatment to patients.

Professor Anthony Roberts examined common management challenges for patients with periodontitis, offering suggestions on overcoming these issues in practice.

On show was LISTERINE® Advanced Defence Gum Treatment, an alternative to chlorhexidine-based remedies. This twice-daily mouthwash is clinically proven to treat gum disease as an adjunct to mechanical cleaning. When used after brushing, it treats gum disease as shown by the reduction of bleeding by 50.9% (p<0.001) in only 4 weeks.¹ In addition, Advanced Defence Gum Treatment is designed to not cause staining.²

LISTERINE® Advanced Defence Gum Treatment is part of the Advanced Defence range from Johnson & Johnson, a scientifically proven adjunct to your professional treatment.

Designed to help you treat and/or prevent specific oral care conditions, LISTERINE® Advanced Defence range also includes Advanced Defence Sensitive and Advanced Defence Cavity Guard.

For more information on LISTERINE® Advanced Defence, please visit www.dentistry.co.uk/listerine  or call 0800 328 0750.

References:

1. Bleeding Index Reduction DOF 1 – 2013 (LAEBBA0001), 50.9% Reduction in whole-mouth mean Bleeding Index at 4 weeks

2. DOF 2-2013 (UNKPLT0006)

Can modern man cut it?

Chris Barrow of 7connections is one of 13 British men to take part in a unique social experiment run by Bear Grylls and Channel 4.

Stripped of all every day creature comforts, the participants are put to the test to see if they have the resourcefulness and the instinct to survive in an incredibly unforgiving environment.

Bear Grylls challenges them to come together, build a community and find the kindness that he thinks is essential for small groups to not just survive, but to thrive, even in the harshest of conditions.

This experience will be life-changing; can modern man still cut it in the wild?

Find out – don’t miss The Island with Bear Grylls on Channel 4, 9pm on Monday 5^th May.

Dr Harry Singh, CEO of the Dental Property Club, is delighted to invite you to attend his ‘Wealth Creation Day for Dentists’ on Friday 4 July 2014 in Radcliffe, Manchester.

Harry is looking to share his knowledge of the property market to empower dentists to create, build and manage their own property portfolio to provide an additional income, pension or to become financially free and work reduced hours.

Like most dentists, Harry was making good money; however, it left him working long hours and missing out on both family and ‘me’ time. Even when Harry was away from the practice, he found himself thinking about patient emergencies or complaints, as well as staff issues.

Feeling alone on a professional level and unhappy with his lifestyle, Harry sought to make a change so, as well as practising dentistry, he started to invest in property and stumbled upon some professional property secrets that helped to develop his business interests.  Harry has acquired a number of properties over a 24-month that are now worth much more than he paid for them and bring in a valuable income.

Harry would now like to share his secrets with his dental colleagues.

Spaces on the 'Wealth creation day for dentists' course are limited, so don’t delay. For further information, please visit http://bit.ly/1fr2VdA or email This email address is being protected from spambots. You need JavaScript enabled to view it..

For over 120 years Kerr's inspiration has been to develop and manufacture a wide range of high quality dental products for your practice.

Kerr is committed to advancing aesthetic dentistry through education and sustainable solutions in consultation with wet-gloved clinicians.

This partnership approach is the inspiration behind decades of standard-setting products that make up Kerr’s rich portfolio.

Why attend the Innovations in Dentistry Symposium?

The materials and equipment available to dental professionals in the 21st century allows for superior results to be achieved – as long as clinicians embrace the opportunity to understand how these products have been designed to work.

With this in mind, the two-day Innovations in Dentistry Symposium offers visitors the opportunity to hear leading speakers discuss restorative dentistry, endodontics and new equipment that have transformed the way modern dentistry is practised.

On Thursday 3 July 2014 at Altitude 360 in Westminster, each dental team member can choose from a comprehensive range of lectures to suit their needs, accruing six hours of verifiable continuous professional development (CPD).

Then, on Friday 4 July 2014, dentists can attend restorative and/or endodontic hands-on sessions (up to a maximum of 20 delegates in each) worth three hours of verifiable CPD at Henry Schein’s Marble Arch showroom.

These interactive sessions will allow participants to hear, see and perform various cutting-edge techniques, developing skills of immediate use in the dental practice.

The speakers

Among those speaking will be Dr Chris Orr, one of the UK’s most prominent cosmetic dentists.

His first presentation will cover a structured approach to aesthetic treatment planning and delivery, as well as knowledge of simple risk management examination tools that can be applied chairside.

Taking to the podium for a second time, Dr Orr will discuss modern posterior composite and indirect restorations, covering indications and techniques to achieve successful restorations without amalgam.

Dr Orr’s third session will address the two adhesion strategies that are at the heart of today’s bonding agents, in addition to sharing how to avoid the common problems and pitfalls.

Professor Robbie McConnell, an authority on new dental materials, will be covering a review of enamel and dentine bonding systems, including which bonding techniques work best for both conventional fill and bulk filling techniques.

In addition, he will offer guidance on simplified preparation and placement techniques for anterior and posterior composites.

Following the lecture, participants will have the opportunity to place a class two composite restoration using Sonicfill.

Dr Gianluca Gambarini, professor of endodontics at the University of Rome Dental School, will show the latest improvements in nickel titanium instrumentation, describing a new approach – TF Adaptive.

The advantages of the new technique will be shown, explaining the key features.

The creation of an endodontic glide path with reciprocating stainless steel (SS) instruments will also be presented and discussed.

Kerr’s big competition

Kerr is inviting two practices – one from the north and one from the south – to attend this incredible event free of charge, to include travel by train to London and accommodation for up to 10 attendees in a hotel close to the venue (terms and conditions apply, see box for details).

For your chance to win a team ticket to the Innovations in Dentistry Symposium, simply answer the following three questions and send your answers to This email address is being protected from spambots. You need JavaScript enabled to view it. before the closing date of 18 June 2104:

1. For how long has Kerr been developing and manufacturing a wide range of high quality dental products

2. Following Professor Robbie McConnell’s presentation on enamel and dentine bonding systems, what product will delegates have the chance to try for themselves

3. Where in London can dentists attend restorative and/or endodontic hands-on sessions worth three hours of verifiable CPD on 4 July 2014?

For further information or to book your place, please email This email address is being protected from spambots. You need JavaScript enabled to view it. or call 0845 873 6299.

Terms and conditions

Each practice can only enter once. The two winning practices will be drawn randomly. Deadline for entries – midnight 18 June 2014. Travel includes trains only. Accommodation to be specified by Kerr UK. For more information email This email address is being protected from spambots. You need JavaScript enabled to view it..

The British Academy of Cosmetic Dentistry (BACD) is committed to promoting excellence in all areas of cosmetic dentistry. As part of its ongoing efforts the Academy has introduced credentials to allow members to demonstrate that they have reached an agreed level of ability. The process has been designed to allow dentists and technicians to demonstrate that they have the ability to diagnose, plan and execute cosmetic treatment of the highest standard, and that this can be done safely, ethically and competently.

Here, Neil and Paul Gerrard share their thoughts on BACD Accreditation and how it’s helped them develop in their professional careers…

A dentist’s perspective

By Neil Gerrard

I had a number of motivations for completing BACD Accreditation. The first was the learning process of being able to consistently deliver predictable high quality care within a private practice environment; the second was recognition by my peers of such an achievement – to join a select group of dentists and technicians working at the top of their field; and finally, positioning of my skills to the general public, i.e. present a unique selling proposition regarding the marketing of my practice.

Make no mistake, Accreditation is a taxing process, and it certainly does take time. But ultimately it’s also very rewarding. In many respects it’s more about the journey than it is about the final destination. This is because the things you learn along the way stay with you throughout your career.

One of the biggest challenges I found during my process was finding patients who were suitable for each category. What you will find in the end is that you actually have to deliver a high standard of care to all of your patients in order to find the right cases. This means you can’t be selective in the cases you are treating – you have to raise your whole game consistently across every area of the practice.

For me, this is one of the main benefits of doing Accreditation. It encourages you to improve, and improve consistently in all of the disciplines. What you also realise, looking back, is that as you raise the quality of your work you are also improving the overall standard of care you can deliver to patients.

If you really want to raise your game in dentistry then BACD Accreditation is definitely for you.

A technician’s perspective

By Paul Gerrard

I first got involved with the Accreditation process as a result of working with my brother on his own Accreditation cases. After doing the technical work for his case submissions I felt as though it was something I wanted to do for my own personal achievement.

On a professional level I found the whole process to be a great way to give me a structured process to improve the quality of my work. It gave me something concrete to aim for with a final objective in mind.

Accredited status has opened a few more doors for me and has allowed me to meet like-minded dentists that are dedicated to providing the highest standards of care. This is because many people within the profession recognise the award as a hallmark of quality. Working with clients that share a similar passion enables me to meet the high standards that BACD Accreditation demands and makes my daily work so much more enjoyable.

If there’s one thing that the process has taught me is just how important it is to have a really close working relationship with the dentist. Communication is absolutely key to achieving the best results, and while emails and digital images have broken down a lot of barriers, for me you still can’t beat meeting with the dentist face-to-face. 

If you’re a technician and think Accreditation might be for you, then the first thing you should do is find a like-minded dentist to work with. Ideally you should look for someone who also wants to do the Accreditation process at the same time, so this means you’re both working towards the same goal.

Once you’ve found a suitable dentist then you can really start thinking about your case submissions. The process is a lot of work, but the results are worth it!

The Accreditation process

To begin the Accreditation process, first you will need to be registered as a BACD Full Member. You should then complete the entry form (available online) and submit it to the Academy when you are ready to begin.

In total each dentist candidate will present five separate cases, while technician candidates will present four cases in total. These cases can be submitted in any order to the BACD and will be judged anonymously by a panel of five examiners. Once the candidate has passed all of their required clinical cases, he/she will then be invited to take a final viva examination. This will include a review of some or all of the candidate’s clinical cases and a discussion.

Once you have successfully completed your examination you will be presented with an Accreditation plaque at the next BACD Annual Conference. You will also be permitted to use approved logos in any professional communication, and will appear as an Accredited Member on the ‘Find a Cosmetic Dentist’ feature found on the BACD website.

For further information call 0207 612 4166, fax 0207 182 7123, email This email address is being protected from spambots. You need JavaScript enabled to view it. or visit www.bacd.com

Top tips for selling your practice

By Simon Hughes

When selling your dental practice there is a seemingly endless maze of considerations and potential stumbling blocks to navigate. Without help and expert advice, you will find yourself stuck in the middle of this labyrinth not knowing where to turn.  

However, with a little knowledge and experience some confusion can be avoided. Here are a few relatively simple tips that will help to facilitate the smooth sale of your practice for the maximum value.

1. Get the price right

Valuation and pricing your business correctly for the market is paramount. Expert advice in this forever-fluctuating arena is equally important. Virtually all buyers will have undertaken an independent valuation before purchasing a practice; if your price is unrealistically high it will get knocked down, so it is important to get it right first.

The trick is to think like a buyer. Looking at your own business through critical eyes and as if you were the purchaser, will give you an insight into what others might see. Ask yourself: how does it look and feel? Is it fit for purpose? First impressions of the practice are very important and the asking price is a significant part of this. View other practices from similar price ranges: would you consider them to be a bargain, fairly priced or overpriced? Your expert adviser will have comparable evidence from which to draw – the more experienced the adviser, the more evidence there will be.

2. Ensure the property is in order

Making sure that your property lease is in order and that you have sought out clear and succinct advice is also important. For instance, if your property is leasehold, are you offering a sufficient lease term to make it worthwhile for the buyer?

It is also worth checking that all regulatory data is accurate and correct. Your practice clearly wouldn’t be trading if you weren’t CQC and HTM01-05 compliant, but do you have all the necessary documentation to hand should you need it?

3. Ensure all operations are in order

Every experienced buyer understands that all businesses have their own staffing challenges and issues, so absolute honesty is the key to maintain the credibility of your business valuation. If you paint too perfect a picture then a potential buyer may be suspicious. Equally, if you have got a lot of staffing issues, then this can present problems as well.

If the practice has vacancies then highlight this. If you choose not to replace missing associates, turnover will go down and the value of the business will follow suit. Too much vacant chair space will cost you in the long run and will be reflected in your income and valuation.

4. Planning and preparation

Preparation is key; this is the most significant aspect of getting ready for any sale. Insufficient planning and preparation may ultimately cost you. Many deals are agreed quickly but end up going nowhere due to a failure to sufficiently plan in advance.

It is important, therefore, to collect all the key pieces of information a prospective purchaser might want. One of the most fundamental considerations in any sale process is making sure that profit and loss accounts are relevant; any NHS vital signs reports need to be up-to-date, and all other due diligence information that any reasonable buyer will want should be available and easily accessible.

5. Get your adviser right

The best option is always to turn to a company who can offer both marketing expertise and professional accountability; an agency with experience in the dental sector and that also has professional accreditations is ideal.

By turning to a company that understands the dental industry like Christie+Co, you can be sure that all considerations are covered and your best interests as a seller come first.

To discuss how Christie + Co might help you achieve your future plans please contact Simon Hughes on 020 7227 0749

BIO:

Simon Hughes joined Christie + Co in 1987 and has responsibility for the further expansion of its brokerage services into the Primary Care sectors of dentistry and GP surgery sectors. In the past three years, Christie + Co has advised, valued or sold almost £1 billion worth of businesses. Simon heads up a dedicated team of specialist advisers and agents based in regional locations throughout the UK.

The most highly anticipated dental event of the year, BDIA Dental Showcase has officially opened registration for 2014. This year’s event will be held on 9-11 October at ExCeL London.

BDIA Dental Showcase is the ultimate place to explore the latest technologies and equipment in the UK dental industry, meet face to face with friendly experts on more than 350 exhibition stands and listen to keynote speakers sharing their expertise on the latest issues facing dentistry.

By registering and visiting the exhibition you will have direct access to today’s dental innovators and can rest assured that the widest selection of dental products, equipment, technologies and services from global brands to newcomers will be on display, ready for you to test and trial for your practice, laboratory and patients.

BDIA’s Executive Director Tony Reed said: “BDIA Dental Showcase plays a vital role within dentistry bringing together the industry and the profession to share ideas and expertise.

“With an increasing number of counterfeit and non CE-marked dental products in the marketplace, it is becoming even more important for the dental team to know the source of their dental equipment and products to ensure that all parties are protected.

“BDIA Dental Showcase is the perfect opportunity for busy dental professionals to form relationships with suppliers face to face and make informed decisions about the companies with whom they wish to conduct business as well as to engage more widely with colleagues and industry leaders.”

Don’t miss the dental event of the year! BDIA Dental Showcase is free to attend, but a £10 on-the-day entry fee will be charged to visitors who do not register in advance.

Register now, it’s easy:

Online: www.dentalshowcase.com

Phone: 01494 729959

Text: Your name, postal address, occupation and GDC number to 07786 206276 

Email: This email address is being protected from spambots. You need JavaScript enabled to view it.

NHS Business Services Authority announced this week: Following the successful pilot of TRS for officer members in 2013, we are planning to pilot TRS and Annual Benefit Statements (ABS) for members with practitioner status, or who have had practitioner status in the past.

Jon Drysdale of dental financial planning specialists, PFM Dental, commented: “While we welcome the release of more information, it is questionable how much use these statements will be for self-employed dental practitioners. TRS statements generally relate to a package of employment benefits – most commonly enjoyed by salaried officers. Although a TRS offers basic information on pension benefits, it is unlikely to extend to the more useful and technical aspects of the pension scheme such as the annual allowance calculations.”

Assuming a successful pilot, the general ‘roll-out’ will be in 2015. Jon Drysdale commented: "We welcome the move to improve online access to financial records and hope that the Business Services Authority recognises aspects unique to dental practitioners."

For information on pension benefits for NHS practitioners visit www.pfmdental.co.uk

Patient Plan Direct, the UK’s fastest growing dental plan provider, has teamed up with Bacs, the organisation behind direct debit payments, to offer the practices that work with Patient Plan Direct an opportunity to give their patients ‘The Big Break’ whilst at the same time supporting Mouth Cancer Action.

For patients that sign up to a practice’s dental plan that is administered by Patient Plan Direct between 1st April and 30th June 2014, these patients are automatically entered in to a prize draw to win £12,000 along with other new direct debit payers across the UK as part of The Big Break campaign.

Patient Plan Direct is also making a 50p donation to Mouth Cancer Action for every new patient that signs up to a dental plan via any of the practices that administer their dental plan through Patient Plan Direct throughout the campaign. 

Mouth Cancer Action is run by oral health charity the British Dental Health Foundation, with the aim of raising the profile of mouth cancer, a disease which has increased by 50 per cent in the last decade.

Simon Reynolds, commercial director of Patient Plan Direct, commented; ‘The Big Break campaign provides the opportunity for the practices that work with us to further encourage patients to join the practice’s dental plan and budget for their preventative dentistry. This is just one of the growth initiatives we have introduced to help the practices we work with maximise the uptake of dental plans. At the same time, it’s a great way for us to support a very worth cause within dentistry’

Patient Plan Direct provides practices with a fully supported, administratively efficient and low cost means of administering and getting the most from a dental plan, whether starting a plan for the first time or taking advantage of switching from another plan provider.  

Patients are contacting us to solve their problems; a problem is associated with negative emotions in varying degrees. Extracting the negative emotion; and interacting with it is an art; we do this day in and day out without thinking. However; as we do this in varying intensities and without mental preparation; the results do vary.

Once you react and interact with the patients’ problem; they open up to you; and you see that they elaborate more without much prompting; interaction could be either verbal; or non-verbal; however; maintaining eye contact is the absolute key.

The next step is to turn the negativity associated with the problem into a positive emotion by acknowledgement and then reassurance that a solution could be found. Note that you have done no examination yet! The positive emotion you invoke must not carry any false hopes or promises; it is just a statement that is aimed at confirming your ability to find a solution (even if this solution meant that you may have to refer the patient). By doing so; you instantly increase the patients’ confidence in you; develop rapport and prepare the patient emotionally for the proposed solution.

Once you have done the examination and collected all the clinical information required; you then provide a solution; or solutions..I never mentioned treatment or treatment plan! Here you should concentrate on the possible outcomes; as this is what the patient is looking for; the outcome!

Working backwards; then you talk about how the outcome (solution) could be achieved in a systematic and realistic manner (I shall not teach you how to suck eggs here!). This is where the patient will take action; because they see and feel that you recognised and acknowledged their problem and are prepared to take action by providing a solution to reach an outcome.

Remember that you do this all the time subconsciously; however; not systematically and without mental preparation; the key to action is emotion and that is what we should be mindful of. See how this would work for you and leave me some feedback.

You could use this cycle in dealing with objections too; remember; objections are negative emotions; but they are more powerful; so you need to listen more and interact more. Try it…

Yours

Sam Mohamed

If you want to learn MORE; The Freedom Dentistry webinar is live on the 23^rd of April; book your place here.  (1.5 hours verifiable CPD included)

©freedomdentistry.co.uk. All rights reserved.

Email: This email address is being protected from spambots. You need JavaScript enabled to view it.

3M ESPE is adding an exciting new learning resource to its website. Named the Dental Education Knowledge Base, the online repository of dentistry information provides professionals with advice, clinical studies, hints and tips in an easy-to-navigate, well-structured manner.

With content continually being added, the Dental Education Knowledge Base is a comprehensive facility for anyone who wishes to find out more about a specific dental topic. 

With subjects such as dental cementation, aesthetic dentistry, minimal invasive dentistry, impressions, geriatric dentistry, implant prosthetics and paediatric dental care, there is something for everyone. 

Covering all the hot-topics in dentistry, visitors can access a wealth of information; ranging from ‘maximum tooth preservation in restorative procedures’ to ‘techniques for the production of indirect composite veneers’.

Visit www.3MESPE.co.uk to explore this exciting new facility.

3M and ESPE are trademarks of the 3M Company.

The Government has announced that apprenticeships need to be reformed so that they all provide substantial and sustained training that equips apprentices with transferable skills and full competency in an occupation.

To achieve this, new scheme The Trailblazers was developed. This initiative puts employers at the forefront of apprenticeship reform, and allows them to collaborate on designing apprenticeships within their sector.

Apprenticeships for the Dental Health Sector are currently in development, with plans to improve the current nurse apprenticeship and to create an apprenticeship for Practice Managers and also one for dental technicians.

Two short surveys have been released to gather the dental industry’s thoughts on apprenticeships and what areas need improving. You can complete the surveys by following these links;

https://www.surveymonkey.com/s/TrailblazersPM

and https://www.surveymonkey.com/s/TBdentalhealthtech.

Rave reviews, recommendations, 5-star ratings... today’s best promotions for products and services are happening online.

In the UK, merchants and service providers have long since embraced the importance of positive online reviews as drivers for their business. Consumers have graduated from the ‘passive audience’ they used to be, to become ‘active researchers’ who go online to search for, locate and study the products and services that they need.

With 83% of households connected to the internet and 73% of adults going online every day in the UK,[i] it’s no surprise that we have caught up to and in some cases surpassed the US with our virtual consumer activity.

This can be clearly seen in two surveys conducted by Lightspeed Research in March 2011.[ii] The studies showed that 61% and 62% of respondents read online reviews for products and services in the US and the UK respectively. When it comes to comparing prices online, the UK leads with 75% compared to just 49% for the US.

In another study conducted by Beyond & Lexis that involved 1,500 UK consumers, 40% of respondents have interacted with a brand on Facebook, 47% have shared a product review in various online channels, and 43% have been prompted to purchase a product after an online interaction.[iii]

The same survey revealed that the UK consumers’ top five influential channels when looking for products and services are search results, talking to friends, product websites, review websites and magazine articles.³

The Lightspeed study also shares some interesting facts about online consumer behaviour in the country. 64% trust reviews from other consumers and 58% trust reviews from professional reviewers, while only 51% trust reviews from friends, family and colleagues,[iv] and only 17% trust reviews from a company web page.⁵

With professional and impartial ratings making more of an impact on the UK consumer, you may need to step your networking up beyond relying on your patients to tell their family and friends about your service. And if you want to post positive reviews of your practice online, you may also need to think of channels other than your own website.

One way to effectively promote customer reviews for your practice outside of your own website is to sign up for a service such as Zesty.

Zesty is an online booking system that connects patients with practices in the Central London area. Aside from online booking, the site also offers a clear 5-star review system that can help prospective patients decide which dentist to go to when presented with a list of options from their search.

The site also has an easy to use system that encourages patients to review their experience online after visiting your practice, giving you the opportunity to promote your business in a way that UK online consumers trust the most.

Zesty offers a free two-month trial when you sign up, so you can see for yourself how online booking and good reviews can help bring in more revenue.

A good review can mean the world to your business. If you haven’t done so yet, it’s time to get your patients talking about your practice today.

Simply email: This email address is being protected from spambots. You need JavaScript enabled to view it. or visit www.zesty.co.uk or call 0203 287 5416 for more details of our Free Trial

National Smile Month will soon be here and from the 19^th May to the 19^th June, let The Dental Directory help you provide your patients with something to smile about.

Give your patients the choice of toothbrushes and toothpaste they deserve by selecting from our extensive range. With your help and advice on cutting down sugary food and drink, visiting routinely and brushing twice a day for two minutes with a fluoride toothpaste, your patients can meet all three National Smile Month key messages!

When encouraging good oral health, don’t forget The Dental Directory’s BIG BITE brochure is all about bigger oral hygiene savings. Whether your patients need mouthwash, interdental brushes, water flossers or scalers, make The Dental Directory the first place you look.

With over 27,000 products to choose from, our customer service team waiting to help, free delivery and same day despatch on orders received before 5pm, make sure you keep                            too and smiling speak to The Dental Directory today.

Order from The Dental Directory today – independently verified as the best priced dental dealer in 2012 and 2013

For more information, contact The Dental Directory on

0800 585 586 or visit www.dental-directory.co.uk

Without any doubt ‘data’ is great.

As a Principal, it is likely that either in isolation or with your management team you make powerful decisions on finance, marketing, customer experience treatment co-ordination and operations each and every day.

In making these potentially ‘game changing’ decisions do you draw on your previous experience, industry trends and/or gut instinct? Or do you draw guidance from objective data sourced from your practice management software, your leadership management tools and your lead generation records?

You may even go one step further and filter the seemingly endless data sets into a simple set of Key Performance Indicators (KPI’s).

I haven’t met anyone in business who hasn’t had some understanding of the power that data can add to their business. Without question, you should track a wide range of data across your business. If you can measure it, you can track it, refine it and improve it. Undeniably, collecting ‘clean’ and reliable data and analysing it in a consistent way is part of 21^st Century management.

Therefore, data is a fundamental ingredient in decision making, figuring out where to focus resources and on which specific projects.

Data is not however, the be all and end all of your business success. The data on its own has no inherit meaning – it can never provide the ‘why’ as it doesn’t take into account likeability of the practice, your personal values, the culture that you are trying to create within your team, or your customer’s personal feelings when they interact with your brand.

The difficult job of truly transforming a business is underpinned by your ability to explore these places where data alone can’t reach. The trick is to not collect data for collection’s sake, but to explore alternative avenues in order to evaluate these other areas. Often that requires time and space, and on occasion a ‘Coach’.

Some time ago I worked with a principal dentist who employed someone specifically to collect data for that practice, for a total of three days a month. With all the will in the world, they would not have been able to develop the business how they wanted by doing this. Not only was this process creating a larger workload and costing the practice for the privilege, but it was having very little impact on the practice.

Practice data alone cannot be used to guide the success of the practice. In order to fully utilise the facts and figures recorded however, they need to be put into context. Hours spent analysing data are wasted if the bigger picture is not taken into consideration. Looking at the industry as a whole will help you to identify where changes should be made within your own practice, and effective leadership in this area is then needed to ensure the success of the business. The practice goals and long-term plans must be agreed upon and set out independently, and once you have embarked on the journey you set out, then the collected data can demonstrate whether or not you are travelling in the right direction. The numbers provide an effective tool to help manage and control the growth and development of your practice, but do not dictate the strategy you need to adopt.

So, consistently collect and analyse data! Certainly, the right data at the right time will facilitate the success of your finances, marketing, patient experience, treatment co-ordination and operation’s; but ensure you control your relationship with data. Make the time to reflect on the bigger picture. Why did you start this dentistry game? Why are things not as you expected? What’s next – and what do you need to do differently to get there?

At the end of the day, you’re highest priority as a practice Principle is your patients and providing the best clinical care you can. In this business, the biggest steps are nearly always taken by those who can hold onto the ‘why’, while using data to adjust the ‘how’.

For more information about 7connections business coaching

please call 01647 478145 or email This email address is being protected from spambots. You need JavaScript enabled to view it.

Blogging For Your Practice

Neil Sanderson

Blogging is now essential if you want to have a successful Social Media presence and at the same time get your dental practice website up the Google natural rankings, so first things first, what is a blog?

Well you are reading one now, this is my blog and I write one every week, for two reasons, the first is to communicate with my clients and potential clients, the second reason is that blogging is one of the best ways to keep your website on the first page of Google.

A blog is simply an article written by you, usually on your website, but you can have a separate blog area too if you don’t have this as part of your site. I would recommend to anyone that if you are thinking of building a new dental practice website or changing your existing one you must have the ability to write a blog.

I recently asked for a quote on behalf of one of my clients to have upgrade his website which currently doesn’t have the ability to start blogging. Both he and I were staggered when I was quoted £950.00 + VAT.

All websites should have a blog built into them, if you build a website in one of the two major “content management systems” e.g. WordPress or Joomla, this will be provided for you automatically. Don’t buy a website without either (a) a content management system or (b) a blog section. Incidentally all the websites we build have both as standard see my siteDental Website Design and Build.

So why is blogging so important? Let’s look at Social Media first. The two main Social Media sites you should have your practice on are of course Facebook and Twitter. Neither are really geared up for having lots of content in a single post, in fact Twitter limits you to 140 characters in total.

So if you are going to engage with your patients you have to link to something else, this is where blogging really comes into its own and this is how you do it. First you write your blog (remember a blog can be any size you want) on whatever special offer you are running or something interesting about the practice. You then create a post on either Facebook or Twitter and put a link back to your blog.

This does several things, firstly it takes the person who is reading your post back to your website which is ideally where you want them. Hopefully they will take advantage of your offer or maybe have a look around your website, either way this is what you want to achieve.

Secondly Google loves this type of traffic, so the more traffic you have coming to your site from Facebook and Twitter the higher Google will rank your site. This is the modern equivalent of “link building” but one that Google approves of and rewards you for doing it.

Blogging has another great positive effect on your website ranking. Google is encouraging everyone to update and create new content for your website. A blog is the single best and easiest way to do this. If you start to blog ideally once per week or once a month even once a quarter, your website rankings will improve.

So remember, if you are ordering a new website, insist it has the ability to blog (all ours do). Insist it has a content management system (all ours do). Start blogging and see your website rise up the rankings and your Social Media engagement soar.

If you don’t have time to blog yourself, we can do it for you, simply call me on 01767 626 398 or email me at This email address is being protected from spambots. You need JavaScript enabled to view it. or visit the website www.dentalmarketingexpert.co.uk

“I’ve been doing All-on-4® for about seven years,” says Dr Riz Syed. “With the All-on-4® concept you can offer an immediate solution in most cases. People with terminal dentition can have an immediate extraction with one surgical procedure and an immediate bridge. There’s no transitional denture phase for the patient.”

The All-on-4® treatment concept from Nobel Biocare has been developed to provide edentulous patients with an efficient and effective restoration using only four implants to support an immediately loaded full-arch prosthesis. This life-changing treatment can greatly enhance patients’ quality of life, giving them the chance to eat what they want, when they want, and once again smile with confidence.

“Patients’ biggest worry is having to wear a denture and All-on-4® is life-changing for them,” continues Dr Syed. “People who have failing dentition or who have had trauma or cancer in the past have undergone this procedure and it’s given them a new life. They can go out, socialise and get their life back.”

With the support of Nobel Biocare you too can offer this revolutionary treatment concept in your practice. To find out more, contact Nobel Biocare today.

For more information contact Nobel Biocare on 0208 756 3300 or visit www.nobelbiocare.com

NOW with 50% extra free!

Made with the finest Swiss steel shanks, UnoDent Diamond Burs are Triton™ bonded to double the strength of diamond adhesion and improve performance. UnoDent Diamond Burs offer faster cutting, with an extensive range of shapes available in popular styles.

Order before the end of May 2014 and receive 50% EXTRA FREE on all orders of UnoDent Diamond Burs. Order 50 burs and you will receive 25 free, order 100 and receive 50 FREE! With a minimum order of 12 with 6 free burs from the same or lower price group than those purchased, take advantage of this exciting offer and contact The Dental Directory now to place your order.

Explore The Dental Directory’s full range of products available on our website, or contact us by telephone to discuss your needs.

Order from The Dental Directory today – independently verified as the best priced dental dealer in 2012 and 2013

For more information, contact The Dental Directory on

0800 585 586 or visit www.dental-directory.co.uk

3M ESPE’s Imprint 4 VPS Impression Material has been proven to have one of the fastest intra-oral setting times of all leading VPS impression materials.[1]

Its unique active self-warming mechanism quickly reaches body temperature for accelerated setting – which doesn’t affect working time. This makes the patient experience more comfortable, as does the material’s pleasant minty taste and smell.

Imprint 4 VPS Impression Material is also very hydrophilic.[2] Its ‘super’ hydrophilicity, even in the unset state, allows for the capture of precise details ­– and lessens the need for adjustments.

Turn to 3M ESPE’s Imprint 4 VPS Impression Material for increased efficiency and less stress for the dental team, and minimal discomfort for the patient.

For more information, call 0845 602 5094 or visit www.3Mespe.co.uk

3M ESPE and Imprint 4 VPS Impression Material are trademarks of the 3M Company. 

A recently published 10-year clinical study from The Dental Advisor gives RelyX Unicem self-adhesive resin cement five stars and a 98% clinical rating.

Through scientific evaluation protocol, over one thousand three hundred anterior and posterior restorations were examined over six-months for post-operative sensitivity, marginal discolouration and retention.[i]

RelyX Unicem self-adhesive resin cement performed well under all criteria, leading The Dental Advisor to conclude that “RelyX Unicem has proven to be a reliable self-adhesive resin cement over the 10-year recall period.”¹

The UK’s leading permanent dental cement[ii] proves itself once again through outstanding clinical performance.¹

For more information, call 0845 602 5094 or visit 3Mespe.co.uk

3M ESPE and RelyX are trademarks of the 3M Company.

Prevent ‘Wear to Despair’ with Tif Qureshi at the BACD Annual Conference 2014

Find out more about treating tooth wear the conservative way with Tif Qureshi at the BACD’s 11^th Annual Conference.

In his lecture ‘Preventing Wear to Despair…’ Tif will demonstrate how you can use composite filling materials and the Dahl technique to treat tooth wear without having to resort to invasive techniques.

‘I’ve been using this approach for more than 15 years and have carried out the technique on literally hundreds of patients,’ says Tif. ‘It’s so effective I’d say it’s the most important treatment that I do.’

In a comprehensive and wide-ranging lecture, Tif will set out everything you need to know to use the Dahl technique safely, and predictably in practice. He will also show how you can combine it with other treatments to keep your patients looking younger for longer.

So, don’t miss out – contact the BACD and book your place today!

The BACD’s 11^th Annual Conference ‘Life LIKE Aesthetics’ will take place on 6–8 November 2014 at the ACC Liverpool.

For further information call 0207 612 4166, fax 0207 182 7123, email This email address is being protected from spambots. You need JavaScript enabled to view it. or visit www.bacdconference.co.uk

Always keen to support and give something back to the dental profession whenever possible, Carestream Dental has donated a CS1500 Intraoral Camera for Bridge2Aid’s inspirational Tanzania project.

In response to the charity’s recent appeal for help, the CS1500 will help the clinical team in Tanzania to continue providing essential and often life-changing dental care to thousands of local people.

Through the training of local District Dental officers (DDO) and the provision of basic dental care, projects such as this are improving the quality of life experienced by millions of people every year.

The CS1500 is designed for superior image quality, producing sharper, clear images for enhanced diagnostics and patient education. Additional features include the 8-LED automatic lighting system, auto-focus and an ergonomic handpiece for unparallel usability. To find out how your patient could benefit, contact the experts at Carestream Dental today.

For more information, please contact Carestream Dental

on 0800 169 9692 or visit www.carestreamdental.co.uk

Known for their sound knowledge and extensive expertise in business, the team at 7connections are bringing a little more magic into dentistry.

Providing an array of both digital and hard copy marketing resources, the innovative MagicBox delivers all the tools you need to market your practice effectively for the next year.

Posters, personalised referral cards and social media banners are all featured to name but a few, as well as a 12-month marketing plan and a return on investment tracker enabling you to monitor your progress throughout. 

And more information is available on the fresh new website, www.7connections.com, where you can find out more about other business services available, the team’s backgrounds or upcoming events, while also keeping up-to-date with the industry by reading the team’s blogs. 

Marketing – it’s amazing what you can achieve with a little Magic….

Book your free marketing review with 7connections today, and quote discount code MB004 to receive a 25% on your first three months of MagicBox*!

For more information about 7connections and the MagicBox,

please call 01647 478145, email This email address is being protected from spambots. You need JavaScript enabled to view it.. or visit the brand new website www.7connections.com

*Discount code valid until the end of  May 2014 

Dentistry has come on a long way in the last 25 years, and continues to change at great pace. In the space of a few short years we have seen incredible changes in both the way the industry operates, and the types of treatments dental professionals are able to provide.

New treatments

One of the most important new treatments to emerge in recent years has been short-term orthodontics (STO) for the general dentist. This option has opened up a huge market for patients who want straighter teeth but without the lengthy treatment times and costs associated with long-term comprehensive treatment.

As well as STO, another significant change has come in the form of composite filling materials. With the latest generation of strong, aesthetic materials, dental professionals can now offer ‘white fillings’ that offer a real alternative to traditional silver amalgam.

Digital technology

There have also been many advances in the field of dental equipment. For example the latest digital imaging systems not only increase efficiency and improve workflow but they also reduce radiation dose for the patient. Furthermore, with the latest wave of 3D imaging systems, treatments such as dental implants are becoming safer and more predictable.

Digital technology has certainly had a major impact on dentistry and these changes are not just limited to the treatment room. For example, most practice teams will now use some form of practice management software to help with record keeping and other practice admin. The internet is also playing an increasingly important part in practice life. Many practices will now have their own website to market to patients, while some will even offer patients the opportunity to book appointments online.

Organisational changes

But these aren’t the only things to have affected dentistry. There have also been significant changes in the way the profession is organised. For example, successive amendments to the NHS contract have led some practices to leave the NHS system completely, and set up as solely private practices. This split between the NHS and private system has impacted on the way patients are able to access dental care.

Regulation

Another important area of change has been in terms of regulation. The GDC for example now requires all dental professionals complete a minimum amount of compulsory CPD each 5-year cycle. This includes a set amount of CORE CPD covering key areas such as radiation, medical emergencies and infection control.

Beyond this there has also been a tremendous increase in the amount of regulation applicable to dental practices. As well as the introduction (and successive amendments) of key documents such as HTM 01-05, in 2009 we saw the introduction of the Care Quality Commission in England – a new regulatory body designed to raise standards of patient care.

25 years and counting

Clearly dentistry has come a long way in 25 years, and this doesn’t even scratch the surface of the many changes that have taken place. At DBG we’ve been working alongside dental practices since 1989 and have helped practice teams overcome the many challenges that have come their way. From materials and equipment to training, engineering and compliance support, we have a complete solution for you.

For more information call DBG on 01606 861 950,

Or visit www.thedbg.co.uk

Dr Harry Singh, CEO of the Dental Property Club, is delighted to invite you to attend his free webinar entitled ‘How Dentists Can Get Their Work/Life Balance Back Without Sacrificing Their Income’.

Space is limited and these LIVE trainings always fill up fast. This one will be no exception, so claim your FREE place now, ahead of the kick off at 8pm Monday

(https://dentalpropertyclub.leadpages.net/webinar-2-copy/) or Wednesday (https://dentalpropertyclub.leadpages.net/webinar-3/) of next week.

Then simply log on to Harry’s webinar on your chosen date to find out:

• How to stop trading your time for money

• How to stop working for money and let money work for you

• How you can buy properties 20% below the market value

• How you can control a property for just £1.

In addition, Harry is the author of a number of publications, including ‘Achieving Financial Freedom: Learn how you can escape the rat race and stop trading time for money’ and ‘Get Moving in Property for Freedom and Profits: Learn how to invest in the asset of the rich and master the rules of the professional property game’, both available from Amazon and in stock now.

‘Achieving Financial Freedom’ takes the reader through the 6-step formula Harry personally use to design his life plan, achieve financial freedom and win the money game, allow him never to work again... unless he chooses to do so.

In ‘Get Moving in Property for Freedom and Profits’, Harry shares the steps to successful property investing that will propel your profits to property and lead you into the road of financial freedom.

For further information, please visit www.dentalpropertyclub.co.uk or email Harry at This email address is being protected from spambots. You need JavaScript enabled to view it..

What Can Happen When You Do No Marketing

Neil Sanderson

Oh the perils of not marketing yourself. I had my first customer default on me this week, apparently he is ceasing to trade from next month. I took on this customer in good faith just before Christmas.

The customer called me early January to say that he was in financial trouble and that his creditors were letting him continue to trade, (I know its strange that he would take my services in December and then tell me he is struggling to pay creditors in January.)

Strangely I had gone to see this dentist nearly two years earlier and he had decided not to proceed with any marketing at that time as he was doing lots of other things to his practice and taking on new staff etc. etc.

I could see at that time, that this practice was in trouble and needed help. The first thing that struck me as odd was the fact that he had a practice management system that had 18,000+ patients on it of which only 3,000 were active.

Now it could be that this guy might be a rubbish dentist and just loses patients, I have no idea of that and can’t comment, but whilst I was there, patients were coming into the waiting room and he was speaking with them as friends so I have to assume that he got on well with his patients.

The second thing that made alarm bells go off was the fact that he’d done little or no marketing whatsoever over the past five years, not to existing or new patients.

Whenever I write these columns I stress the importance of saying that as part of your marketing you have to communicate regularly with your existing patients to make them feel loved, just as much as you spend time trying to get new ones. It’s absolutely imperative.

Time and again I see potential customers and they tell me that they can’t afford marketing, whilst at the same time telling me that they don’t have enough patients and the patients they have aren’t spending enough with them.

I hear this statement over and over again, don’t you think that there is a certain irony, “I don’t have enough business, but I don’t want to spend any more money getting any”. Let me say to everyone reading this now. If you continue to do what you’ve always done that’s what you’ll always get. Or even more to the point, doing nothing gets you exactly nothing.

The economy may be coming out of recession but very few of the people I deal with feel that way and patients aren’t just going to start queuing up at your door waiting for your services. Sorry I have to say this, but if you want more patients or you want to sell the higher end services you offer you have to spend money marketing them.

The problem is that most businesses view marketing as a cost not an investment. This week I am spending £3,000 on a 3 x 2 stand for two days at the Dentistry Show. But I know that this will generate me business (without fail).

Unless you start to look at marketing as an investment and not a cost your practice will continue to perform exactly the way it is. Here’s another saying I love to quote “If I gave you £10.00 for every £5.00 you gave me at which point would you like me to stop?”

This is effectively what marketing is about, if you don’t do it, don’t expect your business to grow.

If you would like help marketing your dental practice, call me on 01767 626 398 or email me at This email address is being protected from spambots. You need JavaScript enabled to view it. or visit my website, www.dentalmarketingexpert.co.uk

Facebook Advertising For Your Practice

Neil Sanderson

I’m sure when you think of Facebook Advertising you probably think of having to post all the time and interact with your friends or the people who have liked your Facebook page, which by and large it is, but there is another way to manage Facebook Advertising.

As I mentioned in a recent blog, Facebook recently became a publicly listed company, which means that is now has to answer to its share holders, and they are interested in just two things (a) increasing their share value and/or (b) getting a regular dividend.

In order to satisfy this requirement, Facebook has suddenly become very business minded and they now offer a wide range of advertising opportunities for the likes of you and I and Facebook Advertising has become a very good and relatively cheap way to get your message out there.

To advertise on Facebook you have to have a Facebook page and of course be the administrator of it, but you don’t have to post regularly on it, the advert will do the job for you. Facebook Advertising works very similarly to Google PPC (per per click). This means that whenever someone clicks on your advert and is taken either to your website or to your Facebook page you are charged a fee.

Compared to Google this fee is very reasonable (usually about a quarter of the price), however it has to be said, it will never be as targeted as Google is simply because there is nothing that is as targeted as Google Adwords.

However if you are trying to reach a particular group of people with a particular profile, Facebook advertising (PPC) is very, very good.

With Facebook advertising you can not only decide which area you want to aim at e.g. your postcode but you can also target whether the person who sees your advert is female or male, what age group they are, what is their marital status (even if they are engaged). You can specify particular interests they may have.

So for instance you could run an advert that will only be shown to someone who is female, who is between 25 and 35, who is engaged, who likes dogs, who likes going on holiday etc. etc.

There are no other platforms that will  let you get down to this level of detail for display advertising (Google is search advertising). You can set up a Facebook Advertising campaign for just a couple of pounds per day and so long as you get your targeting correct it will almost certainly pay for its self.

Facebook advertising is also the quickest way to get people to like your Facebook page and the best part is that you will only be getting likes from the people you are directly targeting, as opposed to buying likes from disreputable sources (don’t touch them).

The best thing about Facebook advertising is that you can send traffic from Social Media to your website with is where you ideally want people to go.

If you need help and advice with Facebook advertising, call me on 01767 626 398 or email me at This email address is being protected from spambots. You need JavaScript enabled to view it. or visit my website www.dentalmarketingexpert.co.uk

This years’ budget was very positive, with many factors that give the general population more money in their pockets. It encourages saving and investment and includes some much needed pension changes. But how might it affect the dental profession?

For a start the personal allowance changes have raised the threshold for having to pay tax to £10,500, and will generate a saving of around £800 per year. This will be beneficial to every taxpaying earner regardless of their profession.

From 1^st July Stocks and Shares and Cash ISAs will be merged into a single New ISA with a tax-free savings limit of £15,000. For dentists who are self-employed and put money into an account every month to pay for their January and July tax liability, £15,000 tax free growth each year will be quite appealing.

A significant number of dentists invest into Premium Bonds and they are becoming an even more popular method of saving, as there is always that chance of winning the £1m prize, whilst your stake is guaranteed! The current maximum of £30,000 will be increased to £40,000 in June and then next year will rise to £50,000, with the number of £1m winners being doubled every month.

For those looking forward to retirement there will be a new Pensioner Bond for anyone 65 or over. This will pay a market-leading rate from January, with rates from 2.8% for a 1 year Bond to 4% for a 3 year Bond.

Further to this is the removal of the requirement to buy an Annuity, as well as changes to the tax on any lump sum taken on retirement. These changes give dentists more options as previously restricted pension money can be accessed, allowing for the purchase of additional practices or Buy To Let properties, which will help provide an income for their future.

Other advantageous changes to be aware of would include the doubling of the Annual Investment Allowance from £250,000 to £500,000 and its extension to the end of 2015, the fuel duty rise that was planned for September will be cancelled, £200m will be made available for fixing potholes across the country saving us those uncomfortable jolts and £140m extra on flood defence repairs.   

The affects of the Budget 2014 will be felt in homes and businesses across the county. To find out how it will affect dentistry in particular contact the experts at money4dentists today.  

For more information please call 0845 345 5060, email This email address is being protected from spambots. You need JavaScript enabled to view it. or visit www.money4dentists.com

World Oral Health Day 2014 Will Focus On Importance of Oral Care

By Celebrating Healthy Smiles

20 MARCH 2014 - UK - LISTERINE^® brand Mouthwash, part of the Johnson & Johnson Family of Consumer Companies, today announces its support of the 2014 World Oral Health Day, to be held March 20 with celebrations expected across the world from dental associations, schools and organisations. This year’s theme is “Celebrating Healthy Smiles,” to raise awareness of the importance of establishing and maintaining a proper oral care routine.

“We are proud to support the FDI World Dental Federation in its mission, which we share, to educate the global population on the importance of taking care of their teeth and mouths,” said Francesco Salvo di Pietraganzili, Assistant Brand Manager Listerine UK. “Maintaining a proper oral care routine only takes a few minutes each day but can have a lasting impact on your health.”

Worldwide, 90% of the population is at risk for some form of oral disorder, ranging from caries, periodontal diseases and tooth decay to oral cancer.[1] World Oral Health Day will help promote awareness of these oral health issues, the importance of looking after oral hygiene to everyone old and young, and how to take action and help reduce the global burden of oral disease.

The makers of LISTERINE® will offer tips for establishing healthy habits for a lifetime, which include taking a few minutes each day to brush, floss and rinse with a therapeutic mouthwash like LISTERINE®.

For more information on World Oral Health Day, visit: www.worldoralhealthday.org.

About FDI

FDI World Dental Federation serves as the principal representative body for more than one million dentists worldwide, developing health policy and continuing education programmes, speaking as a unified voice for dentistry in international advocacy, and supporting member associations in global oral health promotion activities. Over the years, it has developed programmes, initiatives, campaigns, policies and congresses, always with a view to occupying a space that no other not-for-profit group can claim.

FDI works at national and international level through its own activities and those of its member dental associations. It is in official relations with the World Health Organization (WHO) and a member of the World Health Professionals Alliance (WHPA).

For more information, visit: www.fdiworldental.org.

LISTERINE^® brand Mouthwash, part of the Johnson & Johnson Family of Consumer Companies

Dedicated to working in partnership with dental professionals to provide expert care for patients, the LISTERINE® Advanced Defence mouthwashes are scientifically proven adjuncts to professional treatment, designed to help treat and/or prevent specific oral care conditions. The range includes Advanced Defence Sensitive, Advanced Defence Cavity Guard and new Advanced Defence Gum Treatment, an alternative to chlorhexidine-based remedies, which cuts gingival bleeding by 50.9% (p<0.001) in 4 weeks when used after brushing. ²

The LISTERINE® brand is part of the Johnson & Johnson Family of Consumer Companies, which is the world’s sixth-largest consumer health company and is a segment of Johnson & Johnson, the world’s most comprehensive and broadly based manufacturer of health care products.

Media Contact:

Gemma Barker

Director, GG Communications Ltd

07595 282 678

This email address is being protected from spambots. You need JavaScript enabled to view it.

UK/LI/14-2697

____________________

² Bleeding Index Reduction DOF 1 - 2013 (LAEBBA0001)

• More than 100 countries and 70 National Dental Associations are celebrating World Oral Health Day 2014, a new record
• Yaya Touré, Manchester City FC and African Football Player of the Year, is this year’s WOHD ambassador

Partnership Provides New Milling Machine

With Resin Nano Ceramic Materials for Single-Appointment Restorations

Carestream Dental is delight to announce that its CS 3000 milling machine has earned approval from 3M ESPE to work with the company’s Lava Ultimate Restorative, a resin nano ceramic material. Officially launched as part of the CS Solutions CAD/CAM restoration portfolio, the CS 3000 enables practitioners to mill aesthetic, anatomically accurate restorations in a single appointment.

“As Carestream Dental enters into this new product category, we want to have strong partners who provide versatile block offerings,” says Edward Shellard, D.M.D., chief marketing officer and director of business development for Carestream Dental. “Our partnership with 3M ESPE further expands the variety of materials that practitioners can use with the CS 3000, enabling us to better accommodate professional’s preferences.”

Global business director with 3M Digital Oral Care, Kristan Chesnut adds,  “Our Lava Ultimate Restorative is characterized and finished without firing, which dramatically reduces production time. This convenience, combined with the CS 3000’s quick milling time, allows dentists to rest assured that they will not have to sacrifice workflow efficiency for precise, durable restorations.”

For more information on CS 3000, or any other technology with CS Solutions, please contact Carestream Dental on 0800 169 9692

or visit www.carestreamdental.co.uk

Goodman Grant lawyers for dentists are doing their bit raise money for Bridge2Aid.

The team of experienced solicitors may have a wealth of knowledge and expertise in the dental sector, but this won’t help them in tackling their latest challenge.

On May 23^rd members from both the Liverpool and Leeds offices will embark on a 3 day cycle ride, taking them 180 miles across the width of the country from St Bees in Cumbria to Robin Hood’s Bay in the North Yorkshire Moors National Park. With little previous experience or training this will be no mean feat!

The Goodman Grant coast to coast challenge is intended to raise money and awareness in support of the fantastic work carried out in East Africa by Bridge2Aid. They work endlessly to provide training to increase access to dental pain relief for the millions of people suffering in the developing world.

For more information and details on how to donate please visit the justgiving site: www.justgiving.com/goodmangrantc2c.

Thank you.

For more information contact either

John Grant on 0113 8343705 or This email address is being protected from spambots. You need JavaScript enabled to view it. or

Tom Wright on 0151 707 0090 or This email address is being protected from spambots. You need JavaScript enabled to view it. 

www.goodmangrant.co.uk

NASDAL and ASPD MEMBERS

What is the best marketing plan for your practice?

Neil Sanderson

I’m often asked what is the best marketing I can buy or do. Let’s face it there are now dozens of ways to market you and your practice.

Not very long ago you really only had two choices 1. You could place an advert in the Yellow Pages or 2. You could send out a mail shot. Those of you who were a bit more ambitious might try telesales too.

Today you have literally dozens of ways to market your practice, but which is the best marketing?

But out of all these different types of marketing e.g. Direct Mail, Social Media, Posters, Leaflets, Text Messaging, Email what really is the best marketing?

So if you said to me I can only do one form of marketing which would you choose, the answer would be Google Adwords (or pay per click). This is without doubt the most cost effective and best marketing for  you and your practice.

Why do I say this. Because unlike Search Engine Optimisation which may or may not get your website to the top of Google rankings. Google Adwords can pretty much guarantee this.

What makes this even more the best marketing, it that Google will only show your ads when someone searches for it. So just think of it this way. If you could place an advert in a local newspaper and only pay when someone looked at your advert and took action would you buy that ad, you bet your life you would.

Google Adwords does exactly this, they only show your advert when someone searches for whatever it is you are advertising e.g. implants or teeth whitening etc. But you don’t pay anything to Google until someone actually clicks on your advert and goes through to your website.

It is the ultimate form of “best marketing” and Google gives you hundreds of tools to test and hone your marketing. They are the only advertising provider that encourages you to get better at your advertising, and rewards you with cheaper ads and better rankings.

Quite literally the better you become at pay per click, the less you can spend and the more your ad will be shown. That’s why we spend so much of our time at Dental Marketing Expert, making sure that we are the ultimate experts in Google Adwords pay per click.

On average all our clients are normally in position 1 or 2 on the search and the amount we are paying Google for the ads is a fraction of what people who don’t know what they are doing are paying.

If you don’t understand how wot work Google Adwords, you can spend an awful lot of money for very little reward. In fact Google’s default settings are generally design to get you to pay them as much as possible. This is why they are now the second biggest company by value in the world.

I have spent the last two years honing my skills the best marketing (Google Adwords) and as a result I would say that I probably know more about this form of marketing than anyone in the dental profession.

I have personally spent thousands of pounds with Google, but last year I grew my business by 100% and this year we are aiming for 400% growth, using this best marketing technique.

So if you want to make a massive difference to your dental practice’s fortunes and start to benefit from the best marketing on the planet, call me on 01767 626 398 or email me at This email address is being protected from spambots. You need JavaScript enabled to view it. or visit my website www.dentalmarketingexpert.co.uk

As the beginning of another tax year is upon us, you can make it your resolution to let figurit take care of your tax filing and help maximise your claims and savings.

figurit is a specialist accountancy and tax service exclusively for dental associates – they can help organise your accounts, keep track of important tax deadlines throughout the year, provide you with sound investment advice and help maximise your tax claims so you end up saving the greatest amount in tax money.

figurit also have helpful online tools such as a yearly tax calendar for important deadlines and tips to make filing and paying your taxes an easier and more organised event, year in and year out.

Give your tax affairs an overhaul this new tax year. For the best accountancy and tax advice for dental associates, come to figurit.

For more information on our specialist accountancy and tax package

exclusively for dental associates, visit www.figurit.co.uk

Helping dentists offer treatment options to improve smiles in a minimally invasive way.

Dr Anoop Maini is the President of the European Society of Aesthetic Orthodontics (ESAO). Here he explains the philosophy behind the organisation and the inspiration that sparked its foundation.

The market for general dentists offering orthodontics for cosmetic purposes has exploded in the last couple of years. The number of adult patients requesting treatment by GDPs of fixed and removable appliances to enhance the aesthetics and symmetry of their smiles has been rapidly increasing. Consequently this has been the cause of growing anxiety within the orthodontic community, with concern about the expansion of the market and the quality of the treatments being carried out, which on many occasions has been unfounded due to a lack of understanding about the nature of the treatment.

This apprehension has at times expressed itself in the form of controversial newspaper articles that appear to advise patients not to see general dentists for such procedures. Therefore now is the perfect time to try to support and represent GDPs offering this treatment, whilst simultaneously educating patients.

Comprehensive orthodontics will always be the gold standard of orthodontic care, but unfortunately a lot of adult patients seeking smile enhancement treatments turn down a comprehensive approach as an unrealistic option due to the length or complexity of treatment. The alternative options for such patients seem to be limited to either aggressive treatments that irreversibly damage the teeth with preparations for ceramic restorations, or to simply accept their smiles for what they are without undergoing any treatment at all.

Thankfully another alternative is available. By using orthodontic appliances over a shorter time frame, with specific focus on the symmetry and alignment of anterior teeth only, dentists can offer patients a much simpler, less drastic option. Such minimally invasive approaches to improving smiles are often far more acceptable to adult patients and should appeal to ethical dental professionals who would like to offer conservative aesthetic procedures. 

The ESAO was therefore formed out of a necessity to support ethical general dentists who wish to provide aesthetically limited orthodontics to a good standard. Our philosophy is very much geared towards raising the standards of aesthetically limited orthodontic provision by general dentists by improving their core knowledge.

General dentists are well suited to offer this much simpler form of orthodontic treatment. They will already have a very strong overall concept of smile design, and orthodontic realignment compliments other areas of aesthetic dentistry that a GDP might already offer. We should make it clear that we are not trying to replace orthodontists; we are offering knowledge of a solution that utilises orthodontics to facilitate aesthetic smile design.

A lot of the education that is available at the moment tends to be derived from, and led by, companies which manufacture the orthodontic appliances, and who would therefore have an interest in promoting their own products. On the whole that training is reasonable for a mechanical understanding of those appliances, but what we are trying to do is make certain that the key aspects that need to be covered to satisfy medical-legal issues are not overlooked: things like treatment planning, assessments, consent etc.

Thus the ESAO aims to offer an unbiased perspective on orthodontics. To that end the board is represented by professionals within the industry, and there is no particular commercial agenda from any one specific company. There are dentists on the board from a range of different companies and specialisations across the dental profession to ensure this balanced representation.

The events and conferences provided by the ESAO include talks and practical hands-on sessions with experienced general dentists or specialist orthodontists. They are designed to provide all the experience necessary to deliver aesthetically focused orthodontics in a safe and ethical way, and are aimed at exploring the many ways in which GDPs and specialists can work together.

For more information on offering aesthetically focused orthodontic solutions and for details of upcoming ESAO events visit the website today.

For more information visit esao.co.uk or email This email address is being protected from spambots. You need JavaScript enabled to view it.

What can I claim for tax?

Filing your tax claims can certainly be complicated, as there isn’t a readily available hard-set list of do’s and don’ts on the subject.

To simplify the process, you can apply the ‘wholly and exclusively’ rule of thumb. Using this, you go down your list of claims and check that every item purchased has been solely for business use.

But for dental associates, this guide isn’t as straightforward and encompassing as it sounds.

Take the clothing you use for practicing dentistry, for example. Though you may consider their purchase as a business expense, under HMRC laws you can only claim for the laundering, repair and replacement of these garments, and not for the cost of their initial purchase.[i]

Another example is claiming against subscriptions and joining fees to certain professional organisations, as these are only allowed if they appear on the approved HMRC list.[ii]

The British Dental Association, for example, is listed by the HMRC as a recognised professional body. The Dental Professionals Association, however, is not. Even if you join organisations that are wholly and exclusively for dental professionals, you cannot automatically assume that their fees can be legally claimed.

Another topic seemingly left open to interpretation are the costs of training courses and seminars. The HMRC states that professional development courses are allowable only if they’re designed to further any existing professional skills. If the course is taken to acquire new skills and learning, their costs cannot be claimed.[iii] The question then becomes, how would you categorise a course on, say, implantology or orthodontics? Who do you ask for a definite answer?

As you can see, even the ‘wholly and exclusively’ rule does not wholly and exclusively answer all the questions you might have regarding your tax claims.

These are but a few examples of how tricky tax deductions for dental associates can be. While you can certainly do some research and try to work out the rules of tax claims on your own, this could take up a lot of your free time – time that you would rather spend practising dentistry and earning money. Or, worse, you can get to the wrong or incomplete answer, and miss claiming something, or claim something incorrectly!

Another solution that could end up saving you money is to turn to a professional to resolve all this for you, such as figurit.

figurit is a web-based accountancy and tax solution exclusively for dental associates that can maximise your tax savings with their specialist knowledge and turn your tax returns around within four weeks.

By using figurit you can also reduce the risk of an HMRC inspection, because you can be sure that they have a full grasp of both the nuances of your profession and the laws of taxation. And if you do happen to be unlucky enough to get investigated anyway, their inclusive insurance will mean no additional costs for you to get the enquiry dealt with.

Filing tax returns doesn’t have to turn into the mind-bending puzzle that it can be when you don’t know the law inside and out. You can hire specialists to take care of all that for you so you can do what you do best – practice dentistry with no further distractions.

For more information on our specialist accountancy and tax package

exclusively for dental associates, visit www.figurit.co.uk

10 Ways To Get A Patient Referral

Neil Sanderson

I think just about everyone is in agreement that a patient referral is the best way to get new patients, even I as a marketeer would have to agree with that, however you can only get so many new patients by referral only, so I would still recommend a proper marketing strategy. That said if you are going to increase the number of referrals you get, here are a few hints and do’s and don’ts.

Most dental practices have no patient referral strategy in place at all, getting patient referrals has to be ingrained into the philosophy of the practice, you should view every single patient you see as someone who is going to recommend your practice and services to someone else.

Obviously to do that you have to offer great dentistry, that goes without saying but simply doing this isn’t good enough, because you patients expect you do deliver that anyway. Your services are no different to any other service or product that they are willing to spend their money on, you simply have to deliver quality.

So now we have that part out of the way how can you increase the number of patients who are willing to give you a patient referral?

1. Strange as it may sound Social Media is becoming more and more important in this area. Quite literally social media is the new “word of mouth” marketing, so if you have an active Facebook and/or Twitter account which has lots of interesting content on it you are likely to increase the number of referrals you get.
2. The appearance of your practice is incredibly important. If you have a practice that looks shabby, do you really think that your patients are going to refer you to their friends and relatives, I don’t think so.
3. Don’t think that only long term patients will refer you, in fact quite the opposite is the case. You are just as likely to get a patient referral from a new patient than you are from someone who has been using you for years.
4. You don’t have to deliver fantastic results to get a patient referral either. Courtesy, smart appearance and attention to detail and giving them exactly what they want is just, if not more important.
5. Just because a patient has referred you once don’t think that they won’t do it again, you should encourage your patients to refer you as often as possible and reward them for doing it.
6. Your staff are incredibly important in getting patient referrals, you might be the best dentist in the world and offer a fantastic service, but if your patients don’t have a great experience on reception, you won’t get those much needed patient referrals, reception staff have to be well trained, just as you do.
7. Communicate regularly with your patients, a newsletter is a great way to share things with your patients along with social media. It’s not rocket science, the better they think they know you the more they’ll give you a patient referral.
8. Market your referral program everywhere in your practice. Tell them what you are prepared to offer in return for a patient referral, it could be a bottle of wine or a big thank you, but you need to have a rewards system of place and tell everyone about it.
9. Every new patient that comes to your practice should be given a welcome pack and that should include information about your patient referral program and the benefits they can achieve if they refer a friend or relative to you.
10. Finally and here’s the real big one. ASK FOR THEM you’ll be astounded the difference this simple little thing does.

If you would like more information on implementing a patient referral program or how to promote this using your social media or training your reception staff, call me on 01767 626 398 or email me at This email address is being protected from spambots. You need JavaScript enabled to view it. or visit the website www.dentalmarketingexpert.co.uk

Michael Lansdell, of Lansdell & Rose, speaks to small corporations about the benefits of Relevant Life Cover.

Life insurance is vital to ensure the safe continuation of any small company in case of the death or terminal illness of a director or key employee. In the vast majority of corporate cases, Relevant Life Cover (RLC) is the most tax efficient means of guaranteeing a secure future in the event of an untimely loss.

RLC does not attract any liability for National Insurance (NI) from either the individual or the company. From the insured person’s point of view, the premiums are paid by the company, not regarded by HMRC as a ‘benefit in kind,’ and not liable to income tax; nor do they form part of the individual’s annual allowance for pension contributions or lifetime allowance for pension savings. From the company’s standpoint, the premiums are usually deductible against corporation tax.

Compared with ‘non-relevant’ life cover, which attracts employee and employer NI contributions as well as income tax liability, an RLC policy will offer yearly net savings which amount to several thousands of pounds over the life of the plan.

RLC comes in two types of cover. Level policies, with a fixed annual premium, deliver a fixed payout with no regard for inflation. Inflation-linked policies, with premiums that go up every year, offer payouts that rise in line with whichever cost of living index is chosen.

RLC policies are written into trust for the benefit of the employee’s family, and on the death of the insured person the policy will pay out a tax-free lump sum to the named beneficiaries.

RLC covers only death or terminal illness, and cannot be extended to include any other provision(s). Each RLC policy is set up individually and can only be taken out by an employer to insure an employee when both are permanently resident in the UK, and the employee is aged between 17 and 69.

Premiums typically begin at £5 per month with no minimum level of cover, but most insurance companies impose an upper limit of £10million, or 25 times the value of the employee’s earnings, whichever is lower.

Small companies who have not yet explored the option of RLC should look into this tax-efficient way of providing death-in-service benefits for their directors and key employees.

For more information about RLC and the services available from Lansdell & Rose please call on 020 7376 9333

Following the introduction of The Health and Safety (Sharp Instruments in Healthcare) Regulations 2013 in May last year there still seems to be some confusion regarding the interpretation of the Regulations and the role of risk assessments in relation to the use of safer sharps and recapping.

Edmund Proffitt, Policy and Public Affairs Director at the BDIA comments, “From May last year all dental practices have to ensure that they comply with the ‘Sharps’ regulations. This means that dental practices must avoid the unnecessary use of sharps and where this is not possible a safer sharp must be used where reasonably practicable”.

He adds, “We believe from the discussions we have had with our members, dental practitioners and the HSE that for the majority of dental activities there will be safer devices available and that risk assessment would deem them reasonably practicable to use.

Therefore, it will be in very limited cases that 'traditional' devices can still be used, and this should be justified by the risk assessment process. Ultimately, it is for a dentist to justify to the courts why they did not use a safety device, and it would be very difficult for a court to agree with the dentist if there was a safety device on the market and others were using them”.  

In terms of the ‘recapping’ of needles, the Regulations clearly state that needles must not be recapped after use unless the employer’s risk assessment has identified that recapping is itself required to prevent a risk (e.g. to reduce the risk of contamination of sterile preparations). In these very limited cases appropriate devices to control the risk of injury to employees must be provided. 

As a result of the constant development of devices and technologies by BDIA members and others it is suggested that if a dentist has decided that it is not reasonably practicable to use a safer sharp in a specific circumstance the decision is regularly reviewed to see if a different or new product is suitable.

For more information please contact Edmund Proffitt on 01494 781183 or This email address is being protected from spambots. You need JavaScript enabled to view it. 

BDIA Showcase takes place between 9th & 11th October 2014 at Excel in London. Further information can be found here www.dentalshowcase.com

Most estate agents know that when the market for dental practices is up, as it is now, the two factors most likely to persuade you to sell through their company are the valuation price and their agency fees. It then follows that each agency you approach will naturally want to come up with the most attractive valuation.

Trusting the judgement of an agency whose sole viewpoint is to convince you to sell your practice through them can lead to lost time, wasted effort and great disappointment.

On the other hand, it would also be unwise to suggest that the judgement of someone who can only provide rigid and cold calculations is the final word. A practice is certainly worth more than its physical assets and patient base, or its monthly revenue minus the running costs.

The best solution, it seems, would be to turn to a company who can offer both marketing expertise and professional accountability; an agency that has been in the business of selling to people and banks for many years, and one that has professional accreditations to top that experience off.

When it comes to the sale of dental practices, there is only one company with such criteria, and that is Christie + Co – the only national firm that specialises in the valuation and sale of dental practices that is also accredited by the Royal Institution of Chartered Surveyors (RICS).

When you deal with a company that offers both years of real estate marketing experience and RICS accreditation, you strike the perfect balance. What the RICS, and companies and surveyors accredited with them ensure, is that when you sell your practice, the basis upon which you determine your pricing stands both the valuation test and the market test.

The valuation test is important because unless you’re selling your practice for cash to someone who doesn’t bother to bring their own surveyors in for another look, it will eventually have to be valued by an independent firm.

The market test is equally significant because the final selling price of your practice also depends of your agency’s knowledge of the market, and their knowledge of your potential buyer.

Selling your practice is essentially passing the trust and welfare of your patients onto the next person, and is naturally something that will be very close to your heart. This is not something that can be tackled with just pure intellect – accurate and impartial calculations also need to be made.

By turning to a company that understands both sides of the dental estate coin, you can be sure that all considerations are covered and your best interests as a seller are paramount.

BIO:

Simon Hughes joined Christie + Co in 1987 and has responsibility for the further expansion of its brokerage services into the Primary Care sectors of dentistry and GP surgery sectors. In the past three years, Christie + Co has advised, valued or sold almost £1 billion worth of businesses. Simon heads up a dedicated team of specialist advisors and agents based in regional locations throughout the UK.

For the last six decades, Eschmann has proven its dedication to the dental and medical community through extensive product research and development.

Its latest innovation comes in the form of the LittleSister SES 3000B Autoclave, which has recently completed a 12-week trial in dental practices and facilities around the UK.

Among these, Dr David Houston, Principal Dentist of The Houston Group of Practices in Somerset says:

“I was pleased with the general design and appearance of the autoclave and found the displays easy to monitor. The inbuilt cycle logger with no trailing leads also ensured that the area remained safe and tidy.

“In addition, the large water tank cut down on the number of refills during a day, and we found the early warning of 'low water' ensured levels were kept constant, reducing the risk of delayed cycles due to insufficient water.

“The large chamber and 10 cassette capacity were certainly a boon to our busy surgery.”

To find out how the LittleSister could streamline your workflow, contact Eschmann today.

For more information please visit www.eschmann.co.uk, or call 01903 753322

Individual Saving Accounts (ISAs) are one of the most popular investment and savings tools being utilised in the UK today.

Over £443 billion has been invested in adult ISAs since their creation in 1999, and since Junior ISAs or JISAs were launched in 2011, they’ve seen more than £557 million in total deposits. With so many UK taxpayers opting in, opening an ISA can’t be a bad decision.

The key benefits of an ISA are its income tax and capital gains tax-free status and its flexibility for either cash or stocks and shares deposits investments. As both children and adults can have multiple ISAs, they are also a great way of helping secure your whole family’s future.

Unlimited transfers can go in and out of ISAs each year with no impact, and they also offer generous savings limits – in 2013/14, the individual allowances for an adult ISA and a JISA are £11,520 and £3,720, respectively.

ISAs are clearly a great investment option – as long as certain things are watched out for.

For example, if you’re moving to another provider, you need to make sure you do not withdraw the funds – rather, complete a transfer form in order to retain your tax-free status.

If you move abroad, you cannot continue putting money into your ISAs as you are no longer a UK resident for tax purposes.

And the ISA’s tax-free benefit is only applicable until death, after which the funds may be subject to inheritance tax.

When investing in an ISA, the key tip to keep in mind is to use as much of your allowance as affordable every year, as these do not carry over. And as with any investment, consulting with a professional before taking any action is always advisable.

For more information about the services available from Lansdell & Rose

please call on 020 7376 9333

Leeds-based healthcare entrepreneur Mustafa Mohammad was recently invited to attend 10 Downing Street as part of the National Apprenticeship Week celebrations.

Mustafa is a well-known figure in dentistry, and is Managing Director of Genix Healthcare and Owner of Sparkle Dental Labs. He is also Chair for the Trailblazers programme in dental health, and has been a key figure in helping to promote apprenticeships in dentistry. As part of his role, Mustafa heads up a group of national associations, employers and educational institutions working to improve the quality of apprenticeships to give apprentices the skills and training they need to help their employers grow and compete.

As testament to Mustafa’s work promoting apprenticeships, he was invited to 10 Downing Street for a reception to mark National Apprenticeship Week. Mustafa attended the event alongside apprentice dental nurse Courtney Morgan-Jones, where they met Chancellor George Osborne MP and Mustafa was congratulated on his on-going commitment to apprenticeships and promoting British jobs.

Mustafa Mohammad said: “It really was a great honour to be invited to 10 Downing Street to such a prestigious event. I have always been passionate about apprenticeships in dentistry, and as such I am proud to be associated with the Trailblazers programme. I believe apprenticeships can be an excellent way to give young people the skills and experience they need to build a successful career within the profession.”

Meanwhile, apprentice Courtney Morgan-Jones said: “I had a sort of nervous and excited feeling beforehand, but it was a great experience – fantastic. And the paintings were fabulous!” Courtney was also eager to sing the praises of the apprenticeship scheme: “I’d definitely recommend it to other young people. It’s given me a great start in the career I want to do.”

Dentist Helen Barnes, who has been training Courtney, agrees. She said: “With the apprenticeship scheme, everybody wins. Courtney is brilliant and is actually one of the best dental nurses I have ever trained. She’s only 17 but she has a fantastic work ethic and takes everything on board. I’d urge other businesses to take on an apprentice – it allows you to train someone from scratch and it gives young people who may not want to stay in academics another choice, where they learn by actually doing the job. Courtney is going to be a very great asset to the practice.”

To find out more about the Trailblazers programme in dentistry, and how your company could get involved, contact Mustafa Mohammed: This email address is being protected from spambots. You need JavaScript enabled to view it..

Tooth wear is a common condition among patients in the UK. According to figures in the Adult Dental Health Survey, over three quarters of the population suffers from tooth wear of some kind.[1] The treatment of wear poses a dilemma for many dentists. On the one hand there do exist some strict established protocols for the treatment of this condition, but these protocols can be impractical, invasive and expensive to perform.

However, there are other treatment options out there. On Saturday 8^th November, Tif Qureshi will speak at the BACD’s 11^th Annual Conference sharing a minimally invasive interceptive approach to the treatment of tooth wear. As a past-President of the Academy, Tif is a familiar face to regular conference goers, and will present on a topic that he believes is one of the most important treatments that he provides.

‘The idea behind my lecture is to present an “alternative approach” to treating tooth wear,’ says Tif. ‘It’s about using composites to try and restore patients’ teeth rather than having to go down more traditional invasive routes such as using preparing teeth for ceramics.

‘Often it is the case that treating occlusal problems requires certain protocol to be followed. In my lecture however we will be looking at the problem in a slightly different way using composite and the Dahl technique. Of course I understand that for some people the Dahl technique remains a slightly controversial treatment option, as some people think it doesn’t work, however I aim to prove them wrong.’

In a comprehensive and wide-ranging lecture, Tif will set out everything you need to know about the Dahl technique to use it safely, and predictably in practice. This includes when to use it, when not to use it, as well as a range of hints and tips to help you produce consistently excellent results.

‘I’ve been using this approach for more than 15 years and have carried out the technique on literally hundreds of patients,’ continues Tif. ‘Never once have I had to “take it off” or reverse treatment, nor have I ever had any serious problems with it. Of course case selection very important, as it’s not something that every patient can have.

‘As dentists I believe we have an ethical responsibility to be as minimally invasive and conservative in our treatments as possible. By intercepting wear cases sooner, rather than later we preserve more of the patient’s natural tooth structure for longer, and save them time, money and stress of leaving it and then treating them with more invasive methods further down the line.

‘It’s not that there’s a “right way” and a “wrong way” to treat tooth wear. All of the various forms of treatment out there work, however some are simpler, cheaper and more practical than others. To me, the idea of using composite before things get a lot worse makes a lot of sense as it makes it a lot cheaper and easier to maintain.’

As Tif is keen to point out, dentistry has come on a long way in the last few years. Materials technology in particular has progressed immensely, and presents new and exciting opportunities for dentists to provide effective treatments that are both conservative, and highly aesthetic. One particular area that Tif will focus on his in lecture is the use of the Dahl technique in conjunction with other minimally-invasive treatments such as short term orthodontics (STO) in order to enhance the final aesthetic result.

‘With short term orthodontics we have a powerful tool to help us enhance not only the appearance of patients’ teeth, but their overall facial profile as well,’ says Tif. ‘As we know the facial arch naturally narrows over time, which makes people appear more aged than they perhaps are. However with a combination of STO and the Dahl technique we are able to control and intercept this change.

‘This isn’t something that’s commonly dealt with in dentistry, and it’s something I aim to take up in my lecture. As such I aim to draw attention to the many different factors that as dentists, we are able to control. We will talk for example about canine width protection and canine width expansion and how we can use this to control anterior occlusion and maintain facial width. I will also demonstrate how using the techniques I have described we are able to dramatically affect a patient’s appearance and make them stay younger for longer.

‘In my opinion this is an exciting new avenue for dentists to explore, and is an excellent addition to what we can “offer” as cosmetic dentists.’

To find out more about this topic, Tif will present his lecture ‘Preventing wear to despair…’ on Saturday 8^th November at the BACD’s 11^th Annual Conference in Liverpool.

For further information call 0207 612 4166, fax 0207 182 7123, email This email address is being protected from spambots. You need JavaScript enabled to view it. or visit www.bacdconference.co.uk

The European Society of Aesthetic Orthodontics (ESAO) is committed to raising the standards of aesthetically focused orthodontic provision by GDPs through improving their core knowledge.

Following on from the success of last December’s course, the ESAO will run two parallel courses on 21^st June; one designed for dentists and one tailored toward dental nurses. Delegates will be offered all the hands on experience necessary to deliver aesthetically focused orthodontics in a safe and ethical way.

Attendees to the dentist course will have the opportunity to practice interproximal reduction (IPR) on typodonts, and will explore topics from accessing joint abnormality; accessing occlusion; Incision edge bonding and composite laying techniques; as well as effective retention protocols to avoid relapse.

While delegates on the dental nurses course will be instructed on how to take impressions, the safe removal of retainers and taking effective orthodontic photographs.

Both courses will feature specialist orthodontists who will provide valuable insight into the many fruitful ways that GDPs and specialists can work together. Contact EASO today to find out more, and see how your practice can benefit from offering aesthetically focused orthodontics.

For more information visit esao.co.uk or email This email address is being protected from spambots. You need JavaScript enabled to view it.

In their persistent efforts to be the biggest and best, Sparkle continue to make changes to their service that can improve the way they fulfil all their clients’ needs.

New clear boxes for protection and infection control

Among recent customer care initiatives is the distribution of a new info pack that will be reaching everyone in their client base soon.

Together with updates on their products and services, the info pack will also provide dentists with new clear boxes that will serve to protect all items and products that are shipped between the lab and their customers.

Sparkle Dental Labs believes that this new method of transportation is a better way of ensuring product preservation and cross-infection control for everyone involved in the manufacturing process.

And Sparkle Dental Labs continues their commitment to green operations by making sure that these boxes are fully recyclable and environment friendly.

Sparkle Dental Labs reaches Scotland

Sparkle Dental Labs have also recently extended their scope of service to include dentists in Scotland who are looking for high-quality British workmanship at very competitive prices.

Dentists in Scotland will also receive personal attention from dedicated Sparkle representatives based in the area, to ensure that communications with the lab in Leeds are as smooth and stress-free as possible for practitioners.

Sparkle representative Kay Thompson, who is heading the launch of Sparkle Dental Labs’ Scottish service, says:

“Any problems with the service, any questions with the order, the dentists can call their dedicated Sparkle representative instead of having to spend time chasing up the lab themselves. Their rep is dedicated to making sure that all their concerns reach the technicians in a timely manner.”

“And of course,” Kay adds, “if dentists want to speak with the technicians themselves, they are always available, and this call is also something the rep can gladly facilitate.”

With the dependable delivery of Sparkle Dental Labs’ courier partner FedEx, practitioners in Scotland can also enjoy the same fast turn around times as the rest of their clients all over the UK.

Additional services such as these help ensure the satisfaction of all of Sparkle Dental Labs’ clients. And dentists can expect continued innovation from the laboratory, because service is the core of their business.  They always strive to make sure that every dentist who uses them gets the best in all aspects – in product, workmanship, partnership and customer care.

For any additional information please call 0800 138 6255 or email This email address is being protected from spambots. You need JavaScript enabled to view it. or visit:

www.sparkledentallabs.com

The BDIA is looking forward to welcoming laboratory owners, dental technicians and CDTs to its Tech Show at the Ricoh Arena, Coventry on 16 - 17 May.

Tech Show will bring together a combination of expert speakers, live demonstrations and presentations, along with a range of the key manufacturers and suppliers in the sector who will be displaying their very latest products and equipment.

Edmund Proffitt, BDIA Policy and Public Affairs Director commented, “Tech Show probably offers the widest scope of any technician-facing event in the UK for many years. It will feature around 20 lecturers and 35 presentations and live demonstrations over two days, including international speakers such as Dr Christian Coachman, Dr John Besford and Ruth Bourke”.

Tech Show has been specifically organised with input from partner organisation the Dental Technologists Association (DTA) to appeal to the widest range of interests, with each day being themed around a specific area; Friday, 16 May will feature advances in prosthetics, whilst Saturday, 17 May will focus on advances in restorative dentistry.

Covering everything from denture making, crown and bridge build-up, implant planning, use of composites and working as part of a dynamic team alongside clinical colleagues, to the advent of CAD/CAM, digital printing and how to successfully integrate digital techniques into an existing laboratory set up, Tech Show will provide a diverse platform to suit all technicians and CDTs, regardless of levels of experience or expertise.

Entrance to Tech Show is free, with free parking for all our visitors and for those coming to Coventry by train there will be a free hourly shuttle bus from Coventry station to Ricoh Arena. Delegates wanting to come to the show can register online at www.dentaltechshow.com

BDIA Tech Show will take place in the Jaguar Hall, Ricoh Arena, Coventry on 16 & 17 May 2014 and will start with a key note presentation each morning from 9.30 to 11.00am. The show runs from 11.00am to 5.00pm on Friday 16 May and from 11.00am to 4.30pm on Saturday 17 May. More details are available at www.dentaltechshow.com

The British Dental Industry Association (BDIA) is a non-profit making organisation which means that any surplus funds generated from its activities are ploughed back into dentistry either directly or by supporting and working with other professional dental bodies.

For more information please contact Edmund Proffitt on 01494 781183 or email This email address is being protected from spambots. You need JavaScript enabled to view it.  

As self-employed earners, it can be said that associate dentists appreciate the value of money a little more than the salaried employee.

Since you have the capacity to increase earnings the more effort you put in, you naturally see and feel your own value, which in turn can be applied to your life choices. Whether it be for essentials such as weekly shopping or any luxury purchases, value is at the top of the list of your priorities.

Now, you can easily get the value you seek in everything else from your accountancy and tax solution of choice.

figurit is a specialist tax solution created exclusively for dental associates. With this new online system, you can easily have your tax returns filed and your business transactions reviewed by experts. And figurit not only completely understand all of your specific tax needs, you receive a good number of benefits for the fees you pay as well.

figurit provide the following as a one-off exercise when you join, among many other benefits:

• A full review of your previous year’s tax return
• Thorough assessments for any missed tax saving opportunities
• Assistance with setting up your own business bank account (if you don’t already have one)
• A 30-minute personal induction onto the Year 1 Customer Care Program

The low monthly fees include the preparation of your annual profit and loss and tax return in the required format, and secure online access to your financial documents and files. All returns are completed within four weeks, so as long as you supply the information needed in good time, you don’t have to worry about ever filing your taxes late.

The whole package also offers an array of additional annual benefits valued in the excess of £400 a year, all of which you get absolutely free. These include:

• Insurance that protects you against the costs of any HMRC investigations
• An interim tax estimate and planning review
• Easy-to-use online bookkeeping software for more accurate financial records

The figurit team also has helpful account managers who deal with the HMRC on your behalf, taking the hassle away from you. And the package offers an annual consultation with an expert financial advisor who can provide guidance on pensions and investment opportunities for those who are interested.

Because they’ve been servicing the dental trade for quite a while now, the team behind figurit can also provide specialist knowledge such as a full and comprehensive list of what you can and cannot claim as business expenses, and how to record these accurately so you end up with maximum tax savings.

As the only accountancy and tax package exclusively for dental associates that provides this much in added benefits, you can count on figurit to make your financial life not only easier but also more profitable. Now that’s true value for your money.

For more information on our specialist accountancy and tax package

exclusively for dental associates, visit www.figurit.co.uk

Renowned for his highly acclaimed facial aesthetics training courses, Dr Brian Franks offers a variety of courses including Botulinum Toxin and Dermal Fillers at Foundation and Advanced levels, as while as Medical Micro-Needling and Chemical Facial Peels.

Having taken the Foundation level Botulinum Toxin training course with Dr Brian Franks, Deepak Songra, Principal Dentist at Abacus Dental Care in Buckinghamshire, says:

“It was an excellent two-day course that we all enjoyed! Brian and Jan have given me the confidence and reassurance that I needed to happily start building my facial aesthetics practice.

“I would like to say a really big thank you to them.”

Through the comprehensive and structured hands-on training, all the courses are designed to ensure that delegates provide the treatments competently and safely, so they can use their new skills in practice with confidence.

For more information on training courses, and the next dates available, please visit www.drbrianfranks.com, call 020 8446 6518 or email This email address is being protected from spambots. You need JavaScript enabled to view it.

We live in a digital age. With e-commerce now one of the fastest growing markets in Europe, many companies are now turning to online stores as way to offer customers even better service, with greater flexibility and the option to place orders at any time, day or night.

Among the companies leading the way in this field is Nobel Biocare, with its new online store found at: store.nobelbiocare.co.uk. The design and layout of the new store has been based on an extended period of research and development to provide customers with the very best experience possible.

Glenn Rhodes is Head of Marketing at Nobel Biocare. With over 20 years’ experience in marketing, Glenn has worked across the dental and healthcare sectors and has overseen the introduction of the new online store to the UK market.

“When we set out to create a new online store we wanted to make sure we got it just right,” says Glenn. “Our customers are always our number one priority, so a long time was spent researching the market and assessing what does and doesn’t work in order to provide the best online shopping experience. The result is a finished product that looks incredibly crisp and clean. The menu system in particular has been designed to be simple and intuitive so customers can find the products they’re looking for in as little time as possible.”

According to Glenn, the launch of the new online store comes as part of Nobel Biocare’s ongoing commitment to providing the very best service and support. Designed to make online ordering easier and more convenient, providing a valuable extra option for customers who may be pressed for time, or who would like to place orders outside of normal working hours.

“We’ve made our entire product range of over 1,700 product available, with everything from implants to tooling and abutments all easily accessible,” continues Glenn. “Each product page contains a detailed description of the product alongside technical specifications and a zoom feature such as you will find in many other high quality stores you will find online.

“To make the ordering process easier, the system also relates products together so that if you’re searching for an implant, you will also find drills, tools, healing abutments and numerous other associated products included below the main listing. You can also design your own personalised product catalogue, so that all of the items you commonly order can be found swiftly at the click of a button. This means you can spend less time ordering, and more time doing the things that really matter in practice.”

Another notable innovation found in the online store is the inclusion of an organic scrolling “home page”. This page provides a stream of regularly updated information to assist customers, and also acts as a portal to additional services and content, such as online training opportunities with iTunes U, social media links, and video testimonials from satisfied customers. Users will also appreciate easy access to information about returns policy, how to contact the company, and further customer support.

Though the new online store has only been in operation for a short time in the UK, according to Glenn, the feedback his team has received so far has been extremely positive.

“The response we’ve had so far has been fantastic,” concludes Glenn. “Our customers really appreciate the chance to be able to place orders at a time and location convenient to them. While of course we are always available during our regular office hours the online store has given our customers that extra option to place orders whenever and wherever they want. Our customers also value the fact that they can review their order history and create their own personalised catalogue to make ordering regular items an absolute breeze.”

To register for the Nobel Biocare online store, simply visit store.nobelbiocare.co.uk and click to “sign in or register” at the top of the page. This will require only a few simple details including your name, email address and customer number. If you are new to Nobel Biocare, you can also request to be contacted by a sales representative who will be more than happy to assist you in setting up your account and getting started.

For more information contact Nobel Biocare on 0208 756 3300 or visit www.nobelbiocare.com

To register for the Nobel Biocare Online Store go to:

store.nobelbiocare.co.uk

As part of the Government’s strategy to improve the quality of Apprenticeships, the Department for Business Innovation & Skills has launched the Trailblazers programme – a series of employer-led projects designed to simplify the existing system and give people the skills employers need to grow and compete.

MP Matthew Hancock, Parliamentary Under-Secretary of State for Further Education, Skills and Lifelong Learning says:

“National Apprenticeship Week is designed to celebrate Apprenticeships and the positive impact they have on individuals, businesses and the wider economy.  

“We want to see Apprenticeships become the new norm for all ambitious young people, and employers who are dedicated to growing their own talent and increasing the skills base of the nation.

“I would like to thank everyone who has been involved this trailblazer for their commitment to Apprenticeships and Traineeships”

Delivery of the Trailblazers programme will follow a staged approach. The Government aims to continue to grow the programme in 2013/14 and 2014/15, with employers creating a range of new Apprenticeship standards and assessment approaches in different sectors and occupations.

The two academic years 2015/16 and 2016/17 will be the key period of transition to full implementation of the reforms. The stated aim is that from 2017/18, all new Apprenticeship starts will be on the new standards.[1]

The Trailblazers group in dentistry is a working group that includes the Association of Dental Groups, Dental Laboratories Association, Dental Technologists Association, and King’s College Hospital NHS Foundation Trust. It also includes dental employers: 211 Dental, Den Dental, Genix Healthcare, Integrated Dental Holdings (IDH), Oasis Healthcare, Rodericks Dental and Smile Care Group. Furthermore, it includes the dental laboratories: Attenborough Dental Laboratories Ltd, Barry Appleby, CosTech Elite, First Impressions Denture Centre, JW Dental Ceramics, Kestrel Dental, Knight Dental Design, S4S Dental Laboratory and Sparkle Dental Labs.

Chair for the Trailblazers programme in dentistry is Mustafa Mohammed Managing Director of Genix Healthcare and Sparkle Dental Labs. He says:

“I am really very excited to be involved with the Trailblazers initiative, and encourage other likeminded individuals to join us in leading the development of standards for Apprenticeships in our sector.

“I am extremely passionate about developing Apprenticeships for both dental nurses and technicians, as I believe this would really help to encourage careers within the dental industry within the UK, while also working to raise standards.  

“In terms of the nurse Apprenticeship the idea would be for us to put our heads together as representatives of the sector and look at how we feel improvements could be made to existing schemes that are in place.

 “The dental technician Apprenticeship will really help the dental sector in this country, as it will mean more jobs for dental technicians, stopping the recent decline. Once trained the new technicians will be able to follow a structured career path, and perhaps focus their skills on a particular department, thus shaping their own future within the profession.”

David Worskett, Chairman of the Association of Dental Groups (ADG), says:

“I believe we really need to make much more use of the Apprenticeship route for training in dentistry, as with other sectors of the economy. The ADG is absolutely delighted to support the initiative in the dental sector as we think it can be good for dental professionals and for patients.”

Professor Stephen Dunne, Head of the Dental Practice & Policy Department at King’s College London, says: 

“I am delighted to be involved in this exciting initiative. Apprenticeships could play a major role in the training and career development of dental nurses and dental technicians.”

Richard Daniels, Chief Executive of the Dental Laboratories Association says:

“The Dental Laboratories Association is delighted to be a part of the Trailblazers initiative for setting up an apprenticeship in Dental Technology.  As an organisation, we have committed significant resources into this project with Skills for Health, so to see the Trailblazers group bring together associations and dental laboratories from across the UK is a fantastic step in the right direction.  Whilst Dental Technology has some excellent providers of education, there is still room for a work based apprenticeship to allow those who prefer the vocational route into a career as a professional dental technician.”

Barry Appleby, President of the Dental Technologists Association, says:

“I'm delighted that the Dental Technologists Association will be part of the Trailblazer apprenticeship initiative and we look forward to working towards the creation of training pathways that will aid the development of dental technologists with the skills and abilities necessary to meet the needs of Dental Laboratories of the 21st century.”

To find out more about the Trailblazers programme, and how your company could get involved, contact Mustafa Mohammed via This email address is being protected from spambots. You need JavaScript enabled to view it..

Like it or love it, the healthcare business in the UK now centres around contracts, agreements and settlements. Whether it's the NHS Standard Contract, dental contracts or Personal Dental Service Agreements, everything requires careful negotiation to get the best deal for your business.

Such negotiations invariably require detailed preparation, an in-depth knowledge of the procedures and a good understanding of what is likely (and unlikely) to be accepted. In other words it's a task for an expert, which is why more and more businesses are using the professional negotiation services of Amanda Atkin of Atkinspire Limited.

Steeped in healthcare management experience, including several roles within the NHS, Amanda Atkin has negotiated contracts from both sides of the table so she knows what commissioning teams want and how to manage them.

She says: "Whether you are tendering for a new contract or negotiating to reduce the clawback on an existing one, preparing a strong case is vital and that's where I come in. I know the sorts of questions that will be asked and the evidence needed. I also stay abreast of the constantly changing policies and guidance."

Although all her contract negotiation work is strictly confidential, Amanda can allude to some recent successes. In one case she had clawback cancelled, in another a contract was agreed at a much higher price than was offered originally.

If you don't want to be a hostage to negotiation, contact Amanda Atkin now on This email address is being protected from spambots. You need JavaScript enabled to view it. or 07772 876 967. There is more information about the range of healthcare management consultancy services offered by Atkinspire here: www.atkinspire.co.uk

On the 14 February 2014, BDIA Dental Showcase unveiled the new identity and strapline for this year’s exhibition at the impressive Tate Modern.

An example of adaptive reuse, the Tate Modern is housed in the former Bankside Power Station, and retains the national collection of British and international modern and contemporary art. It was the ideal venue at which to launch this year’s Dental Showcase, following the Association’s recent rebrand to the British Dental Industry Association (BDIA); the Tate Modern is the most visited modern art gallery in the world and offers the general public the opportunity to view some of the most iconic and innovative pieces of modern art ever created. Similarly, BDIA Dental Showcase is the biggest event in the UK dental calendar, regularly attracting around 10,000 members of the dental profession keen to experience the latest dental products, services and innovations, hence the exhibition’s new strapline ‘Putting innovation into practice’.

Members of the dental press congregated for drinks and a catch up at the renowned location before embarking on a private tour of the expansive permanent collection. They then sat down to lunch in the gallery’s restaurant, which offers stunning views overlooking the Thames and St. Paul’s Cathedral. Tony Reed, Executive Director of the BDIA, formally introduced the BDIA Dental Showcase 2014 theme and thanked the dental press for their continued support.

Tony Reed commented, “We were delighted to launch this year’s BDIA Dental Showcase at such a spectacular venue. Art galleries provide a valuable function in that they reassure visitors that what they are seeing is the real thing rather than a forgery. The growth of internet trading and globalisation may have increased opportunities in many markets but it has also opened the door to fakes and cheap copies of just about everything including dental equipment and materials. Recent scandals in other markets have emphasised the importance of a reliable supply chain and I believe that BDIA Dental Showcase provides the perfect opportunity to see the real thing and to establish relationships with trustworthy suppliers. Showcase provides a vital link between the industry and the profession and I am particularly grateful for the support that Showcase receives from the dental press each year.”

BDIA Dental Showcase takes place from 9-11 October 2014 at ExCeL London. For further information visit www.dentalshowcase.com.

Every dentist will strive to give treatment that is tailored to the specific needs of a patient. This approach is also applicable when looking to lease a property for use as a dental practice. Taking into account the very specific service that dentists offer, it follows that their practice will also require specific terms and conditions in the lease to support that service.

Standardised leases

The ability of a dental practice to function as smoothly as possible is of the utmost importance. Standardised commercial leases can often hinder dentists in their work, making them waste time and money unnecessarily. The pitfalls and problems are numerous with standard commercial leases, and it is best to avoid them at all costs.

There is a very real danger that the specific requirements of a dental practice can be overlooked and in some cases actually forbidden under the terms of the lease! For example, the need for practices to store X-ray machines and various drugs is clear. However, it is possible for a standard lease to prohibit the storage of these items. If a dentist does not adhere to the conditions of the lease there is a possibility of the lease being terminated by the landlord and the dentist being evicted from the property, which can lead to otherwise preventable high expense and hassle in order to resolve the situation.

In addition, dentists are often not required to register for VAT in respect of their supply of an exempt service. However a standard commercial lease can leave the landlord with the ability to charge VAT at any point should the landlord so chose. If this were to happen, it would mean an unavoidable and immediate 20 per cent rise in the rent of the property.

The restrictions that standard commercial leases enforce can not only cripple the financial position and functionality of a practice, but can also prohibit anybody from sharing the property.

This is particularly unfavourable when considering commonplace associate agreements. A term that associate agreements usually state is that the associate is given a license to use the property for dental purposes. With a potential restriction on who can occupy the property, an associate agreement can unwittingly lead to a breach of lease, and once again termination of the lease can occur.

The fact is that many general practice solicitors who draw up standard leases do not take into account the particular requirements of a dental practice, as opposed to the requirements of their other commercial clients. Whilst these general practice solicitors may be knowledgeable about commercial leases in the broad sense, it would be extremely advantageous to any dentist considering taking a commercial lease to employ a solicitor who has experience specifically in the dental industry.

In simple terms, the disadvantages a standardised commercial lease presents to a dentist can be overwhelming.

The benefits of bespoke commercial leases

Instructing a commercial lawyer with specialist dental knowledge will offer a solution. A bespoke lease will address the requirements a dentist has for his or her practice and amend the terms a standardised commercial lease overlooks or prohibits. This will provide a successful and hassle free lease, ultimately allowing for a dentist to focus on providing dental treatment, rather than worrying about legal matters.

Using bespoke commercial leases can be a sensible way to avoid time and money being wasted, and the complications that come with that waste. From ensuring that the storage of vital dental equipment is allowed to enabling associate agreements, and making sure there is no unexpected rise in rent, the benefits of a bespoke lease are clear.

 The key points to always bear in mind is not only the employment of a dental lawyer who understands the dental industry, but also the fact that where any legal matter is concerned it is important not to cut corners to save time. Bespoke commercial leases can be extremely beneficial in avoiding unnecessary complications and costs; their importance cannot be stressed enough.

Goodman Grant has a reputation of quality legal advice within dentistry. With this crucial and specialist knowledge, Goodman Grant’s team of solicitors are able to draw bespoke commercial leases to the specific advantage of dentists. Ensure you are not distracted from providing exceptional treatment by taking advantage of the huge benefits a bespoke commercial lease will provide. 

Nicola Lomas Goodman Grant Lawyers for Dentists

For more information call Nicola Lomas on 0151 707 0090 or email This email address is being protected from spambots. You need JavaScript enabled to view it.

www.goodmangrant.co.uk

 

Dental prostheses are like bespoke pieces of art that require skilled technicians to execute well. And so it follows that when dentists search for a laboratory to create their ceramic restorations, the first thing they need to look for is a supplier that can boast of adept and experienced craftsmen.

Dentists should keep in mind, however, that using a skilled worker only makes up half of the equation. Like commissioning a bespoke piece from an artisan, a satisfactory end product is also largely dependent on the amount of instruction the maker is given.

A client wouldn’t approach a jeweller and simply say, “I’d like you to make me a gentleman’s ring, and I’d like it to be gold.” In order for the client to receive a product that is faithful to what they had in mind, they would supply more information, such as the shade of gold they’d like, how heavily decorated the piece should be, and so forth.

In the same way, dentists cannot expect to receive an ideal prosthetic if all they extend to the dental lab by way of instruction is what kind of prosthetic they require, and what shade it needs to come in.

While it’s true that the technician also picks up a wealth of information from the impression that the dentist sends, not everything can be determined from the model derived from the initial cast. If for example the dentist would like a tooth brought in, or a certain translucency is required to match neighbouring teeth, then all this needs to be made known.

On the flip side, a good technician will also keep the dentist and the patient in mind at all times when creating ceramic prostheses. Whether the technician works in a small laboratory and handles every step of the restoration himself, or labours in a bigger outfit as part of a team whose members concentrate on specific stages of production, the end goal is always to create a dental prosthetic that is satisfactory for both the practitioner and the patient.

One of the main differences between a small and large dental lab is turn-around time – in the teamwork style of production, time-consuming step-by-step processes can be executed simultaneously, bringing about a more efficient process. If the team works well together, this system can function beautifully. The core team of technicians at Sparkle Dental Labs, for example, have been running solidly together for more than a year and have reached a kind of symbiosis with each others’ working styles, leading to excellent ceramic restorations with quick turn-around times.

But whether a dentist chooses to work with a small or large laboratory, the concept remains the same: with the combination of a skilled craftsman and detailed instruction, the creation of excellent dental prostheses can be expected.

For any additional information please call 0800 138 6255 or email This email address is being protected from spambots. You need JavaScript enabled to view it. or visit:

www.sparkledentallabs.com

BIO:

Richard Shaw is a Senior Technician at Sparkle Dental Labs with over 25 years’ experience as a dental technician. He first started training in a dental lab in 1988, and has since then attended numerous courses on various lab techniques, including ceramic restorations and implants.

Colleagues will be familiar with the old adage, ‘there’s no such thing as a free lunch’. It ties in with the idea that if someone does something for you, you feel in some way beholden to them, even if they insist that they expect absolutely nothing in return. The psychologists tell us this is because we don’t like the idea of owing somebody – we feel that we should pay them back.

Of course the manufactures and suppliers are well aware the effect that a ‘free lunch’ might have on members of the profession, and certainly don’t hand out incentives without good reason. All well and good in everyday business, but when it comes to the healthcare professions, these practises can sometimes give cause for ethical concern.

You may for example be aware of the controversy that surrounds the medical profession, where the big pharmaceutical companies often go to great lengths to persuade doctors that drug A is better than drug B. You can see why the companies do it – a single doctor will make hundreds of prescriptions each year, which in turn could generate thousands of pounds of revenue for the company in question. But what about the patient? Are these new products really better, or are the doctors being mis-led?

Thankfully dilemmas of this sort of scale don’t really apply in dentistry, and the decisions we make don’t normally mean the difference between life and death. But nevertheless, we should ensure we are always transparent in everything we do. Are we recommending products because we truly believe in their effectiveness, or because it just happens to be the latest product the company rep has sold us?

At EndoCare we are the largest users of a certain NiTi system. The company we purchase this system from is certainly warm and friendly, but we’re never incentivised to use the product – we use it as we genuinely believe it to be the best product available. Because we believe this to be the case, when any of our specialists give lectures we say, ‘We use product A and we therefore recommend it.’ This doesn’t mean that we don’t recommend product B, but it means that as professionals, hand on heart, this is what we use and we believe to be good.

Cases like this are fairly black and white when it comes to ethics. We use the product, and recommend it to colleagues because we believe that it is an excellent product. But unfortunately these things aren’t always so clear-cut. This is especially true in cases where the products are all very similar with very little to differentiate between them. 

In these cases, to have the product recommended by a key opinion leader can make a massive difference to how the product is received. But at what cost? Are these people recommending products because they genuinely believe them to be the best on the market, or because they are paid to say the things that they do? Though we’d like to think that we can all tell the difference between those recommendations that are genuine and those that are not, these distinctions aren’t always obvious to everyone, and we can soon find ourselves in very difficult ethical ground.

As dental professionals it should be our duty to always ensure that we are always open and honest about any sort of incentive we may have received from the trade, however big or small. Though incentives don’t always take the form of ‘free lunches’ they do often include other inducements such as free lectures and free CPD. While there is nothing wrong with free CPD, we should always remember that nothing in life is ever truly ‘free’. We are offered these incentives in the hope that they may sway our opinion. Though we may be dental professionals, we are also consumers, and we should always approach these events with an open mind, understanding that companies aren’t just doing these things for purely altruistic reasons.

If we are to maintain our integrity as a profession, then we should be sure to be absolutely transparent in everything that we do, and the product recommendations that we give. Even if we are absolutely certain that we have not been influenced by a company’s advances, we should not shy away from making clear any dealings we’ve had – no matter how insignificant we believe them to be. This isn’t just to preserve our reputation as professionals, but ultimately to protect patients’ best interests as well.

For further information please call EndoCare on 020 7224 0999

Or visit www.endocare.co.uk

Dr Michael Sultan BDS MSc DFO FICD is a Specialist in Endodontics and the Clinical Director of EndoCare. Michael qualified at Bristol University in 1986. He worked as a general dental practitioner for 5 years before commencing specialist studies at Guy’s hospital, London. He completed his MSc in Endodontics in 1993 and worked as an in-house Endodontist in various practices before setting up in Harley St, London in 2000. He was admitted onto the specialist register in Endodontics in 1999 and has lectured extensively to postgraduate dental groups as well as lecturing on Endodontic courses at Eastman CPD, University of London. He has been involved with numerous dental groups and has been chairman of the Alpha Omega dental fraternity. In 2008 he became clinical director of EndoCare, a group of specialist practices.

The area of cosmetic orthodontics is currently experiencing much growth and development. As our technology advances and our knowledge broadens, a broad range of appliances are available to enable the provision of fast-working, effective and minimally invasive orthodontic treatment.

Already known around the world for their development and training of the Inman Aligner, the team behind IAS (Intelligent Alignment Systems) recently brought their latest innovation to London. Holding a training course for Powerprox 6 Month Braces, the team explored both the concept and practical implementation of the device, taking delegates through each and every step of the process.

Renowned instructor in cosmetic orthodontics, Dr Rick DePaul, led the two-day course. Recognised for his work in the development of Powerprox 6 Month Braces and for being the world’s most experienced instructor for the appliance, Rick was keen to share his extensive knowledge with delegates and his passion for effective and minimally invasive dentistry quickly became apparent.

A mixture of professionals was in attendance, each with various different levels of past experience both in general dentistry and in orthodontics. The comprehensive training delivered ensured that all delegates could follow both the reasoning behind each step of treatment and the practical indications of them.

Rick opened the first day by determining the benefits available to practitioners once they were able to provide the new appliance to their patients. He highlighted that 6 Month Braces is not only a relatively low-stress treatment option, the patient demand is generally high due to its speed and effectiveness and it is a highly profitable solution for practices to provide.

Delegates were then taken through the four main steps that form the ‘pieces of the puzzle’, providing an efficient treatment strategy to be followed for optimum treatment outcomes every time. These steps included making sure that the patient’s primary complaint is dealt with every time, ‘beginning with the end in mind’, making space and removing any traps for the free movement of the teeth.

From here Rick went on to look at diagnostic criteria and case selection, recommending the types of cases delegates should attempt when first using the appliance in practise. He offered a wealth of practical tips and advice in each instance, keen to help delegates avoid making the same mistakes he had in the past when developing the technique. Rick also highlighted the benefits of using detailed X-ray images to predict the complexity of each case, and looked at patient communication, management of patient expectations and ways in which to reduce relapse with effective retention.

Day 2 of the training then focused on practical exercises, giving delegates the opportunity to apply what they had learnt in theory, practise their techniques and really get hands-on with the appliance. Led by Rick and Andrew Wallace, time was spent looking at bracket bonding for replacements and adjustments, as well as simple ligation. The use of powerchains featured prominently too, and delegates practised using them to rotate teeth to close space, sling-shots to treat anterior cross-bites and attaching them to buttons.

Other aspects of the hands-on day included how to approach spacing cases, open-bite cases, class II anterior cross-bites and combination cases, where a mixture of different techniques were required for the best results.

Tools designed specially by the IAS team were introduced to delegates throughout, including the innovative digital treatment plan aid, ‘Spacewize’. Particularly useful when calculating the amount of Interproximal Reduction (IPR) needed and where it is needed for individual cases, the feature also provides quick and effective case support as well as marketing resources for all certified dentists.

By the end of the course, delegates were impressed both with the delivery and content of training. Principal Dentist of Hillton Dentistry in Kent, Mahesh Patel commented:

“The course was fantastic. The content was broken down into sizeable chunks so that GDPs without extensive orthodontic experience could easily follow. Rick really took the myth out of orthodontics and I was so confident with the new skills I had learnt, that I have already begun discussing the treatment option with two of my patients, one week later.”

Richard Field, an active member of the BACD and dentist at Advanced Dental Clinic in Chelmsford added:

“6 Month Braces seemed like an excellent next step to expand my knowledge and to allow me to provide another treatment option to my patients. Rick is a great teacher, his enthusiasm is infectious and I would definitely recommend this course to my friends and colleagues.”

If you have ever considered expanding your treatment range with easy-to-use and highly profitable solutions in order to reduce the number of referrals you make, IAS has the answer. Whether you are interested in gaining certification for 6 Month Braces, Inman Aligner or ClearSmile, contact IAS today.

For more information on Intelligent Alignment Systems and upcoming training courses, visit www.inmanalignertraining.com, www.6mbrace.com, and www.clearsmilealigner.com