By Merv Saultry

“What else can I do? Dentistry is undergoing so many important changes I’m not sure just what I should focus on to adjust. It appears that my comfort zone is about to be blown away through the combined effect of increasing numbers of corporate entities entering the market, health funds re directing my patients and the introduction of industry accreditation. Where do I go for help?”

Many independent practice owners are in the above situation of looking for understanding and good advice. A very good option is to actively focus on networking and break out of the isolation of running a small business.

Small business is all about networking, building relationships and taking action.

Networking is the art of forming and maintaining mutually beneficial relationships with others who are linked to your career, sector, market, region or specific interest.

Operating a dental clinic over a period of years takes a lot of time and drive, so it’s good to have a network of friends and associates to draw energy from and keep you going. By surrounding yourself with people who exhibit sustained drive and ambition, you are more likely to move forward with them. But that’s not the only benefit of networking. In fact that’s only the beginning. Networking is all about sharing ideas and knowledge. Whether it’s asking for feedback or listening to their point of view, it will help you expand your knowledge and allow you to see things from another perspective. Networking really opens the door to talk to highly influential people that you wouldn’t otherwise be able to easily talk to or find. It’s not just about who you are networking with directly either. Ask the right questions to find out if the person you are networking with knows who you want to know!

Discussing other points of view really expands your knowledge base, and allows you to see things from a broader perspective. Learning from other’s “best practices” saves time, energy and resources.

A good network can be an excellent source of new perspectives and ideas to help you in your role. Exchanging information on challenges, experiences and goals is a key benefit of networking because it allows you to gain new insights that you may not have otherwise thought of. Similarly, offering helpful ideas to a contact is an excellent way to build your reputation as an innovative thinker. Networking is a great opportunity to exchange best practice knowledge, learn about the business techniques of your peers and stay abreast of the latest industry developments.

A wide network of informed, interconnected contacts means broader access to new and valuable information and you’ll be amongst a group of people who aren’t afraid to offer praise where they think it’s due and constructive criticism if you ask for it. It is also likely that within a network group there will be those who have already been where you are today. This provides you with an opportunity to learn and avoid some of the common pitfalls they experienced. It’s a given that networking will result in opportunities to learn. The thing you will not know is when or how they will materialise. Whether it’s a clinical tip, marketing initiative or staff management issue it is important to be ready to be open to new and different ideas and to learn from the experience of others.

Successful networking is not a one way street. You have to give to get so be willing to be open and truthful it will only strengthen your relationships. This can help you to build your reputation as a knowledgeable, reliable and supportive person by offering useful information or tips to people who need it. It is very important that you talk to people you don’t previously know so you avoid the pitfall of being trapped in a close circle of like people and so limit access to new knowledge and experiences.

You can also extend the value of networking by educating your staff so that they’re all networkers. It’s not just about the people at the front end of the business. Everyone in a dental practice should be networking because you never know where they might be and who they might meet. It is very important that you make sure you apply critical analysis to new ideas and recommendations others put forward and select the right ideas and initiatives to apply in your business. Don’t go jumping at every new concept or opportunity that comes your way. Just make sure you are getting solid advice from the right person – someone that actually knows about what you need to know and is not just giving you their opinion on something that they have no or very little experience in. The new activities that you may consider getting involved in should align with your business goals/vision, otherwise you might find that you are spinning your wheels chasing after opportunity after opportunity and getting nowhere.

To maximise the benefits of networking you need to be active in sharing your experience, knowledge and contacts with other network members. In the same way you gain from your relationship with them. The information you give about your business should also be delivered in a friendly, clear and concise fashion. It should contain important and interesting facts, and give others the chance to interject. To make the other person feel comfortable, begin with small talk, perhaps about the event or venue. Move the conversation towards you and your business, remembering to answer any questions that might crop up. Never talk over another person. Show an interest in them, their business needs and aims. Pick up on any interesting points they raise. Record details of conversations you had.

Do this shortly after a networking episode while information is still fresh in your memory. It is important to note down all valuable information you have gained as it can easily be lost in the mass of other issues involved in operating your business. Enter contact details and profiles into a database or contact-management system. Try to maintain regular contact with your new contacts and update them about changes to your business. Keep up to speed with their business developments, too. ‘LinkedIn’ is also great medium for maintaining and building you professional network. It is also an unobtrusive way to reapproach a new contact and to keep up to date with their professional development. Simply ask a new contact if they are on LinkedIn and they would mind if you joined their network and then send them an invite, through this medium you can email them directly and you will be able to see who is in their contacts and possibly ask for an introduction to professionals you would like to get to know. Time is precious and you have to rationalise your networking time. Nothing is as good as face to face networking but use of quality online chat lines is a good second option. Care is needed to sort out the grandstanders and pretenders and the value from the chaff so you must be selective in your choice of industry chat line and be careful and truthful in any posts that you make.

By Amos Lang

How great can you be as a dentist? Have you reached your full potential? What criteria do you use to ensure you have a great practice? Are you getting the best outcomes from yourself, your surgery, your staff and your equipment to provide the best treatment and experience for your patients? Or on what criteria can you measure your great practice? Great dentists are patient-centered, quality minded, efficient and financially sound.

Great dentists don’t only provide the best clinical care and advice they also understand the importance of quality, cost-effective outcomes. Great dentists use technology to ensure they can provide the best patient experience, while saving time for both the patient and themselves. This efficiency increases the satisfaction of the patients, improves clinical outcomes while also improving the profitability of the practice.

If you are already a great dentist, or on the road to becoming one, you should visit the Sirona Centre for Dentistry, located in Sydney. Sirona is the world’s largest manufacturer of dental technology. With 260 engineers and scientists and an investment of $250 million in research and development in the past six years, Sirona has been making large investments in innovation in the dental market. Nowhere is the innovation seen more than in the design of the dental surgeries housed within the centre.

This newly completed centre is a world class facility – the only one of its kind in the Southern Hemisphere. With four fully equipped operational, state of the art dental clinics, it sets a new benchmark in dental showrooms. Incorporating practical, contemporary design, each surgery is based on sound workflow solutions in elegant yet uncomplicated working environments. In different customizable configurations, each room allows for growth of the practice while displaying the function and capability of the equipment.

All of the equipment seen can be tested under real working conditions. On site, dentists see not only the latest equipment but more importantly are able to see solutions for maximising the clinical value of their surgeries.

Importantly, the emphasis at this facility is about sound practice management, education and helping dentists to get the best out of their surgery – it’s not all based on equipment sales. “The equipment gives the dentist the ability to do a job, but we also teach the technology so that the quality of work performed on our equipment is at the highest level,” says Sirona’s Managing Director, Mike Stone.

The facility offers hands on training in its 20 person simulation clinic, an array of educational resources as well as ongoing practical training and advice. Indeed, the facility has an auditorium that can house groups up to 100. Great dentists are not afraid to discuss the sensitive subjects of the profession and Sirona is at the forefront of confronting sensitive subjects in the industry. “Patient retention is not something all dentists want to talk about, but you have to consider this issue,” says Mike. “The way this facility is arranged, how you deal with your patients’ health and outcomes are at the centre-piece. With our training and advice, these outcomes will improve and you will give yourself the best chance to retain your patients.”

Great dentists understand that a dental surgery is much more than a workplace. It should have an inviting ambience and be a place where the dentist uses his/her skills to inform and educate their patients to the benefits of the proposed treatment. A great dentist understands the importance of space in their practice. “While visiting the Sirona Centre for Dentistry you can understand and appreciate how the efficiency and workflow of your practice can be improved,” says Morné Cheetham, Product Management and Marketing Director.

Morné points out, “Space really matters in a surgery and each one we’ve built has its own distinctive design and feel. These rooms are no bigger than the average size surgery yet with our practical designs, we’ve created space and room to move comfortably. It’s all in the design. The dentists who have used this facility feel at home as soon as they walk in.”

By visiting this facility, you can see just how great you can be – which begs the question: How much room for improvement is there in your current surgery? One visit to this showroom will help you become a great or even greater dentist.

Practice refurbishment and rebranding can be a make or break decision for dentists. How do you know if you are making the right decision? Where are the precedents for what works and what doesn’t? And how do you build a stronger client base whilst undergoing a substantial image change?

Here, two dental practices on different sides of Australia talk about their experiences of working with Dental Corporation for their refurbishment and rebranding needs.

Ambience Dental with Pearman and Saad, Wollongong, NSW

Having serviced the Illawarra region for two generations, the team at Ambience Dental with Pearman and Saad (formally Pearman and Saad Dental) knew it was time for a change. Aside from needing bigger premises, the 35 year old practice was also in need of a total rebrand and refurbishment, including a fresh approach to patient communications and marketing.

For Practice Manager, Alison, working with Dental Corporation was an efficient way to get the job done. “As a practice, we changed our entire outward presence, while keeping the important parts of the business, like our principal dentists and patient care completely intact. It was a huge undertaking and we’ve certainly benefitted from accessing external expertise in the area” she says.

“In terms of rebranding, that was a process that I hadn’t gone through before and I certainly learned a lot. I worked closely with the marketing team at Dental Corporation to find a look and feel that was right for us” says Alison. “We went back and forwards a few times working out our preferred style, and the marketing team were great. They helped us come up with our new logo and brand identity as well as our name change from Pearman and Saad Dental to Ambience Dental with Pearman and Saad”.

Aside from rebranding, the physical relocation and refurbishment of the practice was also a big task. Having been based in Figtree since the 1970s, the practice has recently made the bold move to Fairy Meadow in Wollongong.

“We all really pulled together to make the move happen” says Alison. “It certainly is exciting to be in a bigger, newer premises and the refurbishment looks great!”

“For the refurbishment we worked directly with Dental Corporation’s recommended agency. They were careful to tie in with our rebranding and they helped us choose the colours and décor for the fit out. They’ve created a great colour scheme using our brand colours (lime green and grey) and they also created a unique colour scheme for each room, which makes the clinic feel upbeat and lively”.

For ongoing marketing support, Alison continues to work closely with Dental Corporation. “They help us with everything from creating our new website to ongoing patient communications. We talk to them about what we want, they draft it up and help us get things ready to send. The process has been very smooth” says Alison.

Having come through the entire relocation, rebrand and refurbishment, Alison says that Ambience Dental with Pearman and Saad has never been better: “Overall, the size of the practice has increased. We have more staff and more dentists catering to our expanding client base. The clinical team includes Orthodontist, Prosthodontist and Periodontist Specialists and we are focused on delivering dental care of the highest standard and are quietly confident that we will now be considered one of the premier dental practices of the Illawarra Region.”

Dr David Norcross – Kelmscott Dental, Western Australia

Over 4,000 kilometres away in Kelmscott Western Australia, Dr David Norcross and his team at Kelmscott Dental have also undergone a substantial rebranding process.

“When we changed practices and I moved from being an Associate Dentist to Practice Principal, we took the opportunity to re-think how we did things, including our marketing” says Dr Norcross. “In the end we decided that Dental Corporation have the experience of other practices behind them. They know what works and what doesn’t. We decided to work with them on our marketing as a way of eliminating the guesswork at our end”.

In terms of marketing Dental Corporation also took a lot of the workload off the team at Kelmscott Dental. “We talked to them about what we wanted and they came back with ideas and it went from there” says Dr Norcross. “We also implemented a reactivation initiative run by Dental Corporation, aimed at reconnecting the practice with former patients. This was very helpful and it saved our front of house staff a lot of time”.

For Dr Norcross, it is Dental Corporation’s ability to help him make informed marketing decisions that makes their services worthwhile. “As an organisation, Dental Corporation has figures on what works and what doesn’t, so for us, we were confident that we wouldn’t be wasting our time on things that don’t work. I could have wasted a lot of time and money otherwise”.

By Taishi Kodama RDT, Prime art Dental Centre

Achievement of ideal gingival aesthetics in implant treatment is necessary to place the implant body in the proper location, harmonize the bone and gingival levels with the adjacent teeth, and deliver the morphologically adequate superstructure. However, there are many cases where these conditions cannot be met for a variety of clinical reasons, including the cases where grafting or augmentation of hard and soft tissues cannot be performed due to clinical conditions, the implant body was placed in the inadequate location or the implant body moved from its original position due to an accident prior to achievement of osseointegration. In such cases, it has been the most common approach in the past to use pink tissue porcelain in the cervical area of the superstructure for achievement of gingival aesthetics. The author refers to the approach using pink porcelain as “Pink Aesthetic.” This is a very high-level technique, which is the way to achieve aesthetic recovery with a minimum of pink porcelain, taking balance with the body colour into consideration (Fig. 1). Therefore, it is obvious to involve shade taking when using pink porcelain. The present article describes how to use pink tissue porcelain and usage notes for achievement of “Pink Aesthetic” using Noritake Super Porcelain EX-3 and EX-3 Press for metal flame porcelain, Noritake CZR and CZR Press for zirconia porcelain with a discussion of the author’s clinical and sample cases.

Clinical Case 1
Information & Request
Patient: 45 years old
Implant: N obel Biocare Replace Wide Platform
When making a fixed implantsupported prosthesis in the anterior mandible, the morphology, colour, and maxillomandibular relationship must always be considered to maintain a space for building up porcelain. This case is not different. The patient desired restorations that are virtually indistinguishable from the residual natural teeth. When performing crown prosthesis as usual, the gingival at the cervical embrasure appears to have receded contralaterally (Figs. 11a and 11b). Therefore, the author used pink porcelain only in the distal area of tooth 31 and the mesial area of tooth 32. Thus, minimal use of pink porcelain leads to enhancement of daily cleaning ability.

Clinical Case 2
Information & Request
Patient: 51 years old
Implant: N obel Biocare Replace Narrow Platform
The abutment does not seem to become exposed from the photograph (Fig. 13b) of temporary crowns, but the cervical embrasure is too wide and open. The patient was also concerned that this may have some effects on the final prosthesis. An open cervical embrasure can be closed by controlling the coronal contour, by which gingival recovery can also be expected, or use of pink tissue porcelain, resulting in good results. Thus, it has been decided to close the open cervical embrasure between teeth 11 and 12 only by controlling the coronal contour as much as possible and, at the same time, to expect gingival recovery, and close that
between teeth 21 and 22 by use of pink porcelain.

Conclusion
In the present article, the author described how to cover an abutment, which is predicted to be exposed after treatment or a cervical embrasure using pink porcelain and provide better aesthetics under these circumstances.

Actually, it is very difficult to achieve satisfactory aesthetics of gingival tissue. When obtaining a comment “I’m satisfactory” from the patient, the author feels that prosthetically aesthetic recovery could be achieved. Implant treatment is irreversible and failures and errors that occurred in each step have effects on the next step.

Consequently, the technician, who engages in prosthesis, often modifies them. Restoration-driven implant treatment has become the mainstream, and the author believes that it is important to provide better aesthetics for patients and that is the most essential role of dental technicians. The clinical cases and their contents presented in the present article are never special things, but one of daily clinical cases. It would be very nice if these contents are of some help to your daily clinical practice in the future.