Spring 2012 - Georgia Academy of General Dentistry

GAGD
The
Dedicated to the Interests of General Dentists in Georgia
Official Publication of the Georgia Academy of General Dentistry
Spring 2012
A Weekend Well Spent at the 2012
General Dentistry Symposium
T
hanks to a wide variety of quality exhibitors, six engaging speakers, and
a record high attendance, the GAGD 2012 General Dentistry Symposium
was a highly successful continuing education event. Covering topics ranging from dentures to esthetics to social media marketing, it was a rewarding experience for all participants.
Attendees
were
fortunate to hear
from several local
and national leaders
in regards to a number of ideas and issues highly relevant
to our professional.
AGD President Howard Gamble, DMD,
FAGD discussed the
principles of AGD, its
excellent continuing
education opportunities, and the continued
support it lends to the dental community.
Carter Brown, DMD, FAGD of the SCAGD
spoke about professional relations in light
of AGD’s new seat on ADPAC, the American
Dental Political Action Committee. AGD’s
seat on ADPAC is an important step in the
collaboration between dental associations
and strengthens the
voice of the general
dentist .
We also had the
pleasure of hearing Connie Drisko,
DDS, Dean of the
School of Dentistry
at Georgia Health
Sciences University,
discuss the academic
strength and diversity that characterizes
all eighty-two students of the incoming dental
class. Next, Michael Vernon, DMD, President of the Georgia Dental Association, gave
us valuable insight into current legislative issues, such as temporary licensing for out-ofstate dentists to participate in volunteer events
and a proposed bill to prevent licensure from
being dependent on participation in any in-
Dr. Carter Brown practices bite registration on
Dr. Carol Wooden.
Meeting attendees discussed materials and techniques in
the exhibit hall.
surance plan, including any state-sponsored
plans.
The weekend also celebrated the installa-
Explorer
Inside this issue
A Weekend Well Spent at the 2012
General Dentistry Symposium . . . 1
Editorial: Call to Action . . . . . . . . . 3
Upcoming Events . . . . . . . . . . . . 3
Mastertrack IV Update . . . . . . . . . 4
It’s Your Business to Know . . . . . . . 5
Dental Hygiene and the New
Economy . . . . . . . . . . . . . . . . . . 6
Modern Technology for Dental
Communication: “Can You Hear Me
Now?” . . . . . . . . . . . . . . . . . . . . 6
Potential Legal Risks Associated with
Groupon . . . . . . . . . . . . . . . . . . 7
see
Annual Meeting page 2
Executive Office
2711 Irvin Way, Suite 111
Decatur, GA 30030
(404) 299-7987 tel
(404) 299-7029 fax
Lasa Joiner, Executive Director • lasaj@gagd.org
Michelle Crider, Associate Executive Director • michelle@gagd.org
Kathryn Stempler, Director of Membership Services • kathryn@gagd.org
Anita Amin, Account Executive, anita@gagd.org
Amanda Butler, Account Executive, amanda@gagd.org
www.gagd.org
Annual Meeting, continued from page 1
tion of new officers and paid tribute to many
members who have been instrumental over
the past year. Bringing the program to a close,
GAGD President Brittany Thome, DMD
neatly summarized the overarching meaning
behind our meetings by reminding us all that
change is inevitable and that the future of our
profession is determined by our active participation as individuals and as a whole.
As you can see, if you missed the GAGD 2012
General Dentistry Symposium, you missed a
great weekend! Don’t miss our other upcoming meetings. Mark your calendars today!
Below: Dr. Howard
Gamble, AGD President,
addresses the membership.
Left: Dr. Parker demonstrates George Gauge bite
registration.
Avove and Far left: Members
enjoyed coffee and networking between classes.
Below: Dr. Parker, Treating
Snoring and Sleep Apnea.
Modern Technology for Dental Communication
“Can You Hear Me Now?”
Shane Treadaway, Vice President of Sales, Pittman Laboratory
O
ne popular cellular service provider has done a great job branding this question into our heads over the past few years. We’ve
all seen the guy with dark rimmed glasses with the sea of people
behind him supporting the company’s technology and the service they provide. The intended message is how their service improves and
streamlines communication. In most cases, this is the focus of technological
advances regardless of the industry.
Communication between the dentist and
the lab technician forms a unity, a bond, and
it strengthens the core of their business relationship. In my sixteen years as a dental technician I have seen, in my opinion, the greatest
2 • GEORGIA ACADEMY OF GENERAL DENTISTRY
developments ever to take place in the dental
industry. Until a few years ago, lab technicians
and dentists relied solely on phone communication or office visits to communicate with
each other when technical issues arose. These
methods were, and still are, an effective way
to achieve successful results but are very time
consuming, inefficient, and costly.
Dental practitioners and technicians agree
that our main objective in the effort to increase the standardization of production by
facilitating greater quality assurance is better restorations for the patient. It is with this
focus that our laboratory chose several years
ago to progress to CAD/CAM and automated
processes. Now, most of our restorations are
generated using some type of digital technology.
At the dawn of computer-aided design and
computer-aided manufacturing, many technicians became a little nervous. I remember
asking the question, “Will computers and
machines take our place in this industry?”
What we have seen happen throughout the
constant advancements in technology is that
see Digital Communication page 6
EDITORIAL
Call To Action!
T
he best thing you can do is the
right thing; the next best thing
you can do is the wrong thing; the
worst thing you can do is nothing.”
- Theodore Roosevelt
At the GAGD 2012 General Dentistry Symposium, President Brittany Thome, DMD,
talked about the inevitability of change and
encouraged us to increase our participation
and active involvement within our professional organizations. It is easy to sit back and assume someone else will get the job done, but
suppose we wake up one day to find that no
one did? By then it may be too late.
Dentists today enjoy far greater freedoms
regarding regulation and insurance than
many of our medical colleagues, and a debt
of gratitude is due to those who came before
us and made strides to protect our interests.
These freedoms can only be obtained through
efforts like those of the activists who recently
celebrated a huge victory over the passing of
By
Tina Heil,
DMD, FAGD
Editor
Upcoming Events
Macon Regional Meeting
May 4, 2012
Macon Marriott City Center • Macon, GA
Savannah Regional Meeting
September 7, 2012
Savannah Technical College
Savannah, GA
a bill to prevent licensure based on participation in insurance. As vital as such legislation is
in protecting our professional way of life, few
dentists in Georgia are even aware that the bill
has been passed.
We are fortunate that the AGD is dedicated
to promoting dentists’ concerns, but it is the
duty of the individuals it represents to bolster
its voice. Professionals like you who take an
active interest in defending our livelihood will
determine the future of dentistry.
Athens Regional Meeting
November 2-3, 2012
Athens Dental Implant Center
Athens, GA
Albany Regional Meeting
November 9, 2012
Darton College • Albany, GA
Atlanta TMD Dentist
Mark Allan Padolsky
DDS MAGD FAOS FACMS FICOI
Dr. Padolsky would be pleased to assist you in treating patients with
temporomandibular joint disorders. He enjoys the challenge of
helping these patients.
• Taught TMD courses for the University of Pittsburgh
and the University of Alabama
• Provides Phase I diagnostic and Phase II TMD services.
• Comfortable with a multi-disciplinary approach
• Dr. Padolsky is accepting TMD referrals
www.atlantatmjdentist.com
DrPadolsky@gmail.com
404.876.8123
GAGD EXPLORER • SPRING 2012 • 3
Mastertrack IV
Update
M
ost recently, the Mastertrack
IV class enjoyed a weekend
of hands-on experience in
orthodontics and pediatric
dentistry. Rick DePaul, DDS presented his
Powerprox – Six Month Braces program
including experience placing brackets
and arch wires. Greg Psaltis, DDS followed with a course entitled “Stainless
Steel Crowns are a Snap,” during which
the class practiced stainless steel crowns
and learned other valuable skills for pediatric dentistry.
Our Mastertrack program continues to
attract some of the best speakers available
on each topic, and the small class size
allows for personal interaction with the
presenters. The next Mastertrack Continuum is scheduled to begin in 2014. Contact the GAGD Executive Office if you are
interested in participating!
Above: The class practices placing brackets and
archwires with Dr. Rick DePaul.
Left: Dr. Greg Psaltis proves Stainless Steel
Crowns are a Snap.
Shwetha G. Silver, D.M.D. has acquired the practice of
Mitchell S. Lippman, D.D.S. - Marietta, Georgia
Reza Alemzadeh, D.D.S. has acquired the practice of
Richard F. Smith, D.M.D. - Fairmount, Georgia
Call 1-800-232-3826 or visit us
online at www.AFTCO.net for
a free practice appraisal, a
$2,500 value!
AFTCO is pleased to have represented
all parties in these transactions.
AFTCO is the oldest and largest dental practice transition
consulting firm in the United States. AFTCO assists dentists
with associateships, purchasing and selling of practices,
and retirement plans. We are there to serve you
through all stages of your career.
Helping dentists buy &
sell practices for over 40 years.
4 • GEORGIA ACADEMY OF GENERAL DENTISTRY
It’s Your Business to Know
A
By Robert A. Kerr, DDS
s we find ourselves enjoying the spring of 2012, now is a perfect
time to take a fresh look at your plans for the future through
the lens of a businessperson. Learning to view your practice as
a business during the springtime of your dental career is all the
more appropriate considering the upcoming GAGD Early Career Dentists’
Symposium. However, the same advice and wisdom applies to veterans of
dentistry who have many seasons of experience under their belts already.
Understandably, the mindset of a dentist is
rarely congruent to that of a businessperson.
Dentists are trained to be clinicians whose
primary concerns are related to the quality
of their practice. Someone with an MBA, on
the other hand, would not be likely to start a
business that required the owner to be present
during all hours of operation. Instead, their
focus would be on well-defined systems and
the potential for growth in anticipation of future sales and profit.
The first practice experience for a new dental graduate is typically an associateship, or
perhaps a stint in the military, both of which
are excellent options for the development of
confidence, efficiency, and communication
skills. One important key is finding a position
in which the host or corporation provides opportunities for you to develop your skills and
to put those skills into immediate and consistent practice. Thinking ahead, it is also essential to not assume that you will become a partner in the future unless the terms are specified
in your contract.
For many in our profession, the urge to
own a practice grows with experience, so it
is crucial that you make an effort to think like
a businessperson now and seek unbiased advice whenever possible. Your focus must be
on cash flow and profitability. You may want
to have the most beautiful office in town, but
your first priority needs to be the one component that will make you profitable: patients!
Lots of them, hopefully!
Patients can be easily obtained by purchasing a practice. While investigating existing practices for potential purchase, be
open-minded as you consider the size, location, and physical facilities. Remember that
an outdated facility can be modernized over
time and comfortably funded as you expand
your base of patients. Also keep in mind that
debts incurred by purchasing a practice are
“good debts” that are also solid investments in
You may want to have the
most beautiful office in town,
but your first priority needs
to be . . . patients!
your future. Banks are often willing to finance
practice acquisitions, even if you have student
loan debt, assuming that you can demonstrate
good financial sensibilities, minimal credit
card debt, and savings commensurate with
your income.
After purchasing a practice, don’t worry
about losing the former clientele. Where else
would they go when they already have relationships with the staff members and their
trusted dentist has hand-picked you to be his
or her successor? The acquisition of the right
existing practice could put you five to ten
years ahead of your peers who elect to start
from scratch, and your experience will most
likely be significantly less stressful.
As time goes by, you may have the good
fortune to make the best business transaction
possible: a merger purchase. By combining
the patient pools of two practices into a single
location you can save substantially on overhead, expect production increases, and open
the potential for a large jump in profitability.
Keep your eyes open for such opportunities.
Many dentists no longer feel motivated to
grow their business by the time they have
reached their fifties. Whether you choose to
admit it or not, autumn will eventually reach
your practice as well. By then it will be appropriate to consider a pre-sale in which you
cash out your equity, yet you continue to practice in the same office with the same patients
on a part-time basis. This holds a particular
advantage over those who wait to sell until
a later age, as you will still enjoy the benefit
of a growing equity for many more years to
come. Do not wait until it is too late to sell,
because the slippery slope of winter leads to
an unrelenting decline in practice value and
marketability.
There are also a number of other transition
possibilities to consider, such as equity-associateships, co-ownerships, and walk-away sales.
The intricacies of these transitions are best entrusted to professionals whose business it is
to seek out opportunities that cater to your
best interest. Furthermore, they will be able
to properly appraise practices, provide lender contacts, and protect your interests with
strong and comprehensive legal contracts.
Dr. Kerr is the Georgia consultant for Paragon Dental
Transitions and can be reached at rkerr@paragon.us.com
or 404-449-6081.
GAGD EXPLORER • SPRING 2012 • 5
Dental Hygiene and the
New Economy
R
By Jamie Livermore, RDH
ecently, I was asked to comment about my observations relative to
the new economy and its effect on dentistry. As a practice management consultant, I am “on the ground” in multiple dental practices
each week. I began to notice that many practices were suddenly
having difficulty keeping their hygiene schedules full and productive. While
the dentist’s schedule was trending towards recovery I found myself spending more and more time helping struggling hygiene departments. Months
of observation in dental practices, including conversations with patients, resulted in a 20-point “scorecard” that assists practices in planning for process
improvement in the hygiene department.
The future of the dental hygiene department is an exciting one. Our industry is at a
crossroads; new guidelines for the standard of
care include evaluating patients with a focus
on the link between their oral and systemic
health. Incorporating this discipline creates
tremendous opportunities for us to increase
our patients’ perceived value in the services
our practice provides.
The #1 Reason That Patients Cancel
Your patients’ perceived value is the main
reason they either attend or do not attend
their dental hygiene appointments according to your recommendations. Every single
system within your dental practice should
be intentionally designed to create value in
the eyes of your patients. This is not only the
role of the hygienist; it takes the entire team
to make this happen. From the first phone
call your team should convey a consistent
message based on a practice-wide philosophy of care.
Tip: One simple but powerful way to
create perceived value is to eliminate the
term teeth cleaning as patients clean their
Digital Communication
digital impressions and CAD/CAM is that it
eliminates a lot of the chemicals and plastics
used in traditional methods. Most clinicians
still use plastic trays coated with the chemical tray adhesive, loaded with a compound
of goo we call impression material and then
placed in a person’s mouth where the material chemically reacts and hardens. Digital
impressions eliminate this. No chemicals, no
goo, better for the patient and our planet.
Digital technology is not the future of dentistry; it is the present and is becoming more
commonplace in our workflow. The laboratories and clinicians that embrace this way of
doing dentistry will be glad they are experiencing the benefits first hand. It is practicealtering and can have a tremendously positive
effect on your bottom line. The lines of communication about difficult shades, technical
concerns, and questionable impressions have
opened to levels we have never seen before
and it will continue to improve as technology progresses. The lab technician can now
have a better understanding of the clinician’s
expectations. The dentist has the capability to
see what the technician is seeing, without being at the lab.
If the guy in dark rimmed glasses were in
front of me today, to ask me his question as
it related to embracing technology and the
many changes in dentistry, I would have to
reply “Yes, sir, I can hear you now.”
continued from page 2
this question becomes a proven misconception. By increasing the efficiency and accuracy of the fabrication process, our technicians
can now focus on more advanced tasks that
require a higher skill level. Digital technology
and automation has not eliminated our technicians, it has made them better.
The recent development of digital impression systems has received the attention of
many industry leaders. Our lab has partnered
with 3MESPE and their LAVA C.O.S digital
impression system. The results have been
quite impressive. One of our C.O.S. users
was asked the other day about the accuracy
of digital impressions. His response was remarkable. “I have seated hundreds of restorations with no fit issues and minimal occlusal
adjustments.” Dentists and laboratories utilizing these systems are giving the same reports
across the board. Some even report the nationwide rework percentage of 0.5%.
Another tremendous advantage of using
6 • GEORGIA ACADEMY OF GENERAL DENTISTRY
see New Economy page 8
Shane Treadaway began his
career as a dental technician
with Pittman Dental Laboratory more than 16 years ago.
After learning most areas of
the technical laboratory he
began working as technical
advisor to the dentist clients
of Pittman and shared the
duties of management and
quality control. Upon completion of various courses at
the Dawson Center, PTC, and other clinics in the region,
Shane was promoted to Vice President of Sales and
Marketing. His team is recognized as one of the most
advanced lab teams in the Southeast. Shane resides in
North Georgia with his wife, Missy, and their children Caleb and Lauren.
Potential Legal Risks
Associated with Groupon
W
By Stuart J. Overman, Esq.
ith the explosion of social media and online marketing, members of the dental community must be aware of the risks associated with the new strategy. While dental practices have
successfully utilized the services of Groupon to attract new
patients, it has surfaced a number of concerns, and the American Dental Association has recently published its opinion on the Groupon issue. Before a
dentist participates in a Groupon marketing campaign, they must be aware
of potential ramifications.
Fee-Splitting
A dentist utilizing Groupon to offer discounts
to new and current patients will split a portion of the revenue generated from the promotion. Many states have regulations that
prohibit fee splitting between a dentist and a
third party. A violation of the state regulations
could result in the dentist facing censure, reprimand, fines, suspension, and even license
revocation.
A violation of the state
regulations could result in
the dentist facing censure,
reprimand, fines, suspension,
and even license revocation.
Federal Anti-Kickback Statute
The federal anti-kickback statute, 42 U.S.C.
§ 1320a-7b(b), generally prohibits a dentist
from offering or paying remuneration to induce a person to refer a patient that may be
eligible for services under a federal health care
program, including Medicare or Medicaid. A
dentist violating federal law could be charged
with a felony and subject to fines, imprisonment, and exclusion from federal health care
programs.
pon’s discounts to patients. Many insurance
contracts state that the dentist must provide
the insurer with the best price the dentist
charges for a particular service (a “most favored nations” clause). Providing a discounted rate to Groupon customers may breach
the most favored nation provision in an insurance contract. As a result, the dentist may
be required to offer the same discount to the
insurer’s patients.
ADA Ethical Rules
According to the American Dental Association Principles of Ethics and Code of ProfesPM sional Conduct Section 4.E. Rebates and Split
Fees, dentists “shall not
accept or tender ‘rebates’ or ‘split fees.’”
PRACTICESALES
Most Favored Nations Clause
The terms of a dentist’s contract with third
party payors
[insurance carriers]
may pose
GA-DEC-2011.pdf
1
1/19/12
6:20
problems with the offer and award of Grou-
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Robert A. Kerr, D.D.S.
404.449.6081
rkerr@paragon.us.com
MERGERS
CO-OWNERSHIPS
ACQUISITIONS
RELOCATIONS
CONSULTING
VALUATIONS
PRESALES
ASSOCIATESHIPS
Call 866.898.1867 or visit PARAGON.US.COM to sign up for our free newsletter.
Approved PACE Program Provider
FAGD/MAGD Credit
Approval does not imply acceptance by a state or provincial board of dentistry or AGD endorsement
4/1/2009 to 3/31/2012
Georgia Dental
Board
The Georgia Board of
Dentistry Rule 1508-.02 provides that a
dentist “shall not give
rebates or split fees
with a referral source.”
If the Georgia Board of
Dentistry finds a dentist
in violation of this rule, the Board will find
the dentist guilty of unprofessional conduct
and is authorized to subject the dentist to
discipline under Board Rule 150-8-.01. In
addition, O.C.G.A. § 43-11-47 provides the
Georgia Board of Dentistry with the authority to revoke the license of a dentist licensed
by the board upon a finding that the licensee
has failed to demonstrate the qualifications or
standards for a license contained in the rules
and regulations issued by the board.
Before a dentist enters into or starts any
type of marketing or social media campaign
they should seek legal advice as to the application of state and federal laws, the most
favored nations clause, ADA Ethical rules,
and Dental Board rules. While the marketing of any dental practice is important, an illadvised marketing campaign could result in
a dentist losing his or her license and being
censured, reprimanded, fined, or suspended.
Stuart J. Oberman, Esq.
handles a wide range of legal
issues for the dental profession including practice sales,
real estate transactions, lease
agreements, non-compete
agreements and professional
corporations. For questions
or comments regarding
this article please call (770)
554-1400 or visit www.gadentalattorney.com
GAGD EXPLORER • SPRING 2012 • 7
Georgia Academy of General Dentistry
Executive Office
2711 Irvin Way, Suite 111
Decatur, GA 30030
(404) 299-7987
(404) 299-7029 fax
www.gagd.org
New Economy
continued from page 6
own teeth at home. Make sure your team
is using language that indicates a preventative and professional service.
The Importance of Strategic Vision
Developing a strategic vision for your practice
is a powerful tool that ensures your team is
on the same bus going in the same direction.
This should consist of a statement of your
philosophy of care along with a paragraph or
two explaining how you will deliver that care.
I encourage my clients to develop a separate
vision dedicated to the hygiene department.
This has proved to be a game changer in many
practices. In practices that do make an effort
to develop a vision, team members automatically take ownership of something they played
a part in creating.
Tip: Use your strategic vision during the
hiring process. Make sure potential employees read your practice treatment philosophy before they are hired. Ask them
if there is anything in the philosophy they
would have difficulty adopting.
Dentistry is a team event and developing a
The GAGD does not necessarily endorse opinions or statements contained in articles or editorials published in GAGD
Explorer. The publication of advertisements in GAGD Explorer does not indicate endorsement for products and services.
productive hygiene department that delivers
excellent treatment within the standard of care
is no exception. Patients’ perceived value and
strategic vision are great areas to begin.
Jamie Livermore, RDH is a Practice Coach & Consultant with
Symphony Dental. Symphony
Dental provides Practice Management, Marketing and Web
Design services to dental practices in Georgia and the Southeast U.S. Email Jamie at jamie@
symphonydental.com.