Ntd issue 8 2013 de highcomp 2

2014 CONVENTION ISSUENorth Texas

Dentistrya business and lifestyle magazine for north texas dentists

Balancing the CrossThe Legacy and Wisdomof My Father, Dr. David Hildebrand

Special FeatureFuji Dental Laboratory

Smiles in the SpotlightEdward P. Allen, DDS, PhDTreatment of Cervical Lesions

ProfilesHeartland DentalBank of America Practice SolutionsUS Oxygen SupplyNational Target Mailing

& DentistryPostcard.com

YOUR 1ST CHOICE WHEN KIDS REQUIRE

Hablamos Español

Flip over for Referral Walkthrough!

Many insurances includingMEDICAID & CHIP accepted

3055 West Bardin Rd. #400GRAND PRAIRIE, TEXAS 75052

2690 North Galloway Ave.MESQUITE, TEXAS 75150

We NEVER Recall Your Patient!

WWW.CHILDREN1STDENTAL.COM [email protected]

TWO CONVENIENT DFW LOCATIONS

CALL (855) 422-0224

MEDICAL PACU RECOVERY

www.northtexasdentistry.com | NORTH TEXAS DENTISTRY 3

4

16

North Texas

Dentistry

SWDC BOOTH LISTINGChart your course for the convention and don’t miss a thing

PROFILEUS Oxygen Supply - Your gas supplier is an important team member

PROFILEHeartland Dental - Rick Workman, DMD

BAYLOR COLLEGE OF DENTISTRYJust BreatheGuidelines for dentists who treat patients with sleep-disrupted breathing

PROFILEBank of America Practice Solutions - Tom Angeloni, Vice President

SMILES IN THE SPOTLIGHTEdward P. Allen DDS, PhD - Treatment of Cervical Lesions

SPECIAL FEATUREFuji Dental LaboratoryYour dental practice is only as good as your dental laboratory

COMMUNITY NEWSDental Health Arlington - It Takes A Dental Community

LEGAL MATTERSPractice Acquisitions - Are You Getting Ripped Off?

PRACTICE MARKETINGGoogle’s Latest Update - Big change for online marketing

HEALTHY LIVINGSweet Potato Hummus - Is hummus the new salsa?

PRACTICE TRANSITIONSelling Your Practice to a RelativeHow to make it work without becoming adversaries

PROFILENational Target Mailing & DentistryPostcards.comRobert Zimbro

19

22

8 ON THE COVER: Dr. Sloan Hildebrand reflects on the influence of his father on his life andthe lives of others.

24

7

26

30

ON THE COVER


34384042

44

AFTCO

AFTCO is the oldest and largest national dental transition network with over 150 programs customized

to meet your needs. AFTCO is truly the nation’s leader in dental practice sales, with 1.5 billion dollars of practices sold to date.

Children 1st Dental & Surgery Center provides dentaltreatment for children ages 2-8 under deep sedation or

general anesthesia in a state licensed Ambulatory SurgicalCenter. Currently C1DS has two locations in DFW and will be expand-ing to Houston in 2014.

Heartland Dental is one of the leading dental support organizations in the United States with more than 500

affiliated dental offices located within 26 states. Based inEffingham, IL, Heartland Dental supports over 700 affiliated dentistsand 5,000 team members by offering continuing professional educationand leadership training along with a variety of non-clinical administrativeservices including staffing, human relations, procurement, administra-tion, financial, marketing and information technology.

Structures and Interiors is a commercial generalcontractor specializing in dental office construction

offering design-build services including new buildingconstruction, interior finish out, office improvements andrenovations.

For more than 40 years, Pacific Continental Bank hasbeen providing individually tailored financing solutions to

dentists. At Pacific Continental, we strive to understand theneeds of dental practices with a personalized level of service thatis unique to each client. Our bankers strive to help dentalpractices and practice owners reach their financial goals byoperating efficiently and making the most of opportunities.

Fuji Dental Laboratory has been in business for more than25 years and continuously maintains a prestigiousreputation in crown and bridge ceramics. Our objective has

always been to be the best in the dental field, and to seek outdoctors with the same goals who appreciate the fine craftsman-ship that our team produces on a daily basis.

Burkhart Dental Supply has served dental professionalsfor 125 years. It provides supplies, equipment, office design,

equipment repair and maintenance, and software. Important toits associates are integrity, knowledge and client success.

BB&T is a full service bank providing Commercial Credit,Payment Solutions, Merchant Services, Insurance Services,

Credit Cards and Wealth Management. We invite you toexperience the difference that a true partnership with BB&T canmake today. Sharing knowledge, growing businesses.

Dental Directions, Inc. is a full-service dental placementagency with over 15 years experience fulfilling employment

needs for dental professionals. Whether you’re a dental officeseeking temporary or full-time help or an applicant searching forthe perfect job, our friendly professionals can help.

Bullseye Media is a McKinney, Texas based full-servicemarketing agency that provides turnkey programs fordentists and dental specialists who want to leverage the

internet to get high value dental patients.

Dental Auxiliary Service has been serving the Dallasdental community since 1979 and has been a leader in

employment placement for dental personnel. Dental AuxiliaryService is a full service staffing agency that takes responsibility forpaying temporary personnel, minimizing IRS and TWC unemploy-ment issues for its clients.

North Texas Dentistry Advertisers2014 Southwest Dental Conference Booth Listing

506

314

325

331

410

507

515

535

BOO

TH

BOO

TH

BOO

TH

BOO

TH

BOO

TH

BOO

TH

BOO

TH

BOO

TH 727BOO

TH

NORTH TEXAS DENTISTRY | www.northtexasdentistry.com4

DENTAL LABORATORY

806BOO

TH

809

BOO

TH

RT Edwards & Associates, P.C. is primarily anadvisory firm that also provides tax and accounting

services to those in the dental industry. In addition, the firmoffers comprehensive, individually tailored, fee-only financialplanning, retirement guidance and investment services.

Midco Dental is a family owned company with branchesin Irving and San Antonio, Texas and Oklahoma City,

Oklahoma. We offer merchandise, service, equipment and office drawing.

Med+Tech Construction is a general contractorwhich specializes in design, construction and renovation

of dental offices across Alabama, Georgia, Florida,Louisiana, Oklahoma, Tennessee, Texas and Washington.

ESA Construction has been designing and buildingdream offices in the Dallas Metroplex area and serving

the dental industry since 1994. “Your Partner for the Future”

McGregor and Oblad, PLLC is a Dallas-based law firmspecializing in dental law. Their attorneys assist the

dental industry with entity formations, leases, practicetransitions, employment matters, and name trademarks.

LegacyTexas Bank is an independent family-owned bankthat has served North Texas for 50 years. Hundreds of

dentists and physicians trust our team of specialty bankers tomeet their professional and personal financial needs.

struction

US Oxygen Supply provides medical gases and gasmanagement for dental offices, as well as hospitals and

surgery centers. They strive to help their clients control costs by eliminating waste.

Higginbotham is the second largest independent insurancefirm in Texas with statewide offices offering a single source

solution for insurance, risk management and employee benefitservices. Higginbotham is endorsed by TDA Perks.

Bank of America Practice Solutions provides extensiveexpertise, helpful loan solutions and the attention to detail

their clients deserve when seeking competitive financing rates.

At National Target Mailing / DentistryPostcards.com, we create marketing solutions designed to meet the specific

needs of dentists and have created and executed effective,customized marketing strategies and materials for hundreds ofdental practices all over the country.

933

1109

1117

1133

1303

1311

BOO

TH

BOO

TH

BOO

TH

BOO

TH

BOO

TH

BOO

TH

1323BOO

TH

1023BOO

TH

1226BOO

TH

1125

BOO

TH

COME VISIT US AT

North Texas

Dentistry


918BOO

TH


As 2014 begins, North Texas Dentistryis once again excited to present theConvention Issue for the Southwest DentalConference. We look forward to continuingto bring our readers the latest news andinformation of interest to the North Texasdental community. I hope to see many ofyou at the Southwest Dental Conference,January 30 - February 1, at the Kay BaileyHutchinson Convention Center. NorthTexas Dentistry will be in booth #1125.Please stop by to say hello and tell us aboutyour practice or business.

During the coming year we plan to con-tinue expanding our cover features to spot-light both dental industry businesses andleading dental professionals. A cover feature can promote your business,increase referrals to specialty practices,highlight cutting-edge technology and cre-ate high quality marketing materials. Let’sdiscuss the possibilities for your businessor dental practice!

For this issue’s cover story North TexasDentistry offers a tribute to Dr. DavidHildebrand through the eyes of his son, Dr. Sloan Hildebrand. David Hildebrand’slife philosophy shaped the values and atti-tudes of his family, the kids he coached,and the dentists he mentored. You don’twant to miss this heartfelt salute to a wonderful man.

This Convention Issue is packed full! FujiDental Laboratory is spotlighted in aSpecial Feature. Owner Kip Estepstresses the importance of a good modelroom in producing quality restorations anda key step to reduce chair-time andremakes. Kip’s dad, Dr. Earl Estep, offershis ‘pearls of wisdom’ on dental practicemanagement. Custom Profiles highlightHeartland Dental, Bank of America PracticeSolutions, US Oxygen Supply and NationalTarget Mailing and DentistryPostcard.com.

Enjoy these features and much more!

Smiles in the Spotlight features a caseby periodontist Dr. Edward P. Allen on theproper treatment of cervical lesions.

Don’t miss the Southwest DentalConference Special Booth Listing (pgs. 4 and 5) for the North Texas Dentistryadvertisers who are exhibiting at the con-ference. Plan to stop by their booths to seethe products and services they offer and letthem know you appreciate their support ofthis publication.

Keep smiling and I look forward to see-ing you at the 2014 Southwest DentalConference!

LuLu Stavinoha, RDHPublisher

from the publisher

Although every effort is made to ensure the accuracy of editorial material published in North TexasDentistry, articles may contain statements, opinions,and other information subject to interpretation. Accordingly, the publisher, editors and authors and theirrespective employees are not responsible or liable forinaccurate or misleading data, opinion or other informa-tion in material supplied by contributing authors. Copyright 2013. All rights reserved. Reproduction inpart or in whole without written permission is prohibited.

Advertise in North Texas DentistryFor more information on advertising in North Texas Dentistry, call LuLu Stavinoha at (214) 629-7110 oremail [email protected]. Send written correspondence to: North Texas Dentistry P.O. Box 12623 Dallas, TX 75225

North Texas

Dentistry

Ray BryantPHOTOGRAPHY

Tina CaullerWRITING / DESIGN

Publisher | LuLu StavinohaPhotographer | Ray Bryant, Bryant StudiosContributing Writers | Dr. Edward P. Allen, Tina Cauller, Kimberly Clarke, Jennifer Eure Fuentes, Dr. Richard V. Lyschik, Joseph McGregor, Jill Talman,Kathy Duran-Thal

Remember to “Like” us on Facebook at: http://www.facebook.com/NorthTexasDentistry

Happy New Year to All!


US Oxygen Supply provides medical gases and gas managementfor dental offices, as well as hospitals and surgery centers. USOxygen Supply has become a leading choice for dentists whoknow the benefits of a higher level of service and professional-ism. Co-owners Jeff Palmer and Matthew Rodriquez foundedUS Oxygen Supply in 2011. Together, the executive team hasmore than 50 years of experience in the field, and their expertiseis a distinct benefit for their dental clients.

My gas supplier changes our tanks everyweek on his route. Do you?

Better yet – we’ll save you money! In most cases, dental practices use twotanks of oxygen for every tank of nitrous oxide. This makes the common prac-tice of “routing” dental clients and routinely replacing tanks every week highlyinefficient and wasteful. When technicians are incentivized to route dental

practices, they typically remove tanks before they are empty, resulting in enor-mous waste and unnecessary cost to the customer. US Oxygen Supply pro-vides dental clients with two tanks, and instructs clients to call for areplacement tank when they switch to the reserve tank for efficient, continuousservice. This ensures that 100% of the product is used before the tank isreplaced. A friendly, courteous team member is dispatched the same day ornext morning to install the replacement tank. Customers are provided withcontact information to call the US Oxygen Supply team directly anytime, dayor night, so convenient, uninterrupted service is ensured at all times.

How is your delivery service any differentfrom all the rest?

We offer courteous, professional service. We work hard to minimize incon-venience to you, your patients and your staff. Rather than sending any driverwho is available, your dental staff will appreciate seeing the familiar face of atechnician they recognize and trust. And, while large suppliers often rely onmassive 18-wheelers to deliver their product, the US Oxygen delivery fleetincludes both large and small trucks, so maneuvering through a small parkinglot is never a hazard or an inconvenience for patients.

Our service already gives us a greatdiscount. How is your pricing any betterthan the others?

We offer straightforward pricing. While all suppliers charge a delivery fee,many gas suppliers offer “discount” pricing, then tack on an administrative fee,a distribution fee, a fuel surcharge, and product surcharges (to offset anyfluctuation in their product cost) with a complicated pricing structure that rivalsthe jibberish on your utility bill. The touted “discount” price of a tank of oxygencan quickly climb to as much as $100. US Oxygen Supply helps dental clientscontrol costs by eliminating waste, but it also offers significant cost savings inits straightforward, no-mystery pricing structure. Outside of the standard deliverycharge, all services are included and there are no add-on fees.

Wouldn’t it be a hassle to switch our gassupply service?

Switching to US Oxygen Supply is simple and fast. For new dental clients,it costs nothing to switch providers and there is no first time set-up cost.Switching is a simple process that takes about 15 minutes.

Do you serve my area?

We serve dental practices around North Texas. US Oxygen Supply servesdental practices all over the Metroplex and all across North Texas, west asfar as Stephenville, east to Terrell, as far north as Denton and south toCorsicana.

We’ve used our gas supply company foryears. Why change?

We’re looking out for you. US Oxygen Supply clients feel confident thattheir gas supplier is a trusted, professional member of their team who ishelping to serve their practice and protect the bottom line. “Our customersrely on us to provide personal, individualized service with the highestintegrity,” notes Matthew Rodriquez. “We take pride in living up to thatexpectation and exceeding it every day we are on the job.”

For more information on US Oxygen Supply, call (214) 930-6236, send anemail to: [email protected], or visit www.usoxygensupply.com.

US Oxygen Supply helps dental clients controlcosts by eliminating waste, but it also offerssignificant cost savings in its straightforward, no-mystery pricing structure.

PuttingUS Oxygen on Your TeamBrings service and transparency to a dental practice staple

profile

cover feature

F or all of us, turning the calendar to a new year is typicallya time for personal reflection, self-assessment, andrenewed resolve to effect the changes we wish for in our

lives. We may set goals to be more forgiving to others or our-selves, reconnect with a friend or loved one, or to finally set outon the adventure that we have always dreamed about. But themost sought-after goals – to live a content life and to leave theworld a better place by our existence – are sometimes too muchfor a simple New Year’s resolution. That takes real wisdom,which can be harder to come by.

Dr. David Hildebrand, who practiced dentistry in the Dallas areafor over 32 years, lived a rich and contented life. For his four chil-dren, wife and the many others whose lives he touched, he mod-

eled a way of living that was the foundation of his own content-ment and fulfillment, and taught his most important lessons byexample. When his health began to decline, his son, Dr. SloanHildebrand, stepped in to take over his elite dental practice.Sloan had already witnessed his dad’s remarkable example everyday of his life. Now, he also saw evidence of his father’s wealth ofprofessional knowledge and commitment to exceptional den-tistry firsthand.

“As a restorative dentist, my Dad was a genuine master of hiscraft,” Sloan notes. “He placed a high priority on balancing occlu-sion and creating esthetically functional restorations that main-tained the natural contours of the tooth. As a result, hisrestorations have incredible longevity – many of them restored

Photos by Ray Bryant, Bryant Studios

Drs. David and Sloan Hildebrand spending quality time together at the North Forty


by Tina Cauller


20 or 30 years ago and still with seamlessmargins.”

“I feel blessed to have taken over for mydad in the family oriented boutiqueprosthodontic practice,” notes Sloan.“Although his retirement was bittersweetand I knew that filling his shoes would bea Himalayan task, I had just finished mymaster’s specialty in prosthodontics andit was certainly a special practice to stepinto. He had established an elite practicemodel and had intentionally built up hispractice over a lifetime. He had accumu-lated a base of dedicated superb patients,a wonderful loving staff, and handpickedprofessional relationships with interdisci - plinary doctors. I was fortunate to havehis direct mentorship for nearly two yearswhile he was phasing out of active prac-tice, so I could step onto the platform hecreated without missing a foothold andthe transition was seamless as well. Hiscommitment to high quality, ethics-baseddentistry was obvious from my first visitswith some of his long-time patients.”

Sloan knew that his father had amassed awealth of knowledge over his distin-guished career, and felt it imperative toabsorb and preserve as much of it as pos-sible. “Sitting in the chair at my dad’sdesk, I was surrounded by a lifetime ofnotes, contacts, personal letters and pro-fessional presentations. I realized howimportant it was for me to tap into hisknowledge, and I began talking with peo-

ple who had mentored him and whom hementored. A few close family friends andcolleagues of my dad actually reached outto me during this process of taking overhis practice and went to lengths to share

with me the philosophy that my dad livedby professionally. Among many were Drs.Pete Dawson, Dewitt Wilkerson and Mac

McDonald who welcomed my brothersand I into the profession with open arms.Each one of them have been generousenough to personally seek me out and sitdown with me to share anecdotes about

my dad and add to what I already knewabout his character, way of life and howthey were impacted by the bar he set,


Photo by Ray Bryant, Bryant Studios

“My father’s activities were a testament to his character – his life reflected his mission to help others better themselves.”

Photo courtesy of Sloan Hildebrand, DDS Like father, like son – Drs. David and Sloan Hildebrand sitting at their family dental desk seeking to serve.


which is a high bar. It wasn’t long beforeI realized that it would be fitting for me tocarry the same torch and to share his phi-losophy of always striving to lead a con-tent life with others.”

But, while Dr. David Hildebrand was awidely-renowned dentist, Sloan had amuch broader shared experience with hisfather than just dentistry. “In addition tobeing a dentist, he was an active anddevoted father, husband, and coach to mymom, brothers, sister and me. He wasvery involved in our lives and sports activ-ities during high school, and then whenmy brothers and I were at BaylorUniversity, he still traveled to Waco tocoach us in collegiate soccer in betweenthe days he spent practicing in Dallas. Hehad a way of influencing and nudging usand our teammates through the avenue ofsports, using maxims like ‘no compromisein character, attitude and spirit’. Heimparted his wisdom constantly and qui-etly, and guided us by example, specifi-cally in team building with lessons thatextended beyond the playing field to otherfacets of our lives.”

In addition to practicing, parenting, andcoaching, Dr. Hildebrand served with apassion. He volunteered at schools andyouth camps, gave numerous dental pre-sentations and lectures locally and inter-nationally, was a dedicated member of hischurch, and was passionate about caringfor others and helping the seemingly less

fortunate. On many a Christmas Eve, Dr. David Hildebrand and the familyserved in the local soup kitchen at UnionGospel Mission in Dallas. Yearly, he voy-aged overseas to developing countries toprovide desperately needed dental care toothers.


David and Carol, kindred souls for over 47 years alongside Sloan and Elizabeth. "We feel blessed to have parents who intentionally set a living example of a Godly, loving marriage."

Cheryl, Lisa and Martha are treasured members of Dr. Sloan Hildebrand’s dental family.

Dr. Sloan Hildebrand has followed in hisfather’s footsteps on the mission field andhas taken even larger leaps abroad. Sloanhas literally circled the globe as well aslived extensively with native locals overthe past decade in remote villagesthroughout Haiti, Brazil, Africa,Romania, India, Nepal, Southeast Asia,Micronesia and on islands scattering theSouth Pacific seeking out those that aregeographically isolated or financially con-strained and in need of dental care.

“My father’s activities were a testament tohis character,” notes Sloan. “His lifereflected his mission to help others betterthemselves. He was always seeking toserve but never self-serving, and he puthis beliefs about service into action locallyand around the earth.”

As busy as he was, Dr. Hildebrand under-stood the value of balance and demon-strated it in his daily life. Dr. Hildebrandwas one of the first leaders and teachersat the Pankey Dental Institute in Floridaand served on faculty there for almost 30years. He spoke frequently about the cru-cial importance of maintaining balance inlife. He talked about “balancing thecross”, focusing equally on work, play,love, and worship, with contentment atthe center.

Dr. Hildebrand treasured the people inhis life and made them feel valued. Hetreated his staff exceptionally well, as heconsidered them family, and theyrewarded him with loyalty and longevity.Dr. David Hildebrand graduated from

Baylor College of Dentistry in 1969, thencompleted a dental surgical internship atMichael Reese Medical Center in Chicago.He became a dental associate with Dr. John Anderson of Glenview, Illinois.When he and his bride, whom he lovedwell for over 47 years, moved the growingfamily from Chicago to The North Fortyin Dallas in 1974, his staff followed him.Goldy, originally from Sweden, continuedto work for him for another 21 years aftershe moved to Texas with his family,before retiring and returning to her familyin Sweden.

Now that the practice is in the hands of his son Sloan, the strength of Dr. Hildebrand’s friendships and profes-sional relationships is even more appar-ent. Over the years, many distinguisheddentists and their spouses entrusted theircare to Dr. Hildebrand and have chosento continue with the practice with Sloanat the helm. “We haven’t lost one patientor referring doctor,” Sloan points out.“It’s impressive to see the deep feelings of



Balanced cross in the woods at the North Forty given to the family by loving, lifelongfriends in honor of Dr. David Hildebrand – Work, Play, Love, Worship ~Contentment~

Baylor soccer team with coach David Hildebrand at the helm. Siblings Brody, Sloan, Jed andKatherine were all coached by their dad as kids, through college and beyond ~No Compromise~

Photo courtesy of Sloan Hildebrand, DDS

confidence and loyalty that have resulted from my father’sapproach to dentistry. I truly consider our patients and team partof our extended dental family.”

David Hildebrand went to heaven on November 8, 2013. Thereis no question that he led a rich, full and balanced life and left theworld a better place for having done so. Sloan Hildebrand stillfinds it remarkable how many lives were touched by his dad. “Atthe service to celebrate my dad’s life, I asked that anyone whohad been coached by, coached with or had been forever impactedby playing sports with my dad to stand, and nearly a third of thesanctuary rose to their feet. He had such a positive impact inevery arena he entered and guided so many lives in the rightdirection, including mine.” He adds, “I was blessed to have myfather as a parent, coach, mentor and as a friend, and I want tohonor him and the influence he had on my life every day.”

Sloan W. Hildebrand, DDS, MS“Our doors are always open to serve new patients.” (972) 931-0681 www.drsloanhildebrand.com16910 Dallas Parkway, Suite 210 Dallas, TX 75248


Serving those in need, a family tradition. Drs. David, Sloan, and KimHildebrand, along with ElizabethHildebrand loving others around theworld through dental missions~Pure Joy~

Photos courtesy of Sloan Hildebrand, DDS

creating compelling professional images thatspeak for your practice

817.966.2631www.Bryant [email protected]

PHOTOGRAPHY WITH A

FOCUSON DENTISTRY

Building the office you’ve

“ Structures and Interiors helped us bring to lifethe exact look and design we had desired. They gaveus quality workmanship, and have been available toanswer any questions we have had along the way. Ibelieve their honesty, attention to detail and exten-sive knowledge of the building industry are charac-teristics that would make them a great choice foranyone doing a building project of any kind!”

– Deji V. Fashemo, DDS, MPHFourth Dimension Orthodontics

& Craniofacial Orthodontics

This warm and welcoming space

is comfortable, upscale and

contemporary. We worked with

the client to create an elegant

space with unique and interest-

ing design elements, all the

while sticking to an established

budget. The crown jewel of the

lobby is a simulated “fire and

ice” fireplace utilizing LEDs

embedded in crushed glass.

In this graceful lobby, we

worked with Enviromed Design

and ACRES Development to

ensure that even the smallest

specifics on the plans were

completed with the utmost

attention to detail. The suite

features stained cherry doors,

a handsome wood paneled

front desk, layered ceilings and

materials selected and installed

for lasting quality.

Structures & Interiors proudly specializesin helping Healthcare Professionals like youto design and build your dream office. Withover 19 years of experience, we can help youbuild the office you’ve always imagined! Callus today at (817) 329-4241.

always

This lobby makes the most of

transitional-style architecture

with clean lines and graceful

curves. The traditional elements

such as a coffered ceiling and

oil-rubbed lighting fixtures are

combined with sleek interior

finishes and comfortable

furnishings to create a fresh

and up-to-date look that’s sure

to stand the test of time.

We transformed the traditional

operatory corridor by introducing

a softly undulating and backlit ar-

chitectural cloud. Each twelve o’-

clock wall is thickened and

rounded, allowing deep, granite-

adorned art niches. Custom hand

wash stations feature matching

granite counter tops, ceiling-

height glass tile, and art glass

bowls.

Imagined

The ORIGINAL dental design builder

“ I’ve always wanted to have my own dental officethat I can be proud of and where I can practice dentistry. Structures and Interiors helped meachieve this goal beyond what I could imagine.Their professionalism and patience with theirclients is what I feel sets them above anyone else. I felt cared for and very prepared each step of theway. I feel confident in recommending Structuresand Interiors to anyone who is interested in building their dream office.”

– Doan Bui, DDS

Family Tree Dentistry

Tell me a little bit about how HeartlandDental got started. What were some of the challenges?

RW: I founded Heartland Dental in 1997. After graduatingfrom the Southern Illinois University School of Dental Medicinein 1980 and starting my own office, I set out to create a world-class dental support organization that would relieve the man-agement burdens for their affiliated dentists by offering an arrayof non-clinical administrative support such as human resources,accounting, supply and equipment procurement, marketing andcustomer support.

Spending 50 hours a week at the dental chair and spending 25-30hours on the business side of dentistry, I experienced first-handthe issues with balancing both. Realizing other dentists werefacing the same thing, I developed a solution – a system of sup-port that would become the reason for Heartland Dental’s exis-tence. This solution provided accumulated knowledge andsupport that most solo dentists don’t have access to. This alsoprovides the opportunity for newer dentists to be exposed toeducation and the experiences of others earlier in their careers,instead of years down the road.

What are some of the programs affiliateoffices have access to?

RW: Heartland Dental offers continuing education that’samong the best in the nation, and is one of the main reasonsdoctors affiliate with us. Courses affiliated doctors and teammembers have access to include Doctor Leadership, DoctorDental University, Partnering for Excellence, Bell Leadershipand more. These courses are offered across the nation, as wellas right here at the Heartland Dental Home Office in TheInstitute at Heartland Dental. The Institute features top clini-cians and speakers from around the country, both affiliated doc-tors and other speakers. In addition, affiliated doctors and teammembers have access to a network of successful, tenured dentalprofessionals and preferred vendor relationships that save themmoney on supplies.

What are some examples of ways the affili-ated offices benefit from these programs?

RW: We provide affiliated offices with the necessary tools toadvance their skills – both clinical and leadership. Tools theywould not receive anywhere else. Affiliated doctors and teammembers learn successful practice management techniques andhow to become a leader (balancing clinical skills and effective

Heartland DentalRick Workman, DMD

&AQRick Workman, DMDFounder and CEO, Heartland Dental

profile



communication to motivate and inspire their teams). Also, thementorship and networking opportunities are invaluable, espe-cially for less-experienced doctors. Having a seasoned mentorwho has grown familiar with the business of dentistry and optimal patient care can be very helpful to a young dental professional.

Why has Heartland Dental’s model resonated with dentists?

RW: Our support helps dentists be dentists. They didn’t grad-uate from dental school to be accountants, marketing gurus orHR specialists. Our support helps them focus on patient care,develop as clinicians and develop as leaders. Heartland Dental’svision isn’t restricted to one type of doctor either. We have effec-tive solutions for doctors of all career levels from all walks oflife. For new doctors, we offer the chance to start their careersout on the right foot, providing excellent growth opportunities.For doctors looking for work-life balance, we offer the supportto help them achieve that. For doctors looking for the right exitstrategy, we offer the means for them to control their career ontheir terms.

What are some ways Heartland Dentalworks within the local communities?

RW: Continually, affiliated offices donate their time and effortsboth locally and outside their communities. Each year, manyaffiliated offices hold Free Dentistry Day events in their com-munities, providing free dental services to those in need. In2012, more than 3,500 patients were helped and more than $1.3million worth of dentistry was donated. So far in 2013, affiliatedoffices are on pace to help over 4,000 patients and donate over$2 million worth of dentistry. In addition, many affiliated doc-tors and teams participate in dental mission trips throughoutthe world, helping the less fortunate in countries such asColumbia, Haiti, Honduras and more.

Why has Heartland Dental been able to seegrowth in a challenging economy?

RW: Dentistry is still valued in our population and will alwaysbe valued. Dental disease doesn’t cure itself, so lifetime, preven-tative care will always be important and helps save peoplemoney in the long run. Heartland Dental has been built arounda strong business model providing us the ability to grow. Theeconomic problems we’ve seen have established a new reality –many dentists are unable to sell or share their offices with asso-ciate dentists, and young dentists with $100,000 worth of stu-dent loans can’t finance a new office or startup on their own.This has led to a doubling of the number of quality dentists

searching for employment with affiliated offices. The impor-tance of this is obvious and cannot be overstated.

Are there any marketing, staffing, healthrecords or other initiatives you are develop-ing or implementing you’d like to share?

RW: The success, achievement and advancement of HeartlandDental start with the right people. We invest in people with pas-sion, people willing to go the extra mile, people who never settlefor second best. With the right people, we’re able to keep upwith our continual growth, both at our Home Office and in ouraffiliated offices.

What are Heartland Dental’s goals for thenear future and next five years?

RW: We will continue to work toward our mission of becomingthe leader in dentistry. Over the next five years, we will continuesupporting the opening of new startup offices and affiliate withnew existing offices.

ABOUT HEARTLAND DENTAL

Heartland Dental is one of the leading dental support organi-

zations in the United States with more than 500 affiliated dental

offices located within 26 states. Based in Effingham, Illinois,

Heartland Dental supports over 700 affiliated dentists and 5,000

team members by offering continuing professional education

and leadership training along with a variety of non-clinical

administrative services including staffing, human relations, pro-

curement, administration, financial, marketing and information

technology. For more information, visit www.Heartland.com.

Follow Heartland Dental on Facebook, Twitter and LinkedIn.

CONTACT INFORMATION

For Affiliation Opportunities:

(877) 490-3489

For Dentist and Team Member Career Opportunities:

(866) 281-6515

www.Heartland.com


E verything changed for Jean Graber in1952. She was just a first grader, andlife was about climbing black walnut

trees in her backyard, playing in barn hayloftsand hanging from the monkey bars on theschool playground.

Then polio hit.

For the next three months, home became thehospital, and those first six weeks all of herbreathing was done for her in an iron lung —a metal tank that went up to her neck. Airpressure changes guided her chest wall upand down, creating the inhalation and exha-lation needed to keep her alive. Graber’smother kept vigil while her father made thethree-hour drive back and forth to the hospi-tal in Hutchinson, Kansas, each weekend. A survivor of bulbospinal polio, Graber lostcomplete use of her left arm and partial useof her right. But she learned to drive usingjust her legs, went to college and became a teacher.

Graber wasn’t expecting what happened next.In 1980 came the second diagnosis. She hadpost-polio syndrome, and by 1983 she needednighttime ventilation.

“A lot of people who had bulbospinal polio —which damages nerve centers that controlswallowing and talking — died before theycould figure that out,” says Graber, whosejourney to breathe during sleep began with anairtight nylon “poncho wrap” with a sweepermotor and has evolved to breathing masksconnected to ventilators.

These days she sees TAMBCD alum Dr. KeithThornton, who owns SleepWell Solutions, aDallas dental practice dedicated entirely tosleep-related breathing disorders.

Once every few years, Graber and her hus-

band make the seven-hour drive from theirfarm near Pretty Prairie, Kansas, to haveThornton make her a new custom sleepmask.

At such visits Thornton and Graber meet atUT Southwestern Medical Center at Dallas,where Graber climbs into an iron lung. Sinceshe can’t breathe on her own when lyingdown, the device is necessary while Thorntonmakes a mold of the area extending fromGraber’s chin and cheeks to above her nose.

She stays in the metroplex several days whilethe clear acrylic mask is created. Thorntonattaches the mask to a monoblock appliancethat uses the teeth to hold the mask in a fixedposition. The mask is then attached to a vol-ume ventilator. A sleep study is performed tomake sure the mask doesn’t leak.

“I can just slip it in my mouth, and I’m readyto go,” says Graber of the strapless mask. “I

love that freedom. The mask gives me inde-pendence, and that’s primary for me.”

Thornton’s ability to help — and that of manydentists who treat patients with sleep-disor-dered breathing — may hinge on the outcomeof a Texas State Board of Dental Examinersopen session that took place on November 8in Austin.

In April 2012, an Austin-based sleep dentistbegan a correspondence with the state board.He wanted clarification on what a dentist canand can’t do in terms of treating sleep-relatedbreathing disorders. Currently, dentists arepermitted to independently diagnose andtreat nighttime breathing problems such assnoring and upper airway resistance syn-drome, but treatment and fabrication of oralappliances for obstructive sleep apnea —when the airway repeatedly collapses duringsleep — can only be done in collaborationwith a physician’s diagnosis and orders.

Just Breathe by Jennifer Eure Fuentes

After a rollercoaster year of hearings and proposed rulings, Texas A&MUniversity Baylor College of Dentistry alumni with sleep-based dentalpractices may finally get the resolution they desire. Some worry the fightto help their patients breathe is far from over.

The inquiry set off a firestorm. It didn’t takelong for the TSBDE to consult the AmericanAcademy of Dental Sleep Medicine and theAmerican Association of Sleep Medicinefor their constituents’ opinions. In the 18months since, a rollercoaster of hearingsand proposed rulings has ensued, and attimes throughout this dialogue, the right ofdentists to independently treat and sleep-disordered breathing has hung in the bal-ance. At the core of the issue is a dentist’sright to order a sleep study or diagnostichome sleep test in order to rule outobstructive sleep apnea. Such studies areinterpreted by a licensed Texas physician,and until recently, ordering these tests forpatients was something dentists could dowithout question.

According to an April AASM member e-newsletter, the academy’s official stance isthat dentists should not be able to ordereither test. This would mean that even forissues unrelated to obstructive sleep apnea,such as snoring, dentists would need to referpatients to physicians before providing treat-ment.

“If you just say you’re snoring, and you tellyour patients to go to a sleep physician beforeyou will help them, they will likely not go,”says TAMBCD alum Dr. David McCarley,president-elect of the Texas DentalAssociation. “That would shut down a lot ofpatients.”

Perhaps no one is more passionate about thisissue than Thornton who, in addition to cre-ating custom sleep masks for patients, has apatented oral appliance known as theThornton Adjustable Positioner. Thornton

describes this “TAP” device as a tent pole thatworks by propping the mouth open, prevent-ing the tongue and soft tissue of the throatfrom collapsing into the airway. It’s becomea popular alternative to continuous positiveairway pressure — or CPAP — machines,which keep the airway open during sleepthrough increasing air pressure in the throat.

“My device has been FDA-approved for anyphysician or dentist to purchase and fit,”Thornton says. While he isn’t pushing to treatobstructive sleep apnea patients independ-ently of physicians, Thornton’s concern isthat if dentists must refer patients to a physi-cian before using his oral appliance for anybreathing problem, dentists could be cut outof the process entirely.

“Treating sleep-disordered breathing with adental device to position the jaw is a dentalproblem with a dental solution,” saysThornton, who, along with several TAMBCDalumni, formed the nonprofit Clinicians forHealthful Sleep to advocate their viewpointto the state dental board. “That is why I havefought so hard for dentists to do it.”

McCarley adds that some appliances cancause temporomandibular joint problems ifincorrectly made or adjusted.

“The sleep physicians really are not trained todiagnose occlusal problems,” says McCarley.“Sometimes these occlusal problems will leadyou to a better diagnosis of what patients aredoing in their sleep.

“You need both sides. Our intent at the TDAis to work with physicians on something. Wedon’t want to set up these barriers.”

Dentists won’t have to wait long. According

to a Sept. 13 proposal issued from the TSBDE,dentists would still be able to order sleepstudies as a screening tool for sleep disordersas well as diagnose and treat any dentalcomorbidity related to snoring and upper air-way resistance syndrome. Diagnosis andtreatment of obstructive sleep apnea wouldcontinue to require collaboration with alicensed Texas physician.

If the meeting concludes without the opposi-tion that occurred at an August open session,those recommendations could become theofficial state rule.

If not, and dentists are eventually deprived oftheir right to independently diagnose andtreat non-sleep apnea breathing disorders, itcould create a domino effect nationwide, saysneurologist Dr. Richard Dasheiff, a formerdirector of the Sleep Medicine Program at theDallas VA Medical Center.

“If Texas goes through with this, all the otherstates could follow suit,” says Dasheiff, whois a member of the AASM but has supportedthe cause of dentists throughout this debateand even testified on behalf of Clinicians forHealthful Sleep.

During Dasheiff’s time at the VA, his teamrelied on a variety of treatment options, rang-ing from the use of CPAP machines and oralappliances to prescription medications and —in severe cases of sleep-disordered breath-ing — surgical intervention through tra-cheostomies.

“We always tried to educate patients on whattheir options were,” says Dasheiff. “Havingthis restricted would ultimately reduce thenumber of patients who get adequate care.”

Founded in 1905, Texas A&M University Baylor Collegeof Dentistry in Dallas is a college of the Texas A&MHealth Science Center. TAMBCD is a nationally recog-nized center for oral health sciences education,research, specialized patient care and continuing dentaleducation.

Jennifer Eure Fuentes is a communications specialistat Texas A&M Health Science Center Baylor College ofDentistry. A 2006 graduate of Texas Christian University,she has worked in the communications and editorialfield for five years.


www.AFTCO.net

Gordon C. Damon, Jr., D.D.S. (UT Houston 2011)

has acquired the practice of

Jay W. Baxley, D.D.S. &(Baylor College of Dentistry 1986)

Chad C. Perry, D.D.S.(Baylor College of Dentistry 2002)

Fort Worth, Texas

Preston C. Carter, D.D.S.(University of Tennessee 2011)


Terry V. Braswell, D.D.S.(Baylor College of Dentistry 1974)

Texarkana, Texas

Jay H. Oakey, D.D.S.(University of Oklahoma 2011)


Rick E. Cofer, Jr., D.D.S.(Baylor College of Dentistry 1990)

Whitney, Texas

AFTCO is pleased to have represented

all parties in these transitions.

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.

Call 1-800-232-3826 today for a free practice appraisal, a $5,000 value!

Come visit us at the Southwest Dental

Conference in Booth #314

Q: What is the most importantadvice you can offer dentists?

TA: For the seasoned dentist, it is criticalto keep in mind that profitability is moreimportant than production. Although theallure of becoming a multiple practiceowner is tempting, personal liquidityshould be achieved before expansion.

New dentists have different challengesto overcome. They should first surroundthemselves with specialists in the indus-try who can offer expert advice based onexperience. When choosing betweenfinancing options, cash flow is “king”.New practice owners need to focus asmuch on term and repayment structureas they do on interest rate.

Q: What is the most commonfinancial mistake dentists make?

TA: The under-prioritization of a wellthought out savings/pension plan, from dayone, is becoming a common occurrencewhen managing personal finances.

Misplaced priorities can also be a prob-lem in managing the practice. Dentistsfrequently launch too many locations tooquickly or focus so much on productionthat they get distracted and fail to keepa watch on profitability.

Today, too many new dentists start offwithout clear guidance or a well thoughtout financial plan. Rapid growth is notalways the path to financial stability.

Q: What roadblocks are dentistsencountering when applying fora loan?

TA: Dentists are not immune to the prob-lems that are rampant across our coun-try. Many depend on revolving credit tomaintain both their practice and their per-sonal lifestyle. This can lead to awhirlpool of credit card debt that threat-ens their financial future and can make itdifficult to acquire a loan.

Many new graduates also look to open apractice with little to no experience.Associating first will provide both the clin-ical and business experience necessaryfor success. Although planning forgrowth is a key factor in the projectphase of a new practice, starting with anoversized practice can result in cash flowissues and also hinder the likelihood ofan approval.

Q: What special services do youoffer that are a particular benefitfor the dental practice?

TA: While traditional banks offer little tono dental-specific benefits, Bank ofAmerica Practice Solutions (a Dentalspecific lender) offers a number ofinvaluable services to the dentist. A localindustry specialist is available to adviseon all facets of a dental project. We havea team of business professionals toassist with budgeting, performanceanalysis, marketing, industry standardsand more.

When dentists are setting up a new prac-tice, we can offer demographic reports toassist them with identifying the best loca-tion for their office, as well as a completesuite of products designed to support theefficient operation of the practice –including checking, merchant services,payroll, and so on.

Bank of America Tom Angeloni

&AQ

Tom AngeloniVice PresidentBank of America Practice Solutions(800) [email protected]

At Bank of America Practice Solutions,we know that obtaining a competitiverate is essential to any dentist seeking fi-nancing. While we also understand theimportance of rate, experience dictatesthat optimizing monthly cash flow hasproven to make the definitive differencebetween success and failure in manypractices. You can count on us to pro-vide extensive expertise, helpful loan so-lutions and the attention to detail youand your practice deserve.


SMILESin theSPOTLIGHTLEADERS IN NORTH TEXAS DENTISTRYCREATING UNFORGETTABLE SMILES


Case PresentationA 45 year-old female patient presented with a cervical le-sion on her maxillary right canine. Examination of the siterevealed a notch of moderate depth in the root surfacewith no involvement of the crown. The marginal tissue wasmobile mucosa with an absence of attached gingiva.There was 6mm of root exposure with no loss of interden-tal tissues, so complete root coverage could be achieved.The patient has a high lipline and is concerned about theesthetics of her smile.

Treatment decision: Root coverage grafting using an allograft in a tunnel technique.

Edward P. Allen, DDS, PhDCenter for Advanced Dental Education

8335 Walnut Hill Lane, Suite 210Dallas, Texas 75231

[email protected]

Treatment of Cervical Lesions

Cervical lesions are commonly seen in adult patients.These lesions may be asymptomatic or they may presentpatient-related concerns including sensitivity, food reten-tion, or esthetics. Determining the proper treatment forcervical lesions presents a perplexing problem for bothperiodontists and restorative dentists because the toothdefect is usually accompanied by gingival recession.Restorations placed in or on root surfaces often lead toundesirable outcomes, especially in the absence of ade-quate marginal gingiva.

After determining and managing the causative factors,asking and answering six questions simplify determina-tion of proper treatment of cervical lesions. All six ques-tions must be answered before making the treatmentdecision.

1. What are the dimensions of the cervical lesion?

2. Is the cervical lesion located on the crownor the root ?

3. What are the dimensions of the gingiva apical to the cervical lesion?

4. How much root exposure is there?5. Can the root be completely covered?6. Is esthetics a concern?

6mm root exposure with absence ofattached gingiva.

Root planing removed sharp angles, andtunnel recipient site prepared.


Edward P. Allen, DDS, PhDDr. Allen is a periodontist in Dallas,Texas with a practice focused on min-imally invasive soft tissue grafting. Heis founder and director of the Centerfor Advanced Dental Education in Dallas, where he teaches hands-on surgical technique courses. More than1,500 dentists from all 50 states and12 countries have completed hiscourses. He has over 100 publicationsand has presented numerous lectures

and performed live surgical demonstrations worldwide.

Dr. Allen has served as President of the American Academy of EstheticDentistry, the American Academy of Restorative Dentistry and theAmerican Academy of Periodontology Foundation. He is the recipientof the Master Clinician Award from the American Academy of Peri-odontology and the President’s Award for Excellence in Dental Edu-cation from the American Academy of Esthetic Dentistry. Currently, heis the Periodontal Section Editor for the Journal of Esthetic andRestorative Dentistry and serves on the Editorial Boards of the Journalof Periodontology and the International Journal of Periodontics andRestorative Dentistry.

After treatment: Beautiful smile restored

AlloDerm graft secured within pouchto the level of the CEJ.

Marginal tissue advanced to coverthe allograft.

Complete root coverage and idealesthetics at 5 years postsurgery.

Before treatment: Displeasing appear-ance of smile due to root exposure.

Dr. Earl Estep DDS

Dr. Estep has helped literally thousands ofdentists create a “wealth-building dental prac-tice”. As a renowned dentist, author andspeaker, ‘Earl the Pearl’ has visited thousandsof dental practices all across the U.S. andattended every dental seminar available tohim. He took the ‘meat and potatoes’ of whathe learned and taught the best of the bestpractice management strategies that madesuccessful dentists more profitable.

How a Failure at 40 Can Retire aMillionaire at 50“The Obvious Secret”Dr. Earl Estep opened his solo dental practice in the small farm and ranch town ofAthens, Texas at age 33. After 10 years in practice, he realized he was still broke andaccumulating more debt. He was just following the crowd and doing the things thateveryone else does.

Within one month, after changing one key thing in his practice, things started tochange. All within the first couple of years:

• He worked out a plan to pay off his debts!

• His bank account multiplied tenfold!

• His new patient flow doubled! Then it doubled again... and again!

• His staff began to enjoy the office!

• Their patients began referring more!

Dr. Estep contends that anyone can do the same thing. Anyone can become financiallyindependent.

There is probably not a dentist in America who traveled more in search of better waysto do things than Dr. Estep. He is down to earth in his approach to everything. He isextremely clear with his no-nonsense, common sense approach to everything he does– even fishing, golf, and poker – he’s country, he’s a little controversial sometimes, buthe’s good.

Make Your Practice ThriveDr. Estep believes that there are four things that set the superior office head-and-shoulders above all the rest. These four key elements are:

1. Your skills in ‘human engineering’ - the ability to deal with people and presentdentistry the correct way. Dr. Estep’s method never fails! (you will learn how you canreceive this information later in this article)

2. Your capability in esthetics - especially in anterior cases. You’ll learn aboutMaster Ceramist Yuji Ono and his team who ensure a superior life-like look.

3. Your ability to not have remakes. It all starts in the model room of your lab.

4. Your ability to seat posterior crowns in no more than 1½ minutes of adjust-ment time.

In his Laugh and Learn seminars, Dr. Estep outlines in detail a step-by-step methodto present treatment plans and be successful.


SPECIAL FEATURE FUJI DENTAL LABORATORY

Some of “Earl’s Pearls”:

“The drip ain’t usually where the leak is.”

“There ain’t no medicine to cure laziness.”

“The people to get even with are the ones who have helped you.”

Call Fuji at (800) 624-9412 and askfor “The Millionaire Letter”. You’ll be surprised how easy it is to increaseyour crown and bridge businessalmost immediately.


Over 25+ years, Fuji Dental Laboratory has establisheda proven track record of providing quality restorationsthat result in minimal seat time and fewer remakes andadjustments. Having the world’s most talented estheticteam gives Fuji’s doctors the confidence to sell dentistry.As we all know, remakes and adjustments are not good for yourpractice or for the lab. They cost both time and money. Thereare many different factors that can contribute to remakes oradjustments, starting with the doctor taking the impression andgoing all the way to polishing the crown. As with any project, youmust start with a strong foundation, and in the dental lab indus-try, the model room is the foundation.

Typically, model room employees have one of the least glamorouspositions in the lab but one of the most important. With that beingsaid, Fuji Dental Lab has constructed a rock solid team of indi-viduals to work in their model room to ensure that the first stepin the process is taken on a strong foundation. Mark Butler hasmore than 20 years of experience in the dental lab industry andis the Quality Control Manager for Fuji Dental Lab. Mark and labowner Kip Estep oversee the different departments of the labora-tory, including the model room. Mark’s responsibility is to makesure that all team members are doing their part to produce thequality work on which Fuji has built their reputation.

There are many avenues that can be explored as to why remakesoccur. Die spacing and equilibration of models are two of the mostimportant things that Fuji does in their model room that many

other labs don’t do properly. For example: 50 microns of diespacer is not especially a large amount, but a difference of 50microns of die spacer is enough to prevent a crown from going allthe way into place. This was proven more than 40 years ago byDr. Mack Sullivan and Dr. Alvin Fillastre. Once die spacing wasimplemented, crowns immediately started fitting better. Die spac-ing is one of the greatest discoveries of restorative dentistry, butit is not being used correctly by most other dental laboratories.Most labs do not use die spacer because it takes up room to carvegood occlusion and it takes more time. Dr. Fillastre determinedthat three to four coats of die spacer are the optimum amount andFuji Dental Laboratory follows this rule.

When you have a crown that fits on the model but is high in themouth, one cause is a lack of equilibration. The reason is becausestone does not fit together as tight as real teeth do. All stone mod-els should be equilibrated down to where cusp tips are resting on 90-degree stops on opposing fossa and off the marginal ridge.

Estep says, “Fuji equilibrates all of our models to cusp-fossa occlusion instead of mashed potato occlusion to eliminate highcrowns.”

He adds, “As far as I know, we are the only lab that equilibratesthe stone models back to their natural position in the mouth. Ifyou think you can send an impression to a lab in China or someother outsourcing lab and get these things done – it is impossible.Fuji Dental Lab does not outsource. All of Fuji’s products aremade in the U.S.A.”

There is no such thing as bad luck. Your dentalpractice is only as good as your dental laboratory – and your dental laboratory is only as good as itsmodel room. Fuji’s goal is to have the best modelroom in the country.

The model room team at Fuji Dental Lab

DENTAL LABORATORY



Esthetically SpeakingSome of the greatest compliments dentists could ever receive arethe ones they never hear. When a patient has someone say tothem “You have a beautiful smile” – that’s priceless! What dentistwouldn’t want to have “walking billboards” around town, adver-tising their cosmetic work?

In order to give your patients the confidence they deserve in theirnew smile, you must have confidence in the esthetic team at yourlab. Fuji Dental Lab is proud to have one of the top five MasterCeramists in the world as a partner in the company, and hundredsof dentists around the country are glad to have him, too! Yuji Onobecame a partner of Fuji Dental Lab in 1983 and has helped doc-

tors change many lives with his talented team of elite MasterCeramists.

Yuji Ono was an instructor at Osaka University and at TokyoUniversity’s College of Dental Technology before partnering withEstep. Yuji personally trains each ceramist at Fuji and has hadcountless students travel from Japan to the U.S. on a student visaprogram to train under him. This has allowed Ono to hand selectonly the most talented ceramists to join his esthetic team. Theirskill in giving anterior restorations a life-like translucency withnatural labial and lingual anatomy, perfect contours, concavenecks and uncompromising attention to detail is second to none.“We have the most talented Master Ceramists ever assembledunder one roof,” says Estep. He adds, “There is not a betteresthetic team in the world and that gives our doctors the confi-dence to do more cosmetic restorations with even the most par-ticular and high-profile patients.”

DENTAL PRACTICE BUILDERS

Custom ShadingFuji Dental Lab realizes the importance of a strong partnershipbetween your dental practice and your dental laboratory. That’sone of the reasons why Fuji Dental Lab offers chairside or in-labcustom shading for doctors in the Dallas and Fort Worth localdelivery area. Once partnered with Fuji, all you have to do is callKelli at Fuji’s front office and she’ll coordinate the scheduling fortheir ceramist, Tam Thi (pronounced “Tam Tee”) to customize theshade of your patient’s anterior crowns prior to scheduling yourpatient. The folks at Fuji know how important this type of per-

Fuji Dental Laboratory’s executive team is dedicated to personal service and providing consistently high quality restorations.Pictured from left: Mark Butler, Mike O’Boyle, Bobby Baker, Cheryl Hiser, Kip Estep, Christie Oliver, Jill Hubbell, Kelli Mabe, and Ana Ortiz.

Yuji Ono (top right) leads the esthetic team at Fuji Dental Laboratory.


Photo courtesy of Fuji Dental Laboratory

sonal service can earn you more repeat and referral business andthat’s why they do not charge extra for this valuable service* todoctors who regularly send Fuji their single unit posterior units.

Both doctors and patients love Tam Thi’s personality and happydemeanor. She makes patients feel at ease and is a very talentedceramist. She has more than 15 years of experience and truly caresabout doing a good job for you and your patients. It’s not uncom-mon for patients to request her to personally do their future casesbecause of the pleasant experience they had while having theirteeth custom shaded.

No Rush FeesFuji Dental Laboratory’s local 15,000 square foot facility, com-bined with their technology and the fact that they do not out-source (all of Fuji’s restorations are made in the U.S.A.), allowsthem to produce crowns with a shorter turnaround time thanmost other laboratories. Most labs have a standard turnaroundtime of 2-3 weeks, but Fuji has a standard turnaround time ofabout a week (3-5 day production time on posterior e.Max andBruxer crowns). A posterior crown can be manufactured in twodays if necessary. While most labs have a “rush” turnaround timeof a week, that is considered a standard turnaround time for FujiDental Lab. Owner Kip Estep says, “We don’t want to nickel anddime our loyal doctors. If they need a case in a hurry, we take careof them and their patients as best we can.” Estep also said thatthis service is provided at no extra charge for doctors who sendFuji their regular work. This emphasis on customer service hashelped Fuji build its reputation as a ‘partner’ and not just a lab.

Fuji Dental Laboratory2686 S. Goliad Street Rockwall, TX 75032(800) 624-9412

www.fujidentallab.com

AN INVITATION TO

Laugh and Learn with Dr. EstepIf you graduated dental school after the year 2000, you probably did nothave the pleasure of attending one of Dr. Estep’s fun-filled and educa-tional seminars, including “The Giants of Dentistry” seminar in 1999. Dr. Estep was one of the most well known and entertaining speakers inthe dental industry of his time. From the mid-1970s until the year 2000,he trained thousands of dentists on how to become more profitable andmore successful with his no-nonsense approach. Dr. Estep is the authorof The Obvious Secret, Country Gold Newsletter, Volumes 1-18 of TheBlueprints to Success and has seven “live recorded” DVDs on the follow-ing topics:• The Real Truth About Practice Management (2 DVD set)• Crown Preparation• Esthetics• Dentures• TMJ• Periodontics

There are 18 Volumes of The Blueprints to Success available. We inviteyou to Laugh and Learn with Dr. Estep during these must-see recordingsfrom his seminar!

• Volume 1: Die Spacing • Volume 2: Margin Preps • Volume 3: No Such Thing As Bad Luck • Volume 4: The World’s Best Kept Lab Secret • Volume 5: Occlusion In The Country • Volume 6: Practical Things To Know • Volume 7: The Richest Man In America • Volume 8: Labs’ Most Often Repeated Error… Over-Contouring • Volume 9: Impression Materials • Volume 10: People Don’t Change… Only The Times • Volume 11: World’s Finest Temporaries • Volume 12: Esthetics and the Million Dollar Schedule • Volume 13: Beware of the Hardware Salesmen • Volume 14: Dentures (No. 1) • Volume 15: Dentures (No. 2) • Volume 16: Immediate Dentures • Volume 17: Next to Last Issue • Volume 18: Financial Literacy

Doctors who send Fuji Dental Laboratory a case have full access to Dr. Earl Estep’s library of educational materials. We’ll be happy to sendyou any issues of The Blueprints to Success or the DVDs of Dr. Estep’sseminars.


*Certain conditions may apply.

Fuji Dental Lab offers chairside or in-lab custom shading.

To receive more information on how to convertextraction cases into full mouth treatments, give thefolks at Fuji a call at (800) 624-9412 and ask for“The Millionaire Letter”. You’ll be surprised howeasy it is to increase your crown and bridge busi-ness almost immediately.


community news

W ith the support of 200 dental volunteers and dedi-cated staff, this past year Dental Health Arlingtonserved 11,560 low-income neighbors at a value of

$1,346,827! Thank you!

As the result of a United Way needs assessment that determinedthe extreme need for free or low-cost dental care in SoutheastTarrant County, Dental Health Arlington opened in 1992 with amission of providing preventive and pain relieving dental care tolow income residents and to educate children about good oralhygiene habits.

The dental clinic and SMILES, the school-based preventive pro-gram, serves clients who have a long list of unmet needs and den-tal care, particularly preventive dental care, is low on that list.

SMILES (Sealing Molars Improves the Lives of Every Student) isa team of a dentist, hygienists and assistants who take portabledental equipment to 30 Arlington, Grand Prairie and Mansfieldelementary schools that have an average of 87% of the childrenreceiving free/reduced lunch. A curriculum including the impor-

tance of oral health and having a dental home is taught to 9,0001st, 2nd and 3rd graders and each child is given a new toothbrush.With parental permission, 2nd and 3rd graders are screened by alicensed dentist, sealants are placed on eligible first molars andfluoride treatment is applied. The 165 children who are in needof immediate dental care who do not have a dental home arereferred to the clinic for a next day appointment regardless of theability to pay. A preventive curriculum in English and Spanish ispresented to disadvantaged parents of Arlington pre-schoolers.At SMILES’ inception, only 39% of the children had healthymouths and 19% had extremely severe decay. This school year,69% of the children had healthy mouths and only 8% hadextremely severe decay. During the summer, SMILES providesthe same services at the five Arlington Boys & Girls Clubs.

The clinic has grown from operating two days a week with volun-teer dentists at Mission Arlington to five days a week with a com-bination of volunteer and staff dentists, hygienists and assistantsin a stand-alone, five-operatory clinic in downtown Arlington. Ifsomeone is having pain, infection and/or swelling and is one of

It Takes a Dental CommunityBy Kimberly Clarke


the first three people in line when the clinic opens, they will beseen as an emergency patient that day. Appointments are sched-uled usually within two months by calling (817) 277-1165. Threethousand patients are seen annually for general dentistry at lowcost ($35 exam - $375 denture). Patients must prove low-incomestatus and proof of residency (Arlington residency is not required)by completing a HUD self-certification form.

Students and externs from Baylor, TCC Hygiene and Assisting,TWU Hygiene and Assisting, UTA Assisting and other assistingschools have enabled DHA to meet the need in our community byserving more patients. Generous area general dentists and spe-cialists have committed to seeing DHA patients in their officespro bono.

As a non-profit, DHA is able to provide completely free servicesto the 9,000 children SMILES serves and low-cost services in theclinic due to grants, fundraisers and private donations.

If you are interested in helping Dental Health Arlingtonprovide much needed dental care to our underservedcommunity, please consider:

n Attending and/or registering your team for DentalHealth Arlington’s Fall and Spring Dental Seminars

n Designating Dental Health Arlington in your UnitedWay or employee giving campaign, or consider a private donation

n Volunteering in the clinic, the schools with SMILES,at Boys & Girls Clubs during the summer, at Give KidsA Smile on February 7, 2014 or Give Adults A Smile

n Accepting a Dental Health Arlington patient pro bonoin your office

n Networking with other professionals while support-ing DHA at our annual summer Friendraiser

n Being a Sponsor and/or celebrating with your teamat Dental Health Arlington’s Love That SMILE Eveningof Dining & Dancing February 21, 2014 at Cacharel (seeadvertisement to the right)

n Liking Dental Health Arlington on Facebook

Under the direction of Sally Hopper, original Executive Directorof 17 years, DHA received numerous awards including: ThePresident’s Service Award 1999, The American DentalAssociation’s Meritorious Award for Community PreventiveDentistry 2000, The American Dental Association’s CommunityDentistry Award 2007. At each Love That SMILE Gala, one (ormore) Sally Hopper Golden Crown Awards are presented for theircommunity, dentistry and volunteer support of Dental HealthArlington.


Thank you to everyone who has supported Dental HealthArlington during the past 21years and to the following den-tists and hygienist for theirdedication on Dental HealthArlington’s current Board ofDirectors: Dr. Amy Schoening,President, Dr. ChristopherTran, Vice President, Dr. JohnAvila, Cindy O’Neal RDH, Dr. Ed Watts, Dr. RobertWhitmore and Dr. Eric Wilson.

For more information onDental Health Arlington,

visit www.dentalhealtharlington.org or contact KimberlyClarke, Interim Executive Director at (817) 277-1165 or [email protected].


Featured Courses:January 17, 2014Tobacco Cessation Presented by: Deborah Franklin,

DDS, MA, LPC and C.D. Johnson, DDS, MS

Course #2014010

January 31, 2014Embezzlement: For Your Eyes (and Ears) Only Presented by: Susan Gunn Course #2014030

February 21, 2014All You Wanted to Know About Diagnosis and Treatment Planning in Endodontics, but Were Afraid to Ask Presented by: Rebeca Weisleder, DDS Course #2014050

Office of Continuing Education

7500 Cambridge St., Suite 6130Houston, TX 77054Ph. 713-486-4028Fax [email protected]

Register Online Today!!!

www.dentistry.uth.edu/ce


North Texas

DentistryA FEATURE COVER STORY CAN:

n Promote your businessn Increase referrals to specialty practicesn Highlight cutting-edge technologyn Create high quality marketing materials with

the benefit of a third party endorsement

Making a Difference in the North Texas Dental Community

VISIT US

at BOOTH #1125 to

DISCUSS YOUR

COVER FEATURE

for 2014 !

For more information on advertisingin North Texas Dentistry, call LuLu Stavinoha at (214) 629-7110 or email: [email protected]


A recent study by the University of Kansas confirms what lifeexperience has already taught us: Sellers typically see a highervalue in what they are selling than do buyers.

Specifically, the Kansas researchers noted that persons sellingitems unconsciously attach sentimental value to their asset. Thisdrives up their perception of what the market price should be.Commonly, this perception outpaces the reality of the market-place. The same phenomenon is almost uniformly true in dentalpractice sales.

Before I go on, I should note that I am a lawyer. I have no cre-dentials to properly value a practice—there are plenty in themarketplace qualified to do that. I am not one of them. Instead,I shepherd clients through the purchase process, which includeshelping clients understand exactly what is being bought.Dentistry is unlike most businesses in that the heart of thetransaction is most often the amorphous concept of “goodwill.”

Defining goodwill merits its own article—probably several (all

of them assuredly boring). Suffice it to say here that goodwill,very generally speaking, is the ability for the business operationto continue as currently operating based on the recommenda-tion from the seller to the current patients that they should con-tinue their care with the buyer. This goodwill is a combinationof many intangible variables unique to each transaction, butinclude the seller’s reputation in the community, technicalskills, rapport with the patients, the duration of the seller’s prac-tice as an ongoing business concern, the strength of relation-ships with referring dentists, and so on.

So important is this goodwill that it often accounts for about4/5ths of the purchase price. It must be transferred cautiously.And nothing erodes goodwill faster than fighting over price.

There are very basic economic forces at play in setting a pur-chase price. Sellers (and their brokers) understandably wouldlike as much money as possible. Conversely, buyers want thelowest price possible. There is no Kelley Blue Book for dentalpractice sales. There are, however, generally accepted measure-

by Joseph McGregor

legal matters

PRACTICE ACQUISITIONS

Are You Getting

RIPPED OFF?

ments of practice value, but these are only useful in grossapproximation. They help us set parameters of what should beconsidered a bargain, and what should be considered a rip-off(both exist), but they cannot tell us exactly what a practice isworth. That makes everything in between fair game.

Within this spectrum of reasonable prices sits at one end theseller, who understands the community, the competition, thetrends, the value of the equipment upgrades, the potential, andall the blood, sweat, and tears expended on keeping the practicealive. At the other end of the spectrum sits the buyer, who seesnumbers: active patients, new patients, gross revenue, rent,staff wages, patient demographics, etc. It’s a cold calculation,but the only one available to the buyer.

Inevitably, one of the first questions nearly all new clients poseto me is “Do you think this is a good price?” My initial responseis to make sure they understand that practice valuation is out-side my domain of expertise. That being said, I can tell whensomeone is being hoodwinked, and when someone is walkinginto a steal, but the numbers are better churned by the experts.Instead I focus on helping clients understand the fundamentalnature of a practice acquisition, and how to protect the goodwill.

In mid-December 2012, Google shares were trading at $696. Atthe time, many scoffed at such a high valuation and insisted itwas wildly overpriced. Today, Google is trading at $1,088.While Google may have, in fact, been overvalued, it’s unlikelythat a buyer is complaining about the nearly $400 extra in hispocket.

While not a perfect comparison, the point is that a dental prac-tice is an ongoing business concern. Buyers are not merely pur-chasing dental chairs and an electric sign on the storefront.Goodwill is what drives the economic engine of the practice.Whatever the exact dollar amount may be reflected on the pricetag, a buyer is purchasing the opportunity to continue ridingthat practice’s momentum. That is what makes it possible to“overpay” on a practice that turns out to be a wild success forthe buyer, and why a buyer can low-ball a seller in what willsoon be a practice spiraling downward.

Ultimately, the key to a successful practice transition is tounderstand that a seller will overvalue his practice. As theKansas study confirms, that just happens. It does not make theseller greedy, it makes him human. Buyers will do the sameonce they become sellers years later. So long as the price iswithin the spectrum of reasonability, it’s important to bear inmind that the true “value” of the practice is by its nature verysubjective. At the same time, sellers should not be offendedwhen a buyer acknowledges that the price may not be right. It’snot personal . . . for the buyer. It’s simply a desire on the buyer’spart to move the price towards a more middle ground withinthe spectrum of reasonability.

The only real danger is the seller failing to acknowledge his

emotional investment in the practice, and the buyer becomingbogged down on the objective dollars and cents. An inability toappreciate the subjective nature of the sales price with a lack ofappreciation for protecting the most critical asset — the goodwill— is, ironically, a recipe for leaving money on the table. Butwhen two parties work together in good faith over a reasonableprice, both the seller and the buyer win.

Joseph L. McGregor represents dentists in theirbusiness matters, most often in the context ofstarting a new practice, purchasing an existingpractice, facilitating a long-term buy-in or part-nership, or employing associate dentists.

McGregor & Oblad, PLLC is located at 2964 LBJ Freeway, Suite 414Dallas, TX 75234. For more information, visit www.mcgregorfirm.com.To schedule a consultation, call (214) 720-9555 or send an email toJoseph McGregor at [email protected].


n We specialize in serving dental practicesn Full-service IT and consultingn High-quality digital solutions n Competitive rates, no hidden fees n Friendly team of dental experts on staff

We take the PAINout ofI.T.

www.doctor-tech.com

682.206.0303

[email protected]

Serving the entire DFW area

CALLNOW!

MENTION THIS AD ANDTHE 1st HOUR IS FREE!

ESA CONSTRUCTIONQuality Dental Contracting

20th Year Anniversary Building Your Dream Office

9

“Your Partner For �e Future”

A Division of J&B Partners, Inc.

E S

www.esa-construction.com

Anniversary Dream Office

972-250-1170 17806 Davenport Rd., Suite 107 Dallas, TX. 75252.

For �e Future”

Excitement surrounds as ESA Construction celebrates their 20th year in business asa leader in the dental construction industry. Last year, Chad Jordan completed the pur-chase of ESA and has added new energy and ideas to the already successful companyChad is no newcomer to construction, dental o�ces or to ESA! He is the founder andhas been the successful owner of Jordan Construction and Drywall for over 10 years....working for ESA almost 8 years prior to the purchase. Along with his friend, and 9 yearESA veteran Field Construction Manager Leslie Horton, the new leadership team is poised for growth and continuing being a leader in construction innovations and clientrelationships. Both Chad and Leslie enjoy their other passions together... hunting and�shing... along with being involved with their boys and baseball.

Chad Jordan, [email protected]

Leslie Horton, [email protected]

.

A


If there is one thing we know about Google,it’s that they are always trying to improvethe search experience of its users. Well,they’ve done it again. Their latest attemptat returning the best answers to its user’ssearch queries is called the Hummingbirdupdate and it started affecting Googlesearch results a few months ago. That’s theother thing about Google; they can bepretty secretive about what they do.

Google hasn’t made such a huge change totheir search algorithm (i.e., the technicalterm for how Google sorts through andchooses web pages to answer the questionspeople ask it), since the “Caffeine” updatein 2010. Before that, it hadn’t been updatedso dramatically since 2001. In a nutshell,Wired.com says that Hummingbird will“put less emphasis on matching keywordsand more emphasis on understandingwhat a user is most likely hoping to obtainin their search results.” Our online mar-keting team thinks this update will bepretty important for dentists who want togain more patients searching online for

dentistry services. For example, Google willprobably return generic listings of a web-site’s homepage less and less. Instead, wethink users will now begin seeing thesetypes of listings on the first few pages oftheir Google searches:

n Direct answers and comparison articles(i.e., blog articles)

n Hyper-specific answers to more com-plex search queries

n High-quality (and we mean high qual-ity) content

This new Google update has the capabilityof affecting dental online marketing in abig way. Let’s break down the two mostimportant changes a little bit:

Conversational Search

More and more, Google users are typing inconversational-style questions when theyare looking for answers. For example, if apotential patient is doing some research onchoosing dentures or dental implants for ateeth replacement solution, they most

likely will type it in as a question, like“What is the difference between dentalimplants and dentures?” as opposed to themore simple search “dental implants anddentures.” In the past, a search like the oneabove would yield results that contained afew of the keywords and would probablybring up home pages that were optimizedwith the keywords: dental implants anddentures.

With the improved Hummingbird algo-rithm, Google says that it will focus onevery single word in the search query toprovide users with more finely-tunedresults. And as Wired.com said, it will alsoplace importance on the meaning behindthe words in the search. So for the abovequestion, “What is the difference betweendental implants and dentures?” a Googlesearch will now pull up results that specif-ically compare the two procedures. Fromnow on, Google will aim to bring thesearcher (and your potential patient)exactlywhat they are searching for. In ourexample question above, a simple webpage

practice marketing

by Jill Talman

Why Google’s Latest Update Could Mean

Big Changefor Online Dental Marketing


explaining dental implants or dentures justwon’t cut it.

So, what does this mean for dentists andtheir dental websites? We will likely beginto see blog articles begin to rank in Googlesearches. Dental blog articles are almostperfectly made to answer conversational-style searches, so Google will catch that andpull them up. Blog articles with question-based titles like “How long do dentalimplants last?” or “What’s the differencebetween in-office and at-home teethwhitening?” will now be more likely toshow up in the search results for thosetypes of searches as opposed to the homepage of a dentist’s website.

Internal Web Pages

Since the new Google algorithm aims tomore precisely answer user search queries,dental website home pages will probablystart to show up less in search resultspages. So what will show up? Your internalwebpages that focus on the procedures andservices your practice offers. For example,an organic Google search for “dentalimplants San Diego” will bring up web-pages that are procedure specific asopposed to home pages (which Googlebrought up prior to Hummingbird.)

So, what does this mean for you? It meansit’s crucial to include call-to-action state-ments and specific instructions on how tomake an appointment on not only yourhome page, but also your internal proce-dure-specific service pages.

Call-to-Action Statements onInternal Service Pages

To make sure your prospective patientsfind exactly what they need (including howto book an appointment) when they findyour service pages in a Google search, hereis what you should do:

Call-to-action statements, or telling yourpatients how you want them to book anappointment with you, have always been amajor component of your website’s homepage. And why shouldn’t they be? When awebsite was optimized for specific key-words, it usually brought up the homepageof that site and your potential patient could

easily find how to contact you. While youshould still have call-to-action statementson your homepage, you should alsoinclude them on every internal service pageof your website. Why? Google searchershave short attention spans and if they can’tfind what they want quickly (as in a fewseconds), they’ll move on. Don’t assumethat a potential patient will arrive at a serv-ice page and, unable to find a phone num-ber, will go to the “Contact Us” page. Somewill, but many won’t. Play it safe and add acompelling and clear call-to-action state-ment on each service page.

Here are some examples you could use:

“For more information about dentalimplants, call our experienced implantteam at XXX-XXX-XXXX today.”

“We always provide complimentary cos-metic dentistry consultations. You canmake an appointment by clicking here –www.url.com/appointment”

“Make an appointment today and get 10%off your next teeth whitening treatment.Call the office of Dr. X at XXX-XXX-XXXXtoday.”

TIP: Add your phone number or link tomake an appointment in every blog article,too.

Google’s Hummingbird update is a greatopportunity for dentists to rise to the topof your market and make sure your dentalwebsite ranks higher than your competi-tion’s.

Our online marketing team now offerscomprehensive social media marketing fordentists and dental specialists. If you’re adentist and interested in running aFacebook promotion, learning more aboutFacebook’s Graph Search or building yoursocial media profiles, give us a call today.

Jill Talman is aMarketing Coordinatorand Content Managerat Bullseye Media inMcKinney, TX. Shereceived a BA inJournalism in 2005from the University ofNebraska-Lincoln and

her MA from the University of Nebraska-Lincoln inMarketing, Communication and Advertising in 2009.She has worked in marketing, media and corporatecommunications since 2005. BullseyeMedia, LLC isa McKinney, Texas based full-service digital market-ing agency that specializes in helping dentist lever-age the internet to grow their practices. Visit ourwebsite at www.onlinedentalmarketing.com or callus at (214) 491-6166.

Global Reach. Local Touch. Single Source.


Traditional hummus is made with chick-peas, garlic, lemon juice, olive oil, andtahini (a thick paste made from groundsesame seeds). You can find a variety of fla-vors at the store including roasted red pep-per, lemon, jalapeno, garlic lovers, sun-dried tomato, and many more. Chickpeas,also known as garbanzo beans, containfiber and protein, which help keep you feel-ing full longer. Fiber also aids in healthydigestion. Olive oil is an unsaturated fat or“healthy” fat that may lower your total cho-lesterol levels. Tahini contains unsaturatedfat, protein, and fiber.

Even though hummus is a nutrient densefood, it is calorie rich. One serving of hum-mus is 2 tablespoons and has approxi-mately 60 calories. A ¼ cup of hummus is120 calories, so it is important to be mind-ful of portions since the calories do add upfast. When making hummus at home, trysubstituting cooked sweet potatoes orroasted butternut squash for the chickpeasin the recipe. This substitution will saveyou about 30-40 calories per serving.Another tip is to reduce the amount oftahini. There are 90 calories and 8 gramsof healthy fat in only 1 tablespoon of tahini.

Hummus is an easy, quick snack. Pair itwith baked pita chips, whole wheat crack-ers (Ak-Mak crackers are a good choice) ora variety of fresh vegetables (carrots, bellpeppers, cucumber, or celery). Also, it canmake for a great small meal with whole-wheat pita bread and side salad. You canfind hummus in the cold section of mostgrocery stores, or better yet – try this deli-cious recipe for Sweet Potato Hummus!

Sweet PotatoHummusServes: 15, Serving size: 2 Tbsp

Ingredients 16-oz. baked sweet potato, skin removed (2 cups diced) ¼ heaping cup roasted red peppers,drained 3 Tbsp. lemon juice 1 large clove garlic ½ tsp. ground cumin 1 tsp. salt 1 Tbsp. tahini Pinch cayenne pepper, or to taste 2 Tbsp. fresh parsley (or cilantro),chopped

Directions In a food processor, puree the sweetpotato and the next 7 ingredients,until desired consistency is reached.Add parsley and pulse until incorpo-rated into sweet potato mixture.Transfer to a serving bowl, cover andrefrigerate. Remove from refrigeratorabout 15 minutes before ready toserve. Serve with vegetables, bakedpita chips, or crackers.

Nutritional Analysis Calories 31Sodium 172mg Fat 1gFiber 1g Saturated fat 0g Carbohydrate 6g Protein 1g Cholesterol 0mg

Recipe provided by Kathy Duran-Thal, R.D., Director of NutritionCooper Wellness Program, A Cooper Aerobics Company

12230 Preston Road | Dallas, Texas 75230972.386.4777 | 800.444.5192 | cooperwellness.com

SCIENCE BASED. TRUSTED RESOURCE.

COOPER WELLNESS™

nutrition and eating • healthy living workshops • exercise and activity

A healthier, brighter future starts with Cooper Wellness.

LongerBetter

FIVE DAYS TO

healthy living

IsHummusthe New Salsa?


[email protected]

We specialize in customer satisfaction..

www.jhouserconstruction.com817.988.7842

I am often askedto assist in thesale and transfer

of a dental practicefrom a dentist-fatherto a son, son-in-law,daughter or daughter-in-law. This is avery sensitive situation, which needs tobe handled with a great deal of under-standing in order to satisfy the needs ofboth parties.

Many times the father-dentist does notknow how to approach a family memberwith the idea of “buying” his practice. Itcan be a cause for embarrassment if theother party is under the impression thatthe father would not think of “selling” thepractice, but would eventually phase outand turn it over to the younger familymember. This situation becomes espe-cially difficult if the father needs the pro-ceeds from the sale to enable him to

retire and enjoy a reasonable quality oflife during his retirement years.One dentist said that he would give hisson the practice, that his son didn’t needto “buy” it from him. We asked him howmany children he had, and he answered,“Four.” Then we said, “If your practicehas a value of approximately $600,000,are you prepared to give the other threechildren $600,000 each?” This would bethe only way to keep things financiallyequal with all his children. He had nottaken that into consideration, and he cer-tainly did not have that kind of money topass on to all his children.

The fairest way to deal with this situation

is to sell the practiceto his son for its totalfair market value.One would not thinkof giving one child ahouse or a car with-

out considering the feelings of the otherchildren. A dental practice is no differ-ent, it has a market value just as much asany other family asset. The proceedsfrom the sale should be included in theestate and eventually divided equallybetween all the children.

In addition, no one can predict the num-ber of years they will live after retire-ment. It is possible that the funds fromthe sale of the dental practice may beneeded in the future and could even pre-vent the parents from ever becoming afinancial burden to all their children.

In the past, giving the practice to onefamily member, no matter how good theintentions, caused a great deal of stressamong the family members. Brothersand sisters would not speak to each otherfor years once an inequitable distributionof this kind was realized by the other sib-lings. Many times family members wereunaware of the inequality until laterwhen they had the chance to think aboutit. If for no other reason than to keeppeace in the family, this situation shouldbe handled properly.

I have also encountered situations wherethe son or daughter wanted to encouragethe father to retire and sell them the

Mei [email protected] 972.754.1443

If values aren’t shared, they aren’t lived.

SELLING YOUR

PRACTICETO A RELATIVE

by Richard V. Lyschik, DDS, FAGD

practice transition



practice. They were afraid to broach thesubject with their father for fear thefather would view it as a threat to hisfuture, rather than for the good that canbe derived from a properly planned prac-tice transition. Many times, the fatherand son broke off the discussion duringnegotiations that became adversarialafter being ill-advised by their respectiveattorneys and accountants, resulting inill feelings and even total alienation. Thisdoes not have to happen to you.

Using an informed and unbiased thirdparty to initiate and finalize a transactionof this kind can prevent these problemsfrom ever arising. Knowledge and expe-rience is required to complete a transac-tion to both parties satisfaction. Bothparties deserve and expect a fair andequitable arrangement. Only a qualifiedTransition Specialist eliminates theuncomfortable position of “negotiating”with a close relative, facilitates thesmooth transfer of patients and practiceto that relative, and allows for peace tobe maintained in the family.

Richard V. Lyschik,DDS, FAGD is one of AFTCO’s leadinginnovative SeniorAnalysts and hashelped more than2,900 dentists inassociating, buying,expanding, or merg-ing and guided older,

disabled and/or “burned out” dentists to sell theirpractices. Dr. Lyschik’s clients have seen the con-siderable benefits of incentive programs, pensionfunding plans and increased productivity through hisguidance. There is no substitute for experience inthis business. Who better could you choose to talkto about your future transition plans than a sea-soned fellow dentist, a recognized premier transitionexpert, and AFTCO Analyst of the Year Award win-ner? Check out the impressive AFTCO website atwww.AFTCO.net, then call for a free appraisal anda no-obligation consultation with Dr. Lyschik at your office or the AFTCO office in Dallas, TX at (214) 893-0410 or 1-800-232-3826.


Robert ZimbroNational Target Mailing & DentistryPostcards.com1507 Capital Avenue, Suite 103Plano, TX 75074(972) 424-5979Robert@nationaltargetmailing.comwww.nationaltargetmailing.comwww.dentistrypostcards.com

Robert Zimbro has been in marketing for 14 years,and founded National Target Mailing 12 years ago.National Target Mailing creates marketing solutionsspecifically designed for dentists, and has createdand executed effective, customized marketing strate-gies and materials for hundreds of dental practicesall over the country.

Q: I have upgraded my websiteand hired someone to focus onmarketing, but I wish our resultswere better. What am I doingwrong?

RZ: Even seasoned dentists often burn uplots of time and capital trying a variety ofapproaches without really developing aconsistent brand or having any way to trackthe impact of their efforts. We help our den-tal clients establish consistent brandingacross websites and printed materials. Weensure that every dollar of your marketingbudget achieves maximum return and willactually pay off with measurable results.

We are more than just a printing service ora bulk mail shop. We provide a full range ofmarketing tools, including logos, websites,direct mail, letterhead and business cards,reminder cards, window graphics, andinternal graphics and marketing items.

We know the dental industry and dentalmarketing constitutes about 90% of ourbusiness.

Q: The bad economy has reallyimpacted our patients. What canwe do to improve patient accept-ance of treatment plans?

RZ: We have an exciting new solution toan old problem that has challenged dentalpractices for years. Dentists used to sendpatients to visit with a treatment coordina-tor, and after some negotiation, a hesitantpatient might be offered a discount. Thisdevalues care because the patient nowbelieves that they are getting treatmentfrom a “discount dentist”. We have a solu-tion that turns this around and creates apositive perception. Our client dentists arenow offering elegant, high quality gift cardsto get treatment started. A “gift” creates theperception that their dentist has been gen-erous and genuinely cares about them.These gift cards can also be given out toreferring dentists, so they can offer them tothe patients they refer to your practice.

Q: How can you help us make surewe are taking full advantage of themost current marketing trends likeFacebook, Google reviews, and QRcodes?

RZ: We can help you understand how toimplement these tools effectively and makesure your patients are using them to youradvantage. And, since we are familiar withthe constantly changing and evolving reg-ulations, laws and conventions that affectdentists, we help you avoid costly market-ing pitfalls and common mistakes.

Q: I don’t have the time or budgetfor gimmicky campaigns that maynot work. How can you make sureI get results?

RZ: Our goal is to become partners in thesuccess of your practice, so we don’t justtry to sell you another direct mail campaign.We begin by sitting down to discuss yourinternal and external marketing, includingwhat has worked and what has not.

Rather than blanketing the neighborhoodwith unwanted junk mail created fromgeneric online templates and wasting mar-keting dollars in the hopes of reaching afew interested individuals, we design cus-tom materials and mailing plans that pre-cisely match the profile of the targetaudience.

Our clients enjoy a working relationshipwith a single team member who providesexpert, personal service. We offer a flexi-ble, dynamic and responsive plan that canadapt quickly and easily to accommodatethe changing needs of the practice.

National Target Mailing Robert Zimbro

&AQ

Stop by Booth 1323and see us!

17060 Dallas Parkway, Suite 200 | Dallas, TX 75248 972-267-9191

and .

unique

www.eandassociates.com

My patients need expert dental care.I need an expert in the business of dentistry.

ADVERTISER’S INDEX

AFTCO ................................................21BB&T ...................................................42Bullseye Media ....................................32Bryant Studios .....................................13Burkhart Dental....................................23Certified Smiles ...................................46Children 1st Dental & Surgery Center...................................Inside Front CoverCooper Wellness .................................40Dental Auxiliary Service.......................19Dental Directions .................................31Dental OSHA Compliance Services ....20Destiny Dental Laboratory ...................43Doctor Technology ...............................35ESA Construction ...........................36/37Heartland Dental..................................18Higginbotham ......................................39J. Houser Construction ........................41Legacy Texas Bank ....Inside Back CoverMcGregor & Oblad PLLC.....................46Med-Tech Construction .........Back CoverMidco ...................................................46Pacific Continental Bank......................41RT Edwards & Associates PC .............45Structures & Interiors......................14/15Tina Cauller .........................................43Transworld Systems ............................43UT School of Dentistry at Houston ......32


The business of dentistry is unique. Dentists havetheir own rules, regulations, and industry standards.That’s why you need an attorney who understandsyour industry. The attorneys at McGregor & ObladPLLC have helped hundreds of dentists:

- Purchase dental practices- Review leases- Form entities- Draft and review employment agreements- Create partnerships- Trademark business names

CONSULTATIONS ARE ALWAYS FREE

You need specialized tools to perform dentistry.Now there are specialized legal services to protect your practice.

THE DENTIST’S LAWYERMcGregor & Oblad PLLC3010 LBJ Freeway, Suite 200Dallas, TX 75234P. 214.720.9555

www.mcgregorfirm.com

Visit us at Booth 1117 at the Southwest Dental Conference

Ntd issue 8 2013 de highcomp 2

Documents

Transcript of Ntd issue 8 2013 de highcomp 2