Dr. Sheri B. Doniger is a leading dental clinician, author, educator, and consultant who practices dentistry in Lincolnwood, Ill. She can be reached by email at donigerdental@aol.com.

Dr. Sheri Doniger

If you follow any team sport, one of the fundamentals of winning is to have everyone on the same page, to know the signals, and to follow the same message. Sure, each position player in any sport has their role, but their main purpose is to collectively steer the team to success.

Practice success comes from great communication. Great communication comes from teamwork. How better to communicate with patients than real-time photos that show, up close and personal, their current health conditions? The adage “A picture is worth a thousand words” is truly evident with the intraoral camera (IOC).

The first intraoral camera, developed in the late 1980s, was an analog IOC system by Fuji Optical Systems of Los Gatos, California. Not only was it cumbersome, but it also came with a price tag of $40,000. Intraoral cameras have evolved from the expensive, analog, floppy-disk, space-hog versions to slim, ergonomic handpieces that have operatory flexibility.

Several features of IOCs include wireless or corded connections, LED lighting, fixed or variable focus lengths, magnification (up to ×100), and different angle views (from 0° to 90°), depending on the manufacturer and style of camera you purchase. All have barrier protection that will not impede the clarity of the digital image.

Many IOCs are portable. Images are immediately available via practice management software and shareable with the entire team. These images enable all members of the team to discuss treatment options and progress. They are also great for documentation and benefit billing and record keeping. Most patients will remember a discussion from 4 weeks ago or 24 months ago while looking at a picture of the area of concern. Images are shareable with other practitioners for an on-the-spot referral.

Additionally, if finances are a shared expense, images may be given to a patient to discuss the necessity for a treatment plan and its financial obligations. It is much easier to show someone a picture of a cracked tooth to explain the need for treatment with their partner than to have them try to describe it on their own.

Let’s look at how the IOC will enhance your clinical practice.

The dental hygienists is usually the first clinical team member the patient meets. The IOC is a perfect adjunct to showing areas of concern and teaching proper oral hygiene. One image of the lower lingual arch that shows red, hemorrhagic, gingival tissue with heavy calculus demonstrates a lack of home care to the patient.

For recare appointments, the image is comparable to previous images to show the patient their progress. An image can easily capture areas of heavy plaque accumulation, marginal gingivitis, or bruxism.

Dental assistants can take intraoral images of a patient’s chief areas of concern prior to the dentist entering the treatment room. For example, a patient of record presents with a fractured lingual cusp. The assistant takes a radiograph of this area, which will offer 1 view of the tooth, whereas the intraoral image will give a clear view of the exact depth of the fracture.

Once the doctor evaluates the tooth, they can explain the necessary treatment, showing the patient both the radiograph (which many patients may not understand) and the clinical image. Dental assistants may use the camera to take initial arch records for the patient’s chart.

Utilizing IOCs is a winning strategy for the dentist. Images will enhance the communication between the doctor and the patient, demonstrate accuracy of treatment areas, and improve treatment acceptance. Images gathered from dental hygienists and dental assistants will facilitate the education of treating patients’ oral health. Early detection of oral health issues is paramount. Treating a smaller, less invasive lesion is more beneficial than waiting until the patient is in pain and a larger expensive treatment is required.

Another benefit is documentation for the future. For example, a patient has been complaining of sharp lower anterior teeth, even after many discussions about bruxism. An image, showing the bruxism, is beneficial not only to planning the oral appliance but also for the benefit documentation. Furthermore, IOC images may be used to document before-and-after treatment.

The business manager’s utilization of the accurate documentation of tooth images is important. More documentation is required for many of the major dental benefit companies. In addition to a digital copy of a radiograph, the digital image of a tooth with a failing historic amalgam, a crack, or an abutment procedure for an implant in place offers visual proof of necessary treatment.

This will assist in obtaining proper coverage and reimbursement for procedures. Additionally, when a patient is sitting with a financial manager and discussing their treatment plan, it is easier to show the patient an image of their treatment plan rather than a group of tooth drawings with colored affects.

So, how do you incorporate the IOC into every team member’s hands? Find a camera that fits into your budget and is available in multiple operatories. For example, the MouthWatch Intraoral Camera starts at $299. Having a few in the office eliminates the need for the team member to go hunting for the camera during treatment.

Some practices have a usage schedule. One would always want a camera available for new and emergency patients, but recare evaluation of periodontal tissues is also important. If fiscally reasonable, consider having multiple cameras available.

The production generated from an extra IOC will pay for the unit after a few services. If the camera is limited to the 1 operatory in the facility, you may be missing out on a plethora of treatment discussions and documentation.

When selecting an intraoral camera, read the reviews and check out the product. It’s important to find a trusted brand that will offer support.

Remember, infection control matters. A barrier sleeve is required to cover the handpiece wand each time an IOC is used. These sleeves are available from the manufacturer, and will accurately fit your wand. Placing the plastic barrier correctly will enhance the clarity of the image.

IOCs are for the whole team. They will enhance communication and trust between the patient and the entire office. Patients give us permission to work inside their mouths. They have little to no idea what is going on or what we see that would necessitate treatment.

We all have issues with patients agreeing to our treatment plans. Increasing case acceptance is important. By utilizing the IOC, you will realize an immediate return on your investment: Patients will accept treatment more readily.

Showing the patient a lesion or a poor, leaking filling inspires them to want to schedule their appointment. Although we discuss complete periodontal care, some patients have the attitude that “if it doesn’t hurt, it doesn’t need fixing.” With images of the inflammatory tissue changes or bone loss, patients are more likely to complete the scaling and root planing.

When we purchase dental equipment, some items take years to realize their worth. This may be the first piece of equipment that pays for itself in the initial use and is key to case acceptance thanks to the visualization of needs. With an IOC available in every operatory, the message is clearly demonstrated with the images.

Team members will be able to share these pictures with the patient. This will enhance your productivity, encourage referrals, and increase your level of trust with the patient. Having the entire team onboard will be a win-win for the practice. Seeing is believing.

Articles

How the DA, RDH, and DDS can use an intraoral camera 
to benefit the patient and the practice. 

Intraoral Imaging Is a Team Sport

The vista of dentistry has changed over the past 30 years, and I may say, it is a wonderful time to be a woman in dentistry. 

Since my graduation in 1983, women are on the road to being equity partners in this profession. My dental school class had 29 women out of a class of 151 graduates. Fast forward to 2014 to see a completely different class composition, with more than 50% of the predoctoral candidates now comprised of women.

Looking over just the past 20 years, the percentage of women dentists has increased over 210%. Today, 37% of all practicing dentists are women. Remarkably, according to Dr. Kathleen O’Loughlin, the executive director of the ADA, in a recent presentation to the Dental Trade Alliance during this past 

, the market of women dentists continues to rise where as the market for male dentists is decreasing. The number of total women dentists in the U.S. has risen from 10.9% in 1993 to 26.2% in 2012. Over 79% of all women practitioners are practice owners. In addition, it is only getting better for us. Those are all great numbers!

Webinar: The dental practice management benefits of cloud-based system

Here are some thought provoking facts: in the next several years, since women are now 50% of the graduating classes, more women will be out in practice. Graduation surveys have shown that over 50% of women plan to own their practices. As many of the male baby boomer dentists sell their practices, there are now women to purchase them. The practice model may be two women working part-time in one practice, therefore covering the practice full-time or a woman buying the total practice outright.

Regardless, women will be in control of a good portion of practices, making many more major administrative and purchasing decisions. Shortly, 80% of all practices may be 100% women. Why, you ask? In a dental office, there are four “chairs” to fill: more women graduates translate to more women dentists. Well over 97% of dental office managers are women, as are dental hygienists and assistants.  With all four chairs having women in them, the offices will be trending towards women owned/women controlled in the near future.

When I started my practice life, it was impossible to acquire a business loan without the guarantee of my parents and my husband. Banks would not look at me. I was a doctor with a potential long-term business and earning power. Now, many more banks are willing, and even competing, to give money to women dentists as they definitely feel we are a good, stable investment. We repay our loans. Interestingly, although dental school indebtedness is always high, women are trending towards slightly lower indebtedness at the end of school, although the total amount is definitely significant.

Click here to keep reading about how statistics have proven that women dentists do practice. 

There have been many myths about women in practice. Statistics have proven that women dentists do practice. We may work slightly fewer hours than our male counterparts, but we do work! Women are purchasing practices, although some women prefer other practice options initially than full ownership. I have owned my practice for the past 30 years. I had always wanted to be a practice owner. I also had both of my children while I was in dental school, a feat many of my women dentist sisters may not have attempted. Women, as we have been doing for many years, do tend to balance our professional and personal lives strategically. This has not changed, as many women today are working, running their businesses, while raising children and sometimes caring for elderly parents.  

Recent Article: Cloudy with a change of computing 

Thirty years ago, women in dental school used the same equipment as the men and “liked it.” Once we graduated and entered into practice, we were not given any options with regard to a different hand size or body shape. Now, some forward thinking manufacturers are assessing the different ergonomic needs of the various dental end users by offering alternative options for handpieces, seating, and instruments. Women no longer have to enter into a “one size fits all” for capital purchases, office design or style; we now have options. Moreover, we know that women represent the largest purchasing market; hence, even though many manufacturers continue to market mainly to men, those who focus on women will be strategically placed for success.  

Although looking at the leadership of many of the dental organizations we see a vast majority of males, women are definitely on the rise. Women do have some impediments professionally, as we are now attempting to gain the same leadership roles as our male counterparts have had for decades. It takes drive and perseverance to break through the glass ceiling. Women are increasing their representation in national, state and local leadership in addition to dental school deans. Our current ADA president, Dr. Maxine Feinberg, is a perfect role model. It is not parity, but it has come a long way over the past 30 years. The American Association of Women Dentists, an organization approaching its centennial anniversary, is the only group that is comprised solely of women leaders. I am proud to be installed as the next president for the year 2015, 31 years after my graduation from a very male orientated class. AAWD is uniquely more diverse than any other dental organization by the virtue of its representing the wide variety of women currently serving in dentistry. Many of our members do go on to leadership roles in various local, state and national dental organizations.

Even though we have come a long way, women do still have some barriers in starting up a practice. There are major concerns for long-term practice longevity and comfort due to the current design of much of the equipment we are using. Men tend to use what they are given; women tend to create a more comfortable, ergonomically balanced workspace. Finally, even though 30 years has passed, women are still mistaken for “staff” at dental meetings. This may truly be a disincentive to attend these meetings if it continues into the future.   

One of the most interesting statistics about women dentists is that we are still making 75 to 80 cents on the dollar as compared to our male colleagues, a number that has plagued women throughout any industry. We may have to work on this one. But, for the most part, the scenery is beautiful now for a woman in dentistry. I am very happy to be enjoying the view.

Click here to check out the 25 women who have impacted the dental industry.

Maritza Alford recently celebrated 20 long, fruitful years working in the dental industry. Currently the National Sales Director for Henry Schein Surgical Solutions, she works closely with sales, marketing, finance and support teams to build a comprehensive customer experience for dental surgeons.

“I am proud of the specialized division and career opportunities Henry Schein Surgical Solutions has brought to our valued customers and Team Schein members alike,” Alford said.

There are many aspects of her position that Alford loves, like the people she works with. She and her coworkers call themselves, TSMs or Team Schein Members, and they share a special bond over the work they do as well as the opportunities that work affords them. She most appreciates the resources she gets to tap into thanks to her coworkers and their talents. She also loves the impact she gets to have on the dental industry as it grows and flourishes in a changing world.

“Modern medicine and social media have brought so much education to the importance of dental care,” she said. “Technology enhancements are improving the lives of patients and I get to drive part of that through the support I lend to customers and the overall industry in the various leadership and sales roles I have had in my career.”

Alford has always been able to pull inspiration and strength from her family. From a very young age, her parents instilled a strong sense of independence in her. Her father in particular was a big source of that independence. He always helped her to help herself and search for her own answers, and she attributes much of her early success to his teachings.

Her most influential mentor however, was the company president at her first sales job in the dental industry. As an individual obsessed with the ins and outs of human dental anatomy, Alford soaked up the science of teeth. The opportunity to work alongside the company’s president made a huge impact on her.

“He was very tough on me and forced me to find answers to solutions. Little did he know that I had many years of training from my Dad,” she remembered. “He challenged me to create business opportunities for myself which resulted in company opportunities. “

As a woman, Alford loves that she can use her job as a way to mentor other women in business. Whether she’s teaching them the ways of the dental industry or learning from them new ways to go about problem solving, being that resource is very valuable to her.

“Business can be intimidating and you have to believe in yourself and trust your decisions. When you make mistakes, pick yourself up, learn from them and move forward, to help you and the people around you grow,” she said.

In her 14-year tenure at DenMat, Hilary Brown has held several positions, but each taught her the lessons she needed in order to end up where she is today. As Senior Product Manager for all of the impression and restorative materials, Brown is most proud of the work she is currently doing.

“Managing DenMat’s Impression & Restorative product portfolio is a tremendous responsibility, which I am honored to take on,” Brown said. “To have the opportunity to work in a medical field and manage and develop products dentists use to help people live healthier, happier lives is rewarding and inspiring. It is what makes me passionate about the work I do.”

Brown is responsible for new product development and product management from concept to launch. For the past several years, she’s led the annual marketing plan including strategies, packaging development, R&D, forecasting, advertising and marketing collateral creation. Ongoing acquisitions and integration of new products into DenMat’s portfolio have added to her growing responsibilities.  

“The best part of my job is that every day brings a different challenge and with it an opportunity to learn something new,” she said. “Learning is key to personal growth, so I’m thrilled to have a job where things are constantly evolving. The daily challenges promote a work environment where collaboration with co-workers is critical to success, one idea sparking another idea. Teamwork is one of my favorite things about working in Marketing.”

However, in today’s ever changing world of new technologies and innovations, keeping current with industry trends and adjusting marketing strategies to provide DenMat’s customers with valuable information is a constant challenge. Brown works hard to ensure that her customers know she has their best interests in mind. She strives to share the passion she has for providing dentists with the support they need to be successful.

“I believe my drive to succeed at whatever I do and my passion for people is what has advanced me to this point in my career,” she said. “I also believe my relationships both within DenMat and the dental industry have shepherded me along the way. I’m thankful for management’s support and the talented team at DenMat.  I believe we can do much more when we all work together to accomplish goals.”

As a female professional, Brown feels that her self-confidence has contributed to her success and she advises other professional women to maintain confidence throughout their journey, no matter how difficult the outcome looks. Having that confidence allows one to take chances and try something new, and those opportunities are what eventually lead to success.

“Self-confidence is so important, yet many people struggle with this,” she said. “It is paramount for people to have confidence in themselves, their workplace abilities and life in general. People are only confident when they are true to who they are. New experiences build confidence and prepare people for dealing with the unexpected.”

	Carrie Cliffel (District Sales Manager, Komet USA)

As the main face that doctors and offices see representing Komet USA, Carrie Cliffel has a huge responsibility as the company’s district sales manager. It is her job to represent the company as well as the products they sell.

“The products I sell are a necessity for dentists to perform their job,” Cliffel said. “I believe that I sell the best rotary instruments on the market because we carefully manufacturer and inspect every detail in order to make a superior product. What this means to doctors is less time in the chair, saving cost and making their job easier. In order to do any dentistry, you need rotary instruments, and that’s what I sell day in and day out.”

Cliffel excels in a multitude of aspects when it comes to her job, but her favorite part is forming, nurturing and maintaining the relationships she’s built with the doctors and their staff. Over the years she’s formed life-long friendships with professionals in the industry and those relationships have been as useful to her as they are meaningful.  

“I love when I get a phone call or an email from offices that I have helped that show their gratitude because I was able to make them feel comfortable,” she said. “I also enjoy getting to know people and their story. It forms the relationship needed to gain their trust with me and my company.”

Though her job does come with many joys and benefits, it’s not without it’s challenges. Cliffel strives to distinguish herself and Komet among the numerous other companies selling similar products. In her competitive field she’s proud to have overcome obstacles and persevered. She set her focus on creating a need, and then maintaining that need in order to create loyalty in today’s media driven, digital world. She picked up her sense of drive and perseverance from her parents, who adopted her as a child and have always been her unending source of love and support. “Had it been any other way, I know I would not be here doing what I am doing today,” she said. “I am extremely fortunate that I had the parents who taught me respect, hard work, dedication, passion, strength, and love to become the woman I am today. I am forever thankful.”

Her best advice to anyone looking to follow in her footsteps? Be strong and confident. The dental community is constantly changing but it remains a male dominated industry, which can be intimidating for young women. She uses the tools she’s been given to ensure her success through remaining flexible while also learning something new from each experience.

“Females are becoming more involved in dentistry than before, which is such a great sign,” she said. “My job is a hard, hit the pavement, type job. So I would tell her to have fun, embrace the challenges, form the relationships, and use your knowledge to sell the product.”

As the president and CEO of Midmark Corporation for the last 14 years as well as a physician by training, Anne Klamar loves that her position gives her the opportunity to work with great people. She also enjoys the fact that she’s in a leadership role where she can encourage people to be better dental professionals than they ever thought they could be.

For Klamar, working in healthcare and the different healthcare markets has been a learning experience that she embraces with both enthusiasm and curiosity.
	“I think the most challenging part of my job is finding areas where we can continue to grow,” she said. “We’re just always looking for opportunities to grow and to better understand the market as well as the needs of our customers.”

While she admits that some of the opportunities she’s gotten on her way to a successful career have been through luck, she said most of those chances she’s made reality through hard work and dedication. She attributes the bulk of her success to her passion for working in healthcare as well of her love for working with people.

“My dad taught me to work hard and always to be ethical and honest, and I think that’s a good foundation to start from,” she said.

Throughout her life, Klamar has had a series of mentors that she has learned from, and she’s grateful for each experience they’ve shared with her and each lesson she’s learned along the way. Through their teaching she learned to stay true to herself, while also learning who she is and who she wanted to be.

Today she looks up to her board of directors most as a model for the professional woman she wants to be.

“I have an incredible board of directors,” she said. “It’s eight other people who are incredibly smart and successful and who hold me accountable and I really look up to all of my directors because I have such tremendous respect for them.”

Networking with other professional women is a key element in finding success according to Klamar. It allows you to get to know other people in your field and to learn from their experiences as well as those you have to share.

“I think it’s really important, especially in the dental industry for women to mentor other women,” she said. “I’ve found that the women in the industry that have been role models to me have been tremendously helpful and I’m very grateful to them.”
	For any woman looking to follow in her footsteps, Klamar advises her to trust her gut first and foremost, as well as to be true to her values. She believes that every woman should maximize on the strengths that women naturally bring to business as well as to bring her best to every position and relationship that has the potential to make her better and push her.

“Be who you’re meant to be, don’t try to be somebody else, don’t try to be a guy,” she advised. “Be who you are and be the best at it.”

	Jeanne Hurlbut, RDH (ORMCO/Kavo Kerr Group)

Jeanne Hurlbut is the manager of New Owner Support for Ormco’s Lythos digital scanner: Product Launch. In her position she has set up and trained beta sites for FDA clearance, developed the Train-the-Trainer course, and helped hire and train full-time employees as well as contractors, and trained the company’s international teams. Currently, her day-to-day tasks include in-office trainings for initial offices and the company’s top doctors along with re-training offices and providing them with remote support for consistent and constant scan feedback and customer service.
	“The best part of my job is working for an amazing company, Danaher,” Hurlbut said. “The talented people they hire and employ are all on the top of their game, sharing the same passion for life my parents instilled in myself: strive to be the best in all that you do, do it right the first time (because) it takes less time to do it right then to redo, treat others in the same manner and respect you would like to be treated. Pay it forward.”

In her position travel is constant, which to Hurlbut can sometimes present a challenge. For example, travel plans can so easily go awry, leaving both Hurlbut and those waiting at her final destination scrambling for a solution. Flights get delayed, weather happens and it can create some frustration and hardship on all involved. However, she knows the end result, her ability to finally pass on the usable knowledge to doctors, is worth the wait every time.

Hurlbut is most grateful for the support of her loving family as they’ve played a huge part in her journey to success. She acknowledges that some facets of her career have been a struggle, but by leaning on each other for support she and her family have come through each challenge with new knowledge and a strengthened love for one another.

“We leaned, learned and loved each other in the good and bad times, proving to each of us if you put your heart and soul into something you believe in and love, it can and is possible,” she said. “They all bring out the best in me. No one gets to where they are alone. We all need the love and support of others. Surround yourself with these people and toss the others aside as chaff.”

Besides her family, Hurlbut attributes her success to her dedication and unending vigor. She does not settle for mediocre. She knows it takes hard work to be great, yet she refuses to be anything less. She knows if she keeps her eye on the end goal she has what it takes to get there, no matter the hurdles she has to get over.

“I have always strived to be a lifelong learner of the profession of dentistry and be exceptional at what I do,” she said. “There is not a person in the world that doesn’t have hardships. It’s what you make of your hardship that gets you where you’re going.”

Over 25 years ago, the Hayes family started Hayes Handpiece Company based on the idea that dental offices needed local, personal service for handpiece repairs. Today, Jo Hayes manages the administration of the corporate headquarters for Hayes, and trains and assists the franchise locations with the adminstration of their businesses­­-everything from billing and shipping to human resources and personnel management.

Hayes Handpiece offers ongoing education and staff training for the proper care and maintenance of handpieces, instruments, the operatory, sterilizers and other small equipment. The company works to help doctors make informed decisions about purchasing new handpieces while having created a convenient, state-of-the-art website that allows customers easier access to products.

“The best parts of my job have always been working with family, finding new ways to grow the business, and making sure Hayes remains an important asset to the dental office,” she said. “It’s challenging but fun to figure out how our company can continue to provide top-notch service to our customers, the type of service that makes them want to choose us rather than the competition.”

As a woman in business, Jo has always drawn inspiration from her mother while watching her work hard day to day. This was during a time when everyone was expected to participate in the jobs inside and out of the home in order to make it financially, and her mother’s work ethic made a huge impression on Jo, one that has stuck with her throughout her journey to success.

To her, knowing the significance of a united family, working together as a team to deal with the big issues and the stresses is very important, and thus Hayes Handpiece started as a family business and has continued successfully as one.

“We are where we are today due to the dedication and hard work of all of us as a family,” she said. “John and myself, our children, David, Jeanne, Diane and Joe, worked very long, and many times very stressful, hours. Our daughters-in-law, Kristy and Donna, along with our nephew Casey, my sister Mary and all of our grandchildren have been part of our success. We’ve also had many loyal employees and dedicated Hayes franchise owners across the country who have all helped us to achieve our goals and grow the business every year for the past 25 years.”

Jo attributes much of her personal success to her willingness to take a chance on an idea along with her strong work ethic and her ability to problem solve. The most important advice she’s gotten in her career came from a former boss, who told her that no one is irreplaceable. This advice was especially meaningful to her because it served as a reminder to work to the best of her ability, appreciate the job you have and never take a job for granted.

Working with a non-profit organization is hardly ever a walk in the park, but for Therese Long its rewards far outweigh its trials. Long works as the executive director for the Organization for Safety, Asepsis and Prevention (OSAP,) a non-profit with a vision of safe dental care for people everywhere. OSAP’s mission, according to Long, is to be the world’s leading advocate for the safe and infection-free delivery of oral healthcare. Long is proud to work with a group of dedicated and committed people who represent every facet of oral healthcare from clinicians to lab workers to educators and beyond.  

“OSAP has a strong leadership team and it is so energizing to work with them and with other organizations like the Centers for Disease Control and Prevention, World Health Organization, International College of Dentists and others on strategies to advance the organization’s goals, amplify the mission and contribute to the health and safety of patients and the oral healthcare community,” she said.

Long’s role in the organization is to help keep the team focused on OSAP’s mission and goals through the delivery of superior education designed to raise the bar on performance with authoritative infection control standards. Her professional philosophy includes what she calls the four P’s: purpose, people, passion and prevention. Through these driving factors she finds inspiration, motivation, and the source of her seemingly unending ambition.

“I deeply believe and support the purpose of OSAP, I am inspired by the people who are involved in the organization. The passion of the OSAP community to protect their patients is unparalleled and the purpose, people and passion creates an amazing capacity to help prevent the pain, trauma and heartbreak of disease,” Long said. “This is what drives me.”

Throughout her life, Long has always envisioned the next hurdle or goal she wanted to achieve, and then she would focus her energy on making it happen. She is a strong believer in hard work and “sweat equity.” There are a lot of innovations to be had in the dental community, especially in the non-profit realm, but none of those innovations will replace passion and a strong willed work ethic.

“It’s energizing and sometimes overwhelming to do whatever one can to marshal the resources required to accomplish one’s goals,” she advised. “Surround yourself with good people. I can’t tell you how much I’ve learned from a long list of fantastic colleagues, friends and family members. Life matters. Don’t squander it by frittering it away on things that don’t matter to you.”

	Barbara Nordquist (VP of Academic & Professional Relations for Kavo Kerr Group)

Barbara Nordquist is the Vice President for Academic and Professional Relations for KavoKerr Group, the dental business unit for Danaher Corporation and the largest manufacturer of dental products in the world. She is responsible for the business and professional relationships with all 65 dental schools in the United States for the 19 operating companies of KavoKerr.

“By partnering with dental schools, our mission is to align sales, marketing, communication and technical support to help establish, nurture and expand our relationships with dental schools,” Nordquist said.  “As such we not only help schools fulfill their product needs efficiently and cost effectively, but we also develop unique solutions to support their individual approaches to the education of their students, their delivery of better patient care, and their support of their faculty and health care associates.”

In her career spanning more than 28 years, Nordquist has worked closely with dental schools, their deans, faculty and students as well as having been involved with and participated in many of the significant changes that have occurred in how dental education is delivered. She’s proud to have had a hand in those changes and to have touched the lives of so many budding dental professionals and their mentors.

“I love working with very smart individuals to advance new ideas and education approaches, to develop new products, and to better address relationship issues, all while working on widely differing projects,” she said. “I believe that I am very good at inspiring and motivating teams, and building and supporting relationships, at both the corporate and institution levels.”

Her position is one filled with complex processes and obligations, many of which are routine when heading a large corporation, and others are more specific to a business that caters so strongly to institutions of education. Nordquist attributes her accomplishments in her career and her life to her desire to be successful as well as her intense drive and leadership instincts. She began her journey chair-side as a registered dental nurse in England, but soon found that sales was a better fit for her personality as well as her future goals.

“I was always highly motivated and wanted to achieve more,” she recalled. “When I was given the opportunity and the encouragement to have higher expectations and achieve more, I succeeded.”

If she’s learned one important thing on her journey to success, it’s that people are the most important factor when it comes to success in both business and life. Not the technology or products she innovates and sells, but the people she comes in contact with every day who inspire her and constantly teach her new things.

Nordquist has made many friends and nurtured many relationships in her career, and she strives to learn something new from each person and to get to know what is most important to them whether it be at home or at work.

“Everyone has their own story and they are all important,” she said. “I love being able to share their stories and delight in my relationships.”

Top 25 Women in Dentistry 2014

I always find it rather funny, watching dental professionals wash their hands. We take time. There is no rush. We have been so engrained in the method of hand washing for our practices that it extends into our daily lives â¦ and sometimes it is rather comical. I am always the last person washing her hands after, let’s say, prepping during a cooking class.

Recently, there was a study by Michigan State University, 

claiming that only 5% of the rest of the population washes their hands correctly

. No, they aren’t scrubbing for the entire “Happy Birthday” song or whatever time trigger is recommended for proper hand cleanliness. So, I was heartened to learn there is a National Hand Washing Awareness Week, December 1-7, 2013. It is a national celebration of hand washing. It is not only good for the public to be aware of this, but the profession as well.

Believe it or not, there are some roadblocks to hand hygiene. Although the whole hand washing concept has been around since 1822 when a French pharmacist used liquid chloride solutions as a disinfectant, the CDC had written guidelines to proper hand washing back in 1975, long before AIDS became a concern. Compliance seems to be a factor. Several hospitals used secret shoppers to assess and monitor hand washing among hospital staff workers.

If secret shoppers are watching hospital professionals and the technique of other healthcare workers, maybe our patients are watching too? It behooves us to talk about hand washing periodically to our patients, letting them know how long they should wash as well. Take the time. Talk to your patient while washing your hands. It’s a great time to engage so they know we are doing all the right things before donning our gloves.

I was surprised the studies on the lack of compliance with proper hand washing in hospital settings. Issues such as lack of time, lack of soap, and improper knowledge of how to wash hands were noted as problems. Thinking about our teams, it is important to show new employees the proper method in washing their hands. We take so many things for granted â¦ everyone knows about universal precautions but do they know the steps behind the precautions? Maybe during a team meeting, it would be a good time to review hand washing protocol. It’s not an issue that will effect production, but an important issue to make sure everyone is compliant.

Talking to our patients about hand washing is also important in light of this Michigan State study. According to that research, 15% of men and 7% of women didn’t was their hands at all. Soap was used by men only 50% of the time, although women used it 78% of the time. Hand washing also seemed to be tied to time of day: more hand washing occurred in the morning or earlier in the day. One of the most unusual findings of the study was about subliminal suggestion. People were more likely to wash their hands when a sign was reminding them was in sight.

We serve as that reminder. I do joke with my patients about the number of times I wash my hands during a given day. I also remind them that I wash my hands after I go to the gym, run through an airport, and always before I eat. When there isn’t soap and water, there is some form of disinfection product available. Something to think about next time you enter an operatory when you are looking for something non-tooth related to talk about. Remind your patients about proper hand washing. It will help them as well.

http://www.osap.org/?page=Issues_HandHyg&hhSearchTerms=%22hand+and+washing%22

http://www.henrythehand.com/news-events/national-handwashing-awareness-week/

The importance of hand washing in the dental practice

November 21 is the Great American Smokeout. On this day, smokers have two choices: decide to quit, just for one day, or quit smoking completely. As we know, smoking kills both teeth and bodies. It affects the oral condition in so many ways: discolored teeth and stained teeth are just the tip of the iceberg. Oral changes due to the negative effect of smoking and tobacco use causing nicotinic stomatitis are evident. Prolonged smoking will affect the salivary flow rate, causing concomitant issues. The effect on dry mouth, dental caries and periodontal disease has been well documented. Smoking is a risk factor in wound healing and delayed implant integration. Leukoplakia, oral, larynx, pharynx, esophagus, and lung cancer have smoking as potential etiologies. Smoking kills everything. In a smoker, proper cellular function is affected throughout the body, not only the mouth or the lungs. Other cancers, such as pancreas cervix, ovary, colon, kidney, rectum, stomach have had links to smoking.

One in five Americans still smoke, even after all the graphic words on the sides of cigarette packages and Surgeon General Warnings. Tobacco use is one of the most preventable causes of death. Dependence on tobacco and nicotine is a known addiction. According to the CDC, smoking costs $96 billion in medical costs along with $97 billion in lost productivity due to illness. In addition, over 88 million people breathe second hand smoke, which is also a cause of disease and death.

As dental practitioners, we have the unique ability to speak about prevention with every patient at every visit. Brushing, flossing, dietary control of sugary substances, are part of our normal conversations. Smoking cessation should be discussed with every patient who has indicated they are a smoker. The danger of starting smoking and potential lifelong nicotine addiction is another topic of discussion for our younger patients. Not only are we able to discuss the oral implications, but add in the medical ones. We know there is a link between oral and systemic health. Having the discussion about quitting earlier will elongate lives.

We also have the ability to discuss interventions. We are able to create smoking cessation programs, along with physicians, for our patients. Several FDA approved medications are available, along with patches or gums, to help the patient reach their smoke free goal. Hypnosis, acupuncture or other alternate methods of therapy are also options. We are also able to discuss potential quitting plans: set up quit dates, educating on withdrawal symptoms and requesting support groups through friends and families. Through our visits, dental practitioners are definitely able to encourage quitting and congratulate successes at subsequent visits.

These are not single conversations. Smoking cessation counseling and support does take time and commitment, but it is easily incorporated in our preventive paradigm of treatment. There will be many difficulties. Nicotine withdrawal is a real issue. This is where continued support is key. As part of a team of health care practitioners encouraging our patients to quit, they will hear the same message repeated.

We also have to model good health. For those practitioners who are still smoking, now should be the time to quit. Many years ago, I had worked as a temporary hygienist (in my days during dental school). I was asked to work for a dentist who had two operatories with a lab between the rooms. Between patient checks, he always had a lit cigarette in the lab. He took a few puffs of the cigarette, went to check the patient, and then took another few puffs to go back to his operative room. Not only was it offensive to me, but it had to be offensive to the patient. Think of the smoke that “adheres” to the lab jacket. Yes, fingers are now in gloves and masks cover the face, but the scent does permeate. It was gag-worthy. I never understood why patients put up with this behavior. I only remained in that office one day and it was one day too long. I see other dental professionals outside their practices smoking between patients, as well. Patients do have a choice of where to spend their dental dollars. Unless they think you are the best ever, you may be driving off patients. Not to mention, this is definitely poor role modeling. We are health care practitioners.

So, when your patient is asking about the lines around their mouth, that they feel make them look older, have a discussion about stopping smoking. Or, when they don’t understand why their gums look pale or are receding, talk about that cigarette. Tying it into the long range financial success of their dental investment is also a great idea. We always sell the idea of prevention. Adding smoking cessation to the conversation should be easy. Thursday November 21, 2013 is a great time to start!

Please check out information about the Great American Smokeout on their website (

http://www.cancer.org/healthy/stayawayfromtobacco/greatamericansmokeout/index

http://www.cdc.gov/tobacco/campaign/tips/resources/data/cigarette-smoking-in-united-states.html

http://www.mouthhealthy.org/en/az-topics/s/smoking-and-tobacco

Workplace solutions: FreshStartÂ® Group based tobacco cessation program 

http://www.acsworkplacesolutions.com/freshstart.asp

http://www.cancer.org/healthy/stayawayfromtobacco/guidetoquittingsmoking/

What you need to know about the 2013 Great American Smokeout

To create an atmosphere of true appreciation for both the team and the patient, we say thank you all the time. These are two of the most underused words are one of my keys to outstanding practice management.

Think about these main components of your office: The business manager, the dental assistant/hygienist, and the patient. Are you able to work successfully without any of those key people? They are the ones you need to thank each and every day.

I thank my business manager for helping me get organized. After all, without my business manager, I would have to do all the “paperwork” that is necessary to run my office. Additionally, since the business manager is essentially in charge of all of our paychecks, I thank her for creating a schedule that is both productive and patient-friendly. Thanking the business manager in front of patients is always a good idea. It shows a true team spirit.

I thank my dental assistant several times during and after any procedure. I tend to discuss each and every element of the procedure as I am performing my dentistry. Once my dental assistant gives me a component, I thank her.

At the end of the procedure, I thank both my dental assistant for her help as well as the patient for visiting us. As the dental assistant did set up the operatory, I thank her for getting it ready and keeping the inventory up to date.

There are a plethora of other key times I thank my team: During team meetings, when they go the extra mile to complete a task that we had on our “to do“ list, as well as when they go above and beyond to cater to the needs of our patients, to name a few. You shouldn’t have to find times to thank your team. It should come naturally and frequently.

Finally, I also thank our patient upon greeting, as well as thank him or her when treatment is complete. It is a ritual that we believe conveys our attitude towards the value we place in serving the individual patient and his or her dental needs.

We call our patients after each restorative visit to see if they have any questions and, again, thank them for their trust and confidence in our practice. Without our patients, who show up for their appointments and pay for their professional services, we would not have a business of dentistry. Thanking them should be very easy.

Saying “thank you” is something very small that conveys a huge amount of goodwill, and it is free. “Thank you” â¦ these are two very powerful words that we all should use more on a daily basis. Start with three people in your dental lives and you will be surprised how it will blossom. I have never had anyone tell me that I have thanked him or her too much. Have you?

The three people in your dental practice you should thank every day

One clinician's take on the DentalEZ EverLight and the benefits it has brought to her practice.

The DentalEz EverLight™ is one of my favorite products. Both practical and very eco-conscious, 

the DentalEZ EverLight™ is a functional addition for all of my dental procedures

, from dental hygiene to esthetic dentistry. 

Operating with LED, similar to curing lights, this operatory light is highly energy efficient. It is easily moveable to illuminate any area of the oral cavity, and the energy efficient light is very functional and ergonomic. The 12 LED lights provide me with focused illumination for all procedures.  

Unlike standard halogen lights, this operatory light doesn’t generate heat-and that makes it much cooler. Beyond that, the 

 features lighting options for a variety of dental procedures and there are three Kelvin color settings within the system: daylight for excellent 

; composite when it is time to cure; and normal operatory use. We can personalize each setting with the three intensity levels (low, medium and high).

Because this is the one piece of equipment all of our patients truly see in the office, everyone has commented on our “new light.” We show our patients all of the features (the different intensities and different functions) to correlate with our procedures.

Many patients have noticed the light gives off less glare while I am working, so they don’t go “blind” because they’re looking directly at the light. We feel the icing on the cake is the light’s warranty. It has the best warranty in the industry: three years for the entire light and six years for the light engine.

 light, consider going over to DentalEZ for a great way to light up your practice. This light, aside from being a fantastic, attractive addition to any operatory, consumes 70% less energy than halogen operatory lights.

The bulb’s life expectancy is 30,000 hours of use (vs. 3,000 for traditional halogen lights). Additionally, the bulbs require less energy (less than 35 watts vs. 150 watts for the standard lights), and that lowers our energy costs. I do not expect to have to change the bulbs for a very long time.

Beyond that, I also feel the light is much cooler and does give the added benefit of shade selection and composite curing with the push of a button, whereas my historic halogen light did not offer the same benefits. So, energy savings, ease of use, and patient satisfaction all makes DentalEz EverLight™ one of my favorite things.

Product Review: The DentalEZ EverLight offers efficient operatory lighting

“What is the going rate for the Tooth Fairy these days?”

It’s an interesting question. Historically, the Tooth Fairy exchange rate has kept up with the Consumer Price Index (CPI), from all the way back to the early 1900s. According to the Tooth Fairy Poll

, the rate of gift-giving for lost deciduous teeth has tracked along with the S&P 500 since 2007.

Yes, things got a little tight around then (as we all may attest to with our practice revenues taking a decline), but the Tooth Fairy has exceeded expectations in the giving trend, and the amounts have escalated since 2007.

Yes, Tooth Fairy inflation is on the rise.

As we all know, it is customary to give a something when the child loses a tooth. There were myths and folk tales about disposal of deciduous teeth as well as fairies, but The Tooth Fairy did not “appear” until the early 1900s.

Legend has it that money or a token (in some cases fairy glitter dust) is left in place of the lost primary tooth in this rite of passage towards a permanent dentition. The United States is not alone in our acceptance of the Tooth Fairy folklore. It is worldwide tradition with a variety of means of celebration.

As recent as 1965, the rate was a dime. It escalated to $2 in the mid 1990s. It seemed so easy when you only gave a quarter, or even a dollar. There were no expectations of anything more until the price wars started.

Lately, the Tooth Fairy appears to be big business. Visa now has a

 to determine the appropriate amount per parental age group, education level, and income bracket!

It isn’t just in real estate where it’s all about location, location, location either. Where you live also determines what the Tooth Fairy is doling out. The range now seems to be $3.30 in the Midwest to $4.10 in the Northeast.

The national average is $3.70, which is up 23% from last year and 42% in two years. Two percent of parents are giving $50 per tooth and I understand there are other parents who are topping the $100 mark. Parents use the monetary reward as a jumping off point for saving college funds or merely an incentive to proper oral care for the sparkling new tooth. Regardless, primary teeth are big business.

I have also heard of families that give gifts in lieu of cash. Though this is less than 2% of all Tooth Fairy visits, there are a wide variety of other gifts that are given. Candy, cookies, and gum are left (though, as a dentist, I would never suggest that to patients).

One clever family started a snow globe collection. I have also heard of families creating an “add a pearl” necklace for little girls. Books, graphic novels, a cool new toothbrush, gift certificates for frozen yogurt, foreign coins, or small notes are also alternatives. Some families have a rule of three: three coins or bills, with one to spend, one to save, and one to donate. This does instill a lifelong lesson in giving back, which I believe is a great idea.

What happened to the days of giving a quarter or some small change? Parents do not want to be “outdone” by their neighbors or their children’s friend’s parents. There are also some thoughts that, due to the stress of the working parent and the lack of time they are spending with their children, the gift-giving gets a little higher. But at what point is this truly overindulgence? That is only for the parents, their bank, and their conscience to determine.

Regardless, it does seem like money is the “tooth fairy standard.” How much? That is truly a parent’s choice. Do you want to be competitive with your child’s friends or create your own standard of comfort? That is the $1 million question! Personally, I would like to see the tradition trend to giving a new toothbrush, but I don’t know how far that will go with my grandchildren.

We all know that, for the great majority of our patients, they will lose 20 primary teeth. How those little pieces of enamel and dentin are monetized is a question for the ages.

Dr. Sheri B. Doniger is a leading dental clinician, author, educator, and consultant who practices dentistry in Lincolnwood, Ill. She can be reached by email at donigerdental@aol.com.

How the 'The Tooth Fairy' has become big business

One clinician’s take on the Polaris intraoral camera from Air Techniques, and how it has improved patient education and case acceptance in her practice.

Air Techniques Polaris® Intraoral Camera

 has been an invaluable addition to our office’s dental world. It has been amazing for education and production. 

Let me preface this discussion by saying I am not a techno-person. I own my usual “I-” products that have made their way into my life, but, as far as the office is concerned, I have only a few things, aside from my 

 software.  The Polaris is one of them, and it is the best thing that happened to our bottom line.

The idea of the intraoral camera is to show patients what they have before starting any dental procedures. This is a very powerful tool both for education and production.

, in addition to the usual diagnostics, we do a tour of their mouths with the Polaris, taking pictures, most notably, of the defective historic restorations and any existing periodontal pathology. 

One great picture that always gets a response is the lingual anterior depicting calculus collection. The patient’s first response usually is “I can’t believe you look at that all day long,” then he or she gets to, 

When you show patients a picture of their existing conditions they understand the need to replace faulty restorations. The gap between the tooth and a historic amalgam is more easily demonstrated with the Polaris, than, say, the usual two mirror technique.

Having patients actually see the gap as opposed to trying to arrange the mirror in their hand to the mouth mirror in our hand is much simpler and more effective. 

The Polaris intraoral camera is simple.  Mine is installed on a laptop in the operatory. We do not have any fancier system.

Once I am finished with my tour of the mouth, I sit down in the dental assistant’s chair and show patients my findings. Along with radiographs, the power of the camera intensifies the diagnosis, as 

patients can see problems in their own mouths

The camera wand is lightweight and ergonomic. It plugs into a USB port on my laptop and is easily moved away when we are finished. Some clinicians will mount the handpiece as a tray attachment. Sheaths are provided for infection control. 

The best part:  if you do not like the picture you took, just like a digital camera, you simply delete it (or don’t save it) and start again. You are in control of your own personal patient education forum.

The camera’s 120° button ring makes it easy to freeze, unfreeze and capture images with one finger. Additionally, we revisit issues at recare appointments, using the “before” and “after,” especially for patients with periodontal issues. So, more education. Our patients love this for many reasons.

First, it shows our practice is technologically advanced. It gives patients something to talk about when they are referring our office.

Second, although some say they don’t want to see anything, mostly all our patients appreciate the pictures and say it is not too much information but good information.

In this economy, we are all trying to increase our production with dentistry that truly does need to be done, and using the Polaris intraoral camera has been a great asset. We have definitely seen 