An abiding passion for his practice, work and patients prompted Dr Nabil Ishak to continue working for his practice buyer.

By Danny Chan

When it’s time to bow out of your practice, there are many paths to consider. Some choose to simply sell and leave. Others bank on creating rapid growth and hiring associate dentists to spread the workload, then gradually cutting back on hours until they are ready to sell. Then there are those who would hire a young dentist to groom as the heir apparent to satisfy a buyer-in-waiting.

Yet another option is to stay on as an associate and continue to work for the organisation that buys your practice. If you truly enjoy doing dentistry, the latter option may provide the ideal transition from active practice to full retirement.

That is certainly the position of Dr Nabil Ishak. After handing the keys over to practice acquisition firm Ekera Dental in October, the experienced dentist chose to stay on.

“Yes, because I love what I do, I love my practice, and I love my patients. I’ve been seeing them and their families for generations,” says Dr Ishak.

“I have been working in this practice for 30 years so I wouldn’t just leave my patients and the community.”

Through the years
Dr Ishak established the Melton Dental Group (MDG) back when Melton was only a satellite town. Rapid suburban growth has turned it into a commuter town in the Melbourne-Ballarat growth corridor, now poised for merging into Melbourne’s future conurbation.

From the outset, Dr Ishak’s goal was to provide family-oriented dentistry using cutting edge tools and techniques. Always pushing the envelope, he would engage specialist dentists to deliver hands-on training workshops to his team on site.

MDG eventually became the first in the area to deliver treatments such as dental implants, all-on-4 implants and dentistry under intravenous sedation and full general anaesthesia.

Besides offering forward-looking dentistry, MDG is also known for enhancing the “stress-free” and “pain-free” patient experience.

Lounging with a cuppa, plugging into your choice of in-chair entertainment or immersing in the iPad Play Centre, the clinic offers an array of modern comforts and convenience. In addition, their use of light-handed dentistry, and availing of Nitrous Oxide and local anaesthesia help to promote a welcoming atmosphere for nervous patients and those requiring more complex treatments.   

Over the years, these patient-centred qualities have endeared MDG to Melton locals and patients from neighbouring suburbs, extending from Gisborne, Macedon, Bacchus Marsh, to Ballan and beyond.

Aligned visions
As part of his exit strategy, Dr Ishak wanted to preserve the foundational principles behind MDG’s hard-earned reputation.

“I put my heart and soul into my practice and I wanted to hand it over to a group that would respect my ideas and ethos and continue to run it according to my vision and goals so that the practice would remain as a source of high quality, honest and trusted dentistry in the region,” he enthuses.

“I still had many years of dentistry in me and wanted to plan a smooth transition for the future. A corporation was the best option, as I was happy to continue working, but I needed to find the right corporation for me.”

Introduced to Ekera Dental by a friend familiar with his selling motivations, Dr Ishak found their corporate model appealing after doing his own research. His first meeting with Ekera Chairman, Dr Anthony Coulepis, reinforced that notion.

“We felt that we were like-minded in the level of honesty, ethics and professionalism,” he recalls.

Non-threatening support
Dr Ishak reveals that a major factor deciding the sale was Ekera’s hands-off management approach.

“They respected how we operated and trusted us to continue to run the practice as we see fit. They did not force and impose corporate ideologies and processes on us or our staff,” he says.

“They did not dictate how we are to run the practice or how we deal with our staff. The transition was so smooth, our staff did not at any point feel uneasy or threatened,” he says.

Staying on as the principal dentist, Dr Ishak appreciates the fact that Ekera’s hands-off approach does not equate to a lack of support – rather, it’s there when you need it.

“A stand out feature of this experience is that Tony’s door is always open and he is truly only a phone call or email away,” says the impressed clinician.

“His finger is on the pulse and he is always aware of everything taking place within his operations and management team.”  

The MDG operations enjoy Ekera’s backbone support in many areas: Marketing; IT; online presence; management; human resources; bulk buying of stock; legal; as well as corporate representation in insurance matters, industry bodies and associations.

In addition, Ekera facilitated the purchase of a new intraoral scanner with smile design; an OPG/ Lat Ceph and CBCT machine; and a new compressor.

“No questions were asked,” Dr Ishak attests. “They simply trusted our judgement and case presentation.”

Secure in the knowledge
Overall, the passionate dentist would describe his post-sale experience as being “very positive and encouraging”. Having heard cautionary tales from colleagues with negative experiences selling to corporates, Dr Ishak is glad to offer a counter perspective:

“Ekera Dental has lived up to all of the promises that were made prior to the sale. They honoured every deal and promise and this is something that I value very much.”

“As a dentist, my experience has also been positive,” he adds. “They respect and value my professional judgement and experience.

“On a personal level my experience has been one of reassurance and liberation in the knowledge that I am now on my way to reducing my stress and responsibility for the practice that was my heart and soul for so long.
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“I am comforted by the knowledge that the practice will continue to operate according to the ethos and culture that I had established.”

In this second instalment, Australasian Dentist continues the broad-ranging conversation with one of Australia’s leading orthodontic educators.

By Danny Chan       

Tell us about your initial interaction with your mentor, Dr Rohit Sachdeva, and how you came to embrace his clinical methodologies?

When I first met Rohit about 10 years ago, he requested me to show him 10 cases that I was doing. I showed him the photos as well as the braces and wires. On two or three of those cases, he predicted that there would be certain problems and specified exactly what to expect.

I was thinking this guy was full of garbage, basing his predictions on the initial photos and seeing some brackets. Photos of two to four months later showed that he was right with every prediction, in every case.

When I started doing my mentorship with Rohit, it felt like my first day in orthodontic school. My business partner Martin Poon, who joined Rohit’s program a year after me, felt exactly the same way.

Rohit trained under Charles Burstone, who is considered the father of orthodontic biomechanics. Rohit is an amazing thinker who managed to distil everything Charlie taught him and put into a methodical practical clinical approach. Those principles he has taught me over time are what we now deliver to our OrthoED students.

The average treatment time for orthodontics is about two years. If you know what you’re doing and using the right force system – which is very easy to understand once you understand the principles – you can treat about 80% of cases in about 14 months. The reason it usually takes others two years is because treatment and tooth movement is out of control and they end up spending a lot of time fixing what should never have happened in the first place.

Rohit’s principals requires not only proper planning at the beginning of the treatment, but also understanding the forces at work. It’s not about putting braces on every tooth but understanding what is going to happen, when it will happen  and why.

What are the biggest myths in orthodontics?

Myth 1: The majority of orthodontic cases require extractions. In reality, about 80% of our patients are treated without extractions.

Myth 2: With aligner therapy, all you need to do is put the case in to the aligner company and they will take care of the rest.

If that is true, what’s the difference between a dentist-administered aligner treatment and that supplied from a company like Smile Club Direct? In probably 99% of cases, a system that completely relies on the technician for the set-up without any input from the dentist is likely to fail. I’ve never been involved in an aligner case where I have not modified it at least four times.

The bottom line is, whether for aligner therapy or orthodontic treatment planning, you cannot depend on a one-size-fits-all system. Cookie cutters only work for cookies.

What sort of resistance did you face because you tailored your training courses for GPs, and how did you overcome them?

I’ve received threatening letters from orthodontic bodies – one of them asked me to leave simply because I was teaching general dentists. It’s the only professional body that I know of that actually tells you not to teach other dentists.

The training ethos of the ADA actually encourages specialists to mentor the general dentists and to help them. But I was told not to do that.

How did I deal with that? Unfortunately, with potential litigation and that stopped any further negativity. I used to get upset in the early days but now it’s like water off a duck’s back. My general feeling is if they are upset with me, I must be doing something right.

Perhaps as a form of vindication, I’ve had specialist orthodontists attend my courses over the years – both Smilefast and the full-on orthodontic programs – and not one of them has been able to criticise my teaching or my courses but instead have been full of compliments.

Has the Covid-19 pandemic affected your courses in any way?

It disrupted our physical sessions, but fortunately, also pushed us in a positive way.

Due to Covid-19, we actually set up a dedicated TV recording studio here in my business office in Melbourne. We were able to live-stream all the lectures last year as part of our efforts to deal with the situation. We’ve also kept all the recordings and will be putting them together into an online course that we will be launching in February.

If people cannot make it for our face-to-face courses, they can now choose to attend the online course instead. The physical course attendees will get the online recordings as well, as a refresher education to listen to at their convenience. On top of that, we hold weekly treatment planning sessions and webinars which are included as part of the course program.

The online course was always something we were going to do but the Covid situation fast-tracked it.

What’s the future outlook for you and the profession?

I’ve probably got another five years of practice in me, and maybe eight to nine years of teaching before I say “enough is enough”.

As for the profession, I remember the famous words of Dr David Penn, one of brightest dentists I’ve ever come across.

He believes the future of a dentist is to become a mini specialist. A GP can be a mini specialist in two or more areas of specialty. You will end up in a practice with four to five dentists who cross-refer to each other.

In 10 to 15 years’ time, if you wish to be a specialist orthodontist, you would have to be a really good specialist – treating the toughest of tough patients and you’re going to have to charge accordingly. That’s because increasingly, general dentists will be exposed to the work that used to fall under the domain of specialists.
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Unlike the old days when everyone did well, many more dentists will be joining our ranks (and performing orthodontics) in the future and it’s going to be tough for everyone.

Dialogue with one of Australia’s leading educators of orthodontics – and die-hard advocate of imparting the lucrative trade to GPs.

By Danny Chan       

One thing becomes clear when you speak to Dr Geoffrey Hall: he doesn’t mince his words. Especially when discussing issues close to his heart – like clinical orthodontics and orthodontic training – Dr Hall is not averse to making bold, and even controversial, claims.

The Specialist Orthodontist is extremely candid about what he believes in, and what he doesn’t. For example, he openly counters the protective posture of those within specialist camps that preclude general dentists from learning or practising orthodontics.

He charges that the majority of dentists would simply accept an aligner company’s algorithmic recommendations without any scrutiny.

The orthodontic educator tacitly questions the veracity of undergraduate and specialist programs, confident the short and long-form training courses offered by OrthoED, the training institute he founded, would enlighten even seasoned clinicians.

For over 30 years, the self-professed myth-busting orthodontist has treated more than 10,000 cases. Known for high profile roles such as specialist clinician, practice partner (MP Orthodontics), international lecturer (GAC/ORMCO) and founder/principal of teaching institute (OrthoED), he also holds little known credentials like orthodontic innovator and pioneering tech adopter. On the latter note, he was certified as the first Invisalign accredited orthodontist outside of North America.

In this two-part article, we chat with the straight-talking orthodontist, discussing everything from his training courses to passions and motivations. Of course, he also delivers unvarnished views of the industry – where it stands and where it is headed.

What led you to study orthodontics and made you so passionate about it?

After finishing dental training in 1983 at Melbourne University, there was a point in time when I became frustrated that whatever I did in general dentistry, somebody could do it better.

Influenced by my brother, a rheumatologist who at the time was training at the Mayo Clinic, I went to the United States to undergo specialist orthodontic training at the University of Pennsylvania in 1988, becoming the first Aussie to do so.  

It was at the University where I had the opportunity to train with some of the greatest orthodontists in the world. At least once a month, I would be attending different courses, going around America being trained by – and making friends with – elite orthodontists such as Drs Vince Kokich, David Sarver, Ron Roncone Norm Cetlin and Dwight Damon, who developed the Damon bracket.

At the university, I was trained by the likes of Dr Brainerd “Barney” Swain, who invented the Siamese twin bracket, and my infamous chairman Dr Slick Vanarsdall.

One of the great things about going to America is that it gave me “the fire in the belly”. Even after completing the specialist orthodontic program, I used to visit the States every year and ended up bringing Invisalign, the Herbst appliance and micro implants to Australia.

What made you decide to teach orthodontics?

The more I learned from these prominent orthodontists, the more I enjoyed being at the cutting edge of this branch of dentistry. As a result, I became an international lecturer and speaker for GAC (now owned by Dentsply) and eventually became the key opinion leader and international speaker for ORMCO.

During this period, I developed a genuine interest in teaching other dentists. I really believe that one of the biggest problems of orthodontics is that my colleagues have kept it as a closed shop. They don’t teach GPs properly and everybody thinks that it’s too hard, when in fact, it’s not very hard at all, if you understand the correct principles.

If someone were to sit down and explain orthodontics to you properly, you would quickly realise that it’s not rocket science. There are far more difficult areas in dentistry than orthodontics. But it has never been properly taught to GPs.

How did Smilefast and OrthoED come about?

When I first had the idea to develop an orthodontic training course for GPs, some general dentists and a couple of orthodontists were already teaching it in Australia. Unfortunately, most of them had a vested interest in what they were teaching.

Some of these courses were run by dental labs and the training content was built around the use of appliances that they produced and sold. A lot of those appliances really aren’t needed at all.

Prior to setting up Smilefast as a short-term introductory course to orthodontics for GPs, I’ve already had several years of experience teaching orthodontists.

Smilefast is a two-day course that gives general practitioners the ability to straighten teeth in 75% of adult orthodontic cases. The feedback was great and the dentists we trained were asking for more.

This led us to develop a 9-module, 2-year Mini Master’s Program. It was designed to equip graduate GPs with the skills to treat 95% of all orthodontic patients – without having to refer them to specialists.

The idea with Smilefast and the OrthoED Mini Master’s was to provide a total program of orthodontic education, based on sound principals and good mentorship, which was lacking in the marketplace.

You often talk about the need to rethink orthodontics and orthodontic training. Was there a turning point in your own understanding?

My turning point came when I met Dr Rohit Sachdeva about 10 years ago. I consider him the brightest and most intelligent orthodontist alive today. It was Dr Sachdeva who taught me a fundamental principal that completely changed my thinking: with proper planning and proper risk management, 99% of patients can undergo orthodontic therapy with no surprises.

What I’ve learned from him, I would say not more than one per cent of orthodontists understand. I’ve since passed on a lot of these learnings to all of my dental clients. Based on what I call risk management, these principles take your orthodontic knowledge to a whole new level that protects you from unwanted problems.

What most orthodontists do, and that’s what we have been taught in universities, is that you put all your braces on and the teeth miraculously line up – but that’s only true in 70 per cent of cases.

They can actually get worse in 30 per cent of the cases, and that has to do with what we call the bracket/wire geometry. We teach our course attendees about the difference between a consistent and inconsistent force system. In the inconsistent system, simply putting the brackets on the conventional way will result in teeth moving the wrong way.

Our job is to identify which cases fall into which category and once we do, we have to identify the mechanics to change from the inconsistent force system to a consistent one.
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Once this knowledge is learnt, orthodontic tooth movement and treatment can be very easy and predictable.

Is there room in the Australian market for a new clear aligner system? Southern Cross Dental has three good reasons why it does.

By Danny Chan

Few dental labs, if any, can boast 35 years of experience servicing Australia’s orthodontic community or claim 10 years of providing treatment planning support and organising educational programs for clear aligner dentist providers. Southern Cross Dental (SCD) celebrated both milestones last year.

Just as the confetti begins to settle, the dental lab is already heralding their support of a new clear aligner system: TrioClear. This is exciting news coming from a lab that has reviewed and provided treatment-planning support for over 15,000 clear aligner treatment plans.     

TrioClear is a brand new clear aligner system, developed by SCD’s parent company, Modern Dental Group (MDG). The Group’s Hong Kong-based team is responsible for all the system’s development, case design and manufacture. 

“Although the product is new, it builds and improves on a number of concepts already in the market,” says Dr Albert Sharp, General Manager Clinical at Southern Cross Dental.

“The market for clear aligners is growing rapidly, and we see aligner treatment becoming a standard for most general dentists. We see a gap in the market for a truly great innovative aligner system, available at an affordable price made possible by the Modern Dental relationship.”

TrioClear offers a three-step clear aligner solution that uses clinical simulation software to accurately predict alignment and movement in advance. According to the company, TrioClear’s three-step solution allows more movement per step than most other systems. Allowing a quicker, high quality result with fewer attachments and stains.

The trays progress from soft to medium to hard, with aligner thickness (0.5mm-0.6mm-0.7mm) increasing in correspondence to days spent per set (4-7-10 days).

“The unique 3-step approach is the ultimate in patient comfort and predictability without compromising the results,” Dr Sharp enthuses.

“There is a huge comfort advantage for patients to start off with a softer layer before progressing to medium then hard. It really helps those ligaments stretch and initiate the bone remodelling in the most gradual way possible. Also, fewer attachments helps.”

Thanks to TrioDim Force, the aligners stay in place with few attachments. TrioClear uses carefully designed and placed TrioDim divot spots to create highly targeted rotation forces.

Despite offering similar benefits to other clear aligner systems on the market, Dr Sharp says SCD can provide support services to TrioClear at more competitive prices.

“In general, it is more competitively priced than other premium systems for a like case. To have our own line of aligners allows us more flexibility with pricing and promotions to our customers.”

SCD has had a long-standing relationship with Invisalign, providing both treatment planning and training support for the popular aligner brand. Dr Sharp was one of the first general dentists in Australia to be accredited for treating patients with the Invisalign System and for many years was the primary presenter for the Invisalign Training Course for GP dentists.

But the experienced clinician maintains that there is no conflict of interest.

“SCD is still a distributor, and a big fan of Invisalign, and we will continue to support that product. Trio Clear is a great alternative option for those dentists who wish to use that instead.”

Dentists and orthodontists can also look forward to a fast and efficient workflow. They may submit intraoral scans or traditional impressions to TrioClear, along with a prescription form they will need to fill. TrioClear would review the files, prepare a treatment plan and send it back for approval. The trays are 3D printed in medical grade FDA approved materials.

An optional advanced feature for root simulation – available to all practitioners with access to low dose CBCT technology – is offered for cases where predicting clinical crown movement is not enough. Ideal for cases that have poor root configuration or thin buccal bone, the feature allows predicting root movement and limitations with accuracy.

“The fantastic option to integrate a cone beam study of bone and root anatomy can help the dentist plan more accurately and safely,” Dr Sharp adds.

As Southern Cross Dental charts a new course in the clear aligner space, they have also opened up an avenue of choice for Australian dentists. If practitioners are looking for a reliable solution backed by the right expertise and experience, that’s what Dr Sharp says he and his team have put on the table.

“SCD has over 10 years experience in teaching and supporting dentists in the clear aligner space. We will continue to support their Trio Clear cases and provide options catering to their level of confidence,” he says.
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“Some will prefer to do all the planning themselves. Other dentists will prefer some extra treatment planning assistance, and we have the expertise to guide them through this.”
 

What would a safe practice look like in the post-pandemic future? Vatech Australasia gives a tour of its “human-oriented innovations” to help dentists transition into the New Normal practice.
 
By Danny Chan
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In the midst of the COVID-19 pandemic, the dental practice has been navigating various measures put in place to safeguard the health and wellbeing of their patients and staff.
 
In so doing, they are coming to terms with what has been called the New Normal, which involves a rethink of how a practice is being managed daily – with particular emphasis on hygiene and infection control.
 
During this critical transitionary period, Vatech Australasia has provided a list of essential products and services – from its comprehensive range of “human-oriented innovations” – to assist the Australasian dental practice on the road to recovery.
 
Extra-oral x-rays the way to go – Vatech’s Premium Panoramic Solutions
 
To minimize the risk of transmission, several global organisations, including the American Dental Association, have recommended the taking of extra-oral radiographs where possible – because as the Association puts it, “intraoral techniques may induce coughing”. The Royal College of Surgeons of England suggested that “oblique lateral (extraoral) radiographs may be employed where this facility is available.”
 
Vatech’s OPG units are built to assist with easy and efficient radiographs.
 
In times like these, their fast-scan times, versatile capture modes (partial pano, bitewing, bitewing left, bitewing right, etc.) and easy patient positioning features do more than simply promote efficiency. They allow your staff to get accurate diagnostic results while minimising contact with patients, hence reducing their exposure to infection risks.
 
Vatech’s proprietary Insight Pan feature, with its 41 multi-layer PANO technology, provides depth-added information. It is the classic example of how technology can help to reduce the number of intraoral x-rays taken without compromising your diagnostic ability.
 
Less referrals improve patient safety – Green CT
 
The Green CT is Vatech’s kid- and eco-friendly 3D CBCT. Its Green Technology –embodied by its low-dose, fast-scan and superior image quality – is something that every dentist can appreciate.
 
As a child-friendly imaging equipment, the Green CT allows rapid scans and flexible patient positioning without compromising image quality or patient comfort. Again, this translates into an overall fast and efficient radiographic workflow that minimises patient contact.
 
As importantly, having a Green CT unit installed in-house has the added advantage of eliminating patient referrals to radiography centres. Apart from the obvious convenience factor, having an in-house 3D imaging facility dramatically reduces your patient’s exposure to infection because they don’t have to travel to multiple places for their dental treatment.
 
Breath of fresh air – EzPure UV
 
On 7 July, the World Health Organisation acknowledged emerging evidence of airborne Covid-19 transmission, following an open letter signed by 239 scientists in 32 countries, urging the agency to take the matter more seriously.
 
The issue of in-office air-quality contamination is now new, but the COVID-19 airborne threat would likely be more acutely felt by dental patients in the coming months and years. 
 
Designed with the dental environment in mind, the Vatech EzPure UV is an air-purifying solution that helps to protect against the invisible enemy.
 
Equipped with 4 UVC lamps, the germ-fighting innovation boasts a high and efficient treatment capacity at 120m^3/hour. It uses Ultraviolet Radiation at controlled wavelengths to perform intensive microbicidal and virucide activity on numerous microorganisms.
 
More importantly, it is safe for use. The shorter wavelengths of the UVC means the rays are particularly effective at killing airborne pathogens, yet are safer for people because they are absorbed by the proteins in the outer layer of dead skin cells before reaching the DNA in the living cells.
 
An article in the World Economic Forum looking at the occupations most exposed to COVID-19 risk, unsurprisingly, found dental hygienists to have “one of the riskiest non-hospital jobs during a pandemic”. Dentists are near the top of the list.
 
By using Vatech EzPure UV, you are protecting your most important resource – you and your staff.
 
Pro-active and advanced customer service – Remote check-up
 
In keeping with social distancing protocols, Vatech is providing advanced services including remote check-up service.
 
Even before their customers turn to them for help, the company has taken the pro-active approach by contacting them and assisting them regarding the safe use of their products. This is important during the lockdown period when certain equipment may be used less frequently or have missed their maintenance cycles.
 
Through the remote check-up system, Vatech has been checking the usage history of its products and offering tips on using their products in a smarter and safer way.
 
“It is important for manufacturers to develop ‘untact’ (online) service methods to maintain high quality service regardless of any sudden challengeable situation,” says Esther Lee, Managing Director at Vatech Australasia.
 
The ‘untact’ service, enabled by smart digital devices and advanced technologies, is a new concept of facilitating customer encounters without the need for face-to-face contact.
 
Accessible training – E-learning Centre
 
To promote contactless training, Vatech has established its E-learning Centre on Facebook exclusively for its users.
 
“Facebook is easily Australia’s most widely used social network, which more than 80 per cent of Australian adults visit. We wanted our users to visit our learning platform easily with less sign-up barriers, so established our E-Learning Centre on this popular site,” says Roy In, Sales & Marketing team manager at Vatech Australasia.
 
Through the easy-to-navigate online Centre, dentists can find software demonstration videos of actual clinical cases such as implant treatment, TMJ, wisdom tooth extraction, and so on. They can also find positioning guide videos to capture X-ray images more clearly and safely.
 
Taking the necessary precautions
 
During the launch of the Vatech Assurance Program last year, Esther was commenting on how the company was taking the preventive approach in product training.
 
“The idea is to build a training program that helps dentists predict what may go wrong and taking necessary precautionary steps to make sure that they don’t,” Esther explains. “Why wait until it’s too late if you can nip it in the bud?”
 
In the same way, Vatech is playing a constructive role to their partners and customers during the pandemic crisis.
 
They are highlighting the ways in which their innovative products and services can usher the Australasian practice into a COVID-Safe work environment, and by providing the kind of reliable support that is badly needed in a time of uncertainty.
 
Just like their maxim for maintaining an Vatech equipment, a COVID-Safe practice is ultimately one that takes the necessary precautions – now, before it’s too late.
 
For more information, contact Vatech Australasia (1300 789 454).

By Danny Chan
 
Dr Derek Mahony is a world-renowned Registered Specialist Orthodontist and expert in Dentofacial Orthopaedics who has trained thousands of dentists. He is also the Owner and Practice Principal at Full Face Orthodontics & Dental Sleep Medicine, a group practice based in NSW with six locations.
 
In this interview excerpt, Dr Mahony shares his insights on what orthodontic practices can do in advance of lowered restriction levels in the post-coronavirus environment.
 
Most, if not all, of the ideas and examples shared by the Specialist Orthodontist are drawn from pre-existing and enhanced infection and hygiene control protocols adopted in his own clinics:
 
1. Call patients
 
We make the effort of ringing every patient to say that we have re-opened and inform about the changes that they can expect. We’ve got a prepared script/checklist that our staff use when making these calls.
 
The calls are designed to:

• Reassure patients by providing an overview of our sterilisation and sanitisation procedures.

 

• Point them to our social media posts and emails to help them stay informed of latest practice updates.

 
2. Book short appointments
 
With 5000 patients in active treatments, we’re making short in-person appointments (each lasting about 5-10 minutes) to provide them an update, evaluate where they are in their treatment, and advise on what the next step is.
 
This way we’re seeing all of them without too much of a delay. We have stopped our operations for six weeks now and the patients are getting a bit antsy.
 
3. Re-organise office

• Most orthodontic clinics have an open plan in which multiple chairs are positioned right next to each other. Due to social distancing rules, our dental chairs are moved apart by a minimum 6-foot (1.8 metres) distance.

 

• Re-organised our waiting room such that all the non-essential items – like magazines, toys, coffee/tea station, etc. – are stowed away. This is to minimise the potential spread of infection through contaminated objects so anything that people are prone to touch is put away.

 

• Limit certain procedures in the office. For orthodontists, the only procedure that we do that has the potential to generate aerosols is the removal of braces, so we’ve put a hold on that for the moment.

 

• Incorporate the use of a new electric motor handpiece (for removal of braces) because it generates lesser aerosols than a high-speed handpiece.

 

• Upgraded waterlines using ozone, which effectively provides sterile water in every dental chair.

 

• Stagger the scheduling of patients in such a way that abides by social distancing regulations.

 

• All patients need to sanitise their hands at the sanitisation station located near the entrance of every clinic, before entering the premises. 

 

• Patients are asked to rinse their mouths with a 1% hydrogen peroxide rinse that reduces the bacterial flow of saliva.

 

• Instead of checking in via a computer terminal at the clinic, which is our usual practice, patients now check-in via a text message – usually done in their cars. We also respond via text to inform them when it’s their turn to come inside. 

 

• We see a lot of young patients who are accompanied by adults. To maintain social distancing measures, we now limit each appointment to allow only one adult per child.

 

• We’re now using N95 masks, which is an expensive change (from $1– $10 per mask). The clinicians and nurses are required to change an outer mask for each patient they see, and an inner mask every hour.

 
4. Pre-screening
 
Before patients come to the office, we will pre-screen them over the phone.
 
We ask patients whether they:

• Have recently participated in any large gatherings.

 

• Travelled outside of Australia.

 

• They or any member of their family have been sick or had a fever in the last 14 days

 
We would consider re-scheduling anyone who answers ‘yes’ to these questions. The only exception applies to high-school students answering the first question, because some children were still going to school during this period of time.

Combining ergonomics, reliability and aesthetics in a very competitively priced package, Swident’s Friend Easy has all the makings of a BFF

By Danny Chan

The dental unit has been an indispensable tool of a dentist’s trade since the dawn of the teeth-fixing profession. Gone are the days when dental patients received treatment in modified versions of barber chairs. Today’s dental units come in an assortment of colours, constructions and configurations. Amazingly, an ever-growing dental armamentarium has done nothing to diminish the central role played by the dentist’s chair, whether as the surgery’s centrepiece equipment or in the daily functions of the practice. To say that the dental unit is a dentist’s ‘best friend’ is hardly an exaggeration. 

Just like a friend, choosing a dental unit comes down to a personal choice. There is no one-size-fits-all chair, which explains why dentists still agonise over chair selection in a seemingly saturated dental unit market. Still, every now and then, you come across a dental chair that strives to serve a broader market – offering more ‘friendship benefits’ than what the price tag suggests.

Swident’s Friend Easy is the aptly named treatment unit that combines the key attributes of ergonomics, reliability and aesthetics in a very competitively priced package. In other words, it has all the makings of a BFF.

If a Europhile lurks inside of you, you’d be pleased to know that the Swident chair boasts Swiss Precision and Italian Design. Swident is a manufacturer and designer of innovative products that are durable and easy to maintain.

Dr Peter Wilkinson, Owner of Wilkinson Orthodontics, is someone that found all the attributes he wanted in a Swident chair. Last year, the Specialist Orthodontist celebrated 15 years of establishing his Gold Coast practice that offers traditional outside braces, Incognito lingual braces and Invisalign.

Operating out of two purpose-built practices – one located on Ashmore Rd in Benowa and the other on Discovery Drive in Helensvale – Wilkinson Orthodontics has grown from a team of four to its current strength of 22. 

Opened in October 2019, the Helensvale Practice is a double-storey, 450-sqm Specialist Clinic with five clinical chairs located on the lower level and two consultation rooms upstairs as well as an onsite dental laboratory. Having an onsite and dedicated orthodontic lab technician allows the practice to offer custom-made appliances and the ability to make immediate onsite adjustments as needed throughout treatment.
 
The Gold Coast practice purchased their first Swident Friend Easy chair from Ampac Dental in 2018 before moving to the Helensvale location. They installed another two Swident Friend Continental delivery system chairs the following year after the new building had opened.
 
Dr Wilkinson’s reasons for making both purchases boil down to the unit’s user-friendliness and straightforward functions:
 
“Due to our clinic being open, we needed a compact chair that was aesthetically pleasing since they are always on show. Functionally the chairs are simple to use and, according to our dental maintenance technician, parts can be easily sourced.”

Whether you choose the Traditional or Continental delivery system, the Swident unit comes equipped with a well-balanced arm that provides smooth manoeuvrability. The operator has access to a control panel with four distinct user programs that manages all of the unit’s functions.

The dentist table on the Swident Friend Easy is equipped with Luzzani triplex syringe; one high-speed fibre optic line, one low speed line and space to accommodate a scaler. An optional second fibre optic line can be configured. The unit also comes with: Faro LED dental light (optional wall or ceiling mounted lights are available); pneumatic foot control that allows progressive regulation of the micro motor as well as spray and chip blower.

Regarding patient comfort, Dr Wilkinson compliments the ergonomic design: “The patient headrest easily adjusts and supports the neck. It is easy to adjust the lay down position and program this into the touch pad.”

To fit into his open-planned clinic, Dr Wilkinson wanted a chair that has a small footprint and "wasn’t bulky”.

"The Swident chair ticks this box as well as being aesthetically pleasing," he attests.

The smaller price tag of the Friend Easy was also a decisive factor, says the Orthodontist:

“Initially price played a large factor in the process. In Orthodontics we don’t require a lot of the features available on most dental units. Ampac dental were able to customise our order and provide us with a dental delivery system that suits our requirements at a competitive price.”

The Gold Coast Orthodontist says the purchase decision was helped by Ampac’s “exceptional customer service and support” from the outset.

“Their product knowledge and punctuality in communicating from enquiry to installation has been excellent. They tailored a package to suit our needs with no aggressive sales pitch – they really put us first as customers.”
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Dr Wilkinson’s satisfaction with the Swident chairs and Ampac’s service is instinctively conveyed by his consideration to replace the practice’s existing chairs with new Swident units in the future – when the former units have reached the end of their lifespan. Sounds like another dentist has made a new best friend.
 
 

AVANT Dental Leaders challenges the “business-as-usual” mindset of dentists left behind the technology curve
 
By Danny Chan
 
What’s in a company name? It’s often the first point of differentiation between your business entity and those of your competitors. It also reflects your corporate identity, which means that it should succinctly capture the outlook, ethos or function of your business.
 
That is true of Avant, the lab formerly known as Australian Dental Lab. Most commonly used as a subset of the term “avant-garde” – defined as “new and experimental ideas and methods” – the new moniker suggests a breaking away from old ways of doing things and taking them to another level. This name change reflects the bold direction the established lab of 40-plus years has embarked on.
 
Besides an embodiment of their future-oriented business plan and outlook, Richard Salter, Avant’s Managing Director, says there’s another practical reason for the name change:  
 
“Most brands in our space have the words “dental lab” in their names and many get abbreviated like ADL. We wanted to define our own position in the market.”
 
Richard believes that in step with building brand awareness, Avant must also ensure a smooth transition for existing customers.
 
“We have very strong relationships with our current customers, some of which have been sending cases to our team for over 40 years. We leverage 40-plus years of experience and relationships to always treat our customers as the first priority.”
 
As well as helping dentists adapt to an evolving marketplace, the rebranding exercise heralds Avant’s enthusiastic adoption of cutting edge digital equipment, business processes and delivery platforms. 
 
Ian Feigen, Avant’s General Manager, says the growing impact of digital dentistry precludes dentists and labs from having a “business-as-usual” mindset:
 
“High quality dental materials like Zirconia are increasingly being made with CAD milling and 3D printing in mind. Digital technology is revolutionising the way dentists prepare and transmit their cases while enhancing the speed and accuracy with which cases are being processed and delivered.”
 
“Dentists and dental labs that remain on the old paradigm will find it harder to compete. Whichever industry you’re looking at, the trend tends to favour the more tech savvy – and the dental industry is no exception.”
 
One of Avant’s responses to the tech revolution is to partner with a Chinese lab, which Ian claims is one of, if not the most, digitally focused manufacturing labs in the world. Based in Shenzhen, the Mainland’s high-tech hub, the lab’s level of technological sophistication is difficult to match or replicate in Australia.
 
“Due to the sheer size of their international volume, output and manpower, our Chinese manufacturer can afford to invest in the very latest and most advanced equipment available.”
 
“That’s the kind of leverage that Avant will use to support Australian dentists who are looking for high quality products with speedy turnarounds.” 
 
Richard proffers that not only labs are bracing themselves for the digital impact, dentists too are required to reinvent and adapt:
 
“From the way they market themselves to how they on board a patient to how they capture an impression, dentists must embrace technology, or they will be left behind. Patients assume the best dentists will embrace this technology.”
 
Outsourcing dental work to emerging economies like China remains a sticking point, especially with regards to the question of quality control and technical oversight. Both Richard and Ian contend that times have changed.
 
“30 years ago, the offshore labs were not as good and used inferior products. That is not the case today. Modern digital lab processes have levelled the playing field to the point where you would find increasingly negligible quality differences between digitally-equipped manufacturers,” Ian explains.
 
Richard adds: “This digitisation has meant that offshore providers through greater scalability and access to technology and materials have surpassed the quality of what can often be produced onshore. Avant gives access to this. Dentists must embrace this change and pass on these advantages to their patients.”
 
Still, in terms of quality control, Avant leaves nothing to chance. Local lab technicians check every case before it reaches the customer. This serves as a final checkpoint to provide customers an additional layer of assurance, as with production-side QC stipulations.
 
“Although the quality of work at the offshore lab is very high, we stipulate to all the manufacturers that they must use the exact same products and materials as we use in our own labs. All these products must have accreditation certificates that conform to international standards,” Ian emphasises.
 
To fully embrace the opportunities and cost benefits that outsourcing provides, Richard believes, demands a shift in mindset:
 
“The question of outsourcing must be viewed in the context of a dental lab and their relationship with dentists. Dentists must be open-minded to modern technology and materials and think more-so on a global scale.”
 
“Globalisation and technology have opened up the ability for a dentist to send a dental restoration case digitally to China, America or Europe in minutes – what in the past would have taken a couple of days.”
 
To help dentists navigate a dynamic business environment, he believes that Avant customers have a distinct competitive edge. Banking on the lab’s scalability, quality products and assurance as well as close client communication – led by Ian, formerly a Ceramist with 43 years of experience – Richard supports his claim with dollars-and-sense reasoning:
 
“Quality restorations means patients will be happy. Serviced by, and access to experienced technicians saves critical clinical time which, in turn, saves money. Competitive pricing allows dentists the flexibility to be more competitive or increase margins.”
 
 
 
 
 
 
 

Gallant Autonome is a fully integrated dental unit that practice owners with limited floor space have been dreaming about. 
 
By Danny Chan
 
The feature “plug-and-play” has never been used to describe the attributes of a dental unit – until now. That’s right. Imagine a dental unit that practically works out of the box, with no complex installation process necessary. The Gallant Autonome is a dental unit that does not require connections to air supply mains; vacuum mains; water supply mains; and sewerage system. The truly standalone unit includes a built-in compressor, suction system, aspirator and container for secretions. Housed within a soundproof cabinet, the oil-free compressor and suction system is exceptionally quiet.


Judging by the main features alone, there are two scenarios that immediately spring to mind where this chair would be a great fit:
 
Scenario One: If space comes at a premium cost to you, this high-tech Italian dental chair offers a unique space-saving solution that can also potentially save thousands in annual rental expenditure.
 
Scenario Two: If new space for a non-plumbed suite suddenly opens up in your clinic, you no longer need to engage a plumbing expert to extend the existing pipe-works into the room – which entails yet more savings. All this dental unit needs is an Australian standard 240-volt power plug.
 
Tecnodent is the Italian chair maker of Gallant Autonome. Founded in 1966, Tecnodent has a long tradition of chair designs for the dental/medical market that are renowned for their fine Italian craftsmanship. Tecnodent purportedly pioneered several innovations, including: Seamless upholsteries, knee-break seats (Linda Chair); as well as memory foam moulded upholsteries without seams.
 
In case you’re not entirely familiar with Tecnodent, perhaps you would be with the ensemble of European brand-name products that the unit comes integrated with:
 
Dürr Dental: Amalgam separator CAS 1; filter and place selection valve; Dürr Comfort assistant block with large and small suction hoses and extension capacity with any instrument; intraoral camera; modular suction tips; suction hoses (11mm/17mm)
 
Bien Air: Brushless micromotor
 
Satelec: Ultrasonic handpiece
 
Luzzani Dental: Suction unit with a bactericidal filter mounted in the hydroblock ; Minilight 6-way syringe with hot/cool water, air and spray.
 
Ekom: Oil-free compressor with a stainless-steel body, 5-litre corrosion-resistant tank and an automatic condensate drain
 
Tecno cer: Ceramic swivel spittoon bowl with flush and electric glass refill
 
Mectron: LED polymerization light
 
These branded wares are housed within a 10mm-thick, glass-reinforced polyester shell, alongside other modular parts like: 2-litre clean water system; 6-litre water tank; 5-litre capacity for secretions.
 
The sleek modern appearance of the chair is accentuated by the glossy surface of the ceramic cuspidor with anti-bacterial coating and luxurious Italian upholstery. Available in two versions, dentists can select between the “Sting” dental chair (available in suspended and floor-mounted models) or “ECO.next” dental chair (floor mounted version). Both versions offer a great selection of colours and upholstery to provide users what the company calls “chromatherapy”.
 
For all its whiz-bang tech and pleasing exterior, the biggest drawcard of the Gallant Autonome is undoubtedly the fully integrated solution it offers. That is certainly the feedback from Dr Kevin Morris, Specialist Periodontist at Northern Periodontics & Implants.  Dr Morris worked as general dentist for 15 years before becoming a Specialist and currently co-owns NPI, a six-location group practice with two other periodontists.
 
He purchased the Gallant Autonome from local reseller INZ Dental for his second permanent clinic location in South Morang, an old 200-sqm residential house that was converted into a single-chair practice. To avoid damaging the rental property with a view for future expansion, Dr Morris found the Gallant Autonome tailored for his needs.
 
“I believe INZ Dental is at present the only supplier of fully integrated dental chairs in Australia that features built-in suction and compressor.”
 
“With this chair, under-floor plumbing is not necessary which represents some savings in terms of build cost.”
 
Pleased with his purchase, Dr Morris is impressed by the “great chair ergonomics and operator comfort”, while surprised by the small footprint, being “only slightly larger than a “traditional chair””.
 
The periodontist is just as complimentary about his buyer’s experience:
 
“(INZ Dental) is a very attentive and responsive company. Their after-sales support is excellent and they offer honest advice. The price of the chair is VERY (emphasis Dr Morris’) competitive. The installation was fast with minimal delays. The chair looks great and was well installed.
 
“I like to support emerging businesses to ensure that there is competition in Australia. Both Borys and Nadiya (owners of INZ Dental) are fantastic to work with.”
 
As well as great support, he reiterates the main feature that makes the Gallant Autonome the ideal chair:
 
“I believe the chair can fit a normal size dental clinic very easily. The fully integrated system, along with all the equipment, is compatible with Australian connections.”
 

SDI embraces broad-ranging reforms while staying committed to local manufacturing
 
By Danny Chan
 
There comes a time in the life of every company the need to reinvigorate and refocus its business for the future. This applies to even the most successful companies from Netflix to Amazon to Apple, all of which have famously undergone major transformations to keep up with technology, customer trends and market changes.
 
In the dental orbit, change is afoot for one of our industry’s most celebrated companies: Australia’s very own SDI is in the midst of a big transition. If you have been paying attention, you would already have noticed significant changes made to its product images, brochure design and packaging – right down to logo design. They stem from a total rebranding exercise that extends from SDI’s corporate look and feel through to all of the company’s major product lines and marketing collateral.
 
More than a cosmetic makeover, Adrian Atyimas, SDI’s Sales Manager for Australia and New Zealand, says the company is implementing ongoing and broad changes across the business spectrum: 
“SDI is committed to continuous improvement and optimising outcomes and has identified several opportunities across the business to achieve these goals; from changing reporting structures and streamlining production processes to creating new roles and functional teams, recruiting new talent and harnessing and upskilling the talent that lies within.”

“As a global business we are implementing technology to standardise information sharing and processes to enable us to simplify communication and logistics within and external to our business. We are bolstering the foundations of our business in order that we achieve our short, medium- and long-term vision: Pioneering and driving the science of dentistry.”

It is not an exaggeration to claim SDI as one of the most beloved homegrown companies in the region; its evergreen product lines always find a ready and appreciative audience in Australian dentists. To the Aussie dental community, SDI will always be the company that gave us such familiar brands like Pola and Riva. Even as these products continue to thrive at home, we forget that they are also well received overseas. Until, of course, we are reminded that 90% of SDI’s indigenous production is exported and sold into 110 countries.

The Pola professional teeth whitening range, for example, continues to lead both here in Australia and across several global markets, most notably the UK. Adrian adds that Pola’s Australian marketing gained considerable traction from cross-platform exposure this year:

“Our partnership with the Miss Universe Australia pageant has enabled us to market the Pola brand through social media channels to combat ineffective, poor quality and misleading OTC products, whilst educating the importance of visiting the dentist for a professional whitening result,” Adrian says.

Meanwhile, the Riva range of GIC’s continues to grow with Riva Light Cure, which he adds, is “a real standout in innovation providing clinical, economic and processing benefits underpinned by several unique features.”

Referring to their composite range as “the sleeping giant of (SDI’s product) categories”, Adrian highlights two aesthetic lines: Aura, the simplified high-end range; and Luna, the company’s universal vita shaded range.

“Both these lines have a growing clinical following both across Australia and New Zealand and across other key global markets.”

Of course, the biggest question regarding SDI’s ongoing reforms is whether they will impact Australian dentists and if customers can expect new offerings?

Adrian began his response by emphasising the company’s proud Australian roots – backed by their insistence to locate an R&D base in Melbourne.

“We have a world class, highly trained and educated team of scientists that are continuously working on our pipeline of new products.”

Beyond R&D, Adrian believes that being a local manufacturer actually delivers “tangible benefits” to Australian customers:

“We can provide products with the longest possible shelf life and minimise backorders. Without expensive import costs, we are able to pass on the savings directly to our customers to provide exceptional value across our range of manufactured products.”

The local advantage also applies in the arena of continuing education, where SDI harnesses its global network of clinical educators to host regional education and product training courses, featuring the likes of Professor Laurence Walsh, Dr Marcelo Alves, Dr Andrew Brostek, Professor Edward Lynch and most recently Dr Linda Greenwall.

“Our aim is to provide education and training supported by the latest clinical science whilst providing new techniques and clinical protocols to overcome clinical challenges and improve and optimise clinical outcomes.”

As for new product rollouts, he effuses: “We are currently launching our latest flowable composite Aura Easyflow to complement our Aura restorative composite range. The range offers easy shade matching, strong mechanical properties and high visibility on radiographs.”

“We are also launching Zipbond, our new Universal Adhesive, that offers protection against clinical variability by providing consistent bond strengths across all dentine and enamel bonding techniques.”

Not forgetting the company’s better-known product lines, other upcoming releases include categories like Glass Ionomer Cements (Riva), teeth whitening (Pola) and small equipment.

“However, these new innovations remain ‘top secret’ at the moment. Suffice to say, we will have some exciting new products to announce over the coming years.”

Circling back to SDI’s proud “Australian Made” stance in light of its ongoing transition, we ask whether it’s strategically viable to continue making products locally. Despite wide-ranging challenges facing Australian manufacturing, the answer remains emphatically positive:

“We absolutely pride ourselves in being Australian Made and to clarify, we manufacture our products on-site in Bayswater Victoria from the raw ingredients right through to product dosing and packaging,” Adrian attests.

“We remain viable for several reasons: We are a learning organisation that embraces continuous improvement; we continue to innovate our product offering; and we are able to produce high quality products that are able to and continue to be globally competitive. As a further insight we actually manufacture for overseas companies under their own brands.”

When I interviewed SDI’s CEO Samantha Cheetham in 2016 – two years after she assumed the mantle from her dad and SDI Founder, Jeffery Cheetham – she briefly mentioned that her team would be preparing SDI for “the next level of growth” but couldn’t reveal too much at the time.
 
Fast forward to present: With SDI’s transition in full swing, Adrian sheds light on the broad impetus:
“In such a global marketplace with disruptive technologies and changing business models, companies need to be always looking ahead to the next change in order to remain relevant to all stakeholders,” he explains.
“Any company that wants to remain relevant in the current global business environment must review its strategic direction on a regular basis.”

These future-oriented improvements, the ANZ Sales Manager insists, will by no means alienate SDI’s entrenched customer base:

“Whilst we have changed our Vision and Mission statements, we have not moved away from the founding principles that have guided our great company to where we are as a global manufacturer of high quality dental products.”
“If anything, we have simply better articulated our vision: Pioneering the science of dentistry and our mission; to innovate dentistry for better health.”