The 25th Anniversary of Dental Innovations proves that the purchasing network for independent dentists is alive and well in our highly corporatized industry.

By Danny Chan

In 1997, while serving as senior regional manager for NAB, Merv Saultry was approached to research the dental industry. What he found was shocking.

Suppliers were charging dentists vastly different prices for the same product – even if they were located on the same street or in neighbouring townships.

Seeing how individual dental practices were easily exploited for lack of buying power in a largely opaque supply market, Merv decided to leverage his financial knowhow and set up a dental buyer’s network.

The concept was straightforward: Draw on the collective strengths of individual dentists to amass greater negotiating and buying power. That seed idea has since grown into Australia's largest commercial network for dentists.

As Dental Innovations marks its 25th Anniversary this year, it brings to bear a salient point – what Merv had discovered in 1997 is still as relevant today.

United we stand

In a marketplace increasingly dominated by large corporates and health fund providers, the economic imperative for dentists to unite is still as pertinent – though more profoundly felt than ever.

“The Dental Industry has changed significantly over the last 25 years and continues to do so,” says Berris Saultry, Director of Dental Innovations.

“However the value proposition of the independent dentist who owns and operates his or her own practice still remains unchanged.”

The same dichotomy can be said of the company. Although Merv stepped down as the CEO in 2011 to let his sons Tim and Berris run the organisation, nothing has changed fundamentally.

They remain a family business dedicated to improving the bottom-line of their members. They continue to help practice owners systemise their business while leveraging the power of the collective to enhance individual prosperity.

What has changed is the scale and delivery of the business. From a modest outfit in 1997, DI has grown into a bona-fide network boasting more than 750 independent dental practices across Australia and New Zealand.  Since its inception, DI has saved its members millions of dollars.  

Savings (both time and financial) are accrued from a range of membership benefits: Stock Management and Inventory Control systems including exclusive discount pricing with ten suppliers on more than 60,000 products; reductions in credit card merchant fees; practice insurance premiums; equipment discounts and access to complimentary marketing content resources.

The company has also created various avenues for members to connect and exchange ideas and best practices with other dentists. These include a private online forum, networking events and webinars.

These well-received programs have been developed in keeping with the rapid change of pace as well as increased pressure on dentists.

“Dentists are up against multi-nationals. Venture capital is flooding in. Health funds are attempting to control the industry,” Tim adds. 

“It’s an increasingly hostile environment. What most dentists want to do is dentistry but they end up having to cope with the immense pressures of running a business.”

Membership has its privileges

The message is clear. Only by banding together can dentists ever hope of generating enough critical mass to make themselves stand out in the crowded marketplace or heard above the media-saturated cacophony.

That said, there are those who join Dental Innovations with simpler goals.

Dr Sam Rogers, who has been with DI right from the start, said he was looking to form a peer group – preferably one with “very efficient buying power that the Australian Dentist Association wasn’t involved in.”
​
While complimentary of DI’s peer group support, exclusive deals and customer service, the owner of Northbridge Dental Clinic believes his biggest membership gains were the friendships he had cultivated within DI’s collegial framework.
 
“It’s the feeling of not being in it alone,” he summarises, identifying one of those ‘invaluable intangibles’ rarely associated with the price of a membership.
 
Echoing the sentiment, fellow Foundation Member Dr Andrew Prideaux said he also joined DI because he saw the value of grouping with like-minded dentists.
 
Dr Prideaux joined as part of a group practice in 1998, but found bigger membership yields since moving into his own private practice in 2000.
 
The Director of Mosman Fine Dental says he benefited the most from DI’s networking information, online portal and benchmarking services.   
 
Dr Prideaux singles out the peer-to-peer chat forum as the go-to conduit for sourcing timely information – everything from bang-for-buck consumables to buying a car. He also appreciates the online ordering portal and the quarterly reports on practice expenditure and other timely data.
 
The network’s industry-benchmarking data, he attests, outperforms even commercially available third party alternatives.   

“As a practice owner, you are always looking for that happy medium between the clinical and operational aspects of dentistry,” he avers, “DI helps to fill part of that knowledge gap – the stuff they don’t teach you in university.”

Mission Possible
One of the “missions" described on the Dental Innovations website is to “take on the big boys” through helping dentists gain leveraged access to the best suppliers and providing peer-to-peer support.

How does the company stack up against the competition? By ‘competition’ we mean big corporate health funds and practice aggregators with deep pockets.
​
“They may have deep pockets,” Tim Saultry admits, “but not the personalized service and relationships which independent dentists can leverage. 
 
He cites the example of Dental Innovation’s 25-year relationship with Dentsply Sirona which has been supporting the DI Network concept since 1997.
 
“Corporates that are accountable to investor returns so often miss the importance of relationships. This problem is exacerbated by a high staff turnover where their personnel seldom stay long enough to cultivate strong relationships,” he adds.
 
“Unlike most other industries, a dentist remains a dentist for their working life. That’s why they look to industry service providers with whom they can partner for the long haul.” 
 
Unlike bureaucratic corporate structures, Berris Saultry believes the DI community thrives on having a proactive support network.
 
“We saw this community spirit in action during the recent pandemic lockdown,” he says. “Our members were helping each other navigate through that crisis.
 
“I think that member dental practices will continue to grow as they differentiate themselves from corporate groups in the market.
 
“Being part of DI will allow those practices to achieve the same economies of scale as corporates but still maintain their independence.”
 
“Our mission is the same as it was in the beginning,” Tim interjects, “empowering and supporting dentists, allowing them to be proactive within their own industry.”

Andent’s Implant Package is an all-inclusive bundle that even Elon Musk would approve of.

By Danny Chan

In the 1960s, the US Military came up with the acronym “KISS” (Keep It Simple Stupid) as a design principle for manufacturing jet aircrafts. Interestingly, visionary thinkers from Leonardo Da Vinci to Albert Einstein to Elon Musk have all pretty much espoused the same theory at some point, minus the acronym.

The KISS principle basically advocates keeping a workflow or system totally devoid of unnecessary complexity. The idea may be old but not redundant. It can obviously be applied to many aspects of dentistry and the implant process is no exception.

Without mentioning the acronym once, that concept kept hovering over my conversation with Matt Smith, General Manager of Andent. We were discussing about the Genuine Implant Package offered by the Melbourne-based dental laboratory.

All in the package

Explaining the idea behind their offering, Smith may as well have been extoling the tenets of the KISS principle. 
The implant package, he enthuses, stems from an effort to help dentists unclutter their entire implant workflow by delivering all the required components in a single bundle.

“All that’s required from the client is for him or her to choose the material for the restoration and tell us their preferred implant modality,” says the GM.

“They can choose between a bundle that uses genuine components or one that includes a generic range.”

The Andent Implant Package includes the Titanium Base (including screw), Analogue and Andent Crown. The bundle also comes with the soft tissue model and a choice between screw-retained and cement-retained implants. The non-genuine bundle is priced at $499 and the genuine components bundle at $699.

Customers can choose from a comprehensive list of brands: Ankylos®, Astra Tech Implant System™, BioHorizons, Biomet 3i™, Blue Sky Bio, Dentium, Encode, Implant Direct, MIS®, Nobel Biocare®, Neoss™, Osstem Implant, Southern Implants, Straumann®, TRI®.

No hidden costs

Even the pricing, which basically covers everything with zero hidden costs, is designed to keep things simple.
“We’ve set the price for an all-inclusive bundle, so you know how much it's going to cost you upfront – meaning no add-on costs along the way,” Smith attests.

“When you’re seeing a patient, you would know exactly how much the lab fee is going to be. Otherwise, it can easily go into the thousands, especially if we start using precious metals and other products that we don't tend to use anymore.

“We tend to use everything that's CAD-ready, and then actually custom design it for the patient rather than just using stock abutments.”

Genuine vs non-genuine: We do both

As to why Andent is offering two versions of the bundled deal – an option between genuine and non-genuine components – Smith says it boils down to giving the customer freedom of choice.

“Some dentists will look at the cost factor, and see how they are able to reduce the cost burden for their patients. They can reduce that bill a bit using non-genuine components.

“And some people like to use the actual implant brand. Certain implant companies will only cover a warranty if you use genuine components.

“To help simplify the dentist’s decision-making process, we offer both.”

The right component

Implants are considered the elite class of tooth replacement, so patient expectations are understandably high. In addition to the quality of the final product, patients also expect a speedy turnaround with minimal delays.

To produce the desired outcome for each individual case, Smith shares, would require intimate knowledge of a plethora of different branded products and associated componentry. The time it takes to source for and select a suitable body, abutment or crown must also be factored into the efficiency of the process.

With 20-plus years of experience working at Andent, the veteran dental technician is convinced that dentists are better served when they leave the experts to choose the components for them.

“Some dentists would supply the components with the job. After sending the impression, they would order the analogue and abutment. However, what we have found is that a lot of the componentry are not suitable for the case,” he says.  

“In some cases, we may have to re-order or even charge them for a new one, which would result in time delays and extra costs.

“If the dentist insists on us working with the components that they supplied, there is a risk they may not end up with the best product.”   

Signed, sealed and delivered

By offering an implant package, Andent is assuming the responsibility of choosing the correct product, which they do with the help of a computerised system that trawls an extensive in-house library of neatly categorised implant components.

“We carry all the stock for all the main implant companies. That’s really important because there are like 50 different components that you could actually choose for one implant,” Smith continues.

“Dentists can find assurance in the fact that we have a highly trained team of technicians that are focused on implants. All of them are experienced and able to determine what the best product is.”

To further give dentists a peace of mind, Andent’s warranty would also cover the jobs in which the bundled products were used.

Equipped for every task

Smith’s confidence also stems from the lab’s extensive equipment set-up and Andent’s ability to manufacture all the different brands in-house. That not only speeds up production but also provides more flexibility in the outcome of the cases. 

“If you wanted to mill a Straumann custom abutment, for example, you need to have the correct machinery and the correct holders to be able to do that. And you also need to be able to design and manufacture it,” he elaborates.

“Not all labs have the ability to mill titanium or cobalt chrome but we have the machines for that. We also have industrial machines that can actually manufacture for a large portion of the genuine implant companies, and obviously the expertise to use them.”

Easier way out

The all-inclusive package is about giving dentists a hassle-free and worry-free customer experience.

“One of the hardest thing with implants, especially in the lab business is that you have to learn a lot of the different systems, and what's available,” he surmises.

“We've got people that specialise in the implant area. So instead of looking for different products and having to select from a plethora of confusing options, dentists can simply use our Implant Package and tap on our knowledge and expertise.”
​
Once again, what Smith is trying to convey here harkens back to what the US Army and some brilliant minds have been saying all along.

As growing numbers of Australians search for more affordable and aesthetically pleasing alternatives to traditional metal braces, the clear aligner market is poised for a huge wave in the years ahead.
 
By Danny Chan
 
Recent market research estimates that the Australian clear aligner market will reach nearly three quarters of a billion dollars (AUD $739M) by 2028. This translates to a compound annual growth rate (CAGR) of 28.7% from 2021 to 2028.
 
The growth projection sits well with recent reporting from Orthodontics Australia that finds more than half (55%) of the population is self-conscious about their teeth, and 62% are willing to fix their misaligned teeth.
 
However, this double-digit swell will simply crash over the heads of most general dentists in the country, according to the founders of Clear Aligner Excellence (CAE).
 
Doctors Geoff Hall and Jesse Green believe that aligners are currently being under-utilised by general dentists to treat patients and their associated malocclusion.   
 
The reasons for the underutilisation, as they see it, include:
 
1.Lack of clinical confidence to offer treatment to the types of malocclusions presenting in their practice every day.
2.Lack of business and practice management processes to effectively integrate aligner therapy into their practice.
3.The impact of aligner lab fees on profit margins.
 
You say you want a revolution...
 
Using a monthly subscription and membership model, CAE was set up to help members overcome these barriers through:
 
1.Providing online clinical and practice development training and education.
2.Driving patient traffic through internal and external marketing campaigns.
3.Access to an exclusive buying network.
 
Regarded as one of Australia’s pioneers in modern-day orthodontics and education, Dr Geoff Hall is a specialist orthodontist that also runs MP Orthodontics in Cheltenham, Melbourne, as co-owner and principal Orthodontist.
 
“Most aligner companies charge Australian dentists about double than what they charge dentists in America.  We have been royally screwed over from the aligner lab fees,” Dr Hall says.
 
“Our goal is to level the playing field for CAE member dentists and in turn reducing cost as a barrier to patients accepting treatment,” Dr Hall says.
 
“What we’ve done is develop commercial relationships with major aligner companies to negotiate preferred pricing for CAE members,” he shares.
 
“The buying network will offer heavy discounts and preferential rates covering lab fees for all major aligner systems including Invisalign®, SmileStyler®, ClearCorrect®, SureSmile®, and AngelAlign®.  The resulting savings in aligner lab fees can be as much as AUD $900 per case, and additional reputable aligner brands are on the way.”
 
“Based on what we now offer, the treatment is more commercially viable. We are going to revolutionise the way aligner therapy is done in Australia.”
 
The negotiated savings, they add, will also cover non-aligner and complementary services.
 
Strength in unity
 
The overriding goal of CAE is to drive the uptake of aligner therapy – or as Dr Hall puts it, increase the ‘aligner pie’ by expanding clinical applicability and increasing case conversion rates. 
 
He believes this can be achieved through CAE’s Aligner Accelerator Program (AAP). The AAP delivers eight training sessions on clinical orthodontics with a particular focus on aligners and another eight training sessions on integrating clear aligners into the practice.
 
In addition, CAE will provide ongoing monthly training and education to members to further drive clinical confidence and practice integration.
 
In applying the aphorism that ‘a rising tide lifts all boats,’ the purpose of CAE is not simply to get more general dentists onto the aligner bandwagon, but to equip them with the clinical, business and commercial skills, in a bid to raise the overall quality of the aligner market.
 
The ‘E’ in CAE
 
Author, speaker and entrepreneur, Dr Jesse Green is the dental business coach behind Savvy Dentist, which is a dental training and consultation outfit that helps dentists develop financial intelligence, create high performance teams, and master the art of patient flow.
 
According to Dr Green, the word ‘Excellence’ should be viewed from different angles, with clinical training and education being only one aspect of it. 
 
“Dr Hall will train the dentists to become clinically confident CAE-accredited doctors, giving them the ability to perform aligner treatments to the highest standards of excellence,” he says.
 
“However, in my experience,” Dr Green shares, “successful integration of clear aligners for dental practices is challenging because of the perceived “elective” nature of aligners, and the lack of systems designed to effectively present and close those cases.”
 
“Therefore, the training that I provide will help them become excellent from a practice management point of view – to become more profitable, scalable and valuable.”
 
Through the CAE, member dentists will learn how to optimise their internal patient databases to generate leads and convert patients. This includes additional training for front desk staff and treatment coordinators. CAE also runs a direct-to-public marketing platform that will help drive patient traffic to all members and their practices.
 
Leveraged income
 
Dr Hall believes clear aligner therapy to be the only area in dentistry where you can delegate the time-consuming aspects of the work to a hygienist or oral health therapist.
 
“This is the most leveraged form of income a dentist will ever make,” Dr Green adds.
 
“We will show them how to diagnose a clear aligner case, but ultimately have the treatment delivered by others.”
 
“Compared to scaling and cleaning that earns $200 an hour,” he continues, “when it comes to aligners, your hygienist can make over $1,000 an hour for you. And it’s totally scalable.”
 
Catching the wave
 
Says Dr Green: “My experience in working with dental practices across Australia has shown that most dentists are starting about one new clear aligner case per month.  However, we have seen success in full integration of aligner therapy in the practice resulting in starting a new clear aligner case each week, on average.”
 
“Going from one case a month to one case a week can add as much as AUD $270K in annual revenue to the practice.”
 
With the Australian dental aligner marketplace projected to grow by double digits, both Dr Hall and Dr Green say CAE membership is a no-brainer for a vast majority of general dentists in the country.
 
Based on their calculations, it takes the dentist roughly 1.2 aligner cases a month to cover the costs of CAE monthly membership.
 
CAE also has special enterprise pricing for those dentists who are already doing over 50 cases a year, so they too can benefit from all the ongoing education and great ancillary value which is exclusively offered to CAE members.
 
“A veritable tsunami wave for clear aligners is coming,” Dr Green emphasises, “and CAE network providers will be uniquely positioned to ride that wave faster and further than their peers.”
 
If you require more information about Clear Aligner Excellence call 1 300 002 239 or visit https://clearex.com.au/

Ever since she first laid eyes on the unit at ADX 2014, Dr Pervinder Kaur’s commitment towards the Diplomat dental chair has remained unshaken.
 
By Danny Chan
 
Six years ago, I had the pleasure of interviewing Dr Pervinder Kaur, a dynamic NSW dentist and entrepreneur. At the time, Dr Kaur had just set up the second branch of Minto Family Dental, then an up-and-coming practice she founded just a year prior.
 
It was particularly memorable as I had never, or since, spoken to someone as enthusiastic about a dental chair purchase. Dr Kaur had just bought her second Diplomat DA 370 model dental chair from Australia’s lone manufacturer of dental units, William Green. She had purchased the same exact unit two years prior after testing it during the ADX 2014.
 
Recalling that initial encounter, she once gushed: “It was love at first sight!” She even went as far as proclaiming the Diplomat dental chair to be “the one” made just for her practice, and calling it “the best deal on the market”.
 
Be safe, not scary
 
To be clear, Dr Pervinder Kaur wasn’t an immature rookie easily wowed by newfangled technology. The full-fledged dentist had by 2016, already notched more than a decade of clinical experience, and knew her way around the most sophisticated equipment.
 
Relocating to Sydney from India in 2008, the alumnus of King Georges Medical & Dental College (India) completed her Masters in Public Health (UWS) and ADC to practise dentistry in Australia. Despite her vast experience, she continued working for others until committing to start Minto Family Dental in 2015.
 
“I finally decided to set up my own practice,” she enthuses, “in order to create a dream practice that captures my aspirations for dentistry!”
 
From the get go, Dr Kaur was on a mission to counter misleading notions that cast dentists as “scary masked people”. The goal is to make all her patients, especially the little ones for whom she has affinity, feel completely safe and comfortable during every visit.
 
Of course, the centrepiece equipment complementing her vision are those dream chairs she bought six years ago from William Green.
 
Dr Kaur’s enduring brand loyalty can be seen writ large in her purchasing three more models of Diplomat chairs over the years – the most recent of which is the Diplomat Pro 500, which she bought this year.
 
“Since I needed another chair,” she says, “I thought might as well pamper myself by upgrading to ‘Business Class’.”
 
Love at first seat
 
Reminiscent of Dr Kaur’s ebullient description of her Diplomat DA370 encounter, the marketing tagline of the Model Pro series is ‘Love at the first seat’.
 
Just like its standard counterparts, the Diplomat Pro 500 comes in a holistic package deal of advanced ergonomic features, convertibility, stability, and compatibility.
 
The Diplomat Dental chair is designed for occupant comfort. It boasts a small footprint, which makes it perfect for small practice rooms. The robust body is layered with UV resistant paint. It has an articulate and foldable armrest, multi-functional and programmable foot, controller, and a 3-D headrest with manual and pneumatic adjustment.
 
The Dental unit is equipped with a movable bowl that provides an ideal rotation up to 120 degrees to the patient and out.
 
Of course, the Pro version takes things to a sophisticated level.
 
Pro has its pros
 
The synchronized chair movement of the seat and backrest, for example, allows the patient to remain in a fully relaxed position throughout the entire procedure.
 
Operators are not left out either. The dentist`s and assistant`s element include tray tables that always position the instruments within a comfortable reach. For added comfort and well-designed ergonomics, in addition to the versatile 3-D-headrest, you also get articulated and foldable armrests, as well as a multifunctional, programmable foot controller.
 
On that ergonomic note, you can convert from left- to right-handed configuration in about 30 seconds – no tools or additional parts required. This feature is also suitable for left-handed users.
 
“I had previously lost two very skilled dentists, just because they were left handed but all I had were right-handed chairs,” Dr Kaur reveals.
 
“This conversion feature actually gives me an advantage when advertising for new positions!”
 
For a touch of modernity, the dental chair can be connected to your portable device for seamless operation. You can make a preventive appointment, prepare white filling, convert the configuration, or change the inclination of the seat and backrest, all from your tablet. Even odd jobs like bowl rotation, cup filling and bowl rinsing can be easily managed through the device.
 
Dr Kaur says the tablet connectivity allows the team greater flexibility. This includes the ability to save unique user profiles to the Cloud from her iPad, so her dental team can access training by the technical support team at William Green.
 
When it comes to connectivity and upgradable options, Dr Kaur believes the Diplomat Pro 500 shows the dental make has come a long way.
 
Ahead of the game
 
As someone who has put several of the Diplomat chair models through their paces over the years, and experienced firsthand the different iterations and upgrades for both hardware and software,” she attests: “I can safely say that the chairs are way ahead of the game.”
 
Impressed by their “sleek design, clear finish lines and other aesthetic enhancements”, Dr Kaur says emphatically: “It has all we can ask from a chair, really!”
 
Ownership of five Diplomat chairs attests not only to the value and quality of the chairs themselves, but also a credit to the after sales and support services rendered by the team at William Green, she says – giving mention to Simon Green, Ryan Green, Chris Jones and Bob Hockey.
 
“They are all wonderfully professional and reliable people. Their support is really just a phone call away – Bob, the easy going one, seems always the fastest to respond,” Dr Kaur beams.
 
“One time, Ryan came out after work at 6pm, just to accommodate my busy schedule that day, to check and fix up some issues.”
 
Among the compliments, what is perhaps most remarkable is that Dr Kaur’s effusive appraisal of the first Diplomat chair she ever bought hasn’t shown any signs of waning.  
 
“It's still working as well as when I first bought it,” she enthuses.
 
“It’s actually my favourite chair and still the one I’m most comfortable working on for all my difficult cases!”

Dr Nitin Dhanani bought a great dental laser at ADX 2018, but it was just the beginning...
 
This March, dentists across the country will be converging on Sydney’s International Convention Centre. For three days (17th – 19th), ADX Sydney will be playing host to Australia’s largest gathering of dental suppliers, exhibitors and dental professionals.
 
For some, ADX is considered a networking event and hunting ground for advanced technology. Dr Nitin Dhanani remembers ADX 2018 as the place where he first saw the Fotona Lightwalker laser system and met Paul Baltas of Innovative Medical Technologies (IMT), who introduced him to the all-tissue laser.
 
The owner of Figtree Dental needed little convincing to purchase his first Fotona hard & soft tissue laser. The long-time AMD Picasso diode laser user heard great reviews about the Fotona Lightwalker from friends and colleagues leading up to the exhibition. He just needed to see the product up close, although the knowledgeable staff at IMT helped to clarify the few queries he still had. 
 
Post-sale value
 
What really impressed Dr Dhanani came after the sale: IMT’s proactive approach in making sure Fotona users were getting the most value from their laser products.
 
“That’s the thing I found with Paul,” he adds. “He’s not the type of person who sells you a machine and says “see you later”.”
 
It was through IMT that Dr Dhanani signed up and completed the Master in Laser Dentistry Program with the Laser and Health Academy (LA&HA) in 2019.
 
Dr Dhanani affirms the LA&HA Master program as a “must” for any dentist serious about laser dentistry as it delivers in-depth knowledge on the Fotona LightWalker from a broad range of application-based modules.
 
Just as critical is receiving peer support from an online Fotona user group (that IMT set up) – comprising Australian and overseas course graduates – that picks up the slack whenever his memory gets a bit foggy.
 
For all intents and purposes
 
The Fotona Lightwalker is a dual wavelength (Er:YAG and Nd:YAG) universal laser that covers virtually all laser-assisted dental restorative treatments, TouchWhite® tooth whitening, TwinLight® periodontal therapy, peri-implantitis, SWEEPS® endodontics, oral surgery, NightLase® snoring treatments, Photobiomodulation therapy and dento-facial aesthetic treatments.

Dr Dhanani uses it for traditional “in-the-mouth” treatments including gum reshaping and contouring, atraumatic removal of porcelain veneers in addition to facial aesthetic cases such as collagen tightening without fillers, lip plumping (using Liplase) and skin resurfacing.
 
“It’s a remarkable multi-purpose laser that helps to fill in the gaps in dentistry applications and patient care,” he enthuses.
 
“Not only that, it helps deliver quality fillings, pain-free dentistry and gentle patient care while improving healing times and longevity of treatment. What else can you ask for?”
 
It’s also a surprise hit with patients who request for minimally invasive care.
 
Some of our patients upon hearing the word ‘laser’ immediately think that it is painful,” he adds.
 
“After the treatment, they  are surprised at how painless it really is.”
 
Swiss army laser
 
Perhaps Dr Dhanani needed even less encouragement to purchase his next laser, the RADIANT S1TM Blue 3-wavelength Dental Diode. Not least because it came highly recommended by someone whose expert opinion he has come to trust.
 
Although function-wise less comprehensive than the Fotona Lightwalker, the RADIANT H1 represents an affordable entry-level 810nm laser that covers quite a bit of ground, whilst the S1 Blue triple wavelength system represents the current pinnacle in dental diode laser technology says Paul Baltas. 
 
“Other PBM therapeutic lasers ranging from $40,000 - $75,000 can’t even offer any of the surgical procedures that the RADIANT H1 & S1 lasers provide at only 10-20% of the cost.” he says.
 
“While the majority of competitors offer PBM laser applicators in the milliwatt range (typically <1/2 watt of power), the CLASS 4: H1 & S1 units offer up to 10 Watts and include different size PBM handpieces for both large area extraoral and inside-the-mouth therapeutc applications at a fraction of the time of class 3 lasers.
 
What Paul dubs a “laser Swiss army knife” the S1 offers a host of applications: periodontal therapy, soft tissue surgery, photo-activated disinfection, cosmetic dentistry, tooth whitening, photo-dynamic therapy photobiomodulation for wound healing and pain management.
 
Using the S1 mostly for gum correction and contouring as well as curing composites, Dr Dhanani comments: “The blue wavelength lets you cure the fillings easily with minimal temperature rise. The desensitising and photobiomodulation features are also very impressive.”
 
“Swapping between the Lightwalker and S1 when the handpieces for one of them are being sterilised also means that I get to move forward in an efficient workflow,” Dr Dhanani praises.
 
“The two lasers complement each other very well. They definitely help to raise the quality of treatments and standard of patient care.”
 
Something in the water
 
Another area of patient care that Dr Dhanani has revisited over the last year is infection control.
 
Once again, he credits IMT’s recommendation for his choice of infection control system – the Biosure range of Advanced Ozone Technologies for Infection Control in Dentistry.
 
According to the product literature, ozone directly oxidises the cell body of bacteria and viruses, destroying their RNA to achieve an inhibitory effect. The sanitation, it claims, is 3000 times faster than chlorine whilst remaining both safe and environmentally friendly.
 
Biosure produce Ozone generators utilsing patented electrolysis technology that converts regular tap water into ozone solutions used by many industries throughout Australia for over 10 years.
 
Dr Dhanani was one of the first to invest in the latest range of Biosure ozone solutions, which IMT are officially launching during the upcoming ADX22 in Sydney.
 
Among the dentist’s early-bird pickings were: Compact Disinfection Unit Plus (CDU+), SHIELD Space Sanitizer System, Ozone Spray Bottle and the Oral Rinse Tumbler
 
The Compact Disinfection Unit Plus / CDU+ is the upgraded version of a popular disinfection unit that dispenses high grade electrolytic ozonated water along with molecular hydrogen rich water.
 
The latter, Paul explains, shows unique potential for its antioxident effect.

As cited in the recently published randomized, double-blind trial: Hydrogen-rich water reduces inflammatory responses and prevents apoptosis of peripheral blood cells in healthy adults.1
 
In the current climate, the biggest selling point of the CDU Plus is the ozonated water.
 
“Ozonated water (O3)  is a strong oxidant, in which the oxygen molecules are in an extremely unstable and reactive state,”.
 
“This characteristic is what makes it so potent in breaking down cell walls of viruses, bacteria and microorganisms in seconds.”
 
Dispensed via a digitally controlled facet with infra-red sensors enabling touch-free operation, ozonated water is ideal for a host of disinfection purposes: hand-washing, surface disinfection (including dental chairs and equipment), mouth rinse, instrument pre-wash, bacteria-free water source and treatment area irrigation (direct patient oral application use).
 
Two sides of the same shield
 
The new SHIELD system is a compact, automatic ozonated water atomising sanitiser that neutralises virusus, bacteria and pathogens in the air and on surfaces in closed and open spaces.
 
Besides the in-office units, Dr Dhanani offers ozone oral rinse tumblers that his patients take home. The portable, rechargeable ozone flasks instantly convert tap water into ozonated water, a natural sanitiser effective at reducing oral germs and treating bad breath. 
 
“I normally give it to patients after treatment to help reduce bacterial load, support the healing process and improve treatment efficacy,” he adds.
 
“Patients tell me that their bad breath disappear almost overnight. Their mouth feels better than when they were using other mouth rinse products.”
 
You can’t buy trust
 
Dr Dhanani takes a sanguine view when it comes to investing in infection control.
 
“As long as it improves staff and patient care, I’m in,” he says.
 
“You can’t measure these things except for the peace of mind.”
 
It helps of course, that he trusts the technology and the people recommending it.
 
“When you already know the person and trust his opinion, there isn’t a need to research too much,” he qualifies.
 
“IMT’s phenomenal support and the great rapport I have with Paul, goes a long way towards earning that trust.”
 
Innovative Medical Technologies will be at ADX22 stand # 523
 
1. Sim M, Kim CS, Shon WJ, Lee YK, Choi EY, Shin DM.Sci Rep. 2020;10(1):12130.

Vatech Green-16 assists “low biological cost” dentistry in Adelaide practice
 
By Danny Chan
 
Dr Roshanak Amrein is never more than two steps away from technology. Since graduating from Adelaide University in 2000, the private practitioner has not veered from her twin passions: Cosmetic dentistry and early adoption of dental technology.
 
Her downtown practice, Adelaide Cosmetic Dentistry, is located in the city’s trendy Hyde Park shopping precinct. It is known as much for its high-end boutique decor as it is for cutting edge cosmetic treatments, employing such tools as the Biolase Waterlase Laser Dentistry, CEREC CAD/CAM, Itero Scans and Invisalign Clear Braces, and the Vatech Green CBCT.
 
Underpinning these visible statements of a contemporary practice is a visceral patient care philosophy that seeks to minimise the biological cost for every treatment.
 
Dr Amrein makes no bones about the dominant role technology plays in her practice, and more specifically, how they coalesce to relegate invasive procedures to an absolute last resort.
 
“Though my clinic is focused on cosmetic rehabilitation, we look at the patient as a whole person,” she stresses.
 
“We look at their lifestyle, overall health and what solution is best for them in the long term.
 
“At the end of the day we want to find solutions for our patients. We wholeheartedly want to help them in whatever their enquiry is. I find technology helps us immensely in this regard.”
 
Sense of inclusion and ownership
 
The solution-finding journey typically starts with a consultation. Dr Amrein is exacting when it comes to treatment diagnostics and dentist-patient communication – areas in which her Vatech Green CBCT has been a godsend.
 
The imaging system was purchased from Dental Concepts, the Vatech distributor in SA that also designed and built Dr Amrein’s state-of-the-art practice. The dentist calls her decision to entrust Dental Concepts with the challenging project “the best thing that ever happened”.
 
“They say building a new clinic is a stressful exercise but not in this case. I knew the minute we made the decision that I was in safe and competent hands. Everything went according to plan and surpassed my expectations.
 
“They built me a dream practice with everything a girl wants on the wish list. Everyday was fun and joyful and I enjoyed every minute of the process. When they suggested Vatech I had no doubt that Jason and his team at Dental Concepts team had my best interest at heart. I had complete and utter trust in them and highly recommend them.”
 
The South Australian firm also installed the Green CT, incorporating x-ray imaging into the seamless dentist-patient communication process.
 
“My CBCT, panoramic and Lateral Ceph radiographs are essential in this process. I can educate my patients instantly about any existing pathology, limitations to treatment or urgent preventative work that may be needed and why specialist care may be absolutely essential,”  
 
“Patients love the process and respond to this level of thoroughness knowing they are part of the journey and gain a sense of ownership.”
 
She believes the patient’s sense of inclusion and taking ownership of their health, as a direct benefit of seeing the practitioner’s detailed and holistic approach to their care, is “priceless”.
 
No football please
 
Locating an imaging system in-house has also dramatically improved her customers’ visit experience.
 
“The fact that I don't have to football my very busy patients from one appointment to another,” she elaborates.
 
“Also I want my answers as soon as possible so we can start the treatment plans sooner rather than later when indicated.”
 
Referral communication with a specialist, she adds, has also been simplified by the ability to instantly send out the relevant images. “This makes the job of my colleagues much easier as they already have an overall picture of the patients’ oral health before even seeing them.”
 
Safety essentials
 
The x-ray machine first piqued the Adelaide dentist’s interest for its “easy-to-use demonstrable airway assessment function”, although she qualifies that “imaging alone is not a reliable way to assess airway health.”
 
The Green CT also fulfilled other buying objectives: ergonomic, safe unit at a competitive price point.
 
Owning the x-ray unit since 2020, she has been using it for panoramic, lateral ceph and CBCT imaging.
 
“We try to limit the imaging to only the field that is essential,” she explains.
 
“If needed there are radiologists who can report on images remotely and this service is also very useful if a patient consents to it.”
 
Obviously, patient comfort and safety is a top-of-mind issue at Adelaide Cosmetic Dentistry.
 
The Vatech machine’s flexibility of use to accommodate any possible disability or height variation, as well as low-dose radiation are major features for Dr Amrein.
 
Whether to maintain health and safety compliance or protect dentists and staff from routine radiation exposure, the Green CT competently allays these “paramount concerns”. 
 
While the imaging system has proven to be a smart business investment, Dr Amrein says operator and patient convenience, along with diagnostic accuracy, easily trump any ROI assessments.
 
“I need to do the right thing by the patient,” she insists. “This is far more important than financial considerations.”
 
Clear winner
 
The Green CT has been a unanimously prized addition to the practice, both from a clinical and patient perspective.
 
Customers have expressed amazement walking back from the imaging to the consultation room, to find their results waiting on the screen. The dentists, especially Dr Amrein’s orthodontic colleagues, have voiced their approval of the Green CT’s crisp and clear images – which she deems “much better” than what she gets from an external imaging centre.
 
What early adopter blues?
 
The practice building mileage Dr Amrein has gained from the Vatech Green CT, while comprehensive, is probably more a norm than exception.
 
This is after all an early adopter who started using CEREC technology some 20 years ago – back when dentists were still hesitant about its clinical expedience – as a fresh graduate, and who picked up laser dentistry while still a part-time solo practitioner with two young kids in tow.
 
“I have never regretted investing in technology,” she testifies.
 
“Technology has never let me down. It has always paid for itself and opened doors to doing dentistry without compromise.
 
“The key is to do your homework before buying anything and if I feel that it will be too costly or unsustainable, I hold off.”
 
“In the case of the Vatech unit, it was a no brainer.”

​Nothing says ‘happy customer’ more than one that keeps returning to the same make, brand and seller over many years. Such is Hunter Valley Orthodontics’ relationship with Swident dental units and Ampac Dental.
 
By Danny Chan
 
The dental unit does not simply occupy the most central spot in your surgery. Its location is also symbolic, as the key element around which the different clinical activities take place.
 
Investing in a quality chair is therefore of strategic importance. If you plan through what is arguably your most critical equipment purchase, it will significantly reduce the likelihood of emergency maintenance, expensive downtime and interruptions to your work.
 
The reverse is also true, Dr Kay Kanthathas readily attests. The Specialist Orthodontist and group practice owner knows how frustrating it can be dealing with unreliable equipment.
 
Established 30 years ago, Hunter Valley Orthodontics is co-owned by Specialist Orthodontists Dr Steven Cave, Dr Danny Yang and Dr Kanthathas. The group has five branches across NSW in Newcastle, Maitland, Singleton and Salamander Bay, serving the Hunter region and majority of its surrounding areas.  
 
“We were experiencing so many issues with the dental chair installed in our Maitland practice that it was becoming terribly inconvenient. Just as we were about to run out of options, we stumbled upon Louis’ path,” Dr Kanthathas recalls. 
 
The orthodontist is referring to his encounter with Louis Rouessart from LR Dental Services seven years ago. The veteran Equipment Technician displayed an uncanny ability to resolve many of the practice’s pre-existing dental chair problems. Rouessart eventually became the go-to person addressing the bulk of the group practice’s equipment problems.
 
It was also through Louis Rouessart that Dr Kanthathas and his partners were introduced to Ampac Dental.
 
Ampac Dental is an international distributor of large and small European and American supplies as well as equipment, including: L&R ultrasonic cleaners, Monitex curing lights, alginate mixers, NSK handpieces, MELAG autoclaves, DCI spare parts and components. The NSW-based company is the exclusive Australasian distributor of Swident dental units, Nardi compressors and Dmega suction motors.
 
First of many
 
Dr Kanthathas’ initial visit to Ampac Dental’s Rockdale showroom in Sydney’s inner-south suburb began a trusted practice-supplier relationship and also marked the group’s first purchase of the Swident range of dental chairs.
 
“The chair ticked all the boxes for us. It was compact with a small foot print, yet very comfortable and easy to operate. Patient chair ergonomics is very important to us. Our patients’ age range from 6 to 70, so the chair must be optimised to ensure their comfort and safety. The Swident chairs do not disappoint at all,” Dr Kanthathas says.   
 
“It’s great that the chair is also compatible with our existing NSK handpieces, suction tips and DCI triplex syringe.”
 
The dentists’ endorsement of the European make couldn’t have been clearer than their decision to purchase five more Swident chairs over the next six years. The two most recent installations were for the Swident Friend Easy with Cart Delivery System.
 
Designed in Switzerland and made in Italy, the Swident Friend Easy range of dental chairs is available in either traditional or continental delivery system. Like its predecessors, the new Friend Easy cart delivery system boasts the Luzzani or DCI triplex syringe; one highspeed fibre optic line; one low speed line and 2 additional spaces; Faro Maya LED dental light; a pneumatic foot control; and optional clean water system. The pneumatic foot pedal controls the speed and torque of handpieces, provides “spray and chip” blower function and on/off water toggle for instruments.
 
“The Swident Friend Easy complements our practice very well. They are very user friendly and perform reliably. We have been very pleased with our purchases over the years,” says Dr Kanthathas.
 
“There are good reasons why we bought six chairs over seven years.”
 
The group practice also purchased from Ampac Dental the Dmega Suction motor and Nardi Compressor for three of their surgeries.
 
“The Dmega suction units were very competitively priced compared to what was available in the market place and ticked all the right boxes for us,” the orthodontist adds.
 
“The compact size of the Nardi compressor and its durability and robustness – it has never let us down.”
 
On the ball
 
Neither does Dr Kanthathas feel let down by Ampac Dental’s after-sales service, which he says has been nothing short of exceptional.
 
Given the quality of the products, in addition to Louis Rouessart’s expertise, the dentist says they rarely required the after-sales support. Nevertheless, he considers Mo and Elizabeth from the supply firm ‘trusted friends’ as well as ‘go-to equipment people’.
 
“They have been a great help and source of information and knowledge about the products,” he says.
 
“I usually phone them with a problem and they will have the solution within 24 hours. It always surprises me that they keep ready stock of all the spare parts I need and are able to ship them within 24 hours – unlike many other large firms.”
 
Dr Kanthathas says he would unreservedly recommend Ampac Dental’s services to anyone looking for a reliable equipment seller. Asked for three words to describe the NSW company, he replies without the slightest hesitation: “Simply the best.”

This South Brisbane dentist views the sale of his group practice as an opportunity to expand the team.

By Danny Chan

Whoever coined the phrase “the whole is greater than the sum of the parts” understands the immense potential of teamwork. It speaks to the vast energy you can unleash by tapping a diverse array of resources, talents and skills.

Dr Jonathan Cichero believes that to be the biggest strength of a dental practice. Its collective development, he says, far outstrips what individual partners are able to achieve on their own.

“You need great teamwork and structures to ensure a dental practice functions properly. To make it a success, all hands must be on deck.”

This is coming from someone who recently sold a flourishing 20-chair group practice where he had been a partner for 25 years.

Dr Cichero likens the interweaving of different personalities and traits within a dental practice to the complex workings of a Swiss watch.

“Many components go into making an intricate timepiece,” he imbues.

“Not every component is the same. Both small and big cogs are required to turn the wheels so that everything moves like clockwork. Happily enough, that’s what we’ve managed to do.”

It’s not a sale

Founded in 1970, CP Dental is a multi-location practice with an enduring community presence in Coopers Plains, Mater Hill, Emerald and their surrounding regions.

Along with Dr Esther Cheng, Dr Daniel Robbins and Dr Paul Ansell, Dr Cichero sold their beloved practice to Ekera Dental in July.

Yet the South Brisbane dentist declines to call it a ‘practice sale’.

“When you say that you are selling to a corporate, there is a general perception that you’re just handing things over, taking the money and walking away. It’s not like that at all,” he says.

“We see this as a new partnership with Ekera Dental. Whether we’re talking about the original partners or the entire team, we continue to feel a strong sense of ownership and responsibilities to make sure that the practice continues to develop and do well.

“You don’t need an equity stake in the business to have a sense of ownership.”

Nuanced mentoring

After graduating from the University of Queensland, Dr Cichero joined the Royal Australian Air Force, followed by postings to Melbourne and Townsville. When he returned to Brisbane in 1996, he joined Dr George Cocolas and Dr Mark Logan at Coopers Plains (now CP dental) and became a partner in 1997.

Although the former military man has a profound appreciation for structure and organisation, it’s the people that he focuses on. Dr Cichero’s predilection for mentoring new colleagues and staff members underpins this belief.

“When you first start out, you need to have good resources around you. For a fresh dental graduate, it takes about two to three years before you really start to feel comfortable in the job,” he says.

“It also depends on the maturity of the individual. Mature age persons with some work-life experience tend to adapt faster.”

When it comes to the mentoring and induction processes, Dr Cichero advocates a more nuanced approach.
“Everyone has different learning styles and personalities,” he says.

“The needs also differ. Some may require mentoring in clinical skills and others in interpersonal skills.”

No one is left out of the mentoring loop at CP dental. It develops in an organic fashion, at a pace determined by each individual’s comfort level.  

“Much like in school, where if you connect well with a particular teacher, the results will show.”

No other way to grow

Whether taking a more laissez-faire or supervised journey, Dr Cichero says that mentoring is ‘100% essential’ to practice growth.

“There is no other way to grow your practice. You need to grow it in such a way that the practice principals become redundant,” he insists.

“Only then can you ensure that the business continues and succeeds in your absence.”

Going back to the Swiss watch analogy, Dr Cichero underscores the importance of viewing – and treating – every team member as an invaluable cog in the wheel.

“There are simply too many facets of dentistry for any one person to be an expert in everything,” he reminds.

“Unless you’re prepared to work hard on mentoring, your practice will finish when you finish.”

Relationships are paramount

Having been through multiple iterations, Dr Cichero has seen the partnership at CP Dental evolve over the years. Yet management shuffles have never been allowed to interfere with the practice’s continued growth and expansion.
“In much the same way, nothing has changed now that CP Dental has come under Ekera Dental’s umbrella group,” he adds.

Dr Cichero’s confidence partly stems from the due diligence he and his partners have undertaken prior to the sale. On-off negotiations with Ekera Dental alone spanned 5 years.

“We went to great lengths to ensure continuity with minimal disruptions,” he says. “That means the four partners will continue to be decision makers, and the structures that we’ve put in place will continue to be utilised.”

For more than a decade, CP Dental’s burgeoning size made it an attractive target for corporates. Despite numerous discussions with potential buyers, the partners found themselves going back to Dr Tony Coulepis, the Executive Chairman of Ekera Dental.

“We certainly felt that only Ekera Dental offered us the best opportunity to maintain status quo; functioning the way we always have,” he affirms.

Asked what gave him that impression, Dr Cichero replies emphatically:

“The people. I can’t stress that enough. While it’s still a business transaction, the relationships are paramount in any decision making process.

“Whether it is Tony, Elliot (Opolion) or Rob (Harwood), everyone from the Ekera Dental team with whom we’ve interacted gave us the confidence that we were able to work together as a team.

Labour of love

Dr Cichero says all the former business partners of CP Dental chose to stay on as principals after the sale – and remain passionate as ever about growing the business.

“This is a labour of love and a lifetime of work,” he enthuses.

“Although the new partnership is only six months old, we are confident that Ekera Dental has the resources and the right people to meet the challenges ahead.
​
“Because the new team complements the existing one so well, this new partnership looks set to take the practice to even greater heights.”

​A training and strategy program aims to help Australian dentists up their whitening game and reclaim lost territory.
 
By Danny Chan
 
It seems everywhere you turn in the news and mass media, the teeth whitening market is experiencing a boom, but talk to an Australian dentist and the picture may look very different. Just ask Stephen Douglas, owner of Boutique Whitening, who has conducted 2000 interviews with principal dentists over 400 practice visits.
 
After chatting with a great number of Aussie practitioners about their whitening business, Douglas arrived at this unsettling conclusion: “Many dentists and their practices suffer and struggle from poor teeth whitening results. The consequences are disappointed patients, multiple complaints about sensitivity and lacklustre profitability.”
 
The whitening entrepreneur’s findings seem to agree with a 2018 study conducted by the Australian Dental Association, which found that more than two-thirds of people aged 18 to 35 who've whitened their teeth didn’t go to a professional.
 
While only 6% of whitening customers are going to non-dentist services for their cosmetic therapy, the ADA study found that 50% are buying over-the-counter (OTC) DIY kits from websites, chemists or beauty salons.
 
With or without you
 
Being excluded from a lucrative market, however, isn’t the only bugbear for Australian dentists.
 
“Less than half of those who bleached their teeth in 2020 did so under the supervision of a dentist,” Douglas says, alluding to patient safety concerns.
 
“And 65% of those surveyed were oblivious to the risks of home whitening.”
 
Australian regulations on teeth whitening, Douglas adds, are not helping the situation. He cited an August ruling which capped the non-dentist use of beaching gels at 6% for Hydrogen Peroxide and 18% for Carbamide Peroxide.
 
This gave non-dentist whitening service providers more leeway as compared to European legislation, which Douglas says precludes non-dentists from administering whitening gels above 0.01% Hydrogen Peroxide.
 
“Some dentists are coming to whitening vendors like me for 9% Hydrogen Peroxide gels just to maintain leverage over the non-dentist whitening methods, but a higher bleaching strength does not necessarily equate to a better bleach,” Douglas stresses.
 
“On the other hand, you can walk into Coles today and buy a whitening strip that contains 5.9% Hydrogen Peroxide without dentist supervision, but is it safe?”
 
Give me five!
 
In a bid to help dentists regain their footing in the teeth whitening space – in so doing increasing the level of patient safety and awareness – Douglas has launched The Expert Whitening Secrets training and strategy program.
 
As part of The Whitening Project that Douglas also created, the program is touted as a blueprint to teach dentists “the skills and techniques used by thousands of UK dentists to solve these dilemmas and set you on the road to a more profitable practice, all built on a foundation of teeth whitening.”
 
The program comprises of a 75-minute live session that dentists can access for $37. It includes a pre-recorded training session on teeth whitening protocols from Professor Van Haywood, a US-based practitioner whom Douglas refers to as the 'Godfather' of tooth bleaching. Dentists will also receive a complimentary Boutique whitening kit with a market value of $300 when they order the training program.
 
The five main components of the 56-page “blueprint” are as follows:
 
#1: Understanding the whitening market, and the advantages that a dental practice has over their competition.
 
#2: How to avoid the five biggest teeth whitening myths or mistakes.
 
#3: Debunking false beliefs, and how to successfully treat two stains. “And that really is the science and the patient compliance part,” Douglas adds.
 
#4: How the dental team can identify patients that are considering whitening, increase or improve their patient acceptance rates by converting them into paying customers.
 
#5: How to integrate the practice with Boutique, using their complimentary and bespoke package.
 
All in the package
 
Without giving too much away, Douglas says the program developers favour the home whitening method over in-chair whitening – “it makes better business sense for the practice as well as the patient getting far superior results.”
 
While customers are welcomed to use Boutique’s whitening products, Douglas insists the program isn’t tied to any brand per se. That is not to say he isn’t confident about his products. In fact, Boutique offers a full refund if customers are not completely satisfied with their kits. There’s no catch with the paltry $37 program fee as well.
 
“$37 represents a micro commitment to signal one’s interest,” he emphasises.
 
“We believe that if you follow the framework and build these protocols in, you’ll get really good results.”

Southern Cross Dental expands to include onshore denture manufacturing.

By Danny Chan

The market value of the Australian dental prosthetics market, estimated at around $354.9m in 2020, is predicted to surpass $500m by 2027. Growing at a rate of 6.3%, the total value is composed of revenues from the dental crown, bridge and denture markets.

Southern Cross Dental’s resolve to grow its presence in the latter market is strengthened by its July acquisition of Swift Dental Laboratory, the former supplier of SCD’s Australia-made denture range.

Natural progression

With the market for dentures booming, and expected to grow further in years to come, Southern Cross identified onshore denture manufacturing capacity as a strategic priority. This was in response to growing consumer demand for locally produced prosthetics.

The Swift acquisition was, in many ways, a natural progression for SCD. For about 5 years, the mid-sized Sydney-based lab had been a reliable outsource partner responsible for producing SCD’s popular Quest denture range.
The good working relationship and Swift’s high quality wares made it a straightforward decision when it came time for SCD to take on in-house denture manufacturing.  

“Swift Dental has been a strong partner for many years. When the opportunity arose to bring them into the fold as part of the Southern Cross family, we jumped on it,” says James Squirrell, CEO of Modern Dental Pacific, SCD’s parent company.

The acquisition of a denture-focused Australian lab, Squirrell says, really boils down to raising product quality and service reliability.

“From a dentist’s point of view, there’s a particular need with dentures to have consistent and fast turnaround speeds. Their patients, with missing teeth, often need a fast solution for a new or replacement denture,” he says.
“Swift’s facility, located about 5km from our head office, allows us to make that work onshore with much faster delivery times.

“Along with a proven track record for producing high quality dentures, Swift’s team of 9 technicians – pretty good size for Aussie standards – can turn around the high volume we require at a fast pace.”

Technological springboard

Established in 1983, Southern Cross Dental is one of the country’s foremost dental labs. Integration with Modern Dental in 2015 helped the Australian lab gain invaluable access to a wealth of technological resources from the world leader in the production of dental prostheses, orthodontics and anti-snoring devices.

Through the global affiliation, Squirrell wants to see Southern Cross raise the technological bar for locally produced dentures.

“Broadly speaking, the technology around how you make dentures is evolving very quickly in the last couple of years, especially in regards to the use of mills and 3D printers. Buying Swift allows us to be at the forefront of this development,” he adds.

“The acquisition also serves as an Australian springboard to develop international technologies and processes in our own backyard while growing the denture side of the business.”

Ready for the future

Where processes and protocols are concerned, Swift Dental operated largely as a traditional lab. Nonetheless, the Swift team boasts a collection of skillsets that will help accelerate the adoption of future technologies.

“Our new team members have exceptional denture-making experience. They were one of the biggest attractions of the acquisition. The lab manager William Perez, for example, has decades of experience and is an influential figure in the denture market,” says Jonathan Evans, General Manager of Southern Cross Dental.

“With the technological expertise of Modern Dental behind us, these individuals provide a core set of skills to help transition our denture-making abilities into the digital future.”

The Peakhurst facility further promises immense growth potential.

“With some adjustments to office space, the building has the capacity to allow a threefold increase in the workforce,” he reveals.  “We have great plans to invest significantly in both our people and our facility, to create a world class denture lab.”

Hybrid model

The Swift acquisition also boosts SCD’s “Made in Australia” credentials, which appeals to customers that want to support Aussie-made products, along with local businesses and jobs.

“Everything we do is about providing choice to our customers, whether it is how fast they get the product back, their choice of materials or where the product is made,” Squirrell says.

“Our hybrid model works really well in terms of giving customers more options.  The combination of specialised manufacturing in Sydney and Melbourne, combined with the reliability and scale of offshore work provides us with an unbeatable product offering.”

With in-house denture manufacturing capabilities, SCD is finally able to commit to the same quality assurance standards that the lab’s crown and bridge customers already enjoy.  

‘With Swift on board, we can fully apply the SCD stamp on denture manufacturing as we have for crown and bridge production,” Evans assures.  

SCD has been producing crowns, bridges, implants as well as mouthguards and splints for a long time. Now they have the capacity and expertise to give their denture customers even better quality control, consistent turnaround and competitive pricing.
​
“I’m personally excited to be involved with Southern Cross at this time,” Evans says.
“For now, all I can say is: Watch this space!”