By Danny Chan

A good autoclave does more than protect dental practitioners and patients from viruses and bacteria. There are many critical factors that may or may not be immediately apparent when selecting a steam sterilizer. Will the new autoclave fit well into your infection control and sterilisation process? Does it automatically and effectively reprocess your RMD’s (Reusable Medical Device Care)? Does it comply with stringent Australian Standards (AS) such that it can pass an audit with flying colours? Is it part of an efficient total solution system that helps cut down labour hours? Does it improve staff safety and patient care?

It may be helpful taking a 360-degree hygiene tour before embarking on that purchase decision.

Right class of autoclave

Autoclaves come in different classes, generally referred to as class N, class S, and class B. Though they serve the same purpose, they differ in terms of the type of instruments they can sterilise and the level of sterilisation they can achieve.

Class B is the best for dental practices, but you must understand the other options too before making your final decision.

Sterilisation needs

Your sterilisation needs depend on a number of factors, including the type of instruments you use and the volume of items that need sterilisation in your dental practice at a time. This will help you choose the right type and the right size of dental autoclave.

Reliable products
Reliability is a key factor when choosing the right dental equipment. Consider the efficiency of what you have to buy, as well as the warranty, after-sales services and ease-of-use. It is also better to buy from a dental equipment supplier that has trained technicians for regular services and maintenance.

Patient care

The concept of patient care means very little unless your practice delivers a valid and consistent washing performance that improves patient outcomes. The last thing you need is an embarrassing patient recall that compromises your practice reputation in infection prevention.

Standards compliance

Dental autoclaves are required to meet certain standards while performing the ultimate function of safety assurance for patients and dental practitioners. As a registered dental practitioner, you are legally required to ensure that your practice complies with every policy included in ADA’s Guidelines for Infection Control – whether existing or prevailing.

For example, the new standard AS:5369 (coming in 2022) will be moving away from the manual reprocessing of Reusable Medical devices (RMD’s). As it stands, international guidelines recommend that manual cleaning should only be used if mechanical or automated methods are not available.

To take the guesswork out of the equation, MELAG thermal disinfectors such as the MELAtherm 10 and MELatherm 10 Evolution provide automated cleaning and disinfection.

Unless in cases where automatic washer units cannot be used – or for difficult to clean instruments – automated thermal disinfectors help you stay on the right side of the ADA regulations.

Labour Saving

The less time your staff spends washing at the sink – and the more after-hours reprocessing that your practice clocks – the more time they get to spend with your patients.

Thermal disinfectors that provide automated cleaning and disinfection help to save and free up labour time. In fact the time-savings have been found to be more substantial than previously thought – even in the case of autoclaves that are considered to have long cycle times.

Cycle times

Depending on the types of dental autoclave and sterilization temperature, dental autoclave sterilisation time typically ranges from 25 min – 150 min.

With a smart dental autoclave unit, you have the ability to reach the set temperature quickly and maintain optimum levels for the right intervals of time. Not only will that save on time and electricity costs, a shorter cycle means your practice can handle a higher number of patients in a day.

The class B autoclave from MELAG known as MELAquick 12 promises a short cycle time of only about 7 minutes. Even in a fast paced clinic, MELAquick 12 allows you to guarantee sterilized handpieces for each patient, while you sterilize the other instruments in a vacuum sterilizer like the MELAG Vekuclave 31B.

Staff Safety

If the health and safety of your staff ranks high on that priority list, it may be time to give automation the consideration it deserves.

Automated sterilisation helps to prevent staff injuries – by reducing handling of contaminated items or needle sticks – and exposure to aerosols, such as enzymatic chemicals whilst manual washing.

Automated washing of RMD’s achieves a high level disinfection through the thermal disinfection phase for the all-round safety of both staff and patients.

Reusable Medical Device Care (RMD)

Reprocessing is a multistep process required to ensure that a RMD is safe for its intended use.

Sterilisers achieve a thorough wash through the following: Mechanical wash action; the use of chemistries at elevated wash temperatures; final rinse in pure water; effective drying to all areas and surfaces of the instrument.

Whilst disinfection reduces the number of microorganisms by a factor of 100.000, sterilization achieves a factor of 1.000.000. Notably, integrated solutions from MELAG combine both sterilization and disinfection in a structured workflow for safe instrument reprocessing.

Right brand of dental autoclave

Even dental autoclaves of the same class are not necessarily made equal. Brands can make a big difference. It is always better to buy a brand with a good name and reputation. You also need to be sure that the products meet the required standards and have been approved for use in your area.

Trusted brands like MELAG are known for their quality design and manufacturing. The company’s decontamination and sterilisation range is backed by a two-year warranty with an expected 10-year life span.

Supplier confidence

Every good dentist wants the best dental autoclave for their practice, but the sheer number of options out there is overwhelming, especially if you don't have a reliable dental supplier to guide you.

William Green is easily one of the country’s most established and trusted names in dental supply. Besides carrying a wide range of accessories to meet customers’ requirements, William Green employs a skilled team of trained engineers to ensure quality installations as well as reliable maintenance and support.
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William Green supplies all the system solutions ready to be implemented in your preferred workflow: From transportation and pre-treatment to cleaning; disinfection to packaging; inspection to sterilization; release to labelling/tracking; sealing to documentation and approval.

BioHorizons Camlog combines two families of implant solutions with proven track records in the demanding markets of America and Europe.

Implant dentists choosing the right brand or system to meet their patient’s needs have their work cut out for them. With over 150 dental implant companies out there offering a bewildering assortment of products, it can be a challenge narrowing down the field.

For those who just want to focus on the clinical task at hand, Henry Schein is offering a one-stop alternative with BioHorizons Camlog.

When BioHorizons and Camlog joined forces under the umbrella of Henry Schein's Global Oral Reconstruction Group (GORG) in 2017, the merger brought together two world-class implant companies that originated from both sides of the Atlantic Ocean.

BioHorizons Camlog offers a consolidated portfolio of products from implant systems to restorative solutions; intelligent workflows to regenerative biomaterials. This evidence-based portfolio benefits from Henry Schein’s established local support network, including their comprehensive customer service team.

“We now have the confidence to say to the Australian clinician: “We have everything you need in one place””, says Kellie Paull, the National Surgical Business Manager at Henry Schein Australia.

“That’s because we have combined two amazing brands – each with a true global reach –with an extensive range of biomaterials.”

Star-spangled innovations

Born in the USA, BioHorizons was founded through research conducted at the University of Alabama in 1994 by Carl E. Misch, DDS, Martha Bidez, PhD and Todd Strong, COO of BioHorizons. Steve Boggan joined in 1995 and later became the CEO.

Firmly entrenched in scientific research, BioHorizons produced several breakthrough proprietary technologies, including: the BioHorizons 3inOne abutment in 1997, Laser-Lok microchannels in 2007 for implants and later the Laser-Lok surface technology was added to abutments to create a biologic seal that protects and maintains crestal bone in the aesthetic zone. Over the last few years the company launched Tapered Pro with unique design elements to provide predictable solutions for immediate and Full Arch treatments.  The product design was based on more than 10 years of tapered implant success.

BioHorizons is also a trailblazer in the biological field of dentistry. In 2000, BioHorizons brought to market the AlloDerm™ Regenerative Tissue Matrix (RTM), a widely accepted and researched acellular dermal matrix for dental soft tissue applications.

In 2004, the company added the popular MinerOss® to an already stellar line-up.  A mixture of allograft mineralized cortical and cancellous chips, MinerOss® addresses a wide range of dental bone grafting applications.
Today, BioHorizons is distributed globally in 90 markets including Asia, North America, South America, Africa, Australia, and Europe.

European flair

Founded in Germany, Camlog is one of Europe’s leading suppliers of dental implant systems, restorative components, regenerative and digital solutions.

The Camlog brand was first introduced in 1999 as a range of products – including the Camlog Cylinder-Line and Screw-Cylinder-Line – with Altatec GmbH as the legal manufacturer.

Interestingly, Altatec was the new moniker given to EBERLE Medizintechnik in 1995. The latter is the original name of the German dental implant firm founded in 1988 by renowned dentist and oral surgeon Dr Axel Kirsch.
After several products bearing the Camlog name gained market prominence, it made perfect sense to use it as an overarching customer-facing identifier.

Standout Camlog products over the years include: Camlogs Screw Line Implant in 2002; Conelog Screw Line Implant in 2011; DEDICAM CAD/CAM prosthetic solutions and Camlog iSy Implants in 2013; and in 2019, Conelog Progress Line implant system designed to address immediate and Full Arch implant treatments was introduced.

The products are manufactured in state of the arts technology at its Wimsheim location.

Intercontinental spread

Camlog and BioHorizons presented their newly formed partnership for the first time at the IDS 2019 in Cologne, Germany.

Behind the scenes, the two companies have been “strategically evolving” under Henry Schein's Global Oral Reconstruction Group (GORG) since 2017.

Henry Schein is a FORTUNE 500 Company that thrives on providing dental practitioners solutions to help them work more efficiently and render quality care more effectively. The formation of GORG is no exception, Kellie attests.
“The optimum user experience lies at the heart of what we do,” she says.

“Whether it’s a type of connection, material, thread design, leading to treatment protocol a particular patient need or situation, we’ve got you covered with a single brand.”

On the marketing front, a fresh logo and modern collaterals greet customers in a brand new website (www.biohorizonscamlog.online) showcasing all the products under the joint brand. Products include implant lines such as: Tapered PTG, Tapered Pro, Tapered 3.0, Tapered Short, CONELOG®, and iSy®.

“Whether you are a surgeon, prosthodontist or dental technician, our product portfolio can be tailored to meet your specific preference,” Kellie explains.

“For overseas-educated Aussie dentists, you may either be more familiar with an American- or European-style implant system. What’s special about BioHorizons Camlog is that it provides a versatile intercontinental menu of choices.”

“We offer evidence-based solutions for different concepts and requirements to cater to as wide a customer base as possible.”

Meeting of minds

The real intersection of the brands, however, is taking place at the R&D level. The holy grail of any merger is the ability to harness the brains behind the success of each entity. Both BioHorizons and Camlog have their R&D teams to thank for a steady supply of ingenious product output over the years.   

With the two innovation minds now sharing the same passions in serving patients’ need, Kellie urges customers to stay tuned to “some exciting developments in coming years”.

As it stands, Aussie dentists can already look forward to BioHorizon Camlog’s wide selection of implant systems and established products for hard and soft tissue regeneration from a single source. Henry Schein’s dedicated surgical team and massive support network is on standby to provide the necessary guidance.

“An implant practitioner typically keeps a few brands in their armamentarium, and not least because patient needs vary – it’s important that we are able to offer choice to our customers,” Kellie says.

“That said, with BioHorizons Camlog, we are providing customers with more than just another option on the market but also a go-to portfolio of dental implant solutions.
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“BioHorizons is already one of the most popular brands in Australia. BioHorizons Camlog is simply taking the portfolio to a whole new level.”

Andent’s premium selection of dental crowns guarantees customers a 48-hour in-lab turnaround time.

By Danny Chan

Over the last 15 years or so, we’ve witnessed significant changes that can affect the relationship between the clinic and the lab. With the rise of digital dentistry, CAD milling, 3D printing and life-like materials such as Zirconia, the dental lab is undergoing a transformative period that impacts the way it views and interacts with its customer.

Even as those technological innovations continue to drive the lab process forward, improving the accuracy, mode, speed and convenience of case delivery, they have not altered the incessant desire of dentists to get things done on short notice.

Tellingly, one of the perennial reasons that most dental practices give for switching laboratories has consistently been that of poor turnaround time. According to a 2019 Dental Economics-LMT Communications survey, that persistent want has not diminished over the preceding 28 years, but in fact, may be on the upswing.

Proof is in the pudding

In 2022, patient trends have clearly kept up with technology. Today’s dentists not only contend with soaring expectations, trying to appease their Netflix-weaned customers, they are competing with next-door establishments that promote ‘Same-day Dental’ and ‘Same-day Crowns’.

That said, dental practices that offer chairside CAD/CAM services are still in the minority, and there is a sizeable gap when compared to In-lab processes and outcomes.

“Certain restorations like a Zirconia or Titanium crown can only be produced in a lab if you’re looking for superior aesthetic results,” says Matt Smith, General Manager of Andent dental lab.

“While it is possible to create lithium disilicate or composite restorations in a dental clinic, the difference lies in the process. We mill ours in large industrial machines. Besides designing the crowns, our technicians stain, glaze and finish the product.

“Therefore it takes a lot more time and craftsmanship to create a crown in our lab than you would chairside.”

Need for speed

Andent is one of Australia’s better-known crown and bridge specialist labs. Delivering 100% Aussie-made products, the Melbourne lab is equipped with cutting edge processes for CAD/CAM dentistry.

Careful to point out the qualitative enhancements that can be discerned from an Andent product, Smith says the digital-ready lab is not oblivious to the customer’s needs for ever-faster turnaround.

Already boasting one of the industry’s fastest turnaround times (3-10 days, depending on material), Smith believes that Andent has done one better – catering to customers who may be working on urgent cases.

In situations where time is of the essence, Andent is offering dentists the option to get their crown restorations back within two days.

Six ways to Sunday

The 48-hour Range is the name of Andent’s premium selection of dental crowns that essentially puts customers on a faster track, guaranteeing a 48-hour in-lab turnaround time.

“With the 48-Hour Range, we are offering a much shorter waiting time on six different materials to make sure dentists always get their cases back to patients on time,” Smith explains.

The six materials in the 48-Hour Range include:

• 100% Monolithic Zirconia
• UTZirc 100%
• IPS e.max® CAD
• VITA ENAMIC®
• VITA SUPRINITY®
• Titaniu

Priced at $315 and limited to three units per case, the premium range combines functional and aesthetically pleasing materials for both anterior and posterior crown restorations.

The UTZirc (Zirconia Ultra High Translucent), for instance, is a versatile material that is almost as translucent as lithium disilicate yet offers greater flexural strength. Its monolithic form eliminates risk of delamination while increasing the biocompatible material’s propensity for accuracy and fit.

Zirconia and lithium disilicates are currently two of the most popularly requested on the prosthetic market, and for good reason.

The constant evolution of lithium disilicates has produced IPS e.max® CAD, a beloved material still pushing the boundaries of modern all-ceramic dentistry. The CAD/CAM-specific material has greatly enhanced its durability and aesthetics, making it an exceptional choice for crown restorations.

Not to be outdone, Zirconia too has made remarkable progress in terms of mechanical properties, biocompatibility and aesthetics. The high-translucent variety of zirconia can closely mimic the shade and translucency of natural teeth.

The VITA ENAMIC® is a hybrid material that combines the positive attributes of both the ceramic and the composite.

The result of a dominant ceramic network reinforced by an integrated polymer network, VITA ENAMIC® is said to be the first dental hybrid ceramic with a dual network structure. Its biologically integrated properties give it a distinct structural stability – not mentioning a particularly high load capacity after adhesive bonding.

Touted the world’s first zirconia-reinforced lithium silicate glass ceramic, VITA SUPRINITY® offers excellent translucency that yields superior aesthetics, making it ideal for anterior, posterior and implant crowns.

Titanium is great for dentists wanting to offer a truly biocompatible alternative to the more traditional gold crown. It’s ideal in areas with little interocclusal space, where something is required that can stand up to parafunctional activity, and works when the cost of gold is prohibitive. Titanium is silver in colour but in terms of biocompatibility of the material and homogeneity due to its milled nature, it has a lot to offer.

The Titanium material does not oxidize in the oral environment and eliminates allergic reaction to cold or hot food.
Titanium is great for dentists wanting to offer a truly biocompatible alternative to the more traditional gold crown. It’s ideal in areas with little interocclusal space, where something is required that can stand up to parafunctional activity, and works when the cost of gold is prohibitive.

Titanium is silver in colour but in terms of biocompatibility of the material and homogeneity due to its milled nature, it has a lot to offer.

Express service without compromise

Of course, it’s no use having quality materials and fast turnaround times at the expense of a shoddy fabrication. Smith assures the products in the 48-Hour Range are held to the same exacting standards and goes through identical QC processes as the rest of Andent’s prosthetic creations.

“We’re not cutting any corners in order to deliver the goods faster,” he says.

“What customers can expect from paying a premium for the 48-Hour Range is that their cases will go to the front of the list because they are more urgent.

“As necessary, we will allocate more lab-hours or even technicians to meet the fast turnaround times for the 48-Hour Range jobs. That’s one of the factors justifying the higher pricing because we are putting in more resources to get the work done faster.”

We’ve got your back!

According to Smith, Andent offers all the benefits that come with having a locally based, cutting edge facility backed by a full-service team of technicians with extensive dental experience. Add to that a modern array of materials, a two-day turnaround guarantee, and you’ve got the 48-Hour Range.

All dentists are free to access this value-added service as and when the need arises, meaning they do not have to commit to a minimum spend or number of cases to qualify for the express service.

“We’re committed to not only improve the quality of our work but also to make sure the dentists we work with are meeting the demands of their customers,” Smith explains.

“The 48-Hour Range can be considered a safety net because you never know when you’re going to need the restoration back sooner. Maybe the patient urgently needs it for an important function. Perhaps the dentist is going away on holiday or there’s a free spot in the schedule.

“Whatever the case may be, it’s good to know that we’ve got your back!”
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So if you ever find yourself in a time crunch or simply want the flexibility to make adjustments before the patient arrives, the 48-Hour Range could be that stress-free solution to tide you over.

Revisiting the trailblazing story of Australia’s beloved dental brand and company.

By Danny Chan

American astronomer Carl Sagan once remarked: “You have to know the past to understand the present.”
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Looking back on 50 years of SDI, it’s impossible to appreciate the current success of Australia’s home-grown dental materials corporation without revisiting its humble beginnings – although to readers of this magazine, SDI’s storied past may well be industry folklore by now.

Still, it’s a fascinating account that continues to shine a light on the indomitable spirit of Australian innovation and entrepreneurship.

How it all began

In 1972, Jeffrey Cheetham started SDI from his home garage, simply because he thought that the services dentists were receiving in those days were less than ideal.

The single-use dental amalgam capsule was christened as the very first SDI product. Developed through repeated trial-and-error tests, SDI founder Jeffrey Cheetham would spend countless hours perfecting the mixture over the kitchen sink, getting it ready for the first crop of Aussie dentist customers.
Finding modest success with his maiden innovation, more home made products soon followed: tooth-coloured restoratives, plastic composite fillings and tooth whitening.

Early sacrifices

As the business started to expand requiring fresh injection of funds, the financially squeezed Cheethams remained undeterred.

“Well I used my personal finances,” Jeffrey recalls nonchalantly, in a video commemorating 50 years of SDI.

“My wife and I literally had to mortgage the dog.”

To help cut costs while making space for amalgam capsule production, Jeffery even had to move his daughter, Samantha, out of her own bedroom.

“She doesn't like being reminded about that,” he quips.
SDI’s current CEO and Managing Director, Samantha Cheetham looks back on that infamous episode as just another example of Dad’s “entrepreneurial mindset”.

Although she cannot remember her reaction being too young at the time, Samantha reckons her bedroom was “probably identified as the quickest and cheapest location for the expansion of SDI operations.”

“Ambition was endless, but money and time was in short supply,” she adds.

“Jeff had to order, organise and store imported materials in bulk – and then fill large production orders at short notice. I’m sure that if our original house had more bedrooms, each one would have been converted to a research, production or product storage room.”

Global ambitions

In 1976, Jeff and his wife Pamela went on a trip that would forge the future direction of SDI.

Having only started their export business a year ago, the ambitious couple had already set their sights on a global market. However, the original plan to cultivate sales channels in England was quickly squashed by expensive air-tickets.

As luck would have it, Olympic Airways had a special deal flying to Athens, Greece. It was there that the Cheethams met someone by the name of Miltos Vitsaropoulos, who gave them their first big break to export SDI’s innovative capsules.

On the strength of that one trip, Jeff secured five distributors across Asia, and in 1980 decided he would expand into America.

By 1990, SDI had opened a tiny American office and secured distribution across Asia. Another SDI office followed suit, this time in the heart of European dental manufacturing, Germany.

Many developments occurred in the intervening years. Notably, SDI was listed on the Australian Stock Exchange in 1985 and shifted its R&D facilities to Bayswater in 1990 to expand its manufacturing capacity.

That Australian dental company

SDI products are today sold in over 100 countries and the company exports 90% of the products it manufactures. That’s no mean feat, especially considering Australia’s geographical position.

“As Australia is so physically isolated from other export markets, export planning is crucial,” Samantha explains.

“The SDI manufacturing and logistics teams work in tandem to navigate customer order changes, regulation nuances and product refrigeration requirements. SDI aims to ensure consistent product quality and maximised product shelf life for all exports.”

The company’s well-oiled planning and export logistics team proved their mettle during the pandemic.

“Our international teams reported that SDI products remained in stock and available where other manufacturers faced rolling shortages,” Samantha adds.

In September 2022, the company was awarded the Victorian Exporter of the Year Award through the Governor of Victoria Export Awards Program. The award also acknowledges SDI’s achievements during the difficult pandemic years.

Proudly flying the Aussie flag wherever they go, SDI has always been a poster company for supporting local manufacturing.

“International dentists synonymously link SDI with Australia. When asked to describe SDI, many international dentists mention Australia within the first sentence,” Samantha beams.

“SDI strengthens this positive association, by featuring mini kangaroo and koala accessories within its international dental exhibitions. As Australia is seen as a trusted manufacturing location, SDI proactively highlights Australia as part of its communications.”

Reflections on turning 50

After leading SDI for 42 years, Jeffrey handed the reins of the company to Samantha in 2014.

Asked for the most valuable lesson learned as a company over the last 50 years, and looking back on her own 8 years at the helm, Samantha believes it’s their tenacity to insist on dentist-led innovation.

“Rather than develop products that copy the dental market, SDI conducts regular research with dentists to identify the key frustrations of dentists and patients,” she shares.

“SDI then combines its internal and external knowledge of material science breakthroughs to develop innovative products that solve real dental frustrations.”

Of course, the company has had its share of setbacks, which to Samantha, are all important lessons from which future opportunities may be gleaned.

In the early days of amalgam production, SDI released products “that were either too weak, or so strong that they would crack a tooth”. Another occasion in the early 2000s saw SDI prematurely launch the Riva range “without enough quality control, which also affected (their) reputation for many years to come”.

“SDI has learned from these previous mistakes and is acutely aware that reputation is built in decades but destroyed in moments,” she adds.

“We understand that dentists are vouching for us when they use our products, and we stand behind them 100%.”

New and upcoming releases

That unwavering assurance now stands behind every new offering, including the 2022-launched packable composite Luna 2 and the new amalgam replacement product called Stela.

Luna 2 is a new generation of BPA-free composites which has improved handling and colour properties, while also being more radiopaque.

“We’re happy to see most of our customers have eagerly switched over from the original Luna to embrace the benefits of Luna 2,” Samantha enthuses.

Part of full pipeline of products due for launch between 2023-2027, the new amalgam replacement product Stela will be released in early 2023.

“This tooth-coloured posterior restorative is both simple to apply and delivers very impressive strength properties,” Samantha notes.

Too many to mention

As the global dental company crosses the half-century milestone, it would be remiss of any Anniversary feature to forget mention of their massive product contributions.

SDI has given us brands such as the Pola range of tooth whitening; the Riva range of glass ionomers; the Luna, Wave and Aura ranges of composites and Zipbond, the universal adhesive.

SDI product users have benefited from a string of innovations over the last 50 years, and that would continue unabated into the future, Samantha assures.

“People know that we've been here through the cycles, we've been through the trends, and we can see what's coming,” she adds.
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“We're planning to be here for the next 50 and 100 years.”

Specialist prosthodontist Dr Jonathan Mitchell “Mitch” Innes has created a fully functional dental ecosystem that encompasses general and specialist dentistry, dental laboratory, continuing education and professional development.  

By Danny Chan

Are you running a dental practice or dental business? If that sounds familiar, you’ve probably heard it being asked at one of many practice building seminars or motivational speaking type of event – in which case, you ought to know the standard answer: both.

Textbook response notwithstanding, it’s more satisfying talking to someone who has actually lived it out, and whose accomplishments alone make plain the thesis of a well-balanced equation.

Dr Mitch Innes certainly qualifies as a dentist who has excelled in both his clinical and business endeavours.

The specialist prosthodontist and his wife Hayley, a practice and business manager, oversee a thriving dual-site group practice that employs five full-time dentists. Additionally they run their own specialist clinic, a dental laboratory and a professional development company.

Been there, done that

Business hat firmly ensconced, Dr Innes is a renowned specialist prosthodontist at Sunshine Coast Specialist Prosthodontics, which he founded in 2016. He is the principal dentist at Bright Smiles Dentistry, a two-location practice he founded and recently partnered with Ekera Dental.

Along with lead ceramist Marc Collins, the lab-trained prosthodontist also developed Dental Smile Designers in 2018, a dental laboratory that produces case planning, as well as ceramic and implant restorations.

If all that isn’t enough, Dr Innes has found time to set up a portal that hosts dental professional development courses (www.dentalcpd.com.au), in addition to his private property and stock investments.

Downplaying his serial entrepreneur credentials, he shares:  

“All that I’ve really done is to continue being a prosthodontist. So we've built our businesses out of what is the normal role of a prosthodontist. I agree, it's big, and there's lots of work involved with all of it.
“In terms of how I compartmentalize it, in my mind, it all goes hand in hand.”

Supportive community for dentists

The dentalcpd platform provides hands-on patient education courses in Australia for restorative/prosthodontic dentistry including crowns and full mouth rehabilitation, dental implantology prosthetics and surgery including implant placement and tissue augmentation.

For Hayley, the online portal is more than just a learning platform. It is a place where dentists can help and support each other.

“As someone who is not from a dental background, I’ve always found it very strange how closed dental practices are,” she adds.

“Through dentalcpd, we’ve had the opportunity to talk to hundreds of dentists in Australia and overseas and we’ve come to realise that everyone goes through the same challenges.

“This was especially true during the COVID-19 lockdown periods where so many dentists experienced the same struggles.

“It’s important for us to be in an industry where we can support each other, and that is part of the reason why we chose to partner with Ekera Dental.”

Soft transition

The Innes’ recently sold their Sunshine Coast-based Bright Smiles Dentistry group practice to acquisition firm Ekera Dental.

Set up in 2013, the first clinic is located in Brightwater at Mountain Creek and the second branch in Currimundi opened in 2017.

“In recent years on reflection and reassessment, my wife and practice manager Hayley, and I decided that our future passion lay with the specialist practice (Sunshine Coast Prosthodontics) and our professional development company (www.dentalcpd.com.au),” Dr Innes explains.

“As such, we looked to transition from the two general practices (Bright Smiles Dentistry).”

Admittedly “very protective” of their staff and patients, the couple held lengthy discussions with several suitors before deciding on Ekera Dental.

“The transition has been very, very soft,” Hayley continues, “and it has been very good for the staff.

“We've got two young boys, so the staff understood the hours that we were keeping and how demanding it was for us. And that has really worked for us.”

Relinquish and refocus

As hands-on practice owners who run a “tight ship”, the Innes wanted to make sure the new owner would relieve them of time-consuming back-end tasks while giving them the autonomy to focus on managing the clinical and customer-facing side of the operation.

“We've had to learn some new systems, but apart from that, it's been very seamless to date,” Dr Innes adds.

“The Ekera team has really taken a lot of the time-consuming work off of our shoulders – whether that be bookkeeping or accounts payable – and that has allowed us to really refocus on our core businesses and be able to be more creative day to day. “

If it ain’t broke

Calling Ekera Dental the “last man standing”, Dr Innes reveals that they had scoured the field in search of a buyer that would best preserve the modus operandi of Bright Smiles Dentistry, so that the management change would not be jolting for staff and patients.  

Based on his investigations, the Ekera Dental business model of maintaining the status quo post-sale is far from commonplace.

“From a purely business perspective, it always intrigues me why anyone would take over a successful business, and then change it. You're buying it precisely because it has a successful business model specific to its location and patient community,” he notes incredulously. 

“Whereas with Ekera Dental, they just want you to continue status quo – they’ve not imposed any restrictions on our daily activities.

“In fact, they want to know how we operate the businesses, our policies and procedures. They want to find out how we generate the income we generate, do the clinical work we do, and so on.

“They've learned a lot from engaging with the previous owners, which is great. And, you know what, that's a mutually beneficial relationship!”

Life of mentorship

Another type of mutually beneficial relationship that has shaped Dr Innes’ career is that of mentorship.

Interestingly, the recipient of coveted accolades such as the Royal Australasian College of Dental Surgeons Award (University of Queensland) and the Australian Postgraduate Award (University of Adelaide) did not initially take to dentistry.

It took mentor, family friend and renowned dentist, Dr John Currey, to convince young Mitch to pursue a dental career – something he now looks back on as a “calling”.

After graduating with a BDSs (HONS), in between private practice jobs in Southeast Queensland and North Queensland, Dr Innes met other mentors who influenced his clinical development and sharpened his business acumen: Drs Michael Mandikos, Matthew Casey and Tony Rotondo – all industry heavyweights in their own right.

Yet rather than a working relationship structured around clinical or professional pursuits, Dr Innes views “mentorship” as a way of life.

“I was very lucky in that I grew up having really close relationships with my parents and grandparents, who were my first mentors.

“You’ve always got something to learn from people who are older and more experienced than you and that's something instilled in me since I was a kid.”

With the recent sale of Bright Smiles Dentistry, Dr Innes now has more time to give back to the virtuous cycle of mentorship – especially through dentalcpd.com.au

“Mentorship is central to our clinical team and has contributed greatly to our success,” he adds. “While it benefits both the teacher and student, more importantly, the patients are going to get better outcomes.

“Through our learning portal, there is a lot that our team of lecturers, including myself, can impart to those who want to hone their clinical, business or even laboratory skills.

“Who knows, for some dentists even sharing from my experience on how to handle multiple things on the go at one time might be of use as well.”

He was about to put the brakes on an illustrious career then realised there’s still some left in the tank.

By Danny Chan

The last time I spoke to Dr Brendan Guthrie was in 2019. At the time, he had just sold  Toowong Dental Group (TDG), a Brisbane group practice where he had spent the previous 25 years as a co-partner.

Against the backdrop of selling one of the most successful dental groups in Brisbane’s inner suburbs to the acquisition firm Ekera Dental, Dr Guthrie shared his penchant for customer service as he began a new tenure as practice principal under the new management.

On an individual case basis, the duration and terms of his post-sale service were set out in the contract as part of the sale. According to Dr Guthrie, this is standard practice that helps to transition the business as well as its previous owners to the next phase.

Fast forward to present, Dr Guthrie has already completed his contractual obligations with Ekera Dental. Yet he’s not ready to hang up the ultrasonic scaler just yet.

Hold your horses

Despite now having the freedom to retire if he chose, Dr Guthrie found himself in a different headspace than previously anticipated.

“When we were negotiating with Ekera Dental, my original idea was that I would serve out the rest of the contracted tenure and that would be it – I thought that I would retire. In fact, I wanted to sort of keep that shorter rather than longer,” says the 59-year-old dentist.

“As it turned out, it's a bit hard to predict the future. Firstly, the practice sale was completed pre-COVID-19. Second, it’s three or so years down the track, suddenly you're not quite as old as you thought you would be.”

The original script that saw Dr Guthrie galloping off into the sunset was modified following several chat sessions with Dr Tony Coulepis, Executive Chairman of Ekera Dental. It was agreed that Dr Guthrie would return as a Consultant Dentist to “just do dentistry”. This new arrangement would be different to that of his post-sale role, which involved overseeing the daily running of the practice.

That Dr Guthrie would put off retirement for the newly minted position speaks volumes of the lingering passion he has for the trade, not to mention how much he enjoys working at TDG – even after selling it to Ekera Dental.

Stress-free dentistry

Beyond rekindling his old mojo in a familiar setting, Dr Guthrie finds treating patients a bit more pleasurable these days.

“When you take away the administrative burden, and the other things that go along with managing staff in such a big practice, you find that dentistry itself is actually not the hardest part of what you do,” he adds.

“I would say treating patients is rather more enjoyable when you don't have the pressure of doing these other things in between patients.”

He actually comes into the clinic for more days per week than his contract stipulates – but this also affords a bit more flexibility to “taper off” when he feels like it. Interestingly, even though he clocks less hours, the affable dentist still sees virtually the same number of patients as before.

For someone used to working long weeks – beginning each workday with a patient at 7am – Dr Guthrie admits the last-minute detour as a way to phase in retirement. The dopamine effect, as it were, took a bit longer to wear off than initially thought.

“I actually kind of miss the cut and thrust of dental work,” he confesses. “You don't realise it but I actually get a bit of kick out of solving problems.”

Recalculating the route

Thoughts about retirement, it seems, did not quite work out as planned either. In the previous interview, Dr Guthrie was looking forward to fishing escapades on his 15-year-old boat and vacations with his wife and four grown-up boys.

Although he managed to do the latter – holidaying in New Zealand and Tasmania with family and friends which given the COVID-19 restrictions was no small feat – the Guthries actually sold off the boat. Significant for the keen angler, that decision was dwarfed by the couple’s 180-degree change in lifestyle, encapsulated by the sale of their suburban family home of 25 years.

“Well, the selling of the boat wasn't planned,” he reveals.

“My wife had decided a couple of years ago that because we had four grown sons, the five-bedroom house was just too much maintenance, and she just felt sad.

“We were walking down the hallway past all the empty rooms and I think that's a pretty common sensation. However, she wanted to sell the house about the same time as we were negotiating the sale of the practice.”

The timing was too close for comfort, Dr Guthrie recalls, opting to sell the practice first, then worry about the house later.

“Selling both your practice and home of 25 years at the same time would have caused too much emotional upheaval.”

Time for a change

The couple are very happy they downsized to an apartment nestled in the city’s fringe by the Brisbane River. Enjoying the slower pace of life, Dr Guthrie still remembers being split between house maintenance chores and fishing – back when he needed “38 hours every day”.

Now with freed up professional and personal time, the studious clinician enriches himself by taking up courses, like the one he would be attending the next day in Sydney – partially sponsored by Ekera Dental.

“The folks at Ekera Dental encourage you to go to courses and assist with the costs involved,” he says. “They don't want a bunch of dummies running their places.”

Unexpected reward

For Dr Guthrie, one of the least expected rewards from selling his practice to Ekera Dental was having the opportunity to work with and befriend Dr Coulepis.

“Tony and I have spent literally hundreds of hours on the phone or email during COVID-19,” he adds. He's a very intelligent person, and he is genuinely interested in what you have to contribute.”

He let on during our 2019 conversation, that the partners’ last-minute decision to sell to Ekera Dental, was due in no small part to Dr Coulepis’ personable disposition that stood in contrast with the other corporates vying for the sale.

“Today I talk about Tony’s professionalism with even more conviction,” he says.

“We've had so many dealings with him and the team over the last three years, and everything has been smooth sailing.”

And that is saying something given the immense potential for hiccups. A few months after Ekera Dental bought over Toowong Dental Group, COVID-19 arrived and, in Dr Guthrie’s words, “turned everybody's world upside down”. The practice also experienced two floods, one of which required “a whole lot of rebuilding done during the Christmas period”.

Instead of straining their work relationship, these difficult events actually brought out the best in the Ekera team’s positive work ethics – whilst earning Dr Guthrie’s trust and loyalty.

“Our relationship with Tony and the Ekera team is the main reason why I wasn't in a hurry to just ride off into the sunset. Despite the ups and downs beyond anyone’s control, it’s been quite an enjoyable experience.
​
“I thought I wouldn't have any steam left when in fact, I've got plenty. That’s why I've come back for another gig in a slightly different role.”

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.”

Can a natural antibacterial agent extracted from bitter oranges be the modern equivalent of Chlorhexidine for oral rinses? Danny Chan gets the details from chemical plaque control expert, Dr Tihana Divnic-Resnik.

Citrox® is an exciting organic antibacterial agent that could be used in a whole new generation of mouthwashes.

​While its strong antimicrobial and anti-inflammatory properties have been likened to those of Chlorhexidine (CHX) – currently one of the most widely used antiseptics for plaque control – Citrox® has demonstrated some benefits that could make it a formidable weapon in the battle against oral plaque.

Although yet early days, initial test results have so far been positive.

“We believe that Citrox® is proving itself as an important ingredient in efficient mouth wash solutions and together with cyclodextrins, will play a crucial role in the future of oral healthcare,” attests Dr Tihana Divnic-Resnik.

Dr Divnic-Resnik is a university-based researcher studying the potential uses of Citrox® as part of a broad exploration into different avenues of chemical plaque control. She is also involved in the research of Curaden’s CURAPROX Perio Plus+, an oral antiseptic range that combines Chlorhexidine with Citrox®.

Dr Tihana Divnic-Resnik is a Senior Lecturer at the University of Sydney. For 10 years, she served as lecturer in Periodontics and Oral Medicine at the University of Belgrade, Serbia, where she also practised as a specialist of Periodontology and Oral Medicine.

She currently practices at the Department for Periodontics at Sydney Dental Hospital. Dr Divnic-Resnik holds a master’s degree and PhD in Periodontology.

Part of your research involves debunking myths surrounding the use of chemical plaque control in dental clinical practice. Why do you think these misconceptions exist in the first place and how do you go about unravelling them?

There are many myths related to chemical plaque control, as its use extends to ancient civilisations that used mouth washes in the prevention and therapy of numerous oral diseases, including gingivitis and periodontitis.

The global market is loaded with new products. Under pressure to sell, manufacturers are sometimes presenting their products in the best light creating misconceptions that the product may be more effective than it really is, neglecting potential adverse effects.

However, from the aspect of prevention, it is important to emphasise that chemical plaque control should not be used routinely and that oral antiseptics should be used as adjunct to mechanical plaque control.

Plaque control with a toothbrush and an interdental brush/floss is of paramount importance and first choice in regular hygiene maintenance. Adjunctive use of oral antiseptics may further reduce colonisation of bacteria and alleviate gingival inflammation.

As dental professionals, we should be up to date with most recent evidence and choose products that are tested and proved to be effective and safe for our patients.

Chlorhexidine is one of the most widely used antiseptics for plaque control, but you also highlight its negative side effect of discolouration. Should dentists continue to recommend rinses containing Cchlorhexidine?

Chlorhexidine (CHX) is a well-documented and effective antiseptic used for primary and secondary prevention of gingivitis and periodontitis as an adjunct to mechanical plaque control. Commonly, it is used as antibacterial mouth rinse at various concentrations twice a day for up to four weeks.

Although CHX exhibits broad antimicrobial spectrum and has outstanding substantivity, its major drawback is its ability to stain teeth and aesthetic restorative materials.  

In the recent few years, due to widespread use of CHX not only in dentistry but also in medicine, concern has been raised in relation to increased number of cases of allergy to CHX as well as enhanced microbial tolerance. Such undesirable reactions have resulted in calls for modified clinical practice and exploration of alternative substances for oral care.

Until new approaches have been developed, CHX remains a viable choice in practice – provided that dentists and patients are aware of its potential adverse effects.

What can you tell us about Citrox® and its potential uses as an ingredient in the formulation of antiseptic mouthwashes, gel and toothpaste?

In the last few years, phytopharmaceuticals have been recognised to have an outstanding role in new drug delivery. Citrox® is a soluble formulation that contains natural bioflavonoid complex, derived from the Citrus aurantius (bitter orange), and organic acids.

Studies have shown its strong antimicrobial, anti-inflammatory, and anti-oxidative potential. Citrox® has broad antimicrobial spectrum and is very effective against bacteria, viruses, and fungi. Its mechanisms of action on cellular level are very similar to CHX.

In addition, Citrox® can attenuate microbial pathogenicity by targeting their enzymes and virulence factors, thus reducing their potential to cause disease. This property is of importance in combating CHX resistant microorganisms that have developed tolerance against certain antibiotics.

Used in combination with CHX in PerioPlus+, Citrox® demonstrated synergistic activity, which may enable using lower concentrations of CHX in oral health products and subsequently a reduction of its adverse effects.

We believe that Citrox® is proving itself as an important ingredient in efficient mouth wash solutions and together with cyclodextrins, will play a crucial role in the future of oral healthcare.

Based on your study on tooth staining caused by commercial mouthwashes, do you think Citrox® can help to counter the issue? If so, how?

Reducing concentration of CHX and supplementing it with another potential antiseptic such as Citrox®, may result in reduced side effects, whilst maintaining antimicrobial properties. Our in vitro study tested discoloration potential of PerioPlus+ mouthwashes on direct aesthetic restorative materials such as composite resins and glass ionomer cements.

In our tests, PerioPlus+ mouthwashes caused less staining in specimens of the tested aesthetic materials, as compared to similar concentrations of CHX. While the initial results look promising, these are still early days, and further studies are necessary to elucidate the role of Citrox® in reduction or prevention of staining.

Does your research on Perio Plus show it as a step in the right direction when it comes to designing the “rinse” of the future?

Positive results of in vitro studies demonstrated the potential of PerioPlus+ to overcome some of the drawbacks of CHX.

However clinical studies are necessary to confirm in vitro results and to further explore various indications for its clinical use.  

Currently, we are designing clinical studies with our colleagues from Europe, and the University of Sydney will be one of the first centres to test PerioPlus+ mouth washes in the clinical settings.

We also aim to continue exploring various natural ingredients that might set standards for the future oral healthcare products.

References

Hooper SJ, Lewis MA, Wilson MJ, Williams DW. Antimicrobial activity of Citrox bioflavonoid preparations against oral microorganisms. Br Dent J. 2011 Jan 8;210(1):E22. doi: 10.1038/sj.bdj.2010.1224. PMID: 21217705

Jeyakumar J, Sculean A, Eick S. Anti-biofilm Activity of Oral Health-care Products Containing Chlorhexidine Digluconate and Citrox. Oral Health Prev Dent. 2020 Oct 27;18(1):981-990. doi: 10.3290/j.ohpd.a45437. PMID: 33215489
​
Malic S et al. Antimicrobial activity of novel mouthrinses against planktonic cells and biofilms of pathogenic microorganisms. Microbiology Discovery  2013 Microbiology Discovery. Doi:10.7243/2052-6180-1-11.

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/