Growing a successful dental implant clinic / Face transplant expert joins speakers list at upcoming national implant event / Interview: “The journey of innovating the clinical workflow has just begun” / To continue leading the value market: Dental implant manufacturer MIS announces future strategies
Growing a successful dental implant clinic
01 - 02 viewFace transplant expert joins speakers list at upcoming national implant event
04 - 04 viewInterview: “The journey of innovating the clinical workflow has just begun”
05 - 07 viewTo continue leading the value market: Dental implant manufacturer MIS announces future strategies
07 - 07 viewArray
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IMPLANT TRIBUNE
The World’s Implantology Newspaper · United Kingdom Edition
www.dental-tribune.co.uk
Published in London
Vol. 10, No. 6
ADI 2017 CONFERENCE
INTERVIEW
MIS REVISITED
The biennial event in London will
offer a varied and inspirational
learning experience for all members of the dental team.
Dental Tribune spoke with Hans
Geiselhöringer, Nobel Biocare,
about the company’s global symposium und the effects of Brexit.
An outlook on the company’s
future strategic developments,
product innovations and potential growth markets.
” Page 20
” Page 21
” Page 23
Growing a successful dental implant clinic
By DTI
vesting in the skills of its partners
and takes great pride in the individual achievements of its team
members. Indeed, the partners at
Queensway Dental Clinic have all
graduated from the Kois Centre
in Seattle in the US—five of only
15 practitioners in the UK to have
done so.
In April 2016, Dr Ian Lane, a managing partner at Queensway Dental
Clinic, together with Richard Elliott,
Managing Director of Queensway’s
Dental Laboratory, presented a webinar to a global audience of over
350 dentists, giving their insights
into what they feel have been the
most fundamental factors of growing a successful dental implant
clinic.
Queensway Dental Clinic
(www.queensway.co.uk) was founded in 1993, when Dr Paul Averley
took over the north-eastern clinic.
At the time, it was at the heart of
an area where the population’s
oral health was significantly lower
than that of the national average.
Over the next 23 years, the practice grew into the award-winning
business it is today—a journey
that Lane believes would not have
been possible without the partners, specialists, nurses, managers, technicians and therapists
who have invested their time and
passion in every step.
Between 1998 and 2013, Queensway Dental Clinic was the largest
referral centre for conscious sedation in the region, and the clinic
treated over 100,000 patients
during that time. However, as of
2011, the business model started
to change and the partners turned
their attentions to expanding the
private side of the clinic. By applying the same principles learnt
from building a successful NHS
practice, Queensway Dental Clinic
grew from a four-surgery practice
into a 25-surgery practice over
time.
Lane suggested that this success can largely be attributed to
the Queensway ethos with its patient-centred approach to dentistry: “We focus on holistic care,
meaning there is real choice for
the patient, as well as ensuring
that shared decisions are made,
over which patients have full control.”
“We have always invested in
our team,” continued Lane. “Indeed, the strong foundations of
our clinic have been built on the
knowledge and experience of our
team. To build a truly successful
Dr Ian Lane
implant clinic, it is vital to have
the right team in place.”
With Gold Standard Investors
in People accreditation, it is clear
that Queensway Dental Clinic
understands the importance of
nurturing the skills of its team.
Investing heavily in the continuing professional development (CPD)
of every single member, it has
seen its nursing teams progress
through the Nobel Biocare basic
and advanced nursing courses, as
well as attain the dental implant
nursing qualification from King’s
College London—and all are experienced to some degree with the
All-on-4 treatment modality.
Of course, it is not just the
clinical skills that contribute to
the success of an implant practice.
Queensway Dental Clinic has
striven to improve the training of
its front-of-house staff to ensure
that patients receive only the very
highest standard of service from
the moment they enter the practice. This has included sending the
team on lunch-and-learn sessions
with Nobel Biocare representatives, having cue cards developed
to act as prompts on the phone,
and giving each of the staff the
necessary understanding of implant treatment options in order
for them to communicate this effectively to prospective and current patients.
Furthermore, Queensway understands the importance of in-
“The skills we have learnt at
the Kois Centre have transformed
the way we practise,” said Lane.
“As well as improving the outcomes we can achieve for our patients. Seeing many patients who
have suffered from many different problems with their teeth, it’s
vital that we have the skills—like
those that the Kois Centre teaches
so well—to be able to manage
the complexity of these cases in
a reliable way. Without a doubt,
these skills have also enabled us
to reassure our patients that they
are being treated with the most
up-to-date and predictable procedures and techniques.”
Elliott too graduated from the
Kois Centre and was the very first
technician in the UK to have done
so. This significant achievement is
mirrored in the way Queensway
invests in the skills and CPD of its
laboratory technicians, representing recognition of the importance
of technicians in the provision of
implant therapy.
Indeed, owing to the training
provided by the Kois Centre, as
well as the benefits of NobelClinician Software, the team at
Queensway has managed to
streamline their case assessment
and treatment planning process.
“We’re all speaking in the same
language now,” said Lane. “We can
provide effective risk assessments
for our patients, deliver effective
and reliable treatment plans for
implant treatments, design our
patients’ smiles, provide diagnostic assessments with models and
photos, and review cases with the
entire team present.”
Vital to all this, Lane went on
to explain, are communication
and working alongside colleagues
who all have the same skill and
experience. “This is why,” he said,
“we take our training and education seriously at Queensway.”
It is also down to the implant
provider. Since 1993 (with the
exception of a very short departure in 2009), Queensway Dental
Clinic has used Nobel Biocare implants. “It’s the mix of quality
service and quality products,” explained Lane. “We don’t use cheap
products and Nobel Biocare doesn’t
provide them. In all, it helps us
minimise the risk to our patients
and enables us to achieve excellent results.”
Working with Nobel Biocare
enables the Queensway team to
use a variety of different techniques, including immediate loading, and provides the opportunity to scan and plan treatments
in full 3-D. It also allows the
clinical staff of Queensway to liaise effectively with the laboratory staff, expediting and improving the process from start to
finish.
This kind of professional knowledge, when brought together effectively with clinical, technical
and management skills, has been
one of the greatest contributing
factors to the success of Queensway’s implant business. “It’s been
a challenge,” admitted Lane, “and
it requires excellent communication from all aspects of our business, but it has certainly paid
dividends—and it certainly would
not have been possible without
the relationship we share with
Nobel Biocare.”
This relationship seems in no
way likely to end soon; indeed, the
team at Queensway Dental Clinic
and laboratory has found working
with Nobel Biocare so effective
that it has seen an 87 per cent
increase in spending on Nobel
clinical products, as well as a 250
per cent increase for laboratory
items since 2011. “Having a single
[2] =>
IMPLANT NEWS
18
company solution in our busy
practice has been incredibly useful in boosting our business,” said
Lane.
its laboratory business and this
can be directly linked to its implant success.
However, having the knowledge and the products is just
one part of achieving success.
Putting everything into practice
represents the greatest struggle
for a large and busy centre like
Queensway Dental Clinic. For this
reason, the team strives to follow
five essential tenets to ensure
success.
The figures speak for themselves. Since 2011, Queensway
Dental Clinic has experienced an
increase in its implant turnover of
220 per cent with up to 50 per cent
of all of its private activity originating from its provision of implants. There has also been a concurrent growth of 125 per cent in
Implant Tribune United Kingdom Edition | 6/2016
Firstly, it is important to provide one point of contact. Lane explained that having so many disciplines together under one roof has
created a service in which patients
can feel confident. Rather than
being passed around between different teams, patients at Queensway can conveniently be treated
by one dedicated and well-trained
team.
protocols. The team works hard
to ensure patients’ teeth can be
restored in the shortest predictable time. This includes adopting
new technologies and techniques,
as well as learning to communicate effectively with all necessary
services to ensure the optimum
result can be achieved in the
shortest, safest and most nontraumatic manner.
Furthermore, Queensway invests in progressive treatment
While Lane emphasised the
importance of communication
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Lane explained how crucial
it is to invest in a good website:
“As one of the main points of contact for most patients, a website
has to be responsive; it has to be
image led and easy to navigate.
Our website is both smartphone
and tablet friendly, in recognition
of the massive usage of these
two devices. All of the images on
our website are of our own patients as well—no stock images
are used.”
Another key factor of Queensway’s success is its ability to accept high-end treatments at any
time. This means that whenever
an enquiry is made about any
treatment, it can be answered
succinctly and accurately by a
member of the team who understands precisely what is needed.
Queensway Dental Clinic has a
highly trained treatment adviser
who can answer these queries, and
the clinic offers a free 30-minute
consultation with an implant
dentist.
Lastly, Queensway Dental Clinic
recognises the importance of delivering patient satisfaction and
encouraging patients to recruit
others. According to Lane, “At
Queensway, approximately 80 per
cent of all new patient enquiries
are made through word of mouth
or recommendations.”
I would like to subscribe to
PayPal
within the Queensway team, he
also stressed how important it is
to communicate effectively with
patients. By conducting applicable and in-depth research of the
patient demographic in the area,
the Queensway team can target
its treatments to those who need
them most. This information can
then be transferred to triedand-tested marketing campaigns,
such as those used on the practice
website, through Google or via
social media. Queensway also
utilises local advertising, which
can often be the most successful
method of reaching patients in
the area.
Fax: +49 341 48474 173
E-mail: subscriptions@dental-tribune.com
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Everything the Queensway
team does is geared towards ensuring that patients receive a service they cannot help but recommend. By carrying out monthly
patient surveys, running patient
forums and open evenings, taking
testimonials and Google reviews,
and building up a strong referral
network, the Queensway team can
collect, review and build upon
patient feedback to ensure that
its service always reaches a high
standard.
In conclusion, by investing in
exceptional training, by communicating effectively, by working
with high-quality and supportive
companies, and by maintaining
high levels of service, Queensway
Dental Clinic has achieved a great
deal over the last 20-plus years.
The dedication and hard work
shown by its team are a testament
to its past and continued success
and serve as a shining example
of what an implant business can
achieve today and tomorrow.
[3] =>
COMO (IT)
HEIDELBERG (DE)
BARCELONA (ES)
Clinical Masters Program
TM
in Advanced Implant Esthetics
11 days of intensive live training with the Masters in Como (IT), Heidelberg (DE), Barcelona (ES)
Live surgery and hands-on with the masters in their own institutes plus
online mentoring and on-demand learning at your own pace and location.
Learn from the Masters of Advanced Implant Esthetics:
Registration information:
11 days of live training with the Masters
Details on www.TribuneCME.com
in Como (IT), Heidelberg (DE), Barcelona (ES) + self study
Curriculum fee: €11,900
(Based on your schedule, you can register for this program one session at a time.)
Collaborate
on your cases
and access hours of
premium video training
and live webinars
100
C.E.
CREDITS
contact us at tel.: +49-341-484-74134
email: request@tribunecme.com
&HUWLȴFDWHV will be
awarded upon completion
Tribune Group GmbH is an ADA CERP provider. ADA CERP is a service of
the American Dental Association to assist dental professionals in identifying
quality providers of continuing dental education. ADA CERP does not
approve or endorse individual courses or instructors, nor does it imply
acceptance of credit hours by boards of dentistry.
Tribune Group GmbH is designated as an Approved PACE Program Provider by the Academy
of General Dentistry. The formal continuing dental education programs of this program
provider are accepted by AGD for Fellowship, Mastership and membership maintenance
credit. Approval does not imply acceptance by a state or province board of dentistry or AGD
endorsement. The current term of approval extends from 7/1/2014 to 6/30/2016.
Provider ID# 355051.
[4] =>
IMPLANT EVENTS
20
Implant Tribune United Kingdom Edition | 6/2016
Face transplant expert joins speakers list at
upcoming national implant event
Association of Dental Implantology’s team congress to be held in March 2017 in London
LONDON, UK: Members of the Association of Dental Implantology
will head to the ExCeL London
exhibition and convention centre
in March when the next biennial
team congress of the professional
body is held from the 2nd to the
4th in the capital. Under the theme
of “Dental implantology: A glo-
bal perspective—Inspiration from
around the world”, the event will
offer a varied and inspirational
AD
Dr Daniel Alam
learning experience for all members of the dental team, as well as
for dentists with no previous experience in implantology.
Nottingham implantologist Dr
Colin Campbell will present the Introduction to Dental Implantology
Programme, which he has said will
show beginners the benefits of a
long-term training strategy for the
whole dental team. “Sharing and
promoting training throughout
the practice leads to better motivation, higher quality staff, better
retention of staff and generally
better engagement in the whole
process,” he said regarding his congress paper.
Further lectures delivered by
some of the most highly respected
clinicians in the field, including
Dr Daniel Alam, one of the world’s
leading experts on face transplants,
will further help GDPs, specialists,
dental technicians and all other
team members to develop their
knowledge and understanding of
implantology and remain up to
date with the very latest in the field.
Presenter Dr Martyn Amsel
from Oxfordshire said, “I will discuss some new ideas for treatment
planning, as well as the importance of communication. Treatment planning is ultimately a jigsaw and only with all the pieces
can professionals hope to achieve
successful results.”
Accompanying the congress
programme will be an extensive
trade exhibition hosted by industry-leading implant product companies, each demonstrating the cutting-edge innovations they bring to
the market. At a glittering congress
dinner on 3 March, attendees will
have the chance to relax, enjoy an
evening of fantastic entertainment
and socialise with their peers.
Professionals interested in attending the event can obtain more
information about the programme
and how to register at www.adi.org.
uk/congress2017.
[5] =>
Inplant Tribune United Kingdom Edition | 6/2016
IMPLANT BUSINESS
“The journey of innovating the
clinical workflow has just begun”
An interview with Nobel Biocare and Digital Imaging President Hans Geiselhöringer
From 23 to 26 June, Nobel Biocare
held its global symposium in the
world metropolis of New York in
the US. The company staged a truly
exceptional event with a high-class
educational programme at the
Waldorf Astoria in Manhattan. As
the official media partner of the
event, Dental Tribune International
had the opportunity to meet with
Hans Geiselhöringer, President of
Nobel Biocare and Dental Imaging,
at the symposium for a short interview.
Dental Tribune International: Has
the global symposium met your
expectations?
Hans Geiselhöringer: We are
extremely happy with the symposium because it has exceeded our
expectations in every sense, from
the record number of participants
to the motivation of our team and
customers to engage in discussions, as well as the quality of the
speakers and their presentations.
We have always had high standards at our meetings, but I must
say that I was really thrilled by
the way innovation was presented
not only by our company but also
by the clinicians and experts
themselves.
In addition, I found the NEXT
GEN forum in particular incredible, as it gave us confirmation that
we are on the right track to doing
more for the younger generation
“I believe
that even
experts cannot
predict the
impact of the
Brexit on
the industry.”
of implantologists. I was positively
surprised to see how enthusiastic
and open our young clinicians are
to working hard with us to move
this project forward.
Overall, we have seen at this
symposium that the future is
bright, and I strongly disagree
with some critical voices that suggest that there will no longer be
real innovations in implantology.
In my opinion, the journey of
innovating the clinical workflow
has just begun.
With regard to training of the next
generation of dental professionals,
what kind of role can or should
Nobel Biocare play in implant education?
” Page 23
Hans Geiselhöringer
AD
[6] =>
Soft Tissue Management for Bone Augmentation
Dubai: 19 - 20 October, a total of 2 days on location
This course consists of 2 intensive days in Dubai
with lectures, hands on practice, and mentoring.
Online access to our
library of Lectures & Clinical Videos
Sponsor:
Registration information:
www.TribuneCME.com
Curriculum fee: €2,500
tel.: +49-341-484-74134 | email: request@tribunecme.com
Tribune Group GmbH is an ADA CERP provider. ADA CERP is a service of
the American Dental Association to assist dental professionals in identifying
quality providers of continuing dental education. ADA CERP does not
approve or endorse individual courses or instructors, nor does it imply
acceptance of credit hours by boards of dentistry.
16
C.E.
CREDITS
&HUWLȴFDWHV will be
awarded upon completion
Tribune Group GmbH is designated as an Approved PACE Program Provider by the Academy
of General Dentistry. The formal continuing dental education programs of this program
provider are accepted by AGD for Fellowship, Mastership and membership maintenance
credit. Approval does not imply acceptance by a state or province board of dentistry or AGD
endorsement. The current term of approval extends from 7/1/2014 to 6/30/2016.
Provider ID# 355051.
[7] =>
Inplant Tribune United Kingdom Edition | 6/2016
IMPLANT BUSINESS
23
To continue leading the value market
By DTI
BARCELONA, Spain: Founded in
1995, MIS Implants Technologies
started out as a small implant
company in the discount segment, but has developed into a
successful global business over
the past 20 years. At a press conference held during the MIS Global
Conference in Barcelona in May,
the management team gave a detailed outlook on the company’s
future strategic developments,
product innovations and potential growth markets.
In order to pursue considerable growth and address challenges
in the implant market, MIS made a
number of organisational changes
to the company structure several
years ago. One of these was integrating research and development functions into the marketing and sales department, a move
that transformed the department’s
way of working.
Since 2013, Doron Peretz, Senior
Vice President of Marketing and
Development, has been guiding
the R & D division at MIS.
“The key to continuous growth
is innovation. However, it is not
easy to drive innovations from
in-house. Therefore, our marketing team, who is most exposed to
the current opportunities of the
market, has contributed a lot to
exploring and bringing new ideas
to research and development, and
we are progressing rapidly in expanding our portfolio with this
approach,” he said.
China, where MIS only recently
opened a new subsidiary.
“Despite the vast number of
dentists, the number of implants
sold in China today is similar to the
number in Israel. However, we believe that the situation will change
when we train more dentists on how
to use dental implants. Therefore,
we are investing in education in particular,” Peretz told Dental Tribune.
“...dentists will no
longer accept low-value
discount implants.”
MIS management identified
three markets offering opportunities for considerable growth,
namely Germany, the US and
© Claudia Duschek/DTI
Dental implant manufacturer MIS announces future strategies
He further explained: “Today,
the dental implant market is
divided into the premium, the
value and the discount segment.
Doron Peretz, Senior Vice President of Marketing and Development.
We predict that about five years
from now this will no longer be
the case. The main reason is that
dentists will no longer accept lowvalue discount implants. MIS is
currently leading the value segment and will continue to do so.”
Peretz also disclosed that the
company is planning to bring
a number of new products to
market over the next three years,
including the next generation
of the V3 Implant System, which
will be launched at the upcoming
International Dental Show in
March 2017. With some of these innovations, MIS is aiming to offer
its customers products in the premium range. “In order to really
grow, we have to participate in
the premium segment, which currently accounts for about 70 per
cent of the global implant market. We have to develop solutions
and services that can compete
against other products and bring
added value in this segment,” he
said.
MIS CEO Idan Kleifeld added:
“Today, it is crucial to offer complete solutions and in line with
our philosophy ‘Make it Simple’,
our primary principle is to simplify every stage of the implantology process. The combination
of mechanical design of the V3,
biological properties of the new
B+ implant surface, and digital
technology with the MGUIDE, allows us to provide clinicians with
highly effective solutions that
produce safe and predictable results.”
“We want to become the most
innovative company in implant
dentistry and we are now close
to fulfilling this aim with our
latest developments,” Kleifeld
concluded.
MIS Implants Technology presenting its new B+ implant surface treatment at its Global Conference in Barcelona.
“ Page 21
Education is key. We believe
that it is very important that clinicians start the thought process
for the clinical workflow early. We
have some programmes in place
already and will promote these
programmes to help and support
universities in the education of
young dentists in implantology.
For example, we support academic institutions and dental students through the provision of
NobelClinician Software licences
for implant planning and patient
communication.
Only recently, voters in the UK decided that the country should leave
the European Union. How could the
Brexit affect the dental industry
and are there any immediate concerns for Nobel Biocare?
This is a question that is really
difficult to answer, as the shortand long-term consequences of
the Brexit remain unclear. I believe that even experts cannot
predict the impact of the Brexit
on the industry. From a personal
point of view, I believe it is never
a good thing to have many separate markets. However, whether
the Brexit will affect us as Nobel
Biocare directly, I do not yet know.
How has the acquisition by the
dental platform of the Danaher
Corporation, which occurred at
the end of 2014, affected Nobel
Biocare’s business?
We have seen only positive
effects. The transition into the
dental platform has given us new
opportunities to develop resources
for innovation, marketing and
sales that we would not have had
without this partnership. Collaboration with other brands within
the platform has opened up expertise that is allowing us to lead
innovation in dentistry. We are
learning from our colleagues and
have gained tools that are helping
us to refine our processes and
accelerate results.
The new home of Nobel Biocare
is a very good one.
The next big occasion in the dental
event schedule is the International
Dental Show in March next year.
Are there even more innovations to
come from Nobel Biocare?
I cannot disclose anything yet.
However, I can tell you already that
there will be significant innovations presented. The potential that
we are going to bring to the market
will be of the same magnitude as
that experienced at the symposium over the past few days.
Nobel Biocare will accelerate
its delivery of significant and
meaningful innovations, each developed with the well-being of the
patient in mind.
Thank you very much.
[8] =>
Clinical Masters Program
TM
in Specialist for Regeneration - Dental Implantology
and Periodontology
Berlin: 8 - 9 October, Berlin: 26 - 27 November, Berlin: 14 - 15 January 2017, Berlin: 4 - 5 March 2017, Berlin: 22 - 23 April 2017,
Berlin: 10 - 11 June 2017, Berlin: TBA
A total of 14 days on location
Internationally acknowledged and leading experts from universities and private
clinics will teach the participants in all aspects of dental bone
and tissue regeneration.
Online access to our
library of Lectures & Clinical Videos
Registration information:
www.TribuneCME.com
Curriculum fee: €11,950
+ VAT (if applicable)
tel.: +49 341 84 74134 | email: request@tribunecme.com
Tribune Group GmbH is an ADA CERP provider. ADA CERP is a service of
the American Dental Association to assist dental professionals in identifying
quality providers of continuing dental education. ADA CERP does not
approve or endorse individual courses or instructors, nor does it imply
acceptance of credit hours by boards of dentistry.
Sponsors:
84
C.E.
CREDITS
&HUWLȴFDWHV will be
awarded upon completion
Tribune Group GmbH is designated as an Approved PACE Program Provider by the Academy
of General Dentistry. The formal continuing dental education programs of this program
provider are accepted by AGD for Fellowship, Mastership and membership maintenance
credit. Approval does not imply acceptance by a state or province board of dentistry or AGD
endorsement. The current term of approval extends from 7/1/2014 to 6/30/2016.
Provider ID# 355051.
)
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[title] => Growing a successful dental implant clinic
[page] => 01
)
[1] => Array
(
[title] => Face transplant expert joins speakers list at upcoming national implant event
[page] => 04
)
[2] => Array
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[title] => Interview: “The journey of innovating the clinical workflow has just begun”
[page] => 05
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[3] => Array
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[title] => To continue leading the value market: Dental implant manufacturer MIS announces future strategies
[page] => 07
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[toc_html] =>
Table of contents
-
Growing a successful dental implant clinic
01 - 02
view
-
Face transplant expert joins speakers list at upcoming national implant event
04 - 04
view
-
Interview: “The journey of innovating the clinical workflow has just begun”
05 - 07
view
-
To continue leading the value market: Dental implant manufacturer MIS announces future strategies
07 - 07
view
[toc_titles] => Growing a successful dental implant clinic
/ Face transplant expert joins speakers list at upcoming national implant event
/ Interview: “The journey of innovating the clinical workflow has just begun”
/ To continue leading the value market: Dental implant manufacturer MIS announces future strategies
[cached] => true
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