DT UK No. 2, 2013

News / Tooth whitening / Social Media Marketing Measurement - Evaluating the Effectiveness of Your Efforts / How to make your website stand out! / Building bridges: the BACD’s charity mission for 2013 / Getting to know Gary Morgan / Setting Up On Your Own / Timing is everything when selling your practice / When it’s time to buy - or sell - a practice / An associate’s guide to practice purchase / Turn your good practice into a great one – part one / The harsh reality of some toothpastes / Industry News / Editorial Board / Classified

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January 28 - February 3, 2013

PUBLISHED IN LONDON
News in Brief
Heart Your Smile teams up
with The Dentistry Show
The Dentistry Show returns
for 2013 on 1st and 2nd March
at Birmingham’s NEC arena.
From 6.30pm on Friday 1st
March, The Dentistry Show
will be teaming up with Heart
Your Smile to put on the Big
Heart Party, at The Palace Suit,
Hilton Birmingham Metropole.
“Heart Your Smile is excited
to be launching the Big Heart
Party at The Dentistry Show,
as a celebration of all things
great about the dental industry.
Our Champions and Ambassadors will be acknowledged
along with all the great work
that they do. There is a raffle,
charity auction, photo both and
dancing until late,” says James
Goolnik, Founder of Heart Your
Smile. Tickets for the Big Heart
Party are available by emailing
ellie@heartyoursmile.co.uk
Hundreds of dentists failed to
renew registration
Over 700 dentists missed their
annual registration renewal
deadline with the General
Dental Council (GDC). Figures
from the GDC show that 723
dentists did not re-register and
were removed, while 737 voluntarily removed themselves,
and 96 applications have been
made for restoration to the register. The number of dentists
that did complete their registration renewal was 38,539.
The deadline was 31 December 2012 and those who failed
to pay the annual retention fee
(ARF) will now have to apply to
restore to the register, in order
to work legally in the UK.
MI Paste reduces white spot
lesions during ortho
A study, published in EvidenceBased Dentistry, has found that
the use of MI Paste Plus prevents and reduces the number
of white spot lesions during
orthodontic treatment. Sixty
patients undergoing orthodontic treatment were randomised
to receive either MI Paste Plus
(GC America, Alsip III) or a
placebo paste. There was a
53.5 per cent in the enamel
decalcification index score in
the MI Paste Plus group but an
increase of 91.1 per cent in the
placebo group at the end of the
12 week period. ICDAS scores
were added together to give an
overall score for all teeth; the
MI Paste Plus group score was
145 at baseline and 80 after
12 weeks, a 44.8 per cent reduction; in the placebo group,
the scores were 116 and 166
respectively, an increase of 43
per cent. It was concluded that
MI Paste Plus prevented and
decreased the number of WSLs
during orthodontic treatment,
with the placebo paste group
having an increase in the number of WSLs during the trial.
www.dental-tribune.co.uk

News

Social Media

Andrew Eder

Appointed Associate Vice President at ICL

page 2

Web design

Adrian Adler talks practice
websites

pages 12-13

Feature

BACD

Charity misssion for 2013

pages 14-15

VOL. 7 NO. 2
Money Matters

Time to buy

Ray Goodman discusses when
to buy a practice

pages 20-21

Use of dental amalgam
to be ‘phased down’
UN mercury treaty agreed by 140 countries

T

he result of a United
Nations treaty will see
a reduction in mercury
pollution, as agreed by more
than 140 countries at talks in
Geneva on 20 January.

toxicity if ingested.”

The treaty has been under
negotiation for four years, and
will be open for signature in
October.

The impact of mercury
pollution was famously seen
in Japan during the 1950s and
60s. Following mercury waste
pollution in the waters, residents near to Minamata bay
developed nerve disorders,
resulting in more than 900
deaths.

The treaty requires nations to “phase down the use
of dental amalgam”, and to
set objectives aimed at minimising its use. Mercury-free
alternatives will be promoted,
and education on the use of
mercury-free dental restoration encouraged.

The British Dental Association (BDA) has welcomed
the treaty. Dr Stuart Johnson,
member of the BDA’s Principal Executive Committee, and
leader of the FDI World De
ntal Federation Dental Amalgam Task Team at the negotiations, said:

Although mercury has long
been a benefit in oral health
care, it can be damaging to
health on a whole.

“Dentists in the UK recognise the environmental imperative to minimise mercury
emissions, but it was impor-

The World Health Organisation (WHO) says: “Mercury is highly toxic to human
health, posing a particular
threat to the development of
the (unborn) child and early
in life.

‘The final treaty
strikes a sensible
balance, clearly
setting out an aim
for reduced use of
mercury, while recognising the unique
contribution it
makes to oral
healthcare’

“The inhalation of mercury
vapour can produce harmful
effects on the nervous, digestive and immune systems,
lungs and kidneys, and may
be fatal.
“The inorganic salts of
mercury are corrosive to the
skin, eyes and gastrointestinal
tract, and may induce kidney

tant that this treaty took account not just of the environmental agenda, but also of the

need for dentists to care for
their patients.
“We are pleased to see that
this treaty has taken a pragmatic view, acknowledging
that the phase-down approach
advocated by the World Health
Organisation is a sensible
way to make progress. The
final treaty strikes a sensi-

ble balance, clearly setting
out an aim for reduced use
of mercury, while recognising the unique contribution it
makes to oral healthcare. It
also recognises the important role that prevention can
play in improving oral health
and reducing demand for
fillings.” DT

[2] =>

2 News

United Kingdom Edition

January 28 - February 3, 2013

Professor Andrew Eder appointed Associate
Vice-Provost (Enterprise) at UCL

P

rofessor Andrew Eder has
been appointed Associate
Vice-Provost (Enterprise)
at UCL and Director of CPD and
Short Course Development.
The position, with a mandate to facilitate growth of this
key area across the University,
follows Professor Eder’s recently completed ten year term
as Director of Education and
CPD at the UCL Eastman Dental Institute, for which he was
recognised for his excellence
and innovation in teaching and

learning at UCL as a recipient
of a Provost’s Teaching Award
in 2010. Professor Eder will also
continue to be involved in postgraduate dental education at the
Eastman.
“With a background in educational entrepreneurship and
leadership, I am delighted to
have been invited to play a leading role in this exciting initiative
at UCL,” said Professor Eder.
“As the global demand for high
quality lifelong learning continues to expand almost exponen-

tially, UCL is superbly placed to
be a leading provider.”
As a Specialist in Restorative
Dentistry and Prosthodontics,
Professor Eder also maintains a
multi-disciplinary referral practice in Central London. He has a
special interest in the aetiology,
demographics and clinical management of patients with tooth
wear. He is Co-Editor of the
British Dental Journal book on
Tooth Surface Loss and Clinical
Director of the London Tooth
Wear Centre®.

Professor Eder’s academic
interests include innovative
methodology and technology in
teaching and learning and the
impact of continuing education
on patient outcomes in clinical
practice. He is a past President
of Alpha Omega, the British Society for Restorative Dentistry
and the Royal Society of Medicine’s Odontological Section,
is an examiner at UCL and the
Royal College of Surgeons and
serves on the Editorial Boards
of several international dental
journals. DT

Prof Eder

COPDEND announce DF training places data

A

t the end of the first
phase of this year’s
recruitment
process,
85 per cent of applicants
have been offered places on
dental
foundation
training
schemes
in England, Northern Ireland
and Wales that start in 2013.
Plans were agreed by a
steering group comprising
postgraduate dental deans and
associate deans, together with
representatives from the UK
Dental Schools Council and
British Dental Association and
members of the London Deanery recruitment team.
The
London
Deanery,
which has considerable expertise in medical and dental
trainee recruitment, managed
the process.

There were 1172 applications made online. 1153 eligible candidates, including 109
from European Dental Schools
and 17 from other dental
schools worldwide, were invited to one of six selection
centres in November 2012.
Of these, 1138 applicants attended for assessments that
were carried out by experienced foundation trainers and
training programme directors,
who had undergone standardised training and calibration.
Each applicant was asked
to state a preference order
for each of the 78 training
schemes and offers of a place
were made on the basis of
ranked scores achieved and
stated preferences. Those
who scored highest were of-

fered a place on the scheme
they most preferred. All 953
currently
available
places were allocated within a
week of offers being made.
48 per cent of applicants secured their first choice, 68
per cent were offered a place
on one of their top three
schemes and 86 per cent on
one of their top 10 schemes.
The 968 highest ranked individuals have been offered
places. Deaneries will be allocating those successful applicants who have accepted
offers to individual training
practices over the next few
months.
Further training places are
expected to become available
later in the year and 161 candidates on a reserve list will
be notified about these after

2013 BDS final examinations
are concluded. Future offers
of a place will be made on
the same meritocratic basis as in
this
first
round,
using
ranked
scores
and
applicant
preferences.
Dental
Foundation
training
places
are
fully
funded by the NHS and
the final number of places
available
for
2013
/14 has not yet been confirmed.
A follow up independent
quality assurance of the entire process will be carried
out to ensure the process is
both transparent and fair.
COPDEND and the London
Deanery are also undertaking
a thorough evaluation, including statistical analysis of the

data from the selection centres.
Helen Falcon, Chair of
COPDEND said, “I would like
to congratulate all those who
have been offered a training place for 2013 in the first
round and to thank all the
interviewers, assessors, administrators and the London
Deanery recruitment team for
working so hard to ensure a
fair process.
I do understand that the
uncertainty may be unsettling for those who are still
waiting to hear about whether a training place will be
offered to them later in the
year and would like to wish
all applicants success in their
forthcoming final examinations.” DT

Shortlist for new dental pilot practices announced
lot scheme from April. The
second stage of this programme has been expanded
to help test how the different
elements of the new contract
work together.
The new pilot sites will
see some of the inventive new
techniques to improve dental
care spreading to new areas
of the country. The pilots focus more closely than ever on
more preventive care and new
ways to make both adults and
children take a bit more care
with their toothbrush.

Pilot sites will trial new self-care plan

D

ental practices across
the country are preparing for an exciting
new challenge as the shortlist
of those chosen to continue
shaping a new dental contract

is announced.
The Department of Health
has shortlisted an extra 29
new practices to join the existing 70 practices on the pi-

One of the biggest changes
being tested is exploring how
dentists can be paid for the
health results they produce
and the number of patients
they care for rather than the
number of courses of treatment they perform.

Barry
Cockcroft,
Chief
Dental Officer for England
said: “I am delighted to welcome the new practices to the
pilot scheme and know they
will continue with the excellent work which has been carried out so far.
“We were inundated with
applications and choosing the
shortlist was very difficult but
we were keen to make sure
they represent a really broad
spectrum of the profession. It
is evidence of how positively
the pilot programme has been
received.”
The pilot sites are also trialling a new self-care plan
based on a traffic light system. A new care pathway is
being tested which suggests
methods of treatment for patients following a check up.
This gives patients a rating of

green, amber or red following an oral health assessment.
They are then given advice on
how to improve their dental
health in the long term.
The practices which have
been shortlisted enjoyed their
first taste of what life will
be like if they join the pilot
scheme as they took part in a
training day held in Birmingham yesterday. The day was
designed to make sure practices are confident to take on
the challenges joining the programme will bring.
The list of shortlisted
practices can be found at
h t t p : / / m e d i a c e n t r e . d h . g o v.
uk/2013/01/23/shortlist-fornew-dental-pilot-practicesannounced/ DT

[3] =>

United Kingdom Edition

News 3

January 28 - February 3, 2013

Editorial comment

C

ongratulations
to the 29 new
pilot practices
gearing up to trial the
new new new contract
for NHS dentistry. According
to the Department of Health’s
press release the second stage
of this programme has been
expanded to help test how the
different elements of the new
contract work together.
Up for testing includes different ways of remuneration; a
new care pathway to tailor the
treatment to a patient’s oral
health condition and the IT
framework required to make
sure the pilots work smoothly.

Dust wears
away ancient
tooth enamel

A

new study published, in
the Journal of the Royal
Society Interface, has
revealed that quartz dust plays
a big part in wearing away
tooth enamel.
This suggests that scientists will now have to review
what microwear, the pattern
of tiny white marks on worn
tooth surfaces, can tell us
about the diets of fossil mammals, as environmental factors
may have had a large effect on
teeth. This is particularly the
case in East African hominins,
who may have suffered during
dust storms.
During
their
research,
scientists at the Max Planck
Institute
for
Evolutionary
Anthropology
found
that
quartz particles could remove pieces of tooth enamel
at very low forces, meaning
that these particles could
abrade much of the surface of the
tooth if they are present in
numbers. DT

The practices are situated
across England and aim to
represent the varying needs of
the communities they serve.

After all statistics can be made
to prove whatever you need
them to prove - 98 per cent of
people know that!

did not take into consideration
anyone’s needs; and more than
anything else no-one wants to
go through that again.

Piloting has been at best
welcomed as a good thing and
at worst distrusted as an exercise in the DH collecting data
to prove whatever they want.

But is cannot be denied
that many of the issues with
the 2006 contract were due to
the profession trying to work
within an untested system that

Good luck to all the
practices getting involved. DT

If so don’t hesitate to write to:
The Editor,
Dental Tribune UK Ltd,
4th Floor, Treasure House,
19-21 Hatton Garden,
London, EC1 8BA
Or email:
lisa@healthcare-learning.com

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[4] =>

4 News

United Kingdom Edition

January 28 - February 3, 2013

Sugar and calories cut in soft drinks

L

eading soft drinks brands
Lucozade and Ribena will
reduce the amount of sugar and calories in their products
by up to 10 per cent as part of the
Government’s drive to curb obesity levels, Public Health Minister Anna Soubry announced.
Speaking at the Food and
Drink Federation’s ’Delivering
Healthy Growth’ stakeholder
event, the minister unveiled the
latest brands to sign up to the
Responsibility Deal’s calorie reduction pledge. Ribena ready to
drink and Lucozade Energy will
reduce the amount of sugar and
calories by up to 10 per cent;
AG Barr, who produce IrnBru,

will reduce the calorific content
across their portfolio of drinks by
five per cent; and J2O will launch
two flavours in a new slim-line
can which will represent a 10
per cent calorie reduction compared with their standard 275mL
bottle.

and not eating well is bad for our
health. To reverse the rising tide
of obesity we have challenged
the nation to reduce our calorie
intake by five billion calories a
day. On average that’s just 100
calories less a day per person.

The Public Health Responsibility Deal aims to tap into the
potential for businesses and
other influential organisations
to make a significant contribution to improving public health
by helping us to create this environment.

“Today’s
announcement
will cut the calories and sugar
by up to 10 per cent in leading
brands like Lucozade and Ribena. Through the Responsibility
Deal we are already achieving
real progress in helping people
reduce the calories and salt in
their diet.”

Public Health Minister Anna
Soubry said “Being overweight

Chair of the Responsibility Deal Food Network Dr Susan

Jebb said:
“I’m pleased to see the soft
drinks manufacturers, like GSK,
AG Barr and Britvic join Coca-Cola and PepsiCo to make some very
real commitments to help consumers cut down on their calories as they take control of their
weight.”
“I hope we will now see others,
including the out of home sector,
taking a careful look at how they
can build on this and come to
the table with new commitments
to encourage their customers
choose smaller portions and swap
to lower calorie options.” DT

Teeth whitening could be damaging, say researchers
gen peroxide can have a dramatic impact on dental hard and
soft pulp tissue.
The
Brazilian
research
team were interested in seeing
the effect whitening products
with high concentrations (35
per cent) of hydrogen peroxide
(H2O2) would have on teeth.

A

new study, published
in the Journal of Dental
Research, has found that
high concentrations of hydro-

The researchers studied 56
teeth that were extracted from
10 men and 10 women, who
were not tobacco users, had not
received whitening treatment,
had no gingival recession or
restorations, and needed two to

four first premolars extracted.
Half of the extracted teeth
were whitened using 35 per
cent hydrogen peroxide, and
half were left without whitening treatment. The teeth were
then sectioned, had their pulp
removed and the dental hard
tissues were frozen.
With the teeth that had received the treatment, both the
enamel and dentin were affected.
“The bleaching agent containing 35 per cent H2O2 in-

duced a significant in vivo alteration in enamel and dentin,
which could potentially trigger
biological and/or mechanical
responses of dental structures”,
the study authors wrote.

that hydrogen peroxide concentration should be reduced, the
time of each application should
be reduced, and reaction catalysers such as lamps or lasers
should not be used.

“Despite reports that the
use of bleaching agents at low
concentrations has been considered absolutely safe, analysis
of our data shows that the use
of 35 per cent H2O2 as a bleaching agent…can be clinically adverse in the long-term and/or
after recurring bleaching treatments.”
The researchers recommend

“[It] is important to say that
bleaching is not at all a dangerous procedure, but the dentists
and the patients should know
that sometimes the price paid
by a purely aesthetic treatment
may be too high at the end if the
dentist is not sufficiently cautious in applying the bleaching
agents,” they concluded. DT

Accuracy of technology for placing implants tested

A

new study compares
the results of technologies for locating and
measuring the anterior loop of
the mental nerve with actual
anatomic measurements on
human cadavers.
A study reported in the
Journal of Oral Implantology
used three methods to measure the anterior loop of the
mental nerve on 12 human cadavers—cone beam computerised tomography (CBCT),
a three-dimensional stereolithographic model (STL), and
anatomy.

The mental nerve follows
a looping course around the
jaw, communicates with the
facial nerve and provides
sensory innervation to areas
of the chin and lower lip. Injury to the anterior loop of the
mental nerve can cause sensory disturbance, most notably numbness or altered sensory perception.
Reports on the length and
location of the mental nerve
vary widely between patients.
One study found the anterior
loop in 28 per cent of the patients. However, another study
reported it to be present 88

per cent of the time. Some clinicians recommend maintaining a safety margin of 1mm
between implants and the
nerve, others suggest as much
as a 6mm distance.
Because
of
conflicting
reports, a variety of methods
have been used to detect and
measure the anterior loop.
It has been determined that
panoramic and periapical
radiographs do not provide
information about the loop
that is reliable enough for
clinicians to use in placing
implants. This study seeks
to determine the accuracy of

CBCT and STL in identifying
and measuring the anterior
loop.
The CBCT was found to be
accurate and reliable; however, the STL was found to significantly both overestimate
and underestimate the anterior loop. Thus, the authors
make the following recommendations:
• CBCT should be a prerequisite
in identifying and measuring
the anterior loop of the mental nerve for implant surgery.
• A fixed distance from the

mental foramen (the point
in the jaw where the nerve
passes through) should not
be used as a safety guideline;
rather, the anterior loop itself
should be located.
• A safety distance of at least
2mm from the anterior-most
portion of the loop should be
observed in implant placement.
• The STL model should
be used with caution; at
this time, the model has not
been shown to be highly
accurate in estimating the anterior loop DT

BDA to fight Northern Ireland cuts proposals

T

he
British
Dental
Association
(BDA)
will strenuously oppose DHSSPS proposals for
Health Service dental provision in Northern Ireland, it
has said.
The
proposals,
published for consultation
by

the Department of Health,
Social Services and Public
Safety, will limit the Health
Service care available to patients by moving to a core service of treatments, restricting
the frequency of scaling and
polishing, moving to IOTN
3.6 for orthodontic treatments, changing the eligibility

for the Practice Allowance
and removing Commitment
payments to dentists.
Dr Peter Crooks, Chair of
BDA Northern Ireland Dental Practice Committee, said:
“These proposals fail patients,
undermine businesses and
strike at the heart of den-

tists improving oral health in
Northern Ireland.
“BDA Northern Ireland
Dental
Practice
Committee entirely rejects the proposals and we urge dentists
across Northern Ireland to
join us in defending the health
service dental care that pa-

tients count on.”
Further details of BDA
Northern Ireland’s campaign
against the cuts, and how
you can get involved, including details of what they could
mean for practices and individual dentists are available
at www.bda.org/nicuts DT

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6 News

United Kingdom Edition

January 28 - February 3, 2013

Bike Mike raises £1K for charity
cial difficulties.
Mike’s cycle ride was part
of the BDA Benevolent Fund’s
year-long campaign ‘Be Active
for the Ben Fund’. Along with a
partner, Mike cycled the Great
Glen Way, which runs alongside Scotland’s Loch Ness in
September 2012, and raised
over £1,000 for the Fund.

Mike has raised morethan £1k

etired dental practitioner Mike Townsend
cycled 140 miles in aid

of the Benevolent Fund, which
provides help to UK dentists
who find themselves in finan-

Mike hopes that the ‘Be Active’ campaign will raise the
profile of the BDA Benevolent
Fund because dentists are no
more protected from the problems of modern life than anyone else. They are just as likely
to suffer from accidents, longterm illness and debilitating
stress.

“Many dentists are at the
end of their tether,” he continues. “A lot of them have got
stress problems, mental health
issues; some of them are suffering from serious illness,
and an increasing number of
these are much younger than
they used to be. An increasing
number of these applications
come from dentists in their
30s and 40s. It’s worrying how
young some of them are.”
“You don’t need to have
been a member of the BDA to
apply,” he stresses. “You just
need to have been GDC registered at some point, or be the
dependent of a dentist who has
been on the register.”
A Guy’s Dental School grad-

uate of 1968, Mike Townsend
is no stranger to cycling. “I’ve
done 50 miles of cycling in a
day before but this was quite
strenuous,” he says. “We took
it easy and stayed in reasonable accommodation and just
pedalled along enjoying the
view - and the rain!”
Mike says they travelled
light for the journey. “We took
a small rucksack each with just
a change of clothing, a toothbrush and a razor. If you’ve got
to carry it, the last thing you
want is too much kit, especially when you’ve got to pedal it
uphill.”
To make a donation, visit
w w w. j u s t g i v i n g . c o m / M i k e TownsendCycle140 DT

Dentists set to inspire quitters in 30th No Smoking Day

entists are being urged
to get involved in one of
the UK’s longest standing
health campaigns as it celebrates
its 30thsuccessful year.
The British Heart Foundation
(BHF) is encouraging dentists to
use the milestone anniversary of
No Smoking Day as an opportunity to boost participation among
patients by promoting quit aids in
their practice and local support
services available in their area.
The theme of the 2013 campaign will urge smokers to consider the financial benefits of quitting and ‘swap fags for swag’, on
Wednesday 13 March.
No Smoking Day 2013 will

officially launch on Wednesday
27 February giving smokers two
weeks to see their GP or stop
smoking adviser, tell their family
and friends and stock up on quit
aids such as patches and gum so
they’re ready to ditch the cigarettes for good on No Smoking
Day on Wednesday 13 March.
Dr Mike Knapton, Associate
Medical Director at the BHF, said:
“Dentists have always played a
huge role in spreading the word
about this long running health
campaign and year on year they
inspire people to take the first
steps to a smoke free life.
“From guiding those who
want to quit to the right aids and

resources, through to giving sensitive advice about the benefits of
quitting, dentists are really well
placed to make a real difference
to the health of their patients.
“Whether it’s a raffle, a poster
competition or simply handing
out flyers, the end result is bound
to benefit many and hopefully
help people ditch their cigarettes
for good.”
Dr Nigel
Carter, chief executive of the
British Dental Health Foundation,
said: “It would seem patients are
fully aware of the risks involved
with smoking, yet many remain
unaware of how it affects their
oral health. While stained or yellow teeth are visible consequenc-

Link between
depression and TMD

here is an on-going debate
about the role of psychological disorder symptoms
as risk factors for temporomandibular joint (TMJ) pain. Previous
studies have associated depression and TMJ pain but large scale
studies have not been performed.
For a new study, published in The
Journal of Pain, researchers evaluated more than 3,000 community subjects and found that those
with depression and anxiety had
increased risk for temporomandibular pain upon palpation.
Temporomandibular

disor-

ders (TMDs) are a subgroup of
craniofacial problems and etiology is believed to be multifaceted. Tooth grinding, facial
clenching and genetic factors may
initiate TMD and bio-behavioural studies suggest an association between TMD pain
and depression, anxiety and
post-traumatic stress disorder.
In this study, the research
team sought to estimate the relative risk of depressive symptoms
and anxiety on TMD pain over
five years. More than 4,000 subjects participated and underwent
medical examinations, oral health
assessments, health-check interviews, and completed a psychiatric risk factor questionnaire.
TMD pain was assessed from the
oral health exams according to
guidelines from the Academy of
Orofacial Pain.

The
investigators
found
that depressive symptoms were
more strongly related to joint
pain than muscle pain, and that
anxiety symptoms were linked
with muscle pain. The authors
explained that depressive and
anxiety symptoms may initiate muscular hyperactivity followed by muscle abnormality
and altered muscle mechanics,
which can produce inflammation and cause muscle pain. They
also suggested that TMD might be
related to abnormal pain stimuli
processing caused by imbalances
in the neurotransmitters serotonin and catecholamines.
In support of previous published research, the authors
concluded there is a strong to
moderate relationship between
symptoms of depression or anxiety and signs of TMD. DT

es of smoking, gum disease, tooth
loss and even mouth cancer are
some of effects they do not know
about.
“Dental professionals most
likely see a bigger proportion of
the general population than any
other healthcare team and are in
the best position to educate them
on what smoking does to teeth
and gums. Smoking is still the
main cause of mouth cancer, and
with two thirds of smokers wanting to give up, No Smoking Day is
the perfect opportunity for health
professionals to encourage smokers to do so.”
Visit www.nosmokingday.org.
uk for more information. DT

Half of Scottish
children have tooth decay

alf of primary one school
children in some of the
poorest areas of Scotland
have tooth decay. This is according to figures released by the government, which also state that in
wealthier areas, this number is
one in five children.
Tory MSP Alex Johnstone says
that this high percentage of tooth
decay among poorer children is
down to lack of dental health education.
“It’s a failure on the educa-

tion side”, he commented. “It is
symptomatic of the way the SNP
has tried to say it has put more
resources into improving access
to dentists, while at the same time
neglecting other areas of public
health.”
Margie Taylor, Scotland’s chief
dental officer said: “Children develop their oral habits at a very
young age. It is important that
parents remember their healthful
habits and practices…to ensure
their children enjoy a lifetime of
beautiful smiles.” DT

[7] =>

United Kingdom Edition

News 7

January 28 - February 3, 2013

Link between tooth loss and
blindness in older men
men are more than four times as
likely to suffer from age-related
blindness if they have lost the
bone supporting the teeth compared to the general population.

Too much tooth loss makes you go blind?

esults of the study published in the Journal of
Periodontology
reveal

Although bone loss was
seen more often in those suffering with age-related blindness,
there was still a significant increase in the number of men affected once common risk factors
between the disease and poor
oral health had been taken into
account. The study also showed
the relationship was not seen in
women.
Age-related macular degeneration (AMD) is a common eye

condition among people age
50 and over, and is a leading
cause of blindness. It gradually
destroys the macula, the part
of the eye that provides sharp,
central vision needed for seeing
objects clearly.

ing a healthy, balanced diet.
These are all lifestyle factors
that would be also lead to poor
oral health, so the results of this
study are particularly interesting, given they have all been accounted for.

Chief Executive of the British Dental Health Foundation,
Dr Nigel Carter OBE, discussed
the possible implications for almost half a million people in the
UK suffering from AMD.

“What the study does show is
how important it is to maintain
good gum health. More teeth
are lost through long-standing gum disease than through
tooth decay.

Dr Carter said: “It is welldocumented that you can reduce the risk of getting AMD
by quitting smoking, moderating alcohol intake and hav-

“Those who may be at risk of
going blind may find their teeth
are naturally looser than some
of their younger counterparts,
but ignoring the problem is not

the answer. Untreated gum disease can lead to bacteria getting into the bloodstream and
causing heart and respiratory
problems. With the number of
people over 60 set to increase,
it is particularly important for
older people to brush twice a
day for two minutes at a time
using a fluoride toothpaste and
to clean in between the teeth at
least once a day with interdental brushes or dental floss. Use
of mouthwashes to help prevent plaque build-up or products specifically developed for
dry mouth can also help them
maintain optimum oral care
and prevent problems.” DT

Energy drinks serious health concern

recent
survey
has
shown that from 2007
to 2011, the number
of people receiving emergency treatment following the
consumption
of
energy
drinks has doubled in the
US, increasing from 10,068 to
20,783.

sugars, high consumption of
these drinks can lead to insomnia, migraines, seizures
and heart problems.

Due to the high amount
of additives, such as caffeine, taurine, vitamins and

The authors of the report
commented
that:
“Health
professionals can discourage

Most of the cases were
identified
among
patients
aged 18 to 25, followed by
those aged 26 to 39.

use of energy drinks by
explaining
that
perceived
health benefits are largely due
to marketing techniques rather than scientific evidence.
Because of the drinks’ widespread use, it may be beneficial
for Emergency Department
staff to inquire about use of
energy drinks when assessing
each patient’s use of medications or other drugs.” DT

Energy drink consumptoin has doubled in the US

Xylitol lozenges ineffective
treatment planning advice only
in caries reduction
or for comprehensive manage-

The London Tooth Wear Centre invites you to visit

ment of your patients’ tooth
wear.

he London Tooth Wear
Centre is to open its
doors to dental colleagues for a series of exclusive referral evenings.
Each evening provides an
opportunity for just a few visitors to meet the team, gain an
hour of verifiable CPD in an
update on tooth wear and discuss how we can support you
and your patients.
The London Tooth Wear
Centre is a specialist referral

practice in Central London offering an evidence-based approach to managing tooth surface loss.
Led by Professor Andrew
Eder, Specialist in Restorative
Dentistry and Prosthodontics,
the Centre was established
in response to an increasing
number of patients presenting
with tooth wear.
Professional help is available at The London Tooth Wear
Centre® for consultation and

Referral
evenings
are
scheduled for: • Tuesday 12
February 2013 at 6.30pm •
Tuesday 12 March 2013 at
6.30pm • Tuesday 9 April 2013
at 6.30pm
For further details and to
book onto one of the referral evenings, visit www.toothwear.co.uk, email info@toothwear.co.uk or call 020 7486
7180. Spaces are offered on a
first come, first served basis. DT

ccording to a study in
the Journal of the American Dental Association,
daily use of xylitol lozenges do
not result in a reduction in caries among adults.
The team conducted the research due to conflicting past
studies: “Some conclude that
there is evidence for a cariespreventive effect of xylitol,
and others indicate that the
evidence is inconclusive”, they
wrote.
For this trial, 691 participants aged 21 to 80 consumed

five 1.0 gram xylitol or placebo
lozenges daily for 33 months.
It was found that the xylitol
lozenges reduced caries by 10
per cent, but the researchers
concluded that this was not
significant.
“The
results
of
this
clinical trial did not demonstrate a statistically significant
reduction in 33-month caries
incidence either in the primary analysis or in the secondary
analysis that included all three
sites”, the study authors concluded. DT

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[8] =>

8 Speical: Whitening

United Kingdom Edition

January 28 - February 3, 2013

Tooth whitening
An Update on Techniques and the New Legislation by Dr Trevor Bigg

T

he History
The bleaching of teeth
has been practised from
at least the 19th century utilizing many different chemicals,
including chloride of lime, aluminium chloride, oxalic acid
and sodium peroxide amongst
others.1
The birth of modern bleaching techniques started in the
late 1960s with Klusmier devising a successful technique for
home bleaching, which used
10% carbamide peroxide in a
custom-made mouth tray. Initially, the carbamide peroxide
was often placed in removable
orthodontic retainers to reduce
gingival inflammation following
the removal of fixed orthodontic
appliances. It quickly became
apparent that a side effect of the
treatment was that it whitened
the teeth.
Although Dr Klusmier presented several table-clinics at
the meetings of the Arkansas
State Dental and the Southwestern Orthodontic Societies,
it wasn’t until the publication
of Heywood and Heymann’s
description of the technique
in March 1989 that the dental
profession became aware of a
bleaching technique that was
safe and relatively cheaper than
previous options.2
Within a few years many
products had appeared on the
market, using carbamide or hydrogen peroxide and different
modes of delivery that can be
sub-divided into:

1
2
3

In-Office procedures

Nightguard vital bleaching
using trays: Home Bleaching

‘Over-the-counter’ (OTC)
products
While OTC products proved
popular throughout most of the
world, they were never used
greatly in the European Union
(EU), as their purchase was
easier to monitor and subsequent prosecution was a real
possibility.
In-Office procedures were
extensively
advertised
and
proved popular as they continued in the tradition of dentistry
being led by the dentist treating
the patient in his/her surgery or
office. In many cases, In-Office
bleaching increased patient

compliance, which could be
poor if Home Bleaching alone
was used. Many utilised ‘lasers’ both real and ‘apparent’
and suggested modern, ‘stateof-the-art’ treatment modalities
that appealed to the patient.
But wasn’t bleaching illegal?
Until recently in the EU it was
illegal to use hydrogen peroxide at a greater concentration
than 0.1 per cent. However,
the Dental Defence Societies
were prepared to defend dentists who used bleaching techniques containing greater than
0.1 per cent hydrogen peroxide
as their members were using a
procedure that was safe, estab-

‘The new Regulations allow the use
of hydrogen peroxide and other compounds or mixtures
that release hydrogen peroxide, including carbamide
peroxide and zinc
peroxide to be used
for tooth whitening’

lished and much less invasive
than the alternatives. The General Dental Council (GDC) also
recognised that the situation at
that time was unsatisfactory for
patients and dentists. Provided
the dentists acted in the best interests of their patients and obtained fully informed consent,
and that the dentist’s defence
organisation gave indemnity
for bleaching, the GDC stated
that they would not act against
a dentist unless they were prosecuted by Inspectors from the
Department of Trade and Industry.
New regulations from 1st November 2012
This anomalous situation continued for many years in the
EU until the publication of an
amendment to the EU Directive 76/768/EEC concerning
cosmetic products. The amending Council Directive 2011/84/
EU was published in September
2011 requiring the UK Government to amend the law.
The
Cosmetic
Products
(Safety) (Amendment) Regulations 2012 (the Regulations)
amended all previous regula-

tions relating to tooth whitening
and subsequently, the practice
of bleaching in this country altered overnight.3
The new Regulations allow
the use of hydrogen peroxide
and other compounds or mixtures that release hydrogen
peroxide, including carbamide
peroxide and zinc peroxide to
be used for tooth whitening.
However, the maximum
concentration that may be used
for tooth whitening under the
Regulations is now six per cent
hydrogen peroxide, which is
approximately equivalent to 16
per cent to 18 per cent carbamide peroxide.
The Regulations have set out
that products containing or releasing up to six per cent hydrogen peroxide can only be used,
subject to the following conditions:
• To only be sold to dental practitioners
In practice this will mean
that a dentist can only sell toothwhitening products containing
6 per cent hydrogen peroxide to
the public if they are patients at
the practice.
• For each cycle of use, the
first time the bleaching system
is used it must be applied by a
dental practitioner - The dentist
should show the patient how
much material should be used
and how to load and seat the
tray. This procedure should be
noted in the patient’s records.
• Under the dentist’s direct supervision, if an equivalent level
of safety is ensured - Hygienists
and therapists can administer
the first use of the tooth-whitening product, under the prescription of the dentist, if they are
trained and competent.
It’s uncertain at present, but
a dentist probably needs to be
present on the premises.
No other member of the dental team can dispense whitening
products, for example nurses
and receptionists
• Afterwards the products may
be provided to the consumer to
complete the cycle of use - After
the first in-surgery application
the patient can be provided with
tooth-whitening products for
home use and additional products can be dispensed by the
dentist, hygienist or therapist.

• They are not to be used on a
person under 18 years of age.
However there are occasions
where it’s in the best interests of
a patient to use tooth whitening
eg for a non-vital tooth.
In these cases Dental Protection suggests that the dentist
discusses in detail with the patient (and their parents as they
may be paying):

1

The risks and benefits of
bleaching and more interventive alternatives

2
3

The legal status of tooth
whitening for under 18s

Whether treatment could
be delayed until after the age of
18
Document the consultation
carefully in the patient’s notes
and be aware that the dentist
may be vulnerable to prosecution!
How does this change the way
we bleach our patients?
During October 2012 many
manufacturers, such as Philips
and Dentsply contacted their
clients to say that their high
concentration whitening products, like Zoom and In-Office Illumine, were being withdrawn
from the market.
They were aware that, as up
to 6 per cent hydrogen peroxide
is now a legal, the Defence Societies would no longer defend
their members who used higher
concentrations.
Conversations with advisers from Dental Protection have
confirmed that the Defence
Societies would have difficulty
justifying the use of greater
than 6 per cent concentrations
of hydrogen peroxide and its
equivalent of carbamide peroxide when there is a viable legal alternative. Particularly, in
these days of Evidence Based
Dentistry, when research has
shown that higher bleach concentrations did not quicken the
bleaching process and probably
only increase tooth sensitivity
and gum irritation.4
The good news and the bad
news!
So the bad news is that those
dentists who favoured In-Office
procedures with 25 to 30 per

cent hydrogen peroxide would
be unwise to continue, even
though their patients requested
the treatment.
However, the good news
is that we can now offer many
‘Over-the-counter’
products
that we dare not use before.
The use of bleaching systems
utilizing whitening strips and
pre-formed trays will help make
the bleaching process cheaper
and more accessible to our patients.

Conclusion
The recent changes in whitening legislation should be welcomed by the dental profession.
By amending the EU Directive,
dentists and their patients alike
will benefit as:

1

The threat of prosecution
has now been lifted and Dentists
will be free to advertise, provided they follow GDC guidelines

2

Dentists will be encouraged to use lower, safer and effective concentrations of hydrogen peroxide

3

OTC preparations can
now be sold by practitioners,
providing a successful and
cheaper whitening process

References:

1. Van B. Haywood. Quintessence Int
1992; 23: 471-488
2. Goldstein FW: New “at home” bleaching technique introduced. Cosmetic Dent
GP 1989; June: 6-7.
3. DPL UK Position Statement-Tooth
Whitening 17 October 2012
4. Pretty IA, Edgar WM, Higham. SM Br
Dent J 2005; 198: 285-290

About the author
Dr Bigg has been
working in private
practice in West
Oxfordshire
for
nearly 40 years
and treated up to
four
generations
of some families.
He takes referrals
for cosmetic dentistry, the non-invasive restoration of
the worn dentition and treatment of
Temporo-Mandibular Dysfunction. Dr
Bigg has the Membership in General
Dental Surgery at the Royal College
of Surgeons, London and Fellowships
from the College of Surgeons in Edinburgh and London. He is a past
President of the British Society for
General Dental Surgery. He lectures
at home and abroad on crown and
bridge updates, posterior and anterior
composites, bleaching and Minimal
Intervention Dentistry. He also runs
‘hands-on’ courses on Contemporary
Aesthetic Dentistry and Posterior
Composites and presents Webinars on
Bleaching and Posterior Composite
Restorations.

[9] =>

United Kingdom Edition

January 28 - February 3, 2013

Special: Whitening 9

All you need to know about tooth whitening
Nick Torlot, DDU dento-legal adviser, looks at some questions from dental practitioners

’ve heard the law on
tooth
whitening
has
changed, what is the latest legal position?
Under
new
regulations
which came into effect on 31
October 2012, dental professionals can legally treat patients over 18 years of age with
tooth whitening treatments
which contain or release up to
six per cent hydrogen peroxide.1 This is provided that:
• The treatments are sold to
dental practitioners
• For each cycle, the treatment
is first administered by a dental practitioner or under their
direct supervision. It can then
be completed by the patient at
home.
There are times when I
think a patient would benefit
from a product containing
10 per cent hydrogen peroxide. Is it legal to provide the
patient with a bleaching kit
containing a higher level of
hydrogen peroxide than six
per cent to use at home?

‘The new regulations are informed
by scientific advice
that compounds
containing or releasing up to six
per cent hydrogen
peroxide are safe. ’

No, it is illegal to use tooth
bleaching compounds containing or releasing more than six
per cent hydrogen peroxide.
The new regulations make no
distinction between in-surgery
bleaching and at-home bleaching products provided by dental
professionals, in terms of the
permitted concentration of hydrogen peroxide. This means
patients can only be provided
with bleaching kits containing up to six per cent hydrogen
peroxide after they have been
examined by a dentist and have
received their first cycle of
treatment in the surgery.
The new regulations are
informed by scientific advice
that compounds containing or
releasing up to six per cent hydrogen peroxide are safe.
The six per cent hydrogen
peroxide limit applies to any
compound, whether used ex-

ternally or internally eg on a
root-canal treated tooth.
If you were to use or supply
a bleaching compound containing 10 per cent hydrogen peroxide, you could face a criminal
prosecution by Trading Stand-

ards and a GDC investigation.
In the worst case scenario,
you may be imprisoned and/
or fined up to £5,000 under the
Consumer Protection Act 1987.
I am a dental hygienist.
Can I offer tooth whitening

treatments to my patients?
Yes, provided a dentist has
examined the patient, prescribed the treatment and is
present on the premises during the first treatment cycle. As
with any treatment you must be

trained and competent to carry
out the treatment, so the level
of safety is equivalent to a dentist carrying out the treatment.
The GDC’s guidance, Prinà DT page 10

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[10] =>

10 Special: Whitening
ß DT page 9

ciples of Dental Team Working
(2006) requires a third person,
trained to deal with medical
emergencies, to be routinely
present during planned treatment by a hygienist. While the
GDC does not specify that this
has to be a dentist, the regulations for tooth whitening procedures introduce a legal duty
of direct personal supervision
by a dentist, which has been in-

terpreted to mean there must
be a dentist on the premises
during the first treatment cycle.
Do I need to warn patients
about the risk of relapse?
Yes, in seeking a patient’s consent you need to warn them
about all the common risks and
complications of the procedure,
including relapse and sensitivity, along with the benefits. The
GDC also advises that before
starting any treatment, that you

United Kingdom Edition

January 28 - February 3, 2013

patient (such as how to continue the treatment at home)
• any adverse outcome.

which I don’t believe is in her
best interests. Can I refuse to
provide it?

A patient is unhappy with
the shade of her teeth after
whitening even though I believe we have achieved a reasonable result. She smokes,
and drinks black coffee and
red wine, and seems unwilling to change her lifestyle,
despite my advice. She wants
further whitening treatment,

It is important that before
any procedure is carried out,
you discuss the treatment options with the patient, as well
as the potential risks, side effects and complications that
could occur. The patient should
be given the opportunity to ask
questions and you should make
sure they have a realistic idea
of the likely results, given their
oral health and lifestyle. It may
be wise to allow the patient a
‘cooling off period’ so they can
go away and consider their options more fully.

must have the patient’s medical history. As part of effective
patient care and to ensure you
can provide evidence that you
have complied with both the
law and the GDC’s ethical guidance, you should make a complete and clear record, at the
time of the consultation, of the
following:
• the treatment plan,
• the consent discussion
• any instructions given to the

Any dental treatment that
you carry out should be in the
best interests of the patient and
if you do not feel that is the
case, then you should explain
this to the patient and not carry
it out. You may decide to refer
the patient for a second opinion or to a colleague, such as a
dental hygienist, for alternative
treatment.

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Whatever your decision,
it is important that accurate
and detailed notes are kept
of any consultations. That way,
if a complaint is made, it will be
easy to refer back to the notes
and recall the course of events
leading up to the complaint.
Will you indemnify me for
tooth bleaching treatments?
DDU members can seek our
assistance with complaints,
claims, disciplinary actions
or criminal prosecutions arising from tooth bleaching
treatments. We encourage
our members to work within
the new regulations and to
use only compounds that contain or release up to 6 per cent
hydrogen peroxide.
In the
event of a criminal conviction, the DDU would not pay
any fine.
Further information on the
legal position on tooth bleaching is available from the DDU
at www.the-ddu.com DT
1 Cosmetic Products (Safety) (Amendment) Regulations 2012, UK Government, laid before Parliament 5 September 2012 http://www.legislation.gov.uk/
uksi/2012/2263/introduction/made

About the author
Nick
qualified
from
University
College Hospital in
1983. After starting
his career in hospital dentistry, he has
spent the past 19
years as assistant
and then clinical
director of salaried
dental services in Hampshire, while
continuing to practise dentistry. He
has also been involved in dental education as an adviser and vocational
trainer with the London Deanery
and as a trainer with the Winchester
scheme. He joined the DDU in 2009.

[11] =>

United Kingdom Edition

January 28 - February 3, 2013

Social Media 11

Social Media Marketing Measurement Evaluating the Effectiveness of Your Efforts
Ritz Zamora looks at tracking the effectiveness of your online presence

re you one of the many
practices
marketing
with social media? If
so, how do you track your effectiveness? As with any marketing activity, social media
marketing efforts need to be
measured. Below are several
metrics you can monitor and
evaluate to determine how
you are doing.

Number of quality Facebook fans - note the word
“quality”. Huge numbers of
people who like your practice
page are likely irrelevant if
those fans live outside of your
geographic area or if they
are not genuinely interested
in your practice. For example, people “liked” your page
as a favour to a friend; however they immediately hid you
from their newsfeed.
A quality community consists
of existing patients, family or
friends of existing patients/
potential new patients (people who live within reasonable travelling distance of
your practice), alliances, referral partners, neighborhood
friends or colleagues, and
those with a genuine interest in you, your team, or your
practice.

Number of Facebook
testimonials - Facebook testimonials are more valuable
than your average testimonial. For one, friends of friends
may have witnessed the testimonial post in action via Facebook’s newsfeed activity. Sec-

ond, the patient’s testimonial
rests adjacent to their profile
photo—this gives life to testimonials in ways not possible
in the past. In other words you
can click on other people’s
profile links and confirm they
are in fact “real” people/endorsers (not fake reviewers).
Often you may see the town
these people live in, which
school they attended, or where
they work. Third, once a patient likes your practice page,

ing Saturday mornings and
Sunday evenings, long after
their dental visits have ended!
While you may not be able to
put a dollar value on testimonials, they could be the deciding factor for a new patient
weighing up whether you are
the best fit.

Website traffic from social media - hopefully your
practice is already using a tool

‘Remember that interaction, consistency,
and patience play a key role in social media marketing. It is not managed, nor can
it be judged as quickly as a traditional
postcard campaign’
a copy of that “like” becomes
a permanent endorsement in
their personal profile’s record
of likes—unless they unlike
you in the future and in that
case the “like” reference will
disappear from their personal
profile.
Avid Facebook users find Facebook a convenient—and
meaningful—outlet to share
both what they like and dislike
about businesses. I’m happy to
report that I’ve personally witnessed dozens upon dozens of
highly complimentary patient
comments and outright raving reviews about dentists and
team members. And the testimonials come in at all hours
of the day and night—includ-

such as Google Analytics to
determine where your website
traffic is coming from. This
free tool can prove invaluable
by informing you where web
visit referrals are originating.
Talk to your webmaster about
Google Analytics or a similar
report that you can easily follow. Over time the report can
show you if you are receiving
web traffic from Facebook,
Twitter,
YouTube,
Google
Plus, etc.

Amount of engagement
/interaction - a unique benefit of social media is the ability
to interact and converse with
your audience/clients. Many
practices are successfully us-

ing creative programs to motivate interaction. If your Facebook Page participation is
low, consider what you can
do differently to change this.
Likewise, if your Twitter is
void of re-tweets, follows, etc.
it’s time for a change of strategy or perhaps some training. A huge benefit of social
marketing is the flexibility it
offers. Explore various types
of programs and posts to see
what interests your community most.

Number of new patients
- often times practices will say
they are seeing the number of
new patients “from the Internet” grow. With the addition
of Facebook, Twitter, or YouTube, it’s important to be able
to distinguish exactly where
on the internet you were
found.

Remember that interaction, consistency, and patience
play a key role in social media
marketing. It is not managed,
nor can it be judged as quickly
as a traditional postcard campaign. In fact, consider social
marketing a long term communication tool. Similar to
word of mouth marketing, the
movement of social marketing
metrics may be slow. However the quality of new patient referrals via social media (which are conversational
and relationship-focused) will
be far greater than those acquired via traditional media
(one-to-many and sales-oriented strategies).
Which metrics are you using to measure your social
marketing efforts? DT

If you are actively marketing on Facebook, Google
Plus, Twitter or YouTube, add
these choices to your patient
registration forms. This gives
patients a convenient option
to specify exactly where they
found you, and it also serves
as a reminder of your presence in these platforms. In addition you may consider a specific phone number to track
where phone calls are originating. The most powerful of
all new patient tracking systems is however to simply ask
your patients whether they
have seen your Facebook,
Twitter, videos, etc. Ask, note,
track. It’s that simple.

About the author
Rita Zamora is an
international
social media marketing consultant and
speaker. She and
her team actively
co-manage dozens
of dental practices’
social media programs. Her clients
are located across the United States
and internationally. She has been
published in many professional publications. Rita is also Honorary Vice
President to the British Dental Practice Managers Association.
Learn
more at www.DentalRelationshipMarketing.com or email rita@ritazamora.
com.

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[12] =>

12 Social Media

United Kingdom Edition

January 28 - February 3, 2013

How to make your website stand out!
Adrian Adler talks website design

I

f you don’t have a practice
website yet, chances are
your competitor either has
one already, or is in the process of making one. In this
day and age, if you don’t have
a website you are missing out
on one of the most powerful,

cost-effective ways of marketing yourself to the world.
But of course, just having a
website in itself isn’t enough.
Surf the web for local dental practices in your area and
you will see that the stand-

ard of dental websites varies
greatly across the profession,
with websites ranging from
the single page template that
looks distinctly ‘last century’,
to the all-singing, all-dancing
websites run by some of dentistry’s leading figures.

It’s true to say that just
as all dentists are not made
equal, neither are dental
websites. In order to take full
advantage of the boundless
potential the internet has to
offer, your practice website
really needs to stand out – it

needs to be exclusive.
Stand out from the crowd!
One of the main areas many
websites fall down is on their
profile. Quite simply, the
designer(s) – whether they
be the principal or an outside
web design company – simply
haven’t understood the vision
of the practice. One problem
that often crops up is that
many practices try and cater too broadly for everyone,
and in so doing don’t create
a brand for themselves, and
so don’t stand out ahead of
their local competitors. The
look, the feel, and the brand
all need to convince your specific target patient that your
practice is the right place for

‘Remember, your
website is a 24/7
shop window that
works for you
even when you’re
not working. As
such it doesn’t just
need to look good,
but it also needs
to convey the right
‘message’’
them. Your Unique Selling
Points (USPs) should be clear,
and the targeted visitor must
feel compelled to stay on your
website for more than five
seconds.
Another point you need
to pay particular attention to
in your practice website design is in how you and your
team appear to the public.
Remember, your website is a
24/7 shop window that works
for you even when you’re not
working. As such it doesn’t
just need to look good, but it
also needs to convey the right
‘message’. Many dental practice websites neglect the fact
that customer service is visually represented through the
medium of the website. As
such you need to convey your
practice personality through
the visual design and content
that you display to the world.
You need to look and read as
the experts with the best level of customer service in the
area.
To further enhance your
practice profile, you should
consider including patient
testimonials as a key feature

[13] =>

United Kingdom Edition

of your website. These don’t
just have to be scanned in
comment cards, but they can
also include video testimonials that help to convey the human side to your practice. To
support testimonials, it is also
useful to display examples of
your work. After all, how else
can patients judge the qual-

‘Many dental practices are still not
aware of the importance of registering
their website on
Google Places to
obtain a free local
business listing’
ity of treatment you provide?
Before and after photos are
an excellent way of selling
yourself to the world in this
regard, and combined with
testimonials and perhaps even
some simple case studies, can
really prove a powerful marketing tool.

Put yourself on the Google
map
Another way you can make
your practice, and your practice website stand out is to
take advantage of tools such
as Google Places. Many dental
practices are still not aware of
the importance of registering
their website on Google Places
to obtain a free local business
listing. You won’t need to payper-click for your own practice name if Google Places has
you listed at the top for free
already. For the most effective
marketing you will also need
to make sure you control your
Places on social media such as
Facebook and FourSquare, so
patients can ‘check in’ to your
practice virtually, and provide
you with some free advertising in the process.
To help you in your efforts
remember it’s not just a case
of putting your website address on your letterheads and
stationery. You need to spend
10 seconds with each patient,
turning towards your computer screen to ask them “Have
you seen my website? If you’re
happy with the treatment today, please visit our website

About the author
Adrian Adler aka
The Wizard is a
Project
Manager
at Dental Focus ®
Web Design. His
passion is in creating exclusive websites for dentists
that perfectly reflect the individual and business.
For more information call 020 7183
8388, or visit www.dentalfocus.com

and share us on Facebook.”
Just spending a few extra seconds with your patients can
prove extremely effective. After all, if you can get your patients to talk about you online,
then that’s more free publicity
for you!
Trust the experts
To guide and support you in
your online marketing efforts,
it pays to trust the experts. By
employing the services of an
experienced web design and

January 28 - February 3, 2013

Social Media 13

marketing agency you can be
sure you will be getting the
most out of your online marketing efforts. Not only they be
able to guide and support you
to create your very own exclusive website, but they can also
help you achieve Google rank
one for searches in your area,
as well as optimising your site
for mobile platforms such as
smart phones and tablets. DT

Stand out from the crowd

Getting Serious about
Implantology with the ITI
FREE WEBINAR
Presented by Colin Campbell BDS FDS
Specialist in Oral Surgery

Tuesday 5th March at 19:30
This webinar is suitable for ALL dentists, regardless of their experience
with implant dentistry. The programme will introduce practitioners to the
International Team for Implantology and its education principles and
courses available.
Colin Campbell has an extensive understanding of implant dentistry and
provides referral services in oral surgery and implant dentistry from practices
in Nottingham and Derbyshire. Colin also delivers training in implant dentistry
throughout the United Kingdom.

[14] =>

14 Feature

United Kingdom Edition

January 28 - February 3, 2013

Building bridges: the BACD’s
charity mission for 2013
The BACD explains its charitable aims for 2013

he British Academy
of Cosmetic Dentistry
(BACD) aims to pro-

mote clinical excellence in
cosmetic dentistry carried out
in an ethical, minimally in-

vasive way. While still a relatively young organisation, the
BACD has rapidly grown to

become one of the most prominent organisations in dentistry, with a large member base

encompassing dental professionals of all backgrounds,
keen to enhance their knowledge and share in their passion for creating beautiful,
long-lasting and ethical clinical results.
Now in its 10th year, the
BACD is already widely regarded as one of the leading
names in dental education in
the UK, and indeed across the
world, with a comprehensive
programme of educational
events designed to provide
delegates with real practical
tips they can take away with
them and apply to their daily
working lives.

Hemostasis and Retraction?

No Problem.

In light of the BACD’s growing stature in UK dentistry, the
BACD Board of Directors has

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expanded significantly over
the last few years with many
new positions created to reflect the BACD’s position within the profession. One of the
latest additions to the BACD
Board is Manrina Rhode who
was elected Chair of the Charity Committee at the end of
2011. As part of her role Manrina is responsible for organising the BACD’s various charity events that run throughout
the year as well as liaising
and working closely with the
BACD’s charity partners.
“For many years now the
BACD has been at the forefront of providing outstanding
education to dentists no matter their background or level
of experience,” says Manrina.
“But we’re also keen to raise
money for charity as well. To
reflect this, we’ve set up the
Charity Committee and are
working hard to expand the

[15] =>

United Kingdom Edition

amount of charity events we
hold each year.
“Last year (2012) our charity partner was Bridge2Aid,
and we organised a number
of events including a darts
tournament held after one of
our lecture days, as well as a
pub quiz evening where we
had prizes from our sponsors
Heraeus and Ivoclar as well
as a bottle of champagne. The
highlight of the year however
was definitely our Annual Conference in Manchester. On the
Friday we organised a charity Gala dinner at Manchester
City Football club where we
also held a silent auction and
a competitive game of reverse
bingo to raise even more
money for our charity. In total
we raised we over £8,000 but
we’re keen to raise even more
in 2013!”
After the success of the
year’s fundraising efforts,
the BACD will be continuing
its support for Bridge2Aid in
2013. With a year now under
her belt as Chair of the newly
formed Charity Committee,
Manrina is keen to take on
board the many lessons she’s
learnt and make 2013 a year
to remember for the Academy
and its charity partner.
“We’ve just got so many
ideas for the coming year,”
continues Manrina. “Of course
we will see a return of some of
our favourite events from last
year but I’m also really keen
to add some more events to
the diary as well. In February for example we are planning a bowling event, while
in May we are looking to host
a Karoga night as something
a little bit ‘different’ to bring
members together while also
raising some money for charity. As if that wasn’t already
enough in the summer we are
planning a family day where
we can really get everyone
involved while I also have an
amazing plan lined up to mark
our 10th Annual Conference. I
can’t tell you precisely what
it is yet as I want to keep it a
secret, but let’s just say there
may well be music involved!”
With so much to look forward to in the coming year,
Manrina is confident the BACD
will raise more money than
ever, while also providing the
perfect excuse for members to
get together to socialise and
unwind. Aside from the many
different social events that are
planned for the coming year,
2013 will also see a return of
the BACD’s popular charity
whitening drive.
“The whitening drive is
something I’m really keen
to push this year,” says Manrina. “It’s quite a simple idea.
We’ve arranged deals with a

Darts competition winner Shameel Poppat

January 28 - February 3, 2013

number of labs and whitening suppliers so we can receive trays and whitening gel
for free. Dentists then support
our fundraising by giving up
some of their time to assess
the patient and take impressions. We raise money by attracting patients to take part
in our charity whitening for a
fee a little bit below what they
might normally pay. Patients
must donate via our JustGiving™ page at the practice and
then the whitening will be

Feature 15
carried out. The programme
was run previously to great
effect, and this time round we
aim to push it ever further still
and I think we can really raise
a significant sum!”
For further information
about the British Academy of
Cosmetic Dentistry, call 0207
612 4166, fax 0207 182 7123,
email suzy@bacd.com, or visit
www.bacd.com DT

[16] =>

16 Feature

United Kingdom Edition

January 28 - February 3, 2013

Getting to know Gary Morgan
Dental Tribune profiles Gary Morgan, owner of Milestone Experts

rom humble beginnings
in Harrow, Middlesex,
Gary Morgan is the business owner and lead trainer of
Milestone Experts, a company
dedicated to helping businesses increase sales and improve

client retention through effective call handling. He is also
an international speaker, regularly sharing his knowledge
up and down the UK and in the
Republic of Ireland.

Milestone Experts has a diverse client base, but Gary’s
area of expertise lies with dental practices. He explained, “I
cover everything from sales
(which I know is a disliked
word in dentistry) to customer

service, which includes telephone call techniques. We
also recognise that every call
counts and offer a telephone
answering service.”
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10428_IDT_The Probe_322x228mm.indd 1

revealing that dental treatment in the UK is highly rated, despite the OFT report
stating that patients are not
given enough treatment information, competition among
practices is fiercer than ever
before. Therefore, it’s important that practices ensure high
standards are maintained at
all times, not just in the clinical setting, but also in regards
to customer service.
“Ultimately, I want to ensure that the practices I work
with become the ‘go to’ practice in their area. Even the
most minute detail can determine whether a potential patient joins you or instead goes
to the competition,” said Gary.
The early days
After leaving school with only
a few qualifications, Gary is
testament that hard work really does pay off. He said, “Over
20 years ago, at the beginning
of my career, I was offered the
opportunity to go into sales,
and discovered I was pretty
good at it. This was also when
I was first introduced to training, as the company directors
would ask me to train new
staff. I really loved sharing
my experience; I could advise
what worked well and what
didn’t. After a while, I became
a co-trainer and an area manager.”
From this role, Gary learnt
a great deal about business
management. He was unfortunately made redundant but
as they say, everything happens for a reason, because
from here, Gary made the
bold decision to set up his
own contract cleaning company. Despite this happening
during the recession, the business thrived in the economic
turndown.
“I learnt from having my
own company that to be successful, you have to offer a
much better service than the
competition, and we were renowned for customer excellence,” said Gary.
After a successful nine
years, Gary sold his business to
spend more time with his family, but the workaholic in him
knew his heart was in training
and consultancy. Gary missed
the buzz but realised he had to
take one step back in order to
go two steps forward. Eventually, he made the decision to
approach a famous directories
business, known for their exemplary staff training, to learn

09/08/2012 08:00

[17] =>

United Kingdom Edition

the skills needed to become a
successful training consultant.
Starting out on the telephones
as a telesales consultant, Gary
consistently achieved high
customer service scores and
was promoted to lead training
and development consultant
within two years. Later, he was
headhunted by a communications provider to become their
sales and training manager.
Being self-employed has
always been a key driver for
Gary, and starting his own
training company, Milestone
Experts, four years ago, was a
huge milestone in itself.

video learning will be fun, interactive and fresh.”
In-practice training can
range from a full day (between
8am and 8pm) or just two
hours, allowing practices to
take part without taking up too
much clinical time.

7-Star Programme
Milestone Experts offers the
7- Star Dental Practice Programme. This is designed to
help practices improve patient
retention, increase patient
numbers and help encourage
existing patients to increase
their treatment spend. To do
this, Gary mystery shops practices to identify how they are
currently performing against a
7- Star Dental Practice Scorecard; analyses every aspect
of the practice; and offers his
advice and recommendations.
The training topics covered
can be delivered as team or on
a one-to-one basis.
C

M

Y

CM

MY

CY

CMY

K

Going forward
With Milestone Experts being
such a success, especially with
dental practices, Gary wants
to take his services global. He
hopes 2013 will see the launch
of his e-learning and video
learning packages.
“Wherever practices are in
the world, online learning will
allow me to engage with them
all. Offering something different, as everyone has their own
preferred learning style, the

been fantastic, with responses
ranging from ‘informative’,
‘insightful’ and ‘useful ’to
‘engaging’, ‘interesting’ and
‘helpful’.
“We offer a very unique
service at Milestone Experts,
which provides fresh, up-todate ideas on how practices
should operate.”

Gary’s logical approach
to improving practice perforWith over 10 years training
mance has been well received
and coaching experience unby an array of practices. He
der his13:20:23
belt, Gary thoroughly
said, “Delegate
feedback has 1 22/11/2012
FMC_SC_DHT_advert_A2ZDental_final.pdf

“In the early days of Milestone Experts, a dentist asked
me to help him with his practice after learning about the
sort of help I offer. After I
started working with him, he
began to see very positive results. He recommended me to
colleagues, and then I started
to proactively offer my services to dentists. The business
has really grown into a successful operation. For the first
time, I feel like this is it, everything I’ve been waiting for.”

“On this programme, we
ask practices to imagine they
are a 7-star hotel. Patients
would expect the best of the
best. But it’s not just the level
of customer service I look at;
I also evaluate the aesthetics of the practice, inside and
out, it’s the minute details that
count. Creating the very best
impression from the outset,
right through to post-treatment is very important,” explained Gary.

January 28 - February 3, 2013

DT

enjoys what he does. “I’m really passionate about what I
teach and thrive off sharing
my knowledge and advice.
Speaking to larger audiences
allows my message of improving patient retention, etc., to
reach more people simultaneously and ultimately allows me
to make a bigger difference.
“I am really looking forward to a prosperous 2013 and
grabbing all available opportunities with both hands.” DT

Feature 17
1.Public perceptions of choice in UK
dental care: findings from a national
survey was published by the British
Dental Association: http://bda.org/
dentists/policy-campaigns/research/
patient-care/patientexperience.aspx

About the author
For more information, visit www.
milestoneexperts.
co.uk; call 020
8337 5937; or email
gary@milestoneexperts.co.uk
Follow Gary on Twitter: @everycallcounts

[18] =>

18 Money Matters

United Kingdom Edition

Setting Up On Your Own
Financing the practice and choosing the right location and premises

E

very new practice will
need a financial injection
when starting up in order to buy equipment, establish
a workplace and meet marketing and advertising costs before
the first patient walks through
the door. Even then, there is going to be a time lag before cash

starts flowing in and this also
has to be financed. There are
a number of financing options
when starting up and choosing
the right one/s for your needs is
essential. It is advisable to take
financial advice to ascertain
which is the best option for you.
You could: Use your own money;

Borrow off family and friends;
Borrow from a bank; Attract outside investors
Deciding upon the right location is a crucial business decision
and is one of the most important
factors in determining the success
or failure of the practice. It is vital

to your ability to build up practice
goodwill. Make sure that you research your intended location before making a final decision. You
should consider:
• what type of treatment you wish
to provide (private/NHS/mixed)
• whether you treat children

January 28 - February 3, 2013

• the needs of the local population,
•practices/competitors in the area
• whether you will be able to recruit staff and associates
• whether NHS Contracts can be
obtained through tendering from
the local PCT (if required)
Once you have decided on the
location, you need to choose the
premises. You want premises that
help you function effectively but
without high overhead costs. You
will need to consider:
• whether the premises have
planning permission for use as a
dental surgery
• obtaining buildings regulations
consents for any works that may
be required to the property
• planning restrictions
• the condition of the buildings
• if the premises comply with
Health & Safety regulations and
Care Quality Commission requirements
• if they are accessible to disabled
patients and employees
• the visibility of the premises
from the main road to maximise
passing trade
• parking and transport links
• utility charges, waste collection
and business rates
• opportunities to expand the
premises, if required
A key decision will also be
whether to buy or rent and much
will depend upon your financial
situation. You will need to make
sure that the premises are suitable for you if and when the practice grows. Owning a commercial
property is a good investment as
it can give your business stability
and you will acquire a capital asset. You will also have flexibility
of the repair and decoration of the
property. However it is a big financial commitment as you may need
to take out a mortgage to finance
the purchase and in most cases,
you will need to finance the initial deposit yourself which means
that monies that could be used for
starting up the practice will be diverted to the property.
Leasing a property will obviously tie up less capital at the start
as the upfront costs for leasing are
less than purchasing a property
(providedyoudonotpayapremium
for the lease). However, a Lease
can be an onerous document and
it is advisable to obtain specialist
legal advice to negotiate the terms
oftheLeaseonyourbehalftoensure
they meet your requirements.
Care also needs to be taken to
ensure that the new business does
not burden itself with a premises
arrangement that makes it difficult for other colleagues to join, or
“buy into” the business. DT

About the author
Puja Patel is a
member
of
the
Commercial Team
at Lockharts and
works primarily in
advising
dentists,
dental care professionals and dental
corporate bodies on the commercial
aspects of dentistry.

[19] =>

United Kingdom Edition

January 28 - February 3, 2013

Money Matters 19

Timing is everything when selling your practice
Martyn Bradshaw explains why the timing of your practice sale is key

often see principals approaching retirement by reducing
their workload in the years
prior to the sale of their practice.
Nice idea, but the winding down
period can hurt your pocket twofold, with reduced income and reduced sale proceeds.
NHS practices
Although your practice will have
a regular income from your NHS
contract it is important to ensure
that the UDA target is met, otherwise you risk the possibility that
the NHS contract is reduced, especially where there has been a
shortfall year on year. As the NHS
contract is unlikely to be reinstated this could arguably be more of
a concern than just a dip in your
income before retirement.
Private practices
Purchasers (and their lenders) are
likely to only pay a price based on
the valuation at the time of the sale.
Where there has been a reduction
in income in the years running
up to the sale, crucially purchasers will consider the final year as
a basis. There may also be concerns if where the trend illustrates
reducing income, especially in
the current economic climate. This
may lead a purchaser to offer a
lower price and/or put more
strenuous clauses in the sale/purchase contract.
Valuations
The valuation methods used
commonly take into account the
income levels of the practice
whether by turnover or a multiple
of the profitability. A reduction in
turnover will clearly have a direct
impact on any valuation based
on turnover. However the more
commonly used calculation, now
based on a multiple of the profit
(known as EBITDA), will be impacted upon even more so, by reduced fee income. This is because
overheads are generally fixed.
The end result is that (lower)
profitability is multiplied to give
an even bigger price differential.
What are your options?
If you are seeking to reduce your
workload then there are a number of options to ring-fence the
value in your practice.
• Employing associates to undertake the proportion of your output you wish to reduce, is one of
the most common and preferred
routes. This helps keep turnover

About the author
Martyn Bradshaw
is an experienced
dental
practice
valuer and practice sales agent.
He is a director of
PFM Dental, one of
the leading dental
practice valuations and Sales in the
UK. Martyn can be contacted on 0845
2414480. Visit www.pfmdental.co.uk
for further details.

at the same value. Although profitability will dip due to the cost of
the associate this can be ‘added
back’ when assessing the practice for sale; i.e. your purchaser
can assess profitability without
this associate in situ. Great care
needs to be taken when negotiating the split of income here. A
note of warning- a newly quali-

fied associate may not produce
the same level of gross fees as
you do within the same timescale
and this should be monitored very
carefully.
• Sell earlier than intended.
Where your practice is a multichair practice we experience
more dentists selling their practice a few years prior to retirement

and continuing on as an associate. This allows you to continue
undertaking the dentistry but lose
the administrative burden. Your
sale contract can include the requirement to keep you on as an
associate. It also ensures that the
sale price achieved is based on the
gross fees before you start reducing your hours. Flexible retire-

ment is now a well trodden path.
It is encouraging that practices
we bring to market often have a
sale agreed in a very short space
of time however the legal work
takes on average six months from
start to finish. In summary, if you
are contemplating retirement early planning is required. DT

[20] =>

20 Money Matters

United Kingdom Edition

When it’s time to buy, or sell, a practice
Ray Goodman looks at some things to consider

T

here is much to be considered when buying or
selling a practice and
professional legal advice will
always be beneficial when it
comes to negotiating terms or
drawing up a contract. With the
right know-how a transaction
can be made simpler and all the

more likely to succeed.
There are a number of ways
to own a dental practice, each
with legal, financial and clinical
responsibilities. Sole ownership
means more responsibility, in
the event of a liability default the
principal’s personal assets will be

at risk. A partnership is also quite
common; this can be agreed between any number of partners
who jointly own and operate the
practice and liability is shared. A
partnership agreement is drawn
to agree the obligations and entitlements of the partners between
themselves. Liability of partners

to third parties is however joint
and several, which means in the
event of a claim against the partnership a claimant can recover
from any or all the parties.
A dentist buying shares in a
limited company becomes a part
owner of the company but not

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Any problems further down
the line can derail a proposed sale,
so it is important to clarify what is
being sold. A sales memorandum
called a Heads of Agreement or
Heads of Terms is often drawn up
to define the basic terms and to
ensure that the parties are agreed
as to the fundamental terms before expense is incurred in the
sale process. Generally speaking
Heads of Agreement will not be
legally binding though; it can be
expressed that some provisions
are and if not properly worded
they can create binding obligations, so it is important to have an
experienced dental lawyer review
such terms before they are agreed
upon and signed.

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necessarily a director with the
means to influence its policies or
operations. Limited Liability Partnerships (LLP) differ from traditional partnerships as they limit
the personal liabilities of the partners. An LLP is a legal entity in its
own right in the same way that a
limited company is and the business operates along similar lines
to that of a limited company. To
an extent an LLP has some of the
benefits of a limited company and
of a partnership. If a practice is
already owned by a limited company it may be that the only option
is to buy the shares. This is a more
risky and expensive transaction as
the buyer will take the company
with all of its liabilities including
historical tax issues, so it is crucial
that the buyer has expert advisors
who can carry out due diligence
both against the practice and the
limited company and safeguard
the buyer from any future claims.
Many dentists share premises
and common practice expenses,
such as reception staff etc. With
each practitioner responsible
for an agreed proportion of the
expenses, the individual practitioners will each own their practice but share other income and
expenses on a pre agreed basis.
This should be documented in
an expense sharing agreement
to avoid dispute and to provide a
procedure to deal with the situation should one of the expense
sharers die or wish to retire from
the practice.

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The sale and purchase contract is the definitive agreement
between buyer and seller, once
signed and exchanged by both
parties it is a legally binding document. All practices and deals are
different, so the structure of sale
and purchase agreements will
vary. At the outset the contract
will name the parties to the sale.
The full details of ownership and
addresses of every participant in
the transaction will be recorded,
the core of the agreement is the
description of the assets and how
they will be paid for.
Warranties given by the seller
(such as the condition of its assets) regarding the state of the
practice should be included in the

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[21] =>

United Kingdom Edition

agreement and an experienced
dental lawyer will tailor these to
cover any issues arising from due
diligence. The terms under which
the buyer assumes responsibility for any inherited liabilities will
also be detailed, along with provisions relating to the transfer of
contracts including PCT contracts,
apportionments of private and
NHS work in progress and a myriad of other matters. All of which
are designed to provide certainty
to the parties and thus avoid any
problems post completion.
A potential buyer must have
access to the necessary funding
before entering into a binding
agreement. Fortunately dentistry
is still seen as a relatively low
risk investment area for lenders
and even in today’s climate many
banks are still happy to provide
loans to dentists. Though, the
lender will not usually sanction
the release of purchasing funds
prior to the transfer of ownership
being completed. The buyer must
therefore be aware that he or she
may have to cover any transaction
costs that may occur early on such
as a deposit.
Due Diligence should be conducted on behalf of the buyer; this
is when the lawyers request information about and consider all aspects of the practice. This is done
to check that there are no issues
that are likely to affect the value
or operation of the practice in the
future; this will cover matters like
property title and rights of any occupiers of the premises. Compliance with GDC guidelines and
DoH regulations will be taken in to
consideration. As will conformity
with all regulatory regimes such
as CQC, environmental law and
Ionising radiation regulations etc.
An important detail of Due
Diligence is the inspection of the
accounts; buyers will need to be
aware of any previous errors by
the seller. Though under no obligation to give information not
requested by the buyer, the seller
should answer questions truthfully and fully. Failure to do so
could give rise to a claim for damages on the grounds of misrepresentation or breach of warranty if
loss is sustained by a borrower as
a result of any error or omission.
The responsibility is therefore
firmly on the practice purchaser
to perform due diligence with the
utmost attention to detail to safeguard his own interests.

About the author
Senior
Partner
Ray Goodman is
a Member of the
Association of Specialist Providers for
Dentists
(ASPD),
legal member of
NASDA (National
Association of Dental Accountants)
and included on the BDA list of recommended dental solicitors. He has a
comprehensive understanding of the
commercial and professional objectives of Dental Practices, along with l
the relevant legal requirements.
Contact Ray Goodman 0151 707 0090,
email rng@goodmanlegal.co.uk or visit
www.goodmanlegal.co.uk

Rarely will buying a practice
not involve the acquisition of its
premises, either on a freehold
or leasehold basis. Typically,
freehold is the less complicated
of the two, it can however occur that the property is subject
to an outstanding mortgage, or
is the security for a loan. In this
case the buyer’s solicitor needs
to make sure such liabilities
will be discharged prior to or on
completion of the transaction.
With

leasehold

premises,

January 28 - February 3, 2013

there are two further fundamental factors to consider; how long is
left on the lease and whether the
current holder has the consent
of the property owner to transfer.
Finance providers will in many
cases need to take a mortgage
over the lease and may require
a minimum of fifteen years and
evidence of continuing security of
tenure. If a new lease is to be arranged, the incoming tenant will
often be responsible for maintenance and repairs, so the buyer’s
solicitor will need to negotiate the

Money Matters 21

best form of repairing covenant to
safeguard his client against future
claims. Planning issues will also
need to be checked.
Once securing your practice,
the worst-case scenario is to discover that the seller has set up
shop just down the street and
has taken 90 per cent of his patients with him. To avoid this, a
buyer can seek the insertion of
a restraining clause in the sales
agreement which will prevent the
outgoing dentist from establishing

another business locally, within a
designated time frame. Flexibility
will be expected to reach a geographic solution that suits both
parties. If the restraints imposed
upon the seller are deemed by a
court to be unreasonable having
regard to the circumstances of the
case they will not be enforceable.
Transferring ownership of a
practice can be a complex process, a specialised dental lawyer
will help make it easier and reduce risks involved. DT

[22] =>

22 Money Matters

United Kingdom Edition

January 28 - February 3, 2013

An associate’s guide to practice purchase
David Brewer advises assocates
How they must look enviously at their colleagues who
purchased practices in the early
to mid-2000s when it seemed
the banks would lend to anyone simply because they were a
dentist... asking very few questions and making available the

full asking purchase price by
way of loan - quite often at rock
bottom rates.
As we all know the financial
world has now changed somewhat...

GOLD
THE GOLD
STA
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STANDARD
PR ACTICE
IN PRACTICE
SA LES A
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SALES
AND
PURCHASES
PURCH ASES

mind corporation 020 7610 0300

sociates we deal with aspire to
s we move into the new
become practice owners, possiyear many resolutions
bly as a result of logical career
will have already been
progression or simply to protect
broken but from past experitheir own position and to be in
ence we know associates who
control as they see their income
have made a resolution to buy
share percentage reducing.
a dental practice are not easily
fta-ad-evaluation_Andrew_amends:Layout
1 16/08/2012 17:27 Page 1
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Frank Taylor & Associates
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30/10/2012 13:03

The banks are now taking
a much more critical approach
to any finance requests and will
review in depth all aspects of
any proposal.
The bank’s main focus
nowadays is on the individual
(or individuals) looking to buy
the practice and it is essential
therefore to ensure you present
yourself in the best possible
terms to the bank in question –
with particular attention given
to three areas.
Your CV
The bank WILL ask for this. Ensure your CV is fully up to date
– include all positions worked
from VT onwards and try to
avoid any gaps in employment/
working history. Include any
specialism/additional qualifications and having worked both
Private and NHS at a number
of practices will be viewed as a
good thing. Highlight also any
managerial or staff responsi-

‘It is a big jump
from being an associate to a practice owner and the
bank will need the
confidence you can
take this step’

bilities you may have undertaken especially if you have any
separate business qualifications
and/or family friends who do.
It is a big jump from being
an associate to a practice owner
and the bank will need the confidence you can take this step.
Track Record / Earnings
Most banks would now expect
any applicant to have worked at
least TWO years as an associate
in the UK before any lending for
practice purchase can be considered.
It is essential that your financial accounts are kept as up
to date as possible as these will
form a key part of any lending
assessment - with the banks
looking closely at prior GROSS
earning (before current principal) as a guide to what you could
achieve as practice owner. For
example. if you gross £100K as
associate (take home say £40K)

[23] =>

United Kingdom Edition

but looking to acquire a practice
where current owner grosses
£250K this may be considered
too big a jump – unless you can
reasonably explain why...
Deposit / Contribution
The banks will certainly be
looking for any prospective purchaser to put a deposit down
towards any new purchase. The
banks would prefer cash but
WILL consider equity in property as a quasi-contribution – but
be prepared as banks may not
consider your property asset to
be worth as much as you think.
For security purposes they will
tend to place a ‘security’ value
of somewhere near 70 per cent
of open market value on the
property – so once discounted
by this figure – less an existing
mortgage there tends to be no
equity left).

The banks ARE still lending
for practice purchase and the
dental sector is viewed by them
as relatively low risk - which is
great news for prospective purchasers.
HOWEVER it is essential
your application is presented
in the right manner to the right
person at the right bank. Simply
walking in to your local branch
will not achieve the right result
– and could go against you if the

January 28 - February 3, 2013

local manager does not understand the profession and says
‘no’. Once you receive a ‘no’ it is
then extremely difficult to overcome this.
ALWAYS engage the services
of an independent specialist to
work on your behalf (we currently have access to eleven
banks who are actively lending
to the dental market) – who
will package the proposal in a
manner which will satisfy the
bank’s credit criteria (all banks

Money Matters 23

have slightly different requirements) and ensure you are personally introduced to a number
of the specialist dental divisions
of these banks - by involving
more than one bank a degree of
competition can also be generated to ensure more competitive
terms secured
Remember that you only get
one chance to make a first impression with the Bank which
is crucial in today’s market for
raising Practice finance - make

sure you get it right... DT

About the author
David
Brewer
Head of FT & A Finance has worked
in the health care
sector for over 20
years and is responsible for securing many millions of pounds for
the dental profession to enable practice purchases.
For more information David can be
contacted on 07817 758548 or email
david.brewer@ft-associates.com

For example: a house with a
value £500,000 and a £300,000
mortgage.
Banks would value at 70 per
cent of £500K less the mortgage leaving ‘security’ value of
£50,000 (somewhat less than
the true equity of £200,000).

Made in
Great Britain

As a rule of thumb 20 per
cent contribution is required by
the banks, however in certain
cases 10 per cent can be considered (and the banks are often
happy to include a contribution – cash or property - which
is gifted from family –a common
way for purchasers to get onto
the practice owning ladder).
TOP TIP...
BUY YOUR
PRACTICE
FIRST
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HOUSE SECOND - your deposit can be put towards the practice purchase. Once you have

‘Once you have the
practice you would
expect to earn more
than you would as
an associate - you
should then be able
to accumulate savings at a faster rate
which will then
enable you to put a
deposit down for a
larger house’

In most cases you would
earn more pound for pound
purchasing a dental practice
than investing in property.

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the practice you would expect to
earn more than you would as an
associate - you should then be
able to accumulate savings at a
faster rate which will then enable you to put a deposit down
for a larger house.

The latest must have ...

[24] =>

24Practice Management

United Kingdom Edition

January 28 - February 3, 2013

Turn your good practice into a
great one – part one
This new series by Jacqui Goss takes you on a journey toward perfection!
• step four, a patient is dealt
with according to whether
they are new or existing
• step five, a patient receives
clinical assessment or treatment
• step six, the recommended
course of action is discussed
with a patient
• step seven, a patient is dealt
with according to the agreed
course of action
• step eight, feedback is obtained from the patient
It doesn’t end there, of
course, as the feedback should
be one of the things that influence changes and enhancements to step one and the rest
of the journey.

A journey of 1,000 miles starts with the first step

H

appy New Year! So, is
2013 when you’ll develop your good dental practice into a great dental
practice? I hope so because
that’s what my new series of
articles should help you to do.
In a further nine instalments
I’ll run through everything
from telephony excellence to
patient satisfaction and systematic follow-up to instinctive marketing.
Don’t misunderstand me;
this is not a series of masterclasses. Far be it from me to
claim virtuosity. What I do
have are years of experience
in retail management followed
by more years in dental practice management and business development. Currently,
I’m racking up the years in
practice management consultancy – meaning I get to visit,
assess, advise, help and mentor a lot of dental practices.

formation, suggesting ideas
and explaining what does and
does not work. You don’t need
to do everything or even anything I suggest. You may take
a contrary view and choose a
different course of action. At
the very least, I hope my articles help you think, help you
assess where you and your
practice are along the development continuum and help
you decide what steps to take.
Who was it that said: “standing still is not an option?” I
don’t know. But then none of
us knows everything, do we?

Together with the practice owner and practice team
we move things forward, improve the patient journey, attract more patients, increase
turnover and profits and make
the practice a happier, more
efficient place to work. The
key word in that sentence is
together.

While it’s true that a ‘journey of 1,000 miles begins
with the first step’, unless you
make that step in the correct
direction, you’ll so get lost!
With this in mind, the journey
from good practice to great
practice could usefully begin
with an audit. Aaargh! Stop
reading now... I’ve written the
a-word! Don’t worry I’m suggesting a back of an envelope
audit rather than a full-scale
Audit with a capital ‘A’. It
will be a quick assessment of
where you and your practice
are. Consider it a glance at a
map and the taking of a compass bearing to ensure your
first step is in exactly the right
direction.

This series will be me
sharing ideas with you, raising topics for you to consider,
recommending sources of in-

You can do it solo or
in conjunction with your
associate(s) or practice manager but I strongly suggest

you involve your whole team.
Not only is their cooperation
and support going to be vital
during the development of the
practice but also they see and
know things that you and senior staff don’t.
On the basis that developmental action is best done if
it’s fun, I suggest you set the
tone from the start. So, for the
next team meeting, ask each
member of staff to bring along
an envelope. As an aside, you
may wish to note those who
come with a used one rescued
from the paper recycling bin
(positive Brownie points) and
those who bring a brand new
one taken from the stationery
cupboard (negative Brownie
points). Say you wish to conduct a back of an envelope audit of how good the practice is
and then join your staff writing down very broad headings
such as: premises, marketing,
appointments, ambience, inhouse communication, dealing with complaints and so on.
Start the ball rolling and
then take suggestions for
headings from team members
– until you have about ten or
a dozen. Now ask everyone
to rate the practice from one
(poor) to 10 (brilliant) against
each heading and do so yourself. You should encourage
quick
personal
responses
without debate or discussion.
Collect the envelopes and

look at the ratings after the
meeting. If one or more headings have been marked low
(especially by more than one
person), you’ll need to bottom
out what the problem(s) is/are
and work out how to resolve
it/them as a priority. For ideas
and assistance you can access
my previous Dental Tribune
articles here: http://www.dental-tribune.com/printarchive/
index/product/23
My guess is that if yours
really is a good practice, the
ratings should be above the
median value under all headings. So, which direction is
now appropriate for your first
steps toward dental practice
greatness? I suggest you follow the same route as I intend
taking with this series of articles – the patient journey. This
should also ensure you develop a (even more) patient-centred practice.
Without going into great
detail at this stage, I suggest
the patient journey comprises
the following stages:
• step one, a patient finds out
your practice exists
• step two, a patient makes
an enquiry and makes an appointment
• step three, a patient arrives
at the practice

Now, I fully appreciate that
I’ve not included some of the
terms, such as telephone excellence and instinctive marketing, which I mentioned
earlier. I’ve also apparently
left out topics such as administration systems, follow-up
procedures and PR. To my
mind, all these things should
flow from the patient journey.
For example, PR and marketing should relate to step one
in that potential new patients
need to learn of your existence
in the first place. Administration systems should support
how efficiently patients are
‘processed’ and should allow
for proper management of the
practice – they are not there
merely for their own sake or
just to give practice managers a headache when they go
wrong!
With each of my articles,
I’ll try to suggest further reading or research for you and
your team. This time, I recommend you buy or borrow The
7 Habits of Highly Effective
People® by Stephen R. Covey,
which is an excellent book for
focusing on specific ways of
thinking and acting to become
more effective. DT

About the author
Jacqui Goss is the
managing partner
of
Yes!RESULTS
dental
practice
management consultancy.
Many
practices
utilise
her knowledge and
expertise to considerably improve
their patients’ journeys.
Email: jacqui@yesresults.co.uk

[25] =>

Heavyweight
Heavyweight
Disinfection
Disinfection
(Justadd
addwater)
water)
(Just

Introducing Virofex,™ an innovative alcohol-free high level
Introducing
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Simply
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put one
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thewater
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■ Each super-concentrated 8ml cartridge of Virofex
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■ The lightweight cartridge refill pack is equivalent to
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■ aThe
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becontainer
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■ Virofex is highly effective against bacteria, fungi, TB,
Fill the system bottle with 500ml of clean cold water, place one cartridge into the
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withshown
Virofexthat,
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■ sprayed
Tests have
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Directory
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[26] =>

26 Product Spotlight

The harsh reality of some toothpastes

I

t’s the start of a new year,
a time when many want to
reinvent themselves, and
possibly emulate the “Hollywood smile” brandished by
many celebrities and TV personalities. As a result, you may
find that at the beginning of
2013 more patients will be ask-

ing, “How can I achieve whiter
teeth?”
It’s no secret that tooth
whitening is one of the most
popular types of cosmetic
treatment in dentistry; in fact,
a third of all cosmetic dental
treatment carried out involves

tooth whitening. This is unsurprising after a survey last year
revealed that nearly one in
five people (18 per cent) find
stained teeth a real turn off.
Consequently,
patients
may seek professional whitening to lighten the natural col-

our of their teeth, which have
become discoloured due to
smoking, drinking tea, coffee
and red wine, and/or eating
spicy foods. But, this can leave
teeth sensitive, and some patients may experience discomfort in the gums, a sore throat,
or white patches on the gum

Stain Removal Study Results
(UK*, 2012)

Product

% Stain removed following
5 minutes treatment

Beverly Hills Formula Natural Whitening Expert
toothpaste

91.8

PLMO/1 x 1158 Stain Removal (Beverly Hills
Formula Perfect White toothpaste)

90.8

Beverly Hills Formula Dentist’s Choice Gum &
Whitening Expert Sensitive toothpaste

88.9

Beverly Hills Formula Dentist’s Choice Gum &
Whitening Expert Sensitive toothpaste

87.9

Colgate Max White One toothpaste

74.9

Beverly Hills Formula Natural White toothpaste

72.5

Colgate Total Advanced Whitening toothpaste

60.3

Beverly Hills Formula Sensitive Whitening
toothpaste

59.6

Colgate Max White with Micro Crystals (Crystal
Mint) toothpaste

54.0

Oral B Pro-Expert toothpaste

53.9

Arm & Hammer Advanced Whitening toothpaste

52.3

Colgate Sensitive Whitening toothpaste

51.7

Pearl Drops Daily Whitening toothpolish

48.7

Water

48.2

Oral B Pro-Sensitive toothpaste

47.0

Sensodyne Rapid Relief (Mint) toothpaste

46.8

Sensodyne Repair & Protect toothpaste

46.6

Colgate Sensitive Pro-Relief & Whitening toothpaste

44.1

Pearl Drops Hollywood Smile Whitening toothpolish

42.9

Sensodyne ProNamel Gentle Whitening toothpaste

41.2

*UK leading Dental School

Advertising feature

line. Also, this procedure is
often considered an expensive,
private treatment.
Alternatively,
toothpastes
which lift stains and whiten
teeth in a cost-effective way,
are available. However, by the
same token, it can be misconstrued that patients need an
abrasive toothpaste to remove
stains.
Abrasion levels
All toothpastes contain abrasives; they provide the cleaning power needed to keep teeth
clean and help prevent gum
disease by removing plaque,
stains and debris. However,
highly abrasive toothpastes
can damage the teeth and
gums, and attack the enamel.
As tooth enamel is worn
away, the dentin beneath is
more visible and teeth become
more yellow in appearance.
Abrasive toothpastes can also
remove the lustre and polish of
porcelain veneers and crowns,

‘All toothpastes contain abrasives; they
provide the cleaning power needed
to keep teeth clean
and help prevent
gum disease by
removing plaque,
stains and debris.
However, highly
abrasive toothpastes can damage
the teeth and gums,
and attack the
enamel. ’
dulling an otherwise beautiful
smile; and can also cause teeth
to become sensitive. In the
most severe of cases, infection
and even tooth loss can occur.
When you are recommending a whitening toothpaste, it’s
important that it is a brand that
enables patients to achieve a
brighter, healthier smile without potentially damaging tooth
enamel.
Laboratory testing
Toothpaste abrasiveness is
measured by its RDA (relative
dentin abrasivity) value, and
any figure over 100 is considered to be “abrasive”. In July
2012, a USA-based independent testing laboratory tested
the abrasion levels of 15 toothpastes. The results confirmed

[27] =>

Product Spotlight 27
that Beverly Hills Formula’s
whitening toothpaste is less
abrasive than other leading
brands of both whitening and
regular toothpastes. In fact,
Beverly Hills Formula Total
Breath Whitening scored as
low as 90 on the Abrasivity Index Table, whilst some leading competitors have levels
as high as 138. Beverly Hills
Formula Perfect White scored
95; and Beverly Hills Natural
Whitening Expert, 99.

leading brands of whitening
toothpastes and toothpolishes
scored as low as 41 per cent,
a remarkably low percentage,
considering water alone removes 48 per cent of staining.
The brighter way forward
These results demonstrate
that removing stains caused
by tea, coffee, red wine or tobacco no longer requires harsh
abrasives or bleach. This new
generation of whitening tooth-

paste offers a more toothfriendly solution, helping patients to restore their teeth to
a natural white colour, quickly,
safely and effectively.
The Beverly Hills Formula
range also provides complete
gum and tooth protection,
which is, of course, of upmost
importance. As modern dentistry leans towards a more
prevention-focused approach,
you will now be encouraging

patients to take more responsibility for their oral health. As
well as encouraging regular
dental and hygiene visits, and
advising patients to avoid excessive consumption of teethstaining foods, why not also
encourage them to use oral
health products, which can be
used as part of an effective athome oral healthcare regime,
whilst also cost-effectively removing stains and whitening
teeth? For extra stain removal,

the toothpaste can be left on
the teeth for up to one minute
before brushing.
As a dental professional,
your recommendation carries considerable weight so
when patients ask, “How can I
achieve whiter teeth?” it’s important that you recommend a
toothpaste that can fulfil this
request, but in the most safest
and efficient way possible. DT

However, it is important to
remain aware of the fact that
the RDA value is often not included in the marketing or
promotional information sup-

‘so when patients
ask, “How can
I achieve whiter
teeth?” it’s important that you
recommend a toothpaste that can fulfil
this request, but in
the most safest
and efficient
way possible.’
plied with toothpaste products,
and many patients and even
some dental professionals are
unaware of what harm their
toothpaste could be causing.
To support these abrasion
results, an in-vitro laboratory
study found that Beverly Hills
Formula
whitening
toothpastes remove stains in just
one minute. Beverly Hills Formula Natural Whitening Expert toothpaste proved more
effective at removing stains
when compared with other
leading brands of whitening
toothpastes and toothpolishes,
with over 91 per cent of stains
removed over a five-minute
period.
Performed by a UK Dental School, the study aimed to
discover how effective various
toothpastes were at removing
dietary stains from Perspex,
compared to water. Other
products within the range also
scored exceptionally well with
Beverly Hills Formula Perfect
White toothpaste removing
nearly 91 per cent of stains and
Beverly Hills Formula Dentists’
Choice Gum & Whitening Expert toothpaste removing over
88 per cent. Meanwhile, other

Contact Information
For more information on Beverly Hills
Formula products please call +353
1842 6611, email info@beverlyhillsformula.com or visit www.beverlyhillsformula.com.
Twitter: @BHF_Whitening

Advertising feature

[28] =>

28 Industry News

United Kingdom Edition

BKH All Change
The
BKH
Group
of
Companies has made two
dynamic new senior level
appointments, promoting
Tim Caudrelier to Managing
Director and appointing
Dr Alex Jones as Clinical
Director. Formerly a Director
of Ician Ltd, Tim joined BKH
in March 2012 as Director
of Performance, bringing a
wealth of experience of performance and business coaching across the leisure,
spa and hospitality sectors. “It has been an exciting year building our team
and systems,” Tim says. “The feedback we’ve received has been invaluable in
defining our offer. I look forward to leading the development of our Coaching,
Partnership, Licensing and Education services, including the rapidly-growing
Same Day Smiles (SDS) division.” Dr Alex Jones is the principal of Yorkshirebased PDC Dental, and Business Development Director of SDS, a marketleading brand in implant dentistry. “I’m very excited about the new role,” he
says. “I’m looking forward to taking the experience I’ve gained from running
two successful practices and helping dentists to realise their potential and be
as successful as they can be.”
For more information about BKH please call 0161 820 5466 or
email Al Kwong Hing at al@bkh.co.uk, Chris Barrow at chris@bkh.co.uk
or visit www.bkh.co.uk

PROBLEM FREE COMPRESSED AIR
Dental Air Services the leading supplier of Oil free compressed air packages
within the dental industry would like to introduce their “AIR CARE ADOPTION
PROGRAM”.
Dental Air Services have extended their service support packages to all makes
of existing compressors.

The London Tooth Wear
Centre invites you to visit
The London Tooth Wear
Centre is delighted to open its doors to dental colleagues for a series of
exclusive referral evenings. Each evening provides an opportunity for just
a few visitors to meet the team, gain an hour of verifiable CPD in an update
on tooth wear and discuss how we can support you and your patients. The
London Tooth Wear Centre is a specialist referral practice in Central London
offering an evidence-based approach to managing tooth surface loss. Led by
Professor Andrew Eder, Specialist in Restorative Dentistry and Prosthodontics,
the Centre was established in response to an increasing number of patients
presenting with tooth wear. Professional help is available at The London Tooth
Wear Centre® for consultation and treatment planning advice only or for
comprehensive management of your patients’ tooth wear.

Prestige Medical announces new
partnership agreement with The
Dental Directory
Prestige Medical is pleased to
announce that a new partnership agreement has been reached with The Dental
Directory.

Referral evenings are scheduled for: • Tuesday 12 February 2013 at 6.30pm •
Tuesday 12 March 2013 at 6.30pm • Tuesday 9 April 2013 at 6.30pm
For further details and to book onto one of our referral evenings, please visit
www.toothwear.co.uk, email info@toothwear.co.uk or call 020 7486 7180.
Spaces are offered on a first come, first served basis.

For a fixed monthly costing Dentalair will adopt your existing compressor
onto service and support package. Following the first service visit all necessary
documentation will be issued to satisfy the HSE legal requirements for regular
servicing.
Air Qualities will also be tested whilst servicing and if appropriate certification
will be issued to comply with NHS HTM2022/1 which will also satisfy any CQC
inspection concerns.
For further details of the Service Support packages contact 0800 975 7530 for
an instant quotation
www.dentalair.com info@dentalair.com

January 28 - February 3, 2013

Automix Self-Adhesive Luting
Cement from GC UK
G-CEM is now available in an
automix presentation. The new
dual-chamber cartridge saves time
on mixing and applying the product,
while the innovative chemical
formula with specific adhesive
monomers ensures that dental
restorations are more securely fitted
and will last longer.
G-CEM is a dual-cure self-adhesive universal resin cement designed for
adhesive luting of all-ceramic, metal or composite indirect restorations. With
CAD-CAM and metal-free restorations becoming so popular, G-CEM was
developed with the aim of combining improved handling and self-adhesion of
conventional cements with the superior mechanical properties, adhesion and
aesthetic qualities of resin cements.
Ensuring a high bond-strength to enamel in both self-cure and light-cure
modes, GCem guarantees perfect bonding every time. There is no preconditioning on either the tooth or prosthesis and with a high fluoride release;
secondary caries are no longer a concern.
For further information please contact GC UK on 01908 218999

The Dental Directory is the UK’s largest wholesale dental dealer, well known as a
one stop shop with a catalogue of over 27,000 products that cater to all dentists’
needs. Prestige Medical is a market leading manufacturer of equipment, with a
range of innovative products designed to reduce the cycle times of the dental
decontamination process.
Both companies are now able to offer their customers the latest decontamination
and sterilization products, an exceptional standard of customer service and
technical support, all at extremely competitive prices.
Christine Bowness, Sales & Marketing Manager at Prestige Medical said: “We are
delighted with our new partners in DeconTEAMination, The Dental Directory.
We look forward to working together to provide dental practices with the many
advantages of choosing Prestige Medical and The Dental Directory products.”
More information is available from Prestige Medical direct by calling 01254 844
103 or email to sales@prestigemedical.co.uk

Sident Dental Systems
Over 30 years experience with
Sirona products
With over 30 years experience of
working exclusively in partnership
with Sirona, to promote the world’s
premier brand of high tech dental
equipment and support their
many loyal customers, when you
buy Sirona Equipment from Sident
Dental Systems you not only get
the best price and exclusive Special
Offers, but you also get access to the best sales support in the UK! Sirona
Specialists, Sident Dental Systems offer the choice from the complete range
of Sirona Treatment Centres, 2D and 3D digital and film based x-ray apparatus
– including the very latest Orthophos XG 3D digital panoramic machine, their
extensive range of Sirona handpieces, and auxiliary items including SiroLaser,
SIROEndo and DAC sterilisation units. Wherever possible potential clients are
invited to visit The Courtyard, Sident’s state-of-the-art training and showroom
facility in Chertsey, where they will be able see the complete product range in
action. Finally Sident will undertake a complete Project Management Service,
including installation and post installation service support, to enable these
dreams to become reality.
For further information call Sident Dental Systems on 01932 582900 or email
j.colville@sident.co.uk

OXYjet
The needle free cosmetic treatment
that improves patients smiles and your
“bottom-line” too!
OXYjet UK’s NEW OXYjet LEO De Luxe is the
state-of-the-art cosmetic therapy which will
delight your patients and Accountant. It is the
entirely painless, safe, needle-free and “green”
alternative to Botox and similarly invasive
cosmetic treatment options. The OXYjet
LEO De Luxe enables Dental Practices to offer their patients the complete
range of cosmetic therapies (wrinkle reduction; lip profile enhancement;
irregular skin pigmentation, age spot and acne removal etc) without any of the
complications associated with Botox etc. Mobile and easily moved between
Surgeries and even Practices, the extremely patient-friendly OXYjet LEO De
Luxe can be used easily by any member of the Dental Team ( Dentist, Therapist,
Hygienist, Dental Nurse or Beauty Consultant specifically employed for the
purpose) to deliver its patented pulsed oxygen cosmetic treatments. Costing
just £10,000 it will enable the Practice to add over £ 100,000 or more to the
“bottom-line”. To supplement the benefits of the OXYjet LEO De Luxe, OXYjet
UK also offer an extensive range of skin care products, including Beauty-Tox
and INtact.
Clinical demonstrations available upon request. For further information
telephone OXYjet UK Ltd on 01775 722243, email enquiries@oxyjetuk.co.uk
or visit www.oxyjetuk.co.uk

Discover the Secret
Wonders of India
As a culturally and
financially diverse country,
India is home to many
secret wonders, and the
AOG is offering you the
opportunity to discover
them.
On 5th April this year, AOG
volunteers will be flying
out to Delhi in Northern India to begin the trip of a lifetime. After attending
the Clinical Innovations Conference in Dehli, volunteers will have the option to
choose between two available trip extensions. The two available tours include
visits to the Temples in Khajurado, the earthen lamps of the Aarti (prayer)
Ceremony at the Ganges, the Dutch Palace, the Santa Cruz Bastilica, and the
tea plantations in Munnar. One of the extensions also includes an experience
of Kumarakom’s renowned houseboats, cruising through the complex network
of the spellbinding backwaters of Kerala. The AOG is dedicated to helping
less fortunate people around the world, and already provides and supports
educational and medical centres in India, Sri Lanka and Tanzania. If you want
to get involved and really experience how different communities live, contact
the AOG today.
For more information about the AOG, or on any of the upcoming charity tours,
please visit www.aoguk.org

Alex Amery orders first CEREC® Omnicam
in the UK
Alex Amery from A J Amery & Associates Ltd,
Buntingford, ordered the first powder-free
CEREC® Omnicam in the UK from Ceramic
Systems, the UK CEREC® Specialists, before
it was even officially launched! The CEREC®
Omnicam enables continuous data acquisition
for the generation of full colour 3D virtual
models of single teeth, quadrants and full
arches. Powder-free, it saves time and eliminates the inconvenience associated
with the powdering stage. Simply by sweeping the slim-line camera over the
desired area it generates full colour natural shaded 3D virtual models, which
can be used to counsel patients’ to create a desire for additional treatment or
production of CEREC® restorations via a milling unit. Used in combination,
the CEREC® Omnicam and CEREC® System enable Practices to cut down their
Laboratory Bills by up to 90%. With over 30 years experience of working
exclusively in partnership with Sirona, to promote the world’s premier brand of
high tech dental equipment and support their many loyal customers, when you
buy CEREC from Ceramic Systems you not only get the best price and exclusive
Special Offers, but you also get access to unrivalled sales support.
For further information contact Ian Pinner on 01932 582905, e-mail i.pinner@
ceramicsystems.co.uk or visit www.ceramicsystems.co.uk

UnoDent Resin Mirror Handles – Stronger, Safer, Simpler
Designed for optimum performance, UnoDent Resin Mirror Handles are made
from an improved material that is lightweight, strong and more tactile. The
material is non-slip which ensures a firm grip and maximum control throughout
treatment.
User comfort is also considered as UnoDent Resin Mirror Handles are
ergonomically designed so that the user has a comfy grip of the implement and
doesn’t run the risk of developing an RSI. UnoDent Resin Mirror Handles make
abiding to HTM01-05 guidelines simple, as they: • Are autoclavable up to 134°C
• Can be put through a washer disinfector
• Have a stainless steel insert for the mirror heads
UnoDent Resin Mirror Handles are also conscious of user safety and are made
from a latex-free material that makes them safe for anyone who is sensitive to
latex to use. Available from The Dental Directory, UnoDent Resin Mirror Handles
come in eight colours including black, green, red, white, blue, pink, aqua and
ice blue.
For more information, contact The Dental Directory on
0800 585 586, or visit www.dental-directory.co.uk

A CEREC Date for Your Diary – March 21st 2013
A free webinar will take place on Thursday 21st March at 7.30pm hosted by
Dr John Moore. He will explain how CEREC is used by around 40,000 dentists
worldwide to create beautiful posterior and anterior restorations both in the
surgery and in conjunction with their technicians.
The financial advantages of CEREC will also be explained so you will understand
how CEREC dentists use the technology to build their practices. The webinar
will show viewers the ease of use and clinical advantages of this most flexible
of restorative tools, and why patients love this technology.
Dr John Moore is a private GDP from Plymouth in Devon who uses CEREC for
all his cosmetic smile makeovers, as well as single and multiple unit restorative
projects.
A great fan of the recent CEREC software revolution and material developments,
John feels that all cosmetic orientated practices can now learn high quality
CEREC cosmetic techniques with ease, and benefit clinically and financially. His
style is to teach practical advice and working techniques for busy practitioners
who wish to embrace the advantages of digital dentistry.
To reserve your free place visit www.dentalwebinars.co.uk or further
information please contact Sirona directly on 0845 071 5040

Become a part of the AOG Family
Dentistry can be a stressful business
at times, and the build-up of anxiety
can soon affect your work. While
it’s important to have time away
from the practice to relax, this can
be equally as challenging to do
in addition to family and other
personal commitments.
In response, the AOG provides an extensive network of support for all its
members. Bringing together like-minded professionals, the AOG runs various
activities and events throughout the year, giving you time to enjoy with the
whole family while staying up-to-date with your profession. Whether it is
the Summer BBQ, the Annual Ball or a Sports Day, you have the opportunity
to gain the encouragement and advice you need from some of the most
experienced practitioners in the industry. The AOG also has a huge charitable
aspect, supporting several sustainable projects around the world and helping
less fortunate communities stand on their own two feet. As a member, you
will also be entitled to a host of other benefits including invites and discounts
for the Clinical Innovations Conference and special rates with Dental Directory.
For your chance to be a part of something and help Work Towards The Greater
Good, join the AOG today, for free.
For more information about the AOG and upcoming events, or to join, please
visit www.aoguk.org

[29] =>

United Kingdom
Kingdom Edition
Edition
United

Sident Dental Systems
Over 30 years experience
with Sirona products
With
over
30
years
experience of working
exclusively in partnership
with Sirona, to promote the
world’s premier brand of
high tech dental equipment
and support their many
loyal customers, when you
buy Sirona Equipment from
Sident Dental Systems you not only get the best price and exclusive Special
Offers, but you also get access to the best sales support in the UK! Sirona
Specialists, Sident Dental Systems offer the choice from the complete range
of Sirona Treatment Centres, 2D and 3D digital and film based x-ray apparatus
– including the very latest Orthophos XG 3D digital panoramic machine, their
extensive range of Sirona handpieces, and auxiliary items including SiroLaser,
SIROEndo and DAC sterilisation units. Wherever possible potential clients are
invited to visit The Courtyard, Sident’s state-of-the-art training and showroom
facility in Chertsey, where they will be able see the complete product range in
action. Finally Sident will undertake a complete Project Management Service,
including installation and post installation service support, to enable these
dreams to become reality.
For further information call Sident Dental Systems on 01932 582900 or email
j.colville@sident.co.uk

5 Years Reassurance
Dentists looking to purchase new Treatment Centres
have a wealth of choice before them and in the
current climate, additional costs for service and
repair may be a key factor in the decision making
process. Takara Belmont are so confident in the
quality and reliability of their products that they
offer an unrivalled FREE 5 year extended warranties
on their Chairs, Units and Operating Lights. With a
reputation for reliable products, the company feels
that offering the extended policy will give customers
confidence in the product and offer additional peace
of mind. Stephen Price, Director said, “Having taken the time to research what
equipment is most suitable for their practice, it’s reassuring to know that their
choice is covered under the terms of the manufacturer’s warranty. Our chairs
are one of the most popular choices for dental teaching hospitals, with over
250 treatment centres in Guy’s hospital alone.” For full details on their warrant
policies, please contact Takara Belmont directly on 020 7515 0333.
For more information on this release please contact:
Michelle Hurd, AB Communications, Tel: (020) 8399 6730,
E-mail: michelle@ab-communications.com

January 28
21-27,
2013 3, 2013
January
- February

A CLASSIC FOR IMPLANT HANDPIECES
The Sirona T1 Classic handpieces are
manufactured from high-grade titanium
to provide a smooth, robust and extremely
balanced instrument ideally designed for
implant surgery. The fibre optic light guide
provides optimum illumination with
25,000 lux output for visualising every
area within the operating site.
Together with the SiroTorque L electric
motor, the Sirona Classic 24:1 implant
handpiece allows you to provide all
necessary treatment for implantology with just one handpiece. Coolant is
delivered directly to the operating site with the Kirschner/Meyer principle for
optimum treatment with irrigation.
Noise levels for the Classic implant handpiece have been reduced giving less
stress to user and patient whilst treatment is carried out. The smooth titanium
surface is free of all potential dirt traps making the handpiece easy to repeatedly
clean and sterilise in an autoclave at up to 135ºC.

For more details please contact Sirona Dental Systems Ltd: 0845 071 5041
info@sironadental.co.uk

Service that Counts
If you are setting up your own
dental practice, there is a long list
of different elements to consider.
When it comes to the actual
premises, you must be sure you
are working with the best in the
business to design and furbish
your new practice. Tavom is widely recognised as one of the worldwide leading
manufacturers of dental cabinetry. Supplied by RPA Dental, you can trust the
experts to help you through the entire process from design to installation.
Dr Ghasoon Smith from Bexton Dental Care in Cheshire was delighted by the
service she received. “It was obvious from the outset that RPA Dental were the
right choice and their professionalism, adaptability and attention to detail was
exemplary,” she says.
“Throughout the process from planning to completion, RPA Dental’s advice and
guidance enabled us to create a state-of-the-art practice. I cannot recommend
them enough for the way in which they have handled the project, delivered on
time and their continuing involvement following completion.”
For more information call Tavom UK on 0870 752 1121 or visit the Tavom website
www.tavom.com. For RPA Dental on 08000 933975, or visit www.rpadental.net

SDI Poladay and Polanight
Poladay and Polanight
from SDI are two cosmetic
whitening systems that will
help your patients achieve
a whiter and healthier smile.
Both Poladay and Polanight:
• Are pH neutral which
ensures the full release
of the peroxide without
patient discomfort • Have a
high water content which
reduces dehydration • Contain desensitising agents • Have a long lasting fresh
spearmint taste • Incorporate special additives that minimise plaque formation
This makes both systems mild enough to ensure complete comfort
throughout use. The main difference between Poladay and Polanight lies in
the active ingredients that are used to bleach the teeth. Poladay uses hydrogen
peroxide which is faster working, for a quicker treatment. Polanight however,
utilises carbamide peroxide which is a slower acting chemical that will provide
a gentler whitening process. The Dental Directory is offering its customers a
free box of SDI’s Poladay or Polanight for every three boxes ordered. A mild,
but effective cosmetic whitening system, Poladay and Polanight will help your
patients to achieve a white smile that gives them confidence.

Free next day delivery on all
orders from The Dental Directory.
The Dental Directory offers a
fantastic variety of over 26,000
products, ranging from sundries
to equipment and furnishings.
The Dental Directory’s team of
enthusiastic and knowledgeable staff are always happy to solve any questions
or queries they may have about any product. With free next day delivery
as standard, The Dental Directory is known for its commitment to ensuring
complete customer satisfaction on every order.
Stacey Hugall, Practice Manager of Burgess Hyder Dental Group in Ferryhill,
County Durham says:
“We have been using The Dental Directory for over 15 years and they are very
competitive when it comes to both price and the quality of the goods they sell.
Orders arrive the next day and all deliveries are free of charge, no matter how
small the order. We have a very good local rep who is always willing to help with
anything needed. We have always received a very good service and will continue
to use them.”
For more information, contact The Dental Directory on
0800 585 586, or visit www.dental-directory.co.uk

Encouraging good oral health from the start
with Spry
Several studies have now proven xylitol to be
a highly effective tool against tooth decay in
children.
Made-up of a unique 5-carbon sugar alcohol
structure, xylitol inhibits the metabolisim of
a number of pathogenic bacteria including
Streptococcus mutans (S. mutans), which have
been proven to cause the formation of plaque
on teeth. With 40% less calories than normal
sugar, xylitol also encourages a healthy diet
for children. The varied range of products from
Spry, include those designed specifically for
children. The Spry Toothgel for example, is fluoride-free and totally safe to
swallow, while being available in different flavours. The Spry Banana Brush Kit
also includes a novelty toothbrush perfect for young teeth and gums.
It is essential that children be given the tools to maintain good oral health,
from a young age. Combine effective products with good dental routines
established from a young age, and children have every chance to enjoy a
healthy life.
For further information contact Anyone 4 Tea Ltd on 01428 652131,
Or visit www.anyone4tea.com

“Outstanding Cabinetry with Fantastic
Service” from Tavom UK
Tavom UK has long established an
international reputation for producing top
quality dental and medical cabinetry. Each
member of expert team pride themselves on
delivering efficient and beautiful furniture
to exacting requirements and with minimal
hassle to their customer. Dr Neeraj Puri from
Integrated Dentalcare in Edinburgh worked
with Tavom UK this year, to refurbish his practice. “We needed to update our
practice, but a bad experience with our previous company meant we had to
look elsewhere,” he says. “I am very particular about my work, and I wanted
to find a company that could provide quality cabinetry that would last. “I met
Pete Higson, [Managing Director of Tavom] at a dental Show and soon after we
began the design process for the new practice. I was impressed at how much
time Pete spent adjusting the design to fit my requirements, with fantastic
attention to detail. I was even able to make last minute alterations to the
design with minimum hassle, which was a huge advantage for a perfectionist
such as myself! “Overall, I found Tavom did exactly what they said they would,
producing outstanding cabinetry with fantastic service. I would definitely
recommend them to anyone!”
To see how Tavom UK can transform your practice, please visit the brand new
website www.tavomuk.com

Posterior Composite Filling
Non-Stick TiN Instrument Set with
Autoclavable Cassette
Non-stick
superior
surface
engineered instruments for perfect
placement of composite materials
without discolouring the restoration.
5 instrument set includes:
• 1 x Autoclavable Cassette
• 1 x Amalgam Tanner - Rhomboid
shaped plugger for use with condensable composite material in posterior
restorations.
• 1 x #3 Hollenback Amalgam Plugger - Rectangular shaped plugger for use
with condensable composite material in posterior restorations.
• 1 x #5A Amalgam Plugger, Plastic Filling Instrument - Small round inverted
cone plugger for use with condensable composite material in posterior
restorations.
• 1 x Small / Medium Contact Forming Composite Instrument - Oval shaped
instrument designed to provide improved contact filling for small / medium
class II restorations.
• 1 x Medium / Large Contact Forming Composite Instrument - Oval shaped
instrument designed to provide improved contact filling for medium/large
Class II restorations.
More information is available from www.dentala2z.co.uk or direct by calling
FREEPHONE: 0800 04 39 503 or e-mail to sales@dentala2z.co.uk

For more information, contact The Dental Directory on 0800 585 586, or visit
www.dental-directory.co.uk.

An Invitation To Lunch
Oral-B’s
popular
‘lunch
and learn’ sessions are
CPD accredited so all team
members can earn one
hour of verifiable CPD in the
comfort of their own practice.
The meetings are ideal for
those who want to learn more about the latest developments in power brushing
and toothpaste including clinical support and marketing opportunities. Samples
for patient and personal use will also be made available. Oral-B will endeavour
to visit on the most convenient day for the practice and will provide a one hour
presentation focusing on clinical data behind their products. As the presentation
takes place at lunchtime, Oral-B will provide lunch for all team members present.
Access to the Internet has led to an increased interest and awareness amongst
consumers regarding matters of oral hygiene, and it is hoped that these informal
sessions will allow staff members to learn about Oral-B’s products and ask any
questions they might have in a relaxed environment with as little disruption as
possible to their normal working day. These events are popular and get booked up
early. To request a ‘lunch and learn’ demonstration you will need to contact your
local representative. If you do not have their details please call 0870 242 1850 and
a member of the customer service team will put you in contact. As demand is high,
reps will allocate appointments on a ‘first come, first served’ basis.

Industry News 29

UCL Eastman Training in Restorative Dental Practice:
“made me a far better dentist”
Dr Yasser Haddadi is a General Dental Practitioner at Holmevej.dk in Denmark.
He has successfully completed the Certificate and Diploma level courses in the
Restorative Dental Practice programme at the UCL Eastman Dental Institute.
“I started with the Certificate course and it gave so much professionally, that I
decided to continue,” says Dr Haddadi. “One of the things that I really enjoyed
was the fact that you could bring in your own cases and discuss them with really
skilled and experienced dentists and get a qualified answer. “The Eastman has a
really good reputation. I’ve nearly completed the MSc module with the Eastman
and this has made it easier for me to get onto a part-time PhD programme here
in Denmark, once I finish my MSc project, helping me to develop an academic
career.
“I would definitely recommend the course because it’s really opened up not only
new career pathways for me but also made me a much more contented dentist,
and a far better dentist than I was.”
For further information, please contact Victoria Banks, Programme Administrator,
on 020 7905 1251, email v.banks@ucl.ac.uk
or visit www.ucl.ac.uk/eastman/cpd

Big Heart Party at The Dentistry
Show 2013
Tickets Now Available!
The Dentistry Show 2013 (1st and
2nd March, Birmingham NEC) will
not only provide quality education
with vCPD, but will also offer a great
opportunity to meet new people
and get networking. From 6.30pm
on Friday 1st March, The Dentistry
Show will be teaming up with Heart
Your Smile to put on the Big Heart
Party, at The Palace Suit, Hilton Birmingham Metropole. “Heart Your Smile
is excited to be launching the Big Heart Party at The Dentistry Show, as a
celebration of all things great about the dental industry. Our Champions and
Ambassadors will be acknowledged along with all the great work that they
do. There is a raffle, charity auction, photo both and dancing until late,” says
James Goolnik, Founder of Heart Your Smile. Chris Brown, Event Director of
The Dentistry Show, is also delighted to be working with such an organisation.
“Heart Your Smile is working hard to help dental professionals connect
innovatively with their local communities. We are thrilled to help put on the
Big Heart Party, and we hope delegates continue to show their support for
such a great cause.” Tickets for the Big Heart Party are available by emailing
ellie@heartyoursmile.co.uk, or calling 07971 128002.
For more information or to register for free for the 2013 event,
visit www.thedentistryshow.co.uk

[30] =>

30 Editorial Board

November 26- December 03, 2012

PUBLISHED IN LONDON
News in Brief

News

Fake dentist kisses patient
A fake dentist from Florida
has been arrested for kissing his female patient’s
buttock. John Collazos had
been practising dentistry
without a licence, directing his sevices towards immigrants. A woman complained to police about
Collazos after attending an
appointment with him for
toothache. According to
the patient, Collazos gave
her an injection in her buttock to relieve the pain, and
subsequently kissed the
wound. Collazos has been
charged with four counts
of practising without a licence, another four for using equipment without a
licence, and one count of
battery.

Feature

GDC suspension

Council member suspended
from office

Africa

Erik Ahlbom recollects
Ugandan trip

Hand hygiene

Study looks at behavioural trial

pages 10-11

page 2

VOL. 6 NO. 28

Infection Control Tribune

Risk management
Shaun Howe looks at the Premier Symposium

page 21

page 16

OFT campaign gives
patients ‘Right to Smile’

Dallas star dies of mouth
cancer
TV star Larry Hagman,
best known for his role as
JR Ewing in the hit series
Dallas, died of tongue cancer on Friday 23rd November, having been diagnosed
with the disease in October last year. Chief Executive of the British Dental
Health Foundation, Dr Nigel Carter OBE, hopes this
latest high-profile case will
help to spread the message
and raise awareness about
mouth cancer. Dr Carter
said: “Larry’s passing is a
reminder of how deadly
mouth cancer can be. Latest figures show more than
6,000 cases have been diagnosed in the UK. Without early detection, half of
those will die.

T

he Ofﬁce of Fair Trading
has launched a new campaign to help patients understand more about their rights
when visiting the dentist.
The Right to Smile campaign
has come off the back of the report from the OFT earlier in the
year, where it was claimed that
patients do not always have the information to allow them to make
informed decisions about their
choice of dentist and treatments.
As part of the campaign the
OFT is advising NHS patients:
• They are entitled to a wide range
of treatment that is needed to get
their mouth, teeth and gums as
healthy and pain free as possible.
• If the dentist discusses a particular type of treatment, patients
shouldn’t be required to pay for it
privately. Private options may be
discussed, such as cosmetic alternatives or specialist treatments
such as dental implants – which is
up to the patient to decide if they
want them.
• Even if treatment involves a
number of visits, patients will only
pay one charge for each complete
course of NHS treatment, unless
there was an emergency visit to
the dentist first.
• Should NHS treatment fail within
12 months, the dentist should repair or redo most treatment free of
harge, unless the patient was advised that treatment was unlikely
to be a long-term solution. Advice
for private patients includes:
• Ask what guarantees the dentist
provides. In addition to any rights

www.dental-tribune.co.uk

patients may have under guarantee, they will also have rights under the Supply of Goods and Services Act 1982.
The Right to Smile campaign is
supported by organisations such
as the BDA, Oasis, IDH, Which?,
NHS Choices, the Department of
Health, the Welsh Government,
the Scottish Government and Citizens Advice.
Judith Frame, OFT Head of
Campaigns, said: “While the UK
has one of the highest standards
of oral health in the world, and
satisfaction levels among patients
are high, our report found that
people are often confused about
what they’re expected to pay, and
don’t always have the information
they need.
This campaign aims to help
patients be clearer about what to
expect, and more engaged when
making decisions about their
choice of dentist and treatments.”
Barry Cockcroft, Chief Dental
Officer for England, said: “Giving
patients good information is key
to a high quality service. We are
delighted to support the Office of
Fair Trading’s campaign. This
material will help patients make
informed choices about their dental care.”
Dr Martin Fallowfield, Chair
of the BDA’s Principal Executive
Committee, said: “As the OFT acknowledges, and research by the
BDA and other organisations con-

firms, patients’ satisfaction with
dental care in the UK is high.
“Effective
communication
between dentists and patients
is vital in improving oral health
and the BDA is pleased to lend its
support to this campaign which
seeks to ensure patients have a
full understanding of what to expect when receiving dental care.”

Dental Tribune UK
Editorial Board

A Which? spokesperson
said: “We support the ‘Right
to Smile’ campaign to help
consumers understand their
rights when visiting the dentist. It’s vital patients are given
clear, timely and transparent
information on the proposed
treatment and the costs and
how to complain if something
goes wrong.” DT

Recruitment, Education, Classi�ieds & dentalBuy

Dr Neel Kothari
BDS Principal and General Dental Practitioner

SOURCE1uk is a fully interactive ‘one stop shop’
for the entire Dental Profession.
We are a communication tool to help Dentists �ind you,
and utilise your services.

Recruitment

FREE Dental Jobs Board • Recruitment Consultancy

Education

Training Organisations • Membership Organisations
Journals • Study Clubs

Classi�ieds

Service Providers • Practices for Sale / Rent
Referrals • dentalBuy

Dr Stephen Hudson
BDS, MFGDP, MSc
General Dental Practitioner

For Patients – Find...

Cosmetic Dentists • Facial Aesthetic Practices
24hr Emergency Clinics • Specialists
General Dentists • Sedation Practices
Implant Providers • Insurance Providers

Free Article / Forum Section

Please visit our website www.source1uk.com
call 020 8546 2935 or email enquiries@source1uk.com
for more information!

DTUK_issue28_1-5.indd 1

27/11/2012 19:45:42

roots
the journal of

January 28 - February 3, 2013

Consumer and competition authority initiates drive to encourage
patients to know their rights before visiting their dentist

Oral HIV test
According to Time magazine, OraQuick, the first
in-home HIV test kit that
received FDA approval for
over-the-counter sale directly to U.S. consumers in
July, is one of the best inventions of 2012. “With just
a swab of saliva, OraQuick
can identify the antibodies that signal HIV infection within 20 minutes. It’s
the first do-it-yourself test
for HIV—the same one that
health professionals use
but without the trip to a
doctor’s office or the need
to wait days for results,” the
magazine reported. Douglas Michels, president and
CEO of OraSure Technologies, manufacturer of the
kit, said “The OraQuick
In-Home HIV Test is a
breakthrough product in
the fight against HIV and
AIDS because it empowers
more people to learn their
HIV status in the comfort
and privacy of their own
homes,” he said.

3

Event Review

United Kingdom Edition

Vol. 2 • Issue 3/2012

Mr Amit Patel
BDS MSc MClinDent MFDS RCEd MRD RCSEng
Specialist in Periodontics & Implant Dentist Associate Specialist Birmingham Dental Hospital
Professor Nick Grey
BDS, MDSc, PhD, DRDRCSEd, MRDRCSEd,
FDSRCSEd, FHEA
Professor of Dental Education, National Teaching
Fellow, Faculty Associate Dean for Teaching and
Learning School of Dentistry, Manchester

endodontolgy

2012

Professor Andrew Eder
BDS, MSc, MFGDP, MRD, FDS, FHEA
Director of Education and CPD, UCL Eastman
Dental Institute

| special

The Young Dentist Endodontic Award 2012

Dr Richard Kahan
DS MSc (Lond) LDS RSC (ENG)
Endodontic Specialist
Mrs Helen Falcon
Postgraduate Dental Dean, Dental School, Oxford
&
Wessex Deaneries
Professor Liz Kay
Foundation Dean and Professor of Dental Public
Health
Plymouth University Peninsula Schools of Medicine and Dentistry Dean of the Peninsula Dental
School, Plymouth
Pam Swain
MBA LCGI FIAM MCMI BADN®
Chief Executive, British Association of Dental
Nurses
Mr Raj Rattan
Associate Dean, London Deanery

| technique

Three-Dimensional Obturation

| report

CBCT in Endodontics

implants

12/12/2012 17:31:01

Vol. 2 • Issue 3/2012

the journal of

3

oral implantology

Mr Raj RajaRayan OBE
MA(Clin Ed), MSc, FDSRCS, FFGDP(UK), MRD,
MGDS, DRD

Dr Paroo Mistry
BDS MFDS MSc MOrth FDS (Orth)
Specialist Orthodontist

Dr Trevor Bigg
BDS, MGDS RCS (Eng), FDS RCS (Ed), FFGDP
(UK)
Practitioner in Private and Referral Practice

Dr Peter Galgut
PhD (LMU), MPhil (Lond), MSc (Lond), BDS
(Rand), MRD RCS (Eng), LDS RCS (Eng), MFGDP
(UK), DDF Hom, ILTM
Periodontal Consultant

Baldeesh Chana
RDH, RDT, FETC, Dip DHE
President, BADT and Deputy Principal Hygiene
and Therapy Tutor, Barts and The London School
of Medicine and Dentistry

2012

Dr Stuart Jacobs
BDS MSD (U Ind)
Full-time Private Practitioner

Sneha Gokhale- Gaikwad
BDS, MDS (INDIA)
Specialist in Periodontics and Implant Dentistry
Diploma in laser dentistry (Vienna, Austria)

Shaun Howe
RDH
Dental Hygienist

| feature

Guided implant surgery using CEREC

| user report

Mr Amit Rai
BDS (Hons) MFGDP (UK) MJDF RCS Eng FHEA
General Dental Practitioner
DFT1 (VT) Programme Director, London Deanery

Laser-Lok: a case study

| industry report

A new protocol for immediate loading

cosmetic

20/12/2012 17:37:48

Vol. 2 • Issue 2/2012

dentistry_ beauty & science
2

2012

Published by Dental Tribune UK Ltd
© 2013, Dental Tribune UK Ltd.
All rights reserved.

Dental Tribune UK Ltd makes every
effort to report clinical information and
manufacturer’s product news accurately,
but cannot assume responsibility for
Group Editor
Lisa Townshend
Tel: 020 7400 8979
Lisa@healthcare-learning.com
Publisher
Joe Aspis
Tel: 020 7400 8969
Joe@healthcare-learning
.com

| technique

t ratings in both disciplines.
at even the noted test institute
hat fact: Among 50 VPS
linical ratings«*

Clinical digital dental photography

| special_orthodontics

Short-term orthodontics: An overview

the validity of product claims, or for
typographical errors. The publishers also
do not assume responsibility for product
names or claims, or statements made
by advertisers. Opinions expressed by
authors are their own and may not reflect
those of Dental Tribune International.

Sales Executive
Joe Ackah
Tel: 020 7400 8964
Joe.ackah@
healthcare-learning.com

Design & Production
Ellen Sawle
Tel: 020 7400 8970
ellen@healthcare-learning.
com

Editorial Assistant
Angharad Jones
Tel: 020 7400 8981
Angharad.jones@healthcarelearning.com

| comment

25 Clinical Tips

Dental Tribune UK Ltd
4th Floor, Treasure House, 19–21 Hatton Garden, London, EC1N 8BA
17/10/2012 12:56:17

02.04.12 09:47

Follow us on Twitter
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[31] =>

United Kingdom Edition

Classiﬁed 31

January 28 - February 3, 2013

Dental Support Service
Consistently achieves excellent results in all of
its courses
We are now recruiting for the following courses:
• NEBDN National Diploma for Dental Nurses
Starting May 2013
• NEBDN Certiﬁcate in Dental Radiography
Starting February 2013
• NEBDN Certiﬁcate in Oral Health
Starting March 2013
• City and Guilds Diploma in Dental Nursing
Starting June 2013
If you are interested in becoming one of our successes
Contact us for more details
Tele: 0208 555 9000

new

Email: info@dentalsupportservices.co.uk

endodontic
microsurgical
course

S P E C I A L I S T D E N TA L A C C O U N TA N T S

2 DAY INTENSIVE HANDS-ON
APICOECTOMY TRAINING UNDER MICROSCOPE
Please contact:
Nick Ledingham BSc, FCA
Tel: 0151 348 8400

SUBJECTS COVERED
• treatment planning
and considerations

Email: mail@moco.co.uk
Website: www.moco.co.uk/dentists

• incision techniques
and micro-suturing

N SDAL
National Association of
Specialist Dental Accountants & Lawyers

N SDAL

• osteotomy window

National Association of
Specialist Dental Accountants & Lawyers

• ultrasonic retrograde preparation and filling
• bone augmentation
This course is intended for the serious generalist,
special interest dentist, specialist endodontist or oral
surgeon who wishes to extend his/her knowledge
and expertise. The hands-on training will fortify and
will positively impact the trainee’s confidence and skill
for this challenging and important treatment option
after failed root treatments.
The hands-on training will include preparing
apicoectomies on at least 6 extracted teeth set in
phantom heads with the use of microscopes and
more.
Please phone Dr Zolty BDS MSc
0161 792 5223 or 07780 901 916
or email info@proendo.co.uk for more details.
Sessions are limited to 10 participants and are
booked on a first-come-first served basis.
£649.00 per day

- Assistance with Buying & Setting Up Practices
- Tax Saving Advice for Associates and Principals
- Incorporation Advice
- NHS Contract Advice
- Particular Help for New Associates
- Help for Dentists from Overseas
- National Coverage
- We act for more than 650 Dentists

AIMS: to advance the standard of surgical
endodontics.
OBJECTIVES: to obtain a full and
current knowledge and skill to perform
microsurgical
endodontics
with
confidence. The hands-on training will
provide not only the necessary skill
but ensure there is coherence in its
implementation.
OUTCOME: the participant will obtain
information for treatment planning
and the necessary skill to perform the
complex endodontic surgery.
14 hours cpd

www.proendo.co.uk

N SDAL
National Association of
Specialist Dental Accountants & Lawyers

N SDAL
National Association of
Specialist Dental Accountants & Lawyers

[32] =>

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[cover] => DT UK No. 2, 2013

[toc] => Array ( [0] => Array ( [title] => News [page] => 01 ) [1] => Array ( [title] => Tooth whitening [page] => 08 ) [2] => Array ( [title] => Social Media Marketing Measurement - Evaluating the Effectiveness of Your Efforts [page] => 11 ) [3] => Array ( [title] => How to make your website stand out! [page] => 12 ) [4] => Array ( [title] => Building bridges: the BACD’s charity mission for 2013 [page] => 14 ) [5] => Array ( [title] => Getting to know Gary Morgan [page] => 16 ) [6] => Array ( [title] => Setting Up On Your Own [page] => 18 ) [7] => Array ( [title] => Timing is everything when selling your practice [page] => 19 ) [8] => Array ( [title] => When it’s time to buy - or sell - a practice [page] => 20 ) [9] => Array ( [title] => An associate’s guide to practice purchase [page] => 22 ) [10] => Array ( [title] => Turn your good practice into a great one – part one [page] => 24 ) [11] => Array ( [title] => The harsh reality of some toothpastes [page] => 26 ) [12] => Array ( [title] => Industry News [page] => 28 ) [13] => Array ( [title] => Editorial Board [page] => 30 ) [14] => Array ( [title] => Classified [page] => 31 ) ) [toc_html] =>

Table of contents

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