DT UK No. 9, 2011

One lump or twelve? / News / Software and IT training delays postpone contract pilot start / What went wrong? / GDS Contracts – The Litigation Continues! / The dawn of a new tax year / Looking to buy a practice? / Keeping Google in mind / Accelerate your path to practice management success - BDPMA / It is no use saying: ‘We are doing our best’ / Don’t be stationary over stationery / Phantom thresholds / Scanning the Spectrum / Chairs / Emerging trends

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April 25-May 1, 2011

PUBLISHED IN LONDON
News in Brief
Sci-fi brush technology
A new medical laser toothbrush has been introduced by
South Korea’s M&H (Medical
& Human technologies). The
new laser toothbrush uses a
low level laser therapy which
is designed to treat dentin
sensitivity. According to the
products website, through
clinical testing and study, the
laser toothbrush is shown to
have the capability to “cure
hypersensitive teeth’s problems including pain relief
and help to restore dental
health.” It has also been stated that Dental.M also whitens
teeth. The laser technology
reportedly prevents various
diseases caused which are
caused by infectious bacteria,
allowing the user to maintain proper oral hygiene and
healthy teeth. The Dental.M
laser toothbrush is controlled
by a built-in micro-computer
and has a waterproof design.
Dentist claims £1.85m
Dentist Emmanouil Parisis,
46, formerly of Barnstaple,
Devon, has been jailed for
five years after he admitted
eight charges of false representation. Parisis had debts
of £379,000 and claimed on
15 different life insurance
policies: He made £1.85 million after he faked his own
death in a car accident in
Jordan. According to reports, the court heard that
his £135,000-a-year salary
was not enough to pay off his
debt and his defence team
said the fraud was driven by
desperation. After he moved
to Scotland, his wife, Stiliani
Parisis, 41 stayed behind in
Devon to play the part of the
bereaved widow. For the first
three months of his “death”
the couple’s four children believed their father was dead.
Easter Warning
Last weekend British people
will consumed more than 80
million Easter eggs and dentists were worried that people were unaware of the link
between sugar consumption
and oral health issues, including decay and gum disease.
Numerous studies have now
shown that gum disease and
poor oral health are linked
to an increased risk of many
serious,
potentially
lifethreatening diseases, including strokes and heart disease.
In order to reduce the negative impact of eating Easter
eggs, dentists encouraged
people to eat at mealtimes,
rather than between meals,
to reduce the frequency of
acid attacks, which leave
the teeth susceptible to
decay and acid erosion.

www.dental-tribune.co.uk

News

Clinical Innovations

Seeing the future

Joint partnership for dental
practice and opticians

page 4

What went wrong?

Eddie Scher gives a lecture
preview

pages 8-9

VOL. 5 NO. 9
Money Matters

Buying a practice?

David Brewer provides a guide
for today’s world

Events

Clinical Innovations
A look at this year’s event

pages 14-15

page 30

One lump or twelve?
New reports spark debate on refined sugars in savoury foods

A

fter a much desired Easter
break, with plenty of chocolate consumed in a more
than average quantity, sugar has
become the hot topic of debate to
hit the headlines; but it’s not the
chocolate that has highlighted this
fresh concern.
A controversial New York
Times Sunday magazine cover
story Is Sugar Toxic? has proposed
that sugar, in all its sweetness,
may actually be toxic, and there
are even suggestions that it could
be as dangerous as cigarettes
and alcohol.
But how much is too much?
And is the source of the sugar important? Figures demonstrate that
sugar consumption in the UK has
increased by more than a third
since the 1980’s and even though
people are consciously putting
less sugar on their cereals or in
their tea, many are being caught
unaware by the secret sugars that
are hidden in even the most savoury of foods.
The extent of the secret sugar
problem has recently been discovered by BBC Scotland Health
Correspondent Eleanor Bradford,
who after giving up refined sugar for Lent became increasingly
aware of the hidden sugar content in almost every food; including bread, mayonnaise and even
crumpets!
Dentists are becoming increasingly concerned about the
amount of sugar people are consuming, and dentist Kieran Fallon, a spokesman for the British
Dental Association, expressed
his concerns about the effect of
sugar consumption: “As dental
students we were always made
aware of hidden sugars. People

should look at the breakdown
of percentages per serving: Putting
it in perspective five grams = one
teaspoon of sugar.
“For an alternative snack eat
whole fruit, not pulped fruit as
this releases sugars. Also giving
dried fruit to children between
mealtimes can be just as bad because when fruit is dried the sugar becomes concentrated. Whole
cheese, not processed cheeses
(especially those that are aimed
at children because these contain
sugars), can also be recommended.
“With regards to there being
hidden sugars in foods I absolutely agree that there is too much.
Manufacture’s believe that they
have to add flavourings, such as
salt and sugar, to their products
to make them attractive. Even
cooking sauces have sugar, which
means that what you are eating
isn’t as healthy as you think.”
Chief Executive of the British
Dental Health Foundation, Dr Nigel Carter, said: “For many years
dentists have recognised the large
amounts of sugar in many foods
where it is often added as a cheap
bulking agent.
“Looking for hidden sugars
often listed as sucrose, maltose,
glucose, fructose etc can help the
public cut down on how often
they have sugary foods and drinks
and help with both dental health
and obesity.”
A spokesperson from The
Sugar Bureau said: “A reanalyses
of data from two dietary surveys
of British school children, 1983
(Department of Health) and 1997
(National Diet and Nutrition Survey), found while BMI increased
2-3kg, there was no significant

change in total sugars intake over
that period.
“In this study key sources
of sugars in the diet did change
with a marked shift away from
table sugar and milk, biscuits
and cakes, counterbalanced by a
significant increase in soft drinks
and, to a lesser extent, fruit juice
and breakfast cereals.
“The authors of this paper
concluded that reduced energy expenditure, rather than dietary factors, is more likely to be a cause of
increased BMI’s recorded in chil-

dren over this time.
“The amount of sugars consumed is not considered the primary dietary factor associated
with caries development. According to the most recent review of
the scientific evidence by EFSA
(2010) …caries development related to consumption of sucrose
and other cariogenic carbohydrates does not depend only on the
amount of sugar consumed, but
is also influenced by oral hygiene,
exposure to fluoride, frequency of
consumption, and various other
factors.” DT

[2] =>

2 News

United Kingdom Edition April 25-May 1, 2011

MRSA discovered on braces
A

contained a type of yeast connected with fungal infections, with
both types of organism found potentially harmful to the population.

gel Carter, took the opportunity to
encourage those who wear removable braces or retainers to develop
high standards of oral hygiene.

The research, carried out by
the UCL Eastman Dental Institute
in London, also found a further
two thirds of retainers examined

According to the British Orthodontic Society, nearly one
million people in the UK began orthodontic treatment last
year, and with more adults than
ever before wanting treatment,
Chief Executive of the British
Dental Health Foundation, Dr Ni-

Dr Carter said: “If you wear a
removable appliance, it’s important you take the time and effort
needed to keep your teeth and
braces clean. If you have good oral
hygiene while wearing a brace,
this will help avoid developing
problems such as dental decay,

recent study has revealed
some of the bacteria
found on orthodontic retainers, worn after orthodontic
treatment is completed, can be
associated with the hospital superbug MRSA, a condition which
can lead to blood poisoning.

gum disease and tooth decalcification, and can often be the difference between a successful course
of treatment or otherwise. Removable appliances should be cleaned
with a brush soak brush method
of cleaning using an effervescent
denture cleaner to help remove
the bacteria and other organisms
from the surface of the appliance.
Simple things such as washing
your hands before touching anything that can come into contact

with your mouth can go a long
way to reduce the risk of infection.”
Living with a brace can, at first, alter the foods consumed. The Foundation’s own ‘Tell Me About’ leaflet range has a title devoted to the
topic called ‘Living With My Brace’,
which gives all the relevant information about a fixed or removable
brace. The title, and many more,
are also available online. Simply visit www.dentalhealth.org/
tellmeabout to find out more. DT

Responding to the Red-Tape Challenge

he British Dental Association (BDA) is calling on
the profession to join in
the government’s Red Tape Challenge by drawing attention to the
myriad rules and regulations
that distract them from providing patient care. An example is
the disproportionate and duplicative regulation requirements
now imposed by the Care Quality Commission, but there are
many more.

The BDA welcomes this initiative, which government ministers
say not only offers the public an
opportunity to say what they really think of unnecessary regulation, but also commits them to
repealing legalisation that cannot
be justified.
In a new pledge to get rid of
unnecessary red tape, government
departments will have to justify
every single set of the 21,000 statu-

tory rules and regulations in force
today. Taxation, national security,
and EU laws, are the only areas
exempt from this scrutiny which
will take place over the next two
years. The exercise will apply to
legislation in Northern Ireland,
Scotland and Wales, where the
government has jurisdiction.
Commenting on the Red Tape
Challenge, Dr Susie Sanderson,
Chair of the British Dental Asso-

ciation’s Executive Board, said:
“This initiative chimes in well
with the BDA’s long running campaign against red-tape in dental
practice. Specifically, we will be
asking members to suggest exempting dental providers from
regulation by the Care Quality
Commission and from licensing
by the new healthcare economic
regulator, Monitor.
“Our members have also told

us that they are fed up with the
ever burgeoning, and costly legislation that falls into the realm
of ‘law box-ticking’, rather than
an evidence base for the need for
compliance by dental practices.
“It’s vital though that this
red-tape initiative is not just window dressing and that we see
some real reduction in the unnecessary and unjustified regulatory
burden that hampers dentistry.” DT

Substance-dependent individuals report poor oral health

esearchers from Boston
University
have
found that the majority
of individuals with substance
dependence problems report
having poor oral health. The
researchers also found that
over the period of a year opioid
users in particular showed a
decline in oral health. The findings appear online in the Journal of Substance Abuse Treatment.

According to reports, public health, dental medicine and
internal medicine faculty from
Boston University investigated
the effects of different substances on oral health among a
sample of substance-dependent
individuals. Alcohol, stimulant,

opioid and marijuana users
were included. The subjects
were asked to self-report their
oral health status on a fivepoint scale ranging from poor
to excellent.
Statistical analysis of the patients’ reports found no significant associations between the
types of substances used and
oral health status. The results
did show, however, that 60 per
cent of all subjects reported fair
or poor oral health. Opioid users in the sample also exhibited
worse oral health compared to
one year ago.
“We found that the majority of our sample reported fair
or poor oral health,” said Me-

redith D’Amore, MPH, a researcher in the Health/care
Disparities Research Program
at Boston University School
of Medicine and Boston Medical Center. “Thus, oral health
should be considered a significant health problem among
individuals with substance dependence and providers should
be aware of potential oral
health issues.”
The researchers hope that
their findings prompt more oral
health interventions targeted toward indviduals with substance
dependence in the future. They
also suggest that engaging addicts in medical care discussions
may be facilitated by addressing
oral health concerns. DT

Substance-dependent individuals report poor oral health

Dentist defrauded NHS

t has been reported in a local
newspaper that a dentist who
defrauded the NHS in order to
treat deprived patients has been
suspended for two years and
handed a 12-month jail term.

It was reported that Bristol Crown Court heard that Dr
Jonathan Hunt had a £323,000a- year contract to provide NHS
dental work at his practice in
Stapleton Road, Easton; however,
he claimed £77,800 to continue
treating his patients.
The court heard that Hunt
used the money to keep his Stapleton Road practice afloat in

order to treat people in need
throughout the area, including
drug addicts and an increasing
number of immigrants with poor
dental health.
The fraud was uncovered as a
result of an investigation mounted by NHS Dental Services. Hunt,
53, admitted seven charges of
false accounting between March
2005 and October 2007.
The court heard Hunt has
been suspended from his job,
sold his practices in Easton and
North Street, Bedminster, and
paid all thefraudulently claimed
money back.

According to reports, Judge
Carol Hagen told him: “There
was noelement of personal gain
whatsoever. On the contrary, you
subsidised staff salaries from
your own salary.”
“You provided treatment to a
large number of patients under
the NHS, at the highest standard,
for many, many years. Up until
the changes in remuneration in
April, 2006, the StapletonRoad
practice was flourishing. But
the effect of those changes, combined with difficulties in providing theservice you previously
provided, led to the situation being untenable.” DT

Published by Dental Tribune UK Ltd
© 2011, 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
Editor
Lisa Townshend
Tel: 020 7400 8979
Lisa@dentaltribuneuk.com
Advertising Director
Joe Aspis
Tel: 020 7400 8969
Joe@dentaltribuneuk.com

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@
dentaltribuneuk.com

Design & Production
Ellen Sawle
ellen@dentaltribuneuk.com

Editorial Assistant
Laura Hatton
Laura.hatton@dentaltribuneuk.com

Dental Tribune UK Ltd
4th Floor, Treasure House, 19–21 Hatton Garden, London, EC1N 8BA

[3] =>

News 3

United Kingdom Edition April 25-May 1, 2011

Editorial comment

s I write this
the sun is
shining,
it’s
getting too warm to
work indoors and in
a couple of days the
Easter Bunny will
be delivering a large
pile of delicious choclately treats
for my already hyperactive kids
(not from me I hasten to add, they
have two competitive, sorry, doting
grandmothers...).

I don’t know if dental professionals love or loathe this time
of year – all that sugar and chocolate and gooey things just waiting
to be scoffed against every bit of
advice given at dental appointments; or the kind of cariogenic
situation that gives fuel for the
oral health instruction! (and I bet
you thought I was ‘going down the

more work for me’ route...)
Needless to say I hope that everyone enjoyed a peaceful time during
the Easter break and are looking
forward to the mayhem that will be
the Royal Wedding and May Day!
Of course it would be remiss
of me not to mention the upcom-

ing Clinical Innovations Conference, just two weeks away. To be
held May 6-7 at the Royal college
of Physicians in Regent’s Park,
London. Not only will some of the
world’s top speakers be there, but
you’ll also have a
chance to see me as I
will be attending! For
more
information
about the event go to
pages eight, nine and
30 of this issue. DT

Do you have an opinion or something to say on any Dental Tribune
UK article? Or would you like to
write your own opinion for our
guest comment page?
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@dentaltribuneuk.com

Renewal of
Brunei agreement

ing’s College London
Dental Institute can
look forward to three
more years of collaboration
aimed at the development of
the dental workforce in Brunei
Darussalam after the renewal
of the agreement with the Government of Brunei. Professor
Stephen Dunne, Head of Dental
Practice & Policy at the Dental
Institute and Mrs Mabel Slater,
Head of Dental Care Professionals Centre for Education and
Learning will take this collaboration forward.
In welcoming the news
of the signing of the renewal
of the agreement, Professor
Dunne said: “I am delighted
that we are continuing this
highly successful collaboration.
It is a great pleasure to work
with Ministers and colleagues
in Brunei Darussalam. Much
has been achieved during the
past three years, in particular,
the establishment of a Brunei
Diploma in Dental Hygiene and
Therapy Programme.
“In addition, foundations
have been laid for other areas
of workforce development, including Dental Technology
and a Dental Hygiene Therapy
Conversion Programme. Discussions are also underway to
establish a National Survey of
Oral Health Brunei Darussalam
to fully inform dental workforce requirements for the future. Thus, I am confident that
the next three years of our collaboration will be just as successful as the last.”
In the meantime, discussions, being led by the Dean,
continue with the University of
Brunei Darussalam in respect
of the possibility of collaboration in respect of BDS (Bachelor
of Dental Surgery) training. DT

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[4] =>

4 News

United Kingdom Edition April 25-May 1, 2011

Ignite your passion for dentistry
W

ould you like to boost
your clinical knowledge, skills and career
prospects with the help of some
of the leading thinkers in the
dental profession?
How about being one of the
first to discover some of the
most advanced pieces of technology currently on the market.
And how about topping it all
off with a night on the tiles in
Manchester’s vibrant town centre? The British Dental Conference and Exhibition 2011 19th

-21st May 2011 offers dental care
professionals all this and more.
In collaboration with Oral
B, the event team of organisers
has put together a series of sessions specifically designed for
dental professionals. For the
firstthe time the BDA is providing a DCP theatre within the
exhibition, offering a series of 21
bite-sized lectures on a variety
of inspiring topics, all absolutely
free!
On 19th May speakers will
cover subjects including:

• Fear-free dentistry
• Medical emergencies – allergies and allergic reactions
• How to integrate prevention
into your daily practice
• Periodontal health
• A-Z of running a successful
practice
• The dental nurse as a registered
professional
• The prevention of oral cancer
On 20th May speakers will
cover subjects including:
• Medical emergencies
• The prevention of tooth wear

• Tooth whitening
• The developing role of dental
care professionals in oral health
• Tips for reducing stress at work
• Medical emergencies – respiratory difficulties
On 21st May speakers will cover
subjects including:
• Good record keeping
• Periodontal health
• Boost your profitability with
business planning
• How social networking can
help promote your practice
• Smoking cessation

Places are available on a firstcome, first served basis throughout the day, enabling you to drop
in and out as you please. 2011’s
exciting programme of lectures
and seminars in the main hall is
not to be missed.
Featuring a variety of leading
speakers from around the world,
dental care professionals will be
spoilt for choice.
For more information visit
www.bda.org.uk/conference or
call 0207 935 0875. DT

Dentist sees the future with optician partnership

A

joint venture partnership
dental business is opening its first practice in
a high street optician in Dundee,
Scotland.
A.S. Optometrists has bought
an Ideal Dental Care franchise and
has set up the fully branded concession within its practice offering
both NHS and private treatments.
It’s a ground-breaking move
for Ideal Dental Care and owner
Peter Thompson is keen to demonstrate the success of the new model
– both in terms of the wider range
of healthcare provision available
to patients under one roof and also
the potential business opportunities for optical companies looking
at innovative ways to expand their

service proposition.
“There is an immense amount
of synergy between dental and optical businesses and it’s a fantastic
opportunity for A.S. Optometrists
to further enhance the range and
scope of healthcare treatments it
can offer its patients,” said Peter.
“In a competitive marketplace it’s important that businesses such as opticians have a
point of difference and having a
complementary service such
as a dental practice can only be
a good thing in retaining existing patients and attracting new
ones.”
A.S. Optometrists has its
first dentist in place ready for
its mid-April opening and own-

er Ameen Sattar already has a
large number of customers who
have joined the waiting list to become patients.

“I’m very excited about the future of my business and hope this

is the springboard which will enable
me to take it to the next level.” DT

“We are acutely aware of the
needs of our patients and one thing
that came through loud and clear
was the demand to have a range of
healthcare professions under one
roof,” Ameen Sattar said.
“Franchising is commonplace within optometry but
is still in its infancy in the dental industry – which really surprised me. But it’s good to see that
there are forward thinking business people in dentistry such
as Peter Thompson who is making
it work both as a standalone and
concessionary practice.”

Ameen Sattar and Peter Thompson

Go ‘Absolutely Dental!’ Four practices
win £500 each
T
he British Dental Health
Foundation wants dental
and health professionals to
go ‘Absolutely Dental!’ during National Smile Month by helping to
plot hundreds of street and place
names with fun dental themes.

The Foundation has published the first ever ‘UK Dental Place Map’, and it is hoped
that
everyone
involved
in
dentistry and the health professions will add to the map and join
in the fun in time for the start of National Smile Month on 15 May 2011.
Some of the many addresses and locations plotted on the
map so far include Floss Street
(London), Drill Lane (Canterbury), Brace Avenue
(Gwent), Mouth Lane
(Wisbech), Canal Street
(Leeds), Surgery Lane
(Hartlepool), Wisdom
Drive (Hertford), Tartar Road (London),
Smiley Court (Northern Ireland), Bracebridge Street (Nuneaton),

Scales (North West), Tongue (Scotland), Staines (Surrey), Toothill
(Swindon) and Root (North West).

Dr Nigel Carter, Chief Executive of the British Dental Health
Foundation, said: “It’s important
for the image of dentistry that we
can show the public a less serious
side to our profession. National
Smile Month is an opportunity for
everyone in the profession to join
in and send serious messages to
the public about how to improve
oral health. But it is also a chance
to help change our image by engaging with the media and show-

ing the public the fun side of the
profession.

“We hope that everyone will
scour their local A-Z street maps
over the next few weeks and help
us to plot a few more locations. We
also hope that some dental practices will take photographs of them
next to the street or place signs.
We’ll upload the photographs
onto the National Smile Month
website at www.smilemonth.org
and we hope that everyone’s efforts
will help to create a fantastic story
with the media during National
Smile Month.” DT

D

ental practices across
England and Wales have
been participating in the
BDTA’s ‘Kick out the sweets, bring
on the treats’ Change4Life campaign for the past six months;
displaying posters, encouraging
patients to complete questionnaires and delighting their younger patients with colourful stickers.
More than 2000 completed
questionnaires have now been
returned by the general public
and four practices responsible
for generating some of these responses have been selected at
random as winners of the BDTA
member gift voucher prizes.
The lucky winners were:
• The Robert Wakefield Dental
Surgery, Driffield
• Ghyllmount Dental, Penrith
• Naidu & Naidu Dental Care, Essex
• The Dental Care Centre, London

Tony Reed, (pictured), Executive Director at the BDTA,
commented:
“Many
dental practices were keen to
be actively involved with the
BDTA’s Change4Life campaign
which was very encouraging
as it was a perfect way to get
children interested in dental
health. Thank you to all the practices who promoted the campaign and congratulations to the
winners!” DT

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[6] =>

6 News

United Kingdom Edition April 25-May 1, 2011

Happy the Hippo here to help
H

appy the Hippo has been
recruited by the British
Dental Health Foundation to help teach young
children how to look after their teeth.
Around one
third
of
children
under
the age of 12 in the UK continue to suffer from dental decay.
Happy will be joining the Foundation in May to help lead the
35th National Smile Month campaign.
Despite major improvements
in children’s oral health over
the past 40 years, many children

are still being affected by dental decay. The most recent data
suggests that around a third (31
per cent) of five year olds starting primary school will have
dental decay. The picture is
slightly worse for children aged
12 in secondary schools – one
third of children in every classroom will have signs of visible
dental decay.

their life – whether career, personality, relationships, attraction or all-round good health.
Creating good oral health habits
from an early age are especially
important to help children keep
their smile factors throughout
their lives.

The theme of this year’s National Smile Month campaign is
the ‘Smile Factor’. In adulthood
peoples’ mouth, teeth and smiles
are fundamental to all aspects of

Chief Executive of the British Dental Health Foundation,
Dr Nigel Carter, says: “Over the
past 40 years we have made great
improvements in children’s oral
health. In 1973, nine out of every
ten children aged twelve showed
signs of visible dental decay.

authors suggest that FruA may
actually regulate microbial pathogenicity in the oral cavity.

pendent on the sucrose concentration in the biofilm formation
assay medium.

“We show that FruA produced
by Streptococcus salivarius inhibited Streptococcus mutans
biofilm formation completely in
the in vitro assay supplemented
with sucrose,” the researchers
state in their study, which was
published in the March 2011 issue of the journal Applied and
Environmental Microbiology.

FruA is produced not only by
Streptococcus salivarius, but by
other oral streptococci. Much of
the oral microbial flora consists
of beneficial species of bacteria.
They help maintain oral health
and control the progression of
oral disease.

However, the incidence of dental
decay still remains too high and
we hope that Happy the Hippo
will show more children how to
look after their teeth better.
“National
Smile
Month
between 15 May and 15 June is
a great opportunity for parents,
guardians, schools and teachers to get involved. We have lots
of excellent free resources at
www.smilemonth.org to help
educate and improve children’s
oral health. Our free Dental
Helpline on 0845 063 1188 is also
available to anyone who needs

help and advice.” DT

Happy the Hippo

Enzyme could fight caries

TI: The bacterium Streptococcus salivarius, a
harmless inhabitant of
the human mouth, inhibits the
formation of dental biofilms
(plaque). Japanese researchers
have discovered that the bacterium produces the FruA enzyme,
which inhibits the development
of plaque.
In their study the scientists
separated a couple of substances
produced by Streptococcus salivarius and tested their impact on
Streptococcus mutans, the primary species of bacteria inhabiting the mouth and main factor
for the formation of plaque. The

The reseachers say the activity of the inhibitors was elevated
in the presence of sucrose, and
the inhibitory effects were de-

According to the science portal wissenschaft.de, a major step
in fighting caries could be taken
if the researchers find a method
to implement FruA into a dental
health product. DT

Streptococcus is a genus of spherical Gram-positive bacteria. Some of that bacteria can be
found in the mouth. (DTI/Photo courtesy of Sebastian Kaulitzky)

New Appointments at James Hull Associates
Current CEO Robin Pugh,
(pictured left), will step up to
Chairman after successfully
guiding the business through
its recent refinancing. Robin
will take up the role of Chairman left vacant since the departure of Graham Hutton of
Hutton Collins. Robin said
“This is an exciting point in
the development of the Group
and I look forward to working
with the team to take the business forward as the UK’s leading provider of specialist dental services.”
Robin will be replaced as
CEO by Bryan Magrath, (pictured right), who joins James
Hull Associates after a long
and successful career with

all dedicated to providing the
highest standards of clinical

care and customer service. DT

JHA is a UK provider of specialist and general dental care
with 74 practices nationwide,

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DT08.04.11rpc

ames Hull Associates is
delighted to announce
two new senior appointments as it further strengthens
its Board.

some of the UKs leading blue
chip retailers. Bryan’s experience in customer facing organisations will be vital in helping
James Hull Associates become
the UK’s dentist of choice both
for general and specialist care.
Bryan said “I’m delighted to
be joining James Hull Associates and the world of dentistry.
The sector is changing rapidly
and JHA is ideally positioned
to take advantage of the developing market. I look forward
to learning from the team
around me and being part of
the next phase in the development of JHA.

[7] =>

United Kingdom Edition April 25-May 1, 2011

News Feature 7

Software and IT training delays
postpone contract pilot start
Dental Tribune’s Maria Anguita looks closer at the delay to the start of the pilot
schemes which aim to reform NHS dentistry
have been selected to participate.
According to Ben Atkins, Clinical Director of participating
practice Revive Dental Care,
the delay in the pilots has not
resulted in an inconvenience:
“The proposals of these pilots
mean a change in mindset as
it is a totally new system. However, we have received full support over the training issues. I
can understand why [the Department of Health] would want
to delay the start date as they
won’t want to get it wrong.”

Commisioners and providers will receive IT training

ilots designed to test the
proposed
changes
to
the new dental contract
have been delayed from an
initial start date of April until
sometime during the summer.
This hold up has been the result
of delays in the implementation
of necessary software and IT
training.
Mid-summer
Also, regulations for the governance of the pilots need drafting.
In a letter to participating practices from David Lye, Assistant
Director, Dental and Eye Care
Services, Department of Health,
he reports that suppliers expect
the software to be up and running by mid-summer.
In the meantime, commissioners and providers will receive
IT training on the implications,
roles and responsibilities in
managing the financial and contractual implications of the pilot.

The new software being implemented across the pilot sites
will support the Dental Quality and Outcomes Framework
(DQOF) underpinning the trials, which will assess the quality of the work being carried out
and the clinical outcomes used
to calculate remuneration; for
the first time this will be based
on patient care rather than on
the number of procedures being carried out.
The software being implemented will allow efficient data
collection and reporting. Support and training will be provided to pilot sites, which will
include clear clinical definitions, for example active decay
and BPE (basic periodontal examination). Training will also
be provided on the use of the
oral health assessment.
According to the Department of Health, monitoring and

evaluation will be a continuous
process throughout the life of
the pilots, which will help to inform the utility of the proposed
measures and their subsequent
development for inclusion in
the new contract.
Continuity of care
The pilots have been designed
to improve the quality of patient care and increase access
to NHS dental services, with
the added objective of improving the oral health of children.
The contract aims to reward
dentists for the continuity and
quality of care provided to patients, instead of the number of
treatments undertaken.
In December 2010 it was announced that the trials would
start in April 2011, however last
week the Department of Health
announced that the pilots
will begin in the summer across
62 practices in England which

Get it right
Health Minister Lord Howe
commented: “It is important
that we take our time to get
this absolutely right. We want
our reforms to give dentists the
encouragement they are looking for to provide a service that
meets the needs of today’s population, and which fosters positive habits from an early age.”
“This approach is not only
better for patients, but also a
better use of NHS resources.”
He added.
Each model being piloted
will be slightly different in order to provide information and
evidence on various aspects of
the proposals; this will help
inform better the development
of the new national contract.
Months of preparation have
gone into the pilots.
Professor Jimmy Steele, who
was a member of the National
Steering Group that developed
the proposals, said: “The Adult
Dental Health Survey showed

further improvements in oral
health in England. We now
need an NHS dental service
to match; one that maintains
good oral health as well as providing appropriate treatment.
The dental contract pilots will
explore how best to make
this a reality but it is important
to get it right, so time spent setting this up properly is time
well spent.”
The British Dental Association has indicated their
apaproval of the proposed
changes
and
hope
that
problems created by the current arrangements will be addressed. They also stress the
importance of making sure that
all areas are covered before
starting the pilots.
John Milne, Chair of the
BDA’s general Dental Practice
Committee, said: “The profession is working closely with the
Department of Health and we
are pleased to see that progress
towards beginning the pilots is
being made. Dentists who have
been selected to participate
and primary care trusts are
being kept up to date with developments and training on
aspects of the pilots including
IT arranged.
Taking opportunity
“It’s important that this training, and indeed the whole
process, is given the time it
needs. These pilots must not be
rushed. They are an opportunity to get NHS dentistry back
on track. That opportunity must
be taken.” DT

[8] =>

8 Clinical Innovations

United Kingdom Edition April 25-May 1, 2011

What went wrong?
Eddie Scher previews his forthcoming lecture

In this article, I set out some
of the questions that will be answered in my lecture.

“

lecture first, what could be done
share some of the problems that
You should always learn
to help the patient and solve
have been seen in my practice.
from other people’s misthe problem, and secondly, the
Most of these were in patients
takes, especially in surgery.”
lessons to be learned that will
referred to me when things have
This was a favourite saying of my
improve our own practices
gone wrong – as of course they
father’s, and it is just as true toand help us avoid making the
sometimes will. From these
day. In my lecture at the Clinical
problem cases,
I will show
in my
Innovations
Conference,
I will
9361
DBG ClinicalGov
The probe
338x244.qxd:Layout
1 1/7/10
13:39
Page 1same mistakes. This will be in

Clinical Governance including
Patient Quality Measures Is your practice compliant?

three key areas: treatment planning, surgery, and prosthetic restoration.

Errors in treatment planning
The best way to avoid making errors in treatment planning is to
know when to say ‘no’. There are
some cases where implants simply are not the right solution.

Your compliance with Clinical Governance
and Patient Outcomes will be questioned
with the introduction of the Care Quality
Commission*, HTM 01-05 and the increase
in PCT practice inspections.
Would you like to know how you would fare when your
practice is inspected and have the opportunity to take
corrective action?
The DBG Clinical Governance Assessment is the all
important experience of a practice audit visit rather than
the reliance on a self audit which can lead to a false sense
of compliance. The assessment is designed to give you
reassurance that you have fulfilled your obligations and
highlight any potential problems. We will provide help
and advice on the latest guidance throughout the visit.

Another nightmare scenario
is losing an implant during surgery. This happened to the operating surgeon in Figure 4. With a
careful look at the x-ray you will
see where the lost implant ended
up: I will explain in the lecture
how to get it back out.
Flapless surgery can also
be problematic. The patient in
Figure 5 was referred to me as
having had a simple extraction
with no bone loss. I was asked to
perform flapless surgery. What
would you have done?

The areas the DBG assesses are:

premises including access, facilities, security, fire
• Your
precautions, third parties and business continuity plans.
governance including Freedom of Information Act,
• Information
manual and computerised records, Data Protection and security.
• Training, documentation and certificates.
• Radiography including IRR99 and IR(ME)R2000 compliance.
infection and decontamination including HTM 01-05
• Cross
compliance and surgery audits.
emergencies including resuscitation, drugs,
• Medical
equipments and protocols.
• Training, documentation and certificates.
• Waste disposal and documentation and storage.
• Practice policies and written procedures.
• Clinical audit and patient outcomes including quality measures.

The assessment will take approximately four hours of your Practice Manager’s time depending on the number of surgeries and we
will require access to all areas of your practice. A report will be despatched to you confirming the results of our assessment. If you have
an inspection imminent then we suggest that you arrange your DBG assessment at least one month before the inspection to allow you time
to carry out any recommendations if required. Following the assessment you may wish to have access to the DBG Clinical Governance
Package with on-line compliance manuals.

For more information and a quote contact the DBG on 0845 00 66 112

20
YEARS

www.thedbg.co.uk
Please Note: Errors and omissions excluded. Any prices quoted are subject to VAT. The DBG reserves the right to alter
or withdraw any of their services at any time without prior notice.

Errors in surgery
Every surgeon who operates
in the posterior mandible is (or
should be) exceptionally wary
of damaging the inferior dental
nerve. The damage can be done
in an instant, sometimes without
warning, and can be permanent.
But with guided surgery, one can
place an implant within one mm
of the position selected using
computer software.
However, even when guided surgery is inappropriate, a
CT scan can be used. This may
show, for example, serious difficulties such as when the inferior dental nerve is at the crest of
the ridge (Fig 3). As I will show,
guided surgery and/or a CT scan
should be combined with a detailed protocol of other steps to
best manage risk when operating
in the posterior mandible.

Are you waiting to find out when
the Care Quality Commission*
inspect your practice?
Have you addressed all 28 CQC
outcomes?

Figure 1 might be one such
example. This young lady was
referred to me with a special request. Something has obviously
gone wrong with the implant
placement. Can her smile be recovered in time for her wedding?
The answer will be yes (Fig 2),
but you will have to come to my
lecture to see how.

*England only.

There are also interesting
diagnostic challenges raised by
patients who present with unexplained problems. For example,
see Figures 6, 7, 8 and 9. What
could have caused these problems? (The cause of the problem
in Fig 10 is obvious: the patient
did not pay her bill!)
The surgical part of my lecture will end with a fascinating
study of the patient in Figure 11:
what went wrong here? And what
urgent steps should be taken?
Errors in prosthodontics
Placing implants too close together is an error we will all see:
Figure 12 for example is obviously a difficult clinical situation.
How, though, can we take an impression of two posts so close together?
Another extraordinary case is
in Figure 13. What could have
caused this patient’s pattern of
damage?
I look forward to sharing the

[9] =>

United Kingdom Edition April 25-May 1, 2011

answers to these questions with
you at the lecture. I would also end
with this final word of caution:
proper training and experience
in implant placement is exceptionally important to avoid mistakes and accusations.
I would invite any aspiring implant surgeon to attend
my six-day course, or another
course with proper accreditation. DT

About the author
Dr Scher graduated from University College Hospital, London, UK in 1973. He is registered on the GDC Specialist List in Oral Surgery and Prosthodontics. He is a Visiting
Clinical Professor at the Prosthodontic and Implant Department, Temple University,
Philadelphia, USA. He is also a Member of Faculty at Lyon University, France, and an
Honorary Senior Lecturer in Dental Implantology, School of Health Care Professions,
University of Salford, UK. and Honorary lecturer at the Eastman Dental Hospital. Dr
Scher is a Fellow and Diplomate of the ICOI, and a Director on its Board. He is also
a founder member and past President of the Association of Dental Implantology, UK,
and still serves as an elected board member. He also holds a Diplomate from the
American Society of Osseointegration. He is the Director of the Osseointegrated Year
Course (now in its 20th year), and is the chairman of the editorial board of Implant
Dentistry Today. He is published extensively in refereed journals. Dr Scher was Scientific Chairman at the ADI International Symposia in 1989 and 1991, and was Host
Chairman of the ICOI World Congress XI, 1992. He has also been Scientific Chairman
of ICOI World Congress August 2003 and 2004; Scientific Chairman of ADI International Congress in May 2003; Scientific Chairman of Nobel Biocare Conference in
September 2006; and Scientific Chairman of ADI International Congress in May 2007.
He is President of Alpha Omega UK 2008/9

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[10] =>

10 Feature

United Kingdom Edition April 25-May 1, 2011

GDS Contracts –
The Litigation Continues!
Tim Lee reviews a judical review of nGDS
During GDS Contract “baseline year”, the claimant employed two qualified dentists.
In calculating the claimant’s baseline activity and contract value, the activity carried
out by those employed dentists
during the baseline year, were
ignored by the PCT.
The PCT did not include the
baseline activity and contract

Litigation is still arising from the change in dental contract

T

he legislation providing
the framework for the
“new” regime for NHS
dental services, which came
into effect in 2006, is obscure
and complex.
Though the legislation is
nearly five years old, litigation
arising from the provisions
transiting the “old” section 35
arrangements to the “new” arrangements continues.
The recent High Court Ju-

dicial Review Ex-p Ikhlaq Hussain and two Others – v – Secretary of State – v- Warwickshire
PCT [2010] EWHC 3351 (see
www.bailii.org) could have
some financial implications for
some GDS contractors.
The Facts
There were three claimants,
with essentially, parallel cases.
To simplify matters this article
will simply refer to one of the
claimants.

values of the two employed
dentists, in the claimants GDS
Contract.
The Claimant disputed this
and subsequently referred the
matter to the NHSLA.
The
NHSLA decision followed in
June 2008.
NHSLA Decision
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The Claimant argued that,
when applying the appropriate
statutory criteria and guide-

‘In calculating the claimant’s baseline activity and contract value, the activity carried
out by those employed dentists during the
baseline year, were ignored by the PCT’

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cle, the essence of the claim
before the adjudicator was
whether the PCT was entitled,
in determining the activity and
contract value of the GDS Contract, to omit the activity and
contract values attributable to
the two employed dentists during the baseline year.

lines set out in the legislation,
the activity of the two employed
dentists should be taken into
account in such calculations.
The intention of the legislation was to provide an income
guarantee to dentists until the
31st March 2009, on the basis
of their activity, including the
activity of their employees,
during the baseline period.

The rationale behind the
legislation was that the size
and value of the practice
was to be protected, to ensure funding was in place for
the number of patients serviced by the practice, including
its employed dentists. When
a particular employee left the
practice ought to be able to replace the departing employee
with another dentist, so as to
continue to honour the demands of its patients.
If the departing employee
effectively took “his” NHS
funding with him, the employer’s practice was being
diverted. The intention of the
legislation could not have been
to encourage employed dentists
to leave their employer, taking
with them goodwill, which the
employer had built up.
High Court Review
In a nutshell the High Court
concluded that the adjudicator’s
decision must be set aside for
error of law. Where work had
been undertaken during the
baseline
period,
by
employee or assistant dentists,
such activity and contract value was potentially includable
within the employer’s GDS
Contract.
Where to Now
The High Court has referred
the matter back to the NHSLA
for further consideration of the
appropriate activity level/contract value and, no doubt, the
NHSLA will report the outcome in due course.
Implications for General
Dental Practitioners
Other general dental practitioners may have been similarly affected in 2006, by their
PCTs issuing GDS Contracts
to employed dentists, and not
including the baseline activity/contract value of such
employees in the principal’s
GDS Contract.
Can any such aggrieved
contractor bring a claim at this
stage or is it too late?
What might the value of
such a claim be? Both issues may be dependent on the
NHSLA’s decision following
the remission back to them of
the Hussain case, for further
consideration.
For potentially affected contractors reading this article, it is
clearly too late to refer the matter to the NHSLA. There is a
three year “limitation” period in
disputes to the NHSLA, the time
running from the date of the
claim (likely to be March 2006,
or at the latest 1st April 2006).

à DT page 12

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[12] =>

United Kingdom Edition April 25-May 1, 2011

ß DT page 10

Are there any other causes of
action?
There may be two possibilities.

Firstly there may be an
action for “breach of statutory duty”. The framework forcalculating the level of activity
and contract value is a statutory
framework. If the PCT failed
to carry out such calculations
properly they have failed in
their statutory duty, enabling a
claim to be brought.

Secondly there may be a
claim for breach of warranty
under clause 23 of the GDS
Contract. By those warranties the PCT promised that “all
information in writing which is

ity for analysing the baseline
year data, was specifically given
to PCTs. “It might be arguable
that if incorrect calculations had
been made to the contractor’s
baseline UDAs and contract value, the relevant PCT had been in
breach of warranty.” This could
lead to a claim for damages for
breach of contract.

Firstly how much might a
claim be worth? The general
rule is that damages for breach
of contract are such losses as
may have been reasonably
foreseeable when the breach
took place. The claimant is
responsible to take all reasonable steps to keep their losses to
a minimum.

Actions
for
breach
of
contract must usually be
brought within six years from
the date of the breach in question, so care needs to be taken
with limitation periods.

An aggrieved contractor
might argue that had their GDS
Contract been at the appropriate higher level of activity
and the higher contract rate,
the contractor would have had
to pay, say, 50 per cent of each
“UDA value” to that relevant
employee.

A contractor contemplating
action should also ensure that
they had not elected, in their
Contract to be regarded as a
health service body (clause 14)
restricting action only to the
NHSLA (with the three year
limitation period problem). It

‘The general rule is that damages for
breach of contract are such losses as may
have been reasonably foreseeable when
the breach took place’
provided to the contractor
specifically to assist the contractor to become a party to this
Contract was, when given, true
and accurate in all material respects”. Under clause 23 are
further warranties, for example,
that no relevant information has
been omitted.
Under the provisions of the
2005
Transitional
Provisions Order (which sets out
the framework for the transition from the “old” section 35
arrangements to the “new”
arrangements), the responsibil-

might be sensible to seek an early “opt out” of clause 14, which
is possible under Regulation 9
of the National Health Service
(General Dental Services Contract) Regulations (Regulation
9(4)). A contractor may, “at any
time” request a variation of the
Contract to remove the election
from health service body status.
Any such opt out should be
in place before any proceedings
were commenced.
What might a claim be
worth

Actions for breach of contract must be brought within six years

The remaining 50 per cent
balance would have been part
of their gross annual profits.
They might go on to argue that
such increased profits would
have been the “top slice”, that
the practice overheads would
already have been provided
for by the “lower slice”,
and that their net loss was therefore 50 per cent of the value of
each UDA lost as a result of the
PCT’s breach of contract/breach
of statutory duty, on an annual
and charging basis. Such loss
might amount to a substantial
sum. DT

About the author
Young & Lee’s litigation team,
headed by Chris Leek, acted
for the claimants before the
High Court, and before that
in the NHSLA but were not
the solicitors, who originally
acted for the claimants.
Tim Lee
Young & Lee Solicitors
6 The Wharf
Bridge Street
Birmingham
B1 2JS
Tel: 0121 633 3233

[13] =>

United Kingdom Edition April 25-May 1, 2011

The dawn of a
new tax year
Richard Lishman discusses planned changes in
Tax Year 2011/12

s a new tax year dawns,
it is essential that dental
practitioners
familiarise themselves with all
the proposed changes that the
Coalition Government are going introduce to the financial
system this year and next. This
holds particular significance
where pensions are concerned
as practitioners are among
those professions with high
pensionable earnings and will
therefore be particularly affected.
Included in these changes is
the elimination of the ‘default’
retirement age as from October
2011, making employers unable
to force someone to retire at 65.
The basic state pension itself
will rise by whichever gives the
highest amount from either:
• the average wage increase in
earnings for that year
• the cost of living increases for
that year
• 2.5 per cent
Other elements of the State
Pension will continue to rise in
line with prices. The Government is referring to this plan as
their ‘triple guarantee’.
Annual Allowance
As from April 6, the yearly
amount that can be saved into
a pension through tax relief
will be reduced from £255k to
£50k. This change to the annual allowance will include
the increase in the NHS Pension Scheme benefits and
contributions to any other
pensions. In addition, those
with enhanced protection will
no longer be able to be exempt
from the annual allowance.
If a pension contribution exceeds the annual allowance, the
tax relief received by the pension
needs to be repaid in full at the
highest marginal rate at which
relief was received. For example, if a practitioner pays £60k
in their pension, £10k above the
limit, the rate of tax relief is 50
per cent: (£60,000 - £50,000) x
50 per cent = £5,000 In the event
that part of the tax relief was
received at 50 per cent, and another at 40 per cent, the tax due
would still reflect this.
However, also introduced
will be a three-year carry forward rule that allows unused
annual allowance from the last
three tax years to be brought
forward if pension savings have

been made in those years. This
could indicate that if a pensions
saving is more than £50k, it may
be exempt from the annual allowance charge meaning there
is some optimism to be seen in
these changes, as only tax relief
already received has to be repaid. However, as the pension
will be taxed in full, this results
in a more problematic outcome
in the long term.
In addition to this, the value
of pension benefits in a defined
benefit pension scheme, such
as the NHS Pension Scheme,
will also increase, resulting in
a greater risk of exceeding the
annual allowance and incurring
tax charges.
The annual contribution
is calculated based on growth
in value of benefits and this
method is likely to increase the
number of practitioners caught
out as even relatively modest
NHS Earnings may exceed the
annual allowance limit. This
exact calculation is reasonably
complex, requiring the NHS
statements of the previous two
years.
Individuals are held solely
responsible for working out if
they incur an annual allowance charge and need to report
this on their self-assessment tax
return. However, they need to
obtain information from their
pension scheme administrators
as to the increase in value of
their pension savings for the tax
year. Pension schemes can only
provide this information if requested by the scheme member
or if the individual has pension
savings greater than the annual
allowance. Information cannot
be provided any earlier than six
months after the end of the tax
year to which the information
pertains, however for the first
year (2011-12) schemes will be
given an extra 12 months to provide this information.
Lifetime Allowance
The standard Lifetime Allowance
(LTA) is the total amount of pension savings you can build up tax
efficiently over your lifetime and
as of April 6 2012, the Coalition
plans to reduce this from its
current £1.8 million down to
£1.5 million. As with the annual allowance, any amount over
the LTA in a pension will be
taxed according to how the excess is received. As a lump sum,

any excess will incur a tax
charge of 55 per cent: as regular income, the tax charge of
25 per cent will apply to the excess. The charge for lump sum
is higher as it will not be taxed
later, whereas the pension income will be taxed at the practitioner’s highest marginal rate.
With these changes in mind,
individuals should know that the
Government has not released
any plans to review this cap until
2016, and such a review would
not necessarily lead to the limit
being raised. With the rise in
inflation, many more dentists
could be affected by these excess
charges. Furthermore, younger
dentists should begin to consider pension planning now to
avoid unnecessary tax charges
in the future, especially as these
alterations are making the process more complex.
Alternative forms
Despite these proposed changes, there are ways that practitioners can keep their excess
savings free of tax, by looking at
alternative forms of long-term
saving alongside their current
pension plans. For instance, the
amount that can be saved, tax
free, into an Individual Savings
Account (ISA) is increasing annually with inflation and as of
April 2011 the saveable amount
will have increased to £10,680.
It is the responsibility of the
individual to ensure that they
stay within the new limits that
the Coalition Government has
proposed for April 2011/12, and
currently, there is no system in
place to prevent the overfunding
of pensions when the annual
allowance is reduced. Practitioners are advised to acquire
guidance from an independent
financial adviser, who are one
step ahead and can already offer an analytical formula that
can help determine whether the
practitioner will be in this position in the current year. DT

About the author
Richard T Lishman of money4dentists,
which
are a specialist firm
of Independent Financial
Advisers
who help dentists
across the UK manage their money
and achieve their
financial and lifestyle goals. For more information call
0845 345 5060 or email info@money4dentists.com

[14] =>

14 Money Matters

United Kingdom Edition April 25-May 1, 2011

Looking to buy a practice?
David Brewer provides a guide for buying your own practice in today’s world

T

2

How they must look enviously at their colleagues who purchased practices in the early to
mid 2000’s when it seemed the
banks would lend to anyone simply because they were a dentist;
asking very few questions and

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

he majority of the associates that I speak with
aspire to ultimately become practice owners – possibly as a result of logical career
progression or simply to protect their own position and to
be in control as they can often
see their income share percentage reducing.

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

Buying a practice first could be a better option

rankly

S

peaking

What is the difference
between Frank Taylor
and Associates and a
dental agent?

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...
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 banks main focus nowadays is on the individual(s)
who is 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:

1
• When we do a totally independent valuation you can rely on and
the agent doesn’t.
• When we market your property to all of our registered 2000 plus
potential purchasers and the agent doesn’t.
• When we only ever act for the Vendor and the agent doesn’t.
• When we never accept an undisclosed fee from the purchaser
and the agent does.
Tel: 08456 123 434
01707 653 260
www.ft-associates.com

1542COR FTA 140x100mm AD3.indd 1

Track Record/Earnings
Most banks would now expect
any applicant to have worked for
at least TWO years as an associate in the UK before any lending for practice purchase will be
considered.

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
privately and NHS at a number
of practices will be viewed as a
good thing. Also, highlight any
managerial or staff responsibilities 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 to
b
e
confident that you can take this
step.”

05/01/2011 13:35

could achieve as practice owner.
i.e. if your gross £100K as associate (take home say £40K) but
are looking to acquire a practice
where the current owner grosses £250K this may be considered too big a jump – unless you
can reasonably explain why.
We also strongly suggest
that you engage the services of
a specialist dental accountant. A
good accountant will hopefully
save you more in tax (with the
extra expenses you can claim
for) than you pay them to prepare the accounts.

3

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
quasi contribution – but be prepared as it may not be worth as
much in the bank’s eyes as you
think (see below as to the value
banks place on such property).
As a rule of thumb, a
20 per cent contribution is
needed; however in certain
cases 10 per cent can be considered (and the banks ARE
quite often happy to include a
contribution – cash or property - that is gifted from family
– which is a common way for
clients to get on the practiceowning ladder).
For most though, the key
here is to build up your cash savings and if your dream is practice ownership, DO NOT BUY
YOUR HOUSE FIRST! So many

[15] =>

United Kingdom Edition April 25-May1, 2011

associates put their hard earned
savings as deposit towards a
house purchase (as mortgage
providers also now need 20 per
cent) with nothing left for the
practice purchase.
Equity
With house prices static at
present, once you have put
your deposit towards the house,
it simply cannot be claimed
back. Whilst the banks can consider your house as security,
they will tend to place a ‘security’ value of 70 per cent of open
market value on the property
– so once discounted by this
figure, less existing mortgage,
there tends to be no equity left.
For example, a house of
£500,000 value with a £300,000
mortgage. Banks would value
at 70 per cent of £500K less the
mortgage leaving ‘security’ value of £50,000 (somewhat less
that the true equity of £200,000).
BUY

YOUR

PRACTICE

‘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’

ly difficult to overcome this.
ALWAYS engage the services
of an independent specialist to
work on your behalf (we currently have access to SEVEN
banks who are actively lending to the dental market), who
will package the proposal in
a manner which will satisfy the
banks credit criteria (all banks’
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 that more competitive terms are secured.

Remember that you only get
one chance to make a first impression with the bank - make
sure you get it right. DT

About the author
David Brewer has worked for the dental profession for more than 15 years
helping more than 1000 clients secure
funding for practice purchase and start
up. With his banking background and
friendly pro-active approach, he is ideally placed to provide advice and guidance to clients who are looking to purchase a practice or simply review their
existing arrangements. David works
with Frank Taylor and Associates and
can be contacted on 08456 123434 or
david.brewer@ft-associates.com

‘Remember that you only get one chance
to make a first impression with the bank make sure you get it right’

r
e

Ultimate Cutting
O
d
Ultimate
Coagulation
ti e
m
Ultimate
Price
i
L
ff

PowerPen
2w 810nm Cordless

£2500 inc VAT

FIRST AND YOUR HOUSE
SECOND - your deposit can be
put towards the practice purchase. Once you have the practice you would expect to earn
more than you would as an associate - you should then accumulate savings at a faster rate to
then enable you to put a deposit
down for a larger house close to
where the practice is.

Dual 8w
4w 810nm + 4w 980nm

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

£4100 inc VAT

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.
The right result
However, it is essential that
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 local manager
does not understand the profession and says ‘no’: Once you
receive a ‘no’ it is then extreme-

Money Matters 15

Soft Tissue Management
British Built

info@quicklase.com
www.quicklase.com

Call us 01227 780009
Laser specialist since 1992
PPenDual8WQL280311RG

[16] =>

16 Practice Management

United Kingdom Edition April 25-May 1, 2011

Keeping Google in mind
Cathy Johnson looks at how to make your practice website really work

itting the spot with your
website requires thought
and careful planning. The
web is an interactive, dynamic and
rapidly changing communications
medium and a great website is one
that gives the visitor exactly what
they want.

So what are your patients looking for? It may come as a shock to
learn that it’s not so much your
treatments they’re most interested
in, it’s the solution to their particular problem. You need to ask yourself what their biggest problems
might be and then solve them.

In order to have a popular site,
you’ve got to get inside the mind of
the user. “How can I help my patients?” is the best place to start.
At the outset, be sure to employ an experienced web designer,
preferably one with knowledge of

dentistry, and discuss your main
objectives in depth. It is also worth
doing some research of your own
and making a shortlist of sites you
like, noting what appeals to you
and why. What grabs your attention, what keeps you there, what
looks good, what works well, what

are you most impressed by? Also,
look out for any really bad sites
and make a list of potential pitfalls
such as what makes it hard to navigate, what looks unprofessional
or confusing, what takes too long
to load and so on.
What brings you back to any of
the websites you visit? Generally,
you will come back for a few reasons: visual appeal, ease of use,
clarity and usefulness of content
and optimum functionality. You
will beable to discuss your observations with your chosen designer
and plan the navigation based on all
theelements you decide to include.

Ems-swissqualitY.com

savE cElls

NEw Ems swiss iNstrumENts surgErY –
saviNg tissuE with NEw iNNovatioNs iN implaNt
dENtistrY
The inventor of the Original Piezon
Method has won another battle
against the destruction of tissue when
dental implants are performed. The
m a g ic word is dual cooling –
instrument cooling from the inside
and outside together with simultaneous debris evacuation and efficient
surgical preparations in the maxilla.

> EMS Swiss Instrument
Surger y MB6 with unique spiral
design and internal instrument
irrigation for ultralow
temperature at the operative site

cooliNg hEals
A unique spiral design and internal
irrigation prevent the instrument’s
temperature from rising during the
surgical procedure. These features
combine effectively to promote excellent regeneration of the bone tissue.

Visually your site must look
clean, inviting, and be interesting and easy to navigate. A clear
layout, legible text and logical
navigation will always have the
edge over flashy gimmicks and
information overload. Avoid flash
animation as people are likely to
go elsewhere rather than wait for
anything that takes time to load
– the ‘skip intro’ button has to
be the most clicked on option on
the internet.
A survey by Akamai Technologies of 1,000 web users showed
that if a shopping site took longer
than four seconds to load, 75 per
cent of the participants would not
return. Around 30 per cent of responders formed a ‘negative perception’ of a company with a badly performing website and a third
would abandon a site if it was difficult to navigate. So it is wise to either eliminate animation altogether or opt for alternative compatible
animation such as JavaScript.
Always keep Google in mind.
Achieving high rankings on Google is an ever-changing minefield,
so take expert advice on search
engine optimisation and let function take priority over form where
it is beneficial to do so. Unlike
printed literature, there are limitations with regard to fonts when
it comes to website design and
functionality. Make sure you use
a Google-friendly font so your site
can be read on any system, including the iPad and iPhone.

EMS Swiss Instruments Surgery
MB4, MB5 and MB6 are diamondcoated cylindr ica l instr uments
for secondary surgical preparation
(MB4, MB5) and final osteotomy
(MB6). A spiral design combined
with innovative dual cooling makes
these instruments unique in implant
dentistry.

coNtrol savEs
Effective instrument control fosters
atraumatic implant preparation and
minimizes any potential damage to
the bone tissue.

(membranes, nerves, blood vessels, etc.).
An optimum view of the operative
site and minimal bleeding thanks
to cavitation (hemostatic effect!)
further enhance efficacy.

prEcisioN rEassurEs
Selective cutting represents virtually
no risk of damage to soft tissue

The new EMS Swiss Instruments
Surgery stand for unequaled Swiss
precision and innovation for the

benefit of dental practitioners and
patients alike – the very philosophy
embraced by EMS.

For more information >
www.ems-swissquality.com

It goes without saying that your
practice logo must be prominent
and the colour scheme consistent
with your brand. This is a perfect opportunity to reinforce your
brand image and continuity is key.
Professional photographs of the
dental team and the practice on
the home page will add a personal
touch and differentiate you from
those that open with the same old
stock images of smiling models.
Keep the look fresh, simple and
uncluttered and make sure your
menu is concise. Don’t fall into the
trap of bombarding patients with

[17] =>

United Kingdom Edition April 25-May 1, 2011

Examples of websites

so much information at the outset
that they are put off and log off.
Make sure content is easy to find
and in a variety of ways. A top navigation, side navigation, search and
home button are great players in
this field. No matter how good your
website is, always assume there
will be users who get lost along the
way and cater for their needs. The
bottom line is if a user can’t find
the information they are looking
for, they have no reason to be on
your site. A call to action ‘contact’
button must be accessible on every
page – after all, the main purpose
is that your viewers contact you.
Visitors don’t want to have to
think too hard when viewing your
web pages, they want answers to
the questions they are asking and
to be fascinated by anything else
they come across. Increasingly,
web surfers show a maddening
unwillingness to stay put on any
one website, so make sure you
stir their emotions to keep them
hooked. People talk about this in
terms of ‘stickiness’, meaning that
your site must keep you viewer’s
attention glued rather than let
them click on someone else’s. Remember, your rival practice website is just one click away.

‘Hot’ buttons will grab viewers’
attention on the home page. Not
too many, perhaps three or four,
which identify common problems
and present a solution. An example problem might be ‘Dental Implants – the solution to unsightly
gaps’. Hot buttons are also a great
way of capturing attention via incentives, discounts or instant access to details of payment plans.
Just take care to limit the number
of these buttons so as not to overwhelm the user.
The language you use should
always be uncomplicated and
patient centered. When explaining treatments remember that although patients are interested in
the techniques, their primary concern focus is more likely the outcome for themselves.
Patients will also be looking
for evidence of your reputation
and checking out testimonials.
Before and after photo galleries
show the remarkable transformations that can be achieved, so make
sure your photo galleries scroll to
show how much experience you
have. Include plenty of written, or
preferably video, testimonials, but
do remember to ask for patient
consent.

All in all, make sure you take
every step you can to ensure the
user experience is a good one by
giving them what they want as
quickly as possible. The fundamental features that make a website work can be elusive, but the
underlying trick is to know your
target market and design your site
to serve their needs. Well organised, edited, and timely original
content set in an attractive, memorable, interactive, Google-friendly
and consistent format are some
key traits of great websites – and
when you have a great website,
marketing becomes a much easier
walk in the park. DT

About the author
Cathy Johnson specialises in design
for dentists and will design your practice image, stationery, welcome packs,
referral packs, external signage and
website to raise the profile of your
practice and attract the patients you
are looking for. She also writes and
produces a biannual patient newsletter, branded for you to send to your
patients. Cathy’s success is built on
more than 25 years of experience as
a graphic designer combined with
in-depth understanding of the needs
of the dental profession. She and her
team are based in London and work
with practices across the UK and
abroad. Working with single practitioners through to large dental groups,
all services are tailor-made to suit each
individual practice. Cathy Johnson Design Tel: 020 7289 1215 Email:cathy@
cathyjohnsondesign.com www.cathyjohnsondesign.com

[18] =>

18 Practice Management

United Kingdom Edition April 25-May 1, 2011

Accelerate your path to practice
management success - BDPMA
Amelia Bray tells why association membership can be vital to a practice manager
out by the GDC, and working
within a ‘Scope of Practice’. Tick
the boxes and you’ve met the
criteria. It’s a different world
for the practice manager. You
have to earn the respect of your
team, which chances are has a
list of qualifications as long as
your arm - without a helpful
checklist!
In order to be successful, respected leaders, practice managers need to enhance their
ability to do their job effectively
and need to adhere to an ethical code.

Networking is an important area for practice managers

eing a practice manager
can be a lonely business.
There is only one of you
within a practice and your day
is often spent fire fighting problems that crop up and require
your immediate attention. You
must be versatile, a great people person, an excellent time
manager, a prompt problem
solver and all-round super star.
While almost every other
member of your team must be
registered with the GDC, there

is no such regulatory body
representing dental practice
managers. There is no legal requirement to register with an
organisation, meaning there is
no official regulation or standard to uphold.

same problems, such as CQC
and ensuring the implementation of clinical governance, they
deal with the same staff issues,
such as training, appraisals
and sickness, and many do this
alone, without much support.

On the plus side, this can
amount to more freedom for
the practice manager. But what
it often means in real life is that
practice managers across Britain are reinventing the wheel
on a daily basis. They face the

The GDC outlines what it
requires from its members and
lists what they must achieve
in order to maintain their registration. This includes completing CPD, meeting certain
standards that are clearly set

The professional body for
practice managers is the British
Dental Practice Managers’ Association. Ours is the only association that represents dental
practice managers and we aim
to provide networking, forums
and tools for the continual professional development of our
members, promote training
and development, and work
with industry-leading partners
to promote best practice. We
also strive to keep our members updated with information
that will help their practices be
more successful and profitable.
Why face the task alone,
when there is a professional
organisation that will help you

thePREPcourse
In 8 full day training sessions you will cover:
Direct and Indirect Composites

Veneer Preparation/Prototypes/

Posts - direct cast and new all

Gingival Control/Impressions
and Fit
Conventional and Maryland
Bridge Preparation
Lab Communication and critique

ceramic
Bonded Amalgam and Nayyar Cores
Full Coverage Crowns
Minimal Intervention and Bonding

Manchester May 2011 – January 2012

Early bird
Booking
Discounts

speed up your road to success
by putting you in contact with
like-minded individuals? Why
navigate the transition from
NHS to private singlehandedly
when there are scores of practice managers within our organisation who have gone through
this process and have plenty of
advice and help to offer? Why
spend hours setting up inhouse recruitment procedures
when there are advice sheets
and templates already written
and ready to download in the
Members’ Area of our website?
BDPMA member Seema
Sharma says: “As a dentist with
a strong interest in practice
management, I find the BDPMA
an incredibly valuable resource
for contacts and networks. I
learn best by discussion and the
BDPMA gives me a fantastically wide peer group to explore
management challenges with.”
The BDPMA was formed in
1993 and now has more than
800 members. We aim to be
the organisation of choice for
dental team members representing the majority of dental
practices in the UK. As well
as providing expert advice on
all aspects of dental management in 16 free publications
a year and by email or telephone, we also offer direct
networking with more than
1,000 colleagues and dentistry
professionals, and personal
development
and
training
opportunities with discounts of
training events.
As an extra incentive to new
members we offer first year introductory e-membership for
only £25, with full membership
costing £85 a year. You can join
us by visiting www.bdpma.org.
uk and filling in a simple registra
tion form. DT

About the author

“

Was it worth the
investment - definitely!
Financially it's paid for
itself already and I've
only just completed
the course.

”

Chris Townshend

Amelia Bray joined the industry as
a dental nurse back in 1994, having
previously worked in veterinary and
chiropractic clinics. In 2000 she assisted her boss (now husband) to relocate the dental practice from a town
centre premises to a converted barn in
the middle of an apple orchard in the
Tamar Valley and at this point assumed
the role of practice manager. Amelia
completed the Diploma in Professional
Practice Management in 2004 and has
been involved with the BDPMA since
2000, starting out as Treasurer of the
Devon & Cornwall Region before joining the National Executive as Assistant
Secretary, Secretary then Treasurer
and now Chairman. Away from work
she’s a busy mum and step-mum who
enjoys cake making and decorating,
watching the mighty Green Army
(that’s Plymouth Argyle to the uninitiated!) and relaxing on her old Looe
fishing boat with a gin and tonic!

[19] =>

United Kingdom Edition April 25-May 1, 2011

Practice Management 19

It is no use saying: ‘We are doing our best’
Sharon Homes discusses the recruitment and selection process

have always been responsible for the recruitment
of staff throughout dental
arts studio. It was as simple as
placing an advert in whichever
source you chose, receiving
and reading through the applicant’s curriculum vitae and
then inviting them to an interview. When the potential candidate arrived at the practice we
would hand them a questionnaire to fill in, which had general
questions on it such as, why
would you like to work for us etc.
Once I had completed all
the interviews I would shorten
the list down to the top three
and arrange for a second interview to take place with either
Dr Solanki or Dr Malhan. We
would then select from these
three the person we thought
was best suited to the role after a reference check had been
carried out. This has always
worked out well up until now.
With CQC being one of the
tasks that I have been dealing
with for the past six months

Identify the specific job
related criteria using a job description

Match these criteria with
those detailed in the CV or application form

Use this list to select
which candidates will be interviewed if appropriate
Once a list has been created it is much easier to choose
which candidates to interview.
Once your selection has been

made you then invite your potential candidate to present
themselves for an interview. A
job description should be sent
out to the candidate before
hand to ensure a successful application and interview as the
candidate has already had the
opportunity to decide whether

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they are the correct person for
the role being advertised.
Preparing for a recruitment
interview is just as important
for you as it is the interview
preparation for the applicant.
To have a successful interview
à DT page 20

Ex
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-2 DA ec ien
1 st M 2 c
M an 0 e
ay ch 0
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ta ste
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six months it’s been
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it’s been like having a spring
clean of my administration
folders! One of the outcomes we
have to deal with is the suitability of staffing, which lead me
into refreshing our recruitment
policy with the help of the Code
ADP website.
The Code website has
been a massive help in enabling me to update all our
practice
procedures
and
policies. On a whole we were
very much in line with requirements, but like many other
practices there were a few policies not in place, as well as a
couple being outdated.
One of our newly updated
policies is to have a clearly defined outline for recruitment.
Success after all is in the preparation of any task or challenge
undertaken.

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To learn more, contact A-dec at 0800 233 285 or call your local authorised A-dec Dealer. Visit our website: www.a-dec.co.uk
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The advice that Code gave is
outlined as follows:
BDA ConferenceSupplement.indd 1

15/04/2011 11:23:15

[20] =>

United Kingdom Edition April 25-May 1, 2011

ß DT page 21

The second opinion is
valuable in making a recruitment decision. It’s also important to be
able to sit back and watch your
colleague interview while you
have the opportunity to observe
the candidates body language
and facial expressions. It’s also
helpful in your own development as your colleague can
also give you feedback on your
own interviewing technique.

process
the following
w a s advised:
• Interviews are arranged in
advance
• Interviews are to be conducted by the most senior member
of staff
• It is advisable to have two interviewers

A PL

Interviews should be confirmed in writing. Now days
this is easily achieved as most
of us now have access to the
internet. If this is not possible
then a letter confirming the interview should be sent.
When preparing for the
interview you should identify any areas on the CV that
do not appear clearly laid
out and does not define the
experience
and
qualifica-

tions required for the job
role being advertised. Look
where there are unexplained
gaps and make notes to
ask specific questions to these
areas. Also pay attention to
short span employment in short
periods of time. Also validate
statements of achievement.
Create questions to be
covered in the interview process and ensure that the interviewee is able to answer your
questions decisively and con-

structively.
Conducting the interview

1

Use the same line of questioning with each candidate.
Keep it simple; do not ask for
any personal information as
this is not relevant to the job
and it could be considered discriminatory

2

Do not accept partial or
unclear answers to any of your
questions

3

!
u
o
y
r
o
F
s
u

Keep the questions open
for example; do not ask simple
questions that require a simple
yes or no answer

s
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P
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BEAU
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Inje
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4

Take notes of the candidate’s answers and note down
your own comments

5

The candidate should be
talking for 80 per cent of the
interview and you should only
be talking for 20 per cent of the
interview
After the interview

1

Read carefully through
the notes that you had taken
about each candidate and complete Code ADP’s assessment
form or you could create your
own if you are able to. Your
reasons for your selection are
important in case your final decision is challenged by the interviewed candidates, eg under
the Sex, Age, Race or Disability
Discrimination Acts

2

Compare each candidate
using the information you have
against the requirements of the
job being advertised

F00

3

Zero Flow

Make an assessment for
each candidate as to whether

F03

Low Flow

SHOFU UK
Riverside House · River Lawn Road
Tonbridge · Kent · TN9 1EP · UK
Phone: +44 (0) 17 32 / 78 35 80 · Fax: +44 (0) 17 32 / 78 35 81
E-Mail: sales@shofu.co.uk · www.shofu.co.uk
Use the same line of questioning for each interviewee
BeautifilFlowPlus_Anz_D+E_210x297_2011.indd 1

18.02.2011 17:08:19 Uhr

[21] =>

United Kingdom Edition April 25-May 1, 2011

they have met the criteria for
the role. Make sure that they
fit in with the culture of your
team; however make sure that
you do not discriminate. Be
sure to make the correct choice
as an error in judgement can
be costly and time consuming
should it not pan out

certificates, work permits, Hep
B, personal information with
regards to next of kin etc. All
the essential documents must
be placed in a personnel folder
and placed in a secure environment only accessible to the
practice manager or principal
dentist.

An offer of employment
should be made verbally upon
the receipt of two professional
references which are satisfactory. These two references
should be from a previous and
current employer. In the case
of a school leaver a reference
from a teacher is acceptable.
These references should be in
writing, although details may
be clarified by telephone if
necessary. If the references are
not produced in a reasonable
amount of time then it may be
necessary to retract the offer of
employment.

As Winston Churchill once
said: It is no use saying, ‘We are
doing our best.’ You have got to succeed in doing what is necessary. DT

Practice Management 21
About the author
Originally
from
South Africa, Sharon Holmes has
worked in the field
of dental practice
management since
1992. In 2003, she
moved to London
City Dental Practice where after 18
months, was responsible for managing four practices in the group.
The London City Dental Practice is
now part of a mini co-operative group
called the Dental Arts Studio, of which
she has been instrumental in its creation.

Identify areas on a candidate’s CV that are unclear

Once you are happy with
the character references an
offer of employment must be

sent to the potential candidate
to confirm the offer of employment and the conditions there
of. Once the job has been accepted then a contract of employment should be sent out.
Make sure to ask the candidate to present all necessary
documents for eg qualification

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‘Make an assessment for each candidate as to whether
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criteria for the role.
Make sure that they
fit in with the culture of your team;
however make sure
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on all Priva
te Work

GDC registered team leaders
with a passion to create

www.costech.co.uk l dentist@costech.co.uk

'a smile to live for'

[22] =>

United Kingdom Edition April 25-May 1, 2011

Admor

will
Don’t
be
stationary
make
you over stationery
smile David Mills provides a quick guide to getting it right

Now save time and money with

Admor
Office
Products
Visit admor.co.uk
to view the full range of
products or call FREE

0808 208 1878
for a catalogue

To receive an
extra 5% discount
order during March & April
and quote DT0311

Admor

dedicated to dentists

www.admor.co.uk
This offer cannot be used in conjunction with any other offers or promotions,
and ends 30th April 2011. E&OE.

n the competitive world of
dentistry, it can be hard to
‘keep up with the Joneses’ as
practitioners offer an increasing
array of options and treatments.
With the extremely high standards set for dentists, by governing
bodies and by the clinicians themselves, the quality of work is rarely
called into question in any reputable practice, so how do you set
yourself ahead of the game? One
of the best options is effective advertising, and this can be achieved
even by small and cost effective
means such as business cards and
stationery.

quirements and turn them into a
viable technical solution that suits
your business and your budget.
However, while your printer possesses the know-how to realise
your ideas, the buck should never
stop with them. It’s your job to see
that everything is going to plan at
every step of the way and to this
end it is essential that you carefully proof everything before it is sent
to print. Even specialist printers
can be unfamiliar with some technical terminology but by submitting copy electronically, you can
ensure that any necessary changes can be made quickly and easily.

High impact, quality stationery
can help you to successfully convey your practice philosophy to
both the public and the local business community. The image that
you project to the public is of the
utmost importance both with regards to finding new patients, and
preserving your existing client
base. Patients are only too pleased
to give repeat business to a dentist
whom they trust to offer them the
best possible service, and their
loyalty and ‘word of mouth’ advertising are essential to the maintenance of a thriving practice.

Decisions, decisions
There are several factors to consider when ordering, for example, business cards. Firstly, if your
logo is coloured, you will need to
decide whether one, two, three or
four colours are appropriate. Having four colours is the most expensive and can be used to create
photo quality images, but simpler
logos may require only one or two
colours, saving you money.

So what next?
In order to establish an effective
range of stationery, your first port
of call must be a reliable printer. This can be a confusing and
daunting experience however, as
the printing industry has, over the
years, developed into such a complex trade that people outside the
business are frequently baffled by
its intricate and seemingly bizarre
vocabulary. Reputable printing
firms will provide you with an
expert representative to help you
overcome this unexpected language barrier, and specialist companies, dealing with the health
sector, can cater to your specific
needs as a dental practitioner.
You should also speak to other
people regarding printing costs, as
it is a good idea to have a budget in
mind when speaking to a printer.
The printing industry can be just
as competitive as dentistry and so
it is always in the printer’s best interests to offer you the optimal deal.
If a printer in recalcitrant with
regards to offering you a better, cheaper solution, it may be
that you should take your business elsewhere.
Your vision of what you want
from your stationery is what really matters and it is the job of the
printer to take your ideas and re-

The next step is to decide upon
the finish of your cards. Finishes
come in two types - coated or uncoated. Uncoated is basic card and
tends not to wear as well as coated, but it is cheaper to produce
and makes great appointments
cards, as the surface can be written on easily. Coated card is not
as good for writing on but is more
durable and can look more ‘upmarket’. It also comes in matt or
gloss finish and is most people’s
preference for business cards, but
your printer will be able to advise
you on this.
The weight of the card (how
thick it is) is also something to
consider as, while heavier card
can be more expensive, it is also
generally better quality and can
have a ‘classier’ feel. You may
wish to think about postage costs
in making this decision as well
as whether you think your cards
are likely to be used to convey information and immediately disposed, or kept for long periods
of time. Along with the weight of
the card, you will need to decide
upon a size. You can pick virtually any size for your cards but the
most popular option is 8x5cm, the
standard size of a credit card and
therefore ideal for keeping in a
purse or pocket. However appointment cards may need to be bigger,
in order to fit in more information and complex or photo-quality
graphics can look squashed on
smaller media (artwork can also

incur an extra charge so check
with your printer).
When considering your budget beforehand you will need to
assess how many business cards
you think you will need as the
quantity or ‘print run’ is the main
factor in fixing a price. Most businesses give discounts on large
orders and, as the majority of the
cost come from the initial set up
of the design; it is economical to
place the largest order you can.
However, if you rarely give out
business cards, or your information/contact details are liable to
change, you run the risk of being
left with unused stock that will
then be wasted.
When your card is ready to go
to print, you will be sent a proof,
which you will need to sign off.
This is the most important stage
of the process, as any mistakes
now will necessitate a reprint
of the entire stock and, whilst
most reliable companies will
give you a reduction on reprints
(accidents do happen) this kind
of generosity cannot be relied
upon, and can prove an expensive and time-consuming error.
It can be a good idea at this
point to check the document, walk
away, and then check it again
with fresh eyes to make sure you
haven’t missed anything. You can
also get another member of staff to
check it, or even ask a patient what
they think of the design, as it is ultimately their opinion that counts.
Remember that high impact,
quality stationery is, quite literally,
your ‘calling card’ and the product
that you present to the public will
reflect your ethos as a practitioner.
So, do your research before committing to buy, consider your design carefully before submitting
it to your printer, and check your
proofs before printing to ensure
that you have a company image
that can really turn heads. DT
Quick Tips
• Speak to colleagues to get a
‘word-of-mouth’ recommended
Printer with specialist knowledge
of your industry.
• Remember, black still counts as
one of your colours.
• Checking twice means printing
once!

About the author
David Mills is the General Manager for
Admor. For more information contact
Admor at support@admor.co.uk or by
calling 01903 858910.

[23] =>

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Down your canal... roots is the place to keep up with the latest developments in the endodontic arena. A combination of comment, studies, case
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For more information or to subscribe please call Joe Aspis on
020 7400 8969 or email joe@dentaltribuneuk.com

[24] =>

United Kingdom Edition April 25-May 1, 2011

Phantom thresholds
Michael Sultan discusses pain control

T
Matrix

Inserts like a
wedge

Mimics natural
contour

he International Association for the Study
of Pain (IASP) selects a
different, pain-related issue to
study each year. 2011 has been
designated as the ‘Global Year
Against Acute Pain’ with the focus on raising the levels of understanding and the quality of
treatment for acute pain in all
its forms.
A natural consequence of
medical advances in the control or subjugation of previously life-ending diseases and
trauma repair is greater longevity for the victims. With
average life expectancy for all
of us rising, the importance of
research into pain management
and its effects on the individual’s quality of life is axiomatic. While few people actually
die of pain, many lives are
blighted by a failure to reduce
or understand its debilitating
effects and how destructive
it can be for the individual,
particularly over an extended
period.
Acute pain should not be
confused with chronic pain.
Acute pain, by definition, is
spasmodic in nature and relatively short lived, while chronic
pain, however intense, is continuous. Acute pain develops
when the brain receives sudden
notice of tissue damage, and the
nerve signals are amplified by
sensitisation in the central and
peripheral nervous systems.
Although the incidence may
be brief, repeated occurrences
quickly disrupt the quality of
daily life and without treatment
can develop into a condition of
chronic pain.

Compressing wedge
mimics natural separation
and prevents overhangs

Flexible wing exerts
pressure for maintained
separation and cervical
adaption

World’s Fastest
Composite Matrix?
More Designs by Dentists
www.directadental.com
Distributed in the UK by Trycare, Tel. 01274-88 10 44
FenderMate® is a trademark registered by Directa AB. Registered Design and Patent pending.

Pain by its very nature is
subjective; pain ‘thresholds’
vary hugely between genders,
ages and cultures, and the intensity of physical pain can also
be affected by psychological
and emotional factors. Comparisons between individuals suffering from very similar conditions are therefore rarely of any
value and can be offensive to
the sufferers.
The priority for every clinician should be the immediate
reduction of acute pain, both
to relieve the sufferer and to
prevent the onset of chronic
pain. However, the situation is
often not as simple as it seems.
An IASP1 report has found that
many healthcare professionals
have a tendency to downplay
the importance of acute pain
management for a variety of
reasons. Reasons include a belief that pain relief medication
may mask symptoms or impede

curative medication, or that the
patient should in any event expect, and therefore tolerate, a
certain amount of discomfort.
This lack of education in the
practitioner may be mirrored
in the patient, who fears becoming addicted to palliatives,
or that taking pain killers may
have side-effects, or perhaps
delay recovery. With both parties experiencing uncertainty,
acute pain is all too often under
assessed and under treated.
It is my own contention
that as healthcare professionals compassion is integral to our responsibilities

restoration. Increased awareness among practitioners will
in turn enable more patients
to be properly advised on the
appropriate control of posttreatment pain, and so overall
standards of care will rise.
A key issue in endodontics
today is the cost of treatment,
which was recently highlighted
by the Steele report2. The relief
of pain by tooth preservation
or root canal treatment is beyond the means of many, with a
huge, less well-off demographic
obliged under the NHS to accept extractions or removable
prosthetics as the only alterna-

‘A natural consequence of medical advances
in the control or subjugation of previously
life-ending diseases and trauma repair is
greater longevity for the victims’

and we have a duty to be fully
aware of the nature, treatment methodology and potential consequences of acute
pain. Within dentistry, endodontics is an area where practitioners should pay particular attention to this aspect of patient care
by keeping up to date with the
latest information and techniques for pain management.
The problem needs to be addressed on three fronts – by
individual practitioners, their
colleagues and by the patients.
Traditionally, dental and endodontic practices’ professional
promises of intent have been altruistic, vague, and expressions
of the obvious in bland, Quixotic language. Announcing a
goal of delivering the best possible care in the best possible
environment is neither binding
on the clinician nor reassuring
for the patient. I suggest that
our mission statements should
be rewritten to imply a greater
sense of imperative, obligation
and urgency – for example:
It is the absolute right of
every patient to be free from
pain, and we as endodontists will take every possible
measure to protect and promote
a higher quality of life for all
our patients.
Once we have made our own
commitment to expand our
knowledge, we can progress to
spreading the word amongst
our colleagues about the optimum application of anaesthesia
and analgesics in the resolution
of the pain associated with extreme dental disease or tooth

tives. I do not believe this is acceptable in an advanced society
in the 21st Century, and dental
professionals need to liase with
the Government to allow access
to the private sector for NHS
endodontic patients.
The diagnosis and treatment of acute pain has been too
long neglected at worst and under addressed at best, and the
IASP is rightly determined with
its ‘Global Year Against Acute
Pain’ to draw attention to our
professional shortcomings in
this area. DT
References:
1 Global Year Against Pain Fact sheet Why
the Gaps between Evidence and Practice?
http://www.iasppain.org/Content/NavigationMenu/GlobalYearAgainstPain/GlobalYearAgainstAcutePain/FactSheets/default.
htm (accessed 03/02/2011) 2 http://www.
dh.gov.uk/en/Healthcare/Primarycare/
Dental/DH_094418 page 57ff. (accessed
03.02.2011)

About the author
Dr Michael Sultan BDS MSc DFO
FICD is a specialist
in Endodontics and
the Clinical Director of EndoCare.
Michael qualified at
Bristol University
in 1986. He worked
as a general dental
practitioner for 5
years before commencing specialist studies at Guy’s
hospital, London. He completed his
MSc and in Endodontics in 1993 and
worked as an in-house endodontist
in various practices before setting up
in Harley St, London in 2000. He was
admitted onto the specialist register
in Endodontics in 1999 and has lectured extensively to postgraduate
dental groups as well as lecturing on
Endodontic courses at Eastman CPD,
University of London. In 2008 he
became clinical director of EndoCare
- a group of specialist practices. For
further information please call EndoCare on 0844 893 2020 or visit www.
endocare.co.uk

[25] =>

Event Review 25

United Kingdom Edition April 25-May 1, 2011

Scanning the Spectrum
The A-Dec dealer sales meeting was the perfect occasion to launch a series of new
products and brand positioning to the UK market. Dental Tribune was there

S

o, what do you call a group
of dental dealers? This was
the question that occupied
me as I made my way to a hotel
in Hinckley, just a few miles from
the Nuneaton HQ of our hosts for
the next two days, dental equipment manufacturer A-dec.
General Manager Karl O’
Higgins and his team were on
hand to welcome a full house
of attendees to the A-dec Dealer
Sales Meeting. This was an intense event, ranging from presentations aimed at informing
the dealer network about Adec’s current position and future
plans, to guest speaker Chris Barrow who gave his thoughts on the
‘state of the nation’ for the dental
industry.
Product launch
You may be surprised at the
thought of a gaggle (yes, that is
my collective term) of dental
press people at a dealer meeting,
but invited we were and we were
able to see the launch of two new
product offerings as well as see
more about the A-dec Spectrum
of dental chair solutions.
First to be unveiled was the
A-dec 200, a complete system
packed with features for added
accessibility and comfort - all
at great value and within a neat
compact package. Developed in
conjunction with dental professionals around the world to offer
a solution for the wide range of
practice styles found in global
markets. General Manager for
A-dec UK, Karl O’ Higgins said:
“As the new point-of-entry to the
A-dec family of dental chairs and
delivery systems, we knew that
A-dec 200 would have big shoes
to fill. Our systems have always
been known for reliability. Even
our entry-level systems have the
reputation for durable performance with minimal down-time.”
‘Designed for success’
Fitting into the A-dec range of
systems between Performer and
A-dec 300, the A-dec 200 was
launched with the tagline ‘Designed for Success’. Features
include: four preset positions;
double-articulating
headrest;
seamless upholstery; telescopic
assistant’s arm and oversized
tray; multi-axis light.
Karl added: “A-dec manages
the full manufacturing process
to provide dentists with the most
reliable equipment possible. Just
like our A-dec 500® and A-dec
300® systems, A-dec 200 allows every practice to enjoy the
same quality and performance

that dentists, dental schools, and
healthcare institutions in more
than 75 countries rely on dayafter-day and year-after-year. It
really is the right product at the

right time and at the right price.”
Cabinetry
Another offering to be unveiled
was a new range of cabinetry solu

tions. A-dec teamed up with cabinetry manufacturers DentalStyle to
create a range of ergonomic and
versatile cabinetry designed to be
used with the Zirc colour coded

trays (see below). Ciaran Hynes,
A-dec’s Operations Manager, discussed the company’s thought
process behind the new range and
à DT page 26

world class speakers • intimate venue

The power of ownership and leadership
- enabling dentists to become and operate as powerful owners of their practice -

Dr Marc Cooper DDS
Thursday 12th (evening) Friday 13th May 2011 (9am – 4.30pm)
Invaluable to Dentists, Cost: £495 exc VAT
Limited to 30 participants

à DT page 26

Marc Cooper DDS

[8.5 hour verifiable CPD]

Soft tissue plastic surgery in the aesthetic area of the mouth
- from the management of gingival recession to the treatment of vertical bony defect -

Professor Giovanni Zucchelli DDS PhD
19th 20th 21st May 2011 (9am – 5pm)
Suitable for periodontists and those with a special interest in Periodontology
Cost: £2,050 exc VAT
Limited to 30 participants

Professor Zucchelli

[17 hour verifiable CPD]

Social Media - Can I Afford to Ignore it?
must have tips, tricks and tools

Keren Lerner
Friday 27th May 2011 (11am – 6pm)
Cost: £175 exc VAT
Limited to 30 participants

Keren Lerner

[6 hour CPD]

For more information or to book tickets, visit www.seminarsthirtyeight.com
Alternatively call Catherine on 0207 935 5354, 07738 287764
or send an email to catherine@seminarsthirtyeight.com
These courses are held at 38 Devonshire Street, London W1G 6QB
A discounted rate for all Dental Tribune readers will apply

[26] =>

26 Event Review

United Kingdom Edition April 25-May 1, 2011

• Don’t try to hide mistakes
• Be very clear when communicating with clients/patients and follow it up in writing
• Don’t assume that clients/patients know as much as you do
(even when they say they do!)
• Ask yourself if you’re delighted
with your work. If you are not delighted, how can you expect patients to be?
• ‘Walk the floor’ – be visible to
your team and patients
• Surprise people with follow up

groups to attend each session.

ß DT page 25

the importance of taking into account the working environment
of the whole dental team to reduce
the rates of occupational Repetitive
Strain Injury (RSI).
After a very intense morning
of presentations, the post-lunch
sessions were a chance to take a
closer look at what A-dec and their
partners had to offer. Four breakout sessions were organised, and
the attendees were separated into

Three bagger
First up was Chris Barrow who discussed the importance of customer
service. Quoting the famous ‘three
baggers’ concept from Walmart
founder Sam Walton, Chris looked
at his nine ‘cardinal rules’ for delivering exceptional customer
service:
• Don’t ‘pass the buck’
• Develop a customer charter, and
broadcast it

calls
• Ask for word-of-mouth referrals, these are the most cost effective way to grow your business

LittleSister

Next to present was Nicolle
Folven, Vice-President for Sales
& Marketing at Zirc, a US-based
company specialising in the organisation and sterilisation of dental instruments. The company’s
colour-coded system for the different procedures in surgery is a concept being embraced by A-dec and
was one of the concepts behind the
new cabinetry range.

Performance, Reliability,
Support and Value for Money.
When it comes to sterilising all
your instruments, there’s only
one name that offers the

Anti-Microbial
Nicolle discussed in more detail
why using colour-coded tubs and
trays could help reduce stress and
improve infection control measures within a dental practice. She
then walked through some of the
products, emphasising the use of
the anti-microbial agent Microban® in the manufacture of their
tubs and trays.

complete peace of mind you
demand, Little Sister.
SES 2010 + SHS 800
Solid Instrument and Handpiece Sterilisation package

£5,500.00 (rrp £6,090) ...or £180pm
plus FREE Cycle Loggers worth over £650

The third session was an overview of the A-dec spectrum, by
Eugene O’Malley and Mark Harris (Territory Managers). This was
a chance for the attendee to ask
questions about each of the chair
solutions and get a feel for the differences between each one.

Includes
HTM 01-05
commissioning
& training plus
2yr warranty
and service

Offering unrivalled performance, the
Little Sister SES 2010 and SHS 800
package offers the perfect combination
for sterilising all the solid and hollow
instruments you will need for a typical
session, without risk of compromise.
With cycle times of 15 mins (SES 2010) and
10 mins (SHS 800), you will be able to process a full
load of solid instruments and up to 8 handpieces
simultaneously, in full compliance of the latest
HTM01-05 guidance.

Save a further £800
off the total package price* when you include
the HCS 300 Handpiece Care System
The HCS 300 Handpiece Care System
provides the perfect solution for the
rapid maintenance and lubricating
of handpieces, without the risks and
costs of an all-in-one system.

Total
Package
Price*

£6,500 (rrp £7,890)
...or

£215 pm

* includes SES 2010, SHS 800 and HCS 300
LeasPlan60 monthly ﬁnance includes full warranty and
service cover for the duration of the agreement.

To achieve truly rapid sterilisation call

Lease rates quoted for business purposes only

EschmannDirect on: 01903 875787
or visit: www.eschmanndirect.com

LittleSister from

Prices valid to 31st July 2011
Price excl. Carriage and VAT

Direct

The final session was split to
give further insights into surgery
design. Discussions centred on
best practice for infection control
and decontamination in practice,
a closer look at the new cabinetry
range and Karl O’Higgins giving a
practical look at ergonomics in a
dental surgery and how this can
improve working conditions for
the dental team and the experience of the patient.
Healthy competition
The day was then topped off by
a fantastic meal and a chance to
indulge in some healthy competition as a huge Scalextric track,
racing simulator and two Nintendo
Wii consoles were set up, as well
as a set of casino tables for the
more sedate competitors!
This event was a very intense
and worthwhile day, and a big
congratulation should go to the
whole A-dec team for organising
such a great event. Oh, and in case
you were wondering, my collective
term for a group of dental dealers
is a busyness! DT

[27] =>

United Kingdom Edition April 25-May 1, 2011

Chairs 27

A-dec 200 Press Kit
New A-dec 200™ offers nocompromise performance and real
A dec value
A-dec 200 is a complete system
packed with features for added
accessibility and comfort - all at
great value and within a neat
compact package. Including the
dental chair, delivery system,
assistant’s instrumentation, dental light, and support centre with cuspidor,
every detail on the new A dec 200 is designed to enhance patient care and
treatment efficiency and showcases the best of design with purpose. Available
in eight seamless upholstery colours, the patient chair features four preset
positions. The double-articulating headrest keeps patients comfortable during
chair moves and the chair’s two-position armrests and natural seat articulation
provide additional patient comfort. To learn more about A-dec 200, contact
your local authorized A-dec dealer, visit our website at www.a-dec.co.uk, or
contact the UK head office on 02476 350901.
About A-dec -mHeadquartered in Newberg, Oregon USA, A dec is one of the
largest dental equipment manufacturers in the world, with a global network
of customers and authorized dealers in more than 100 countries. Founded
in 1964, A dec designs, builds, and markets dental chairs, stools, delivery
systems, dental lights, cabinetry, and hand pieces. Contact: Jo Gamble, Sales &
Marketing Co-ordinator, A-dec, 11 Liberty Way, Attleborough Fields Industrial
Estate, Nuneaton, Warwickshire, CV11 6RZ jo.gamble@a-dec.co.uk

CEREC® 3D Systems
Why buy CEREC® from Ceramic Systems?
When you buy your CEREC® System from
Ceramic Systems you not only get the best
price and exclusive special offers, but you
also get access to the best CEREC® after-sales
support in the UK! Only Ceramic Systems can
offer you:
• Dedicated Service and Support Engineers •
Low cost finance arranged for you
• User meetings • Dedicated training facility
• Gold Club for software upgrades, service
and support • Courses by Ceramic Systems’ exclusive Trainer Dr Simon Smyth
– the UK’s Number 1 CEREC® Trainer
CEREC® enables Dentists to create high quality and durable chairside allceramic restorations in the most cost effective and efficient way. Saving
laboratory costs it enables dentists to design and create all-ceramic inlays,
onlays, partial crowns, veneers and crowns for the anterior, premolar and
molar regions in one visit. Eliminating the need for impressions, CEREC® utilises
a digital impression taking technique to capture the data used to design the
restoration which is then milled in the milling unit. Combined with adhesive
bonding techniques, CEREC® creates biocompatible, non-metallic, naturallooking restorations from durable high-quality ceramic materials in a single
treatment session - without the need for provisional restorations. For details
of their latest deals, contact Ceramic Systems Limited on 01932 582930, e-mail
j.colville@ceramicsystems.co.uk or visit www.ceramicsystems.co.uk

Stern Webber Dental Chairs from
Clark Dental – For 21st Century
Dental Chair Design
Dentists seeking a chair brand that
embodies innovation, style and
precision engineering need look no
further than the Stern Weber range.
Available in a variety of configurations,
including Continental, Cart and Side
Delivery, Stern Weber dental chairs are
designed with 21st dentistry in mind.
The S320TR series consists of a fixed floor-mounted unit with independent
chair for increased access and flexibility of movement. Compact design
also helps to ensure that all instruments on the treatment centre console
remain within arm’s reach. The ultimate in innovation, the S280TRC boasts a
suspended patient chair, creating extra space beneath the backrest to facilitate
smoother work-flow between dentist and assistant, helping to encourage
ergonomic working practices such as four-handed dentistry. Available from
Clark Dental, Stern Weber’s TR series is perfect for today’s quality-conscious
practitioner keen to work with the latest equipment and techniques. With over
30 years of experience in supplying the UK dental market with high quality
surgical equipment, Clark Dental understands what dentists want in a dental
chair, and offers a wide range of models and makes to suit every budget.
For more information contact Clark Dental on 01268 733146
Email enquiries@clarkdental.co.uk or sales@clarkdental.co.uk

Sident Dental Systems
Buy your Sirona Equipment from
Sident
When you buy Sirona Equipment from
Sident Dental Systems you not only
get the best price and exclusive Special
Offers, you also get access to the best
sales support in the UK! Only Sident
Dental Systems can offer you:
• Comprehensive bespoke Project Management Services for Surgery
refurbishments • Factory Trained Engineers • Product Specialists to advise on
design, installation and on-site training • Low cost finance packages for all
products • Established 28 years
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 Galileos 3D digital cone-beam equipment, their
extensive range of Sirona handpieces, and auxiliary items including SiroLaser,
SIROEndo and DAC sterilisation units. To support these items they offer
DURR Suction and Dental Art Cabinetry, as well as other essential equipment
from similarly tried and trusted manufacturers. Wherever possible potential
clients are invited to visit The Courtyard, Sident’s state-of-the-art training and
showroom facility, 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

KaVo Units, unbeatable value!
KaVo Dental, the specialist designers
and producers of dental surgery
equipment, offer a complete range
of units to meet the budgets of the
discerning professional.
The new
and outstanding Estetica E50, E70
and E80 units enhance the already
inspirational range, which currently
includes the Primus 1058 family of units.
All KaVo units are designed to combine
superior levels of ergonomics, comfort
and efficiency whilst providing patient
comfort and a practical working
position for the dental team. All units are available with mobile cart, over
the patient or hanging tube delivery systems and with easy to clean surfaces.
The Primus 1058, from only £10,700, is designed to offer all the quality and
technology advantages of a KaVo unit, with the added benefit of working
flexibility. This unit allows for permanent installation in either the right
or left-handed position, whilst offering ideal patient positioning. It also
offers a number of new features including the Memolog storing system, the
Memospeed and multifunction foot control.
An exciting range of Gendex imaging products enhance this comprehensive
range of surgery equipment, with the flexibility to fit all working spaces.
For information regarding the full range of KaVo products available Freephone
0800 218020 or contact your preferred KaVo Dealer Partner.

Record-breaking: Sirona delivers 30,000th
C8+ treatment center
Sirona’s popular C8 treatment center truly is
a global success story thanks to its superior
reliability and flexibility. Sirona, the technology
leader in the dental industry, manufactured its
30,000th C8 treatment center earlier this year in
its Bensheim factory. The center was delivered to
one of eleven ARRAIL clinics in China, currently
the world’s fastest growing market. The C8/C8+
treatment center won over customers’ right from
the start with its simple operation, reliability,
flexibility when integrating additional functions,
and with the high-quality components and design elements in the Sirona C
range. As part of the 2003 facelift, fitting and replacing instrument tubing
was simplified by using quick couplings on the instrument and the scaler was
equipped with a light. The “TURN version” means the treatment center is now
available in two versions for right- or left-handed users.
Swivel arm and cart versions of the C8+ are also available. The flexible and
modular concept allows developments such as the BLISO brushless motor or
instruments with LED lights to be integrated into the C8+. Customers around
the world are convinced by the reliable technology, the timeless, attractive
design, and the high quality of the C8+.
For more information, please contact: Sirona Dental Systems; 0845 071 5040;
email Info@sironadental.co.uk

For Quality Dental Products and
a Reliable Supplier, Seek Out
Castellini
For the last 75 years, Castellini has
dedicated itself to creating the very
best in dental furniture and has risen
to become Europe’s largest supplier
in this field.
Castellini is a brand associated with
quality. In 2009 we were awarded
with Best Stand at BDTA Dental Showcase.
Featured among its latest range of products are the ELI 5 series, the Skema
5 and 6 and the top of the range, Duo Plus. These high-tech dental units
embody the Castellini values, offering the very best in ergonomic design and
innovation, and adhering to stringent standards of quality and the highest
measures of infection control.
Castellini is aware of the significant investment that practitioners make when
purchasing a unit, and to this end, it provides high quality maintenance to
ensure your equipment is functioning exceptionally and with immaculate
precision.
You would be wrong to think that a Castellini unit would be out of reach
financially, and as such you are guaranteed exceptional value for an essential
component in your surgery.

DentalEZ Chairs &
Units
DentalEZ pioneered sit
down dentistry in the
1950’s with the J Chair
and have continued
developing
their
range of equipment
throughout the decades.

Support Stools from Qudent
Qudent have recently been appointed
distributors for support stools of Sweden. The
popular brand support stools have been in the
dental market place for many years and are
increasingly popular. Dentists have a history of
lumbar problems, which are alleviated by the
unique design.
The deeply contoured seat forces you to sit
all the way back in the seat, ensuring that the
sculptured backrest is in firm contact with your
back in the lumbar region.
The unique design of mechanism, seat and
backrest, allows a full range of movement. The
control lever in the ‘Free-float’ position, the seat
and the backrest will follow you as you lean forward and back on the stool.
Saddle seat versions are also available along with the option to add any
accessories to our range including foot activators, foot rings and arm rests etc.
Please call us for prices and literature on our range of support stools.
If you require any more information on our support stools, please contact
Qudent on 01903 211737, email Sales@qudent.co.uk or
visit www.qudent.co.uk

Whether
you
want
a good all round starter package, such as the Simplicity, through to the J/V
Generation (SHOWN), with its standard eight programmes and unique seat tilt
movement, for sheer luxury and superb patient comfort.
DentalEZ have been making equipment for over 50 years and offer
ambidextrous style, over patient, cabinet mount and cart style units which can
be mounted to their range of chairs and with upholstery choices from basic
through to Ultraleather and colour range to suit all tastes.
DentalEZ also offer lighting, stools and suction to give you a fully integrated
look to your surgery.
Contact Tel 01442 269301 email info@dentalez.co.uk www.dentalez.com

For further information on the range of Castellini products call 0870 756 0219
or visit www.castellini.com

Industry News
Excellent time to buy
Diamond Products
Kemdent are pleased to
announce the launch of
Diamond Micro Luting
Cement Capsules, the latest
addition to their popular
Diamond range of GIC
restoratives. Buy one pack of
Diamond Micro Luting Cement Capsules before the end of April and receive a
50 per cent discount on one pack of Diamond GIC Capsules.
Diamond Micro Luting Cement Capsules are a resin-reinforced, chemical cure,
glass ionomer cement for permanent cementation.
These resin-reinforced luting cement capsules have excellent mechanical
properties and aesthetic appearance so they are well suited for luting highstrength ceramic crowns based on zirconium oxide and other similar materials
often used in prosthetic treatment. Diamond Micro Luting Cement Capsules
have a working time of two-four minutes at room temperature and set in the
mouth in three-five minutes.
Diamond Micro Luting Cement Capsules have many advantages including
excellent adhesion, high physical strength, low linear expansion and superior
marginal integrity. The micro-fine powder in the capsules allows an extremely
thin film thickness for perfect fit and occlusal accuracy.
For details on special offers ring Jackie or Helen on 01793 770090 or visit our
website www.kemdent.co.uk. Follow us on twitter @Kemdent.

DECAPINOL® Mouthwash and
Toothpaste
The DECAPINOL® range is a new,
clinically effective approach to the
management of gingivitis, and the
prevention of periodontitis.
DECAPINOL®
Mouthwash
and
Toothpaste reduce gingivitis by up to
57 per cent. The combination of tooth
brushing and the anti-plaque action
of Decapinol® ensures that plaque is
removed effectively, and the build-up
of new plaque is prevented. Free from
biocides, patients can enjoy an effective method of preventing periodontitis
and managing gingivitis, without experiencing an unpleasant taste or dark,
semi-permanent staining of the teeth. DECAPINOL® creates an invisible barrier
between dental plaque bacteria and the surface of the tooth and gingivae
to prevent colonisation of plaque. DECAPINOL® therefore reduces the buildup of the plaque forming bacteria associated with periodontal disease.
Maintain a healthy and balanced oral micro flora. DECAPINOL® Mouthwash
and DECAPINOL® Toothpaste are the ideal solution for both the long-term and
short-term preventative, healthy management of gum diseases.
DECAPINOL® Mouthwash and Toothpaste are now available to all patients on
line at: www.toothbrushdirect.co.uk and www.dentalshop.co.uk
Now available from www.toothbrushdirect.co.uk and from www.dentalshop.
co.uk For more information call: 01483 410 600 www.decapinol.com

2011 Quicklase Lasers
PowerPen Cordless laser from QuickLase
QuickWhite @ £2500 inc vat
The Cordless PowerPen diode laser has been
talked about by many dentists and compared
to by its closest competitor:
- half the price of its competitor
- easy to balance in one hand
- easy to operate
- battery charges faster and longer to use
Over 380 units were sold during the IDS
dental show, which makes it the fastest selling
cordless laser for soft tissue management.
QuickLase have a range of soft tissue
management lasers. Starting with the 3.5w
810nm diode laser and the famous Dual 8w
810nm+980nm for ultimate coagulation and ultimate cutting for the ultimate
price of £4100 inc vat. Sales have reached over 3300 with the added benefit of
all our lasers being made in the UK at Ramsgate, therefore making support so
much easier and quick.
In addition, QuickWhite have launched their new ‘LowCost’ whitening for both
in-surgery Hydrogen Peroxide and home Carbamide Peroxide whitening. The
teeth whitening brand is well known for its effectiveness and fast whitening.
It’s the most economical kits sold in the market at £29 per patient and
supported by patients marketing in addition to the new Eco packaging option.
Call 01227 780009 for further offers or visit www.QuickLase.com

[28] =>

dentsplyrewards.co.uk

Your trusted
products
now
rewarded.
The DENTSPLY products that you have come to trust for
their quality and reliability, are now part of the DENTSPLY
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daily routine and be rewarded time after time.

From DENTSPLY...of course.

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To find out more visit dentsplyrewards.co.uk or call 0845 6436684

[29] =>

Event review 29

United Kingdom Edition April 25-May 1, 2011

Emerging trends

A look at the recent Philips Symposium in Cologne, Germany
challenged by the practitioners’
ability to keep to a high level
of oral hygiene and a lifelong
compliance.
This was backed up in an
energetic talk about contemporary oral hygiene by Maria
Perno Goldie who took as her
theme the need to translate
science into practice. She started by providing an overview
of the International Federation
of Dental Hygienists (IFDH)
which she heads up and
provided a global perspective
of the practice of dental hygiene.

Attendees at the symposium

T

he eighth Emerging
Trends Symposium initiated by Philips took
place in Cologne, Germany the
day before the start of the IDS
on 20-21 March 2011. It was attended by 50 key opinion leading dental professionals from
across Europe, attracted by a
roster of international speakers,
each adding to the knowledgebase which is redefining oral
hygiene intervention. By the
close of the symposium the assembled delegates were left in
no doubt about closing the gap
between the science and art of
dentistry.
As a precursor to the introduction of two new Philips
products at the close of the
symposium, the event kicked
off with a lecture about periimplantitis and what is known
and can be done to tackle this
condition which can lead to the
body’s rejection of an implant.
According to the first speaker, Professor Hugo de Bruyn,
peri-implantitis is an inflammatory process within the tissues surrounding the implant
components, which in most
cases is related to a bacterial
infection.
It affects both soft and hard
tissues around dental implants
in a dramatic way because it
leads to bone loss and is related to pocket formation and pus
evacuation. This often irreversibly affects the appearance as
well as position of the gums and
the interior zone of the maxilla,
and has aesthetic consequences
leading to patient dissatisfaction.

Central to the treatment of
peri-implantitis is biofilm removal, however there are important differences between
the gums around teeth and implants which should affect the
approach to oral hygiene for
those with implants.
Surgical treatment is predominately
based on implant surface decontamination and this is typi-

His lecture concluded with an
overview of the literature
and treatment rationales and
showed, by means of case
reports, ome clinical consequences, protocols and clinical
guidelines related to disease
prevention and treatment.
He was followed on the lecture podium by Dr Klaus Höcker

‘As we improve our detailed knowledge
about these bacterial deposits and the pathways of periodontal breakdown, the improvement of the patient’s individual oral
hygiene becomes pivotal to the goal of improved periodontal therapy’
cally combined with pocket
reduction and regenerative procedure’s to close the defect. The
first option is a radical way to
reduce the defect and improve
accessibility for oral hygiene
measures whilst the second option aims to avoid recurrence of
disease and enhance the aesthetic outcome by defect closure.
Currently there are a very
limited number of powerful
clinical studies available which
focus on etiology, pathogenesis
and efficacy of peri-implantitis treatment. Yet Professor
de Bruyn questioned whether
the ‘alarming rise in the disease’ discussed in some papers
is the reality of everyday clinical practice.
He also questioned whether
it is related to changing treatment protocols or changed
implant surfaces or designs
which have been introduced.

who discoursed about whether
oral hygiene is a success parameter during systematic therapy. Dr Höcker explained that
chronic periodontitis is primarily caused by the accumulation
and mobilisation of bacteria on
the surfaces of the teeth.
As we improve our detailed
knowledge about these bacterial deposits and the pathways
of periodontal breakdown, the
improvement of the patient’s individual oral hygiene becomes
pivotal to the goal of improved
periodontal therapy.

She then presented the
ADHA Standards for Clinical Dental Hygiene Practice
before evaluating the clinical
treatment and maintenance
challenges faced today by
practitioners, with a focus on
contemporary treatment concepts and patient recommendations. She concluded that patient communication is a vital
part of these challenges and addressed a number of intervention techniques for practitioners to use with patients.
Dr Paul Stoodley took as his
theme ‘Biofilm Management
beyond Plaque Removal’ and
started by explaining that dental plaque biofilm is a living
community of many different
types of bacteria and microorganisms which attach and grow
to tooth and gum surfaces.
The resilience of dental
plaque biofilms is underlined
by the ongoing management effort required to maintain good
oral health. Direct scrubbing
using brush bristles is an established method of removing
dental plaque biofilm, however there are many locations
within the mouth, such as the
interproximal spaces, gingival
sulcus and pits and fissures in
the occlusal grooves, which are
difficult to access.

Information, instruction and
the motivation of periodontally
diseased patients plays a large
part in a systematic treatment
approach which is based on the
control of plaque, infection and
inflammation.

Biofilms can also be removed by fluid flow, if high
enough shear forces are generated. Dr Stoodley demonstrated that powered brushing
using Philips Sonicare sonic
toothbrushes,
can
remove
biofilm formed from Strepococcus muntans, a common biofilm dental plaque cariogenic
pathogen, from interproximal
spaces and frontal tooth surfaces by the generated fluid
flow alone.

Once systematic therapy
is successfully accomplished
the long term success will be

In more inaccessible areas,
where some biofilm remained,
he demonstrated that fluid flow

could act as a reservoir for
fluoride, potentially having the
beneficial effect of increasing
contact time with the enamel
surface.
Fluoride also reduces the
degree of acidity at the tooth
surface by reducing biofilm activity.
Building on the application
of fluid flow for biofilm management, Dr Stoodly introduced
the concept of the new Philips
Sonicare AirFloss which utilises a small volume of high velocity liquid to create high shears
and jet impingement pressures
to remove biofilm from interproximal spaces.
By using a typodont model
and artificial biofilms comprised from biopolymers produced by biofilms, he showed
how he had captured the removal
from
interproximal
spaces using high speed imaging. On impact the artificial biofilm in the interproximal space
was immediately pushed back
by the flow, the biofilm then
stretched until the breaking
point was reached and the biofilm detached
Finally Thomas Clos addressed the need to draw together more closely new toothbrush production methods with
marketing requirements and
beneficial performance for users. During his presentation he
gave an overview of the evolution of industrial toothbrush
production and demonstrated
the state of the art methods
used today.
The pros and cons of each
method were highlighted and
the presentation concluded
with an insight into development and production methods
used for the creation of a new
Philips Sonicare DiamondClean
brush head.
At the climax of the symposium the assembled delegates
were given a preview and insight into the research and
clinical effectiveness of two
new Philips Sonicare products
which were launched the following day at the IDS.
The new Philips Sonicare
AirFloss is the first interdental cleaning device which uses
microburst technology to clean
interproximally whilst Philips
Sonicare DiamondClean power
toothbrush is considered the
most sophisticated, high performance Sonicare toothbrush
to date DT

[30] =>

30 Events

United Kingdom Edition April 25-May 1, 2011

Clinical Innovations Conference 2011

ubbed as one of the
most
inspiring
and
informative
conferences in the dental calendar,
the Clinical Innovations Conference 2011, will be held for
the eight year on the Friday
6th and Saturday 7th May at
the Royal College of Physicians
in Regent’s Park , London.

The
event’s
organisers
Smile-on are hosting this year’s
event in conjunction with the
AOG, the Dental Directory, the
FGDP and the ESCD. They have
put together a dental conference
with a difference, bringing together a host of leading speakers in restorative and aesthetic
dentistry, an unparalleled pro-

gramme of lectures and a glittering charity ball for more than
300 lucky delegates.
The 2010 conference will host
a line-up of highly prestigious international speakers alongside
exhibitors offering the latest dental technologies from around the
world. Confirmed speakers are:

Nasser Barghi, Julian Webber, Eddie Scher, Eddie Lynch,
Wyman Chan, Tif Qureshi, Raj
Rattan, Trevor Burke, Bob McLelland, Peet Van der Vyver, Wolfgang
Richter, James Russell, Julian Satterthwaite, and `Liviu Steier.
The conference holds opportunities where you can:

The AOG and Smile-on in association with The Dental Directory bring you

THE

Clinical Innovations
CONFERENCE 2011

• Learn truly innovative solutions
to achieve superior results
• Gain hands-on experience in the
latest techniques
• Take away tips you can start
putting into practice immediately
• Question and debate all ideas
• Receive your core subject ‘Medical Emergency’ certificate
This year the London Deanery
will be hosting their DCP Conference on Friday 6th May in parallel to the Clinical Innovation programme. Dental professionals will
be treated to sessions on subjects
such as mentoring in the workplace, risk management and communication skills. The conference
also featured fascinating sessions
on infection control and a lively
course on dealing with medical
emergencies by Dr Joe Omar. This
conference can be booked via the
London Deanery eWisdom course
booking system.
After the success of last year’s
CIC, the Clinical Innovations
Conference is growing and the
2011 conference is expecting delegate numbers in excess of 300
highly motivated dentists who
are passionate about learning.
Dr Sara Abdulla Alnoor Aljily
is a GDP from Madina Dental Centre in Doha, Qatar. She had this to
say about last year’s event: “I heard
about the Clinical Innovations
Conference through Smile-on’s
regular email updates. I decided
to take part in this extraordinary
gathering to widen my experiences and knowledge which I believed did really happen.”

Friday 6th and Saturday 7th May 2011
The Royal College of Physicians,
Regent’s Park, London
Already confirmed to speak are:
Nasser Barghi, Eddie Scher, Wyman Chan, Julian Satterthwaite, Jason Smithson,
Trevor Burke, Julian Webber, Bob McLelland, Eddie Lynch, Wolfgang Richter, Liviu Steier,
Peet Van Der Vyver, Tiff Qureshi, James Russell

“I have found the conference
to be well organised and very
professional with excellent speakers, which is of course the most
important thing! Attending the
conference has been a great experience and has helped update
my skills. I’ll definitely be putting
these skills to good use when I go
back home.”
To accompany the event,
Smile-on and the AOG are pleased
to announce The Annual Clinical
Innovations Conference Charity
Ball, which will be held on Friday
6th May at 5-star Millennium Hotel in Mayfair.
With more than 300 people expected this promises to be a night
to remember. Traditional dress is
encouraged.
There are only a few places left
at the Clinical Innovations Conference. To book your seat as a delegate or to reserve your table of
10 at the ball please call 020 7400
8989 or email info@smile-on.com.
Alternatively you can go to www.
clinicalinnovations.co.uk to view
the full programme and book your
place. DT

[31] =>

United Kingdom Edition April 25-May 1, 2011

Classified 31

“I need an independent

review of my income protection”

‘Make sure you are covered by arranging an
income protection review with one of PFM’s
experienced Independent Financial Advisers’.

Untitled-4 1

19/10/09 17:03:31

[32] =>

new
Welcome to a new
layer of Sensodyne
expertise in dentine
hypersensitivity
Today you can go further than treating
the pain of dentine hypersensitivity
with Sensodyne. Today you have
new Sensodyne® Repair & Protect
containing NovaMin® calcium
phosphate technology. NovaMin®
builds a reparative hydroxyapatite-like
layer over exposed dentine and within
the tubules1-5
Starting to form from the first use5, this reparative layer
creates an effective and lasting barrier to the pain of
dentine hypersensitivity6-8, with twice-daily brushing.

Explore a new layer of
opportunity with Sensodyne
Repair & Protect

Visual representation of dentine cross-section
and dynamic reparative layer

Specialist in dentine hypersensitivity management
References: 1. Burwell A et al. Journal of Clinical Dentistry 2010; 21(Special Issue): 66–71. 2. LaTorre G & Greenspan DC. Journal of Clinical Dentistry 2010; 21 (Special Issue): 72-76. 3. Efflandt SE et al. Journal of Materials
Science: Materials in Medicine 2002; 13(6):557−565. 4. Clark AE et al. Journal of Dental Research 2002; 81 (Special Issue A): 2182. 5. GlaxoSmithKline data on file SF/EU/05/10 Earl J, 2010. 6. Du MQ et al. American
Journal of Dentistry 2008; 21(4): 210−214. 7. Pradeep AR & Sharma A. Journal of Periodontology 2010; 81(8):1167−1173. 8. Salian S et al. Journal of Clinical Dentistry 2010; 21 (Special Issue): 82–87.
SENSODYNE, NOVAMIN and the rings device are registered trade marks of the GlaxoSmithKline group of companies.

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[cover] => DT UK No. 9, 2011

[toc] => Array ( [0] => Array ( [title] => One lump or twelve? [page] => 01 ) [1] => Array ( [title] => News [page] => 02 ) [2] => Array ( [title] => Software and IT training delays postpone contract pilot start [page] => 07 ) [3] => Array ( [title] => What went wrong? [page] => 08 ) [4] => Array ( [title] => GDS Contracts – The Litigation Continues! [page] => 10 ) [5] => Array ( [title] => The dawn of a new tax year [page] => 13 ) [6] => Array ( [title] => Looking to buy a practice? [page] => 14 ) [7] => Array ( [title] => Keeping Google in mind [page] => 16 ) [8] => Array ( [title] => Accelerate your path to practice management success - BDPMA [page] => 18 ) [9] => Array ( [title] => It is no use saying: ‘We are doing our best’ [page] => 19 ) [10] => Array ( [title] => Don’t be stationary over stationery [page] => 22 ) [11] => Array ( [title] => Phantom thresholds [page] => 24 ) [12] => Array ( [title] => Scanning the Spectrum [page] => 25 ) [13] => Array ( [title] => Chairs [page] => 27 ) [14] => Array ( [title] => Emerging trends [page] => 29 ) ) [toc_html] =>

Table of contents

[toc_titles] =>

[cached] => true )