Gina Verkamp Joins the DentalEZ Team as Institutional Sales Representative for the West Coast and William King as Southern Regional Territory Sales Manager
We are pleased to announce two new appointments to our expanding sales team. Specifically, Gina Verkamp recently joined DentalEZ as Institutional Sales Representative, and William King has joined DentalEZ as Territory Sales Manager.
In her new position as Institutional Sales Representative for DentalEZ Group, Gina Verkamp will report directly to Greg Morton, Western Regional Manager. Verkamp will be responsible for maintaining existing professional relationships and developing new prospects and additional DentalEZ Group sales for regional government and educational institutions. Her territory will cover the entire west coast region.
Verkamp brings many years of professional sales and dental industry experience to her new position. Prior to joining DentalEZ Group, she held positions within AEGIS Communications, Isolite Systems, Vident and Burbank Dental. Moreover, Verkamp held the position of brand manager at Kettenbach, LP, and was also marketing manager for Glidewell Direct.
Verkamp can be reached directly via email at email@example.com.
William King also joined DentalEZ Group as territory sales manager for the regions of North Carolina, Southern Virginia, West Virginia and Northern South Carolina. In his new position, King will be responsible for fostering existing professional relationships while identifying new prospects to increase all DentalEZ Group product and equipment sales.
Prior to joining DentalEZ, King worked for Ivoclar Vivadent as a sales representative. King was introduced to the dental arena early in life, with family members working with companies such as Preventech. King will report to Chuck Seeger, Southern Regional Manager.
King can be reached directly via email at firstname.lastname@example.org.
By Guest Blogger Lisa Marie Spradley, FAADOM
There’s a lot being said about how to keep your patients returning to your practice. Salesmen will tell you that your patients want the latest and most up-to-date technology, some marketing experts think offering free whitening is the best way to keep the patient coming back, and sometimes we, the practice, feel that the best way to keep our patients happy and returning is to allow them to dictate our schedule. However, these ideas can come at a high cost to our business and our reputation. Certain technology is a must for dental practices, however, we must temper this with what the practice can afford; and while it is true that some patients are concerned more with the appearance of their teeth than the actual health of them, this is a slippery slope that must be managed in a way that gives the patient what they want as well as educating and informing them of what they need. Patients who continually abuse and get away with disrupting our schedules only serve to upset other patients who arrive on time only to be left in the reception area waiting. This leaves a bad impression of our ability to run an efficient practice and contributes to the very thing we are trying to avoid, losing a patient.
Ultimately, I believe that there are three reasons our patients will return to our practice. These reasons have nothing to do with owning all the latest gadgets, or how much free bleach we give away, and it is okay if we make a patient reschedule because they’re more than fifteen minutes late. Patients will return to our practices if we earn their loyalty by consistently listening to them and responding in a way that shows we care. We must build quality relationships with our patients and not treat them as if they were a disruption to our day, and our number one focus should always be their satisfaction with a job well done both clinically and administratively.
Patient loyalty is earned when we demonstrate to the patient that we are listening to their concerns and giving them the best treatment by people who truly care about them as an individual. One of our patients called after hours on a Friday evening; a crown on his upper anterior came off and our dentist was out of town. After calling several local dentists, one was found who was willing to recement the crown the next morning before the patient had to return to work. The patient had his smile back and was grateful for the determination to find an available dentist to help. Patients expect and deserve excellent customer service along with quality dentistry, and when they receive that type of care they will keep returning to your practice.
Patient relationships are an integral part of what we do. It is not enough to “just clean their teeth.” We must get to know them and what is important to them. When we do this, then we can offer treatment based upon their wants and desires and not just what needs to be done. Take for example a patient whose daughter was getting married; she had always been concerned with the color of her teeth but would never commit to treatment. However, circumstances had changed and now she wanted to do something about it. If our hygienist had not taken the time to ask questions about her and her family, we may not have found out about this significant upcoming event, and would not have been able to recommend starting now to get the smile she wanted. Taking the time to get to know your patients creates a stronger bond with them that strengthens their loyalty to your practice and has the added bonus of building relationships that can and will last a lifetime.
Patient satisfaction is not just limited to dental treatment. Our patients should be satisfied with the entire dental team. From the very first telephone call, our dental practice is being graded by how well we satisfied the patient’s needs.
- Did we answer the call with a friendly and positive manner?
- Were we able to answer all their questions?
- When the patient arrived, did we greet them with a smile?
- Were they seen in a timely manner, and if not did we explain that we were running behind?
- Was the assistant or hygienist friendly, or did they seem rushed?
- Did the doctor introduce themselves and take the time to talk to the patient about their concerns/problems?
These are all very important factors when it comes to determining the patient’s satisfaction with your practice. Everyone on the dental team should be working hard to go above and beyond the patient’s expectation to help ensure a positive experience that makes the patient not only return, but recommend your dental practice to all their friends and family.
Building loyalty and relationships with your patients and keeping them satisfied with the best treatment possible are three key components to making certain that you will keep your patients returning to your practice for a long time even if or when their insurance changes. How many times have you had a patient think they would be happier with a participating provider only to return because the level of dental care and the disposition of the dental team were not the same as what they came to expect? Money may be a considering factor for some patients, but most want quality as well as value. This is when it is your turn to shine!
Lisa Marie Spradley, FAADOM, the Front Desk Lady, has worked in the dental front office for nearly 20 years and understands the struggle to put the patient’s needs first while still taking care of the business of the front office. As a speaker and consultant, she trains the dental team to focus on the patient which leads to more production and increases in-office referrals.
Lisa is a published author having written articles for industry publications such as Dentistry IQ, The Dental Geek, AADOM Observer, and AGD Impact. She is a lifetime member, Fellow and Ambassador of the American Association of Dental Office Managers (AADOM).
We are pleased to announce its #MYNUSIMPLICITY Sweepstakes. Currently running on the DentalEZ Group Facebook page, the sweepstakes provides all participants a chance to win a free NuSimplicity™ patient chair. Open to all practicing licensed dentists and hygienists, the #MYNUSIMPLICITY sweepstakes runs from July 1, 2014 through September 30, 2014.
Entering the sweepstakes is easy. DentalEZ Group Facebook fans can simply visit the DentalEZ Facebook page at facebook.com/dentalezgroup and click on the “#MYNUSIMPLICITY SWEEPSTAKES” tab. An online registration entry form will appear and dental professionals will be prompted to complete the form as instructed.
Non-fans of the DentalEZ Facebook page can also enter for a chance to win. All dental professionals who are not currently fans of the page are invited to visit the DentalEZ Facebook page and will be eligible to enter the sweepstakes simply by choosing to “Like” the page. Once the page is “Liked”, the online registration entry form will appear and the dental professional will be prompted to enter their contact information to be entered in the sweepstakes.
#MYNUSIMPLICITY Sweepstakes participants can submit up to one entry per day, and each submission counts as one entry for the grand prize. The grand prize winner will be selected and notified in a random drawing on or about October 3, 2014.
The NuSimplicity patient chair features a narrow, tapered back for close patient contact and a base plate exclusively designed for closer stool placement. Dual-location touch pad controls are conveniently located on both sides of the upper backrest. Touch pad controls come standard with the option to add a wireless foot control, unit-mounted touch pad, or remote wireless touch pad. NuSimplicity is quiet and has smooth hydraulic movements. It has 60° of rotation, and height flexibility from 15" to 35.5" to accommodate both sit-down and stand-up dentistry.
To enter the #MYNUSIMPLICITY Sweepstakes, please visit facebook.com/dentalezgroup.
Please visit the NuSimplicity product page for more detailed information on the many features and benefits of the NuSimplicity patient chair.
Earlier this month Forbes.com published an article called Why Thousands of Men Like JPMorgan CEO Jamie Dimon Are Getting Throat Cancer by Matthew Herper. It is an interesting piece that discusses the rise of oral cancers, particularly in men in the prime of their lives. While we don’t know the cause of Mr. Dimon’s cancer, the author notes “it’s very possible that Dimon has been swept up, along with thousands of other men, by an increasingly common disease: throat cancer caused by infection with the human papilloma virus, or HPV.”
The article goes on to discuss various statistics showing the rise of HPV-caused cancer and the mostly men who are diagnosed with it. As Herper states “The point is that these are men much like Dimon: CEOs and consultants, men at the peak of their lives and professional power. And their numbers are increasing.” However, it’s not all bad news! “The good news is that throat cancer caused by HPV is far less deadly than the old type that resulted from chronic tobacco use and drinking.”
That is good news, and even better, you can help fight the battle against oral cancer of any kind in your patients with early detection!
We are pleased to announce the appointment of Kevin Curran to territory sales manager.
In his new position, Curran will be responsible for fostering existing professional relationships while identifying new prospects to increase all StarDental®, DentalEZ®, RAMVAC® and CustomAir® product and equipment sales. His sales territory spans throughout several northern regions including western New York, western Pennsylvania, northeast Ohio and West Virginia (with the exception of the city of Huntington.) He will report directly to Mark Frankenfield, northern regional manager for DentalEZ Group.
Curran brings over 15 years of professional dental sales experience to his new position. Prior to joining DentalEZ Group, he held a variety of positions within Patterson Dental Companies including project manager, service manager and equipment specialist. He also is Owner and Manager of Matco Tools, located in Greensburg, Pennsylvania.
Curran can be reached directly via email at email@example.com.
To continue our ergonomics theme for July, I’m highlighting an article from DentistryIQ.com titled, “Where do you stand with your dental ergonomics?”by Stacey Simmons, DDS. Simmons begins the article by sharing a personal experience that demonstrates how proper form can have a severe impact on physical well-being, both long and short term. The author then continues to explain how the lack of proper posture can lead to musculoskeletal disorders, which are very common with dentists.
In addition to using proper posture, Simmons recommends physical therapy for those already suffering from pain. As preventive measures, she suggests proper diet and nutrition, and exercise. “Engage in exercise, both muscle and cardiovascular. Muscle toning and strengthening of the head/neck and back muscles are especially beneficial,” states Simmons.
In the office, Simmons recommends using proper posture with ergonomic dental equipment. At DentalEZ, we design our equipment to make your office more ergonomic so you can see well, sit well and work well without the pain!
As summer really heats up we have a few seminars featuring a hot topic in dentistry – oral cancer screening!
- July 25th Oral Cancer Screening Seminar with Dr. Tucker at Henry Schein Dental, Elmhurst, IL
- August 1st Oral Cancer Screening Seminar with Dr. Abbott at Studio Movie Grill City, Houston TX
- August 29th Oral Cancer Screening Seminar with Dr. Tucker at OKC Center, Oklahoma City, OK
In addition, we’ll also be attending the RDH Under One Roof meeting from August 14-16th in Chicago, IL. How about you, do you have any exciting events planned this summer?
by Guest Blogger Patti DiGangi, RDH, BS
The popularity of the television show Mad Men raised awareness of 1960s themes of sex, drinking and smoking. Women were marketed in the 1960s with their own cigarette brand with the catch-phrase “You’ve come a long way, baby.” Sit-down dentistry also evolved in the 1960s. Is “You’ve come a long way, baby” accurate with dentistry ergonomics? We have come a long way, but maybe not far enough. Many clinicians have been forced into early retirement because of Musculoskeletal Disorders (MSD) or they continue to try to work through them. Newer research shows sit-down dentistry may not be as healthy for clinicians as once thought. Shaking up the routine might be better for our bodies.
Generations and Variety
The baby boomers are fighting growing older and are moving into a new phase of practice valuing and selling. While Generation X feels poorer, ignored and retirement seems so far off as to almost not be in the picture at all (The Wall Street Journal http://online.wsj.com/public/resources/documents/SUN_-A003.pdf). They are just starting to feel some aches and pains as their bodies begin to break down. The Millennial Generation is still feeling the invincibility of youth and has an opportunity to prevent injuries before they start. Every generation can improve their ergonomics and evaluate what they were taught. It’s time to look at our equipment through new eyes.
Dental education has touted four-handed dentistry as best since Mad Men days of the 1960s. Yet most dental schools, then and now do not have enough assistants trained in four-handed dentistry for students to truly learn the skills. For most of us, we learned it on the job. And besides, our mothers taught us to sit up straight.
Our bodies are made for movement. Recent research shows staying in one position, sitting or standing, for an extended period of time can lead to injuries. Sitting has joined the list of risk factors that can lead to chronic disease, cardiovascular problems, cancer, obesity and premature death. Even with numerous articles and CE courses about ergonomics, MSDs continue to escalate. Maybe our mothers and dental schools weren’t completely right.
Sitting down is not a criterion for four-handed dentistry. (See Box 1) Variety is said to be the spice of life and is true for practicing dentistry much more than previously believed. It is the combination of sitting and standing that can be most beneficial to our bodies. For those that don’t have assistants, as is often the case for dental hygienists, one easy way to gain variety is to sit for the maxilla and stand for mandible. This helps to keep the practitioners moving, yet to be practical, the patient chair needs to accommodate numerous changes.
Ergonomically Designed Patient Chairs
Our patient chair should allow us to get as close as possible to the patient in the proper working environment whether sitting or standing. This makes the purchase of the patient chair one of the most important decisions in a dental practice. Well, not quite, the most important thing in the room is the dental team member, not the equipment. Ergonomics is the science of adjusting the work environment to the worker.
Most dental care providers and team members are care-giving people-oriented personalities. We will tend to care for others before we care for ourselves. Our choice in patient chairs has been more about patient comfort and/or our decorating and design. Manufacturers created cushy, soft chairs comfortable for the patients, but not so great for the practitioners.
Patient chairs today need technology to meet the demands of this current and future market. The patient chair meeting today’s and tomorrow’s needs will make our practices more marketable. A newer, often smaller (due to the increasing number of women) practitioner won’t be interested in purchasing a 15-30 year old chair. The NuSimplicity™ Chair from DentalEZ® meets the needs of this new market. This chair goes lower than any other chair to as low as 15”, yet as high as 35.5” to allow for both sit-down and stand-up dentistry. The thin, tapered back that is a slim 12 3/4” width at the top of the chair back allows the professional’s arms to stay in a proper position sitting or standing.
Professionals spend the most time adjusting the chair the first time we lean the patient back. When we sit them up to take x-rays, for a hygiene check or to accommodate standing, a lot of time can be lost readjusting the chair. Yet what happens more often is we don’t readjust, we bend, stretch, raise our arms and accommodate often hurting ourselves in the process. What makes this chair most flexible to support movement of our bodies are the simple chair controls include auto return, last position, 3 presets and manual settings.
Mad Men vs. Today
The idea of personal healthfulness was basically non-existent in the 1960s world of Mad Men. Everyone drinks, no one exercises, and even characters who suffer from various medical maladies can’t make the connection between their behaviors and outcomes. Today, we know more. Our little everyday choices affect our long-term future and wellness, and ability to sell our practices. Shaking up our routines truly makes a difference.
Box 1: Basic criteria for true four-handed dentistry: Four-Handed Dentistry, Part 1: An Overview Concept
- Equipment must be ergonomically designed
- The team and patient are seated comfortably
- Motion economy is practiced
- Preset cassettes or trays are used
- The dentists allows/assigns all legally delegable duties to the assistant
- Treatment is planned in advance in a logical sequence
Patti DiGangi, RDH, BS is a speaker and co-authored DentalCodeology: Jump Start Diagnostic Coding (www.DentalCodeology.com) released April 1, 2014 with Christine Taxin. It is the second in the series DentalCodeology easy-to-read bite-size books for busy people to help prepare for the transition to electronic health records profitably. Patti holds a publishing license with the American Dental Association for Current Dental Terminology©2014 and is an American Dental Association Evidence Based Champion. She can be reached at firstname.lastname@example.org.
We are pleased to report that our 430 High-Speed Handpieces are featured in Dentistry Today’s Top 100 Products of 2014. Our StarDental 430 Series of High-Speed Handpieces are a mainstay in the industry and we continue to expand the line. From the original 430 SWL LubeFree Fiber Optic High-Speed Handpiece to our reintroduction of the 430 Flex models, our handpieces stand the test of time and save you money!
Most dental offices see treatment recommendations ignored by patients from time to time, but it’s a whole different story when parents ignore repeated recommendations for their child’s dental care that could lead to more serious problems, such as infections. This article from the Morning Call tells the story of Lehigh Township, PA parents who “face criminal charges after they repeatedly neglected to get dental care for their daughter’s 14 abscessed teeth that caused an infection so severe a dentist feared it could kill her, court records state.” What a horrible situation! We’re glad to see the dentist involved took charge and brought this case to the court’s attention before the child’s life was harmed.