Miles & Associates
P.O. Box 6249
Virginia Beach, VA 23456
757.721.3332
757.721-2892 (Fax)
800.922.0866 Toll-free
www.dentalmanagementu.com

Dear Doctors and Staff,

The first half of 2004 has been a strong economic climate for our active clients. Some of our solo practices have already reached the million-dollar mark and it’s not even September. Case acceptance has improved dramatically as the staff members and dentists become more aware of WHY patients often said “no” to their custom designed treatment plans. Dentists and staff have become more comfortable with their fees, their financial discussions, and they realize that getting a “yes” means outlining the long term benefit to the patient to accept the dentistry they need.

These outstanding communicators know that another factor in having outstanding case acceptance means defining clearly to every patient (regardless of their income level), the financial options available in the practice. Too often the dentist and staff members feel they may come across as “insulting” to well-to-do patients. Believe me, many of the most well to do patients need financial options more than a person with a moderate income. WHY? Because most affluent families are making four to six times the mortgage payment of a middle income family, they probably have children in private schools, hire others to do their domestic chores, have three or four expensive vehicles to maintain, take expensive vacations and think nothing of having credit card balances per month the same level as a more conservative family charges on credit cards per year! It is in my opinion that the wealthier the patient, the higher the socioeconomic climate in a particular practice, the lower the case acceptance when patients are not offered financial options such as Care Credit no interest in-office financing for six to twelve months. Do your patients a favor. Offer options to ALL patients. You will be surprised by your increased case acceptance rate.

Another not so exciting trend that has worsened over the past year in most of my client areas is the shortage of good chairside assistants and dental business staff. For years there was the hygienist shortage and now it is the total office staff shortage. This has reached an epidemic level in some geographic parts of the US. Dentists are scrapping the bottom of the applicant pool barrel. In some instances, dentists are so hard up for just filling a position after weeks of interviewing, if an applicant breathes, they are hired. I see this not only in dentistry but in medical practices, also in hotel staff, restaurants, department stores, and airlines.

In trying to identify the shift from the “hard to select just one applicant” scenario of years ago to the problem that’s here today, I came up with this theory. Recently, during one of my lectures, I mentioned that employees of large or small corporations are tired of being laid off, and tired of having their benefits greatly reduced. They feel generally treated poorly at work. My justification of the shortage and trend was that employees having gone through this personally (or witnessed their parents being laid off) are in the revenge state. Dentists (and other employers) are interviewing those who felt taken advantage of. So consequently, they are hired with bad attitudes toward middle or upper management. It goes along with my long quoted phrase, “employees treat the consumer exactly the way upper management treats them”. I still believe, to a great extent, this is true.

One of the most noticeable changes in my client practices is the improvement of the work environment. When people are treated with respect they become respectful. When the business owner has professional fun at work the employees follow suit. When the leader is passionate about dentistry, the staff members are as well. In other words, positive leadership creates positive, accountable employees. Some of the staff members in practices I’ve consulted over the years say, “Our doctor is not the same person he/she was before we started working with you”, or “changing the work environment from negative to positive makes everyone in our office so appreciative of one another and the patients we serve”. To me, those types of comments are much more important than, “our production is up 35%”, or “we took home more money”.

A very smart dental spouse in NC offered another twist on why she felt her husband and other employers are having such a difficult time finding employees with great attitudes, and work ethics, etc. She feels, and she has created a believer out of me as, “ I see things through her shades”. She believes that affluent families today make young people unenthused with entry-level jobs. When a teen-ager is given their own credit card, cell phone, vehicle, big allowances, etc., they truly have little desire to start at a job that pays minimum wage. Does this mean ALL young people are like this? NO! Some young people, even from the most affluent parents have been taught that money does not grow on trees and that Bank of Dad or Bank of Mom is closed! I think the worst thing a person can do is spoil their children and grandchildren by providing too much too soon. Materialistic children will never have the same work ethics as those who are from families that struggled to make ends meet. Or those who made their children earn their way to a large extent. While it is natural for parents (and grandparents) to over-indulge children, it is not doing the child a favor for later-in-life work experiences.

One of the best speakers I heard last year was Dennis Waitley at the AADPA meeting. He has made millions as a motivational/inspirational speaker and author. He told the audience of his gift a few years ago when he and his wife invited all of their married children and grandchildren for a family vacation cruise. On the last evening he called them all into their stateroom for a toast. He is a big believer of philanthropy so his toast went something like this: “Your mother and I have decided to give all of you the greatest gift a parent can bestow upon grown children. We are giving our entire estate to deprived children of the world who need financial assistance. The gift we leave with you is the GIFT of EARNING”. As shocking as it must have been to the family expecting an inheritance of substance, it brought home a very strong message to the audience. Are we helping or hindering our offspring by working so hard they won’t have to? Two of my favorite clients (husband and wife practice in DE) gave me a funny pillow that says, “Always Fly First Class, If You Don’t Your Children Will”. I believe there’s a lesson in there somewhere.

If the readers of the newsletter have any other observations on why the applicant pool is so thin, I’d love to read and possibly publish those observations in upcoming issues of Dynamic Data. My message to dentists is: If you have a great team of very hard working, happy employees I hope you show your appreciation for them often. Also: Staff, if you have a great employer with a wonderful group of co-workers, those who pull their weight and are great team players, count your blessings as it is not like this in all dental practices. I tell my clients, “The most appreciative employee you have is the one who was not appreciated in their last place of employment!”

PRACTICE SURVEYS - I’m very excited about the surveys I’ve been doing with practices over the past six months. These are the most complete surveys in dentistry with astounding results for the practice owners. The dentist or staff hand the next 100 patients the survey (not just good patients, but the next 100 they see). The patients use the sealable envelope that goes back to the survey company in New Orleans. Valmont then enters the information gathered from the survey forms into their system that creates bound workbooks for the consultant and the client. In an hour long consultation by phone, the dentist and consultant go over the results discussing how the practice can improve the areas of weakness. They also celebrate the practice strengths of which the owner may not have been aware. If you wish to know the level of Patient Satisfaction in approximately 20 different areas, these surveys are for you. The patient satisfaction areas include: location, responsiveness to your requests and calls, respect for your time, price of services, reliability of services, facility, staff competency, staff attitudes, scheduling flexibility and financial arrangements to name a few. Doctors, the truth is, you can never know, except through the eyes of your patients what your strengths or weaknesses are until you ask. Doing personal surveys do not work as well. Patients will tell the dentist what they think they wish to hear. Having the surveys sealed and mailed to a survey company without fear of being identified is the key. Don’t waste money trying to build your practice until you know WHAT to fix! Staff Surveys (feedback from your staff to the survey company), improves office morale and lets the staff know their employer is interested in creating a better workplace. If staff dissatisfaction or turnover is a problem, end those types of problems now by discovering the real employee issues and more importantly, how to fix them. Surveys are also available for specialists to send to their referring dentists for eye-opening feedback that specialists need to know. Call Lee today at 800-922-0866 for a price list of the surveys and KNOW versus GUESS what’s wrong with your practice. As Norman Schwartzkoff states: “The sign of a great leader is admitting they have a problem. For it is only then that they can go about fixing it”.

DENTAL BUSINESS CONFERENCES -Managing a dental practice is a total team effort. With scheduling chairside the entire team needs to learn effective scheduling techniques. With improved communication chairside and at the desk, the entire staff needs to become effective at treatment stage setting. With defined duties at the desk, each person learns how to be accountable for the areas of practice management that helps the clinical part of the practice run smoothly. Our two-day Dental Business Conferences, the most requested programs we do, are available to Study Clubs and Dental Societies. If you cannot bring your team to Virginia Beach to hear LLM or go to one of the other locations, call Lee at 800-922-0866 to arrange for one of our certified presenters to come to your area. The meeting planners secure the meeting site; they are in charge of breakfast, lunch and refreshment breaks. Each doctor saves 20% off the tuition fee and out of town travel is not required. Get your group together. (Minimum of ten practices). See our website for additional information. Our fall DBC in Virginia Beach is filling quickly. Dates are October 15-16. Call today to bring your new staff or jumpstart yourself and the staff who have been with you long-term. As one dental business staff member in a client office in AL said, “If Linda Miles can’t light your fire, your wood is wet” (smiles)

HEALTH ALERT: Periodically I receive a newsletter “Brain in The News” at www.amenclinic.com. It is full of great tidbits on keeping ones brain healthy and well exercised like any other organ in the body. The latest edition stated that children who watch more than two hours per day of television are more likely to have ADD and adults who watch TV more than two hours per day are more prone to get Alzheimer’s. I’m very glad I stay too busy on the telephone and computer to watch TV.

INSURANCE SOLUTIONS, the number one insurance consulting company for keeping teams abreast of the latest CDT 2005 & HIPAA information will be holding three seminars for dentists and staff. Participants will leave with all the tools they need to do better coding, understand coordination of benefits, learn how to tackle the HOT coding issues such as perio, crown lengthening, implants, vertical bitewings, night guards, and cross coding for medical procedures. The dates are: October 15 in Spokane WA, October 29 in Tacoma, and November 5, in Bellevue. To register call toll-free 888-825-0298. Registration fee only $255 for one and $195 for all additional from the same practice. The fee includes one Security Manual and customizable CD per office.

If you are interested in going to Australia in October, don’t miss Masters of Dentistry Extravaganza in Sydney October 22-24. American and Australian speakers will be offering many topics from clinical to hygiene to practice and team enhancement courses. The Gala on Saturday night is going to be a night fit for a King or Queen. Register online by visiting www.mastersofdentistry.com.au Courses in Clinical Excellence, Hygiene Efficiency, Practice Management and Team Development. Our fall is Australia’s springtime. What a beautiful time to visit and tour.

Visit our Exhibit booth at the ADA hosted by Susan Kulalowski and Janelle Kent, our senior consultants and partners of DDS (Developmental Dental Strategies), a division of LLM&A. Kathy Putnam, Susan and Janelle’s assistant will also be at the booth. Three of our consultants will be speaking at the ADA meeting in Orlando (Susan, Janelle, and Char Sweeney of MI). I will be there to cheer them on and to speak at the Academy of Dental Management Consultants Round table for members only on Wednesday before the ADA starts on Thursday. Speaking of our consultants, our clients are having an outstanding year with one solo practice up $46,000 per month (and they were already a strong solo practice to begin with). One practice had a hygiene department increase from $7892 per month to over $18,000 in less than one year. Another hygiene department was averaging $16,245 in 2003; a year later the same practice averages $45,916 in hygiene. These increases are a result of the reduction of BAs, proper reactivation of patients telephone skills, a better mix of services in hygiene and assisted hygiene two days per week. If your practice is in need of practice and staff development or a happier and improved work environment, please call Lee at 800-922-0866 so one of our consultants can call you for a complimentary telephone analysis of your practice needs.

At our ADA Exhibit Booth, complimentary mini-consults will be offered throughout the meeting. Bring your appointment schedule, your major concern, or stats for a 15-minute session with one of our experienced consults. Kathy, Susan and Janelle’s assistant, will be making appointments each day. Also on display for ordering will be our Dental Business Conference series for practice and staff training, my newest Women Working with Women CDs, and my book, DYNAMIC DENTISTRY. See our website for ordering now.

If you haven’t checked out Dental Products Report video clips, please do so soon. Lois Banta, (my co-author for Dental Practice Report’ collections articles), and I were interviewed for a film clip on Staff Salaries and how to handle requests for pay increases. Dennis Spaeth, Dental Products Report Web Publisher, has done a wonderful job of capturing timely topics in a high tech format. Speaking of DPR, I was recently appointed to Dental Practice Report’s Editorial Advisory Board. If you have any ideas for upcoming articles or surveys, please contact Steven Diogo, Editor in Chief, at stevendiogo@advanstar.com

Next month I will be speaking at the MD State meeting in Ocean City, September 17th. Recently I was appointed to the Advisory Board of Center for Oral Health Studies in MD (COHS), thanks to the referral from our wonderful client, Dr. Al Ousborne of Towson. Visit the COHS web site at www.oralhalthstudies.com for my eight-minute interview with Mr. Arthur Eshe, the creator of this exciting new concept in Dental Education.

Here’s hoping that each of you are enjoying your summer. It seems to come and go very fast. It seems that only yesterday school was over for the summer and now it’s almost Labor Day and the beginning of a new school year. We’ve had our share of rain and storms this summer in Virginia Beach. Not good for tourism but great for the malls, and restaurants as the tourists have to do something when it rains. But we can’t complain. Susan and Janelle, two of our FL consultants who live in Punta Gorda and Cape Coral, were in the eye of hurricane Charley. Thankfully, their homes sustained minor damage compared to many of their unlucky neighbors. Their office however was ruined from falling wet ceiling tiles. Being the troopers they are, they relocated their office within 48 hours to another locale and did not miss a beat. With no air conditioning or electricity, they were delighted to go on a consulting assignment less than a week after the storm. Our thanks to their clients in Rochester, NY who made them feel so welcome.

Sincerely,

Linda

Please keep in mind this newsletter is being offered complimentary in response to the many requests to stay in
touch with our clients and followers. If you wish to unsubscribe to Dynamic Data please send an e-mail message to llmiles@ix.netcom.com to let us know.

Miles & Associates’ corporate headquarters may be reached at 800.922.0866. Fax us at 757.721.2892. On the web at www.DentalManagementU.com, or via email at llmiles@ix.netcom.com.

Miles & Associates – Summer – Fall 2004

Miles & Associates
Linda L Miles & Associates
P.O. Box 6249
Virginia Beach, VA 23456-0249
Phone: 757.721.3332
FAX: 757.721.2892
800.922.0866 Toll-free

Miles & Associates
P.O. Box 6249
Virginia Beach, VA 23456
757.721.3332
757.721-2892 (Fax)
800.922.0866 Toll-free
www.dentalmanagementu.com

Dear Doctors and Staff,

In Virginia Beach it’s difficult to say Happy Spring because it is still cold, wet and windy. I hope wherever you are, spring has sprung. It has been an exciting quarter for clients of LLM&A, and for our firm as well the past three months. Read complete newsletter for exciting breaking news. We had a record-breaking quarter with our Dental Business Conference in March, the Speaking Consulting Network sold out 6 weeks before our May 22-24 conference, and product sales are better than ever with my new book, DYNAMIC DENTISTRY and pre-orders for our soon to be released, Women Working With Women DVDs and Videos. This new seminar is very much in demand with Associations and meeting planners with three bookings and many requests thus far in 2004. (Read to the end of the newsletter for other exciting 2005 bookings recently scheduled.)

As for dental practices that we excitedly monitor each month, the best just keep getting better. To see solo and/or 1.5 to 2 dentist practices increasing dramatically, makes us want to share the determining factors with our readership. As I’ve always preached, “the hygiene department is the backbone of the general practice and the healthier the hygiene numbers the better the overall practice”, I say by the numbers I receive that this message is RIGHT ON. It is not important to just increase the number of prophys in today’s practice, but the MIX of SERVICES offered. I am amazed by how many hygienists I meet at lectures and meetings who started practicing in the 80’s and for 20 years have not updated their skills or services offered. Those not reading dental hygiene journals such as RDH, Contemporary Oral Hygiene (COH) or the Hygiene Supplements of Dental Practice Report, or who are not attending Hygiene focused seminars are simply not practicing in the 21^st century.

Here are a few of the statistical data from five client offices the past three months:

Practice #1, (2 dentists) (17 average days per month): Averaged $33,082 per month in hygiene last year. The first quarter of 2004 their hygiene department averaged $53,058 per month. They hired another full time hygienist; now provide more initial perio along with modern services versus the routine “prophy palace” of last year. The overall practice productivity is up from an average of  $97,123 per month to an average of 132,188. Hygiene is 40% of gross (a good target is 33%).

Practice #2, (1.5 dentists) (19 days average): Averaged $29,485 in hygiene in 2003. The first quarter hygiene productivity averaged $32,586 per month. They have the same number of hygienists as last year but again their mix of services has changed. Overall practice productivity changed from a monthly average of  $106,793 to an average of  $124,173, a 14% increase in overall production and a 10% increase in hygiene. Hygiene is 26% and was 18% when I started consulting the practice 3 years ago.

Practice #3, (1.5 dentists) (15 days average): Averaged $35, 567 in hygiene in 2003. The first quarter hygiene productivity averaged $44,561. They have the same number of hygienists but added an additional hygiene day per week and additional services for their patients. Overall practice productivity was $97,515 in 2003 and is $119,201 the first quarter of 2004, an 18.1 percent in the practice.

Practice #4 (2 dentists) (20.6 days average): Averaged $42,699 per month in hygiene productivity in 2003. The first quarter hygiene productivity was up to $44,931, which is not a great deal except that March was a $52,005 hygiene month. Overall productivity was $210,139 per month for 2003 and is $236,763 average for the first quarter of 2004.While this is only an 11.2% increase; we expect an overall increase of 20-25% for 2004.

Practice #5, my most improved, is a small practice in New England that was literally dying on the vine last year. The SOS call came in the summer and it was November before I could visit to do the practice assessment/consultation. Hygiene had tons of broken appointments; the staff were not well trained in verbal communication with patients and systems management such as scheduling. The dentist was 46 years old and totally burned out because the future looked bleak. There is however good news to report: His hygiene department generated a mere $7892 per month average in 2003. His overall production was only $27,095 per month. In the first quarter of 2004 hygiene is up to $12,217 per month, and his first quarter’s overall productivity is an average of $41,208, (a 34.2% increase in only 4 months). We created a scheduling template, hired a second assistant that started just two weeks ago, started pre-appointing 90% of all hygiene patients using more positive terms versus “would you like us to call you in 6 months?” The biggest change came in the reactivation of lost hygiene patients. A bonus plan was set up starting December 1, and all future increases in salaries and benefits are tied to how well the practice does. Uniforms have already been added and the staff’s first increase came at the three-month average of $40,000 per month. Pre-appointed hygiene will not even kick in until May and the increase was BEFORE the second assistant was hired. Imagine what the second half of 04 will be? The best part of this case history is that the dentist and staff are excited about dentistry and the added care they now offer. They are also confident about the potential for further growth and know the sky’s the limit. The hygiene department was the backbone of this change! Even though my consultants do most of the new starts in our consulting division, those practices I work with, along with those my consultants monitor, are still the highlight of our month when the results are so fantastic. As I tell my consultants and our clients, “we don’t sell billable hours, we sell RESULTS”.

PLACES I’VE BEEN THE PAST THREE MONTHS:  January and February are creative months for me as March, April and May are marathon travel months. Don and I took a real 10-day vacation cruise in January (our holiday and birthday gifts to each other). Our ports of call were CoCo Cay; Carousal, a Netherlands Antilles island; Aruba; the Panama Canal Zone, and Costa Rica. The weather was beautiful every day and it was a nice break for the winter. 

I spoke in Austin, TX for the Capital Dental Society, January 23, and enjoyed dinner with Dr. Bill and Judy Estes and some of their team. Other than one follow-up consultation in February, the month was spent preparing for our annual Speaking/Consulting Network by creating the workbooks with Lee Tarvin and our graphic designer, Christine, appointing a BOD for SCN, designing the member directory and catching up on articles. The first week of March is always a favorite time of year as it is the American Academy of Dental Practice Administration, (AADPA), annual conference (this time held a the Hyatt Regency in Lake Las Vegas). Aside from the wonderful speakers and social time with the group, one of the highlights was taking my clients, who attend AADPA, out to dinner so they can meet each other. Dr. Patrick Simone of Las Vegas was so kind to not only recommend a superb restaurant for our group, but to also allow us to tour his magnificent office in Henderson. AADPA, for those of you who may not know, is an elite group of dentists who are managing the top practices in every state and even in Australia. Dr. Tony Medland comes each year from Brisbane. It’s such a treat to visit with his wife, Cheryl and Dr. Tony while at the meeting. For those wishing to be included in the mailing for the Orlando AADPA the first week of March 2005 at the Ritz Carlton, please contact the AADPA office in Chicago to be placed on the mailing list or look them up at www.aadpa.org.

Week two of March was our SunFun Cruise with dozens of dentists and their teams on board for the office retreat of a lifetime. Many of our client dentists plus teams we had never met, enjoyed four days of fun in the sun with ports in Key West and Cozumel, Mexico. The onboard entertainment with LasVegas type shows, the scrumptious food, the two half days of seminars, and the fellowship of everyone on board was the perfect blend for a wholesome, educational and refreshing break from normal work days. Many of you have asked when our 2005 SunFun Cruise is going to be? Due to the fact I will be opening a division of LLM&A in India soon, and will spend two weeks there in January, as well as two weeks in Australia for the Masters of Dentistry Extravaganza in Sydney (October 2004) www.mastersofdentistry.com.au, we are scheduling our next SunFun Cruise in February 2006. We do however have an April 2005, Women Working With Women Retreat in Jamaica. This is a half-day Leadership Conference for everyone who attended WWWW in 2003/04 as well as a half-day of the WWWW conference for those who have not attended this exciting team building session. Details will be in the summer edition of Dynamic Data. You may email me your desire to be on the WWWW 05 or CRUISE 06 mailing list when the details are finalized. In the subject area please write Cruise 06 or WWWW Jamaica 05. Janice Hurley of CA, my guest co-speaker for WWWW will be there doing private makeover on image and the new you that you wish to be. Janice is a genius in the image arena. Just jot down the 5 words you would like to be. Janice will help you get there. (PS: Forget Britany Spears as provocative is not professional). HINT: professional, mature, classy, elegant for the ladies and debonair, ruggedly handsome, neat or well groomed for men.) 

Week three in March was a day in Louisville with the Uof L and Louisville Dental Association as my hosts. A wonderful day of enthusiastic dentists and staff, plus getting to see friends in KY I have not seen in years. The following weekend was an exciting two-day sold out Dental Business Conference in Norfolk with one of our clients in MD bringing 18 people including his new partner. I will be giving the 2-Day DBC again October 15-16, in Virginia Beach. My consultants are giving the DBC in the two-day or a condensed version (for those who can’t overnight), in various cities throughout the US. Associations and study clubs are sponsoring these, which can also be brought to your city. Call Lee today at 800-922-0866 if your group is interested in sponsoring one of the DBCs. We continue to get rave reviews on the smaller group interaction and the ability of each dentists and staff member to leave with a PhD in practice management and communication skills. 

Week four of March, I was back in the Seattle area for the 14^th out of 15 past years sponsored by the Seattle King County Dental Society and co-sponsored by the Snohomish County Dental Society. The folks in Seattle are like family and it is amazing with close to 300 people how many new folks were attending their first LLM seminar. Even though it is a day of travel for me (each way) for this annual meeting, it is still one of those favorite groups I look forward to working with each time.

During the first week of April, I had a new and exciting experience of lecturing for two days at the BonaDent Laboratory in Seneca Falls, NY. What a fabulous facility with the best family-run business I have visited lately. With over 150 employees, a full size laboratory teaching facility and auditorium where I spoke, this lab also has a full size gym and equipment for employees and client offices to use. It is complete with a beauty salon, suntan beds, and all the frills for a day of beauty. The dental teams are picked up in a chauffeured driven limo for the experience and served a fine lunch from their on-site restaurant catered from Henry B’s, the best restaurant in town. When they said they had a nursery for employees’ children I didn’t expect to find a fully staffed school that is also open to the public if the employees don’t use all the spaces. One final touch of class is the valet parking for their courses at BonaDent and a surprise box of chocolates left on the seat of each car as it is delivered back to the owners. For those dentists out there who have not had the BonaDent Laboratory experience, their prices are great and their service is superb. The quality of the entire business is in each detail with these folks. Look them up at www.bonadent.com or call 800-732-6222.

A great “pass along” short article on Defining Your Future and how to do it! By: NSA past president, Jim Cathcart, CPAE. Read to the end for my closing announcement.

Describe the life you’d like to live.  Be as specific as possible. Write out a word- picture of the future you desire. Note specifically where and how you want to live, what you will be doing for a living, who you will associate with most, what milestones you will achieve and how others will speak of you. The future you’d like to see defines the person you’ll need to be.

Next, ask yourself, what kind of person do you need to become in order to be eligible for such a future. Identify the traits and qualities you’d like to acquire.  The clearer the picture becomes the more it will develop the magnetism to attract you to it. When your goals are clear, motivation is automatic.

NURTURE YOUR NATURE

Jim Cathcart is celebrating 28 years of helping people grow their businesses and expand their lives through his coaching, speeches, seminars, books, tapes and consulting. Mr. Cathcart is the author of 13 books including “The Acorn Principle” (ISBN 0- 312-196520) and Relationship Selling. He is also Co- Founder of “The Professional Speaking Institute”.

Cathcart Institute, Inc.
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United States of America
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WEB: www.cathcart.com
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This “Acorn E-Letter is part of a subscription provided to you by Jim Cathcart. This weekly report will help improve your personal and professional life. Jim offers other e-tools to help you in those endeavors, such as:

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Recent 2005 meetings scheduled:

• India Tour, January 2-16
• Yankee Dental Congress, January 27-30
• Michigan State Meeting, February 11
• Vancouver BC, May 10
• Hinman Meeting, March 17-20
• AAE, Dallas, April 6-9 (T)
• Jamaica WWWW, April 14-17
• Nations Capital Meeting, DC, April 28-30
• TX State Meeting, (Dental Divas), May 12-15
• Speaking Consulting Network
• Discus Dental Meeting, May 25-29 
• Virginia AGD, November 4

Linda Miles, CEO
Linda Miles and Associates           

Please keep in mind this newsletter is being offered complimentary in response to the many requests to stay in
touch with our clients and followers. If you wish to unsubscribe to Dynamic Data please send an e-mail message to lindamiles@cox.net“>lindamiles@cox.net to let us know. Miles & Associates’ corporate headquarters may be reached at 800.922.0866. Fax us at 757.721.2892. On the web at www.dentalmanagementu.com, or via email at lindamiles@cox.net“>lindamiles@cox.net.

Miles & Associates – Spring 2004 Miles & Associates
Linda L Miles & Associates
P.O. Box 6249
Virginia Beach, VA 23456-0249
Phone: 757.721.3332
FAX: 757.721.2892
800.922.0866 Toll-free