A complimentary e-newsletter from Linda Miles for the professional dental community.

For subscription (or unsubscribe) details, as well as Miles & Associates contact information, please see the end of this newsletter.

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

DYNAMIC DATA OCTOBER, 2001

Welcome to fall and the fourth quarter of 2001. I hope the first three quarters of 2001 have been good in spite of the economic downturn many practices are reporting, especially since the attacks on America a month ago. The stock market has bottomed out (hopefully) and will start to rebound. Many dentists over the age of 55 are re-thinking their retirement plans as of a month ago. The worst thing anyone can do is panic and get out of the market. Many wise investors use this down time to purchase stocks, knowing it will eventually improve as has been the market’s track record over the past decades.

We have had a tremendous response to our two day Dental Business Conferences hosted by Pauline Grabowski and LLM&A. Clients from as far away as Michigan are coming to Virginia Beach November 30 and December 1st for the best management investment a practice can make, according to the positive feed-back received from attendees in the past. While things are a little slower, smart dentists use this time wisely to “sharpen their axes”, so that when things return to normal, they will be ready and able to hit the ground running with a higher degree of efficiency, improved communication, team cohesiveness, and improved marketing strategies. Managing a dental practice is truly a team effort so bring, don’t send the staff. Don’t delay! Limited attendance means some offices may have to wait until March for this program, which is on a first come/first registered basis. Pauline Grabowski is a local Virginia Beach consultant I met last year when I learned of her training center for dental business staff with a heavy emphasis on computer training. Pauline and I are also in the midst of creating a New Dentist Consultation for start up practices. This program will be available in the spring of 2002. Pauline will also be our Licensed Dental Business Conference Trainer in the state of Virginia, joining nine others who will represent a particular state beginning next year. Many people have asked if I am semi-retiring. Actually, I’m slowing down to “shift gears” on many new and exciting projects. My joy is designing new and better ways to assist dental teams in their quest to better serve their patients. Annie Seela, Director of our Speaking/Consulting Network is the familiar voice you hear when calling PMG Management to register for the Business Conference at 757.497.2040 or toll free 888.507.0409.

It has been a month of redefining what’s really important in life since September 11th. In August I was concerned about the cabinet door in our new home that wasn’t quite right, and the draperies that were supposed to be delivered in 6-8 weeks and were late. Funny how those things are now “small stuff” and ridiculous concerns compared to the aftermath of the attacks on America. For those of you who missed the presidential speech on September 20th, you missed one of the best speeches I’ve heard in my lifetime. As you know I love studying body language. Did anyone notice Hillary Clinton’s body language when the cameras were on her three times during President Bush’s speech? My audience in Ft. Worth the following day definitely noticed she wasn’t exactly a happy camper! Speaking of Ft Worth District Dental Society, what a great group of caring, sharing dentists and staff. Dr. Paul Davis asked if I thought it would be appropriate to pass a basket for the Red Cross Disaster Fund at our seminar of close to 300 people. We were pleased to announce to the audience that over $3500 was collected which made all of us feel good. Have you noticed how our country has united and become so much closer to the principles we learned from the good people in our lives? I told my audience last week in Minnesota that I have a new seminar topic entitled “The “F” Words Are All That Matters” (Faith, Family, Friends, and Freedom).

While driving around town running errands and keeping appointments the other day, I was intrigued by a local dentist’s radio ad, which was very professionally done. I immediately called his Virginia Beach office to inquire as to the results of the ad on Sedation Dentistry. After learning just how successful the ad and the procedure has been, I asked Dr. Jeff Leidy to send me some information so that I might pass it on to my readers of Dynamic Data.

Here’s the information:

I have been using oral conscious sedation in my practice for approximately one year, and I would like to relay my experiences with this method of treatment delivery. Dr. Michael Silverman introduced me to this protocol through the D.O.C.S. organization, of which I am a member. D.O.C.S. stands for Dental Organization for Conscious Sedation, and was formed and founded by Dr. Silverman. His impetus for its creation is to reach the estimated 145 million people actively avoiding dental care out of fear or lack of time. These people are not active patients in any dental office, and seek treatment only to relieve a toothache. Unfortunately, this cycle of emergency care can often perpetuate unpleasant experiences, and often these individuals even lose trust in personal recommendations and referrals. Dr. Silverman and D.O.C.S.’s purpose is to provide its members with standardized training and continuing education in oral conscious sedation, establish equipment and supply sources for its doctors, and provide general support for its practitioners through tested promotional and marketing strategies. The marketing materials are an important element of incorporating this protocol into an office, since patients who benefit most from sedation dentistry must be made aware of this technique, and they are not a regular dental patient at any office. The D.O.C.S. materials are designed to reach this select group of potential patients. D.O.C.S. membership includes a pledge to follow its guidelines. Oral conscious sedation is inherently very safe, but to ensure that a practitioner is fully prepared for every circumstance, D.O.C.S. offices are to be properly equipped and patients continuously monitored per D.O.C.S. recommendations. Fortunately, this is very easy to do, as the organization provides sources for the medications and equipment. Their recommended monitoring equipment even comes with presets already programmed. It’s ready to use. The guidelines require limiting oral sedation to generally healthy adults, using the American Society of Anesthesiology rating system. Patients with more complex medical conditions may also be treated using oral conscious sedation, but additional guidelines apply to these circumstances. The medication itself is not new. It is in the benzodiazepine family and has been used for decades. Dr. Silverman’s contribution has been the refinement of the administration of this medication for dental treatment. In addition to new levels of comfort for the patient (many of them do snore during treatment), there is a strong amnesic effect from the medication. Many patients remember little of the appointment the next day and they are extremely pleased about this aspect of the process. Besides comfort, the second greatest benefit is the ability to perform multiple procedures during longer appointments. The patients do not physically tire, as they would with full awareness, and time perception is altered. A patient who has just completed a four-hour appointment may think they were under treatment for fifteen or twenty minutes. This technique has been tremendously helpful to my practice. In addition to providing care to individuals who would otherwise never be reached, it is something that we can offer our existing patients who require extensive treatment. They are simply not fatigued as they would be without sedation, and they appreciate the time saved over traditional multiple appointment treatment plans. For additional information contact the D.O.C.S. organization at 610. 630.9400 or SleepDentistry.com. For questions regarding my personal experience using Dr. Silverman’s method please contact me at 757.362.9663 or VirginiaBeachSedationDentist.com.

Sincerely, Jeffrey R. Leidy, DMD

Looking for that special gift for special patients or people in your life? Wendy Bentley, of “Always An Occasion”, a local Virginia Beach business woman will ship UPS the most beautiful gift baskets that make you look good! Birthdays, Anniversaries, Thank You for Referrals, Celebrate Your New Smile, Boss’ Day, Staff Recognition, Holidays, etc. Wendy will personalize each gift with your very own ribbon emblazoned with your name or practice logo for a nominal one time only set up fee. Send her your personalized mugs and she will send them for you (one at a time or by the dozen back to you for giving out personally). Corporate accounts welcome. Tel. 757.499.3064, fax 757.499.3065. Visit Wendy’s web-site at www.alwaysanoccasion.com

For all those practices wishing to schedule me personally to do a One Day Focused Seminar in the first half of 2002, please call 800.922.0866 as soon as you decide, as my schedule for the first half of 2002 is quickly filling. Remember that my senior consultants are also available to do follow up consulting and twelve months of follow up monitoring for those clients who need monitored monthly. We are very proud of Anne Knouse, Vicki Turner, and Denise Holick who have been with us for a combined 16 years. Joining these three consultants is Janelle Kent and Susan Kulakowski of Ft. Myers, FL. I am blessed with five of the best consultants in the dental industry. I can count on them to stay on the cutting edge of dentistry and deliver more than the clients expect. To speak with one of our consultants to learn more about their services as consultants and speakers, call Lee at 800.922.0866 and leave a message. Char Sweeney of Michigan, who has been part of our firm since 1990, is back on the lecture circuit after a two-year break to spend more time with her young daughters. I spoke at the University of MN last Friday and had so many compliments from Char’s appearance there two years ago. For a speaker for your next dental association, call our toll free number 800.922.0866 or visit our web-site and meet our consultants and the independent speakers who are part of the LLM Speaking/Consulting Network. (www.dentalmanagementU.com)

Linda Miles, CEO LLMiles and Associates P.O. Box 6249 Virginia Beach, VA 23456 800.922.0866

Visit us at www.DentalManagementU.com

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 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.

Miles & Associates – Oct 2001

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