DYNAMIC DATA NEWSLETTER tm - Winter 2006

DYNAMIC DATA NEWSLETTER™

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 Toll-free
www.DentalManagementU.com

Dear Doctors and Dental Team,

TRENDS HAVE DISTINCTIVE PATTERNS 

Welcome to our WINTER edition of Dynamic Data. This edition reviews TRENDS from the past three or four decades. The second half of every decade in the past has been economically stronger. It seems like we were just talking about the new Millennium a year or two ago not SIX. I am very optimistic that the best part of the decade will be the second half, following the trends of the past three or four decades, so get ready for the growth that is about to take place. Looking back to the early 80's when we moved to Virginia Beach, interest rates were 22%, our daughter was a senior in high school, our son was in the 8th grade, and Don was still in the Air Force. (Virginia Beach was the last duty station in his 21-year career.) And to make financial matters worse, I quit my fulltime job and tripled our mortgage in the same month to become a fulltime speaker and consultant. Moving from the country town of Chester, VA, to an expensive resort city was an eye-opening experience real estate wise. Things were financially tight for the first five years of the 80's, but we made it! In those days, I placed the seminar brochures in the mail and hoped the mailman brought enough checks to pay the printer to make more brochures. It was 60-80 hour weeks with practically no income the first few years. 

By the early 90's we moved into a big house on an acre of waterfront property. Builders were selling everything they owned because the housing bubble had burst. Buying a builders dream home was bittersweet for the builder, but exciting for us. We worked hard and the business grew 544% from the mid 80's to the early 90's. We were listed in the December 1987 issue of INC. magazine as one of the fastest growing privately held businesses in America. From 1990 to mid 90's things were slower again in practices although our business continued to grow. Some dentists during the first half of the 90's were not experiencing the growth they once had. From 1996 to 2000, practices again were booming in the net and gross until 9-11-01.  

If the trend for your practice is like the trends we have witnessed, then the next five years will be another boom time for dentistry in N. America. There is no better time to prepare for growth than when things are a little slow. It gives you and your team time to make minor changes that create major differences. Spend the next few months or so clarifying your vision, outlining your expectations (doctors), making sure your staff members are well trained in both clinical, business and communication skills and your leadership skills are the best they can possibly be. Other trend indicators to watch for are times the business owner is pre-occupied such as building a new home or office, getting married or divorced, having a baby, or any other personal loss of focus. The bottom will temporarily fall out! Major election years are also a dip for six months or so for many practices. 

 ETHICS AND HONESTY, GONE BUT NOT FORGOTTEN 

While having lunch recently with my teenage granddaughters, I was astounded when Taylor, 15 announced quite sadly that her iPod was stolen from her purse at school while she left it unattended for a few minutes at the water fountain. My first response was, "what did your teachers and the principal do?" Knowing full well that when I was in the 9th grade, that this incident, (even for a stolen pencil) would have brought the wrath of our teachers, strict principal and the administrative staff to rectify the problem immediately. Anyone near the incident was a suspect, and there would have been a stop-classes meeting about the virtues of honesty, integrity and Ten Commandments, one of which was, "Thou Shall Not Steal"! Those presumed guilty for being near the incident, had 30 minutes to return the stolen item to a designated place with no questions asked. The lecture, never to be forgotten, would have been punishment enough. My granddaughter received a brief "too bad" from the school office about her RESPONSIBILITY of safeguarding her belongings. Years ago the adult in charge (after the lecture and remorse session), would have been the RESPONSIBLE person for teaching more than academics.  

This incident also makes me reflect on how professionals in our dental industry are changing. Recent incidents have been brought to my attention in the professional groups to which I belong. Charges of blatant plagiarism of a speaker's, writer's or consultant's copyrighted materials, fraudulent use of credentials to pad one's worthiness as a speaker or consultant, (credentials listed of organizations they don't even belong to degrees from mail order schools). But the TOPPER of unfair tactics happened to me about ten years ago. We once recognized in our newsletters or articles our top clients, calling them "Clients of the Quarter"...UNTIL I learned from not one, but three different dentists, that this well-known seminar company was using unfair tactics to take our clients. They courted our clients, offering complimentary tuition to their own pricey conferences, often having my clients invest more than six figures in their own "additional" services within a twelve-month period of time. I freely referred clients to their sales training thinking "what a nice adjunct to my management services". One client of mine reported walking out of their "free", high-pressured course. Still another client said, "Linda, you had so many good things to say about THEM, but they had NOTHING good to say about you!" Not believing this could be happening. As good as I had been to them when they started their business, I had two other good friends/clients call only to discover HOW TRUE IT WAS!! Was this a faded memory, intentional fraud, theft, dishonesty or just plain unprofessional? If those who do this get by with it, the problem (just like stolen iPods, laptops and cell phones in school), will continue as an epidemic. "UNTIL THERE'S A CONSEQUENCE, THERE WILL BE NO CHANGE OF BEHAVIOR." 

Dental Meetings have also changed drastically over the past three decades. Dentists and teams once dressed in their best clothes went to meetings to learn, to network with friends, and bring back good ideas for bettering their practices. Dentists spent time in the exhibit halls looking forward to the twice per year opportunity to buy the latest dental equipment and watch exciting demos. Sadly, in today's world, materials, supplies, equipment and technology can be bought anytime, anywhere, even online. The exhibit halls are now filled with exhibitors visiting and entertaining one another while paying thousands of dollars for the three days of boredom waiting for the next wave of busyness, which ends up being all team members without buying power walking around for samples and give a-ways.  

Registration fees, charged by meeting planners to be in the courses, once paid speakers. Today, if a speaker does not have at least a dozen "sponsors", they are not as busy as those with sponsors. I think it's fine for a company to sponsor a speaker for a third party endorsement. As long as it is not an overdone commercial, and the speaker makes a disclaimer that _________ is one of my sponsors. And then be able to announce, "even if they were NOT, I still endorse (use) their product (service) and have for the past ___ years". Some speakers will promote ANYTHING, even something they don't USE or LIKE just to get on a program and "have a sponsor". To me that is compromising one's integrity and cheating the audiences with biased, paid-for advertisements.  

But, what is the future of dental meetings? I have felt for years that between the decline of buyers at the exhibits, and speakers who use "bait and switch" tactics (come to my three day course and learn how to do that). Or those more interested in "feathering their nest" than the nests of the audiences, dental meetings will continue to decline. Then there's the over abundance of available meetings and CE. At some point there is a saturation point. Joint forces for two or three bordering states to have every three years joint meetings, is one solution. Companies and speakers must also agree that unless it's a good fit, don't sponsor or accept sponsorship. Meeting planners must also appreciate the exhibitors more..Just as treating patients is a relationship business, so is running a major meeting. An "attitude of gratitude" to the companies who MAKE the meetings successful goes a long way. As for all these issues, they go back to old-fashioned levels of integrity; honesty and ethics that children learn at school age and carry over into the way they deal with people the rest of their lives. 

SPEAKING CONSULTING NETWORK 

The 10th Anniversary of the Speaking Consulting Network is less than four months away. New member registrations and inquiries are coming in daily and more rapidly than ever this year. It will be the third year for a sold out Conference of independent speakers, consultants and writers who come back every year to "drink from the fire hose" of information for growing their speaking, consulting and writing businesses. With speaking exercises, panels, guest speakers, forums, and break-out sessions, plus lots of fun and networking, most members would not think of missing a year. It is truly the SPIRIT OF SCN that can't be duplicated...a must-do conference for those who intend to get busy and remain not only busy but truly effective to those in the dental industry we all serve..Check out the SCN site at: www.speakingconsultingnetwork.com created by TNT Dental.  

One year, 46 members outlined a book they should write..Interestingly enough, more than a dozen of those books were written and published the following year and are going strong in the market today. Whether seasoned, needing an invigorating group of like-minded individuals with which to network throughout the year, or someone just starting to think of the many rewards of being in front of an audience, a creator of published articles and books or a well-known consultant, SCN is THE PLACE to be, May 20-22. Only those serious need to join..Call Lee today 800-922-0866 or email me (lindamiles@cox.net) or Lee at leetarvin@cox.net  

CLIENT and PRACTICE NEWS:  

We were thrilled to see so many of our client practices in our first PRACTICE ADMINISTRATOR WORKSHOP in Sarasota, FL January 13-14. The feedback was tremendous. Attended by 60% Practice Administrators, 15% dentists, 15% dental spouses (most of whom went into the practice to fill in for a month or so and found themselves there years later). Many dental spouses brought the person they were grooming to replace them (finally). The other 10% were "sort of" Practice Administrators.They had the title but no AUTHORITY. And no RESPECT from the rest of the team because this person had not been properly introduced by the dentist to their coworkers as the liasion. The duties of the PA had not been clearly defined, nor had this person been trained to shoulder the four areas of the practice busy dentists must one day delegate. (Personnel, Budget and Overhead Control, Marketing, and Facility/Technology). When each person left the course, they not only gained new leadership skills and defined duties, but new confidence and confrontational skills to use in a positive manner. And they learned that being a practice CONFIDANT was one of the PA's much needed traits. Watch for our fall date to be announced in our Spring issue of Dynamic Data and our website itinerary. Check out our site at: www.DentalManagementU.com.  

CLINICAL TIPS: 

If your hygiene department is still the "prophy palace" it was in the 80's, churning the same 200 patients each month no matter how many new patients you have each year, remember this, "if hygiene stops growing the practice plateaus with it". Get with the program by looking at our directory of exceptional hygiene consultants at www.speakingconsultingnetwork.com. Below you may register for one of our SCN member's complimentary E-zine. 

Get free tips and techniques to BOOST your hygiene department with Inspired Hygiene's free monthly E-zine. Click here to get your free subscription!  

To insert the above link that goes directly to the subscription page, this is it  http://visitor.constantcontact.com/email.jsp?m=1101041586852 

Not sure if the hyperlink will transfer to your newsletter. If you need to print the link, please print "Go to  www.InspiredHygiene.com and click on the "Free Tips" button".  

HU-FRIEDY, YOUR BEST BET FOR INSTRUMENT MANAGEMENT

The entire Instrument Management System line has been developed with the goal of meeting the office's global needs of safer sterilization protocols, increasing profitability through reduced expenses and increased productivity. What a solution!! We've been very busy here at Hu-Friedy in trying to get the word out about IMS (cassettes) to individuals who consult, lecture, and train on sterilization and overall office efficiency.

Hu-Friedy is the leading provider of instruments and instrument management systems. Dentists who are on the cutting edge are using IMS today. They understand the benefits that this simple change can make to their practice and the entire dental experience for the patient. Let me share some of the benefits they realize on a daily basis.

    • By having the right instrument chair-side, the Dentist is able to provide superior patient care. Now, there are fewer interruptions caused by looking for instruments. This not only saves time, but also reduces the stress incurred by the dental team and the patient.
    • IMS helps manage your assets and operational costs. The IMS system neatly organizes and securely protects instrument during the entire cleaning process. This results in fewer lost and damaged instruments.
    • IMS allows for safer practices - the fully enclosed and locked cassette reduces the chance for sharps injuries during transportation and cleaning. The staff no longer touches or scrubs the instruments - providing everyone greater peace of mind.
    • IMS optimizes flow and productivity - research shows that offices that use IMS save an hour per day (10 minutes per procedure). Now your team of professionals is able to use their expertise productively, rather than doing non-value added tasks like washing or sorting instruments.
    • In addition, IMS creates a clean and professional environment. The presentation of a sterilized package to the patients is appreciated and places them at great ease while in the chair.
    • Dental teams that use IMS are happier. The system, reduces the unnecessary stress of trying to process instruments and meet production goals. The team appreciates the ease, simplicity and safety that the system offers. We've even heard of Dentist using IMS as a marketing tool when hiring new staff. 

DENTAL FEE AND SALARY SURVEY. BY RICK WILLEFORD of WILLEFORD AND HAILE CPA, PC: 

If you have any clients who would like to participate in the 2005 fees and salary Survey, please have them go to www.willefordhaile.com and either select to insert their data online or to download a hard copy of the questionnaire. They will get back a personalized copy of the survey with their own information highlighted. 

DENTAL UPDATE, (A great way to check on CE content and speakers before attending) 

"Dental Update is a revolutionary publication, written by a practicing dentist who realized there had to be an easier way to keep up with the overload of information on new materials and techniques.  Dental Update fills a unique niche, beyond CRAT and Reality T in that over 200 national dental seminars are attended and over 30 peer-reviewed journals like, Journal of Endodontics, Journal of Prosthodontics, Journal of Adhesive Dentistry are reviewed for PEARLS of useful and practical information for the dentist in the trenches.  There is NO advertising and NO bias toward any products, only the TRUTH about the ever-changing dental materials and techniques.  We guarantee it will make you a better and more profitable dentist.  Subscribing to Dental Update will be one of the best things you've ever done.  One year: $97 Call 770-973-9824 or email: dental_update@yahoo.com 

FROM DR. MARQUETTA POYNTER, Kentucky 

INDUSTRY EXPERT AND SOUGHT AFTER SPEAKER: 

DOCTORS BEWARE!!

Boards of Dentistry nationwide are dealing with more concerns regarding prescribing policies by dentists than ever before. Boards work closely with the DEA (Drug Enforcement Agency), which govern controlled substances and issue the DEA certificate.  Prescribing of controlled substances is a privilege and must be respected.  Most State Boards of Dentistry report actions being taken with dentists, which may alter current treatment for patients in pain or for post-operative relief of pain.

Some common area of concern include:
    1. Prescribe only within the dental "scope of practice".
    2. Prescribe the appropriate drug and amount for the patients' diagnosis or treatment provided.
    3. Do not self prescribe or prescribe for family, staff or friends outside the dentist/patient relationship.
    4. Monitor closely the delegation of "call-in" or refill for prescriptions by staff members.
    5. Document, document, document!  This is the ONLY true defense you have if questions occur.

Many dentists innocently become victims because they are unaware of the rules.  Safeguard your practice and your ability to prescribe responsibly.

This information is taken from the scientific continuing education programs offered by Dr. Marquetta Poynter, a dentist, investigator for the Kentucky Board of Dentistry.  Dr. Poynter provides timely education for dentists and dental office staff.  Four decades of experience in dentistry have given her a unique perspective on the profession. She believes that today is the BEST time we have known as dental health care providers.

Many problems, which dentists have with state licensing boards, originate from very basic issues.  Miscommunication as well as poor documentation and failure to implement "basic" clinical concepts account for most complaints received by Boards of Dentistry. Investigations, and sometimes-negative consequences, follow.

Protect your practice future and your peace of mind by inviting Dr.Poynter to consult individually, speak with your study club, state dental meeting or other dental programs. She is beginning her tenth year as a dental investigator and has participated in many Board of Dentistry hearings where actions against a dental license has taken place.  She can be reached at: mpoynt@bellsouth.net or by phone 502-375-2727. 

HURRY: IT'S NOT TOO LATE TO COME TO THE SPRING TWO-DAY DENTAL BUSINESS CONFERENCE

The date is MARCH 3-4, 2006, NORFOLK WATERSIDE MARRIOTT (Near MacArthur Mall Shopping) 

Linda Miles is personally presenting this two-day Dental Business Conference visit www.DentalManagementU.com for topics and hotel information.  

Registration and breakfast 7:30-8:30

Classes 8:30-Noon with break mid morning each day

Lunch 12:00-1:00

Classes 1:00-4:30 with break mid afternoon each day 

Email for a brochure today: lindamiles@cox.net or leetarvin@cox.net. Or call 800-922-0866. Bring the entire team. Management is a total team effort. You will recoup your entire investment the first week back!

Fee $895, one; $795 each two or more, $695 each three or more. Special courtesy of an additional 10% off for consulting clients or practices with more than ten people. NOTE: If you can't bring the team to our DBC, one of our speakers can bring the DBC to your dental association, study club or large group practice. Call Lee for full details. 800-922-0866. Use Norfolk Airport (10 minutes) and Newport News, VA (30 minutes) SW and Air Tran are both available at these airports. Arrange flights home on Sunday afternoon and visit Colonial Williamsburg (60 minutes from Norfolk) Saturday evening and Sunday while in the area.

LINDA MILES AND ASSOCIATES IS GROWING: IT'S ALL ABOUT TEAMWORK! 

In our 28th year, we are proud to announce the newest members of our LLM&A family of speakers, consultants and support professionals. Trying to slow down after the 20-year mark (1998), has not, and cannot happen as long as the exciting things in our company and the dental profession keep happening. In a way, we are truly just in our infancy with the projects we have planned for the next three years and beyond.  

I spent most of 2003 writing my third book DYNAMIC DENTISTRY, which has sold thousands of copies to individual practices, hundreds to dental schools and thousands to the military dental clinics. The past two years have been devoted to many hours of updating all of our consulting materials, the Dental Business Conference DVDs and course outlines.Creating new and updated materials is a never- ending, but fun part of our business. Now we are ready to hit the next three years full steam ahead with a shared responsibility load for SCN with our Executive and Advisory Boards, and LLM&A with the addition of Larry Steward as our Director of Client Services. Janet Steward, Colorado, is no stranger to consulting with ten years in dentistry as a business staff person with an accounting background, and seven years as a Management Consultant. Also new to our team is Cynthia Sellers of Texas, who will direct our Hispanic division as well as lecture in all of North America for our Dental Business Conferences and association sponsored courses. Cynthia also brings more than a decade of practice management to the table. 

Our Florida team consists of Susan Kulakowski, CEO of DDS (Developmental Dental Strategies) Punta Gorda, an Affiliate of LLM&A for five years, and Janelle Kent of Cape Coral who lectures for the Center for Dental Staff Development in Southwest FL. The Center's main focus is an intensive hands-on, two-day training for dental scheduling coordinators and dental financial/insurance coordinators to get their skills level up to par in two days versus six months or more OJT (on the job training). Assisting Susan and Janelle is Kathy Putnam, the Administrative Director of DDS and CDSD. Call 866-862-7875 toll-free (DDS's office) for a brochure or to register directly. Register now for the June 16-17 and the November 3-4 courses. 

Last but not least is our consultant speaker, Char Sweeney of Michigan who has been part of our group for 14 years. Char took a five-year sabbatical when her daughters were small but now that the girls are 12 and 10, she is back in full swing. Char is an icon in her own right having been on most of the major meetings and generating many new leads for all of our services. I'm very proud of ALL our consultants. It is fun as their mentor over the years to step back and allow them to step out in front knowing we now take turns of leadership in our firm, which is what teamwork is all about.  

The foundation for our group is Lee Tarvin. Lee celebrates her 22nd year as Executive Director and my right hand person. We have been a dynamic duo all these years and love to reminisce how our relationships with clients, audiences, past and present employees and meeting planners, has made the past two decades fun. Lower disc surgery in 1999 slowed me down for a couple of years.but I am blessed to say unless I physically over-do certain things, I now tolerate traveling and standing all day in lectures quite well. I do know my limitations and I don't travel for more than a day or two without checking heavy bags.  

On the horizon is a SunFun Cruise in 2007.(Start saving your Trip Kitty Bonus money now). We also see additional growth in the Speaking Consulting Network year after year thanks to our teamwork that has evolved in that division, more Dental Business Conferences regionally, two Practice Administrator Workshops annually (more by 2008), a new book, more products, and room for 60 new clients in 2006...Thanks to all of you for your support over the years. As Charlie Tremendous Jones says, "If you love what you do, you'll never work another day in your life!" We want your practice to be so well organized and have such a happy work environment you too can never WORK another day in your life! Have a good winter. Don't forget, winter is the time of hibernation and it's a good time as you regroup and rest, to "sharpen your axe" for the remainder of the year. 

Sincerely, 

Linda Miles, CSP, CMC, CEO
And the Linda Miles and Associates Team

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 – Autumn 2005

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