I provide this newsletter to

you and your practice so we

can both be recognized as PEAK
PERFORMERS. We both bear full
responsibility for our success. I
am confdent that utilizing the
tips, tools and information that
you read and implement in this
newsletter will assist you and
your team in the business of
dentistry. Thanks for reading!
-Bobby Dimovski
BOBBY DIMOVSKI
N E W S L E T T E R
T H E
On the inside...
TOOLS FOR GROWTH
AIR WATER SYRINGE TIPS
DELEGATION: THE TEAM
APPROACH TO PRACTICE
GROWTH
FOOTBALL, FALL AND HOT
CHOCOLATE
PRODUCT FOCUS:
EVACUATION TIPS BY VISTA
DENTAL
MONTHLY HEALTH TIP
WORRY LESS. SMILE MORE.
SOMETHING FUN TO
KNOW: THE TOP FIVE
WORST-TASTING DENTAL
MATERIALS
Pg 1-2
Pg 2
Pg 2
Pg 3
Pg 3
Pg 3
Pg 3-4
Pg 4
Contact Information
Bobby Dimovski, Patterson Dental | 586-255-2626 bobby.dimovski@pattersondental.com
www.PattersonDental.com
TOOLS FOR GROWTH
I recently came across this article by
Dr. Roger Levin that talked about using
specifc target measurements as tools for
growth. Here are some of the targets he
identifed along with his suggestions:
Keep 98% of all patients scheduled at all
times
Increase production by 18% in 12
months
Maintain overhead at 59% or less (This
is the GP target. Its diferent for each
specialty.)
Collect 99% of all money owed to the
practice
Increase average production per new
patient by 50%
Increase hygiene production by
$100,000 in 12 months
Close 90% of all cases presented
Increase the dollar amount of patient
fnancing each year
Reduce no-shows and last-minute
cancellations to less than 1%
Identify periodontal disease in 40% of
all patients through clinical diagnosis
Get at least one referral per year from
40% to 60% of patients
Create an internal marketing program
with at least 15 strategies functioning
together
Reactivate 85% of inactive patients who
have not moved or passed away
Motivate 80% of new patients to refer
their entire families
To use targets as performance drivers,
dentists should follow these steps:
1. Choose a set of targets
Identify 20 to 25 measurable, numerical
targets such as those listed previously,
plus others, that can have a direct and
signifcant bearing on practice success.
There is no single best set of targets,
because each practice has its own
unique challenges and opportunities.
2. Assign responsibility for each target
Every target must be owned by the
doctor or a staf member. Practice
leaders obviously shoulder ultimate
responsibility for practice performance.
However, because delegation plays a
major role in increasing production,
most target responsibilities should be
distributed among team members.
For example, an internal marketing
coordinator would be tasked with
reaching a patient referral target. An
ofce manager might be the best person
to address the overhead target, while a
hygienist would be the logical choice for
increasing hygiene production.
3. Provide training as needed
As a matter of course, well-run dental
practices have staf training programs
in place. Additional training may also be
required to prepare the team for target-
driven performance. When introducing
and assigning targets, the dentist should
objectively evaluate team members
skills. By doing so, the doctor can
identify gaps that would limit the team
members ability to meet the assigned
targets.
4. Monitor progress and review as a team
The best way to track targets is at a
two-hour meeting of the entire staf
every month, which Levin Group calls
the Monthly Business Review. Team
members report on the numbers for
which they are responsible. If the
practice is on track to meet a target,
there is no need for further discussion.
If it appears that a target will not be
met at the current rate of progress, the
group can brainstorm ways to improve
performance in the targeted area. This
not only leads to innovative solutions,
but also helps give the team a sense of
common purpose and mutual support.
Everyone must understand that the
purpose is to solve problems, not assign
blame.
BOBBY DIMOVSKI
N E W S L E T T E R
T H E
2
Bobby Dimovski, Patterson Dental | 586-255-2626
bobby.dimovski@pattersondental.com
www.PattersonDental.com
5. Reach outside for innovative solutions
AIR WATER SYSRINGE TIPS
Air water syringe tips are used as frequently as anything
else in a dental practice and have not changed much over
the last 40 years. The air water syringe has two concentric
passageways, one for air (usually the outer passage) and one
for water (usually the inner passage).
The central tube is for water. On most standard tips, this tube
is longer and projects out the back of the tip. This design
allows the water tube to penetrate a small o-ring inside the
syringe head to help keep the air and water separate.
On many disposable tips, the inner water passage is the
same length as the rest of the tip; this means that these tips
will require a special adaptor to help keep the air and water
separate. If used without an adaptor, they are much more
prone to cross-over. This is one reason that autoclavable tips
will usually deliver superior performance.
Many of you like to use the syringe tip for retraction and will
push on the cheek with the syringe tip. The metal tips from
Adec are the best and provide great functionality. They last
the longest and are built the best. My team of techs can
review best practices for maintenance on air water syringes.
DELEGATION: THE TEAM APPROACH TO
PRACTICE GROWTH
If delegation is so valuable and important in the realm of
leadership and time management, why do people have so
much trouble doing this? Here are a few of the reasons.
Ill just do it myself. Im faster.
I can do this better than anyone else.
Its just easier to do this myself. Itll take too long to
teach someone else to do it.
Here are some key elements to make delegation a possibility
for you:
1. Delegate unless you are truly the only one who can do
something.
2. Contemplate the positives and negatives if something
isnt done exactly the way you would do it. What would
be the downside? Would there be any measurable
problem?
3. Give up control when you are confdent that someone
else is ready and able to accomplish the task.
4. Share in the credit for work well done. Even though you
have been the teacher and the one who has chosen to
delegate, remember to provide positive reinforcement for
those who have taken on the task.
5. Let go!
As you are prioritizing and delegating, remember these
essential graces:
1. Be sensitive to a persons existing workload. If you add
something to their plate, try to work with them to take
something of their plate. Perhaps you can delegate some
of their activities. Gain cooperation here. Dont take away
their favorite activity!
2. Match your expectations of performance to the persons
abilities and desires.
3. Provide clear expectations and directions.
4. Expect a person to work on their own to learn and to gain
expertise (along with your teaching and support).
5. Be sure to have them batch their questions and to not
interrupt you throughout the day.
6. Assign acceptable due dates for completion of certain
tasks or the mastering of certain skills. Build one thing
upon another.
7. Monitor progress but dont micro-manage or hover. Be
sure to follow up and follow through.
8. Give constructive feedback. Acknowledge the things that
are going well and alter things that are not going well
(and do so quickly). Dont let bad habits become the
norm.
Say thanks. Delegation helps you honor the 3 Rs:
required, return, reward. Freedom and productivity are the
positive end results. Make it happen!
Compliments of Cathy Jameson
Founder and Chief Visionary Ofcer
Jameson Management, Inc.
In cases where the team cannot get the numbers moving
in the right direction, the practice owner should be
prepared to look for innovative answers from external
sources. Though dental practices are highly specialized
businesses, viable solutions can often be found in
management articles and books. Other excellent sources
of ideas are seminars and other types of presentations
that concentrate on nonclinical aspects of running a
dental practice. Finally, to solve deep-seated performance
problems or achieve positive results more quickly,
doctors should consult with outside dental business
experts.
BOBBY DIMOVSKI
N E W S L E T T E R
T H E
3
Bobby Dimovski, Patterson Dental | 586-255-2626
bobby.dimovski@pattersondental.com
www.PattersonDental.com
FOOTBALL, FALL AND HOT CHOCOLATE
Fall is right around the corner and so is football and the
harvest in many parts of the country. ACs across the country
are being switched to the of positions. And it will soon be
apple picking time.
I really love the fall season. I get a bit pumped up for
Monday night, Thursday night, Friday night, Saturday night
and Sunday football action. Summer is awesome but the fall
with football, harvest and cooler weather is pretty tough to
top. Crisp air bike rides, jogs, walks and working in the yard
are awesome. Its the beginning of a new school year for
many and a chance to start fresh on the academic sessions.
September, October and November are three of the greatest
months of the year with perfect temperatures outside and
crisp air to sleep with the window cracked in the bedroom at
night.
Of course, it may not be as perfect as I have described
wherever you are, but it is what we make of it. Now is the
time to take a look at where you are this beginning of the
fall season with your practice and personal goals. How have
things gone this year? Are you on track to grow? Are you
happy with your results thus far? What adjustments can
you make that will give your practice momentum headed
in to the new year? Now is the perfect time to refect and
adjust. Appreciating the seasons where we live is important
and appreciating our role in dentistry and our careers is as
well. Get out this Fall and enjoy a cup of hot chocolate and a
Friday night football game. Enjoy all the smells and scenery
that the Fall season has to ofer where you live.You deserve
some experiences of the changing seasons and you and your
practice deserve to keep improving. As your Patterson rep
that is what I can assist with, helping make adjustments and
changes that will contribute to the growth and proftability of
your practice is our specialty. Lets visit this Fall and discuss
some points that will help you adjust for greater success.
-Compliments of Brad Backman
PRODUCT FOCUS: EVACUATION
TIPS BY VISTA DENTAL
Micro-Evac tips feature a fexible, narrow tip designed to
easily navigate curved canals during endodontic aspiration,
and they include HVE luer adaptors for the fast and efcient
removal of moisture from The tips virtually eliminate the
need for paper points, and they feature Vistas Secure-Lock
threads that lock the tip in place for increased safety and
ease of use.
PATTERSON Item Number to ORDER:
035-4514 (20 per pack)
035-4522 (50 per pack)
HEALTH TIP: WALK THIS WAY FOR A
HEALTHIER BRAIN
You know that exercise is good for your body. But did you
know that its good for your brain, too? To learn more about
the link between working out and healthy brain function,
researchers studied a group of adults 65 years and older
for a year. These adults did not lead active lives before the
study. During the study, they were split into 2 groups. One
group took 40-minute walks, 3 times a week. The other
group performed stretching, toning, and balance exercises.
After 12 months of exercise, the walking group showed
greater improvements. They performed better on tasks like
planning and memorizing. Adults who walked each week
also had more connections in a part of the brain that helps
you daydream, store memories, and form other types of
inner thoughts. And these connections looked a lot like those
seen in the brains of younger adults. This may mean that
moderate aerobic workouts can boost brain health as you
age.
Compliments of Heathlyroads.com
WORRY LESS. SMILE MORE.
Ever get tired of reading the news? Its been a rough year on
many fronts, with global economics, violent shootings and
unpopular politics flling the news cycle. Some days it seems
next to impossible to flter through the negativity and fnd
good in the world.
It begs the question: Are optimistic people living in a state
of self-delusion? Where is the value of positivity? Before
you give up on humanity, really take a look around. There is
good everywhere. There are wonderful things that will soften
even the most callous heart. The key is ending the cycle of
negativity in favor of the power of positive thinking.
UNPLUGGING
Our constantly connected culture comes with some serious
perks. Social media, smart phones and tablets help us
connect with loved ones on a level never before dreamed
possible. However, all that connectivity keeps us dialed into
the outside world all the time.
Designate a part of your day, preferably a large part, as tech-
free time. Give yourself permission to disengage from cynical
Facebook posts, guilt-inducing blogs, dreaming of a better
life on Pinterest and following negative news stories. Use this
time to engage with the people around you.
Take 30 minutes to read books to your kids, prepare a meal
with your spouse or call a good friend. These simple acts will
boost your sense of well-being. When we make a conscious
efort to leave our digital life behind, we re-enter the real
world where you can make priceless memories.
BOBBY DIMOVSKI
N E W S L E T T E R
T H E
Thriving in todays competitive dental market is on all of our minds. We must stay cur-
rent with modern trends. We must not only accept change, we must embrace it. Change
is an opportunity to grow and keep us up-to-date in the feld of dentistry. At Patterson
we are continuing to adapt, striving to help practices provide quality dentistry for the
patient and provide a great practice lifestyle for the doctors we work with. My desire is
to earn the opportunity of being part of your practice team now and in the future.
ACCENTUATE THE POSITIVE
You can fnd the good in the world. You can break the cycle of
negative thinking. It all starts with where you choose to look.
Some people wallow in the negative. You know the people;
they are the dramatic, needy, negative, energy drainers who
you feel obligated to stay close with. Let them go.
Surround yourself with positive people, and you will fnd
yourself becoming more positive in the process. Choose to
spend your time with those who inspire you, lift you up and
help you see the world for the beautiful place it is. These
good people will put your challenges in proper perspective
and keep you from focusing your energy on things beyond
your control.
SEEKING THE JOY.
Now that youve learned to worry less by reconnecting with
the real world and ditching the negative infuences, its time
to smile more. Smile more and mean it. Smile more and feel
it.
Happiness is a choice. Its one we make over and over, every
single day. We can choose to fnd joy. Get outside, celebrate
the big and little moments, fnd your passion and follow it
with purpose. If you cant fnd the good in your world, create
it. When you dedicate your time and talents to bettering the
lives of others, you become the good you want to see in the
world. What a powerful sentiment.
THE INEVITABLE CONCLUSION
What are the consequences of letting go of worry and
choosing to see the positive? First of all, you will stand out
among the crowd. Some people may categorize you as nave
or idealistic, but you cant please everyone all the time. Dont
worry about the detractors. However, there will be an even
larger number of people awed by your infuence. People will
fock to you, and they will follow in your footsteps.
Dont run from leadership. Put yourself and your positive
attitude out there. Disappointment may follow, but dont let
yourself get sucked back into the vortex of worry and self-
doubt. Even the best people have horrible days, but bad days
do not have to become a habit.
The world is a beautiful place, full of good people who are
doing a great work. Join their ranks. You have power over
your emotional landscape, and you really can choose to
worry less and smile more.
Compliments of Heather Hale
SOMETHING FUN TO KNOW: THE
TOP FIVE WORST-TASTING DENTAL
MATERIALS
4
Bobby Dimovski, Patterson Dental | 586-255-2626
bobby.dimovski@pattersondental.com
www.PattersonDental.com
Air polishing powder--Some people like the taste
of baking soda, which is why this is at the high
end of the list. Others, youd think that youd hit
them with the entire Pacifc Ocean with the way
they wretch from the spray.
Impregum Penta impression material--Fortunately
this is second generation favor is much better
than the frst. But what is with the aftertaste? Its
not like you can use a rubber dam when taking a
full mouth impression.
Viscostat hemostasis gel--Great for getting a lot of
bleeding under control. Unless that bleeding is on
the tongue. Then, not so great. Ultradent has
addressed this notoriety by bathing their latest
viscostat with mint favor ribbons. But Im sure
you can still taste the caustic astringency that
would make bleeding to death not seem so bad.
Compounded tricaine topicals--This is like
benzocaine on steroids. Because it is not available
in a commercial formulation, youll have to have a
pharmacy compound the gel for you. A pharmacist
can whip up a pretty mean cocktail of lidocaine,
prilocaine and tetracaine at a decent price.
Parkell Mucohard relining material--Not only does
it taste foul, it gets bonus points for heating up
while its curing in your patients mouth. Parkell
even cautions against leaving the patient alone for
fear of spontaneous combustion.
Posted by Trish Walraven on dentalbuzz.com
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