VOLUME 93, Issue 5

N·E·B·R·A·S·K·A DENTAL ASSOCIATION

3120 "0" Street, Lincoln, Nebraska 68510

June 1993

Seventh National Conference on the Young Dentist

(In recent years a few ebraska dentists have attended this meet­ ~ "'~. ~ ("'~~ ing and ~ll have given it I~· -- , high marks. The NDA will help with expenses if it member plans to at­tend. Give the NDA office a call if you in­tend to go to this con­ference in D.C.-T. Bassett)

CHICAGO - The ADA Commission on the Young Professional has announced the program for the Seventh National Conference on the Young Dentist, which will be held August 19-21 at the J.W. Marriott in Washington, D.C. The Conference partially funded by a grant from Chesebrough-Pond's USA Co., makers of Mentadent toothpaste.

The theme for the Conference is "Capital Ideas for a Promising Future." The invited keynote speaker is Dr. Joyce Brothers, noted psychologist and media personality. The Conference will include outstanding continuing education opportunities directed to the young practitioner. Scheduled speakers for full-day workshops in­clude Dr. James Pride, Ms. Robin Wright, Ms. Linda Ginsburg, Dr. Sam Low and Dr. Daniel Sullivan. Three conference education tracks will be offered, including leadership, practice management and clinical.

The Commission will also conduct special forums of interest to women and minoriry dentists on a variery of personal, professional and health care issues. In addition, a full-day "Recent Graduate Seminar" will focus on issues to help get started in dental practice. ADA officers and trustees will participate and seek input from attendees.

Special registration fees have been established. For more infor­mation, contact the Commission on the Young Professional on the ADA WATS, extension 2779.

....FREE '"'i' Honest! The NDNs Mouthguard

Committee has purchased a fair quantiry of posters pro­moting the use of mouthguards. We would like one displayed in every mem­bers' office. To get your poster just contact the NDA office. Ifyou know a coach who will display one or two at school, order several. They're free to

NDA members and won't do Peggy, Julie or Tom much good in the NDA storage room. We wear our mouthguards darn near everyday.

Call us at 800-234-3120

Please Respond! This is a re-run of an insert in the NDA's May

Newsletter. If you didn't return that information sheet, please complete and return this one. Our sum­mer project is to update all of our membership files and we really need your cooperation.

NEDPAC Membership Roster It needs to grow

NDA "Loses" $45,000 Well, not exactly

County Dental Consultants We're missing a few

Membership Info. Form .. Your help is needed

PLUS The Food Bank cilper: tales ofnear heroic actions, soon to become a mznt-series.

A NEWSLETTER SERVING THE DENTISTS OF NEBRASKA

2 NEBRASKA DENTAL ASSOCIATION

AMessage From the President Not all duties of the Nebraska Dental Association require serious preparation for them to

proceed successfully. Fortunately, the month ofMay has been a brief respite after the Annual Session and before the summer Trustees meeting. Tom Bassett and I had a most strenuous meeting in Tampa, Florida receiving an update on the NDA endorsed Professional Protector Plan as guests of Bob and Marilyn Diers. It was tough duty; but, we are not ones to complain too loudly. I am afraid that Tom has had an exposure to the availability of a s-t-r-e-t-c-h limousine, and Subaru is not his style anymore.

Golf outings have been the order of the day lately. Thanks to the Omaha District, the Lincoln District and the Central District I have had an opportunity to play golf this summer. Again, tough duty; but, who's complaining.

I also had the privilege of attending a benefit for the Nebraska Foundation for the Visually Handicapped. It was a wonderful evening with the Omaha Pops Orchestra and guest jazz vocalist, Diane Shurr. "Deedles", as she is known, is blind. "Deedles" could also hit some notes that could do more damage than years of exposure to a high speed handpiece. The evening was to honor the "Man of the Year" for the Foundation. The person honored was none other than our NDA Delegate Dr. Bill Corcoran to the ADA from Omaha, Dr. Benton Kuder. We might wonder what a dentist can do for a foundation of this nature to be so honored? Let me explain by saying that Ben was concerned the event caused him to miss a board meeting of the American Cancer Society.

I would like to say to Dr. Kuder, on behalf of the NDA, congratulations! Good work! Thank you for setting an example for all of us to see our contribution to the good of society extend beyond our profession.

ADA President, Dr. Jack Harris, has put forth a call for a "grassroots" effort to present Dentistry's case to the Congress of the United States regarding health care reform. He has asked us to contact our legislators emphasizing the success Dentistry has had in prevention of oral disease. Placing a tax on health care benefits would only serve to undermine the good of the present system. The ulrimate effect of such a tax would seriously curtail dental benefits to millions of Americans.

Please take a few moments to write a letter expressing your views to our elected officials. While you are at it - take a few moments to write a check for NEDPAC and ADPAC tool!!

William Corcoran, D.D.S. President Nebraska Dental Association

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A Full-Service Laboratory

3 NEBRASKA DENTAL ASSOCIATION

We've been defending doctorssince these "Were the state of the art. These instruments were the best available at the turn of the century. So was our prqfessionalliability coverage for doctors. In fact, we pioneered the concept ofprofessional protection in 1899 and have been providing this important service exclusively to doctors ever since. You can be sure we'll always offer the most complete professional liability coverage you can carry. Plus the personal attention and claims prevention assistance you deserve. For more information about Medical Protective coverage, contact your Medical Protective Company general agent.

Gerry Smeader Suite 114. Corporate Plaza. 11212 Davenport. Omaha. NE 68154, (402) 334-9689

-----c. E. In Grand Island----­The NDA's Northwest District is sponsoring a 7 hour CE

course on Saturday, July 10th. Possibly the most benevolent of all districts, they are not charging a fee to members of the NW District. The fee to NDA members in other districts is $50 (still quite reasonable).

Dr. Glenn DuPont of Florida is the presenter and his topic is "Restorative Dentistry - Emphasis on Excellenc ."

For more information or a brochure and registration form contact Dr. Russell Davis, 908 No. Howard, #102, G. 1. , 68803.

Presentation Outline: • The New Patient Exam

- where education begins - use of imaging systems

• Diagnosis and Treatment Planning - recognizing stability and instability

• Esthetics and Function • Preparation of Teeth and the Importance of Excellent

Provisionals • Impressions and Records • Placement and Follow-Up • A few cases ranging from very simple to extremely difficult

Orthognathic implant situations.

Integrated utilization ofstaff, specific materials and philosophy will be incorporated into the presentation throughout the day.

Schedule Date: Sarurday, July 10, 1993 LecrureTime: 8:30 a.m. - 5:00 p.m. Credit Hours: Seven

Registration Fee: FREE to Northwest District Members $50.00 to other district members $10.00 to Auxiliaries

Registration Time: 8:00 a.m. Location: 1-80 Holiday Inn

Grand Island. NE

$50.00 Lab Technicians $100.00 Non-NDA Membets

County,Dental Consultants We are currently in need of dentists willing to fill vacancies of

County Dental Health Consultants in the following Counties:

Arthur Dawes McPherson Sarpy Banner Dixon Nemaha Saunders Box Butte Grant Otoe Scottsbluff Burt Kimball Polk Sioux Dakota Lincoln Richardson Webster

Ifyou are not familiar with the responsibilities involved with the position, phone Peggy at the NDA office. The NDA has a handbook available with helpful suggestions, guidelines and resource materials.

It is important that we have NDA representatives in each ofour counties. If you are willing to represent one or more of the above listed counties as a Consultant, please phone the NDA. Your support of this program will be appreciated.

4 NEBRASKA DENTAL ASSOCIATION

Patient Financial Management ARisk Management Plan

Malpractice allegations against dentists may result from a combination of a poor treatment result and a breakdown in the patient-doctor relationship. However, such allegations some­times seem to arise due to some financial problem rather than a bad result. Patients may bring countersuits alleging negligent treatment in response 'to collection actions.

Although control of accounts receivable is usually consid­ered to be a practice management or financial planning issue, it has risk management applications. Any assistance that the dentist can provide to help a patient from feeling trapped or threatened by financial obligations would tend to minimize the potential for these collection-related malpractice allegations.

Avoiding Run-away Accounts The goal ofdiscussing financial obligations with the patient

is to ensure predictable office income without exceeding the patient's ability to afford treatment. This goal requires commu­nication and financial planning skills.

A treatment planning process that openly communicates financial issues is one good way to outline the patient's obliga­tions. Because patients frequently misunderstand the purpose and scope of dental insurance, they should be told what their insurance coverage will pay through predetermination of benefits.

Sound financial planning will ideally preclude the patient feeling blind-sided by an expense that exceeds his or her budget. Some dentists avoid the building of a large account by requiring a percentage of the fee up front and the balance upon treatment completion; others provide for monthly payments. Accepting credit cards may help to avoid a large ourstanding balance. Ifyou charge interest for a monthly balance, be aware the truth-in­lending laws may apply to payment agreements.

Managing Past-Due Accounts Once an account is delinquent, how should treatment

progress? The patient-doctor relationship does not automatically end when a patient fails in upholding his or her financial obli­gations nor does it immediately end at the doctor's option: Negligently terminating this relationship is called abandonment. Delinquent accounts should be individually addressed from both

a patient care perspective and a financial perspective. From a patient care perspective, patients with a poor pay­

ment history can be retained in the practice or appropriately dismissed within risk management guidelines*. This perspective considers the patient's oral health status and the subjective value of maintaining the patient-doctor relationship.

From a financial perspective, acceptable payment arrange­ments should be made if the patient is to be retained. Two options to manage delinquent accounts are:

• Continue with the treatment plan; set up an acceptable plan for current and a separate plan for past fees.

• Provide no additional new treatment, except emergency care or a procedure in progress, until the prior balance is cleared.

Suing for Collections Dentists can use the legal system to collect past-due amounts.

Unfortunately, the time and effort needed to collect a bad account may exceed its value; this may be especially true when a patient countersues the dentist for malpractice in defense (even if frivolous) to a suit for collections.

From a practical and risk management perspective, review the patient's record before suing for collections. In those in­stances where the treatment result was below your expectations or where the records are lacking information that would be vital to defend against a malpractice allegation, it may be prudent to decide against pursuing collection. Each account should be assessed individually.

Postscript Dentists are advised to consult with an attorney when estab­

lishing interest-bearing payment plans, before suing for collec­tions, and when considering to dismiss an active patient so that appropriate laws, if applicable, are not ignored.

It may take time and effort to manage patient accounts and still maintain good patient-doctor relationships. But it is time well spent and it is directed toward the continued success of your reputation and practice. And, good patient financial management is also good risk management.

(This article is provided by CNA-POE)

Health Department Sponsors Conference ----- ­"Preparing for a Lifetime of Health" is the theme of the 1993 Maternal and Child Health/Nutrition Conference, to be held

September 28 and 29, 1993 at the Nebraska Center for Continuing Education, Lincoln, Nebraska. Session topics will include: preconception care; smoking, alcohol and drug interventions; exercise and fitness; food labeling; dental health; injury prevention; breastfeeding; women and heart disease; and more. The conference is sponsored by the Maternal and Child Health and Nutrition Divisions of the Nebraska Department of Health. Those interested in attending may contact: Dee Drda, R.N., Program Chairperson, Nutrition Division, Nebraska Department of Healrh, P.O. Box 95007, Lincoln, NE 68509, (402) 471-2781.

5 NEBRASKA DENTAL ASSOCIATION

Ye Olde Financial Pie Chart by Tom Bassett & Peggy Sumption

You've probably asked yourself a dozen times, "how does the NDA staffdo it?" The answer is, "with flair, with efficiency and with some of your dues dollars." Most associations in the country would do about anything to have as favorable financial report as the NDA.

In 1992 the NDA "took in" $378,000 and spent $323,000 on "business as usual," expenditures. The fact that we spent another $100,000 to payoff our mortgage makes the bottom line look as though we lost $45,000. Fear not, the additional money needed to payoff the mortgage had been donated in 1989 and 1990 so we didn't suffer a financial hardship. Remember, we're a non-profit organization.

1992

Expenditures $423,06600

Staff 27.40%

Building Expense ••

28.38%

** - Paid offmortgage on NDA building. $100,000.

They "Lost" It All? by T Bassett

Prior to the 1993 Annual Session, we were asked to do a good deed for the Food Bank. They asked the NDA to place a container (a barrel) in the exhibit area to collect donations of toothbrushes, floss, mouthwash, etc. "People who can't afford food, can't afford oral health care producrs."

Well, we did super! The barrel was placed by the Alliance's booth and we filled that sucker. However, an unfortunate thing happened during the removal ofbooths and the clean-up ofPershing's lower level. We believe an over zealous maintenance crew tossed the barrel and its content. Yup - the whole shot.

Failure isn't accepted easily by your Executive Director. A letter explaining the circumstances was created and mailed to 7 or 8 oral health care companies. Butler, Johnson and Johnson, POH (Oral Health Products), Oral-B, Warner-Lambert and Procter and Gamble came through for the cause.

On May 25th, Dr. Ed Vigna, the NDA's President-elecr, presented Wende Baker, the Lincoln Food Bank's Executive Direc­tor, a bonanza of dental products. The Food Bank received 650 toothbrushes, over 500 packets of dental floss, 8 dozen bottles of Listerine, 2 dozen boxes of Efferdent denture cleaner and a zillion Hall's cough drops. What a great happy ending. We appreciate the generosity of these 5 companies. Their donations exceeded the lost sustained at Pershing Auditorium. Next time we do rhi we place barbed wire around the goodie barrel.

Left to Right: Dr. Ed Vigna, Wende Baker, Tom Bassett

Accurate Claims Reporting Videotape in NDA Video Library

A new videotape, ACCURATE REPORTING: THE KEY TO DENTAL INSURANCE CLAIMS, produced by ADA Council on Dental Care Programs, is available from the NDA Video Library at no charge to NDA members. The tape will assist newly graduated dentists, dental office staff and others in their understanding of the complexities involved with processing dental claims. An "informa­tional packet" accompanies the videotape. Copies of the 25-minute videotape are available from the ADA for purchase at $10. Checks made payable to the American Dental Association can be sent with a written request to the Council on Dental Care Programs in care ofMs. Rina Vergara, 211 East Chicago Avenue, Chicago, IL 60611.

6 NEBRASKA DENTAL ASSOCIATION

Legislative Update Legislative Session Winds Down

The 1993 Nebraska legislative session is coming to a close at the time of this writing. The 1993 Session has been marked by the persistent problems of Medicaid funding, health reform and legislation directed against healthy lifestyles.

Medicaid The Session started with 17 Medicaid related bills being

referred to the Health and Human Services Committee, and other bills going to other committees. The HHS Committee struggled with ways to reduce the cost of this expanding program, and dentistry (along with other services) was considered for the chopping block.

HHS action initially preserved most dental services for the adult poor in L.B. 804, but floor action reversed that decision. On a vote of 25-20, the Legislature voted to cut all adult services of dentists from the state's Medicaid program. However, after a groundswell of citizen lobbying for dental and other services, the Legislature re­stored those cuts. However dental services which will be eliminated under the agreement struck between the Administration and the Legislature are cast partial dentures, and partial dentures except to replace front teeth.

It was a great job by the dentists who contacted their legislators on this terribly important subject. Our lobbying effort in Lincoln, was in the thick of the action to build the coalition necessary to restore these services. Members of the HHS Committee deserve special thanks for supporting dentistry. (Senators Wesely, Rasmussen, Byars, Day, Dierks, Horgan and Vrtiska.)

Smokeless Tobacco The other principal legislative effort that appears to be on solid

footing is our continued outspoken opposition to the free distribu­tion for smokeless tobacco. This pernicious product is being pushed in the Legislature with money - - big money. The Omaha World­Herald recently reported that the smokeless tobacco industry spent almost $85,000 throughout the first four months of this five-month session to end the ban on giving away free spit tobacco samples. And in the last two years, it has spent over $210,000.

A tobacco spokesman was quoted, "It looks like we should have spent a little bit more."

Dentists know that we are on the right side of this emerging major health issue. As we stand up for the health ofour patients, we are heartened by the old motto that "right makes might," and thank the numerous senators and healthy lifestyle groups that support our position. A special thanks to Senator Cap Dierks as he again took the point on this issue.

Meet Our Lobbyists Our lobbyists Larry Ruth and Bill Mueller offer to meet with

districtllocal associations over the summer and fall to get to know them better, and to discuss legislative issues. Let them know when you are meeting so that they may attend!

New Members, Phone #'s, Addresses Please keep us updated re: new addresses, new phone numbers, or corrections in the membership directory.

Address Changes Dr. Norman Griesen Dr. Hubert]. Wegener 7337 Farnam 8965 E. Maple Drive Omaha, NE 68114 Scottsdale, AZ 85255 402/397-0777

Awards Presented At The Pierre Fauchard Academy Luncheon

Senior Dental Student award winners are: Michael LaFerla of the University ofNebraska on the left and Phillip Clark ofCreighton University on the right. In the center is Dr. Emery J. LaPorte, the Academies' Dentist of the Year. Dr. laPorte celebrated his 94th birthday on May 14 of this year. We are told his mind is as "sharp as a tack," and his memory and recall are better than many who are half his age! Congratulations to all!

From the Left - Michael LaFerla ofUniversity ofNebraska, Dr. EJ. LaPorte, PhiUip Clark, Creighton University.

Congrats, Thanks, Etc. Congratulations to Dr. Tom and Lisa Blankenau of

Lincoln on the arrival of Austin Joseph, born April 8th. Austin weighed in at 7 lbs. Congrats also to Grandpa and Grandma - Dr. & Mrs. Herman Blankenau of Bloomfield.

Congratulations also to Dr. Ron and Elise Attanasio of Lincoln. They are the proud parents of a baby boy-Doron Blair Attanasio. Doron was born on April 26th and is doing well. Best Wishes!

Dr. Ben Kuder ofOmaha was featured in a nice article in the Omaha World Herald recently. The article talks about how Dr. Kuder stays on "the cutting edge" of dentistry with the writings of his column in the ODDS Chronicle. Dr. Kuder was also honored on May 20th for his 30 years ofservice on the board of the Nebraska Foundation for the Visually Handicapped. What a great honor! Congratulations and keep up the good work!

A big thank you goes out to Dr. Bill Moseman of Plattsmouth. Bill recendy helped the Cass County Sheriffs Office in identifying a skull found in an area near Northbend. The skull was positively identified as a woman who had been missing nearly a year. Your contribution to forensics is greatly appreciated!

7 NEBRASKA DENTAL ASSOCIATION

Licensee Assistance Program

Chemically Dependent Colleagues: How You Can Help

When a licensed professional is having a problem related to

drug or alcohol use, a co-worker is often the first to know. Co­workers are quite successful when it comes to encouraging a troubled licensee to seek help. The Licensee Assistance Program offers these guidelines to follow when you suspect a fellow licensee has an abuse problem.

Recognize the signs and symptoms of abuse as they appear on the job:

• Deteriorating job performance • Frequent mood swings • Inappropriate behavior, poor judgement, and irritability • Client or patient complaints

Pattern of leaving early and arriving late Observed occurrences of intoxication, drowsiness, hyper­sensitivity, or alcohol on breath during work hours

Intervene to encourage the licensee to get help: Meet with your co-worker in private and share the facts about their behavior as you have observed them Let them know that you care about their well-being and job security

• Do not attempt to diagnose the problem (this causes anger and defensiveness)

• Remind them that help is available through the Licensee Assistance Program

If you have concerns about your alcohol/drug use, or suspect one of your licensed co-workers may be abusing alcohol or drugs, you can seek the assistance of the Licensee Assistance Program. In Omaha call 392-8055, outside Omaha call 1-800-851-2336.

Hooray For Corporate Sponsors

A big reason the NDA's Annual Session finished in the black is the fact we had a record number ofexhibitors. We hope those dentists who attended the convention visited the exhibit area and thanked the company representatives who support the Annual Session.

A special "Thanks" goes to the following companies for their financial support of the various activities during the convention.

BARBER DENTALSUPPLY.INC.'MJ" ••wpe danler denIIIl .. Inc.

J{aro/d :Diers &GJmpan.!l' Inc. ;I ~"',.paTreRson o Delta

Dental~

AAA Travel

<8

I' NDA!ADA 1994 Dues Prepayment Plan The NDA's prepayment program has proven to be very popular. For many, 5 monthly payments from July through November

are a lot easier to make than 1 biggie in December or January. Over 200 members have been taking advantage of this program and you're invited to join them.

Fill-out, clip and mail in the following form. If you have questions give us a call at 800-234-3120.

:>r :>r

I would like to pre-pay my 1994 Membership Dues in five monthly installments, July through November, 1993. Please enroll me in this program.

Name

Address _

City _ State _ Zip _

Phone (__-' _ District _

Signed --,---­ _

Date

Please return this form to: Nebraska Dental Association 3120 "0" Street. Lincoln, NE 68510

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NEBRASKA DENTAL ASSOCIATION

Successful Financial Arrangements: A TEAM APPROACH

In today's economic environmenr, it is no longer feasible for denrists to be casual about the financial side of their practices and still run a profitable office. Dealing with money and paymenr arrangemenrs can be one of the most difficult aspects of a denral practice. To survive - and prosper - now requires a combination of good financial policies and a team approach to successfully implemenr your policies.

Is Your Practice Prospering Financially? How good are your currenr policies? Consider the following three criteria

for measuring your office's financial success: Over a one year period of time a healthy practice should collect 98% (or more) of production. Total receivables should equal 1-1 1/2 times monrhly production, i.e., a practice producing $30,000 per month should have total receivables between $30,000 and $45,000 No more than 20% of receivables should be aged 60 days or longer

In evaluating your receivables, it's importanr to realize that your business is not banking. When you allow your patienrs to pay for their treatmenr over an extended period of time, you are basically loaning them money. Beyond the issue of patienr defaults, the value of your aged accounrs receivables decreases significantly ovet time- with the value ofthat original dollar worth just 73 cenrs after 91 days and a mere 26 cenrs after 366 days.

Multiple Payment Options Benefit Your Patients - and Your Bottom Line

To succeed financially in denristry today tequires a delicate balance. You must be flexible enough to accommodate your patienrs, but fitm enough so that you do not have a collection problem. The key to making your practice more financially successful is to implemenr financially arranged dentistry, meaning that the patienr is informed of all fees and specific arrangemenrs are made for paymenr before any treatmenr begins. This allows patients to understand their financial responsibilities prior to treatmenr, reducing the chance of misunderstanding to nil.

While I do not recommend allowing patients to pay you over an extended period of time, I do recommend offering them multiple paymenr options. According to a tecenr survey by MasterCard International, nearly a third of Americans delay dental appointments because of financial considerations. And, an ADA study reported that 77% of Americans were not able to immediately afford $500 for out-of-pocket dental expenses.

Credit Card Acceptance Builds Your Profits In addition [Q cash and check, you may want to offer your patients the

option of paying with a major credit card. This method provides you with immediate reimbursement, yet gives the patient the ability to make payments over an extended period of time - and even get frequent flyer points or rebates toward a new car with some cards in the bargain. Many patienrs even use credit cards as a money management tool as evidenced by the fact that about 30% of all MasterCard customers payoff their balances in full each month.

With 70% of dentists already accepting credit cards, the biggest obstacle blocking their broader use in the dental office appears to be patient awareness - an estimated two-thirds of Americans are unaware that the majority of dentists accept credit cards. Techniques you can use to encourage this payment method include displaying signs designed specifically for the healthcare envi­ronment, using pre-authorization forms that allow you to automatically bill a patient's credit card, and affixing stickers to your statements to let patients know that they can settle their balance by credit card. All of these materials are available from your bank or processing company.

A Team Approach For Success Once you have established some attractive payment options, the next step

is to properly present your options. In most dental offices, it is better that the doctor not discuss fees with the patients. Most offices will get much better results by designating a team member as the financial coordinator. It is this person's responsibility to discuss fees with patients and make specific payment

arrangements before beginning any treatment. While it is wise for the doctor not to discuss fees, it is true that the doctor can do a great deal to help the financial coordinator succeed.

Position your Financial Coordinator as your Office Expert At some point the doctor is going to discuss the results of the examination

and treatment needs with the patient. This may occur at the examination appointment for minor treatment or it may be wise to schedule a separate consultation appointment for more comprehensive cases. Regardless of when you discuss your findings, try opening the discussion like this:

Doctor: "Ms. Jones, in just a minute, I am going to discuss the findings of our examination with you. Before you leave our office, I'll make sure that Mary goes over all of the details with you ... things like insurance, fees and scheduling. Mary is an expert at working out all of these details. Here's what we found in the exam .. .n

This technique works well because you are building the patienr's comfort level and making it clear that there are no surprises in your office. Additionally, you are presenting your team's financial coordinator as an expert and helping him or her to succeed financially with the patienr.

So that your financial coordinator will be properly informed, develop a simple communication form listing the treatmenr, with the fee amount next to it. This form should also include any alternative treatmenr and fee if appropri­ate, providing your financial coordinator with all the information necessary to communicate confidently with the patient.

Good Verbal Skills Are Key When your financial coordinator discusses fees and paymenr options with

patients, this is a time for very clear communication. How paymenr options are presenred will determine the success of your paymenr policies perhaps more than any other component. The following example is a direct yet polite manner to ask for paymenr:

Financial Coordinator: "Ms. Jones, the fee for your treatmenr is $ . That can be taken care of by check, cash or credit card. Which would you prefer?"

Keep in mind that good verbal skills like this often need to be learned. It is in your best inrerest to invest time and effort in training your team members to succeed in this area. Specific training on how to present paymenr options, respond to questions and overcome objections will help team members develop good presentation skills.

Another often overlooked way to increase patienrs comfort with your paymenr policies is to set aside a private place in your office for your financial coordinator to hold discussions with patients. People are not comfortable discussing their financial affairs at the front desk within earshot ofothers. Your patients will appreciate the courtesy of holding financial discussions in private and you'll notice improved results.

With an effective financial policy, attractive payment options and coor­dinated team effort you will have created an outstanding system to help you succeed financially with your patients. While there are many financial benefits for developing such a system, there is one other important reason for doing so - you will be helping your patienrs avail them­selves of optimum treatmenr and enjoy the benefits of good oral health.

Author Credit: Gary Takacs is apractice manage­merit advisor who works with dental offices throughout the country to develop profitable and enjoyable practices. Currently, he is conducting a financial practice management seminar series sponsored by MasterCard International. He also has an audio tape program titled, "Successfitl FinancialArrangements. " Takacs can be reached at 8160 East Butherus Drive, Suite #7, Scottsdale, AZ 85260, (602) 951-1652. Gary Takacs

9 NEBRASKA DENTAL ASSOCIATION

The Decision You Make Today Will Mfect You

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There is only one • competitive rates program that is • superior claims actively endorsed and response recommended by the • aggressive defense Nebraska Dental Associ­ council ation ...and there is one

The Professional Protec­primary reason why... tor Plan ... endorsed by it is the best program the Nebraska Dental available to dentists. Association. Join over Compare your current 560 of your colleagues malpractice policy to the already insured in the Professional Protector Plan.Plan ...

• program experience • financial stability of

CNA • risk management • property insurance

(one stop shopping)

Nebraska dentists looking out for Nebraska dentists . .. Contact the Nebraska Dental Association or your Professional Protector Plan Administrator,

Harold Diers & Company at (402) 391-1300.

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NEBRASKA DENTAL ASSOCIATION

NEDPAC/ADPAC Members 1993 We're priming this list of current PAC members for several reasons. We'd like to encourage those who aren't members to send in

their $45 ($25 for NEDPAC and $20 for ADPAC) and "join up." We also are certain many longtime members have neglected to pay their 1993 dues. Somehow we've gone from 275 members in 1992 to under 200 in 1993. This is definitely not the time to shy away from being active in the political arena. Washington D.C. and Lincoln are two places that will likely have an impact on the future of dentistry.

Please consider sending the NDA office your personal check for $45. Make the check out to NDA. Thank you.

John Ahlschwede Charles Anderson Steven Anderson Donald Asbjornson Jon Asbjornson William Baeder Dana Bailey Richard Barnard John Barron Charles Bauer Gary Bjerrum David Blaha Don Blank Bryce Bonness Jerry Brockman Richard Brunmeier James Buttermore Stephen Cain Keith Christiansen Albert Coco Steven Combs William Corcoran Herbert Coulter Raymond Cronk Lee Dahl Fred Diedrichsen Michael Dowd James Doyle Randolph Drahota Dean Dutter Marvin Dvorak Mark Ebers Donald Edwards Douglas Eversoll Thomas Fagot James Farris Donald Fenster Richard Fitzgerald Michael Fleming Donald Fricke Thomas Fritz Robert Garcia Charles Genrich

Donald Gerner Roger Gerstner J. Pat Giddings Thomas Gomon Doyle Gustafson Dennis Gutz Gerald Haney Jay Hansen Paula Harre Frederick Hecox Louis Hedlund David Higgins Robert Hinrichs Roland Hoff David Hoffman Paul Holm William Holthaus Diane Hourigan Jeffrey Howard Donna Howe Robert Howell Richard Huston Mansoor Jabro Sam Jacoby Dick Jeffers Robert Jeffers James Jenkins Peter Jensen Terry Jensen Richard Jirovec David Jones Wayne Kaldahl E. Newton Kelley Lonnie Kennel Dennis Kent Thomas Kiefer Dennis King Barrett Klemm Marvin Kramer Harold Kreski Steven Kruse Benton Kuder Sandra Larson

Stephen Leeper George Liggett James Litel Edward Lockwood Victor Lofgreen Daniel Maas Christopher MacKnight David Manary Gerald Mancuso Richard Marshall Max Martin Philip Maschka Patrick McCulla James McKnight Samuel McMillan Eugene Merchant Robert Money Robert Moore James Morgan James Murphy Michael Neal Herbert Nelson Kenton Neuhaus Scott O'Neil Francis Odorisio Gerald Ott Jan Ott Robert Pardee Richard Parker Steven Pejsar Earle Person William Petta James Pietro Mark Pinkerton David Potter Myron Pudwill Bruce Rauscher Howard Robson Robert Roesch Harold Rosenau Roger Roubal George Schlothauer Trudy Schlumberger

Jack Schneider Robert Schoettger Cynthia Schroeder Scott Schroeder G. Herbert Seberg John Seberg John Segrist Michael Sesemann Joan Sivers Eric Smith Jerome Smith David Spann James States Raymond Steinacher George Strassler John Sullivan Fred Tafoya Donald Taylor Sr. Donald Taylor Jr.

Richard Tempero Don Theophilus Wm. Thiemann Keith Thomas Allen Thomsen Harry Tolly James Trambly Vicki Treat Byron Tullis Kenneth T usha Timothy Tvrdik Eldon Valetski Edward Vigna James Walker David Walline Steven Wegner Jack Wesch Wayne Wessel Kim Wieckert Robert Wilson Robert Zaiman David Zalewski Peter Ziegler

11 NEBRASKA DENTAL ASSOCIATION

ILLINOIS GENERAL PRACTICE FOR SALE ­Established 12 years. Equipped with Computer. 3 Operatories with modern equipment. Clean, modern office. Good recall system. Practice oriented toward fine quality and preventive dentistty. Reply to NDA Box 914.

WANTED: Periodontist or Orthodontist to share office with Oral and Maxillofacial Surgeon. Contact Dr. John A. Coover, Hastings, (402) 463-3005.

FOUR DOCTOR GROUP DENTAL PRACTICE in search ofpart-time orthodontist to continue orthodontic practice already established. Beautiful facility in grow­ing, thriving city of Sioux Falls, South Dakota. Respond to Vicky L. Levene, Adm. Family Dental Center, 2001 West 45th St. Sioux Falls, S.D. 57105. Telephone (605) 338-9242.

FOR SALE: Western Nebraska; long established, cen­trally located 900 sq. ft. 2 chair office and general prac­tice. Good growth potential in a progressive community of 5000. Send inquiries to NDA Box 408, 3120 "0" Street, Lincoln, NE 68510.

All ads with an NDA box ;'umber should be mailed to: Nebraska Dental Association NDA Box # _ 3120 "0" Street Lincoln, NE 68510

CLASSIFIED ADVERTISEMENTS: Must be submitted in typewritten form. Indicate the number of issues in which the ad is to be published. Rates fot NDA Members (per issue): $6.00 for 30 words or less; 20 cents for each additional word. For replies to NDA box number, an additional $1.00. For Non-NDA Members: add fifty percent to these rates. NOTE: Advanced payment for classified ads MUST accom­pany order. For Display Advertising rate card, contact the NDA office. Send classified ad with remittance to:

Nebraska Dental Association 3120 "0" Street Lincoln, NE 68510

DEADLINE: Four weeks before publication.

JUNE 11 CE. Course, "The Team Approach: TMD &

Physical Therapy", Dr. Ronald Attanasio, Dr. John Stockstill & Ron Hruska, P.T. Held at Mahoney State Park, sponsored by UNMC (6.5 hrs. CE) JUNE 11

North Platte, "OSHA Annual Training: A Step-By­Step Program," Dr. Robert Cooley, Creighton Univ. JUNE 12

Omaha, "OSHA Annual Training: A Step-By-Step Program," Dr. Robert Cooley, Creighton Univ. JUNE 17

Central District Picnic/Meeting, same lake - different cabin, use North gate, for information contact Dr. George Ligget, York, 362-3311. JUNE 18

CE. Course, "Dentures: Immediate, Complete & Overdentures", Dr. Ron Ettinger, Creighton Univ., (5 hrs. CE.) JULY 8 & 9

CE. Course, "Integrating IMZ Implant Systems into your Practice Routine," Drs. Charles Babbush and David Saeger, Creighton University (14 hrs. CE.) JULY 10

CE. Course sponsored by the Northwest District Dental.:iociety, speaker - Glenn DuPont, D.D.S., "Restor­ative Dentistry - Emphasis on Excellence." 1-80 Holiday Inn, Grand Island, 8:30 - 5:00 p.m. For more information contact Dr. Russell Davis at (308) 381-0167.

JULY 14 CE. Course, "Endodontic Problem Solving", Drs. Marvin

Ludlow and Kenneth Knowles. Held in North Platte, sponsored by Creighton University. (7 hrs. CE.) JULY 15

CE. Course, "Endodontic Problem Solving", Drs. Marvin Ludlow and Kenneth Knowles. Held in Scottsbluff, sponsored by Creighton University. (7 hrs. CE.) JULY 16

CE. Course, "Endodontic Problem Solving", Drs. Marvin Ludlow and Kenneth Knowles. Held in Rapid City, South Dakota, sponsored by Creighton University. (7 hrs. CE.) JULY 17

"Implant Study Club 105 - Prosthetic Completion - IMZ Root Form," Drs. Timothy McVaney, David Saeger and Robert Theis, Creighton University. JULY 23

NDA Board of Trustees, Best Western Regency, 1-680 & Pacific, Omaha, 12:30 p.m. AUGUST 20

CE. Course, "The Implants Have Been Placed ... Now What's Next?", Dr. Dean Elledge. Sponsored by Heumann and Associates Dental Laboratory. For more information contact Deb Simmons at 1-800-255-2412. (6 hrs. CE.)

*UNMC Course Registration (402) 559-4523 For Information (402) 559-4152 University ofCreighton registration and information in Omaha 280-5054, outside Omaha 1-800-544-5072.

In Memoriam Dr. James Pence of Omaha, passed away on May 6, 1993. Dr. Pence was 95 years old and a 1921 graduate of the University of

Missouri-Kansas City. He was also a Life member of both the ADA and the NDA. Our sympathies to the Pence family.

:OetolJe~fejt I HYATT REGENCY, BEAVER CREEK, SEPTEMBER 23-26, 1993

CDA'S 107th ANNUAL SESSION

Open up and look around at the pleasures that abound at Beaver Creek for four days. Friendships, food, informa­tion, new subjects, regeneration, happy crowds and quiet time! You'Uleave refreshed for work and play!

Image Enhancement Through Esthetic Dentistry Jacqueline Dzierzak, D.M.D. & Associates (pronounced Jer-zak) University of Pennsylvania School of Dental Medicine, D.M.D., 1974

Dr. Jacqueline Dzierzak is an individual who has found the right way to combine her varied interests in consumer behavior and psychology with the latest in marketing and management techniques in dentistry. Using her large general practice in Chicago as a base for expanding her skills, Jackie has developed a national reputation as a lecturer, television guest, writer and consumer advocate.

This day long lecture focuses on Marketing Cosmetic Dentistry. Designed for the general dentist and staff, it dispels the myths of hype and glamour advertising, and focuses in on the basic elements of a solid based marketing plan. Communication and multi-level repeat messages produce predictable results. It is a must for those interested in better communication, visibility and increased patient response.

Her presentations on Aesthetics at the Thomas P. Hinman Dental Meeting in Atlanta, Georgia were rated best of the wr! Don't Miss Herl

Colorado Dental Association 7535 E. Hampden Avenue, #505

BEAVER CREEK Denver, CO 80231TM

RESORT IN THE VAil VAllEY (303) 671-6600 or Fax: (303)671-0499

N·E·B·R·A·S·K·A DENTAL ASSOCIATION

';@.o'------- ­ 3120 '0' Street, lincoln, Nebraska 68510

PUBLISHED BY The Nebraska Dental Association

3120 "0" Street, Lincoln, NE 68510 (402) 476-1704 1-800-234-3120 FAX (402) 476-2641

OFFICERS Dr. William Corcoran Dr. Richard Brunmeier

President Treasurer

Dr. Ed Vigna Dr. Robert Howell President-Elect Speaker ofthe House

Dr. Bill Thiemann Dr. Fred Diedrichsen Vice President Immediate Past President

Dr. Eugene Merchant Dr. Myron Pudwill Secretary ADA Delegate

Dr. Benton Kuder ADA Delegate

TRUSTEES Dr. James Smith Omaha Dr. Max Martin Lincoln

Dr. Mark Pinkerton Southeast Dr. Scott Wieting Central

Dr. Donald Theophilus North Dr. Ronald Hendrickson Northwest

Dr. Robert Wilson Southwest Dr. Dennis Kent West

Tom Bassett Executive Director & Editor Julie Berger Adminisrrative Assistant

Peggy Sumption Business Manager

Nebraska Dental Assocation NON-PROFIT ORG. U.S. POSTAGE3120 "0" Street

PAIDLincoln, ebraska 68510 LI COL , EBRASKA

PERMIT NO. 643

GalY Westelman, DDS 1106 So. 91st Ave. Omaha, NE 68124