Podcast appearances and mentions of Henry Schein

In this episode of UNSCRIPTED, host Sarah Nicastro sits down with Hallie Johnston, US Director of Equipment at Henry Schein, to explore how military experience shapes corporate leadership, the delicate balance of empathy and accountability, and proven strategies for recruiting and retaining veteran talent. Whether you're looking to enhance your leadership approach or build more effective veteran hiring programs, this conversation offers practical insights. Tune in to discover why professional candor, clear expectations, and authentic leadership are crucial for success in today's business landscape.

In this podcast, Dayna Johnson discusses the integrated health records project with FDI and Henry Schein, focusing on the importance of documenting periodontal health as a core oral health indicator. She emphasizes the necessity of efficient periodontal charting in dental practices and shares innovative solutions, including the use of AI technology, to streamline the process. The conversation serves as the first part of an eight-part series aimed at preparing dental teams for the integration of these health indicators. Takeaways ➡The integrated health records project aims to improve oral health documentation. ➡Periodontal health is a critical indicator for patient diagnosis. ➡Efficient systems are essential for effective periodontal charting. ➡Many practices struggle with time management for periodontal procedures. ➡AI tools like BOLA AI can enhance the charting process. ➡Alternating imaging and charting can save time in practices. ➡Dedicated hygiene assistants can improve efficiency in dental offices. ➡Proper coding is crucial for accurate periodontal health reporting. ➡Understanding patient needs is key to effective dental care. ➡This podcast is the first in an eight-part series on oral health indicators. Chapters 00:00 Introduction to Integrated Health Records Project 01:54 The Importance of Periodontal Health 04:12 Implementing Efficient Periodontal Charting 07:04 Innovative Solutions for Periodontal Charting 11:51 Leveraging AI in Dental Practices Please rate, review and share this episode with your colleagues. Book a call with Dayna: https://calendly.com/dayna-johnson/discovery-call

Sesión marcada por compañías como Berkshire Hathaway, Tyson Foods, Henry Schein, Netflix, Walt Disney, Ford y Palantir. Con Ignacio Vacchiano, responsable de distribución en España de Leverage Shares.

Dayna Johnson discusses her interview with Dr. Ryan Hungate, Chief Strategy Officer for Henry Schein One, focusing on the collaboration between FDI and Henry Schein on a new electronic integrated health records project. The conversation highlights the importance of integrating oral health records with overall healthcare, emphasizing the need for better accessibility and collaboration among healthcare providers. Dayna outlines eight core oral health indicators for integration that will enhance patient care and documentation in dental practices. Takeaways ➡️FDI is the World Dental Federation focusing on global oral health advocacy. ➡️The collaboration between FDI and Henry Schein aims to improve electronic health records. ➡️Integrated health records can enhance patient care and coordination among providers. ➡️Dayna emphasizes the need for better access to patient records in dentistry. ➡️The electronic health records project has been in development for five years. ➡️There are eight core oral health indicators for integration in dental practices. ➡️Dayna plans to provide more resources and podcasts on these indicators. ➡️Improving health history documentation is crucial for patient safety. ➡️The new Dentrix Imaging Center will facilitate better sharing of diagnostic images. ➡️Collaboration in healthcare is essential for comprehensive patient care. Chapters 00:00 Introduction to the Interview with Dr. Ryan Hungate 07:09 The Importance of Integrated Health Records 20:51 Core Oral Health Indicators for Integration CLICK HERE to download the Consensus Statement launched from FDI: https://fdiworlddental.org/fdi-releases-consensus-paper-integration-oral-health-electronic-health-records Connect with Dayna: https://fdiworlddental.org/fdi-releases-consensus-paper-integration-oral-health-electronic-health-records

In this episode of the High Performing Dental Team podcast, Dayna Johnson interviews Dr. Ryan Hungate at the International Dental Show in Cologne, Germany. They discuss the collaboration between FDI and Henry Schein on integrating electronic health records in dentistry, the importance of universal data platforms, and the potential for reimbursement changes in dental practices. The conversation highlights the need for seamless communication between dental and medical professionals to improve patient care. Takeaways ➡The International Dental Show is a significant event for dental professionals. ➡Dr. Ryan Hungate has transitioned from practicing orthodontics to focusing on strategic roles in dental technology. ➡The collaboration between FDI and Henry Schein aims to integrate health records across dental and medical fields. ➡Eight core health indicators are being developed to enhance patient care. ➡The Universal Data Platform allows for better data sharing between dental practices and medical professionals. ➡Payers may reimburse for new health indicators and tests that improve patient outcomes. ➡Integrating health records can streamline workflows in dental practices. ➡Dental professionals are encouraged to adapt to new technologies without extensive retraining. ➡The importance of collaboration in the dental industry is emphasized. ➡Innovative solutions are needed to incorporate health screenings into regular dental visits. Chapters 00:00 Introduction to the High Performing Dental Team Podcast 04:48 The Collaboration Between FDI and Henry Schein 09:51 Integrating Health Records in Dentistry 13:43 The Role of Universal Data Platform Click here to download the Consensus Statement: https://fdiworlddental.org/consensus-statement-integrated-electronic-health-records Please rate, review and share this episode with your colleagues. Book a call with Dayna: https://calendly.com/dayna-johnson/discovery-call

Here are some Green Tips from the 2024 Winner Valarie Caulfield: https://www.dentalmanagers.com/blog/2024-green-leader/The Green Leader Nomination Info for 2025: https://www.dentalmanagers.com/membership/recognition/green-leader/More About Valarie:Valarie Caulfield began her remarkable journey in the field of dentistry in 1984, embarking on a career that has spanned nearly four decades. In 1991, she took on the role of office manager, where she found her true calling in the business side of dentistry. Valarie thrives on the opportunity to help dentists effectively manage their multi-million dollar practices, combining her love for the field with her keen business acumen.In 2011, Valarie became a proud member of the American Association of Dental Office Managers (AADOM), where she quickly recognized the value of ongoing professional development. Her dedication to the field was further underscored in 2015 when she earned her fellowship from AADOM, a prestigious accomplishment that highlights her commitment to excellence in dental office management. Continuing her pursuit of knowledge, Valarie achieved her Master designation virtually in 2020, showcasing her adaptability and dedication to growth.In 2021, Valarie was honored to be among the first class of Diplomates, solidifying her status as a leader and expert in her field. She is passionate about coaching others, sharing her expertise on everything from basic operations to cultivating a positive team culture and analyzing key performance indicators (KPIs).Dentistry is not just a career for Valarie; it's her passion. She truly loves her life and the meaningful connections she builds within the dental community. With a wealth of experience and an unwavering dedication to her profession, Valarie Caulfield continues to inspire those around her and elevate the standard of dental practice management.Valarie lives in Spokane Valley, WA, with her husband Ed. They just celebrated their 40th wedding anniversary. She enjoys baking, sewing, quilting, and spending time with her family.More about Henry Schein Dental: https://www.henryschein.com/ 

Mackenzie Richter is the Vice President, Global Commercial Digital Workflow Solutions at Henry Schein, responsible for vision, strategic direction, commercialization, growth and performance of our new critical workflow initiatives.    With over 25 years of experience, Mackenzie brings a deep understanding of both the digital dental workflow and the dental practice environment, having "grown up" working in her family's dental practice. Throughout her career, she has consistently driven innovation, growth, and financial performance. The 3-Click Dentistry concept was born from conversation she had with her brother and has now moved into action. In this conversation, Mackenzie discusses the evolution of dental technology and its impact on practice management. She emphasizes the importance of integrating AI and simplifying workflows to enhance efficiency and patient care. The discussion covers the challenges faced by dental practices, the concept of three-click dentistry, and the future of digital workflows, including innovations in night guard production. Takeaways ➡Mackenzie Richter has a deep-rooted background in dentistry. ➡Technology can transform dental practices significantly. ➡AI can enhance patient treatment acceptance rates. ➡Simplifying workflows is crucial for dental teams. ➡3-click dentistry aims to reduce complexity in processes. ➡Integration of imaging and scanning technologies is essential. ➡Consistent documentation improves practice efficiency. ➡Future innovations will focus on accessibility and ease of use. ➡Night guards can be produced more efficiently with new technology. ➡The dental industry is continuously evolving to improve patient care. Chapters 00:00 Introduction to the International Dental Show 03:11 The Impact of Technology in Dentistry 06:04 Challenges in Dental Practice Management 08:46 Three-Click Dentistry Explained 11:53 Integration of Imaging and Scanning Technologies 14:47 Future Innovations in Dental Workflow 17:54 Simplifying Night Guard Production 21:04 Conclusion and Future Outlook Learn more about the 3-Click Digital Dental Workflow at: https://www.henryschein.com/IDS2025 Please rate, review and share this episode with your colleagues. Book a call with Dayna: https://calendly.com/dayna-johnson/discovery-call

Bringing on an associate is a big move for any practices, and while the benefits fill out a long list, the way it's done will have lingering impacts, for better or worse. Kiera gives three actionable tips on how to make the transition a smooth one for all involved. Find an associate who fits your clinical and cultural model Schedule a team meeting with the associate Establish regular check-ups with doctor feedback Episode resources: Sign up for Dental A-Team's Virtual Summit 2025! Subscribe to The Dental A-Team podcast Schedule a Practice Assessment Leave us a review Transcript Kiera Dent (00:00.45) Hello, Dental A Team listeners, this is Kiera. And today, you guys, are you struggling to onboard a new associate without team tension? I know that this can be a tricky problem that a lot of our offices faces. And so these three steps will make the process smooth and successful. Honestly, onboarding an associate is such a critical piece. You're bringing on this new doctor, they already love you, they already know our existing team, and now we're bringing someone new in that's gonna help us help serve more patients. It's going to help our team be able to get those hygiene checks on time.   going to be able to help us expand our clinical suite. So whatever the reason for onboarding an associate, it oftentimes comes down to that team buy-in, not having the team tension, getting the patient retention. And so the goal is today, I'm going to walk you through really three simple steps for you to be able to onboard this associate with ease and success.   I am Kiera Dent. Dental A Team was created to really help give you guys wisdom and knowledge out in the field to have a trusted expert, someone who's been there, done that, done that successfully multiple times. Honest to goodness, our consultants are incredible. They really have real life experience. Every consultant on the Dental A Team has to have real life experience in the practice.   clinically and for an office. They've had to grow multiple practices exponentially. They've had to work through these kinks. So when we give you tips and advice is not because we're just here talking about theories and what we hope works. It's because we've been there, done that and done that successfully. Honestly, onboarding an associate is going to affect your long-term harmony. This is where it's going to be amazing for your team with harmony, but also productivity. And so today is going to be short, actionable episode. And honestly, you guys are going to want to wait till the end because I walk you through the three steps.   And then at the very end, I'm gonna wrap it up for you of exactly how you can do this with simplicity. So step one is you need to actually find an associate who fits your clinical and cultural model. This is really paramount because a lot of times we just want an associate. We just think, let's bring someone in. But what we forget is these patients have been coming to us as a clinician, as a practice, as a culture, and that's what we've actually built. So there's a lot about branding in other companies. Well, in your dental practice, you have to realize you as the dentist, you as your clinical skill set has actually been built.   Kiera Dent (02:08.034) to be able to be a culture that your patients are accustomed to. So it's crazy because we just think we just need to hire an associate. No, actually looking to see are they clinically the same as you or adding to your skillset and also do they fit your cultural model. It's wild because if you'll just take the time to find this person who fits not being desperate but actually using the time to find them is really going to help. Now people ask me, Kiera, where actually can I go to find these associates because it can be tricky. And what I say is let's start talking with the community.   Talk to the dental colleges that are around you. Talk to your Henry Schein rep or your Patterson rep. Start talking to different offices because they might know someone. Get to the country club. A lot of deals have been made on golf courses that I've heard. Go to yoga studios, different places where people will be and start talking and networking and letting them know who you're looking for. Also let your team know, hey, we're looking for this. This is who we're looking for. Do you know anybody? Because your team can really be an advocate for you.   In addition to that, I like to build pipelines. So if you know family members that are going to dental college or you have friends, but somehow getting really intertwined into that, that dental college around you, in addition to being able to work with residencies and G, your, your practices that way, that's going to help you actually exponentially become stronger to get this pipeline of people there. So really looking for someone who fits your clinical and cultural model is going to help you exponentially because they're going to subscribe to the models like you do.   They're going to act like you do. They're going to have the feel of it. And really, like I said, this is all about your brand. And so it's interesting because I've actually seen there was an office that I consulted and what happened with them is they brought on an associate. They thought that they were great. They had the clinical skills that they needed, but culturally they weren't aligned and the hygiene team started to get frustrated because this doctor was actually not following protocol within the practice. So whenever the two different doctors came in,   the hygienist were trying to adapt to each different doctor, the exams weren't consistent, the treatment planning wasn't consistent. And yes, there will be varying shades of this, but really making sure that in the interviewing process, this associate aligns is actually gonna prevent that team tension in the future. So truly, before you hire, clarify what your core values are of your practice and the clinical expectations that you have before you even go out to hire. Now, if you already have someone, that's okay, there's still things that we can do.   Kiera Dent (04:25.88) but really making sure that they're like almost this little perfect outline of what you're looking for because just like when we want to go buy a car, when we say, want to buy this G wagon or I want to buy this Toyota Corolla or I want to buy this Tesla. What happens is we start to see that car everywhere. Well, same thing's going to actually happen with your associates. When you know exactly what your crystal clear on, go for it. That's going to help you actually sift through and find the person that's going to work great for your practice.   Step number two is going to be once we get our associate, we know that they're going to be great. We need to actually have a team meeting and buy-in. Letting our team actually ask the questions because what happens is a lot of times the team tension just comes from fear. It's not that they don't want to onboard our associates. It's not that they don't want our practice to be successful. It's just fear. It's the, about this? What about that? What about my patience? And so what's going to happen is when we have an effective meeting with our team,   we're going to introduce the associate and their strengths, making sure we highlight why did we bring this person in specifically? What is it about them? Don't forget, this is about the branding, making sure that they're branded, making sure that they fit our brand of the company. And then we open up the floor of team questions and letting the team, like, what are your concerns? What do you think patients will feel? Because the more the team can air this out, the more we're going to be able to find solutions. And what I found is let's address them in, in person, in our meeting, but also have your office manager or a team member   actually take notes to where there's verbiage in their scripting because what we hear is not actually what we retain. And so just giving your team the tips and the tools of amazing, this is how Dr. Sarah is going to do a great job on our clinical experts or what's going to happen if they have redo treatment, what do we do then? And so that's really going to be able to help your team feel confident because now they've got the what happens when and here's the solution. And if you write that up, it's very simple.   This will help long-term and also we really want to like boost why this associate is going to be great for the practice. Now a question that you could also ask to follow up on this is what qualities do you think would help our new associate succeed here? Because these are also going to be things of what can we do to make sure this associate does great here? How do you think we need to behave? What do you think the things we need to do are going to be this way this associate is truly successful and set up for success within our practice?   Kiera Dent (06:37.838) And what I found is when the team is bought in and they're bought into the associate, they're excited about the associate, they've had their questions answered, that team rallies around this associate. That team is super excited to recommend this associate for treatment. They're excited to recommend this associate for other patients in the practice. And something that really gets squirrely with teams is who's gonna see the new patients? Who does the hygiene exams? What can this doctor do? And as a team member myself,   I'm always looking at their clinical suite. And so making sure that that team knows perfect, we're gonna onboard them this way. We're gonna actually check their work with x-rays post-treatment. It's okay, we do this for the first three months. That way we don't have to do redos. Me and the doctor are actually gonna be working together. So the doctor and the associate will work together on monthly calibration meetings, weekly calibration meetings. They're also gonna calibrate with the hygiene team and really truly setting these in your schedules from the get-go will honestly help you onboard this associate with success. So what I like to do is,   the, the call to action on step two would be schedule a team meeting before the associates first day and set the stage for success. I usually like it to be a week or two before we type up that protocol for them. They know what's going to go on. They're able to meet this associate. They're able to get excited for the associate. And I also prep the associate like come in and be a human. They want to see your fun side. They want to see your clinical side. So if you can also show examples of case works that that associates done in the past, that also can really give the team buy-in for this as well.   And then step three of this process is going to be onboarding this associate successfully with daily, weekly, and monthly check-ins with consistent team and doctor feedback. Now I know this feels weird and a lot of doctors get funny because like, but they're a doctor and I'm a doctor and I don't ever want to undermine them. And what I, what I want to recommend and really emphasize for you is you are the expert in your practice. That doctor is an incredible dentist. That's why you're hiring them, but they don't know how to be an incredible dentist in your practice with your team in the ways that you guys have set it up of the culture of your practice.   So we're not here to tell them how to do dentistry. Maybe there's a few things that we do need to correct or to change or to calibrate on, but the bulk is how do we do it within our practice? And so there's onboarding checklists that we really love to do of how they can shadow. I really love to dovetail. So that means the doctor watches one procedure and then you watch one procedure. And I know this sounds annoying because usually when we want to hire an associate, we want them yesterday and we want to just fill their schedule.   Kiera Dent (08:56.44) But I say if we slow down to speed up at the beginning, this is actually gonna help you be very successful with your associate, be very successful with their onboarding and catch the issues quickly and give the honest feedback before it becomes harder to give the feedback. The longer we go without giving that associate feedback, the harder it will be for them later on to take that. So it's giving the shadowing, maybe dovetailing. I use the same dovetail where it's one appointment then the next appointment. We go back and forth and we watch each other. Have them hear you do exams. You hear them do exams.   This allows you to calibrate very quickly. And I know it feels annoying, but I promise you, if you'll do this, that doctor will be able to produce for you so much faster than you think they'll be able to. So then from there, what we're going to do is we do a weekly where we actually calibrate with them and doctors, strongly recommend you put this in your schedule. We calibrate with them. We pull up X-rays just like going back to dental school. What's the FMX? What do you see in this X-ray? What am I, what do I see? We don't actually talk about it out loud, but we write it down and then compare notes.   We calibrate with our hygiene team. And if you have a really calibrated hygiene team, they should be able to tee up the treatment for the doctor. And then the doctor's then really just gonna have to come in and swing and make it happen. But that doctor might see things differently. And so really, what do we do if we see things differently? How do we calibrate our hygiene team? I recommend this takes about three months of being very intentional with it, meeting every week, meeting monthly and giving the feedback and doing true formal check-ins for both the associate and the team. Asking the team, how are they doing? Asking your hygiene team how they're doing.   giving the feedback of the positives and the areas to improve early on is going to fix that. Like I said, I'm very big when you onboard to make sure you're taking x-rays pre and post treatment. I know it sounds funny, but you really can get a lot further ahead if you're willing to take these quick steps. having a really structured check-in will help. And like I said, I have it in office and what was funny about them was it wasn't even funny. was just really like, truly it was sad because they had this amazing associate.   They brought them in. They didn't want to check the work. They didn't want to do the onboarding. They were like, they're just an amazing clinician. Let's go. Well, three, four months in, they started seeing a lot of redos and a lot of patient sensitivity and a lot of patient complaints. So they started looking, they started looking at the x-rays. had a lead assistant that sat with that doctor and started realizing there were open margins. Well, now it comes to the spot of they've been working with us for four months. We have all these patient treatments that's been done. We know we've got four months of not as great ideal dentistry. What do we do now?   Kiera Dent (11:17.826) They ended up having to terminate that doctor and they had to do, was about eight months of redo dentistry that they had to do. And I thought we could have swallowed our egos. We could have swallowed our pride. We could have been here. We're here to help you. And let's fix these problems and issues before they become big issues. That's a much easier conversation to have than one after they've been in the practice for four months. It was awful for this practice. It was hard. And they have committed that every time they now bring on an associate, they always do the onboarding. They always do the calibrations. They always take the X-rays.   And also another tip is adding a lead assistant with that associate as soon as they start really sets them up for success because that assistant can see a lot of things that maybe we don't see otherwise when we're not in the operatory with them. So really having that, and I say map out your 30, 60, 90 day plan. What are you doing daily? What are we doing weekly? How do we make sure that they know how we treatment plan a crown? How do we treatment plan a root canal? How do we treatment plan and talk about implants? If they don't do this type of treatment, who do they refer with air quotes in our practice?   is really gonna set this associate up for success. So as a quick recap of how we onboard an associate effectively without team tension and amazing team buy-in is number one, we wanna make sure that we're hiring an associate that has our clinical and culture skillset. That's number one. Make sure we've got the DNA right of the correct person, because that's gonna help us exponentially. Number two is have a team meeting where we're able to actually talk through what does this associate need to be successful.   What are our questions? And we write it up a protocol for the team to follow. What do we say to patients? How do we introduce? Where do the new patients go, et cetera. And then step three is going to actually 100 % onboard this associate correctly with check-ins, calibration, and consistent feedback, 30, 60, 90 days, and possibly even beyond. And when you do this, this is going to be an incredible way for you to onboard them, have successful team buy-in, and hopefully incredible successful associate success.   I think one of my practices that I'm just really, really proud of within Dental A Teams Consulting is they were able to bring on two brand new straight out of school graduates. And they really were intentional about how they did it. They got the DNA right. They had a team buy-in of how we're going to do this. We set up the schedule appropriately. We figured out what this associate doctor needed. The associate doctors were mentored every single week. The hygiene team gave a lot of feedback. The dental assistant team gave a lot of feedback. And within nine months, their associates were producing about 100,000 a month.   Kiera Dent (13:42.156) And to me, that's an incredible success story of we slowed down to speed up and look at the success that they were having. So with that, I really hope that you guys are able to take this to implement, to get excited for it. And if you're onboarding soon or thinking about us, DM us or email us, Hello@TheDentalATeam.com for an onboarding checklist that we can share a sample of what this looks like. And always like subscribe for more tips on leadership and success in your dental practice.   This is truly what the Dental A Team does and we help offices overcome these issues and overcome these struggle points to make it very successful for you and your team. So if that's helpful, reach out, Hello@TheDentalATeam.com And as always, thanks for listening and I'll catch you next time on the Dental A Team podcast.

You can download your FREE report on how you can avoid financial mistakes as a dentist using the link just here >>>  dentistswhoinvest.com/podcastreport———————————————————————Selling a dental practice is more than just a financial transaction—it's an emotional journey. In this episode, Maja Thompson from Henry Schein shares expert insights on navigating the complexities of a practice exit while preparing for life after dentistry. Many dentists underestimate the emotional impact of selling, but with the right strategies, you can transition smoothly into retirement without feeling lost or unfulfilled.We explore the key steps to a seamless sale, from early planning and tax considerations to diversifying income streams for financial security. Maja also reveals how dentists can embrace new opportunities, hobbies, and even philanthropy to make retirement one of the most rewarding phases of life.Finally, we break down the practicalities of selling, including due diligence, legal agreements, lease negotiations, and the increasingly complex process of transferring CQC registration. Whether you're planning to sell soon or just considering your options, this episode is packed with essential advice to ensure your exit is as smooth and stress-free as possible.———————————————————————Disclaimer: All content on this channel is for education purposes only and does not constitute an investment recommendation or individual financial advice. For that, you should speak to a regulated, independent professional. The value of investments and the income from them can go down as well as up, so you may get back less than you invest. The views expressed on this channel may no longer be current. The information provided is not a personal recommendation for any particular investment. Tax treatment depends on individual circumstances and all tax rules may change in the future. If you are unsure about the suitability of an investment, you should speak to a regulated, independent professional.Send us a text

US equity futures are slightly lower after a mostly positive close on Wednesday. European markets are trading mixed and Asian equities ended mixed. Market focus remains on US trade policy, with tariff-related headlines continuing to drive sentiment. Trump's threats to impose tariffs on Mexico, Canada, China, and the EU have added uncertainty, although markets view his trade memorandum ordering an investigation as a less aggressive stance. Meanwhile, Trump also increased pressure on Russia to negotiate an end to war in Ukraine and threatened financial sanctions if he refused. AI remains in focus following the formal Stargate announcement, with investors weighing the long-term growth prospects against financing concerns. Companies mentioned: Ovintiv, Cadence Bank, Henry Schein

On today's episode, Mark answers audience questions from the Henry Schein event. Covering some of the most pressing topics for dental practice owners, Mark shares his expertise and strategies to help practices thrive. He tackles questions on attracting new patients without compromising fees or pride, whether to pursue an acquisition or start a practice from scratch, and the top considerations when building a dream multi-specialty practice—focusing on HR, culture, and facility design. Mark also dives into the success of DSOs, explaining what private practice owners can learn and implement from their strategies. Finally, he offers practical advice on effectively marketing a membership plan while maintaining fairness and trust with existing patients. EPISODE RESOURCES https://eassist-dental-billing.com https://www.truedentalsuccess.com Dental Success Network Subscribe to The Dentalpreneur Podcast

On today's episode, Mark shares highlights from his recent presentation at a Henry Schein event, where he spoke about the critical pillars of building a profitable and efficient dental practice. Mark dives into systemization, leadership, culture, and overhead control as the foundational elements for success. He also addresses common challenges faced by dental practice owners, including high overhead, HR struggles, and unrealistic patient expectations. Drawing on industry statistics and trends, Mark explores topics like rising retirement ages, profitability concerns, and the impact of PPO plans. He introduces the importance of mentorship and assessments, outlining his innovative belt system to classify and improve practices. With a passion for helping dentists accelerate their journey to making clinical dentistry optional, Mark provides actionable insights for creating a practice that thrives while enhancing personal and professional freedom. EPISODE RESOURCES https://eassist-dental-billing.com https://www.truedentalsuccess.com Dental Success Network Subscribe to The Dentalpreneur Podcast

Back by popular demand, this fan-favorite episode is one you won't want to miss! Whether it's your first time tuning in or you're revisiting this classic, dive in now and enjoy one of our most listened-to episodes! Transformation begins with a commitment to smile and a commitment to show up and do the work that needs to get done. In this episode, Mariya and Jonathan interview Eric Pulver, Oral and Maxillofacial Surgeon, and Gerard Meuchner, Chief Global Communications Officer at Henry Schein. They share their experience having attended the GLO Good Foundation oral health mission at Eleuthera, Bahamas that we covered in episode one with Lenny Kravitz. The mission involved caring for people's needs, addressing tooth decay, extensive teamwork, leadership efforts, and commitment from everyone involved to have positive results. The outcome was extraordinary. Eric and Gerard share how this experience informed their views on access to care and transformed their outlook on serving others.  Listen to this episode and learn how the work that was done in Eleuthera Bahamas can give you inspiration and ideas to make care more equitable and accessible in your boardroom, practice, and community. Resources: Connect with and follow Eric Pulver on LinkedIn. Connect with and follow Gerard Meuchner on LinkedIn. Discover the Pulver Oral Surgery Website! Follow Henry Schein on LinkedIn. Visit the Henry Schein Website!

The Ransomware Minute is a rundown of the latest ransomware attacks & news, brought to you Cybercrime Magazine, Page ONE for Cybersecurity. Listen to the podcast weekly and read it daily at https://ransomwareminute.com. For more on cybersecurity, visit us at https://cybercrimemagazine.com.

In this episode of Security Squawk, we dive deep into the alarming rise of data breaches that bypass ransomware altogether. As cybercriminals evolve their tactics, organizations are left vulnerable to silent intrusions that compromise sensitive information without a ransom demand. Join us as we explore recent high-profile cases, including the shocking breach affecting 800,000 individuals at Landmark Insurance and the cunning new tactics employed by the Black Basta ransomware group posing as IT support on Microsoft Teams. We'll also follow up on previous stories, including the delayed disclosures from Henry Schein and the massive data theft impacting UnitedHealth. Tune in to discover how these trends are reshaping the cybersecurity landscape and what businesses can do to safeguard their data against this emerging threat. Don't miss out—your data might depend on it!

Tiff and Britt discuss what the end of 2024 should ideally look like as far as fee schedule analyses and negotiations. They touch on comparisons within your area, the right percentile to aim for, when to send out negotiation letters and requests, and more. Episode resources: Reach out to Tiff and Britt Tune Into DAT's Monthly Webinar Practice Momentum Group Consulting Subscribe to The Dental A-Team podcast Become Dental A-Team Platinum! Review the podcast Transcript: The Dental A Team (00:01.871) Hello, Dental A Team We are back at you again. I have Britt back with me today. We have some fun stuff to talk about and I'm excited for it. Britt think you are fantastic. You're a fantastic brain and I love picking your brain. So thank you for allowing me to do that. And we talked a lot of clinical recently and now I'm like switching your brain because I want to talk business side.   Britt (00:02.536) you   The Dental A Team (00:29.684) great at everything, but those two are like your powerhouse specialties. Always hygiene because you're hygienist by trade and by heart. But the business piece comes still naturally to you too. So I'm excited for today's topic. But what is something I'm totally making this up you guys so it's nervous now.   Britt (00:48.887) I'll say one while you think about it. I'm like, Tiff is very generous. Tiff has a brain too. That's why we're nerdy consultants guys. Like these are the things we talk about with each other all the time.   The Dental A Team (00:59.801) That's so true. That's so true. Thank you. That was very true. We're like, guess what happened? Did you know? What is something that you're excited for, for yourself or Dental A Team, like in the professional world we'll say, for this quarter? What's something you're excited for?   Britt (01:03.189) you   huh.   Britt (01:24.503) excited. I'll tell you what, I love our group that we have going.   One, we've got quite a few people that are hitting their best months ever. So that's super fun. And I'm just excited for that group over there and all the things they're going to accomplish over this next quarter. Because it's just fun. It's a fun, like I get to interact with them every single week. And it's just such a good time for me that I'm excited for them to end their year super strong over there.   The Dental A Team (01:54.958) I agree. I agree. I think the doctor community in general that we've been able to create this year and the momentum that they've got going on over there has been so incredible. We've got the two different communities. For those of you who are with our, I'm going to say practice with our company on the group coaching level with Britt that you guys are thinking that you're speaking of now, it's freaking exploding over there. And those doctors are seeing some massive improvements and it's just so cool to see them.   talking to because I think that's something just in nature that we need naturally as human beings is we need that like family space and they say it takes a village, right? They tell you it takes a village to raise a kid. It takes a village to do anything. We are meant to be in groups and not siloed. And in dentistry, it's so easy to silo ourselves. And I agree. I agree. I think that is a space of excitement this year.   I love it. I wanted to see what you would say. I'm excited for that as well. And I'm excited to see what's on the horizon for 2025 for the Dental A Team and excited to see who's going to come on that journey with us. And hopefully all of you guys are coming on that podcasting journey with us. You can anticipate that this podcast will forevermore be here as far as we can see. We love delivering this content to you guys. We love being able to reach you in this way.   And we hope that you have found benefits in it, that you share it, that you tell your friends, because we know, again, it takes a village. we love hearing stories of sharing. We love hearing stories of this podcast. Help me so much. I sent it to my friend. And just to remember you guys, like our mission is to get as much information out into the dental world as we possibly can and reach as many of you as we can. And it takes you to help us with that. So share these as they become.   your favorites and so helpful in your lives and then share with us too anything that you feel like we could do more of anything any topics or things that you want more of we do pre -schedule these and that is on my to -do list so if you've got ideas I'm here for them.   Britt (04:04.267) you know who to tell you say, Tiff, we want more of this. And she will, with consultants, help us pick out some awesome topics.   The Dental A Team (04:07.649) Yes.   The Dental A Team (04:11.694) Yes, yes, it's one of my favorite things to do. So I'm super excited. Today, I really want to talk about rounding out the end of the year and what that could look like as far as fee analysis, fee schedule analysis, negotiations, all of those pieces, we're getting asked to kind of those questions right now. And I think it's a really great topic to just spread the information on. And if you're waiting longer than like October, November timeframe to get started on this, kudos to you hats off, it's going to be   going to be a busy road. But October, November timeframe is really when I start pushing clients to start looking at these pieces so that next year we can set you up for a win when it comes to your fees, when it comes to your goals, when it comes to what we're able to accomplish, making sure that we're super set up right away to get into a good group. So these schedule analysis and negotiation.   Britt, I know you do a ton of this and you work with practices all across the nation that are doing this and in your group calls right now, a lot of this is coming up. So what do you feel like is the number one space to start with when it comes to fee schedule analysis and negotiation? Now, I think a lot of practices arbitrarily are like, I want to negotiate fees and like, how do I do that? And like, there's so many parts and pieces you could start anywhere, but where do you have your practices start?   from the get go to get on the path of getting this done.   Britt (05:36.395) Yeah, this is a question that actually like it just came up this. Because we have a new client that just like finally closed on a practice and so they're getting into the practice. And so it's like, all right, well, we need to look at things and it's a little older practice. They're going to be transitioning a lot of stuff to upgrade and update it. And fees will be one of those things that they need to look at. And I think the first thing is knowing how your fees compare to like fees in the area.   So kind of where do we land? Are we low? Are we like in the higher? Are we right in the middle and starting to see where we're at right now compared to our area? Cause everywhere is going to be a little bit different. so that's the first thing that I would start with, cause that's going to help you to know how much do we need? Like, are we behind? Do we need to start increasing and maybe a little bit more, you know, a higher of a percentage than someone else who's already in like the 90, 90 plus percentile?   So that would be my first step for you.   The Dental A Team (06:36.475) I totally agree. Now you mentioned percentile. On the majority, what do you recommend that they should be at? Because I know it kind of differs. It's kind of all over the place. But if you were to give like a flat rate percentage for majority of the procedures, what should that percentile look like?   Britt (06:52.663) Yeah, and I want practices to be up at like, I want us to be practices that are providing right really high quality, which all our clients do right. And so I really do want them to be in that like, top 25 % is usually my marker somewhere in that top 25, if not 80 % or higher. And just so that we're staying on top of it. And we know entrance always lags. And so I'm like,   Let's not be crazy high, but let's be at the top and let's keep pushing things forward as far as insurance reimbursements go as well. Because that's another thing, if we don't ever look at our fees and our fees stay low, guess what? Insurance companies go off of that and they say, hey, out of all our doctors, we're paying pretty well if we never increase our fees. So we want to make sure that we stay competitive and that we keep driving things in the right direction while still being fair to our patients.   The Dental A Team (07:44.308) Yeah, I love that. I agree. think something that we forget in dentistry is that we are not the only dental practice. Number one, not that we forget that because there's one on every corner, but the fact that what you're putting out there, what you're sending to the insurance company is impacting dentistry as a whole. So as people don't increase their fees and they don't change them and they stay okay with a $600 reimbursement or a $600 fee for a crown with a   $250 reimbursement as they stay okay with that over the years, it makes it more difficult for anyone to get the increases. And then all of a sudden this doctor that's been getting $600 for a crown is like, what the heck? Why am I upside down? And why do they pay so little? And I'm like, well, you said it's okay. You didn't change your fees. You've universally said this is what I'm worth for my crown. So I think that's a great reminder.   And on that just making sure too that in the back of the system, there's always a little button that says your UCR fees go to your insurance companies. I don't need to go on the ledger always because that's a write off and it's like extra work and that's human error availability. So while I'm not saying to put it always on the ledger that way, you can ensure that your UCR fees are going to insurances just so that it's in their system. They're constantly seeing it. They're constantly seeing that $400 write off.   for the crown or whatever that might be. So I do love that. So getting a fee analysis, well, looking at your fees, number one, then you said, be in that percentile, get those comparisons. Now that comparison needs to be done yearly. And I know a couple of practices that are like, I did it like two years ago, three years ago, I'm fine. If you're not doing it every year, you have that space to fall backwards. And I don't know about you, but I have never seen a space where   inflation falls backwards or doesn't happen. So if we're not looking at our fees, inflation is still happening. So two, three years, you've had two, three years of inflation stacking on you that you haven't looked at your fees and changed them, increase them or negotiated. getting that fee schedule comparison of your local area practices near you is going to be really, really important. You can hire companies that do it for you.   The Dental A Team (10:04.31) But I also know a lot of Patterson and Henry Schein reps, those people that are, you know, you're ordering your supplies from, they can usually grab one of those pretty quickly and pretty easily for you. So check with those reps as well. And I would surely get your this year's analysis in preparation for 2025. So once you have that analysis, you see where you're at, you're like, gosh, okay, my UCR, my usual and customary rates can increase here, here and here, we kind of   I don't know, I go through them. And when I was an office manager, I'd sit down with my doctor and we'd go through them almost procedure by procedure to look for it. You're looking for like reds, right? I'm looking for like, this is really out of line. Sometimes I'm changing my wings by $2 or an exam by $3. Sometimes it's only a dollar to get in line, but doing it procedure by procedure really is helpful. So you've got that fee schedule analysis, you're updating it, you're going through it. And then what? What's   what's next? You're like, cool, I know what I need to do. Now how do I get other people to believe me that this is what I'm worth and get these insurance companies paying more?   Britt (11:10.261) Yeah, and I want to make one quick plug. You mentioned on making sure we're clicking the little button that our fees are going out to insurance companies. Guys, that's like a strong recommendation. It's almost like I have to because what happens if we're not is fees can change and insurance might be paying more. But if you're not submitting your office fee and you're submitting what you thought their fee was, they're going to keep paying the lower fee.   The Dental A Team (11:23.029) Cheers.   Britt (11:37.471) And also a plug for just like evaluating. I know I've seen some practices where I know that that insurance actually pays a higher fee for the service than you're charging as your office fee. And it's a like generally insurance covered procedure. So you're missing out on so much because you're keeping that fee so low. So just a couple of plugs for like the reason why you do it. Those are some of the reasons as it's completely fair. And I know some doctors, right, get afraid of, you know,   Well, I don't want to increase it. Or some that have a lot of cash paying patients, which is totally understandable. And that can be a factor in deciding how quickly you start to increase things. But when you start to get it on a track of consistently evaluating where your fees are and every year making some sort of increase, and even if it's on your financial policies that you have a line in there that's like, know, fees are like,   may change over time and if you're doing a big increase, I don't like to cause alarm where alarm is not due. So it can be, hey, you know, on all our treatment plans, make sure we've got a disclaimer if it's good for 30 days, whatever it may be for fees. So when we update them, we honor whatever it is we plan to honor. And then we have a line in there that also says that fees can change, you know, or fees may change. So it's only guaranteed for a certain amount of time.   The Dental A Team (12:43.104) Thank you.   Britt (13:03.147) And that guarantee is not what insurance is gonna pay. That guarantee is just what our fees are that we're charging out. So as long as we have some of those things in place ahead of time, then when we go and increase them, guess what? You go and increase them. And when patients have questions, then you can let them know just like everybody else out there in every other business, right? Our fees will increase over time. We all know, we've all lived in the past.   couple of years and seeing what's happened with inflation so it shouldn't be a surprise that just like every other industry out there that the dental practice is going to increase their fees over time as well.   The Dental A Team (13:41.662) I completely agree. I completely agree. think you said something really important there of like, making sure that you're honoring what you said and making sure that you're saying everything you need to. And I know, even when I was treatment coordinating and treatment planning patients at the end of the year, that was part of my spiel. Like that was part of what I would say is, I don't know what your insurance is going to decide to do next year. And they may decide not to cover this at all. They may increase the rate so it increases your out of pocket.   And even if you're out of out of benefits now, like it's never going to be less than it is today. The rates are never going to go down. So at the end of the year, it's definitely something that we can utilize in conversation, but always having those, those caveats of this is good for 30 days or 60 days or 45, whatever it is that your practice has decided. And then honoring those as you move forward, as those changes happen. I know that's a scarcity mindset for a lot of people.   not just doctors, but even the billing coordinators or the office managers who have to make those changes of like, what are my patients gonna say? What are my patients gonna think? And when we really add it up on a re -care appointment, it typically is less than $10 increase when you go through everything line item by line item. And to me, that's a Starbucks drink. And so it's like, can you allocate a Starbucks drink for me every six months?   to make sure that you're getting the services that you deserve in the amount of time you deserve. Because what happens if we don't increase our fees, we don't change how we're doing things and how we're being reimbursed, we have to do more in less time. So if we don't ever increase our fees, now we're like, shoot, it's not paying for itself. My hygienist now has to do 40 minute appointments or 50 minute appointments instead of 60 so that we can add another patient every day.   to get the reimbursement that we need. Or we stay up with the times we figure out what our fees should be. We ask for the increases from insurance companies and we get paid what we should, you guys. That is, I am so strong on that. That is like not even a soft suggestion. That is a strong must. Get paid what you deserve to be paid. And your fees will reflect that. It'll reflect where you're at. If you feel like a $600 crown is what you deserve,   The Dental A Team (16:07.226) then do a $600 crown. I don't I have no qualms about what you decide. Your crown is valued out or whatever procedure it is. I'm just begging you to ensure that you're always staying up to date because the things you want to do with your practice, the things you want to do for your team depend on the money that's coming in that depends on your revenue. And your happiness and your life depends on the revenue of the   practice and these are easy ways to ensure that you're constantly growing and creating a space that you actually want to live in. So I will always advocate for that and I will always be the push potentially that you guys need and I think Brit is in alignment with that. So once you have those fees, once you've come to terms with it and you guys, if you need help with verbiage by the way, and this one little podcast didn't do it for you, reach out to us. Hello @ The Dental A Team .com.   Instagram, we're on Instagram all the time. We have our Facebook, we have our Facebook groups, we've got our doctor communities, like reach out to us wherever level you need to and we will help you with all of that. We love that stuff. Burbage is my jam. Communication is my jam. Once you've got those fees in alignment, you need to send out negotiation letters. You need to send out the request to the insurance companies. It's gonna be a very rare occasion. I've personally never seen it. An insurance company is like, hey, guess what? Merry Christmas.   I'm upping your fees next year, congratulations. Sometimes you might get, I would get EOBs that I'm like, we got paid a dollar extra on this exam. Apparently our fee changed. Sometimes they will just gift it to you, but it's never going to be anything extravagant and it's never going to be anything that's going to get you to the percentile that you're actually looking for if you're not asking for it. So those negotiation letters and those requests, Britt, when do you suggest they start sending those and what's that process look like that?   that you've worked with clients and kind of worked through that with them.   Britt (18:03.509) Yeah, so with that...   like starting to evaluate your fees now, right? And start sending those things. like end of year, third, fourth quarter is a good time to go ahead and do it. So then you can start implementing those things in January, right? So that would be the nice thing. It's nice when you have a set time that you usually do it. Because also when you increase those fees, right? Treatment plans, if we have a 30, 60 day guarantee, whatever it may be, then, you know, those patients come back, even if it's already signed, we, it's   It's very easy for us to know when we need to update treatment plans just systematically for the team. And then it comes down to sending a letter. So usually it's a letter, but you can always contact your insurance company and say, hey, right?   What do I need to do in order to go ahead and submit for an increase in fees and they can inform you of what that process is. There's also companies out there that help to do it for you if you want to go that route as well. So it depends on, you know, either on your own, find out what the process is with the insurance company, the correct apartment to contact.   what form it needs to go in and then also reach out to a company if you kind of want to see what their process is and what that would look like. I'll have some tips and tricks. I'll just caution. Sometimes they'll talk about going in an umbrella plan to get some better fees. There's pros and cons to it. That might be a thing for another time, but just know there's pros and cons and understand what that would mean for the office because it's a little bit more administrative effort being under an umbrella plan and making sure   Britt (19:34.463) plans and network with us than just being directly contracted with an insurance company.   The Dental A Team (19:39.515) Totally. That was a really good caveat to mention. I think of fee negotiations the same as I think of signing up with insurances, Like credentialing with insurances, decredentialing, negotiating fees. It's all a very similar process. And in that process, it takes a lot of follow -up. So making sure   Whenever you start, usually say just like Britt said, fourth quarter, like October, November timeframe, I really want to be through the thick of that by the time next year comes so that I get that renewal right away. And it's not lingering into February, March or April, but now I'm making changes on things. I really like it to be clean at the beginning of the year. So October, November timeframe and those follow ups are, are crucial. That's where I think these companies come in really handy.   Especially at the end of the year, we're really busy. So we don't have a dedicated someone that can add that to their schedule. That's where I would lean on that or I don't know, virtual assistants, things like that too, that can do that kind of follow up for you to ensure that these letters are being received. They're being put into action just the same as a claim you guys. It's all the same insurance is the same no matter what you're sending them, whatever the piece of paper is that you're sending them electronically or on paper, it's all processing about the same. So it's gonna get   received and they're like, that's cool. And then they're to be like, let's see if they really care. Do they really want this thing to happen? Do they really want this provider credential? Do they really want to get paid more? And they're going to like let it sit there. So a lot of follow up that goes into that, but make sure you get it done. Timeline is now. If you need help with that, if you need ideas, if you're looking for a company that might help.   Reach out. We've got a couple of different people that we recommend and that we work very closely with that we've loved over the years. Hello @ The Dental A Team .com. Or if you need a quick like checklist, we've also got all of those always available. So just let us know. Now, action items because we never leave without action items, whether it's a coaching call, an event, or a podcast, you will always have some sort of action items coming to you. So Britt, help me round this out. We need fee schedule comparison.   Britt (21:38.828) you   Britt (21:50.091) Yep, so make sure you do analysis with your area, right? So evaluate your fees. Yep.   The Dental A Team (21:50.167) I'm from a company in Europe.   The Dental A Team (21:55.166) Yep. Then we're gonna percentile it, we're gonna get in that higher percentile. So I think for me, I would say get the fee schedule analysis, evaluate, do your UCR, and do your negotiations kind of simultaneously. I give a deadline, Britt, do you do you agree with my deadline of having your fees, your UCR, usual and customary rates updated by January 15, no matter what next year, have somebody dedicated to it. So somebody is pulling and asking for fee schedule analysis now.   You're comparing that fee schedule analysis to your current fees. You're sending out negotiation letters to your insurances you're contracted with and you're getting your rates increased by January 15th, no matter what, do or die. Yeah.   Britt (22:38.389) Yep, and I want to add to this just in case you've got some people where you haven't done this before, increasing your fees is not dependent on your insurance fee negotiations. like implement though, that can move forward. Like that piece, whatever you decide on your increases, that can go into play for your office fees. While even if it's not by January 15th, we're still working on getting those negotiations done.   The Dental A Team (23:02.467) Good call. Good call. Thanks for seeing through that. All right, you guys, you've got your actions, you've got your tips, your tricks, if you need more, if you need clarifications, whatever it may be, I'm telling you, I say this every time we are honestly here for you. So reach out. Hello @ The Dental A Team .com drop us a review down low five stars are always appreciated. And we like to know that this was very helpful for you. Give us a share.   Britt (23:05.601) You   The Dental A Team (23:24.049) and give us a download, whatever that looks like so that you can make sure that your other friends in the dental community know to get this done as well. So we're here for you. We love you all. Thank you, Britt, for being here with me today and for helping me through that analysis situation. You're fantastic. All right, everyone. Of course, I will always have you. All right, everyone. Have a great rest of your day. I hope you go listen to other podcasts on here. We do have other ones that...   Britt (23:39.339) Thanks for having   The Dental A Team (23:49.468) relate back to this and back to some of the stories I talked about today. So enjoy your day. We will catch you next time.

Join Staffbase Chief Marketing Officer David Burnand and Henry Schein Chief Global Communications Officer Gerard Meuchner as they dive into Gerard's illustrious communications career and reveal insights he learned before and after becoming a global CCO. Gerard started as an editor, reporter, and founding member of Bloomberg News before spending a decade in communications and public affairs at Kodak. He now pioneers global communications at Henry Schein. David and Gerard dive into topics including coordinating global communications, building a global reputation, raising employee engagement, and discerning truth in an age of misinformation and disinformation.

On this Live Greatly podcast episode, Kristel Bauer sits down with Willie Pietersen, author of  Leadership—The Inside Story: Time-Tested Prescriptions for Those Who Seek To Lead. Willie shares stories, experiences and the secret sauce of leadership learned from his time being CEO of multibillion-dollar businesses, a professor at Columbia University's Graduate School of Business, and a consultant to some of the world's biggest and best-known organizations.  Tune in now! Key Takeaways From This Episode How leadership is all about people Some big lessons Willie learned amid his leadership journey How to get better at receving feedback and why it is important Stories about what makes a great leader About Willie Pietersen: Willie Pietersen was raised in South Africa, and received a Rhodes Scholarship to Oxford University. After practicing law, he embarked on an international business career. Over a period of twenty years he served as the CEO of multibillion-dollar businesses such as Lever Foods, Seagram USA, Tropicana and Sterling Winthrop's Consumer Health Group. In 1998, Willie was named Professor of the Practice of Management at the Columbia University Graduate School of Business. He specializes in strategy and the leadership of change, and his methods and ideas, especially Strategic Learning, are widely applied within Columbia's executive education programs, and also in numerous corporations. He has served as a teacher and advisor to many global companies, including Aviva, Bausch & Lomb, Boeing, Chubb Corp., Deloitte, DePuy, Electrolux, Ericsson, ExxonMobil, Henry Schein, Inc., Federal Home Loan Bank of Atlanta, Novartis, Salt River Project, SAP, UGI, United Nations Federal Credit Union and also the Girl Scouts of the USA. Willie is the author of three books and numerous articles. His latest book is Leadership—The Inside Story: Time-Tested Prescriptions for Those Who Seek to Lead. Connect with Willie: Website: https://williepietersen.com/  LinkedIn: https://www.linkedin.com/in/willie-pietersen-286b149/  Get Willie's Book: https://williepietersen.com/books/leadership-the-inside-story-time-tested-prescriptions-for-those-who-seek-to-lead/  About the Host of the Live Greatly podcast, Kristel Bauer: Kristel Bauer is a corporate wellness expert, popular keynote and TEDx speaker, and the host of top-rated self-improvement podcast “Live Greatly”.  Kristel is an Integrative Medicine Fellow & Physician Assistant with clinical experience in Integrative Psychiatry, giving her a unique perspective into optimizing mental well-being and attaining a mindset for more happiness and success in the workplace and beyond. Kristel decided to leave clinical practice in 2019 when she founded her wellness platform “Live Greatly” to share her message around well-being and success on a larger scale.  With a mission to support companies and individuals on their journeys for more happiness, success, and well-being, Kristel taps into her unique background in healthcare, business, and media, to provide invaluable insights into high power habits, leadership development, mental well-being, peak performance, resilience, sales, success, wellness at work, and a modern approach to work/life balance.  Kristel is the author of Work-Life Tango: Finding Happiness, Harmony and Peak Performance Wherever You Work (John Murray Business November 19, 2024).  Kristel is a contributing writer for Entrepreneur and she is an influencer in the business and wellness space having been recognized as a Top 10 Social Media Influencer of 2021 in Forbes. A popular speaker on a variety of topics, Kristel has presented to groups at APMP, Bank of America, Commercial Metals Company, General Mills, Northwestern University, Mazda, Santander Bank and many more. She has been featured in Forbes, Forest & Bluff Magazine, Authority Magazine & Podcast Magazine, has contributed to CEOWORLD Magazine & Real Leaders Magazine, and has appeared on ABC 7 Chicago, WGN Daytime Chicago, Fox 4's WDAF-TV's Great Day KC and Ticker News. Kristel lives in the Chicago area with her husband and their 2 children.  She can be booked for speaking engagements worldwide. To Book Kristel as a speaker for your next event, click here. Website: www.livegreatly.co  Follow Kristel Bauer on: Instagram: @livegreatly_co  LinkedIn: Kristel Bauer Twitter: @livegreatly_co Facebook: @livegreatly.co Youtube: Live Greatly, Kristel Bauer To Watch Kristel Bauer's TEDx talk of Redefining Work/Life Balance in a COVID-19 World click here. Click HERE to check out Kristel's corporate wellness and leadership blog Click HERE to check out Kristel's Travel and Wellness Blog Disclaimer: The contents of this podcast are intended for informational and educational purposes only. Always seek the guidance of your physician for any recommendations specific to you or for any questions regarding your specific health, your sleep patterns changes to diet and exercise, or any medical conditions.  Always consult your physician before starting any supplements or new lifestyle programs. All information, views and statements shared on the Live Greatly podcast are purely the opinions of the authors, and are not medical advice or treatment recommendations.  They have not been evaluated by the food and drug administration.  Opinions of guests are their own and Kristel Bauer & this podcast does not endorse or accept responsibility for statements made by guests.  Neither Kristel Bauer nor this podcast takes responsibility for possible health consequences of a person or persons following the information in this educational content.  Always consult your physician for recommendations specific to you.

‍Have you ever considered what would happen if we treated our patients like consumers instead of just patients? In this compelling episode, I'm sitting down with Jennifer Stoll, the Vice President of digital commerce excellence at Henry Schein, to dissect this transformative notion. Jenn dives into the heightened patient expectations regarding convenience, transparency, and personalized service and examines how adopting a consumer-focused approach can vastly improve dental practices. This insightful conversation deep dives into overcoming existing challenges and leveraging new tech and patient engagement tools to breathe new life into your practice.Beyond just discussing the theory, Jenn brings practical strategies to the table for practitioners ready to adapt to this evolving landscape. The episode explores the synergy between changing patient expectations and the pivotal role businesses like TDSC play in helping practices meet these elevated demands. If you care deeply about comprehensively enhancing patient experiences, this episode supplies actionable insights you can start implementing today!What You'll Learn in This Episode:Why adopting a consumer-focused approach is key for modern dental practices.Emerging strategies for integrating convenience, transparency, and personalized service in practices.The challenges practices face in adopting a consumer-focused mindset.How technology and patient engagement tools can elevate patient experiences.Changes in patient expectations and how to adapt to meet them.The essential role of businesses like TDSC in the evolving dental market.Ready to revolutionize your approach by treating patients as consumers? Hit the play button and let's listen to what Jenn has to say!‍‍Sponsors:‍For high quality AND affordable dental supply options, visit The Dentists Supply Company(TDSC) website today! Our listeners get a special deal - 25% off on orders over $500 - Just type in the special code: TDM25 at checkout for your exclusive offer. AND if you're a member of your state's Dental Association, you may be eligible for additional savings upon providing your ADA number. Click or copy and paste the link here to save today! https://www.tdsc.com/‍Guest: Jennifer StollBusiness Name: The Dentist Supply CompanyCheck out Jennifer's Media:Website: https://www.tdsc.com/‍Other Mentions and Links:‍Tools/Resources:DentalPlans.comHenry Schein OneHenry Schein‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.

You may know Henry Schein for its extensive range of products and services for dental and medical professionals, but their impact reaches far beyond that. Tune in to this engaging interview with Allison Neale, VP of Public Policy, to discover why Team Schein truly shines!

This week Russ interviews Allison Norris an RDH who pivoted to working in the industry.  We talk about her journey and how she founded the The Dentele Group which focuses on placing non-clinical roles in the dental industry.  She essentially helps everyone from FDs at small dental offices to dentists who want to work for major companies like Henry Schein.  We also talk about her app that she is developing called Cakewalk which is meant to be Indeed for Dentists to help with hiring new staff.  If you want to reach out to Allison, you can find her on Facebook or you can email her at AllisonNorris@thedentelegroup.com.   

In this episode, you will learn about:-What the 4 parts of a resignation journey are-Actions to take during each 4 parts to set yourself up for success-Personal stories from Mallory's resignations from Henry Schein and Google-Mallory's biggest regret from her experience resigning at Google-How you can work with Mallory for 1:1 coaching if you want support during your own resignation journeyHow Can You Support MTAA:Right now, the best way to support this podcast for free is to please subscribe and review. It makes a huge difference. Thank you so much.Subscribe to YouTube Channel:    / @morethananadmin  Subscribe to Newsletter (bottom of home page): https://www.morethananadmin.com/Review on Spotify: https://open.spotify.com/show/4cUhOg3...Review on Apple Podcasts: https://podcasts.apple.com/us/podcast...More Than An AdminWebsite: www.morethananadmin.comEmail: team@morethananadmin.comInstagram/Threads/TikTok:  @morethananadminTwitter: @morethananadLinkedIn: linkedin.com/company/morethananadminAbout Your Host: Name: Mallory Rothstein Website: www.malloryismore.comInstagram/Threads:  @malloryismoreLinkedIn: www.linkedin.com/in/malloryismore/Twitter:  @malloryismore

Good morning from Pharma and Biotech daily: the podcast that gives you only what's important to hear in Pharma e Biotech world.This week in biopharma news, Novo's stock experienced a sell-off due to lower-than-expected obesity drug sales, Madrigal's new drug launch exceeded expectations, and Biomarin is focusing on narrowing its sales focus for its hemophilia gene therapy. Amgen discussed the differentiation of their obesity drug, Servier's brain cancer drug was approved by the FDA, and RSV vaccine makers remain optimistic despite CDC guidance. The rise of antibody-drug conjugates in cancer treatments is also highlighted.Medtronic has partnered with Abbott to develop a glucose sensor that can only connect with Medtronic's insulin delivery technology. Medtronic has also issued a recall for a nerve monitoring system linked to 10 injuries, warning users that the device may not alert when on a nerve during surgery. Henry Schein is facing slow recovery from a cyber incident, impacting their Q2 results. Ascensia's new head of CGM is planning a 365-day sensor, seeking FDA approval for a one-year sensor. The FDA is seeking feedback on health equity for medical devices, aiming to develop a framework for evaluating devices in diverse populations. Sales teams in healthcare are focusing on human-centered sales approaches.CVS has ousted the head of Aetna as the insurer's results are dragging down earnings. Premiums for ACA plans are expected to grow by 7% next year, with reasons cited including workforce shortages, hospital consolidation, and demand for expensive drugs. More than 700 rural hospitals are at risk of closing due to reimbursement challenges. Experts are concerned about patient harm from the FDA's lab developed test rule. The healthcare industry is leveraging technology such as virtual reality, robotics, and AI to improve patient engagement, staff burnout, and clinical decision-making.Madrigal's new drug launch, Rezdiffra, exceeded analysts' expectations in the U.S. prompting the company to market it in Europe independently. Novo's shares dropped after lower-than-expected sales of their obesity drugs, causing a significant loss in market value. Amgen discussed their obesity drug Maritide and its competitive profile, while Servier received FDA approval for their brain cancer drug. Biotech M&A activity is increasing, with Danish drugmaker Pharmacosmos Group acquiring G1 Therapeutics for $405 million. Despite CDC guidance affecting RSV vaccine makers, companies like GSK, Pfizer, and Moderna remain optimistic about the market.The text discusses the increasing attention on mental health and depression, particularly in the context of high-profile athletes like Noah Lyles speaking out about their struggles. Depression affects millions of people in the U.S., with many taking antidepressant medication. The text also highlights two biotech companies, Autobahn Therapeutics and Arialys Therapeutics, working on novel treatments for depression and autoimmune diseases that impact the brain, respectively. Autobahn Therapeutics recently secured significant funding to advance their depression drug into mid-stage studies.Novo Nordisk's stock dropped over 7% as sales of its semaglutide brands fell short of analyst expectations due to supply headwinds. The company also lowered its full-year profit guidance. Meanwhile, Amgen reported strong growth in the second quarter, Servier received FDA approval for a targeted therapy, and the pharmaceutical industry is hedging campaign contribution bets as the election nears. Intellia Therapeutics is working on potentially curative genome editing treatments.As the election approaches, lobbying groups and individuals from the pharmaceutical industry are supporting candidates from both parties, focusing on the future of programs like the 340b discount program and pharmacy benefit managers. Merck's distribution issue of Support the Show.

‍How is data driving the dental industry now more than ever? In this episode, we dive deep with Steven Maroulis, the visionary CEO of Jarvis Analytics, to explore the transformative power of data analytics in the dental industry. Steven takes us on a fascinating journey from his beginnings in a marketing agency to spearheading a company that's reshaping how DSOs and group practices operate. You'll hear about the pivotal moments in Jarvis Analytics' evolution, including their significant partnership with Henry Schein, and how their innovative solutions are driving operational efficiency and enhancing patient experiences.Steven unpacks the critical metrics that DSOs need to track—like new patient acquisition, retention rates, and no-show percentages—and shows how focusing on these key performance indicators can lead to smarter, data-driven decisions. He discusses the role of modern technologies like AI and automation in eliminating manual tasks, thus allowing staff to dedicate more time to patient care. Through real-life examples, Steven explains the powerful impact of targeted marketing campaigns on patient acquisition and retention. You'll even hear about how detailed patient data can set up your Invisalign days for success, effectively turning your community into committed patients. By the end of this episode, you'll understand why embracing data analytics is not just a trend, but a game-changer for dental practices.What You'll Learn in This Episode:How Steven Maroulis transitioned from marketing to data analytics in the dental industry.Key milestones in the growth and evolution of Jarvis Analytics.The essential KPIs dental practices should track to improve operational efficiency and patient experience.How to effectively reduce no-show rates with automated patient reminders.The role of AI and automation in driving practice efficiency.Detailed patient data's impact on running successful targeted marketing campaigns.Practical examples of boosting conversion rates for procedures like Invisalign.Steven's vision for the future of fully automated data collection and analysis in dental practices.Let's dive into this episode with, Steven Maroulis, to discover how data analytics can take your dental practice to the next level!‍‍Sponsors:‍For high quality AND affordable dental supply options, visit The Dentists Supply Company(TDSC) website today! Our listeners get a special deal - 25% off on orders over $500 - Just type in the special code: TDM25 at checkout for your exclusive offer. AND if you're a member of your state's Dental Association, you may be eligible for additional savings upon providing your ADA number. Click or copy and paste the link here to save today! https://www.tdsc.com/‍Guest: Steven MaroulisBusiness Name: Jarvis AnalyticsCheck out Steven's Media:Website: https://www.jarvisanalytics.com/Email: steven@jarvisanalytics.comHenry Schein One Benchmark Report 2024: https://info.henryscheinone.com/2024_benchmark_study‍Other Mentions and Links:‍Terms:ROAS - Return on Ad Spend‍Software/Tools:CallRailSalesforceQlikChatGPTGoogle AdsBuild Your Own KPI Tool‍Practice Management Software:Eaglesoft‍Dental Brands/Businesses:Henry ScheinMB2 DentalSmile Brands42 North DentalElite Dental PartnersInvisalignFloss DentalIdeal DentalDeca DentalAltima DentalP4DenstistLighthouse 360+DemandforcePatient Engage Sesame CommunicationsGreat Expressions‍Establishments/Organizations:Vanderbilt HealthChange HealthcareFred Loya Insurance‍PeopleJustin Puckett‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍‍‍

Breakthroughs in healthcare technology over the past ten years are painting a promising picture for the future of medicine. In this episode, Stanley Bergman, Chairman and CEO of Henry Schein, shares his leadership journey and highlights the transformative power of healthcare technology, particularly in dentistry. He emphasizes collaboration, trust, and patient access, advocating for a future where dentistry and medicine work together to improve overall health through prevention and education. Tune in and learn about the evolving landscape of healthcare and dentistry, the role of technology, and the importance of collaborative efforts to improve health outcomes. Resources: Connect with and follow Stanley Bergman on LinkedIn. Follow the Henry Schein company on LinkedIn and discover their website! Watch the entire episode on YouTube and get more details at Think Oral Health.

‍Overwhelmed by the thought of buying or selling a practice? With the right help, finding the right listing price, prequalify prospective buyers, negotiations and financing options can all be a breeze! In this episode, I sit down with Greg Auerbach, a true veteran in the world of dental practice transitions, to uncover the ins and outs of buying or selling a dental practice. Drawing on his wealth of experience spanning over two decades, Greg reveals the critical steps to establishing value and expertly guiding both buyers and sellers through this once-in-a-career process. From the initial evaluation to the final handshake, you'll learn how he holds the hands of dentists, ensuring they are confident and well-prepared for each phase of the transition journey.We jump into the heated debate: starting a new practice versus acquiring an existing one. Greg discusses the unique challenges faced by newcomers, from building a patient base from scratch to financial burdens and staff hiring. On the flip side, he dismantles common fears around acquisitions and highlights their surprising advantages—like immediate cash flow and a quicker path to profitability. Our conversation also touches on why some practitioners still opt for startups, influenced by factors like the limited availability of practices for sale and the lure of creating a custom space. Plus, Greg shares strategic tips for increasing a practice's market value and ensuring a harmonious post-transition phase, debunking myths around staff and patient retention.What You'll Learn in This Episode:How to establish the true value of a practice.The comparative advantages and challenges of starting up versus acquiring a practice.Key strategies to manage financial burdens and staff hiring in new practices.The benefits of acquisitions, including faster profitability and immediate cash flow.Common fears and misconceptions about practice acquisitions.Post-transition tips for maintaining harmony and continuity.The importance of gradual changes to ensure a smooth transition.How early engagement can significantly improve market value and streamline the process.Join us as we explore the inner workings of successful practice transitions with, Greg Auerbach!‍‍Guest: Greg AuerbachBusiness Name: Henry ScheinCheck out Greg's Media:Website: http://www.henryscheindpt.com/Email: greg.auerbach@henryschein.com2024 Guide to Dental Practice Valuation: How Much is Your Practice Worth? https://bit.ly/4braykp‍Other Mentions and Links:‍Software/Tools:Dentrix Indeed‍Equipment:iTero‍TV:HGTV‍Organizations:FTCFDA‍Terms/Concepts:EBITDACapitalization of Earnings Methodology ‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍

Are you investing enough into cybersecurity? In this eye-opening episode, I'm sitting down with Amy Wood, a renowned cybersecurity and data breach prevention specialist, to uncover the critical importance of spending wisely to protect patient information. Amy reveals why dental practices are prime targets for cybercriminals and lays out essential security measures that can provide robust protection. From business-grade antivirus systems to the significance of encrypted emails, she leaves no stone unturned in exploring the landscape of cybersecurity for dental practices.Amy dives deep into the cost structure of effective cybersecurity, offering a detailed breakdown of what practices should expect to spend. We explore common pitfalls that can compromise a practice's security and provide practical advice on vetting IT providers to ensure they meet HIPAA compliance and other security standards. With insights into managing costs without sacrificing security, Amy's expert guidance is crucial for any dental practice looking to fortify its defenses against cyber threats.What You'll Learn in This Episode:Why dental practices are prime targets for cybercriminalsEssential cybersecurity measures every dental practice should implementCommon shortcuts that compromise your practice's securityThe cost structure of maintaining robust cybersecurityHow to vet IT providers to ensure HIPAA compliancePractical advice for managing cybersecurity costs effectivelyThe real consequences of neglecting cybersecurity in dental practicesTune in to fortify your dental practice against cyber threats and safeguard your patient information with, Amy Wood!‍‍Sponsors:For DSO integrations, startup solutions, and all your dental IT needs, let our sponsors, Darkhorse Tech, help out so you can focus on providing the amazing care that you do. For 1 month of FREE service, visit their link today! https://thedentalmarketer.lpages.co/darkhorse-deal/‍You can reach out to Amy Wood here:Website: http://copperpennyconsulting.comInstagram: https://www.instagram.com/copperpennyconsulting‍Mentions and Links: Businesses/Services:Henry ScheinOrganizations:HIPAAFBIChange HealthcareMGM‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: Hey, Amy. So talk to us. What's one piece of advice you can give us this Monday morning? Amy: So it's actually a very unpopular opinion and piece of advice. It's that you need to spend an appropriate amount of money in order to protect patient information. Michael: Interesting. So we need to spend or we don't have to.Amy: talk to us about that then. so what I do is cybersecurity and data breach prevention. I used to be an IT provider mostly in the dental space for almost 20 years, so I know what it's like to have to. Be set up in a way to try to prevent things like ransomware, computer downtime, not planning ahead for your failures, things like that.what I've realized is that mainstream medical has a lot more resources, both financially and just time and people to actually address all things for HIPAA or cyber security, things like that. But dental generally doesn't. It's a much smaller market. The bad news is that a lot of cyber criminals are targeting dental practices because they also know that dental offices don't have the resources.Interesting. Okay. So then when it comes to that ransomware, and I guess spending the right amount of money, how do we know what is the right amount of money and what are we spending it on specifically? on average, I would say if you're spending roughly 150 a month per computer in your You're about on trackand that's just for basic security prevention.That's going to overlap with some cybersecurity. It's going to overlap with HIPAA regulations and just basic business best practices. For having computers in a business. So that's the rough price range on that. Some places are more expensive. So if you're in a major metropolitan area, you might be paying more.You might be paying less if you're more rural or if you try to cut some corners. Which I do not recommend. As far as what things you need to have uh, let's start with the big four. You've got business grade antivirus patches and updates. So running your Windows updates, making sure all your apps are up to date, kind of like we do on our phones, where we run all the Mac updates and then the app updates.It's the same thing for computers. Then we have business grade firewall. I'm not talking about what the internet provider gives to you. And, or Windows Firewall, that's not appropriate either, business grade firewall. And then the last one is probably the most important, it's backups. Right now the FBI is recommending a 3 2 1 approach, three kinds of backups in two different formats, with one of them being completely off site and or offline.know that's a lot. No, Michael: no, no. But it's interesting. So you did mention cutting corners. Do you see this a lot? And where specifically are the most common corners that are cut in a dental practice? Amy: So I see people not having a business grade firewall, not having encrypted email. And I'm also seeing a lot of computers right now that people did a whole bunch of upgrades from Windows 7 to Windows 10, but they didn't actually replace the computer.They just put a new operating system on an old computer. And now we're a few years into that, and these practices want to do things like, Add Conebeam or add 3D Invisalign or anything like that. And they can't do it because these computers, while they might have a current operating system on them, they're really, really old and they just can't handle it.So that's a very common corner that I see cut. Michael: Okay. So do we have to. Always upgrade our computers. Like all right, we all have to buy new computers every five years. Kind of thing. Whenever you're gonna do an upgrade like this. Amy: Yeah, I think it really depends on I'm gonna put my former IT provider hat on for a minute.Uh, I think it really depends on how you purchased it. Did you overbuild it when you purchased it or did you buy the cheapest thing you could at the time? So if you bought the cheapest thing you're looking at maybe three years before it really starts giving you problems. And if you overbuilt it to start with, you're still looking at five years.You might be able to stretch it just a little bit longer than that, but three to five years is the current standard of care. Kind of That expectation for end of life. Michael: Now, what are the really big problems it could get? Let's just say the three or one and you're like, Maybe some people are listening like, Amy, it's been five years and mine's just doing pretty well.It's slow, but what are the really big problems we need to look out for? Amy: So it's things that won't work with older computers, let's say your printer fails. hopefully you have more than one printer in your office, but you have a printer fail and you get a new one. It might not work on that older computer.Or if you have an older operating system on it, you might find that if you're doing anything electronically with your bank, they might not work with that. It's not compatible. So there's this whole interoperability engineering process that has to happen with computers. And it's a lot less important than it was.10, 15 years ago, but dental is about 10, 15 years behind technology wise. So It's a little more complicated than the rest of general business and even mainstream medical. So depend on your IT guys to actually know how to engineer a solution, not just a product. Kind of Like dentists do. It's not what kind of implant you use.Yes, everyone has a preference, but it's more about how you the professional are actually implementing this as a solution for your patient. Yeah. Michael: Interesting. And now one 50 a month, roughly to be on track per computer. Amy: I'll be honest. I charged a lot more. I lived in the San Francisco Bay area.we had much higher cost of living. Michael: Interesting. Okay. So then depending on where you live and you're at one 50 a month per computer, this is how much we're looking at to when it comes to just protect our data from like any ransomware attacks. Okay. Disasters or anything like that. That's the basic.Okay. Because I see a lot in specific groups and specific places, Facebook groups, right? Where they're like, I need a lower quote. I need something different. And so if people are finding a lower quote. Amy: Refurbished computers, which basically means they're new to you, but they're not new computers. I have seen where the I.T. provider is not installing all the programs on the computer. They push that back onto you as the practice to do that work. I kind of look at it as, It costs a certain amount to do a certain job for any specialist any, contractor, you contact a plumber and electrician. It costs a certain amount to do the job if they're charging you less.Something isn't happening. And it's the same way with computers and with security. Something isn't being done because there, there are metrics out there. We know what it costs. Michael: Commonly, what's not being done that you've seen by like agencies, like it. Amy: I have seen not the right kinds of backups. I have seen not having a properly encrypted email.I have seen the wrong kind of patches and updates being done where people think it's being done, but it's not. I've also seen a lot of IT providers use the this will make you HIPAA compliant. Um, I've also seen a buzzwords of, uh, this will make you HIPAA compliant.And the reality is HIPAA compliance is thousands and thousands of pages of regulation and recommendations and tech information. And in terms of HIPAA, the technology portion of it really only represents about 20 percent of HIPAA as a whole. So it's the most expensive and the most fast paced and changing aspect of HIPAA.But it's also the smallest portion of that regulation. So if an IT provider is saying, Hey, we're doing your HIPAA for you. They're doing 20 percent of So I'm seeing a lot of things like that. Michael: Yeah. So can they ever do 100 percent of it or no? Or it's just like, no, it's not in their wheelhouse. Interesting. So they're just doing the 20 percent of it. Now, what questions should we ask them when it comes to like, Hey, are you doing a proper backup? And they're like, yeah, you know, how would you even know? thank you. I can tell you're doing it. So what questions should we ask when it comes to these type of scenarios?Amy: Obviously that so one of the cool things about HIPAA and know I'm the weirdo, I like. regulation. I like being a rule follower. I am the weirdo that loves HIPAA. Part of HIPAA actually requires that you as a healthcare provider and professional do something called due diligence review on any of your subcontractors and business associates, which basically means all your vendors that touch practice management data and patient information.And. Part of that is asking really intrusive questions. So things like, how do you log into our, computer systems? Do you yourself do HIPAA training for your team members? Do you have cyber insurance? So if you screw up we don't have to foot the bill as a practice. And I think the most important one is, do you offshore any of your services?So HIPAA is a U. S. law and doesn't always follow companies out of our borders. And so that's when contracts become really important. That's when having, black and white in writing evidence from them that can hold up in court. Companies like Change Healthcare right now is dealing with a massive data breach for a second time in the last month.And they're having some issues because some of it is due to their lack of security internally. so these are a lot of questions that you can ask, not just IT providers, but all vendors. Michael: Yeah, I know. I feel like with those data breaches Like United Healthcare right, and all them, when it happens, you're kind of thinking like, well, if it got them, we're a small practice, right?Or maybe a multiple practice location, but you're kind of wondering how well is our IT company doing? Or, on the flip side, Amy, let me ask you, how often is this overlooked? How often do you see people kind of just say, it's just IT? Amy: They think it's a commodity in general. Those dental practices look at IT as it's interchangeable.And I adore my father in law dearly, but he comes from a generation where he thinks that all things are equal. The only difference is price. And I see a lot of that in the dental industry. And unfortunately, when it comes to this, that's not true at all. Michael: So is there anything we can do to, I guess, I guess, lack of a better word, like negotiate or if we're like really counting our pennies here and we're saying, Hey, I just can't foot that bill.150 per computer. Is there anything we can do or you got to swallow it? Amy: I think it really depends. That, that pricing is really for kind of a full service. Dental is fraught with all kinds of technology problems. Things just don't always work well. It's antiquated software. Even if you're on cloud, there's still problems.It's just, Finicky and persnickety in general, just dental software is fraught with problems. So if you need someone to just take care of all the problems for you, that would be more of that price point. I know there are a lot of it providers. my own former business was the same way we would do just the security suite.So just the security products. And if you needed. Traditional IT support, as in my printer isn't printing, I put an x ray in the wrong patient's chart, my email isn't sending, I don't know what's going on, the sensor won't fire, things like that. That's what we would consider traditional IT support. a lot of IT companies can bill those hours separately.So that's one way without cutting corners on at least the basics of security. I will tell you that from an IT perspective, if you have those basic business best practices in place and there's some situational awareness on part of the IT provider, then when something happens, it's going to generally be a five to 15 minute problem.Instead of hours of billable time. So we did the calculations for years and we found that most people came out ahead financially by going on the all you can eat option, and they would call us more frequently, but we both had the financial incentive of getting them back up and running as quickly as possible.So we were both losing money if they were down. Whereas in that break fix model, if you're down, the it guy makes a lot of money. So every contractor is believed to just be milking it for the hours flip that model on its head. It's entirely different. And then guess what? best part is now you're not low hanging fruit for cyber criminals.Because you've got at least baseline of security in place. And the reality is most of these hackers, you've got two different categories. You've got people that are going after MGM Shine and Change Healthcare. And you're not stopping someone who's a determined threat actor that's going to get into one of those organizations.They'll find a way into those big companies. But for the most part Small dental practices, the ones that are getting hacked, they're easy targets because they don't have even the basics in place. Michael: Okay. Interesting. Awesome. Amy, I appreciate your time. And if anyone has further questions or concerns, where can they find you?Amy: Copperpennyconsulting. com. I'm all over social media too. I do lots of fun videos, even though HIPAA and cybersecurity isn't always known to be fun or happy. Michael: That's awesome, Amy. I appreciate that. We all appreciate it. And that's going to be found in the show notes below too, if you want to reach out to Amy.So thank you, Amy, for being with us on this Monday morning episode. Amy: Thank you.‍‍

Have you ever considered how vulnerable your practice might be to a cyberattack? In this episode, Reuben and I delve into the alarming issue of cybersecurity threats targeting the dental industry. With recent warnings from the FBI about credible threats, it's clear that dental practices need to take cybersecurity seriously. We explore the potential consequences of these threats, the crucial need for comprehensive security awareness training for staff members, and essential steps to prevent email-based attacks.The conversation goes in-depth into why using Microsoft 365 for enhanced email security is a game-changer for dental offices. Reuben also discuss the importance of working with IT experts to set up robust cybersecurity measures. Whether you're a dental professional or someone concerned about the security of sensitive patient information, this episode offers loads of practical advice. Don't miss out on this vital information that could protect your practice from devastating cyber attacks.What You'll Learn in This Episode:What are the credible cybersecurity threats currently targeting dental practices?Why is security awareness training crucial for dental office staff?What steps you can take to prevent email-based threatsHow Microsoft 365 can enhance your dental practice's email securityWhy should dental practices consider consulting IT companies for cybersecurity solutions?Take action today to secure your dental practice's email communications and protect sensitive patient information!‍‍Sponsors:For DSO integrations, startup solutions, and all your dental IT needs, let our sponsors, Darkhorse Tech, help out so you can focus on providing the amazing care that you do. For 1 month of FREE service, visit their link today! https://thedentalmarketer.lpages.co/darkhorse-deal/‍You can reach out to Reuben Kamp here:Website: https://www.darkhorsetech.com/Email: sales@darkhorsetech.comPhone: 800-868-4504Facebook: https://www.facebook.com/DarkhorseTech‍Mentions and Links: Businesses/Services:Henry ScheinAspen Dental‍Organizations:HIPAAFBIChange HealthcareUnitedHealthcare‍Software/Tools:DentrixEaglesoftOpen DentalChatGPTOutlookMicrosoft 365G Suite‍People:Bill Gates‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: Hey, Ruben. So talk to us. What's happening right now for this Monday morning episode, we're going to be talking about something specific when it comes to security, Michael: What's going on? Reuben: Emergency pod. First of all, emergency pod, Michael. Michael: All Reuben: right. You know, those, uh, Reuben: those sirens Instagram are overused, but in this case it Reuben: does apply. FBI warns of credible cybersecurity threats of the dental industry. that's why we're talking today. Michael: Okay. So what's happening. This happened. One of the articles we're looking at is on may 8th, so Michael: like not less than a week ago, less than a week, a couple of days ago, something's going on specifically with this cyber security threat. To all Michael: dental practices everywhere in the nation or Reuben: yeah, so it is morphed into that over the last few days. So basically, uh, the FBI was monitoring, uh, a hacking group, Reuben: connected to change healthcare, connected to United Healthcare, connected to Henry Schein, connected to Aspen. You know, all these groups have obviously made the Reuben: headlines in the last uh, year or so uh, change healthcare, obviously being uh, most recent, Reuben: they were actually investigating a threat because they were attacking the plastics. Surgery market. And Reuben: then they shifted their focus to Reuben: oral surgery. And that's kind of, that was the, the Reuben: splashy update from last week, right? Reuben: May 6th, May 8th. And now the FBI uh, FBI is Reuben: basically saying general dentistry is now being targeted as well. So, Reuben: See, it went from outside the dental industry to a dental, you know, specialty. And now to the majority of dental practices out there are you Uh, actively being targeted. Michael: So then a couple of things, I mean, we Michael: obviously want to know what to look out for, but what's the consequences here? Michael: If let's just say. We did end up accidentally doing something that we weren't supposed to do, like Michael: opening up an email or clicking specific Michael: link, you know, stuff we don't really know. Reuben: Yeah. Let's all the way to the end is you're bankrupting of practice, right? We Reuben: go back one step that is, you know, uh, the Reuben: overwhelming majority of practices that suffer a cybersecurity attack go out of business. All right. So we're starting at the end, we're working backwards. So that, that means. you, Or if you are a doctor or a staff member, you Reuben: clicked on a staff member, clicked on it. an email, a link that downloaded a payload to your office, right? Ransomware is, is most of what we're talking about here. Reuben: And that ransomware, let's say you're running Dentrix or Eagle software, open dental, one of these, uh, you know, server based practice management Reuben: softwares, that ransomware was able to embed itself into your practice management software, right? Patient health information, Reuben: uh, x rays, uh, social security numbers, medical history. You know, all the stuff that we call protected health information or EPHI electronic protected health and Reuben: they get that data and they exfiltrate it or take it out of the office, that is a Reuben: breach, which then feeds me into most practices that go through a breach, go out of business, and then you're, you're no longer an owner of a practice, you're an associated at another practice. I guess that is actually the last step. And that Reuben: is why this is so important is because Reuben: it's so darn easy to protect yourself from this Reuben: happening. But only 6 percent of the dental offices out there are HIPAA compliant. So hackers go, wow, we have a 94 percent Reuben: chance of getting into this office. Thank God. But, and that's why, Reuben: Honestly, it's like Dennis and the, the only really industry Reuben: less compliant the dentistry, Reuben: you guys can make fun of them is chiropractors. Reuben: So, Hey, those are the industries that, that are go after because of the lowest hanging fruit. if you Reuben: have dogs at your house, and Michael, you know, Reuben: I have, you know, 10, 000 dogs that live with me, Reuben: a robber does not want to come rob my house, because they're going to be attacked by a bunch of dogs. they want to attack the house. That the owners are on vacation, there's no animals, it's dark, you know, they Reuben: are opportunistic just like any other profession. So Reuben: that is why they're going after the dental industry specifically. Michael: Gotcha. Something you mentioned, man, where you said staff members click on it. I think the most common Michael: thing. I mean, one of the practices I worked at the actual doctor clicked on it and Michael: ended up paying. But like with, when it comes to the staff members. Do they need to receive specific training for this? Or Reuben: yeah, we call it security awareness training or SAT for short. Uh, not to be confused with the test Reuben: that is, it is coming back now. turns out it's a great predictor. If you're going to be okay at college, Reuben: um, I digress. So basically security awareness training trains your staff. who, You Reuben: know, you got to give to them. They're Reuben: busy. They're your phone calls. There's patients in front of them. They're scheduling, their billing, they're checking people out. There's Reuben: a lot going on. So you kind of have to, you know, if they do have an email come through Reuben: and it looks like it's from UPS, or it looks like it's, you know, from a Reuben: credible source and they don't, they don't have their guard up and they click Reuben: on it. It's Reuben: really hard to come down Reuben: on that person right? Reuben: You're expecting a lot out of them. And, and, and also, you know, be, have your, you know, your hat on your cyber Reuben: hat on and be vigilant at all times for through. So it's really important that you set up like. Let's not do a free Gmail account, right? That Reuben: has no security protection. Reuben: It's really important that you have an email system. I recommend Microsoft Reuben: 365 for all businesses that will stop those emails from coming in to begin with, because it never made it through Reuben: the spam filter. Right. Uh, the phishing filter. Reuben: So what's it worth that your staff. Doesn't even have to see that email that's worth a lot, right? Reuben: And then secondarily, let's say it is something that's more sophisticated, right? AI is obviously Reuben: playing a huge role in these emerging threats because it's no longer, you know, Prince of Nigeria Reuben: asking you for money who doesn't speak good English. It's like a perfectly crafted Reuben: email that's written by, uh, Beauty. so what security awareness training does is it, uh, it's a campaign. So like, if Reuben: I set this up, I'll randomly send out emails to your employees, right? If they click on a message that they Reuben: shouldn't have. have. Reuben: They are forced Reuben: down the training loop of, okay, Reuben: you have to go to school to realize like, what does a real email looks like? You know, is this Reuben: an external sender? Is it an internal sender? So it Reuben: really, it's just another, uh, training element, but you know, we're in the prevention business, right? I don't, I don't want Reuben: to clean stuff up. I want to play default. I want to block stuff from happening. And Reuben: of course the client wants that too. Michael: Gotcha. Okay. So then right now, what steps can we do or what to look out for? What can we look out for? What steps can we do when it comes to preventing this threat that's happening today? Absolutely. And Reuben: I'm going to focus on email because that is, the Reuben: FBI is, the warning is specifically tied to email. It's the easy, again, we talked about ease of Reuben: access is the easiest way to get into a Reuben: business is to send someone email. I can Reuben: send Bill Gates an email right now. Right. It Reuben: It doesn't matter. I have his email. I get sent to him. and so there's hundreds, thousands of practices out there that use Reuben: friendly smiles at gmail. com. So the Reuben: to action is sign up for a Microsoft account. It's Reuben: going to do two things. One, uh, it's going to give you that increased protection we talked about. Reuben: Two, It's more professional, right? It's more professional to receive an email, not from friendly smiles at gmail. com, Reuben: but office at friendly smiles. com, right? You're using your domain name. Reuben: tied to your website. It's professional. Maybe you have a signature. It just gives your, the people you're communicating with Reuben: patients, staff labs. an air that, you know, you are a professional Reuben: business. So, it Reuben: just have to be for cybersecurity. It can be to kind of raise your professionalism as Reuben: a business. Gotcha. So get that first. Microsoft three, six, five. Reuben: Microsoft 365. It's a, it's a suite of products, right? We use Microsoft 365 Reuben: for open dental cloud hosting, but we also use Microsoft 365 for email for Microsoft teams, for one drive. So Reuben: there's a lot to it, but we're really specifically talking about, email or some people refer to as outlook, which Reuben: is a specific email product that Microsoft offers. Okay. Michael: Okay. So we do that next steps. Would that be the only step or that's it? Reuben: We're only going to focus on. Protecting yourself from the credible threat Reuben: the FBI, we can have a hour long about all the other stuff you need to do, but please, the takeaway from this is really bolster your email security. Michael: Gotcha. Okay. So get that So if we have it already, we don't got to worry about Reuben: IT company check it your it company, check it out, Ask them a question. Hey, am I doing Reuben: I need to do? If you don't have an it company, I run one. I Reuben: can help you out, but there's a lot of companies out there. So, either, you know, if you have an incumbent IT company, just reach Reuben: out to them, say, Hey, Can you guys get me set up with this? Or hey, I'm running this. Is there anything better we can do? Cause Reuben: there are some nuances there that are a little technical, but you know, you as the, uh, you as the client really shouldn't really have to worry about setting that up. Gotcha. Michael: Awesome, man. Any other pieces of advice you wanted to mention in this episode? Reuben: The FBI got involved, so they don't just like, Reuben: uh, creep into the dental industry, Reuben: uh, just cause they get bored. Reuben: So this is, it's a credible threat and just, it's a great reminder to just do the, Reuben: honestly, I'm just asking you guys to do the bare minimum here. Reuben: it's just sign up for secure email, which is also a HIPAA Reuben: compliance requirement, just. Just for the record. Yeah. Michael: Is that the only option? Microsoft Office Michael: 365? Or we can go with another one? Reuben: I mean, G Suite is also an option. So there is free Gmail right at gmail. com. And G Suite is Google's business version. And Reuben: that, that does have a much higher level of security than the free Gmail. You Reuben: do have to add, uh, an encryption element to it to make it HIPAA compliant, but I Reuben: just bring up Microsoft 365 because it is the lowest expense, easiest way to do this. Oh, lowest expense. how Michael: much is it? Reuben: Four bucks an email. Man. Yeah. So it's Michael: pretty easy. It's Reuben: cheaper than G suite. Yeah. It's, it's just, and then you don't have to worry about the whole. Encryption piece, uh, like you do with G suite. So Reuben: that's why I mentioned Microsoft 365 and also most it companies have a relationship with Microsoft and they can set this up for you. Gotcha. Michael: Awesome. Ruben, thank you so much for this. We appreciate it. Anybody listening go take action right now. Michael: And if anyone has further questions, where can they reach out to you? Reuben: Hey, sales at dark horse tech. com. I'm all over Facebook. You can bother me Reuben: on there or 800 868 4504 be happy to help anybody out. Thanks Awesome. Michael: that's going to be in the show notes below and Ruben, thank you for being with me on this Monday morning episode. Reuben: Thanks Michael.

Pivotal advancements in dental practices, from early detection to non-invasive treatments, pave the way for leaps in oral-systemic health. In this episode, Kyle Guerin delves into Henry Schein's commitment to health equity initiatives and its authentic culture, lauding CEO Stanley Bergman for fostering innovation. He also discusses efforts to improve oral healthcare for individuals with special needs and expresses optimism about future oral-systemic health initiatives, highlighting the importance of technology and collaboration. Stay tuned as Kyle shares his vision for advancing oral-systemic health initiatives and harnessing the power of technology and collaboration for positive change! Resources: Learn more about Kyle Guerin here. Learn more about Henry Schein on their LinkedIn and website. Listen to David Kochman's episode here. Watch the Activated Patient talk here. Watch the entire episode on YouTube and get more details at Think Oral Health.

Join the conversation: https://forms.gle/izqsboAVskUSDZWK7 Our new host Dr. Steven Vorholt talks about his trip to see Dr. Alex Sharp at Henry Schein's Thrive Live in Las Vegas. Hear about the latest in dental implant technology, bone grafting techniques, and shares insights from key experts. Plus, Dr. Vorholt also answers YOUR questions!

How does one navigate cultural and language barriers as an exile from their home country AND build a thriving practice? Welcome to this enlightening episode where we step into the unique journey of Dr. Monzer Shakally, a remarkable dentist with an extraordinary backdrop: born and raised in Damascus, Syria, yet carving out a stellar career in the U.S. His narrative winds from his comfortably privileged upbringing in a medical environment to a twist with the breakout of the Syrian revolution, leading him down a path of arrest, exile, and eventual resettlement in the U.S.In this episode, Monzer takes us along on his odyssey from the throes of revolution and exile to his pursuit of dentistry in Iowa, a step driven by his resolve to create a unique niche in the dental space. Listen in as he shares the challenges of early days in America, wrestling with language barriers and chipping away at cultural dissimilarities, through to his triumphant emergence from dental school and his thoughtfully decisive move to settle in the balanced charm of Scottsdale, Arizona. Monzer also delves into his professional journey, tracing his hard-earned lessons from a dissatisfying stint at Pacific Dental Services to his present status operating a thriving dental practice. This episode is more than an account of resilience and determination, it is a beacon for all those navigating their routes to success in the dental profession.What You'll Learn in This Episode:Monzer's intriguing journey from Syria to the United StatesThe cultural and educational challenges Dr. Shakally overcame in the pursuit of his careerHis experiences in corporate dentistry and the wisdom gained from itHow Shakally turned a new opportunity into a flourishing dental practiceStrategies for avoiding pitfalls such as insurance dependencyThe ethos that underpins Shakally's profession and personal journeyStrategies to ensure patient satisfaction and operational efficiency in your practiceDon't miss this episode full of valuable insights and inspiring tales of resilience. Start your journey to mastering the business side of dentistry by listening today!‍‍Sponsors:‍For high quality AND affordable dental supply options, visit The Dentists Supply Company(TDSC) website today! Our listeners get a special deal - 25% off on orders over $500 - Just type in the special code: TDM25 at checkout for your exclusive offer. AND if you're a member of your state's Dental Association, you may be eligible for additional savings upon providing your ADA number. Click or copy and paste the link here to save today! https://www.tdsc.com/‍Guest: Dr. Monzer ShakallyPractice Name: Southern SmilesCheck out Monzer's Media:Website: https://ssmilesdental.com/Instagram: https://www.instagram.com/drshakally/LinkedIn: https://www.linkedin.com/in/dr-monzer-shakally-dds-54945989/Email: meezdds@gmail.com‍Other Mentions and Links:‍Software/Services:Henry ScheinPPO ProfitsImplant PathwayQuickBooksKleerBooks/Publications:How to Buy a Dental Practice: A Step-by-step Guide to Finding, Analyzing, and Purchasing the Right Practice For YouDental Operations Manual: Detailed Systems to Run your Dental PracticeBusinesses/Brands:Pacific Dental ServicesSignature Dental PartnersAspen DentalHeartland DentalCerecVan Hook LabPeople:Dr. Farran (30 Day Dental MBA)Elon MuskPodcasts:Dental UnfilteredCommunities:DentaltownOrganizations:UNHuman Rights WatchUS Embassy in EgyptMusic:Frank Sinatra - My Way‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.

Payman chats with dental coach and communication expert Barry Oulton. Barry shares his journey into dentistry, despite his artistic nature, and how his father influenced his career choice.  He discusses his education in the UK and the US, overcoming limiting beliefs and the challenges of running a practice. Enjoy! In This Episode [00:01:10] Backstory [00:09:05] Study [00:11:25] Journey to practice ownership [00:15:40] Personal life and personal development [00:28:40] Coaching greatness [00:33:20] Limiting beliefs [00:42:30] Patient journey and communication [00:51:50] Blackbox thinking [00:55:00] Practice management [01:07:05] NHS to private transition [01:09:40] State of the industry [01:15:20] Fantasy dinner party [01:17:15] Last days and legacy About Barry Oulton Dr Barry Oulton is a dentist, business owner, lecturer, coach, and mentor who has worked with Henry Schein, Septodont, DMG, S4S, Biohorizons, Bupa Dental, and Colosseum on B2B sales success in dentistry.

AADOM Radio & Henry Schein Presents:Jennifer (Jen) Kim Field, Chief Sustainability Officer, Henry Schein, Inc.jenniferkim.field@henryschein.comErika Pusillo, Practice Optimizer at Spodak Dental Group, 2023 Green Leadererika@spodakdental.comJennifer Z. Vickery, Vice President of Operations for Ocean Dental, 2022 Green Leaderjenniferzvickery@gmail.comAre YOU the next Green Leader? Nominations are due by July 5, 2024.https://www.dentalmanagers.com/membership/recognition/green-leader/ Learn More About Henry Schein:https://www.henryschein.com/Learn More About AADOM:https://www.dentalmanagers.com/ 

‍‍What happens when you need to cut ties with your current IT company? This week's episode delves into that critical, but often overlooked aspect of business - offboarding from an IT company. Our returning guest, Reuben Kamp, shares unique insights on the importance of maintaining clear ownership of your data and domain names. He explains how things can get messy when organizations fail to plan for IT offboarding properly, and how non-compliance, especially with HIPAA regulations, can lead to colossal pitfalls, and ultimately, hefty penalties.In this episode, Reuben rallies in-depth on the potential security risks during transitions, intricate details on termination clauses and contract renewals, and how mergers impact service continuity. He sheds light on the need for professionalism at every step during IT transitions and serves up some strategic advice on ensuring smooth transitions. The episode concludes on a high note, emphasizing trust maintenance with IT firms, and highlighting the critical need for integrated cybersecurity measures in practices.What You'll Learn in This Episode:The vital importance of data and domain name ownershipsThe repercussions of not following HIPAA regulationsThe potential security risks during IT offboardingHow to deal with termination clauses and contract renewalsThe effect of mergers on service continuityThe necessity of cybersecurity in dental practicesCurious yet? Dive right into this week's episode to make sure your offboarding process is smooth and secure!‍For DSO integrations, startup solutions, and all your dental IT needs, let our sponsors, Darkhorse Tech, help out so you can focus on providing the amazing care that you do. For 1 month of FREE service, visit their link today! https://thedentalmarketer.lpages.co/darkhorse-deal/‍You can reach out to Reuben Kamp here:Website: https://www.darkhorsetech.com/Email: admin@darkhorsetech.comPhone: 800-868-4504Facebook: https://www.facebook.com/DarkhorseTech‍Mentions and Links: Businesses/Services:ACME ITHenry ScheinOrganizations:HIPAA‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: Hey, Reuben. So talk to us. What's one piece of advice you can give us this Monday morning. Reuben: We're going to talk about off boardings today, right? It is, uh, something that doesn't come up until, well, you need to find a new it company. And I know there's a lot of anxiety around, my it guy, he's got access to everything.What's going to happen when I sent him the email saying like, ah, I don't want, sorry, man, I'm going in a different direction. today I thought it would be really useful to just, you know, hear from someone you know, like me, who's been in dental it now for 17, 18 years. Uh, I've been running Dark Horse Tech, you know, it for Dentist now for, 12 is uh, today is actually our 12th anniversary.It's crazy. Oh, happy anniversary, Michael: man, Reuben: and thank you man. Yeah, I think it's just one of those things that like no one really talks about and I'd like to kind of demystify the whole process. Michael: Interesting. Okay, so then what can we expect or what should we expect if somebody's transitioning or offboarding from an IT company?Reuben: The most important thing to keep in mind is it's all your stuff. Right. No matter how they word the response to you, no matter what they say, just always have in your mind, I own the server. I own my email address. I own my domain name. I'm just bringing up some things that usually are a part of transitioning from an it company, right?Maybe they have your domain name, right? Which is like, you know, dark horse tech, the dental marketer. com. Let's say they have that stored. You need to get that back. So, number one. You own it all, right? So you get to make the decisions. Now, compliance environment of dental, we all know, HIPAA, right?That also has to be kept in mind. So let's assume in this example, Michael, that it's a, it's an it company that does care about HIPAA, right? Because if they don't, it's going to be a rough go of it. so we have to know, let's talk about liability, right? If you say, Hey, you know, Acme dental it, I'm sorry, we don't need your services any longer.you can't have two I. T. Companies in the system at the same time. there's HIPAA compliance obligations there. There's also just personally as a business owner. If something happened during that, let's let's call it a 30 day transition period. The I. T. Comes here and point their fingers at each other and you're going to be left in the lurch.What can happen Michael: in those 30 days though, like that's, that you've seen? Reuben: So, you know, when you're switching companies, you're, you know, maybe they're, they're removing software that could be the removing security software, leaving those computers vulnerable. So in the time it takes for the software to be removed and the new IT company to install it, that's an area, where you can have security issues.But same thing with backups, right? Let's say it company stopped performing backups when you sent the email and a, you know, dark horse is ready to take over 30 days from now, but something happens in that time. Now you don't have backups. Right. So it's, it's really important to sketch out, um, responsibilities.Now we have a, you know, work for over a thousands, 1077 dental practices. So my process is pretty locked in, but you have to direct the it company on what they need to do, right. Per their, their agreement, you sign an agreement with them. They need to uphold it through the end of. The term that you're paying them.So you have to say, we expect that backups are going to be performed and services through X date. And if you don't do that, then they can really just pull their software whenever they want. So number one thing is at that moment, when you're, you're like, yes, I want to move forward with this other it company, I'm kicking the incumbent out.It's a really great time to think about, minimizing the gap between security products being installed and removed, that's the window for the hackers to get into your system and, and wreak havoc. Michael: if it ever goes longer than 30 days, what's the reasons for that?Reuben: they could have a 60 day termination clause, uh, if it goes even longer than that, you know, we've had scenarios where clients are ready to sign up and then they go and they read their contract with whatever I, you know, we're all month to month, so this is not something that happens in our world.But, uh, you know, I. T. Sometimes there's 135 year contracts. I don't think I've ever really see seen anything longer than five. You know, but you're like, you're motivated to switch and then you forgot that you signed a contract. And then, you know, the guys are usually pretty sneaky about it. And it auto renews, right?So it's like, Oh, Oh, it's up in a month. Oh, nope. It auto renewed another year. You have to wait another year or two. So, that's something also, you know, before you, uh, start interviewing it companies, just make sure that you're not locked into some longterm commitment. but that kind of, you Segways us into what if the company is not providing services, right?Let's say. Brought me into the office. I'm like, wow, your backups haven't ran for three months, And you're in a year long contract with that. That is your way out of it, right? So they breached their contract. That is a way you can terminate early. Um, if they're not living up to that, some, some companies have response time metrics.That's another way out. some companies, uh, there's a lot of merger and acquisition activity. Just like in, in dental and the DSO space, it is the same way. I'm kind of unique in that, like, I own 100 percent of the company and I have no plans on selling it and we're a hundred percent, we have no debt and like, we're all, you know, this is a private company.but you might be in a situation where, uh, you signed a contract with a company, but they sold to another firm. And that company you signed on with no longer exists. So you don't have. There's nothing to hold you to because that company doesn't exist any longer. So there, you know, me and Michael, I can get creative.You know, if you're really unhappy with your IT company, I'm sure, feel free to reach out, even if you're not going with us, I'm probably, I'm sure I can probably help you out. Michael: What have been the biggest headaches that you've experienced and you've seen? When it comes to this op boarding, Reuben: it's professionalism is the number one thing, right?You have all ranges of, characters in this space. You have the 18 year old IT guy, you have the 70 year old IT guy, right? The one man show. Then you have, like, Henry Schein. And then you have everything in between. So, you know, I think the most, Hectic thing is when they take it personally, You know, you submit that cancellation letter and they either, it's usually that they, not that they don't reply, but they be, they kind of shut down and get mad and are not very helpful in the transition.Right. So been through just about every single kind of transition. I've been through the one where the it guy passed away. So we have no passwords. And we just have to figure it out. you know, on another episode, we talked about hackers. Well, there's the black hat, the bad guys, and there's the white hat.Sometimes you got to put on the white hat, you know. Put on the white hat and get into the system so the client can use it. Um, yeah. Michael: Interesting. Reuben: You know, we got, it guys that, uh, left the industry and just like, I don't care. I'm not responding anymore. just about every scenario you know, exists out there, but how it should happen, dear Acme Dental, it, thank you for your years of service.we're making a decision to go in another direction. Attached, uh, to this email is our new IT company. I authorize them to have all of our passwords. We call them run books in this industry, but like all of the information on our account, uh, please initiate this transition in the next 30 days. Sincerely, Dr.Arias. Michael: Yeah. Gotcha. Okay. Interesting. So that's how it should go. It should be smooth, easy transition. Reuben: the doctor, that's your job. That's it. You've done, you've completed it. You've sent the message and now it company talks to it company, things happen, and now you have a new it company, that's how it should go in a normal realm is your responsibility is crafting and sending that message and then the two professional organizations should.Do Michael: you charge for off boarding like extra? Like if we were to be with an IT company and then, you know what I mean? Like I want to go with Dark Horse, but I haven't even reached out to my current IT company because my contract is going to end in like in a month. Reuben: no, I mean, we don't charge for off boarding, right?If a client were to say, Hey, I sold my practice. I don't need your services anymore. We're going with this, you know, DSO as internal IT. We don't have any, I guess the, what the example would be almost like a chart. Transfer fee, like a patient of this doctor wants to go to another practice. You're like, ah, 10 bucks to get your chart over there.it seems as silly as that to charge somebody. And like, you know, I do care about my reputation. so it's like, what is the right thing to do is to just be as professional as possible, during that transition. Michael: Okay. Gotcha. And then how can we tell. IT company doesn't care about HIPAA during their offboarding period.Reuben: Well, I mean, if they stop their services, right, they have, incredible to think about when you give a quote to a dental office, HIPAA is involved in that. What I mean by that is, you've, let's say I go into an office, identify that a backup is not running. The office went out, contacted me. And got a quote for that service.I'm covered. Right. Cause I went in, I did my job. I gave, uh, the office the quote to fix the problem, uh, the compliance hold that they were facing. But in the same token, you're canceling with this company, but they still need to be providing services to the end of the term. for them to say, we have you covered, you're secure, you're HIPAA compliant, we're And if they pull that early, that's a problem.Sometimes it's really hard to know if they do that, right. Cause the software is just like, you know, we look, if we're using a windows computer, our times in the bottom, right. And next that's called the system tray icon. That's kind of where all the little shortcuts live for these, these software programs, if it just, one of those little icons disappears because they deactivated it, you have no idea.So it's really important, though, uh, to make sure that two I. T. Companies they're not in the system at the same time, right? You might want to maybe you hate this I. T. Company so much. You want to get him out of there as soon as possible. The right way to do that is for the new I. T. Company to come on site and remove all of that I.T. Company software and then let that I. T. Company No. Yeah, we're gonna pay you to the end of the term, but you're no longer responsible for protecting us. So that's like the, you got some bile in the back of your throat, just thinking about your it company and you just need to get them out of there.That's probably the way to do it. Michael: If the it company, the one that you're just like, Oh, I hate them fights back or not fights back, but says like, sorry, we can't, is there a reason for them to do that or no? Reuben: It's usually about term. right. They have a contract term. We can't do that because. You're in a contract with a client for a year.You could say, I don't care. I'm going to pay you for the year, but I'm still using this other company. you could still remove their software. any other way they could say now, well, if you hired one of their employees, and they had a clause in their contract that non solicitation clause that might not make them very happy.that usually happens, uh, only at the DSO level, right? Who's going to steal an internal it guide. Michael: Oh, I get you. Right. You said, Oh, and we love Reuben: that technician. We're going to start our own internal it, and we're going to take that guy with us. That happens. Yeah, it does. That's bad business. That is bad business.Uh, please don't do the only other reason they could say no is just, again, we went to the emotional component earlier about being, uh, upset, having an emotional reaction to a client's business decision. And they're just saying no because they're just trying to be obstructionist, right? Yeah, just trying to that's their way.They don't have any other tools to fight back besides just being like, No, I'm not going to help you with this. Michael: Yeah. Okay. Interesting. Awesome. Reuben, I appreciate your time and giving us more insight on offboarding. Now, you mentioned that you guys do this, for free. Well, obviously there's no charge, right?Or anything like that, especially if they want to transition from their IT company to you. Any other advice you want to give us on this?Reuben: you're working with your it company right now, I know we're in this, like, it seems like the era of the big hack, right? If you're happy with your service to your it company, that's awesome. You're in a great position. You should try to keep them, you want a dental office to be happy with their it company, but you also want to subscribe to the trust, but verify, right?They're providing great service, but are they providing the necessary products in your dental office to keep you HIPAA compliant and away from fines in the news and breaches and having to give all your patients, credit monitoring for two years. I mean, take your patient count times nine times two.some of you might not like that number. So if you can pair those two things together, great service and a company that cares about this dental market, cybersecurity, HIPAA compliance, then you're in an awesome position. Michael: Wonderful, man. Awesome. Reuben. I appreciate your time. And if anyone has further questions, where can they find you?Reuben: I'm all over. You can find me on Facebook. I'm always in the, in and out of all those groups. Everyone else's, uh, admin at dark horse tech. com is my direct email. Dark horse tech. com is our website. Of course. Uh, no, I appreciate you bringing me on Michael. Michael: No, yeah. And that's going to be in the show notes below, along with, if you go on the first link in the show notes below, you're going to see an exclusive deal that dark horse tech as for you.So make sure you go check that out. And Reuben, thank you so much for being with me on this Monday morning episode.

Oral cavity and pharyngeal cancer affects over 700,000 individuals annually worldwide. Early cancer detection is critical to improving survival rates. To kick off Oral Cancer Awareness Month, Matt sat down with Dr. Bruce Lieberthal, Chief Innovation Officer at Henry Schein, Inc. to discuss early oral cancer detection. Dr. Lieberthal explains his personal connection and dedication to early detection that has led to his innovative diagnostic work at the forefront of oral cancer detection and new cutting-edge point-of-care technology. Matt also shares other important updates from ADHA. This episode is sponsored by Henry Schein Dental. Oral Cancer & The Dental Hygienist, April 27: adha.org/OCW New Oral Cancer Fact Sheet: adha.org/clinical Oral Cancer Resources: adha.org/oralcancer  

An estimated 40% of expenditure in the supply chain goes to waste. CEO Luka Yancopoulos explains to Jim Cagliostro how Grapevine Technology aims to put the power back into the hands of hospitals.   Episode Introduction  Luka explains how Grapevine can help hospitals save up to 80% on a single line item, how even small healthcare businesses spend six figure sums on the supply chain each year, and how to frame the reality of years of overspending to his clients. He also reveals three key ways that hospitals can lower the expense of their vendor management.      Show Topics   The power of building networks Supplies are a huge expense in healthcare Up to 80% of spend may be waste Connecting the source of supply to the end user Framing harsh truths on expenditure Seeing value every step of the way Leadership tip: deliver solutions to real problems 03:12 The power of building networks Luka said Grapevine can help its clients to save 70-80% on a single line item.  ‘'So Grapevine is working to make it very easy to basically manage your existing network. We've got healthcare businesses. They usually come to us, and they've worked with a handful of suppliers over the years. They think of each of these suppliers as their supplier for blank, fill in the blank, and Grapevine rewrites that. We think they're all your suppliers, they're all your network. Every time you add an item to cart from one of them, let's make sure it's the best price and that your other suppliers that you already trust and know don't have the same exact product at a cheaper price. Oftentimes, they do. We've basically redirected spend from one major distributor to another major distributor, saving the customer or the healthcare business 70%-80% on a single line item. The thing like a Becton Dickinson or a BD catheter or infusion pump or something they buy, and they have a bad habit of buying it from the wrong guy. So we basically let them link all their suppliers with the click of a button to a single screen, read in their current offerings, and tell them where to redirect their spend, acting as a traffic cop if needed.''   05:14 Supplies are a huge expense in healthcare Luka explained that even small healthcare businesses are spending six figure sums on supplies every year.  ‘'Certain medical specialties get hit harder than others. If you're performing surgery, obviously, you're burning through a lot of supplies, you're using anesthesia, you're using all sorts of things that maybe your average urgent care clinic won't need. So we focus on specific specialties that have a high consumption rate of important and expensive technologies, things like oncology, dermatology, surgery, these sorts of things. Even a small healthcare business is spending six, seven figures on medical supplies and pharmaceuticals, like, a customer that comes to mind, a family-owned dermatology practice in upstate New York, and Rochester, New York is spending $200,000 a year pre-Grapevine on medical supplies. So like the instruments and whatnot, they're using sutures and implants and this and that, and then they're spending another million a year on injectables. Things like lidocaine, fillers, and different sorts of things of that realm.''   08:38 Up to 80% of spend may be waste  Luka explained why a single supplier can't offer hospitals the lowest price for every item.  ‘'I think that, in some cases, it's as much as 80% of the spend on supply is fruitless and extraneous. As far as what makes up those inefficiencies, there's a number of things. There's a classic idea that I am a strong believer of, that no one person or entity can be the best at everything. So even if you're comparing suppliers of the same business model, these large distributors, we could talk like McKesson, Henry Schein, Medline, the list goes on and on. Every one of those has built supply chains like warehouse fulfillment, shipping teams, customer service, et cetera, tailored around a specific core competency or level of products. So not one of those suppliers is going to be able to offer you the 5,000 SKUs or different item numbers that you need, all of the lowest price. That's naive. The way this world works is helping specialists, people that have specific skill sets, work together to serve a singular end goal.''   10:24 Connecting the source of supply to the end user Luka said simplifying the supply chain is key to reducing costs.  ‘'I understand that when I'm buying it from a reseller, it needed to get in the hands of the reseller. That means it needed to get shipped there. That is a cost. Costs get built on the customer service, the labor. It all gets built into the price that hospitals are paying. By working with these downstream distribution companies that are, in some cases, 200 years old, you're just taking on additional costs. So if we can disintermediate supply chains when possible, connect source to end user as much as possible. You make things overall much more efficient. Then the third and really important major point, just to exemplify the inefficiencies and the lack of belief I have in these major distributors, is, you've got these distributors that people still buy everything they need from. These are the same companies that were selling cocaine pills to pregnant women in the late 1800s and arsenic pills for patient treatment and temperature up until the mid-1900s.''   13:33 Framing harsh truths on expenditure Luka said understanding the extent of potential cost savings can be a shock to hospital executives.  ‘'People are definitely surprised, and honestly, I need to figure out a better way to frame sometimes exposing harsh truths to our customers because we've had people... When you find out that something bad's been going on for a long time and you're the victim of that bad thing, it does not feel good. We've got customers that are hurt by that. They don't blame us, but I wish we could deliver that more as an opportunity to win as opposed to an exposé of historic losses. I think you could do that with the right framing, with the right user interfaces, but it's something that we're not doing the best job of now, just packaging that and making it a digestible change for them. But yeah, people are shocked when they're working with, let's just say, even two distributors. They're working with... We've talked about the names already, so I won't name them here, but one 200-year-old company and they have another 100-year-old company that they've worked with, and when they add to cart for the first time on Grapevine that same IV catheter that they've purchased thousands of times, that they've spent literally millions of dollars on over the last couple of years, that one item number, and they add it to cart and it says, "But wait, you could buy the same exact item from the other supplier that you already trust and know for 70% cheaper." That happens. They feel a level of frustration, and rightfully so.''    22:47 Seeing value every step of the way  Luka said that hospitals need to be able to see the win and the reason when they're stepping out of their comfort zone.  ‘'So work with your existing suppliers, and you're going to save a lot of money by having them on one screen and us alerting you, and there's a cheaper alternative. Once you've done that, then, "Hey, why don't we introduce you to this broad network of new suppliers that we know, that we've vetted, that we trust?" And you can connect them and start subbing in not exact matches from your trusted network, but new suppliers or specialists that can add way more value, exponential value, and achieve even more savings. That's why we could deliver this all in month one as a 60%, 70% savings, but it's not palatable. People would rather get month one of halfway there, big win, see their wins and their hard work paying off, and see the value of what they're doing every step of the way. Every time we make them do something outside of their comfort zone, they need to be able to see the win and the reason. If it ties back to financial savings, that's part of it. For the people that actually shop, we're putting things into one screen, and that's a part of it. They don't need to flip between tabs and windows anymore. So showing what we do and showing why it's helpful to them every step along the way to mitigate the pain of adopting a new solution is a big part of our philosophy here.''   25:19 Leadership tip: deliver real solutions for real problems  Luka said solving the biggest problems for your target customers is the way to unlock real value as a business.  ‘‘…So I think if you are following the white rabbit of real problems for real people, real struggles, and you constantly and iteratively try to come up with smarter and better solutions to solve those pain points, and once you do look for new problems, the next biggest problem they're facing, and continuously deliver real solutions based on those problems, I think that's the key to financial success as a business, is make yourself important, make yourself valuable, make yourself the solver of the biggest problems for your target customers, and that's the way that you unlock real value as a business and the money, the revenue, the whatever it comes all from that. If you're not important to solving someone's real problem, mending someone's real problems, then you shouldn't play the game of business in the world that we live in.'' Connect with Lisa Miller on LinkedIn Connect with Jim Cagliostro on LinkedIn Connect with Luka Yancopoulos on LinkedIn    Check out VIE Healthcare and SpendMend    You'll also hear:    How Grapevine is putting the power back in the hands of healthcare providers: ‘'We do that by showing doctors what they should be paying for the supplies that they use on a regular basis. We make it incredibly easy to achieve savings of more than 50% on their healthcare, medical supply, and even drug, pharmaceutical spend.''   Helping healthcare organizations to shop smarter: The hospital that saved 40% in one month: ‘'We've got a public company that uses Grapevine. They have 80 locations. They're in the oncology space. They went from spending $400,000 a month on supplies down to $250,000 in their first month, which was January 2024. So they are down 40% in the first month. There's a lot more work for us to do there. I think we can get them down to close to 80%.'' Recognizing that every hospital has unique needs: ‘'So yes, we need to have standardization. We need to have the best practice, best ways of doing things, but this hospital, this large health system in New York has different needs than a rural hospital out in Kansas or wherever it may be. So meeting those needs is going to look different. So we need to find ways to do that in order to minimize those inefficiencies.'' Putting all of your data into one screen is the first step to reducing waste: ‘'If you're managing 100 different suppliers, and that means you have a person or maybe dozens of people or hundreds of people that log into one screen and then they are pulling up listings that look totally different, and then putting another window up and looking at it on the other screen and then trying to do that across 12, you're hopeless at that point. You need to have all of your options in one place. ‘'   What To Do Next:   Subscribe to The Economics of Healthcare and receive a special report on 15 Effective Cost Savings Strategies.   There are three ways to work with VIE Healthcare:   Benchmark a vendor contract – either an existing contract or a new agreement. We can support your team with their cost savings initiatives to add resources and expertise. We set a bold cost savings goal and work together to achieve it.  VIE can perform a cost savings opportunity assessment. We dig deep into all of your spend and uncover unique areas of cost savings.  If you are interested in learning more, the quickest way to get your questions answered is to speak with Lisa Miller at lmiller@spendmend.com or directly at 732-319-5700.  

‍‍Is cybersecurity one of your top concerns as a dental practice owner? If not, today's episode will likely change your mind. Join me in this important conversation with IT expert Reuben Kamp, where we delve deep into the chilling event of the recent cybersecurity attack on UnitedHealthcare. UnitedHealthcare was manipulated into transferring a shocking $22 million in Bitcoin to a hacker group known as "Black Cat" and this incident will serve as a firm reality-check and wake up call for everyone in the healthcare industry.In our discussion, Reuben unwraps the tangled mess of this cyber-crisis, explaining how these ransomware attacks are affecting dental practices just like yours. Are you aware that a disturbing 6% of dental offices have already faced such debilitating attacks in 2022 alone? Our conversation pivots around the critical importance of stringent cybersecurity measures, such as HIPAA compliance, robust firewalls, ongoing risk evaluations, and how these can be your safeguard against such threats. Stick around as we close with vital insights on the gaping vulnerabilities that led to the UnitedHealthcare breach and how Reuben and his team, at Darkhorse Tech, take proactive steps to ensure that their clients remain secure and HIPAA compliant.What You'll Learn in This Episode:The chilling details of recent cybersecurity incident involving UnitedHealthcareHow ransomware attacks can deeply affect your dental practiceThe importance of stringent cybersecurity measures, including air-gapped backupsThe crucial role of HIPAA compliance and ongoing risk assessmentsInsights on the vulnerabilities exploited in the UnitedHealthcare incident and how to avoid similar breachesThe proactive steps taken by Dark Horse Tech to ensure client securityRemember, investing in reliable cybersecurity measures is the first step in protecting your valuable assets. Make sure to tune into this crucial episode and equip yourself with a robust defense arsenal against the rising tide of ransomware attacks!‍For DSO integrations, startup solutions, and all your dental IT needs, let our sponsors, Darkhorse Tech, help out so you can focus on providing the amazing care that you do. For 1 month of FREE service, visit their link today! https://thedentalmarketer.lpages.co/darkhorse-deal/‍You can reach out to Reuben Kamp here:Website: https://www.darkhorsetech.com/Email: admin@darkhorsetech.comPhone: 800-868-4504Facebook: https://www.facebook.com/DarkhorseTech‍Mentions and Links: Businesses/Services:UnitedHealthcareHenry ScheinChange HealthcareAspen DentalUPSConnectWiseOther Mentions:BlackCat HackersBitcoin‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: Hey, Ruben. So talk to us. What's one piece of advice you can give us this Monday morning? Reuben: Wow. Well, we're going to talk about cybersecurity. just recently we had United healthcare. I think you've heard of them before. Uh, they just wired 22 million in Bitcoin to a hacker group called black cat.that name is familiar. It's cause they hit Henry shine three times last year. So. This Monday morning broadcast is about cybersecurity and how you can protect your dental practice. Michael: Interesting. Yeah. You sent me that the literally right before we're about to record right now, the link to it and it happened, it says on March 1st, a Bitcoin address connected to, and then it 350 So then they basically United healthcare paid them, right? Reuben: So the full story is. Last week, uh, they noticed something was wrong with their system. this is Change Healthcare. They're owned by United Healthcare. their role in a, in a dental practice is they are the middle man. They process claims.They are also involved on e prescribe, right? narcotics, you know, you're clicking your button in your practice management software, that's getting sent to the local pharmacy. That is actually still down by the way. so we're, we're 10 days with so far. and the E prescribed modules that are powered by that are down.What just happened? Um, but you were referring to that article I was talking about is I was going to ask you how, how many Bitcoin do you think 22 million is? But I think I already told you, it's not that much, it's like, 22 millions, about 350 ish Bitcoin. and you can see how devastating the attack was because they actually paid it.which is insane. I think, uh, you know, when you, when you think about organization, a business that gets. Hit by ransomware. Why don't they have backups? why do we have to pay this ransom? You should have backups. Well, they either didn't have backups Which again just absolutely insane for an organization this size the backups were also encrypted which again is just mind boggling For a company of this size that they didn't take their internal IT Uh, seriously.Michael: Interesting. So then let me ask you, because this has happened with UnitedHealthcare, oh, huge organization, right? So how could this be prevented and can something like this happen on a smaller scale, like a practice, single practice, single doc practice? Reuben: Yeah, I mean, the stats last year. So we, um, I should say 2022 because we don't have clean data yet for 2023.That's still being compiled. So the big kind of flashing yellow banner here is 6 percent of all dental offices had an issue with ransomware. In the year 2022. So I mean, quick math, 250 practice locations, uh, 6%. So that means 15, 000 dental offices dealt with ransomware last year. It's not a small number, the problem is getting, you know, even data further than that. Basically, once this happens and there's a breach and patient health care information is involved. we're talking about radio silence, right? The, the OCM, these government organizations try to keep it unless it's a giant thing.They, they try to keep it relatively under wraps. Right. So this is something that a large percentage of the industry is dealing with, I mean, think about like. If 6 percent of all the drivers on the road got into accidents, that would be a monstrous number. so to answer your question, small dental practices, small DSOs, emerging DSOs, midsize DSOs, large DSOs, like Aspen Dental that got hacked last year, they're all dealing with this same problem.But UnitedHealthcare is a larger target. Right, so they're going to attract black cat is like the creme de la creme of the hackers out there. they were the ones that did shine, as I mentioned before. were not involved in the Aspen Dental, but you know, those are three big, splashy events, that happened and are breaches because patient health information, in this case, six terabytes of patient health information, claims data, social security numbers, treatment performed, that's why they paid 22 million.Michael: Okay, so you mentioned two things. Their backups, they probably didn't have a backup or their backups were not encrypted or encrypted or something like that, right? You said Reuben: so how you're supposed to do backups is you're supposed to have two copies. One can be connected to your server and the other one needs to be what we call air gapped, basically one step removed.And the reason is. What we're talking about right here. You get hit that one that's actually connected to your system directly is also going to get compromised. So that's why you need to have an air gap. You know, sometimes that's a cloud backup. that's probably the easiest way to explain it to the audience here is like you have a local backup, you have a cloud backup backup should be set up to be air gapped so that I mean, we can talk about ransomware with the building burns down, you want your backups not in all in one, not have all your eggs in one basket.So backup. if anyone ever pays the ransom, you know that their backups are not working properly here's what happens when you have a backup hacker comes in, they encrypt your data. You say, Oh man, that sucks. And then you kick them out of the system, clean it all up and you restore from your backup.You do not have to pay. The ransom, the ransom is there because they are saying, Hey, you want your data back? You have to pay to get it. Well, you should be like, no, I have, I have backups. I'm not going to pay you go away. so it's just like, if you ever see an article about someone making a ransomware payment to hackers, it's because their backups didn't work.Now there's a lot that goes into protecting a dental practice. Backup is just one part of that, but it's a hundred percent of the time that if they're paying the ransom, it's because they don't have backups. Michael: Interesting. Okay. So then this can be prevented. How besides having backups, like you just tell your it company, like, Hey, make sure everything's backed up.That's it. Reuben: Yeah. I'll just, uh, for the sake of ease, assume everyone works with a competent it professional. So yeah, you should say, Hey, it company, am I HIPAA compliant? Are all my systems HIPAA compliant, right? Cause that should really answer the question, uh, questions, you know, one through 100 that follow after that firewall anti ransomware antivirus software, or you're keeping your computers up to date, you know, all this boring stuff, dentists just want to practice dentistry.And then we, you know, keeps us up at night over here on this side of the world, um, and backups. Which are the last line of defense, right? You get hacked. It's because something got through your firewall. Something got through your email filter. Something got past your antivirus software. The only reason we're talking about backups is because everything else failed.Michael: Hmm. Okay. So this is the last resort kind of thing is if Reuben: you're using backups, let's say outside of, I guess let's just continue to focus on ransomware, right? Because if your server fails, Hey, I've got a backup. No problem. We're going to get a new server. We're going to, but again, when we're talking about, if you're down because of ransomware and you're making a payment to this company, it's because you don't have backups.You would just tell them, hey, thanks for, uh, that headache, go away, cause you wouldn't have to worry about it. Michael: how common is this Ruben? Honestly, like within practices, have you seen this? Like, Oh my God, ransomware has happened. Reuben: Yeah, we don't have to deal with it as an IT company. We work for currently 1077 distinct practice locations, right?That's a lot of patient health information. A lot of different networks. We're not dealing with ransomware. Okay, and it's because it's not rocket science. It does take. Someone who's devoted and pays attention to the market, you do what HIPAA says you get a firewall in there, you get anti ransomware, you make sure the network is set up properly, you make sure, you know, Wi Fi is secured, backups, and this is not something you deal with.So, you know, the fact that it's affecting 15, 000 dental offices and, you know, it's crazy. It's affecting the small, the medium, and the large, right? No one is being spared by this. You know, uh, people continue to hire professionals that are, are saying, Hey, yeah, we got you covered doc. But what's actually happening is, is not that, so, you know, it's, it's a really hard.Position for the doctors in, right. You get, let's say you get a referral from buddy who's not in healthcare that doesn't, you know, Hey, I got a great it guy. Well, it's really important that he knows what it takes to protect your practice. Right. And again, yeah, backups is one part of that. I would argue it's the most important part, right?Backups equals downtime. They're not set up properly downtime. Patients are walking in the door, your systems are down, you can't take x rays, they're looking at you in the face, it's embarrassing that your technology doesn't work, let's just skip that and just do it right the first time. Michael: Mmm, gotcha. Okay, so it's more like the HIPAA compliance type of deal.You gotta ask them, hey, are you HIPAA compliant? And if they're like, yeah, sure. Like, yeah, sure. Reuben: Well, uh, yeah. And then I guess the, the, the follow up question, the magic words you could say is at, you know, where's your risk assessment, ask them for a risk assessment. And that's basically they have to give you a report.And this is the first thing. If you ever get audited by OCR office of civil rights, who's in charge of enforcing HIPAA and the fines and all that, that's the first thing they asked for, where's your risk assessment, right? It is. your self evaluation, It is, Oh yeah, we have this old CBCT that only works with a Windows seven PC.Okay. That's an identified vulnerability in your system. That should be in your risk. So that's just one example. It's basically an analysis of your practices, security profile. Michael: Gotcha. Okay. So in a nutshell, United healthcare, were they not HIPAA compliant? Reuben: We know they're not HIPAA compliant because they paid the fine.Michael: We can Reuben: skip right to the conclusion, which is, again, you're paying the fine, you didn't do your backups properly. We know that six terabytes of patient health information have been compromised. Names, date of birth, social security number, treatment provided. We're talking about, you know, claims. So prescriptions, I mean, this is a monumental event, uh, in the industry.Michael: Yeah. And it just happened because of an email. Reuben: So I'm glad we got to the why right? So we look at Aspen Dental. We look at Shine last year. Exactly what you just said is true. It happened just because of a single email, right? We can talk about fishing. Fishing is Someone pretends to be someone else.Could be UPS, it could be your boss, they want you to click on a malicious link. So someone from, let's say Shine, clicked on the link, it encrypted their information, all of a sudden, you can't order supplies from Henry Shine's ordering website or for your rep, and, uh, they got hacked a couple times just because of some hubris that happened.But, this changed healthcare, UnitedHealthcare situation is actually a different attack vector. All right. So we learned the lessons from that one. It was a great reminder, train your staff, have good email filters. Okay. This one, you want to guess how they got, you're never going to guess because it's so stupid.All right, Michael, you know what remote access software is? Michael: Yeah. Where you can access it from like a, another location, right? Reuben: Yeah. All right. Well, United healthcare. Wanted to save some money, so they bought a program and hosted it themselves, I'm a small business owner like many people listening here.I do the real thing It's a cloud product. It gets updated in real time. They bought a old product to use called connect wise And they hosted it in their own facility. Okay. And didn't update it. So black cat found the vulnerability cause it hadn't been updated in years, got into the system and the rest is history.So lessons are, I mean, this, this is applicable to windows security updates, right? There's a reason that Microsoft releases them. call it patch Tuesday, right? There's that Tuesday they it's because people like black cat are getting into the system, right? Researchers as well are identifying and windows is releasing, patches to fix those holes in the system.All right, well, imagine if, you know, you wait a couple of weeks, probably not that big of a deal, right? For your system to be out of date by a couple of weeks, take it back a month, still probably not six months. That's getting to be a little worrisome, right? That vulnerability has been known for six months.Okay. Oh, now we're talking about four times that amount of time. And I keep going back to the size of these companies and it's the hubris. It won't happen to me. is just, again, it's one of those things you don't think about. I call it roads and bridges, right? You don't think about it until you haven't paid enough attention or spend enough money on it, and then something like this happens.Michael: Interesting. All righty, Ruby, man, and your company dark horse tech covers this, right? So if I were to sign up with you guys. Immediately and ask you, Hey, make sure you do the HIPAA compliance. Everything it's already cut. Reuben: We do not enter into client engagements without this being in place, this protection being in place.So yes. And, uh, you know, to further accentuate presence in the industry. Um, if something ever did happen, right, I started this 12 years ago. This is not something we've dealt with at all. If something were to happen, that is going to be on our cyber liability insurance, not the clients, because that would be a failure of a service that we're providing to them.So it's, it's probably a topic for another day, but, uh, I will leave you with, please have your it company sign business associates agreements. MME Reuben Kamp Ransomware DRAFT: Nice. Okay. Awesome. Ruben, I appreciate your time. And if anyone has further questions, where can they find you? Reuben: CEO of Dark Horse Tech, dark horse tech.com. I am admin A DMI n@darkhorsetech.com.Um, email, call me numbers everywhere. You know how to reach me on Facebook, I'm around. Michael: Awesome. And that's gonna be in the show notes below. So if you wanna ask Ruben any more questions or concerns or look into Dark Horse Tech at the same time, going to channel Notes below. Look for Reuben's name and look at those links there.And Reuben, thank you so much for being with me on this Monday morning episode. Reuben: Thanks Michael.‍

‍‍How did a small-town practice owner rise up to become a trailblazing figure in advanced dentistry? In this episode, we weave through the fascinating journey of Dr. BJ Moorhead, who started from modest roots to dominate the realm of patient-focused, anxiety-reducing dentistry. Discover how BJ nurtured his solo practice whilst teaching at an IV sedation program for dentists, embracing a forward-thinking dental care approach that centers on the patient's comfort and trust.Find out how Dr. Moorhead triumphs in managing fear-based patients, stressing the significance of open-ended dialogue and giving patients their rightful control over their treatment decisions. We venture into his effective marketing strategies, demystifying his utilization of Google Ads and shedding light on why benefits reign over technical jargon in his promotional handouts. Our discussion concludes with BJ disclosing his three revolutionary tools and a wealth of advice for dentists facing adversity. This episode encapsulates insights and practical tips to nurture a thriving practice in today's modern world.What You'll Learn in This Episode:The importance and implementation of open-ended patient dialogueCrafting marketing strategies that prioritize benefits over technicalitiesDr. BJ's unique path towards success in advanced dentistryInnovative tools and methodologies applied in Dr. Moorhead's practicesEngaging with fear-based patients and strategies to inspire their trustWisdom for overcoming hardships in your dental journeyFeel inspired? Don't miss out on this exciting journey! Tune in, uncover the secrets to growing a successful practice, and learn firsthand why patient comfort is the pinnacle of advanced dentistry.‍‍Guest: Dr. BJ MoorheadBusiness Name: StreamDentCheck out BJ's Media:Website: https://www.streamdent.com/Email: dr.m@streamdent.comPhone: 502-509-1570IV Sedation Training for Dentists: https://www.ivsedationtrainingfordentists.com/coaching‍Other Mentions and Links:‍Software:WeaveDentrixDEXISGoogle VoiceEstablishments/Brands:Spear EducationInvisalignNuCalmTriazolamValiumApplebee'sHenry ScheinPeople/Public Figures:Walter Hailey's Dental Boot KampDr. Ted RaybouldDr. Rodger LevinSocratesGrace rizza - Chicago MarketerDr. Darren GreenwellDr. Jack Turbyfill (Branching Technique)Organizations:ADAKentucky Dental Association‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍‍

How does one successfully launch a boutique dental practice in a saturated market like New York City? In this episode, we speak to, Dr. Arti Jagirdar, who shares her journey of establishing Flatiron Dental, a distinguished dental practice that offers more than just the basics. She offers a candid account of her decision to adopt a patient-centric, fee-for-service model and its subsequent impact on the practice. Dr. Jagirdar's unique offerings such as sleep apnea treatments and airway consultations have been key in differentiating Flatiron Dental in the bustling cityscape of New York.We also delve deeper into the nitty-gritty of setting up shop, from navigating lengthy lease negotiations to the vital role of legal consultations in contract signings. Dr. Jagirdar also recounts the unexpected challenge of a trademark battle over her practice's name, underlining the importance of resilience, legal advice, and the power of standing by your choices with integrity. Rounding up the conversation, we discuss the critical role of cultivating relationships and harnessing the power of word-of-mouth in attracting new patients to your practice, and how becoming a thought leader in the dental community can build a strong brand presence.What You'll Learn in This Episode:The importance of a unique service offering in a densely saturated marketInsights into the fee-for-service model in dentistryWhy never to sign a contract without a lawyer's approvalHow to handle unexpected challenge such as trademark disputesThe power of word-of-mouth and relationships in building a patient baseThe potential for thought leadership to strengthen your brandDon't miss this episode full of valuable insights from Dr. Jagirdar - it's brimming with lessons for anyone wanting to make their mark in a competitive market!‍‍Guest: Dr. Arti JagirdarPractice Name: Flatiron DentalCheck out Arti's Media:Website: https://www.flatirondentalnyc.com/Instagram: https://www.instagram.com/flatirondental/Flatiron Dental Playlist: https://open.spotify.com/playlist/5qHLpjIikJHlEOVv3Y7dYY?si=5d09cbd507704653‍Other Mentions and Links:‍Podcasts:438: DR. AVI PATEL | CLEAR ALIGNER ADVISORBooks:Man's Search for MeaningThe Denial of DeathThe Artist's Way: 30th Anniversary EditionSoftware:Open DentalBusinesses/Brands:Henry ScheinWonderist AgencyHDA Accounting FirmMethod - Unified SmilesTend Offices in NYCIdeal PracticesBreakaway SeminarsInvisalignQueensboro Plaza Dental CareLocations/Establishments:NYUFordham LawMount KilimanjaroKois CenterBanks/Financial Institutions:First Citizens BankBank of America Wells FargoHuntington BankProvideOrganizations:HIPAAOSHASpear EducationPeople/Connections:Robert MontgomeryDr. Michael NguyenDr. Frank SpearDr. Alina Lane - all smiles DentistryAlan Withall - Henry ScheinDr. Scott LeuneJayme Amos - Ideal PracticesElizabeth Mulderig - Ideal PracticesReed Wrisley - Practice Real Estate GroupPatrick Black - Precision Contracting CorpJaclyn Ionin - Intellectual Property AttorneyMike Gharib - Ideal PracticesChrystle Cu - CocoflossOther:Maslow's Hierarchy of NeedsMarfan Syndrome‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍‍

The Cybercrime Magazine Podcast brings you daily cybercrime news on WCYB Digital Radio, the first and only 7x24x365 internet radio station devoted to cybersecurity. Stay updated on the latest cyberattacks, hacks, data breaches, and more with our host. Don't miss an episode, airing every half-hour on WCYB Digital Radio and daily on our podcast. Listen to today's news at https://soundcloud.com/cybercrimemagazine/sets/cybercrime-daily-news. Brought to you by our Partner, Evolution Equity Partners, an international venture capital investor partnering with exceptional entrepreneurs to develop market leading cyber-security and enterprise software companies. Learn more at https://evolutionequity.com

AADOM Radio & eAssist Present:Penny Reed-Chief Growth Officer Learning Objectives:Provide strategies for office managers in dental practices to enhance their performance and reduce stress levels.Offer practical advice on communication, time management, patient experience, self-care, and outsourcing dental billing.Empower dental practice leaders with insights to streamline operations, improve patient satisfaction, and ensure the well-being of office managers.More About Penny:Penny Reed is the Chief Growth Officer at eAssist Dental Solutions, and theauthor of the book, Growing Your Dental Business. Penny was recruited byher own dentist to run his growing practice, after spending two years as an ITmanager with the Walmart Corporation.Penny has over 30 years of experience as a speaker and dental business coachand has been designated a Leader in Dental Consulting by Dentistry Today from2007 to present. She is a certified “Behavioral Consultant” through the Institutefor Motivational Living, and a former Dale Carnegie Trainer.Penny is the executive team support for the marketing department at eAssist, thenation's leader in outsourced dental billing. She speaks at dental meetings aboutteam coachability, effective revenue cycle management, and practice growth.Penny is a member of the Academy of Dental Management Consultants, TheSpeaking and Consulting Network, and a Speaking/Consulting member of theAmerican Association of Dental Office Management.More About eAssist Dental Solutions:https://dentalbilling.com/eAssist Dental Solutions, a Henry Schein company, is the nation's leading dental billing company. eAssist serves thousands of dental practices by providing them with vetted dental billing specialists, allowing practice owners to fully outsource their billing department to eAssist. This end-to-end solution enhances a dental practice's revenue cycle management and eases the burden on office staff, ultimately helping practices be more efficient, profitable, and patient-focused.More About AADOM:https://www.dentalmanagers.com/

‍‍How does a dedicated dentist navigate her way to owning her own practice while facing an array of personal and professional challenges? This episode provides a close look at the journey of Dr. Ana Santana Guerrero, a fiercely resilient dentist who left her home country, dealt with educational re-equivalence, braved high-stake exams, grappled with intense competition, and still managed to realize her dream of owning a dental clinic. We dissect Ana's transition from an associate to an owner in depth, illuminating her unwavering focus on goal setting and how an "unfortunate event" acted as a catalyst for her to leap into the world of self-owned practice, offering a relatable, deeply inspiring tale.Navigating the nitty-gritty of running a practice isn't easy, even more so when it's in a foreign country. Learn the ropes as Dr. Ana Santana Guerrero shares her experiences on various aspects of managing a dental clinic - from selecting an optimal location to staff management, from dealing with financial nuances to creating a unique, patient-centered practice. We also delve into her marketing strategies and discuss how humanizing her approach and prioritizing personalized communication played a key role in patient retention.What You'll Learn in This Episode:How to balance bills, staff salaries, and personal compensation in the early stages of practice.Importance of goal setting for personal and professional growth.Effective strategies for creating a patient-centric experience.The power of word-of-mouth and real-world interactions in marketing.How to navigate ethical dilemmas in the dental industry.Insights on dealing with companies in the dental arena.Don't miss out on this enlightening conversation packed with actionable insights and inspiration!‍‍Guest: Dr. Ana Santana GuerreroPractice Name: Astra DentalCheck out Ana's Media:Website: https://www.astradental.ca/Email: info@astradental.caInstagram: https://www.instagram.com/astra.dentalFacebook: https://www.facebook.com/ASTRA.DENTAL.CLINIC‍Other Mentions and Links:‍Software/Services:Google AdsBusinesses/Vendors:Patterson DentalHenry ScheinMGEAlign TechnologyNobel Biocare3MProducts/Brands:MaciTeroInvisalignNaproxenMcDonaldsTV/Publications:Wheel of FortuneEstablishments:Dalhousie UniversityCentral University of Venezuela‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍‍‍

Tune in for today's industry updates.

I'm stoked to bring you another exciting Nifty Thrifty Dentists podcast episode. This time, I had the pleasure of chatting with Sean Birney, the Vice President of Marketing at Masterlink, a company that many of my fellow dentists know for their incredible Apex Dental Sensors. Brace yourselves because we've got some exclusive Black Friday Deals you don't want to miss! If you're part of our 55,000+ strong Facebook group, you're likely familiar with Masterlink as a consistent contributor of fantastic deals to our community. They've been in business for over three decades but, for the past ten years, their Apex Dental Sensors have been the go-to for dentists looking to upgrade their dental sensors at unbeatable prices. So, other than their unparalleled price points, what's the buzz about Apex Dental Sensors? Well, for starters, they seamlessly integrate with most major dental imaging software. The slim design with sensor plates measuring only 5.3mm and beveled corners ensures comfort during use, setting them apart in terms of quality and user experience. And I'll be the first to say that the customer support at Masterlink is top-notch—Sean emphasizes the importance of swiftly and effectively resolving client issues and prioritizing customer satisfaction. Also, the Apex Dental Sensors come with a SensorCare Protection Plan, safeguarding against defects for up to five sensors per office. There are two plans: Basic Sensor Care for $495/year (50% off the retail price for replacement sensors) and Sensor Care Plus for $895/year (your first replacement sensor is free). That's a value you won't find elsewhere. Another standout feature of Apex Dental Sensors is their waterproof and dustproof design. With an IP67 rating, these sensors can be immersed in disinfecting liquid without any worries about damage. That's innovation meeting practicality right there. Sean and I walked through a screen share presentation of Masterlink's website during the podcast to give you an inside look. If you're curious and ready to snag a Nifty Thrifty Deal, reach out to Sean on Facebook or visit our special landing page at https://dentalstore123.com/shop/apex-dental-sensors/ for all the details. Don't miss out on this opportunity to elevate your dental practice with top-tier sensors at unbeatable prices. Tune in, get the scoop, and make this Nifty Thrifty Deal the best one for your dental clinic! Learn about: Why does Masterlink refuse to sell through dealers (e.g. Henry Schein, Patterson, etc.)? In other words, why do Sean and his team sell directly to doctors with no “middleman” in between?Hint: The “middlemen” like to mark up the prices, sometimes for as much as thousands of dollars or more!What major dental imaging software does Masterlink work with?Hint: Basically, all of them!How do Apex Dental Sensors compare to other dental sensors?Hint: They're thinner and more powerful than their counterparts, but the price point is the “big, big” difference!What does Sean mean when he says that Masterlink's profits go to their support team?What's the worst damage Sean has ever seen when replacing a client's sensor for Masterlink's SensorCare Protection Plan?Hint: He's received sensors that look like they've been put through a blender!How does Masterlink sell dental sensors at half the price of the “big dogs” in the industry without compromising quality?And more! Nifty Deal: Adult Apex Dental Sensors are usually $5,495, but now they're just $3,495 (with an extra 5% off for Nifty members). Meanwhile, the pedo size—typically $5,495—is available for just $2,995 (also with an extra 5% off).Placing orders through the special Nifty Thrifty landing page at https://dentalstore123.com/shop/apex-dental-sensors/ ensures free ground shipping, with expedited options available.

AADOM Radio & Tekagogo Present:Eric Payne, FounderLearning Objectives:Benefits of using software as a solution in your practice in order to avoid downtime enabling you to produce the most dentistry per hour possible.1. Less downtime- When your equipment fails and goes down, your whole office may be down, which is a loss of income and money for that day or time period. It is important to protect your bottom line and the health of your equipment.2. Less rescheduling of patients- What a pain when you have issues with any of your equipment and you need to spend time, money, and stress on calling to reschedule patients for that day or even longer!3. Transparent, smart software- Our smart software is simple, and available to you through your dashboard anytime. No more paper billing and tracking which work order occurred when. Our software keeps it all in one tidy place for you to access at any time.4. PM Program- Are you proactive or reactive? Regularly scheduled visits help prevent the Manic Monday where your equipment goes down and you panic! Why not fix things before they fail, and rest assured that your equipment is maintained like a well-oiled machine?Learn More About Eric:Eric is referred to endearingly as our Chief Troublemaker. With more than two decades of sales experience and over 20 years with Henry Schein, one might say he loves all things dental. He does not take notice of difficulty lightly and has always loved to make plans that inspire change! Excited by the “disruptive nature” of our company, Eric finds inspiration and motivation from the music of the 80s. He lights up every room!Learn More About TekegogoLearn Moe About AADOM   

Welcome to the MassDevice Fast Five medtech news podcast, the show that keeps you up-to-date on the latest breakthroughs in medical technology. Here's what you need to know for today, December 21, 2023. Check out the show notes for links to the stories we discussed today at MassDevice.com/podcast. Pulse Biosciences announced the first human use of its pulsed-field ablation catheter. Fast Five hosts Danielle Kirsh and Sean Whooley discuss how the catheter works and what performing doctors thought about using the device.  Henry Schein is entering the orthopedic extremities market by acquiring a majority interest in TriMed. Whooley talks about how the deal helps Henry Schein and some of the company's other news from this year.  Zoll Medical has disclosed an email phishing attack and potential data breach at the company. Hear what caused the attack and details about whether information as been misused in today's podcast. Philips' BioTelemetry will pay $14.7 million to settle false claims violation allegations, the U.S. Department of Justice has said. The Fast Five hosts go over the allegations and what the DOB contended. Olympus bronchoscopes in a Class I recall could lead to burns and fires. Whooley explains which devices are affected, what could happen with continued use and what the company is recommending.

On this week's show Patrick Gray and Adam Boileau discuss the week's security news. They cover: The Citrixbleed ransomware crisis Why the FBI hasn't arrested Scattered Spider members DPRK is in your supply chains Microsoft has a brainwave and buys a HSM When civil war meets pig butchering Much, much more This week's show is brought to you by Airlock Digital. David Cottingham and Daniel Schell are this week's sponsor guests. Links to everything that we discussed are below and you can follow Patrick or Adam on Mastodon if that's your thing. Show notes ‘Citrix Bleed' vulnerability targeted by nation-state and criminal hackers: CISA Australian ports operator recovering after major cyber incident Minister lashes DP World hack failure Gang says ICBC paid ransom over hack that disrupted US Treasury market | Reuters Cyberattack on US hospital owner diverts ambulances from emergency rooms in multiple states | CNN Politics Fidelity National Financial investigating cyberattack that led to service disruption | Cybersecurity Dive Potentially hundreds of UK law firms affected by cyberattack on IT provider CTS North Texas water utility serving 2 million hit with cyberattack Healthcare manufacturer Henry Schein expects platform restored this week after cyberattack High-profile ransomware gang suspects arrested in Ukraine FBI struggled to disrupt dangerous casino hacking gang, cyber responders say | Reuters Chinese spies had acces to Dutch chip maker NXP's systems for over two years: report | NL Times North Korean supply chain attacks prompt joint warning from Seoul and London North Korean attack on CyberLink impacted devices around the world, Microsoft says North Korean ‘BlueNoroff' group targeting financial institutions with macOS malware Microsoft upgrades security for signing keys in wake of Chinese breach | CyberScoop (14) Microsoft Should Look to the Past for Its Security Future Sacked Ukrainian cyber chief released on bail amid corruption probe Second top Ukrainian cyber official arrested amid corruption probe Report claims to reveal identity of Russian hacktivist leader Rebel offensive in Myanmar takes aim at online scam industry Myanmar Rebel Offensive Helps China's Cybercrime Crackdown Shadowy hacking group targeting Israel shows outsized capabilities | CyberScoop Nearly two dozen Danish energy companies hacked through firewall bug in May Senate proposes surveillance bill without FBI warrant requirement The FCC says new rules will curb SIM swapping. I'm pessimistic | Ars Technica EU urged to drop new law that could allow member states to intercept and decrypt global web traffic Google researchers discover 'Reptar,' a new CPU vulnerability | Google Cloud Blog Spavor blames fellow prisoner Kovrig for Chinese detention, alleges he was used for intelligence gathering - The Globe and Mail The Mirai Confessions: Three Young Hackers Who Built a Web-Killing Monster Finally Tell Their Story | WIRED

On this week's show Patrick Gray and Adam Boileau discuss the week's security news. They cover: The Citrixbleed ransomware crisis Why the FBI hasn't arrested Scattered Spider members DPRK is in your supply chains Microsoft has a brainwave and buys a HSM When civil war meets pig butchering Much, much more This week's show is brought to you by Airlock Digital. David Cottingham and Daniel Schell are this week's sponsor guests. Links to everything that we discussed are below and you can follow Patrick or Adam on Mastodon if that's your thing. Show notes ‘Citrix Bleed' vulnerability targeted by nation-state and criminal hackers: CISA Australian ports operator recovering after major cyber incident Minister lashes DP World hack failure Gang says ICBC paid ransom over hack that disrupted US Treasury market | Reuters Cyberattack on US hospital owner diverts ambulances from emergency rooms in multiple states | CNN Politics Fidelity National Financial investigating cyberattack that led to service disruption | Cybersecurity Dive Potentially hundreds of UK law firms affected by cyberattack on IT provider CTS North Texas water utility serving 2 million hit with cyberattack Healthcare manufacturer Henry Schein expects platform restored this week after cyberattack High-profile ransomware gang suspects arrested in Ukraine FBI struggled to disrupt dangerous casino hacking gang, cyber responders say | Reuters Chinese spies had acces to Dutch chip maker NXP's systems for over two years: report | NL Times North Korean supply chain attacks prompt joint warning from Seoul and London North Korean attack on CyberLink impacted devices around the world, Microsoft says North Korean ‘BlueNoroff' group targeting financial institutions with macOS malware Microsoft upgrades security for signing keys in wake of Chinese breach | CyberScoop (14) Microsoft Should Look to the Past for Its Security Future Sacked Ukrainian cyber chief released on bail amid corruption probe Second top Ukrainian cyber official arrested amid corruption probe Report claims to reveal identity of Russian hacktivist leader Rebel offensive in Myanmar takes aim at online scam industry Myanmar Rebel Offensive Helps China's Cybercrime Crackdown Shadowy hacking group targeting Israel shows outsized capabilities | CyberScoop Nearly two dozen Danish energy companies hacked through firewall bug in May Senate proposes surveillance bill without FBI warrant requirement The FCC says new rules will curb SIM swapping. I'm pessimistic | Ars Technica EU urged to drop new law that could allow member states to intercept and decrypt global web traffic Google researchers discover 'Reptar,' a new CPU vulnerability | Google Cloud Blog Spavor blames fellow prisoner Kovrig for Chinese detention, alleges he was used for intelligence gathering - The Globe and Mail The Mirai Confessions: Three Young Hackers Who Built a Web-Killing Monster Finally Tell Their Story | WIRED

Today's episode is proudly sponsored by Darkhorse Tech, your go-to Dental-driven IT solutions company!‍‍‍Picture this: You're running a dental practice, and your patients' trust and data are your top priority. Enter Darkhorse Tech, the guardians of your patients' information, the solution to your IT headaches, and the force behind your seamless tech integrations.Your practice deserves the best, and Darkhorse Tech delivers.Click this link for an exclusive offer: https://thedentalmarketer.lpages.co/darkhorse-deal/AND if you're listening before November 27th, 2023, take advantage of their Black Friday deal! https://thedentalmarketer.lpages.co/darkorse-black-friday-deal/‍Guest: Reuben KampBusiness Name: Darkhorse TechCheck out Reuben's Media:Website: https://www.darkhorsetech.com/Facebook: https://www.facebook.com/DarkhorseTechInstagram: https://www.instagram.com/darkhorsetech/Email: admin@darkhorsetech.com‍Other Mentions and Links:‍Companies/Software: Benco Open Dental Microsoft Azure Flex Mango Dentrix Ascend Eaglesoft CareStack Oryx Archy DEXIS Carestream‍Useful Terms: DHCP - service that hands out IP addressesDNS - how devices resolve internet addressesGateway - how you get to the internetHIPAA - Health Insurance Portability and Accountability Act‍People/Communities: Howard Farran (podcaster + blogger)‍Dentistry Dentistry Uncensored with Howard Farran (podcast)‍Dental Town (blog/website/community)‍Host: Michael Arias‍Website: The Dental Marketer Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Join this podcast's Facebook Group: The Dental Marketer Society‍‍My Key Takeaways:I'm moving to cloud based software. Do I still need IT support?How to spot out IT companies that may be dishonest.How does your IT company help with HIPAA compliance?The basics on IT with firewalls, antivirus, and internet connectivity. Why do we need reliable options for these?Why the D.I.Y. mentality is often not the right call with your IT solutions.‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍Episode Transcript (Auto-Generated - Please Excuse Errors)Michael: All right. It's time to talk with our featured guests. Beloved person. Everybody adores him. Ruben Camp. How's Reuben: it going, man? You know how hard it is to be beloved and an IT guy at the same time. So, I'm doing great. Thanks, Michael. I've been doing this 11 years and just happy to be talking to you today.Michael: No, man. We appreciate it. We appreciate everything you're doing. I know you guys have, um, done a lot for the dental community, also startup community as well. Just practices in general. Um, at the same time, this is not your first episode with us. You've been with us, you've guided us through some processes.And at the same time, we're going to answer some of the most major questions today. But before we do that, if you can kind of give us a gist or a rundown, been doing this for Reuben: 11 years. That's right. Well, this is in Dark Horse. Um, Dark Horse is something that I started. It was, it was just me, you know, back in 2012.And, uh, we we've grown throughout the years. We got about 65 employees, about 1000 clients, uh, that are in the dental space. That's pretty much all we focus on is dental. So, uh, how I got into that is I used to be a Benco technician. So I used to do corporate it for, you know, the bad guys and, uh, you know, they really love selling birds and bibs and all that stuff.But it was kind of an afterthought. So I really wanted to. Um, you know, start a company where service was the, uh, the main forward, not selling consumables. So, Mm-Hmm. Uh, other Interesting. My dad was a dentist. That's how I got into this industry. I think everyone has a really interesting path about how you found dental.I know you do Michael as well. Right? We all kind of get dragged in somehow. Yeah. Um, you know, went to school, uh, at Chapel Hill to, to be a dentist and decided I didn't wanna do that. So, uh, yeah. Benco dark horse. Here we are. So you Michael: left Benco mainly because you were not seeing what you wanted to see, or what was the reason?Reuben: Yeah. So, I mean, there are a sales. Company first, right? So they're, you know, all the meetings and all the messaging and everything like that. It was, it was about how do we sell more product? How do we sell more CBCTs? How do we, you know, get more accounts and sell them consumables? You know, I call it burrs, bibs and everything else.and they had I. T. Because you know what? They didn't want shine or Patterson to be in that office. they almost like they had I. T. As a defensive mechanism, but not as like a core, something that they were putting a lot of resources in to develop. So, you know, I'm very passionate about what I do, uh, customer service and dental.That's kind of like, that's my niche. So, you know, let's say if Benco was 80, 20 sales to service, right? We have three people in sales out of 65 people. So you can see just by the demographics of our, you know, how we're made up. Most of our people are in places to support our clients, not to sell, you know, to shove something down their throat.So that was very important to me just as a service technician that started a company versus You know, we have a lot of competitors out there that have just either, you know, either bought an IT company and they're just trying to squeeze it for profits or, you know, someone who does not understand customer service, but hey, they're really good at a P& L statement.Yeah, yeah. Michael: Did you specialize that in Chapel Hill IT? Reuben: No, I had biochemistry because I was, uh, that's pre dental based. Anything that's in the sciences basically is pre dental. So that's, uh, computers. that's just been kind of my thing for, you know, for as long as I can remember, you know, nine, 10, 12, got into building computers and fixing them and started a company in high school called it's good computer solutions with and we run around and.Anybody that knows Ithaca, it's Cornell. So we fix it in Cornell professors at all hours of the day. And anyway, so it's just kind of been a passion self taught passion Michael: of mine. Yeah. Cause I was going to ask you out of all the. Things you were doing in Benco. Why did you pick to hone in on IT? Reuben: Uh, for that solution?You know, they wanted me to be a dual trained tech, right? They wanted me not only to go into an office install a computer system, sensors mount a CVCT, calibrate it, do all that stuff. But they were like, you know it would be really great if while you're there someone's, you know Cuspidor doesn't work if you could also be crushing on the mechanicals, you know, suction, all that stuff, you know, amalgam separators.And I was, uh, I was just so, I was so talented at the I. T. side of things that I never really got that opportunity to learn on it. And that's fine because that's not really a passion of mine. Um, You know, those, those systems are kind of gross. What goes down the drain when they get clogged up. Uh, so, uh, there's some very talented, we call them core service technicians, right?The core equipment in the office. and we'll leave it up to the professionals, but, Michael: Gotcha. Okay, man. Interesting. So then fast forward, you started Dark Horse Tech and this is where you're at now. Now, I know we're going to kind of talk about, and let's kind of jump into that if we can. A lot of people do have.Open dental, right? and so break it down to me. What are the confusions when it comes to having that and then I. Reuben: T. Absolutely. So kind of how we got here is, you know, dark horse version 1. 0 was we were a small regional upstate New York company. I mean, it's good. New York, small town, 30, 000 people, 30, 000 college students.And, you know, that was the old way of doing things. And then, you know, we got a break and Howard for and hired me. And Howard was in Phoenix, so that was our first, I can't drive to your office, right? And we nailed it. he was running Open Dental, in his office. And that really gave us the confidence, uh, and exposure, right?Went on his podcast, got a, got a forum to, introduce myself to the dental community, which at that time was still. Dental town now about a year after that interview, it's like everyone fled to Facebook groups and then I followed, them over there. so dark horse version 2. 0 is not just, you know, we're five minutes from your office.It's. Hey, we're dental specific. That's our edge. If you're in Hawaii, if you're in Alaska, if you're in rural Nebraska, we'll support you. No problem. You know, we'll make it work. And Dark Horse version 3. 0 has been cloud. Right? So, and that's kind of where we're segwaying in here today. Is open dentals, you know, great company.They're well known for their customer service. That's what I care about. Right? So when you hear me singing companies phrases, that means when you pick up the phone and call them, they treat you well, and they solve your problem. so we've always loved open dental. and so the confusion has come up just recently.So cloud. Open that up. There's two versions. There's the one you just that everyone pretty much has right now, which is you call them up. You buy a license key and you put it on your server. And right. It's a local system. And then there is. Open Dental's internal cloud offering, like literally they hosted at their HQ in Oregon, and that is a separate version.So there are only 2 versions of Open Dental. However, this is where the confusion comes in, like professionals like us, right? We use Microsoft and Azure as their cloud platform. We take the first version, the normal version, the one that works with, you know, Flex and Mango and Medento and Swell, all your third party integrations.We take the one that you've been running on your local server, and we put it in the cloud. So same version, integrations all work. that's still version 1. Version 2 is the one that OpenNL offers, and they have a pricing sheet online that you can look at, but it does not have integrations with third party.Which is tough for me because that's when I hear feedback about OpenDental, the products, right, the support's great, but people really love using all the third party integrations and they love the ability to switch, right? If something's not working for them, uh, there's nine other paperless companies you can go to, right?Um, you know, or like, you know, Flex is a great example, right? Flex is only written for OpenDental. And they do a really good job of what they do, right? Does not exist in any other practice management software. Cannot, cannot replicate it. But let's say the owner general manager flex pissed you off. You can switch software.So you can't do that with any other platform out there. So to break it down really simply. There's the off the shelf open dental, and that's the one that, you know, that we're in large part supporting putting in the cloud, um, creating awesome solutions for single practices, multi site practices and D.S. O. S. And then there's the internal open dental cloud offering. We honestly across our, you know, we have right now 1050 clients. We have zero people on that second version. So Mhm. that is where most of the confusion has come in the space when you try to have a conversation like over Facebook, over text. It's really hard to parse that out, and then when people call Open Dental, it gets even more confusing. Really? Michael: Okay. let me ask you, when it comes to cloud, do you still need IT for that? You still need Reuben: IT. So, HIPAA compliance are just, they're linked together, right? It's just like, alright, you read the, you know, what you need to do to, you know, to protect your patient's health information.Need to have a firewall? That doesn't go away. Uh, you need to have the antivirus software that does not go away. you need to have a backup system that does go away as long as you don't have 3D images, right? Those don't go to the cloud yet. Those stay local, right? this is something that a conversation needs to happen.It's really hard for me to like text somebody back and forth and explain all this. I'm glad this podcast exists because I can now cite it. Like, hey, before you even talk to me, listen to our conversation here. IT is absolutely reduced by going to Open Dental Cloud. Again, the first one, the off the shelf one I'm talking about, it is not erased, right?Michael: Open Dental will help you with Open Dental. Anything else in your practice, printers, security cameras, internal cameras, sensors, CVCTs, PCI compliance, all that is, is traditionally still on the company. Gotcha. Okay. So then what are the frustrations when trying to explain this then I guess, do people still understand it or they're more like.What, Reuben: you know, it's I. T. there's like, I can't give my full explanation because it crosses the border into I. T. jargon and the three letter, you know, acronyms start coming out and everyone's lost. So what we typically do we share our screen, right? We say, Hey, this is exactly how it's going to work on your office.Okay. Okay. Okay. Um, take the example of somebody that is on a server based open dental solution. Right now. We say, hey, you know what? It's the same version. We're going to put it in the cloud. Your staff is going to walk in the morning. They're going to see an open dental icon. They're double click on it and they're not even going to know what's in the cloud.Execution is actually very simple, right? from the customer's point of view, right? There's some expertise that goes into, migrating to the clouds, you know, getting the cloud server where it needs to be security. All that stuff takes technical expertise, but the staff walking in the morning, double clicking on open dental that does not change.So, um, that's why it's been such a successful implementation is because it's like it's still open dental that people know and love. Uh, it's just not on a local server in your office. And, you know, historically, the cloud has been slower, right? But with Microsoft's, you know, recent introduction of a couple of different protocols that are again, here comes the three letter acronyms.RDP is now AVD, which as a virtual desktop, we're seeing now that the cloud is faster than a local server. So it's not only that it's it's 2023. Of course, this should be in the cloud, is actually, just as fast or even faster than a local server. So it's, uh, you know, a really great time to talk about.This is when you're looking to replace your server. It's like, hey, do you want to, you know, do you want to write a check every 5 years? Right? And maintain that hardware. And when you replace it, there's downtime to transfer it, or you go to the cloud. You know, it's a really great time to, to talk to your IT company about, um, options.So you don't have to buy one time, part of our cost. Michael: Gotcha. So then it's easy. I guess, how often should you replace the server then? And then what really does cloud based I guess servers or softwares kind of cover, right? If you were to give us like bullet points of this is what it covers easily. Boom. And then how often should we replace the server?You're like, Nope, I'm still sticking with what I know. Trying to Reuben: servers five to seven years is a pretty safe, um, window of time, right? It is. If your server goes down, that means your patients are waiting. So, that is not worth something cheaping out on, right? It's kind of the brains of the operation.Now, if you go to the cloud now, you don't have to work at hardware anymore, right? And you look at Microsoft's data the industry. This is this is true for voiceover I. P. As it is for any cloud service. They talk about nines, right? They talk about what is your uptime? How many nines are there past the 99 percent point, right?And Microsoft has four nines. So that means you have about a minute and a half downtime a year. I've never seen it go down, but technically I guess it's gone down for a minute and a half on average every year. 99. 9999 percent uptime, which cannot be replicated at all by a local because all these services, you have Amazon, you have Google, you have Microsoft, just to name three.There's competition part, you know, the cost of storage is going down. The cost of servers is going down. It used to be, it didn't make a lot of sense for a single practice to go cloud, uh, only for multi site and now it's just, everyone should go cloud because it's, more cost effective. Hmm. Michael: So that's the key most cost effective then, right?Especially if people are trying to. Gotcha. Okay. So then going with that to you, Ruben, because you've, you've worked with hundreds of practices or you are working with hundreds of practices. Reuben: Hundreds of practices that use Open Dental and more, you know, more practices that use Dentrix and Eaglesoft and CareStack and Oryx and all those software.So, you know, I, I see the entire industry. We're kind of focusing here on Open Dental, but, um, I mean, Open Dental, it's no secret is, My favorite software, I don't know if I've still ever seen a negative comment about open dental. Michael: So then to you, what would be, if you're trying to be super cost.Effective, but efficient to start off, what would it be the best kind of like formula or stack to use for this? Reuben: So it all goes to fit, right? What makes, if we're, we're saying everything is equal, it's an easy answer. Right. but the problem is certain softwares are better suited for dentists. Right.There's, of course, the feature set standpoint, and you can only find this out by talking to these companies and doing demos. Is this going to work for my practice and how I manage and bill and all that stuff? Um, you know, and the other side of this is you want? Do you want something that's all inclusive, right?Let's let's take dentrics ascend. Uh, for example, you pay a higher bill, right? Then you would pay to open down, but you get every single service that you could want. The problem is you have to use all those services, right? There is no alternative. if you're a dentist that wants to use the best software, that's why open dental still exists, right?It may look, it's from like, it's from the 1990s and they haven't updated it, but you know, what makes it so powerful is. honestly, it's like the app store on, on Apple, right? It's a, it's a great phone, but you know, what's great about it? The app store, you can download whatever you want.It's got the best ecosystem out there. So you go into open now and you're like, you know, flex is a really great example. that program alone It's just so incredibly powerful, right? You don't have those options with an all inclusive software, but maybe you're a dentist and you're just like, you know, I don't want to worry about having to sign up for Open Dental and then Flex and then, you know, Practice by Numbers and then Mango Voice.I don't want to have to do all that. Right. Which is, you know, why companies like Archie exists because they'll, they'll say, Hey, we'll give you practice management. We'll give you phones through mango. It's included in your bill. We'll give you patient communication. We'll give you all this stuff. So you kind of have to ask the question of what kind of person are you?Are you justlet me sign up for 1 thing and I'll just use whatever they have. Or do you want to be able to be like. I want to work with the best, patient communication company. I want to work with the best clearinghouse. I want to work with the best, patient portal company, credit card company.That's who I am. That's what a lot of dentists are out there. I mean, Open Dental is still the number one software for startups. Um, when we see people have all the choice in the world, Open Dental is still being... over 50 percent of start up practices are still going open nettle. and that's why, it's more of an ease, uh, question, right? Single pane of glass, it's all here. Freedom of choice is on the other Michael: side. Gotcha. So one is more like all one subscription type. Yeah, like for example, like Oryx, right? If you were to just go with Oryx, all in one, exclusive, you know what I mean?Inclusive everything, Reuben: I'm going to get Oryx, uh, and I'm going to get phones. I'm done. Yeah. Michael: It's easy. Yeah. Yeah. Okay. But if you want the, like the other side, right? The freedom to choose. Reuben: So we have opened 400 startups. I've talked to most of these people and then, even, even more people, right.Because the ones that didn't go with us. Right. I, and I hear their story. And like, I think the reason Open Dental is appealing. Is because, let's go back to the 2012, you know, I'm leaving Benco, I'm risking, that's, that's a health insurance for our family that's half the income for our family and I'm leaving with nothing and I'm saying, like, you know, I have a dream to create a great it company and I'm, I'm going for it.Right. and that's who the startup people are, plus a million and a half dollars in debt, which I do not have. that's a whole nother layer. So, you know, when you talk to these people, they're like, this is my dream practice. I want it to be freaking awesome, right? And I'm not sure those companies can, can meet that standard, right?They're, they're trying to be the jack of all trades. because when you peel back the layer. You know, let's again, just let's go back to Ascend. That's like 10 different companies, right? They've stitched the software all together to make it all look and feel like a cohesive interface.But the practice management module is different than the image, right? That's a separate software, right? So you're talking about one company who's trying to develop and, you know, and push forward 10 different platforms. It's really hard to do, right? And it's one reason why we're like, Hey, mango, do your thing.Just frickin nail the phones, right? And a lot of I. T. companies do do phones. We just feel like it distracts from our core purpose, which is like. All right, we're going to be awesome at support. We're gonna be awesome at startups, which is basically support as well, you know, and we're gonna be great at the cloud, right?let's just focus on these three things. That is our competitive advantage. When you try to broaden in any segment, I mean, Dennis probably know this from trying to bring in, let's bring in ortho, let's bring in oral surgery in house, and you try to be A plus at all these different things, it's really hard.It's the same thing with software companies. Everything in the startup, it's a conversation. I listen to what people want and, you know, anytime they're just like, this has to work. I want this practice to be the, you know, the best patient experience. It can be it usually inevitably points to, to a single software company.Michael: Yeah. Okay, cool, man. That's awesome. And then, so with that kind of being said, I know cost kind of comes in the mind. That's the question that a lot of people really ask is how can they start cutting down on their I. T. or how can they minimize that I. T. bill or have you seen this? Where people are like, Hey, I just got like new fees on my it bill or something like that.What, what is up with that? Reuben: The new fees thing? Uh, well, I mean, if you add computers, it just depends how your IT is set up, right? there's. Uh, on the back end, I can tell you, as somebody who runs an I. T. company, we get charged per device, right? So it's natural for your I. T. company to then bill you. It's the fairest way to do it.We get charged for ten, you know, antivirus agents. You have nine servers, nine workstations and a server. That's ten. Lines up. So usually when you see I. T. bills go up office ads, a computer office ads, email services. It's, it's stuff like that. I mean, unless you're just working with, you know, shady folks that just move numbers, you don't notice, um, you know, we do price increases, uh, annually because we give our staff raises.Guess where the price increase comes from. what we hear from our clients, we want to work with the same people again and again. That's retention. And that means you got to give people a reason to stay here. Besides like, Hey. You like ribbon, you should stay here, but usually that means promotions and raises and all that good stuff.let's pivot to how do you cut down on IT costs, right? not someone who is, let's say, there's a lot of IT companies out there that prevent their clients from going to the cloud because they so fear, like, oh no, it's not ready yet, it can't do what you want to do. But they're really protecting their butts, right?They're like, oh, my client goes to the cloud. I'm going to lose revenue. So let's talk about that. Let's talk about how to lose IT companies revenue. so think about, any software out there. Dentrix. Uh, Eaglesoft open, right? We have a server uh, we have to back up that server and the office says, you know what?If that server goes down, I don't wanna be downed at all. Alright? So then we need a backup and disaster recovery system. So when we go cloud, let's just make it very, very simple. Let's leave three D out of it. Let's, let's treat it like it's a pediatric office and everything is two d imaging. I'll pick on Oryx for now, right? I know it's a good partner of ours. I know Rania. I love the products. When you go, or let's say you're on Open Dental and DEXIS imaging locally, you go Oryx, what goes away on the IT side? Well, I don't have to manage your server anymore. That is one of the highest costs on there.That goes away. I don't have to back up that server that I'm not managing anymore. So that goes away. So what does that leave? That leaves how much support you want, right? And so that's either you pay as needed or you want unlimited support for your practice. A firewall that is still a HIPAA requirement in antivirus software.I'm just trying to keep it as simple as possible, like there's patch management and all this stuff you have to keep your computers up to date that should, go along with the antivirus and all that stuff. But, some big stuff comes off, but you still have a lot of requirements, and things to protect on the network.Gotcha. Michael: Okay. So the requirements still stay, but now when you say the biggest expense, which is the servers, right? That kind of comes off, how much are we looking to shave off when that happens? Reuben: Yeah, so I mean, I can only talk about myself. Right. And our company. so again, the two biggest costs are support.Let's say you're paying for unlimited support. We call that our gold plan, right? Unlimited phone support and server management. So let's say an office is on a 600 a month plan with us unlimited support, and they go to a cloud based agreement. You could be looking at 150 a month in savings. Okay, Michael: but server management, right?Or the Reuben: server? Server, yeah, the server in the backup system going away, you could go down to 450. Michael: Okay, but everything else, the bare bones requirement. Reuben: Percent savings. Michael: So when it comes to like the, let's just say they did that and they went with the works, they did all that and they're like, Ruben, help me out here, man.Like I need, give me the bare bones that what we can do. How does that look? And, and is that feasible for the long run? And they're like, I want to grow, Reuben: but give me the bare bones. Well, depends on how much your staff calls in, right? If your staff doesn't call in. You should be on a bare bones plan, right?You shouldn't be on just like, Hey, cover me for HIPAA compliance, cybersecurity, make sure I don't get hacked. Let's go. the thing is most of our clients call in, they use the service they pay for. So it's, it's completely up to the client. I think it's a really. Smart decision as, uh, as a business owner, not to put a barrier between your staff needing help and like, Oh, you know, Dr.Clark's going to get a bill. If I pick up the phone, right? Things are broken. Your staff doesn't hesitate. It gets fixed done, right? That's the stuff that, you know, the dentist doesn't see while they're in the treatment room is like, you know, the scanner doesn't work. So your staff is so much less efficient because they had to, you know, create a workaround.Right. Because they know if they call, you know, Dr. Clarkson and get you know, bill in the mail 10 days from now, he's going to be like, Hey, Nancy, what the heck? Yeah, yeah, yeah, you're right. You know, it's uh, you know, And Michael: I feel like that kind of creates like more, uh, you're scared. You won't even tell the doctor, you know what I mean?You're like, oops, I pray, tell her you'll lie about it or something, right? In order to not feel, you're creating some type of weird environment in your office when you do that. Right, Reuben: right. I can't imagine how much stuff. Wouldn't get done if I was the bottleneck at my company, it's like, Oh, no, we can't reach out to that company until Ruben approves it.It's like, Oh, my God, I wouldn't get anything done. Um, but to answer your question, like, if you, let's say it's a, it's a medium or sized or smaller office. You stripped out the unlimited service and you're just like, Hey, I'm going to Oryx and I want no frills, right? Just give me, compliant and protected.You could easily be in the 200 to 300 range. Yeah. Yeah. Michael: But the unlimited, like give me an example, like why, or from your experience, if you can give me like the top three, why does staff call in a lot? Let me Reuben: just pull up our service board right now and just list off what people calling about your PCS compliance scan a PCI compliance scan, it's a test for I. T. Professionals. It's like, you know, what settings do you have on on your firewall? Do you have antivirus software? When were the last? So it's basically a test for I. T. People. That's a really great thing to offload to us because that thing takes like 30 minutes to complete.Right? questionnaire and then you have to schedule the scan. You have to know your internal IP address that spectrum gave you to run. Anyway, uh, that's one example. let's see. Questions about switching a panoramic PC to server PC. So this office, they have a imaging database on their pan PC and they want to.They want to talk to us about what it would take to move that to the server PC to consolidate that, um, create remote access, right? That's something that's included with all of our plans. Great remote access for, my new remote employee, uh, so that they can log into a lab computer, let's see, install remixes on computers that were just installed, uh, by the office.uh, workstation two cannot print, create new windows user on consultation computer. and then, oh, this one's great. Uh, shout out to Becky Scott from Lincoln Children's Dentistry. Help my son get fortnight to work on our office Wi Fi. So, you guys, you guys cover all kinds of help my son get fortnight to work.Yeah, I mean, there's... You cover everything. IT companies, uh, you know, we're, again, we're dental specific. We coach our people to call us on anything. There's, there's really two setups. There is the like IT company that say, Hey, that's a vendor problem. You need to call them directly. And then there's us, right.And, and some other really good companies in the space who have vendor management built in, and that's the expectation that like your staff. Is taking care of patients. They're not like waiting on hold with Carestream or, you know, gen X or Dexus, you know, they're, they gotta take care of patients. Like, yeah, wait on hold while, you know, while we're, you know, working at home or, or at hq.So, but Michael: that, I, I think that's really good to have though, because I feel like, uh, a lot of the times you waste time looking for it, right? When we can just go to you and then you give us the solution. Hey, it's a vendor, Hey, it's this. And so I'm sure you've heard of this a lot, and this is a question when I asked and the Dental Market Society Facebook group, like in other places, they send us this one a lot, uh, when VoIP, right?So they're saying kind of like we're having an issue with our phones and then VoIP says there is no issue or it can be any other vendor, right? That says there is no issue on our end. So then it falls back on you or what, what happens there? Reuben: Yeah. So, you know, in the example of the bad it company that says call your vendor, you're stuck in the middle as the client, that's the worst, you know, you feel helpless, kind of feel a little pissed off and you're like, what, and so our clients never have to feel like that anymore because we're just, we are them.In that scenario, we're hunting down the solution the ticket will not get closed until the issue is resolved. So let's talk about voiceover IP, right? A lot of, you know, a lot of people that is the standard. Now, of course, you should have it. It's really great if you have a hybrid, you want to offer jobs that are hybrid or even full remote, right?Voiceover IP is like the only way to pull that off. So you install your new phone system and you're having call quality issues. the number one most likely culprit is going to be your firewall. Okay, so if the phone company says, Hey, our servers are great. Everything looks really good until it hits your office.And so let's assume they're right. Yeah, you know, let's assume AWS is not having an issue. Firewall is gonna be number one. Internet quality is going to be number two. And number three is going to be the device that controls your network. Sometimes that's the server. Sometimes that's the firewall. But basically, you know, my, when you, when you go to Starbucks and you join the wifi, you're getting an IP address from something, right?You're not just, just magically connecting to the internet. Something is handing you an address. Okay, so those are the three things that again, if you have an I. T. Company, they're going to be able to diagnose that stuff pretty quickly. They're going to be able to run, let's say, in the Internet stability.They're going to be able to run a ping test. Let's say you spectrum. They can see is your Internet like a D. C. Current. Is it just flat? Or is it like, is it just Jerry? And it's all over the place. You know, voice needs a very, consistent connection to work well, not a lot of traffic, but just needs a stable connection.Firewall. Well, if you just leave the firewall stock unconfigured, it's just going to be constantly scanning that phone traffic, and then you're going to call quality issues. So, what we do is after the office let's say they get mango, they plug their, uh, yelling phones in, they show up on the network.we do a couple different things, but just to keep it simple, we whitelist them, right? we tell the firewall. These devices are safe. Don't hammer them. Right? Don't constantly bombard them with internal threat protection stuff. there's a couple other tips and tricks you could do, but it's more kind of for your, your I.T than like a D. I. Y. Stuff. So we won't talk about that. Yeah. And then there's the device that hands out I. P. Addresses. Right? So you could be out of I. P. Addresses, right? You have such a large office. You've maxed out. You plug that phone in. It doesn't even connect to the Internet. you could have I. P.Address conflicts, right? So, uh, you let's say, the phone's working great. You connect your laptop, That router gives, uh, your laptop the same address as the phone. One of those devices is going to win. Okay, uh huh. Right, so there could be an IP address conflict. Um, and I'll just throw out some, some other words if people are taking notes here and they're going to send it to their IT company.DHCP, that's what, that's the service that hands out IP addresses. DNS, that's how devices resolve internet addresses, right? Google. com is actually 8. 8. 8. 8. Okay, right. So when you type in google. com, it's touching a DNS server and it's saying, what is this? And it goes, Oh yeah, that's 8. Of course. Well, here you go.You don't know that's happening, but DHCP, DNS, and lastly, gateway. Gateway is just how you get to the internet. So I know that's, that's a lot of technical jargon, but you know, for the, for those of you who are DIY er, like furiously writing your, your IT company to email right now, just put all those words in there.Michael: Wait, quick question, leaving firewall stock? What does that mean? Like you said, if you just leave your firewall stock. Reuben: Okay. So let's say you get a firewall. Plug it in out of the box. You don't do anything. All right. What you're going, you're going to have phone issues. You're going to have issues with anything that is internal that needs to broadcast external.Okay. So think, think about. Open dental e services thing about, credit card, right? You have a credit card reader that thing needs to authenticate their credit card and come back if you leave it stock. It's going to turn off access to all of these devices that you rely on your practice to work on. Now, it's not going to not work 100 percent of the time.but these are the things that your I. T. commission should be doing. They should be whitelisting these known good devices. Um, so there are no issues and you don't have to worry about this stuff at all. Gotcha. Michael: Okay. Interesting. So this is basically why we hear all the time where they might be like, hey, it's not us.Call your IT company. Reuben: It's not us. It's you. Um, yeah. Uh, It's usually, it's also usually the firewall and, and not to get into a soapbox here. IT is, it's really hard because there's not like a set of standards. So again, anybody, including me, I should say, You know, self taught, just have a lot of experience, can be an IT person, right?So, you know, you come along and someone's like, Oh yeah, I can do all of that for half the price. Right. And it's just like, okay, but what are you getting? And it's like, uh, none of this stuff is HIPAA compliant. It's like, no wonder it's half price because it's not actually protecting your office. You know, you, do want to work honestly with folks that care about their patient's data.Right. Because that's what I care about doing a good job. but I tease one of those tough industries, right? There's not a lot of regulation in terms of, who can, um, be an I. T. person, if you're an I. T. person that's working with a dentist, you have their trust and you breach that trust by selling them something that is not HIPAA compliant.There are no ramifications for you. So it's, somewhat of a wild, like I'm in this, this position where, you know, I've been around long enough and I have the respects, uh, of a lot of people out there and there are other companies like medics dental, that, that do a really good job in this space. And, you know, we like to say we're the good guys, right?We don't cut corners. We do the right thing. We take care of our clients. But then there's the rest of the market and it's, really hard to have, conversations because the dentist is always stuck in the middle, right? They're hearing one thing like from a colleague. Oh, this endodontist who has five offices in Illinois uses this guy and pays him, pays him 40 bucks a month and that's everything you do.I'm like, yeah, okay. You know, it's half of these, like, okay. I want to fight to keep the client. The other half is like, this person has been fed a load of, you know, BS. And I'm not going to be the one that's going to be able to convince them that they were given wrong information by their endodontist friend.So it's like, yeah, it's just, mistake. In that scenario. Michael: No, that's good. Because in that scenario, what would be like the, I guess in your terms, like the BS, like the stuff where you're like, Ruben, I see that all the time, man, where I'm like, Oh, look, your fellow it person here just wants to let you know.And then they give you like a list of everything or whatever. And you're like. What? You know what I mean? it looks like they pretty much are saying like, we can do the same thing, but like, 40 bucks a month Reuben: I'll the name, but I'll give you a real example.So we had, we had a dentist that recently left us, right? Um, and they, they were under a, a one year startup deal. Right. So we give folks lower pricing, on the startup price. they just have to sign a one, just a one year term, uh, initial term. Then it's month to month after that. So it was like month six in this, dentist, uh, was struggling, right?Her practice wasn't growing as fast as she wanted to. So she was making calls to vendors to be like, Hey, what can you do for me? and this is was kind of alluding to the endodontist. This is, that's kind of the story, right? She talked to a colleague who used a guy, um, for his practices and was like, Hey, I'm really struggling, but I'm not going to hold somebody to a contract if I'm affecting their business. Yeah, yeah, that's not why I got into this industry, right? Is to make every single dollar I could from a dentist, and it's like, tell you what, let's make a deal here. Send me what they sent you if they are truly matching what we are providing.Like, just let's, let's part ways, right? Go there, save some money and, you know, let's part as friends. so got an email a week later and they're like, the plan is we're going to take your HIPAA compliant firewall and we're going to replace it with a home router for Best Buy. It's like, okay.And then we're going to take your HIPAA compliant backup system and we're going to install a free Dropbox. I'm like, okay, so I didn't even read the rest of the email. I just stopped there and I was like, all right, so let's let's figure out how to work together. They're not giving you a HIPAA compliant solution.You know, like, if I can help you in any way, take some pressure off your business, let's do it. And that email came back with basically, I was the bad guy for pointing out that they had been given bad advice. So I have two choices in this moment. I can keep continuing to try to work with this person or I can just let them go.And I chose to let them go. I don't want to have to be bad guy. I don't do high pressure sales. I don't do scare tactics. or if you trust another person. More than me if by all means, please go work with them, but you know, peace of mind sleep at night I told the doctor everything that they were not getting you know They were literally compromising their patients health information.can't work with that person, you know Michael: yeah, so they were more upset that you didn't agree with the other IT companies like Janky solutions, you know what I mean? Like, Oh, like, Hey, we're Reuben: just like a perfect they're doing what we're doing for less money, show me, cause I would love to know how to be more efficient.Just, I'm curious, like, how did, how is this possible? And it turns out the solution was, we're just going to pull stuff off a Best Buy that belongs in someone's home. And so you're good.Michael: That, that story really gets into the essence of the complexity of being an IT professional in healthcare.Yeah. Yeah. And we got to go one of these days, we got to do an episode about how important it is to be HIPAA compliant. Cause I know we kind of touched that. Well, we touched that in this episode, but we kind of touched that in previous ones of, it's mega important, you know.Um, in order to do that. So Reuben: it should be like car insurance, right? It should not be opt in, opt out. it's like, yeah, I kind of want to be a little compliant, but then I want to ignore all this stuff, you know, that actually costs a little compliant and like, who's safe. Henry Schein got hacked twice, Aspen Dental.And this is just this year, Aspen Dental had over a thousand practices get hacked. I don't know what it's going to take, and I try not to, you know, worry about all the dentists that didn't take my advice went down a different pathway, but. This is what I talk about. I want to work with people that care about protecting their patient.is a passion of mine. I want you to care about protecting your patient's health information. Yeah, Michael: and I like that about you, man. It's because, like, your transition... Every time I think Dark Horse has been running, you guys have been... Moving the needle closer and closer to quality, right? Over like, we got to get more sales, more people, more things.and every time you guys have ever sponsored, right? You're never like, how many leads are we getting or anything like that? It's more like, Hey man, like let's, let's. Let them know about this. Let's let the people know about that, right? important Reuben: stuff. My marketing strategy can be distilled down into two words.Good vibes. I just want, like, good vibes that kind of, you know, reverberate throughout the anals of the internet, right? Just like, uh, you know, someone has a question on, uh, you know, dental marketer group about imaging software. Whatever. We'll jump in. I'm not gonna solicit you. Here's an answer. Great.If you look me up and you want to reach out, that's awesome. But that has been for 11 years all organic growth. And why? Like, we love partnering with with you. Michael's just like, here's a podcast that is just about let's get as much information. Let's clear up confusion in the industry.I'm not asking you to work with me. Take all this information back to your IT company and protect yourself. And if you love your IT guy, keep working with him. I'm here if you want an option, but like, I really hope you care about compliance before you call. Michael: Yeah. And if you guys want to know how to get Fortnite to start working in your office.Reuben: That's the Michael: firewall. Yeah. I remember, uh,Ashley one time caught you, right? Like about a fridge or something Reuben: like that? so actually once called me when her power went out.Hey, my, uh, you know, my, uh, computers aren't turning on, I was like, can you call your electric company and that goes back to just like we, again, when we train our clients calls for anything, sometimes they do. Yeah. And no, no, no. Yeah. Call NYSEG or, you know, call your local power company.Uh, happy to help out and pick up the phone and all that. But yeah, no. Michael: That's awesome. Ruben, we appreciate your time, but before we say goodbye, can you tell our listeners where they can find you? Reuben: Oh, yeah. Um, I'm all over the internet. So you'll see me just popping around in and out of Facebook groups. Uh, my direct email is admin at dark horse tech.com and go right on our website and hit contact us. And that will, uh, generate a little, link to schedule a call with us. DM me on Facebook, you can DM me on Instagram. You'll see. Instagram, if you want to follow us at dark horse tech, that's where I post, you know, anytime we're doing a startup. I post all the pictures out there.Right? So if you're interested in working with us, or just interested in like, what are the newest latest startups looking like? we're, we're pretty much doing one or two startups a week, right? So we did about 87 just last year. and so yeah, follow along. that makes me feel good.Cause I'm the one doing all that posting. So please like, like my photos. Michael: Please like my photos. Awesome guys. So that's all going to be in the show notes below. So definitely go check it out. Follow Dark Horse Tech on their social media. And at the same time. Click on the first link in the show notes below to check out the exclusive deal that dark horse tech is giving you go ahead and do that.And Ruben, thank you so much for being with us. It's been a pleasure and we'll hear from you soon. Appreciate it, Michael.‍

This team is perfectly positioned to work for the integration of oral health and medicine within the industry. In this episode, David Kochman talks about how Henry Schein works towards integrating oral health and general medicine, breaking down the payer, provider, and patient sides with Mariya and Jonathan, our hosts. As an attorney, he also explains why the company proved to be a great opportunity for him to impact healthcare. Tune in to learn more about Henry Schein's different approaches to bringing dentistry and general medicine together!  Click this link to the show notes, transcript, and resources: outcomesrocket.health