Tag Archives: professionalità

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Ignore, suffer or manage? How to respond to the digital revolution
digital blog bioservice matrix

The insert “Health” of Corriere della Sera dedicates an entire page to digital oral surgery focusing on words such as speed, safety, predictability.
The speeches that appear in the Special Health dedicated to the dental are by illustrious dentists who explain the technologies applied to their profession and that of their employees and colleagues. Here are some of the strengths of the new dental frontier highlighted in the dedicated column:
– the number of appointments that gradually decreases with a relative increase in comfort for the patient (saving in terms of time and money)
– the possibility of speeding up operations that previously required more sessions; this is also a benefit for the dentist who, through the use of technologies, can plan, operate quickly, accurately, precisely and with reduced margins of risk of error
– Surgery and therapy in total safety with the help of personalized surgical templates, designed on the computer and printed in 3D
– reduction of discomfort for the patient
– the scientific evidence in digital, i.e. the proven validity by the International Scientific Society that allows the use of these devices (scanners, cone beam computed tomography, milling machines and 3D printers)
This insert gives an idea of how, for example, guided implant surgery is of great help in aligning the “Craft” to the generalized computerizing of almost all existing jobs with obvious benefits on several fronts.
Digitization: why not?
Digital technologies have changed and will increasingly change the clinical practice of dentistry both from the diagnostic point of view (instrumental investigations such as CT Cone Beam, nuclear magnetic resonance imaging, ultrasonography) and in the operational approach (CAD-CAM technologies, intraoral and laboratory scanners, 3D printers).
The digitization of the doctor’s office is an inevitable process, despite this growth does not seem to present relevant data to support the change (for example, the intraoral scanner to take impressions is present in less than 5% of dental practices).
As we mentioned some time ago, the problem of “dissemination” of this important and profitable innovation could be the initial investment and the chronic reluctance to change by the medical sector in question. It is clear that digital is present and applicable in every dental activity, particularly in radiological diagnostics, so much so that the digital design of prosthetic products has been the prerogative of dental technicians for years, and many of them are much more advanced than dentists in this field. Possession of these cutting-edge skills would bring undisputed advantages, especially to the new generations of Dentists and Dental Technicians who find it difficult to emerge in the sea of competition, but the resources seem to them insufficient in the face of the initial investment. But if you think that, in a single day of work, a trained professional can make interventions and products that previously required several sessions, it is obvious how to amortize an initial expense that seemed prohibitive. Reduction of time, costs, waste, but above all satisfied, paying, loyal patients who return, speak proudly of their dentist and expand the circle through word of mouth or sharing of various kinds (e.g.: social networks).
How does the social scenario change inside and outside the dental office? What do these “advanced practices” mean in terms of harmony within the dental practice team? And what benefits does the patient derive from outside?
The digital approach has significantly improved communication in the dental team between the various specialists and dental laboratories: the acquisition of multiple data (CBCT, intra- and extra-oral scans, virtual aesthetic and implant planning) has favoured the interpenetration of executions, integrating them in order to optimize the diagnostic process and monitor over time the changes in oral tissues and restorations.
The introduction of digital systems has also improved the relationship with patients who benefit from greater comfort considering the elimination of impression materials and the advantageous time management; it is possible to verify in real time the correctness of the impressions, to store the data no longer having the need to produce physical models and to carry out three-dimensional digital checks.
The possibility of commenting on the video on the virtual aesthetic planning of the “smile” together with the patients themselves, is certainly a motivational and communicative contribution not to be underestimated. Feeling so involved, patients willingly accept the treatments, limiting misunderstandings (concerning the therapeutic and economic treatment).
Are digital methods within everyone’s reach?
Do they require prolonged learning curves over time or are they easy to acquire?
Logically, it is right to report also some aspects that lead to mistrust in the approach to the “new”: in the common imagination, we speak of rather complex learning curves and significant investments with high costs. Although there is a fund of truth about the onerousness of training and instrumentation, virtual planning equipment (surgical and aesthetic) has very intuitive interfaces and methods of use. It is necessary, as for all things, to practice to optimize their use, progressively reduce time and enhance their performance. They are within everyone’s reach but require a learning curve that varies according to the operator’s experience and the number of cases treated. The Digital Dentistry is a new figure of professional who has specific skills in the field, a qualification that requires continuous training. Digital will be the usual way of working because the dental supply chain goes in this direction.
Those who do not want to face change have as their only choice to close themselves to the future and unfortunately see the decline of their employment. For those who still have a few years of activity ahead of them, refractoriness (both in terms of learning curve and costs) can be understood and shared, but for those who have an entire career ahead of them it is a deliberate damage to their future (already extremely uncertain) to cling to the old analogue methodology.
BioService and Matrix have long been supporting and encouraging change by embracing the demands of dentists with the latest news in the industry offering advice and components for digital dentistry.

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Patient’s expectations
patient expectations blog bioservice matrix

Let’s go in the patient’s shoes… do they go wide or narrow?
Each company is committed to managing its work by focusing on the needs of its customers, in the same way the dentist must have at heart the expectations and needs of its patients.
We want to find answers to these seemingly trivial questions:
What do patients expect? Why should a patient choose a professional over another? What are the variables that determine preference?
We asked a sample of people with different ages, interests, needs, habits, jobs and lives directly to answer these simple questions regarding the choice of the dental office. The choices come from well-defined parameters. It will be interesting to compare the patient’s expectations with those of the Doctor by comparing them with the results of the survey. Specifically, the survey was conducted on a sample of 150 individuals (Italy, September 2018, sample varied in terms of age, average user from the economic point of view) involving all age groups: children under 12, children under 20, people under 45, over 45 and middle-aged over 65. The questions, being open-ended, required interpretation in order to manage the final data in calculable percentages.
In general, this type of trend and preference emerged:
Care for the environment and hospitality
With a percentage of 90%, respondents expressed this basic need. The children have underlined the need to enter dental surgeries as little as possible aseptic, with dedicated areas and smiling staff. In order to avoid the white hospital gown, colours would be fundamental in order to brighten up the context, making it “less medical and more playful”. On the other hand, the rest of the interviewees, also raising the age range, show the same need that is to be welcomed in an environment that is able to infuse as much as possible serenity, familiarity and positivity through colours, furnishings, cleanliness and corners recreation / recreation.
360° information
With a percentage of 85%, the request for information is overwhelming. The remaining percentage includes almost exclusively the “under 12” bracket, which is directed by close relatives for the choice of the attending physician and which trusts the information in the possession of their relatives. From the adolescent age group, gradually growing with the age of the interviewed, the desire is to have useful information about the study, treatment, types of interventions; first of all, patients admit to check the presence in the waiting room of the information material (transfer of valuable content) and then ask the team itself the ability to communicate and give explanations and comprehensive guidance. Information on site and online through an updated and functional website where you can find most of the information. The demand for modernity and avant-garde involves all age groups.
Clarity on estimates and costs
Most of the respondents (65%) are convinced that the cost is a relative problem for the pockets, also considers fundamental the explanation of the various items that make up the estimate explained from the point of view of the treatment even before the price. The widespread need is to find the right professionals who know how to recommend the best intervention, in the time and number of essential sessions (widespread fear is that of optional treatments that only inflate the fee). Patients also need to be able to defer payment, so as to embrace full treatments divided into several steps with payment in instalments.
Comfort
Excluding the children who have strictly highlighted the playful part of the pre-visit, the rest of the respondents (70%) said that the choice of dentist also depends and above all on this type of factor that embraces both the willingness to fix the visits, check-ups, interventions in days near the call or in accordance with the needs of the patient and the convenience of the location of the office; the proximity to free parking, to service centres, to quiet areas that are easy to reach and leave without further costs in economic terms and in terms of time in the event of reaching areas with limited or congested traffic.
What others think
Almost all the interviewees showed that the choice of the dentist is determined by the word-of-mouth factor (90%), coming from the opinions of friends and acquaintances (judgement taken into consideration) as well as from the web in which they pull up the reviews left by patients (monitoring especially by young people under 45). It would be appropriate for the dentist to have a clear idea about the widespread idea of his practice, especially the online reputation that spreads in a viral way. Thanks to the virtual presence (social, website, familiarity with various platforms) the doctor will be able to monitor and act on his image to improve and propagate it (by advertising). And this is how the patient himself requires the presence of the dentist on the web to be able to quickly compare his profile with that of other colleagues and draw his own (partial) conclusions.
The statistics have shown that those interested want to be informed and comfortable.

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Dental technician is a doctor or a seller of teeth?
dental technician seller teeth blog bioservice matrix

How has the context in which the dentist works changed? Is the dentist a doctor or a seller of teeth? What is the benefit for the patient?
These questions open Pandora’s box in the field of Dental, a huge amount of reflections placed in the context in which our Professional operates.
The panorama has completely changed, the dentist finds himself living the so-called “empty drawer syndrome” and suffers the presence and the pressing spread of the “low cost” chains. It seems that the last solution to adopt, considering the “crisis” that has emptied the agenda, is that of the sale of sales in the dental field! As if the value of the service were eclipsed in the face of the advantageous price.
The so-called chains operate on economies of scale and on marketing communication (with a focus on the most expensive therapies such as orthodontics and prosthetics, especially on implants), all this has favoured demand but first of all has created new models of reference on the market. The communication used by the chains, and the huge budgets allocated to this dissemination of information, have had a significant impact on the market, because on the one hand they have made implantology better known and on the other they have destabilized the pricing policies of the traditional dental system. Given the low prices, the collective “value” of therapies has been lost.
In fact, the tendency on the part of the average Italian patient is not to abandon the traditional study but to rely more and more on the chain for expensive interventions (prosthetics and orthodontics). From statistics – data other consumption 2016- the average cost of a patient with a traditional dentist is about 370€ while it is about 900€ when he decides to turn to a chain.
But you should not be suspicious in the face of the word marketing, it means nothing more than “create and give value to the service“, marketing is not purely sales. People don’t buy products but solutions to their problems and that’s why ethical marketing uses communication to express values, spread the culture of health and raise awareness of the need for care by stimulating the economy of the dental office. Therefore, the dental office must have a healthy communication and a good dialogue with the patient, that is, transparency; the patient appreciates who follows him/her in the course of treatment, who motivates the provision of the service by illustrating the quality of the service itself. The service given by the doctor to the patient is not only based on the “tooth product” but above all on the ability to make a diagnosis. One cannot be undervalued and talk about the price of the product (tooth) when the doctor’s fee is based first of all and above all on the provision of the service.
Ultimately, people do not buy what you do but why you do it. Giving a predefined price to a diagnosis, a treatment, or a rehabilitation plan is absolutely incompatible with the service itself. There are certainly fixed costs such as material, production, transfers and deliveries, physical developments, equipment, but the cost of a service is not bound and justified only by these amounts but the intrinsic value of the service provided by the doctor. The doctor advises, clarifies, includes and follows the patient before, during and after. The doctor enables the patient to benefit from the best possible service, made up of competence and mastery of knowledge and tools. This makes the difference, creates value and must be disseminated through targeted information.

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The mouth, the teeth and everything else about the patient
health mouth patient implant course bioservice matrix

The mouth, the teeth and everything else about the patient

Anything that can cause a “Sale of a Tooth”
The daily problems of the dental clinic will be analysed from a different perspective, to understand how to solve and prevent uncomfortable situations to face.
We will examine the difference between an unsuitable rehabilitation and a correct therapeutic maneuver, but performed at the wrong time.
In medicine, for a long time, the various apparatuses have been analyzed, studied and treated in a “reductionist” way. But these types of systems should not be treated as if they did not cooperate in the functioning of the organism. It is almost impossible to define the boundaries of a single apparatus.
Speaker:
– Dr.ssa Enrica Poggio – freelance –
The course will be held in Genoa on 21 March 2018 at the Palazzo Ducale (Sala del Munizioniere).

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Is the dentist a doctor or a “seller of teeth”?
course dentist or seller teeth bioservice matrix

Is the dentist a doctor or a “seller of teeth”?

The title of the day is intended to be deliberately provocative.
Today, the dentist is seen by the patient less and less as a doctor and more and more as a “seller of teeth”. The hammering “communication” through all the major information channels that advertise the various “take three and pay two…” contributes significantly to all this, by failing to explain to the general public what is, or should be, the main characteristic of the dentist.
The dentist is first of all a Doctor and as such, he is the figure who first of all must make a diagnosis. Only through a diagnosis
The correct treatment is then possible to achieve a correct and consequent therapy.
Speakers:
– Dr. Riccardo Bosco – freelance – Resp. Scient. Biomatch-Oral
“Pre-cancerous lesions: differential diagnosis”
– Dr. Roberto Prisco – freelance – Speaker and lecturer in Implantology
“Implant Bio Prosthetics”
– Dr.ssa Valeria De Padua – freelance
“Treatment and management of patients with congenital and acquired coagulopathies”
The course will be held in Naples on March 11, 2017 at the “Millennium Gold Hotel”.

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