Samantha Meltzer-Wendell, RDH, MDH Manager Professional Education-Midwest samantha.wendell@philips.com

Notes: ____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ ______________________________________ ___________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Resources: American Academy of Cosmetic Dentistry www.aacd.com

Dental Trends: www.dmdtoday.com/news/projected-2017-marketing-trends-for-your-dental-practice

Botox: https://www.facialesthetics.org/blog/dentists-botox-time/

Cosmetic Dental Simulation: https://www.dentalaegis.com/id/2008/12/focus-on-cosmetic-dental-simulation-technology-creating-integrated-desire

CBCT: www.oralhealthgroup.com/features/cone-beam-volumetric-tomography/

Orthodontics: Haywood, Van B. "Orthodontic car-ies control and bleaching." Inside Dentistry 6.4 (2010): 36-50.

American Association of Orthodontists www.mylifemysmile.org

© 2018 Philips Oral Healthcare

Spa Dentistry Relaxation Room Aromatherapy Custom Rooms Herbal Neck Wraps

Hot Face Towels Healthy Beverages TV/DVD’s Soothing Music Soft Lighting

Designing Healthy Smiles: Evaluate, Communicate, Formulate

Trends in Dentistry: Botox Interdisciplinary care Patients want an experience Services through mobile dentistry Social media/online reach Cosmetic dental simulation

PATIENT FOCUSED TRENDS:

Botox® TMD Bruxism Facial Pain Cosmetic

Cosmetic Dental Simulation Ability to see potential results before treatment Motivate patient to begin treatment

Cone-Beam Computed Tomography 3 dimensional image Great tool for treatment planning and diagnosis Minimal radiation

Orthodontics 58% increase in adults My Life. My Smile. My Orthodontist™ Average treatment duration: 22 months Average cost of treatment: $5,000 to $6,500 10% CP whitening gel

Increase oral pH Kills cariogenic bacteria Reduce white spot lesions

Notes:_________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ _________________________________________________________________________________________________________________________________________________________________________________________________ Resources:

© 2018 Philips Oral Healthcare

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Imako Cosmetic Teeth®

www.imako.net

Secure Smile www.securesmileteeth.com

Snap on Smile www.snaponsmile.com

Instant Hollywood Smiles Imako Cosmetic Teeth®

Available in 2 sizes

Approximately $40.00

No dental appointment necessary

Secure Smile One size fits all

Approximately $48.00/arch

No dental appointment necessary

Snap on Smile Requires two dental appointments

Made from dental resin

Alternative Oral Hygiene Activated Charcoal for teeth whitening

Very abrasive

Staining, subgingival particles

No evidence, not FDA approved

Oil Pulling Ancient remedy

Coconut oil commonly used

Claim=eliminate bacteria/whiten teeth-no evidence

Halitosis Affects 50% of adults in the morning 90% oral cavity 10% systemic Philips BreathRx system eliminates 99% of

oral malodor bacteria Tongue Care+ combines Sonicare technology

with BreathRx chemistry Dental Implants Bone friendly Improves facial structure Prevents teeth shifting Better treatment option

Silver Diamine Fluoride Antimicrobial, desensitizer liquid Off-Label use by US Dentists for caries arrest and prevention Pros: Low cost, no drill Cons: Black stains, Irritates soft tissue, silver allergy

Oral-Systemic Interdisciplinary care Educate medical profession DP’s Research

Activated Charcoal Whitening: www.dentistryiq.com/articles/2017/03/black-toothpaste-and-white-teeth-when-opposites-collide.html

Oil Pulling: www.dentistryiq.com/articles/2014/03/how-dental-professionals-can-respond-to-oil-pulling-patients.html

Halitosis: 1.Soares, L. G., and E. M. B. Tinoco. "Prevalence and relat-ed parameters of halitosis in general population and perio-dontal patients." OA Dent 2 (2014): 1-7. 2. .J Nat Sci Biol Med. 2013 Jan-Jun; 4(1): 14–23. www.philipsoralhealthcare.com/en_us/oral_hygiene/breathrx.php Dental Implants: *see resource page at end of handout Silver Diamine Fluoride: * see resource page at end of handout

1st Call to Action:

Identify/Use Viable Trends

Patient Barriers Time Money Don’t See Need Lack of Knowledge Physical Limitations No Pain ≠ No Problem Fear Life Gets in the Way Past Negative Experience

Co-Diagnosis Approach Patient owns their disease Involve Patient as Part of Exam Intraoral Camera Hand Mirror

Professional Barriers Hinder patients’ success Pre-Judgments Miscommunication Perceptions

Effective Communication Interpreting patient wants Body Language Education

Notes:___________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

3 Steps for Successful Whitening:

1. Know the difference between HP and CP 2. Identify etiology of stain 3. Select best whitening option for the patient’s needs/wants

© 2018 Philips Oral Healthcare

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WHITENING: Kiosk Whitening

Franchise 15 minute procedure Unregulated Non dental professionals

Whitening Hydrogen Peroxide (HP)

Active 30-60 min 50% released 1st 30 minutes

Carbamide Peroxide (CP) Active 2-8 hours 50% released in 2 hours CP breaks down to HP and urea

Teeth are semi-permeable mem-brane

Color change occurs when peroxide

2nd Call to Action: Enhance communication skills

Notes:_________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ __________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ Resources:

During the Shade Assessment, use the verbiage: “In addition to your cleaning, Dr. has asked me to establish your base-line shade. We know as clinicians, teeth darken with age. So I will assess your shade for your chart.”

© 2018 Philips Oral Healthcare

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Diagnose Etiology of Stain Yellow Brown White Grey Tetracycline

Tetracycline Stains What are the best treatment options?

__________________________________________________________

__________________________________________________________

Shade Assessment BEFORE Whitening AFTER Whitening POST 2 Weeks Set your Vita shade guide up in the following fashion:

Arranged from the lightest to darkest shades, the progression is: B1 A1 B2 D2 A2 C1 C2 D4 A3 D3 B3 A3.5 B4 C3 A4 C4 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16

Have the patient agree on the number, 1 through 16.

A3 means very little to a patient, “A” actually sounds good Document the shade in the chart.

*remember that everyone has a whitening end point which can vary be-tween patients *manage your patient’s whitening expectations, do not make shade promises-everyone whitens differently

Notes:_________________________________ ________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ ______________________________________ ______________________________________ ____________________________________________________________________________ Resources: Haywood VB, Berry TG. Natural tooth bleach-ing. In: Summit JB, Robbins JW, Schwartz RS, eds. Fundamentals of Operative Dentistry: A Contemporary Approach. 2nd ed. Chicago: Quintessence Publishing Company, 2001;401-426.

McCaslin AJ, Haywood VB, Potter BJ, Dicken-son GL, Russell CM. Assessing dentin color changes from night guard vital bleaching: Jour-nal of the American Dental Association 1999: 130: 1485-90.

Joiner A. The Bleaching of teeth: a review of the literature. Journal of Dentistry 2006; 34: 412-9. Albers H. Lightening natural teeth. ADEPT Report. 1991;2(1):1-24.

Haywood VB, Heymann HO. Nightguard vital bleaching. Quintessence Int. 1989; 20:173-176. In: Howe-Grant M, editor. Encyclopedia of chemical technology, 4th ed, vol 4. New York: John Wiley and Sons: 1992 p. 290-1.

© 2018 Philips Oral Healthcare

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Whitening Best Options: Ask Patients What They Prefer?

Over the Counter Whitening Products Over a billion dollars spent annually

Vary in concentrations

Different delivery methods

Common Disadvantages of OTC Products Patients lack access to sensitivity protocol

Results take extended periods of time due to low concentrations

May take multiple purchases to achieve results—can become costly

Patients may simply be “whitening their disease”

Whitening Options In Office

Light activated

Non light activate

Whitening varnish

Take Home Custom trays

Non-custom trays Over the Counter:

Strips

Pens

In-Office Whitening Chairside Application

25-40% Hydrogen Peroxide

30-90 Minutes

Benefits for the Patient Faster whitening results

No hassle with take home trays

Applied by a dental professional

Take Home Whitening Philips Zoom DayWhite

6% HP 30-90 minutes daily

9.5% HP 30-60 minutes daily

14% HP 30 minutes daily

Philips Zoom NiteWhite

10% CP 2-4 hours daily or overnight

16% CP 2-4 hours daily or overnight

22% CP 2-4 hours daily or overnight

Notes:_____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ ____________________________________________________________________________ ______________________________________ ______________________________________ ______________________________________ ____________________________________________________________________________ ______________________________________ ______________________________________ ______________________________________ ____________________________________________________________________________ ______________________________________ Resources: P. Charakom,et al. The effect of preoperative ibuprofen on tooth sensitivity caused by in-office bleaching. Operative Dentistry Mar-Apr 2009. Watts A, Addy M. Tooth Discolouration and staining; a review of the literature. British Dental Journal 2001; 190:309-16 Wattanapayungkul P, Matis BA, Cochran MA, Moore BK. A clinical study of the effect of pel-licle on the degradation of 10% Carbamide perioxide within the first hour. Quintessence International 1999; 30: 737-41. Gillam DG, Aris A, Bulman JS, Newman HN, Ley F. Dentin hypersensitivity in subjects re-cruited for clinical trials: clinical evaluation, prevalence and intra-oral distribution. J Oral Rehabil. 2002;29:226-231. Making It Easy for Patients to Say “Yes” by Dr. Paul Homoly, CSP www.paulhomoly.com

© 2018 Philips Oral Healthcare

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Amorphous Calcium Phosphate

Relief® ACP Oral Care Gel is the only FDA-cleared, dual-action formula created to comprehensively treat patients suffering from tooth

sensitivity.

Sensitivity Protocol Toothpaste containing potassium nitrate 2x daily for 10-14 days prior 1 hour prior: 600mg ibuprofen 10-30 min prior: Wear Relief® ACP in take home trays

Post Whitening Instruct patient to avoid chromogenic foods and beverages two hours

following in-office whitening, and thirty minutes following take home whitening

Foods and liquids such as blueberries, blackberries, red wine, coffee, tea & tobacco contribute to staining

Allow two weeks following whitening treatment to ensure the stability of color and bonding adhesion

3rd Call to Action Complete a shade assessment on every patient and integrate whitening when appropriate

Definition of NO

90% Not in a Position to Decide

Today

10% Truly Don’t Want It

Notes:_____________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________ ____________________________________________________________________________ ______________________________________ ______________________________________ ______________________________________ ____________________________________________________________________________ ______________________________________ ______________________________________ ______________________________________ ____________________________________________________________________________ ______________________________________ ______________________________________ ____________________________________________________________________________ ______________________________________ ____________________________________________________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ____________________________________________________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ______________________________________ ____________________________________________________________________________ ____________________________________________________________________________

© 2018 Philips Oral Healthcare

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Philips Whitening Success Guide Best Whitening Practices Treatment Marketing Guidance to: Increase Satisfaction Attract New Patients Help with Product Usage

http://zoomsuccessguide.com/en_us

Practice Building Strategies: Website

Newsletter: Esthetic procedure of the month

Patient testimonials

Feature practice volunteering or community event

Before/After photos also can be displayed in digital frame or tablet in reception area

Treatment Completion Gifts Professional photo

Charitable donation in honor of patient

Gift card to restaurant or shopping mall

Whitening touch-up kit

Flowers

Social Media Facebook

Twitter

YouTube

Google

Last Call to Action: Implement marketing strategies and partner with Philips Oral Healthcare!