//TIM BROWN - THE CUSTODIAN E62

Podcasts
Written By Michelle Hyde
 

This week in the Dentology Podcast Andy and Chris talk to Tim Brown, CEO of ROI Corporation, Canada’s leading sales agent of dental practices.

Having worked in the dental sector since 1979, Tim has a broad experience in dental practice systems, including: appraisal, brokerage, leasing, and practice management.

In this episode Tim talks about the early days when ROI Corporation was founded by his father, Roy Brown, how it has evolved over the years and how it continues to do so to stay at the forefront of the Canadian dental market.

He talks more about the market and how this compares to the UK, particularly regarding support for dental professionals, how finance is raised and how long it takes for a practice sale to reach completion and tells us about the challenges currently faced across the sector.

This episode is a great listen.

Topics:

-          What things from your teenage years shaped who you are today?

-          How has ROI Corp evolved?

-          How do you ensure the business stays at the forefront?

-          The Canadian sales market

-          Key numbers in Canada

-          Has Canada been affected by similar challenges to the UK?

-          What does success look like for you?

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//ANDY & CHRIS - 9 STEPS TO BUYING A DENTAL PRACTICE E157
//ANDY & CHRIS - 9 STEPS TO BUYING A DENTAL PRACTICE E157

In this special episode of the Dentology Podcast, hosts Andy and Chris discuss the 9 steps involved in buying a dental practice.

With so many things to think about, buying outright or buying into a dental practice is not as easy as it sounds. So often viewing a dental practice is seen as the first session step towards practice ownership. Indeed, it is a critical step, but some firm foundations need laying well before this time.

In this episode, Andy and Chris explore some of the key steps involved in a dental practice purchase and share their top tips on how best to start the journey towards practice ownership.

//SIMRAN BAINS - THE SWEET TOOTH FAIRY E156
//SIMRAN BAINS - THE SWEET TOOTH FAIRY E156

In this week’s episode of Dentology, hosts Chris and Andy chat with Simran Bains, a dentist, Chair of the BACD’s young membership committee, and secretary of the College of Dentistry West Midlands division.

Simran shares stories from her childhood and her time at dentistry school before qualifying in 2017. She explains how, from graduation until 2023, she gained valuable experience working in four different practices—two private and two high-needs NHS—allowing her to broaden her skills and learn more about herself.

She discusses her current studies pursuing a Post-graduate Diploma in Restorative and Aesthetic Dentistry and outlines her future career plans.

Finally, Simran talks about her role with the BACD, her involvement as a judge in the Private Dentistry Awards 2024, and her recognition in the Dentistry Top 50 for 2023 and 2024.

Topics:

- Background and childhood

- Do you have dentists in your family?

- Was dentistry always your dream?

- Your time spent at Dentistry School & graduating in 2017

- Tell us about working in 4 different practices from graduation until 2023

- How did this allow you to broaden your skills?

- Would you encourage younger dentists to move around a bit and get some broader experience?

- Your current studies & future career plans

- Being the Chair of the BACD young membership committee

- Dental Awards – what’s your opinion?

//LUKE HUTCHINGS - GETTING GOOD OVER TIME E155
//LUKE HUTCHINGS - GETTING GOOD OVER TIME E155

In this week’s episode of Dentology, hosts Chris and Andy chat with Luke Hutchings, a dentist in general practice in Hampshire and the President of the British Academy of Cosmetic Dentistry (BACD).

Luke shares his inspiration for becoming a dentist, memories of graduating from Cardiff Dental School in 2002, and his early career days in the NHS where he built clinical experience and honed his patient communication skills.

He discusses whether the NHS provides a foundation for newly qualified dentists and if there’s a trend towards ‘going private’ too soon.

Luke also talks about his decision to transition to private practice in 2011, the training that supported this move, being recognised as the Aesthetic Dentist of the Year in 2021, and his current role as the President of the BACD, including how the group has benefitted him as a clinician and his priorities for his term.

Topics:

- What was your inspiration to become a dentist?

- Is there dentistry in your family history?

- Graduating from dental school in 2002

- What did this period in your life teach you?

- Do you have fond memories of your dental school experience?

- Was your early career a good time to build your skills?

- Is the NHS overlooked as a good grounding for newly qualified dentists?

- Is there a trend to go private too soon?

- Your transition to private practice in 2011

- Aesthetic Dentist Award 2021

- Current role and priorities as President of the BACD

//ASHLEY LATTER - DISCUSSING FEES (PART 2) E154
//ASHLEY LATTER - DISCUSSING FEES (PART 2) E154

This week we welcome back Ashley Latter, author and experienced business trainer/coach, and delve deeper into the topic of dentists discussing fees with their patients, previously touched upon in his first episode (episode 131, released in Feb 2024).

In this episode, Ashley explores whether dentists value themselves and examines the potential link between self-worth and the ease of discussing fees.

He discusses if there is a standard process that can make the 'money conversation' more comfortable, identifies who in a practice is best suited to discuss fees, and addresses the gap between public perception and the actual cost of dentistry. Additionally, he considers the impact of the NHS's positioning on this issue.

Finally, Ashley highlights the importance of training and the necessary skills for discussing fees within a dental practice. He also questions whether there is enough tenacity in dental practices to handle objections effectively or if there is a tendency to quickly move on to the next patient.

Topics:

- Do dentists value themselves?

- Does there need to be a link between valuing yourself and others to be comfortable discussing fees?

- Is there a standard process to follow which makes the ‘money conversation’ easier?

- Who is the best person in a practice to discuss fees?

- Is there a disconnect between public perception and the actual cost of dentistry?

- Does the positioning of the NHS help?

- Are there other areas of life that getting comfortable with fees positively impact?

- Is there enough tenacity in dental practices to handle objections or is there a tendency to move on to the next patient?

- How important is training to be informed enough to discuss fees?

- Is there a fine line between hard sales tactics vs ethical sales?

//ROY BENNETT - KEEPING CALM E153
//ROY BENNETT - KEEPING CALM E153

In this week’s episode of Dentology, hosts Chris and Andy chat to Roy Bennett, who is not only the founder of Mellow Sedation Ltd, an IV sedation accredited training company, but also a seasoned dentist and educator.

Roy chats about how dentistry is still a big part of his life having been in practice for over 36 years. He reflects on his early career days, his time at dental school and what initially inspired him to pursue dentistry as a profession.

He talks about his decision to start a private practice back in 1995, why he chose to move away from the NHS so early in his career, and his 2010 venture into founding a sedation training company, offering specialised courses and lectures throughout the UK.

Finally, he shares his views on the important role of communication in dentistry and shares insights into how he personally manages his own clinical and non-clinical learning and development.

Topics:

- What was dental school like back in the 1980’s?

- Did dental school back then equip you to be a dentist?

- Why did you decide to leave the NHS?

- The decision to set up a sedation training company in 2010

- Does sedation have a broader place in dentistry before being for anxious patients?

- Do anxious patients require different communication techniques to achieve a positive experience for them?

- Is communication given enough air-time in dentistry?

- Through your own career, have you segmented your own learning into clinical and non-clinical?

//ALY TEJANI - GOING FOR GOLD E152
//ALY TEJANI - GOING FOR GOLD E152

This week we chat to Aly Tejani, Acquisitions and Operations Director at A&U Dental, an independent and family-owned dental group that was set up in 2016 and now has 7 practices under its ownership.

Aly discusses his transition from earning an Economics degree at the University of Warwick to pursuing a career in the dental sector after joining his family business in 2016.

He talks about some of the challenges and complexities that many small group owners face when managing multiple locations and the extent to which robust systems, comprehensive data and automation need to be relied on.

Finally he chats about his current responsibilities within the family business and shares what he finds most fulfilling about his role.

Topics:

- Your early career days

- What was the appeal of moving into the dental sector?

- Was the plan to always move in to the family business?

- What challenges do many small group owners face when managing multiple locations?

- To what extent are systems, data and automation relied on?

- Is the dental profession as you expected or have there been some surprises?

- What is the most fulfilling part of what you do?

//DR ALEX & TIM OTTO - WE’RE THE KIDS IN AMERICA E151
//DR ALEX & TIM OTTO - WE’RE THE KIDS IN AMERICA E151

In this week’s episode of Dentology, Chris and Andy chat to Dr Alex and Tim Otto, co-founders of the Alcan Dental Cooperative offering practice support solutions for paediatric practices throughout Texas, USA.

They discuss the landscape of dentistry in the United States and specifically in Texas, sharing insights about the beginnings of their careers. They also explore what it's like to be both business partners and spouses and the ground rules they have set for working together.

They continue by explaining how Alcan assists owners of paediatric practices, detailing its origins as a resource for practices aiming to stay independent while ensuring a work-life balance for the owners.

They also share their views on the importance of being entrepreneurial and business-minded to succeed in dentistry today.

Topics:

- What’s your secret to getting the important stuff done and not burning out?

- Talk us through what the USA dental scene looks like and what it’s like in Texas

- Outline your career beginnings

- What it’s like to be business partners and spouses

- Do you have rules around when you turn off the business switch?

- Alcan Dental Cooperative – what support does it offer?

- Do you need to be more nimble, entrepreneurial and business-minded to succeed in dentistry today?

//ANDY & CHRIS - MARKETING PRINCIPLES E150
//ANDY & CHRIS - MARKETING PRINCIPLES E150

In this special episode of the Dentology Podcast, hosts Andy and Chris discuss marketing principles.

They explore some of the key marketing factors every business should have in place, in particular branding and communications.

Throughout the discussion, Andy and Chris consider a arrange of questions such as:

• How do you want to position your practice?

• Do you know what you want to achieve?

• Does your brand reflect this?

• How do you communicate this to your team? And your patients?

• What messages are you communicating?

For invaluable insights into these key marketing principles that need to be aligned to grow your practice and more, tune in to this episode to hear from Chris and Andy.

**This special episode of Dentology has been brought to you in partnership with Ultimate Dental Business – the ultimate dental business hub, offering top-tier business training for dentists.**

//JULIE DALE - HOW TO PIVOT E149
//JULIE DALE - HOW TO PIVOT E149

In this week’s episode of Dentology, Chris and Andy chat to Julie Dale, dentist and Global Sales Manager at Boutique Whitening.

Julie talks about her dental career and how a short spell of work experience prompted her to decide that dentistry was for her.

She chats about her time working in the NHS for some 14 years after qualifying, shares some of the highs and lows from this time and talks us through the steps she went through before deciding that there were other career opportunities in dentistry aside from the clinical work.

She talks about her short stint at Dental Monitoring and how from there, moved on to work at Boutique Whitening and is now looking after global sales for the company.

She shares her thoughts on whether whitening can be used as a practice/profit builder and talks about future plans for Boutique outside of the UK.

Topics:

- Tell us about your early career days

- How did work experience help you decide that dentistry was for you?

- Where did you qualify from and was your dental school experience good?

- Working in the NHS – what were some of the highs and lows?

- What steps did you go through to decide on a career away from the clinical work?

- Did Covid create the reflection time to consider a new path?

- Working at Dental Monitoring

- Taking on the role of global sales at Boutique Whitening

- Can whitening be used as a practice/profit builder?

- Are there any global plans for Boutique outside of the UK?

//MURRAY WELCH - BUILDING FOR TOMORROW E148
//MURRAY WELCH - BUILDING FOR TOMORROW E148

This week Andy and Chris are joined by Murray Welch, Sales and Marketing Director at Anglian Dental, surgery design and equipment suppliers.

In this episode, Murray talks about the family business his grandfather started over 30 years ago and his decision to officially join the team back in 2012.

He talks about the charity work he is involved with for the Rapid Relief Team and how this saw him support the fire crews on the fateful day of the Grenfell Tower Disaster.

He reflects on how much dental engineering has changed over the past 15 years or so and how the company has evolved today to also offer build and design services alongside equipment supply and servicing.

He talks about some of the projects his team have been involved with, explains more about some of the challenges they often face, especially during refurbishment projects or when working with clients to set up new squat practices, and shares his top tips for anyone thinking about taking this route for practice ownership.

Topics:

- Your charity work with the Rapid Relief Team

- Tell us about the family business

- Joining the business in 2012

- Has dental engineering changed much over the past 15 years

- What other services does Anglian now offer?

- Why did you branch out into the building/design side of things?

- Tell us about some of the projects you’ve worked on.

- What are the hidden problems when you take on projects?

- What are some of the pros and cons of looking after refurbishments and squats?

- Any top tips for anyone considering a squat practice?

 
Michelle Hyde
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