Companies

Empowering DSOs

03/06/2025

7 min. to read

Driving Growth & Innovation with Darby

Procurement reports and staffing dashboards are essential decision-making tools for any growing dental support organization (DSO). They help identify gaps, reduce inefficiencies, and unlock growth opportunities. Darby Dental excels in this space by acting as a steadfast partner for DSOs, bringing proven solutions and personalized support to the forefront. Whether the goal is to refine operational workflows, meet evolving patient expectations, or leverage data to optimize costs, Darby provides innovative, tailored solutions that empower DSOs to achieve sustainable success.

Traditionally, the growth strategies of DSOs have centered on mergers and acquisitions. The pace of merger and acquisition activity has slowed due to recent market shifts, causing DSOs to shift their focus towards same-store growth.

“The trend we’re seeing now is a greater emphasis on profitability and efficiency within existing locations,” said Andrea Hight, Director, Strategic Accounts/DSOs at Darby. “This shift has created an opportunity for us to introduce solutions that directly impact operational performance and drive sustainable growth.”

For example, Children’s Surgical Centers is a network of ambulatory surgery centers with a mission to serve underserved children and individuals with special needs. Facing the challenge of scaling operations while maintaining affordable and accessible care, they turned to Darby. Using Darby’s procurement best practices, Children’s Surgical Centers consolidated purchasing processes, optimized inventory, and significantly reduced costs.

“Working with Darby has made life so easy,” says James Walters, VP of Operations at Children’s Surgical Centers. “My supply costs were cut down substantially. Plus, I have everything I need on a convenient list that Darby provides — eliminating the time and energy it takes to track down the right products and prices. We were able to get top-of-the-line products that have led to happier doctors and happier patients.”

Debbie Kessler, Darby’s Director of Strategic Accounts for DSOs, collaborated closely with James Walters and the Children’s Surgical Centers team, delivering cost-effective solutions that aligned with their specific needs. She was instrumental in helping them identify the right products — at the right price — so they could spend more time focusing on their mission.

Now, Children’s Surgical Centers can better focus on filling a nationwide gap in coverage for those who need access to dental procedures under general anesthesia far more urgently than extensive hospital wait times can accommodate.

Darby’s unique ability to provide innovative tools with tailored, hand son support ensures DSOs can optimize operations while dedicating more resources to their core missions. By enabling DSOs to simplify operations and allocate resources more effectively, Darby ensures their partners can prioritize their core mission: delivering exceptional patient care.

Enhancing Procurement

Centralized Processes:
Simplify purchasing across
multiple locations.

Cost Optimization:
Reduce supply costs with
bulk purchasing and
streamlined inventory.

Tailored Tools:
Customized procurement
dashboards for real-time
insights.

Darby uses advanced analytics to uncover opportunities for improvement. The company’s industry-leading AI-driven tools evaluate spend data interactively, helping DSOs identify best practices and pinpoint areas for improvement.

“We don’t just look at pricing,” explains Scott Walsh, Vice President, Sales at Darby. “We analyze product mix, duplication, inventory management, and even private-label adoption to create holistic strategies tailored to each DSO.”

This approach played a pivotal role in helping one large DSO struggling with high supply costs. Using Darby’s analytics tools, the team uncovered inefficiencies like product duplication and non-standardized purchasing.

The DSO significantly reduced costs and improved scalability by implementing changes such as streamlined inventory management and cost-effective private-label products, realizing financial and operational benefits that aligned with its growth strategy.

As operational efficiencies are crucial for DSOs to thrive, addressing workforce and equipment maintenance challenges has become equally vital. The dental industry’s staffing shortages as well as availability of equipment repair technicians have posed significant challenges for DSOs nationwide. Darby has solutions for both.

Darby Dispatch is the innovative approach to comprehensive, technology-driven access to essential equipment repairs, capital inventory management, regulatory compliance, and data to support expansion and EBITDA demands.

Darby’s partnership with onDiem offers a proactive solution for its DSOs by connecting practices with pre-vetted dental professionals and simplifying onboarding processes.

“It’s about more than just filling a position. It’s about finding the right fit and alleviating administrative burdens so DSOs can focus on growth,” shares Scott.

The onDiem platform offers comprehensive services, handling everything from payroll taxes to ensuring compliance with state and federal laws. By centralizing staffing needs and reducing the complexities associated with hiring, onDiem allows DSOs to maintain staffing levels without administrative strain.

Additionally, quickly onboarding temporary and permanent staff has helped many DSOs bridge staffing gaps during peak times or unexpected absences, ensuring that patient care remains uninterrupted. onDiem’s combination of efficiency and reliability exemplifies Darby’s commitment to empowering its partners with practical, high-impact solutions.

Beyond procurement and staffing, Darby provides DSOs with a comprehensive suite of services designed to drive efficiency and scalability. From IT integration to subscription management platforms, Darby’s offerings align with the evolving needs of tomorrow’s DSOs.

Tools for Growth

Method Procurement – amplifies savings and provides purchasing transparency through one modern dental spend management platform.

TechForce – delivers tailormade, dental-specific and HIPAA compliant technology solutions fromdesktop support to network security, and everything in between.

Dispatch – provides cutting-edge software solutions and equipment repair services to minimize downtime, ensure compliance, and improve operational efficiency.

onDiem – connects practices with temporary and long-term dental hygienists, assistants, and front office professionals2through an on-demand staffing platform and proprietary onboarding process.

Subscribili – allows dental practices to increase access to care, strengthen their customer base, and improve patient outcomes.

Darby TechForce, for example, provides tailored cybersecurity and IT solutions. TechForce seamlessly integrates with hardware and software while protecting patient data. As DSOs expand, this offering is especially valuable as robust IT infrastructures are required to connect multiple locations securely and efficiently. With automated monitoring, system backups, compliance-driven support, and more, TechForce empowers DSOs to focus on operational excellence without worrying about IT disruptions.

Subscribili is another Darby offering that allows DSOs to implement in-house subscription plans, boosting patient retention and generating recurring revenue streams. Patients on these plans are 25% more likely to return for care and three times more likely to accept treatment. This tool improves financial stability and enhances patient satisfaction, making it a win-win for the organization and its patients.

Combined, these solutions reflect Darby’s commitment to understanding its clients’ challenges and delivering tools that enhance operational efficiency while fostering long-term growth. Darby is a tremendous partner for DSOs as it anticipates industry trends and remains responsive to DSO needs.

Working with Darby has made life so easy. My supply costs were cut down substantially. Plus, I have everything I need on a convenient list that Darby provides.

– by JAMES WALTERS, VP OF OPERATIONS CHILDREN’S SURGICAL CENTERS

By combining cutting-edge technology with personalized service, Darby empowers DSOs to overcome challenges and capitalize on growth opportunities.

“As they scale, DSOs face unique challenges that require innovative solutions. Vendors have a critical opportunity to act as strategic partners in overcoming these obstacles — the top three being recruiting and retaining skilled dental professionals, navigating regulatory compliance, and adapting to changing patient expectations,” says Kim McCrady, RDH, of Signature Dental Partners.

Darby’s unwavering commitment to empowering DSOs through innovative solutions and personalized support underscores their value as a true partner in navigating these challenges.

Top DSO
Challenges

Staffing Shortages: Addressed
with onDiem’s simplified
staffing solutions.

Rising Costs: Tackled with
AI-driven analytics and cost-saving
private-label products.

Regulatory Compliance:
Supported by tailored IT and
HR solutions.

“Darby’s commitment to
solving these challenges
ensures DSOs remain
focused on their mission of
exceptional patient care.”

– KIM MCCRADY, RDH
CHIEF STRATEGY OFFICER
SIGNATURE DENTAL PARTNERS

“By addressing these key challenges, vendors can position themselves as indispensable allies to DSOs, helping them improve operational efficiency, patient care, and overall success,” Kim adds.

Darby addresses immediate challenges while actively supporting long-term growth strategies.

Beyond serving merely as a vendor and viewing themselves as a true partner ensures its commitment to maximizing impact for growing DSOs.

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Leaders

Leading Change

03/06/2025

6 min. to read

With a unique background in healthcare and medical technology, Kristin Dietzler takes on her role as president of Patterson Dental with a clear vision and the drive to deliver transformative change. Having recently stepped into her position, her insights and aspirations reflect her unique background.

Kristin has deep Midwestern roots and values. Born and raised in Minnesota, she began her career in the state working as a sales representative for a small medical device firm. She was quickly promoted to regional management, then national account management, and ultimately executive leadership roles. She has held positions such as zone vice president and vice president of sales. Later, Kristin worked for Carestream — not in its dental division but in medical imaging — where she ran operations for the Americas.

Patterson’s mission aligned perfectly with Kristin’s background, offering her the chance to leverage her expertise to address the complexities of dentistry.

As Patterson prides itself on having a multi-segment approach to the dental market, bringing technology and business services to the different customers they serve, from single location to multi-location organizations of all sizes, they are also excited to utilize Kristen’s vast experience leading multi-faceted sales organizations.

Reflecting on her approach to leadership, Kristin says, “The people around me are the most important thing when you’re driving a business. Trust and collaboration with the team are crucial.”

“Trust and collaboration are the cornerstones of effective leadership”

Her vision for Patterson centers on this principle: fostering collaboration and building meaningful relationships within the team to drive the company forward.

In her first weeks at Patterson, Kristin met with over 30 customers in person and spent time in the field with technicians and sales representatives. This hands-on approach was more than just an introduction — it was her way of uncovering both the challenges and the opportunities directly from the source.

“I’m very inquisitive,” she explains.

“I’m asking questions to understand where there are opportunities for improvement.”

This focus on understanding has already begun shaping her leadership strategy at Patterson.

Kristin’s early interactions revealed a strong desire for change within the industry.

“I’ve been humbled by how much people want to embrace change,” she says.

“They all see there’s a need for it, but nobody quite knows how to get there yet. The greatest part is that everybody wants to participate and provide ideas. It’s so encouraging and energizing.”

Kristin’s experience in healthcare gives her a refreshing perspective on the dental industry’s current state. She is able to see clear
opportunities to help Patterson bridge the gap between dentistry and other industries. She is determined to position Patterson as a leader in driving these advancements.

Kristin envisions Patterson as a driving force in streamlining operations to help private practices and DSOs build, grow, optimize, and sustain their practices. By tackling challenges like hiring and training staff and navigating reimbursement complexities, she believes the company can equip dentists with the resources they need to focus entirely on their patients and deliver the exceptional care possible.

Patterson is proud to partner with teams to offer guidance and support on how to improve productivity and efficiencies with an eye towards improving overall operations. “We want to streamline a lot of back-office components to help teams and DSO’s thrive,” she explains.

While Patterson has traditionally been a distributor, she envisions the company expanding its portfolio to include innovative tools and
services that address broader industry needs. Their role is to deliver trusted expertise and unrivaled support, transcending products and pricing.

“We are curating a portfolio of innovative products that tell a whole story.”

Kristin Dietzler
President of Patterson Dental

Kristin is determined to elevate Patterson’s offerings with innovations that redefine patient care. One standout example is the Solea All-Tissue Laser by Convergent Dental, a cutting-edge technology designed for anesthesia-, blood-, and pain-free procedures in hard and soft tissue. Solea elevates the patient experience for all ages and also provides practices opportunities to expand into new procedures. By introducing advanced technologies such as this, she aims not just to improve care but to revolutionize how dentists approach their practice, ensuring patients experience better and more effective treatments.

“We want to partner with DSO leaders by showing them solutions to improve their lives, their practices and their patients’ lives — we will provide tools that modernize what they are already doing.”

She also sees potential for Patterson to play a role in addressing some of the dental industry’s most pressing challenges, such as the shortage of hygienists and the need for greater public understanding of oral health’s impact on overall health.

“Even if the percentage of people in the U.S. regularly seeing a dentist rises from 40% to 60%, we still wouldn’t have enough people to meet that demand,” she explains. “How do we get more people involved in this crucial industry to supply necessary care?”

To get there, Kristin believes trust and collaboration are the cornerstones of effective leadership, and it is how she’s building her team. She wants her team to feel empowered to take calculated risks, deliver bold solutions, and encourage innovation to advance the dental industry.

This openness to experimentation has already sparked conversations with manufacturers about new approaches to address shared challenges.

“When you have that type of open conversation with people as a leader, there is no limit,” she remarks.

Kristin is setting an ambitious course for Patterson, driving a new go-to-market strategy that sharpens its competitive edge. She is assembling specialized teams to deliver tailored support for dentists and harnessing the power of data and artificial intelligence to revolutionize decision-making across the organization and in the dental industry.

Kristin’s approach to leadership reflects her drive to inspire others and make a tangible impact. In particular, for women and aspiring leaders, she emphasizes the importance of seizing opportunities without waiting for everything to be perfectly in place. Be ready to try new things and stretch ourselves.

“Years ago, I had a job opening for a VP of marketing, I knew exactly who I wanted for the job,” she recalls.

“But that person didn’t apply because she didn’t think she met every requirement. So, I walked down to her office and said, ‘Why aren’t you applying?’”

“No one gets a job and knows everything about it. That’s not how it works,” she says. “You learn in jobs. Anytime you can do something outside your comfort zone to get exposure and experience, do it.”

Kristin encourages others to take on challenges outside their comfort zones and seek mentorship and growth opportunities.

As Kristin settles into her role at Patterson, her vision and determination are evident. She is on the ground, embracing the opportunities and challenges ahead. Her hands-on approach, forward-thinking vision, and focus on collaboration position her to drive meaningful change at Patterson, for DSOs, and in the dental industry at large.

“At the end of the day, my strongest motivation is to see the people around me succeed. I love a team that sees the vision and knows exactly what we’re doing and why we’re doing it. That’s how you build success.”

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Products

AI Insights
from Planet DDS

10/17/2024

5 min. to read

Artificial intelligence (AI) has undeniably surged into nearly every industry, and dentistry is no exception. What was once the realm of science fiction is now a practical reality transforming how we work. We spoke with Beth Gaddis, Editor in Chief at Planet DDS, to get her unique take on how AI is being used in dentistry followed by a real-world case study showcasing how AI services from Planet DDS can have an impact on your practice.

Beth Gaddis

Editor in Chief, Planet DDS

What do you see as the top applications of AI in dentistry today? Two years from now?
“There are so many exciting AI applications available in dentistry right now, including AI-generated annotations for X-rays, which help doctors diagnose and help patients better visualize where they have cavities, abscesses, and bone loss. Planet DDS, for example, embeds AI into its X-ray software, Apteryx. The annotated X-rays can then be accessed from within the Denticon practice management system and attached to claims as supporting documentation. DentalXChange, which is fully integrated in several practice management systems, including Denticon and Cloud 9, uses artificial intelligence to confirm patient benefit eligibility, which reduces the need for time-consuming phone calls. AI can also help save time with patient communications. Denticon incorporates generative AI technology in patient emails, giving end-users the ability to generate unique images and messaging. New AI innovations include large language models (LLM). Many people are familiar with ChatGPT and other LLM products. In dentistry, authorized team members will be able to type in a request for data such as the number of crowns that have been treatment planned versus completed, including the corresponding revenue, and the practice management system will use natural language processing, structured data sets, and semantic data models to generate accurate results.”

What are the biggest benefits to AI in dentistry that too many are missing out on?
“AI technology increases efficiency, standardization, quality control, and job satisfaction. For example, AI can help introduce objectivity when it comes to diagnosing the presence of periodontal disease. AI automates the measurement of mesial and distal bone levels from the CEJ to the crest of bone, eliminating subjectivity in diagnosis. The findings help to validate the need for additional procedures such scaling and root planning and ensure team members are aligned.

What is the next big thing coming as it relates to AI?
“The future will move beyond simply analyzing data. Imagine AI-powered systems that not only flag potential issues but also suggest treatment options for the provider to consider, predict patient acceptance rates, and optimize scheduling and resource management based on real-time data. For example, connecting medical and dental databases would allow doctors to predict more accurately who might be at high risk of diabetes or heart disease based on the presence of periodontal disease. AI algorithms would analyze behavioral data, procedure data, and financial data such as the cost of services and whether the patient has pre-approved financing, and then predict the likelihood the patient will show up for their appointment. Planet DDS is developing computer vision models to read unstructured data such as insurance cards and clinical progress notes. Predictive analytics will make revenue cycle management so much easier, because AI will help predict which claims will get paid and which may get rejected.”

How should practices evaluate which AI services/providers are best for them?
“First, identify what you want the AI solution to accomplish. How will you measure if it’s meeting your needs? Is it saving you time? Saving you money? Generating additional revenue? Elevating patient care? Reducing stress or staff turnover? Then, ask the company for examples of how it’s helped other dental groups your size. They should be able to provide customer testimonials, case studies, and other resources.”

What are the biggest challenges for AI solution providers? What are you doing about it?
“One of the biggest challenges for AI solution providers in the dental industry is proving a clear return on investment (ROI) for practices. AI can be a significant investment, and dental professionals need to see tangible benefits in terms of efficiency, patient outcomes, and financial performance. At Planet DDS, we’re addressing this challenge by focusing on how AI can deliver measurable ROI through our DentalOS platform. It is designed to optimize the integration of AI into practice workflows, ensuring that AI-driven tools enhance productivity, reduce operational costs, and improve clinical accuracy. With this platform, we can provide one source of truth for the data via the practice management system. Typically, companies have to spend significant amounts of money and resources to ‘clean’ the data and prepare it for importing. We remove that obstacle.”

Case Study

CaliDental

Situation:
CaliDental, a multi-location DSO with nine offices, sought to provide consistent patient care and experience across all locations. Prior to adopting AI in 2023, the group had transitioned from a server-based practice management and imaging solution to a cloud-based platform, which was better suited for managing patient information centrally. This move was essential to delivering efficient, high-quality care, and adopting AI became the logical next step.

Task and Approach:
To standardize X-ray analysis and support treatment planning, CaliDental implemented the Apteryx AI imaging solution.

Results:
This technology led to a 10% increase in production, boosted confidence among younger doctors, and enhanced both patient care and satisfaction. It also contributed to greater job satisfaction among the team.

The introduction of AI-annotated images has also been positively received by CaliDental’s patients, shared Randa Seif, COO of CaliDental. AI demystifies X-rays, allowing patients to better understand what’s happening in their mouth and see how the issues can be addressed early. “Patients are seeing something they’ve never seen before—they can see that there’s an area on the X-ray that has a cavity and needs attention. Ultimately, they feel more confident in accepting treatment”

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Products

Insights from an AI Pioneer

10/17/2024

6 min. to read

Artificial intelligence (AI) has emerged as a pivotal force across industries, and dentistry is no exception. As AI tools continue to mature, their practical application is transforming patient care, operational workflows, and overall practice management. To understand the true impact of this transformation, we turn to Srivatsan Laxman, a leading AI subject matter expert whose company has implemented groundbreaking AI technologies in dental care. In this article, we get his insight, as well as a real-world case study showcasing how AI can revolutionize the dental field when used thoughtfully and strategically.

Srivatsan Laxman

CEO, TrueLark

What do you see as the top applications of AI in dentistry today? Two years from now?
“Today: AI-powered dental image analysis, pathology detection and clinical decision support. AI-powered patient communication such as automated chat and SMS text-based patient support and lead conversion. In two years from now, it will be automated voice receptionists at the dental office that can handle both inbound and outbound communication tasks and full life cycle marketing automation including identifying targets, content development, and lead engagement and conversion. I also see actionable practice analytics over diverse data sources such as patient records, communications logs and imaging data.”

What are the biggest benefits to AI in dentistry that too many are missing out on?
“A reduction in labor costs. With the persistent labor shortages in the dental industry, finding and retaining qualified staff has become increasingly challenging and expensive. AI automates a high percentage of routine tasks, allowing practices to operate with fewer employees while maintaining or even improving service quality. This not only cuts costs but also allows staff to focus on more complex tasks, enhancing overall productivity. Patients today expect round-the-clock access to appointment booking and communication. With AI, practices can offer after-hours service without the need for additional staffing. AI provides actionable insights that help optimize operations, refine patient interactions, and ultimately improve retention, making AI a powerful tool for both patient experience and practice growth.”

What is the next big thing coming as it relates to AI?
“Multi-modal AI refers to AI systems that can process and integrate different types of input—such as text, voice, images, and data—into a unified experience. In a dental practice, this could mean an AI system that analyzes imaging, clinical data, and patient records simultaneously to provide more accurate diagnoses or treatment plans. Multi-agent AI takes it a step further by enabling different AI systems to collaborate on various tasks. One AI agent might focus on clinical decision-making, while another handles administrative tasks like inventory management or billing. These agents can communicate and share data, creating an integrated system that streamlines both operational and clinical workflows. This level of coordination can significantly enhance efficiency and improve overall patient care in ways that isolated AI tools cannot. As these multi-modal and multi-agent systems continue to evolve, they will open up new possibilities for dental practices, enabling smarter decision-making, better resource management, and more personalized care throughout the entire patient journey.”

Should smaller practices be pursuing AI any differently than larger group practices?
“Both small and large practices can benefit from AI, but the implementation approach may differ based on the practice’s size and complexity. Smaller practices typically have fewer systems to integrate, so they can quickly adopt AI to automate tasks like appointment scheduling and patient communications without much difficulty. This allows them to streamline operations and focus more on patient care. For large multi-practice organizations that operate call centers, AI can also enhance efficiency by handling a significant volume of routine calls and booking requests, freeing up staff to focus on more complex issues. Whether for a single practice or a large DSO, the key is to leverage AI’s flexibility and scalability to meet specific operational needs, ensuring consistent and efficient patient care across all locations.”

How should practices evaluate which AI services/providers are best for them?
“When evaluating AI services and providers, it’s crucial to look beyond the surface features and ask the right questions to ensure you’re choosing a solution that truly meets your needs. First, consider what problems you are trying to solve. Next, consider how the AI solution integrates with your existing practice management systems. A robust AI platform will seamlessly connect with your current tech stack, ensuring smooth operations without disrupting your workflow. Cost is another important factor. Be sure to evaluate not just the initial implementation cost, but also the ongoing expenses. The provider’s reputation and experience in the dental industry are also key. Look for a provider with a proven track record and deep industry knowledge. Finally, ensure that the provider offers ongoing support and training.”

What are the biggest challenges for AI solution providers?
“First, integration with existing dental software. Dental practices often use a variety of practice management systems (PMS) and messaging platforms, and seamless integration is crucial for the effective use of AI. TrueLark is deeply integrated with a wide range of PMS and messaging software, allowing our AI solution to work smoothly within a practice’s existing tech environment. We are also continually adding new integrations and are committed to maintaining an open developer environment to ensure our solution can adapt to the evolving needs of dental practices. Second, user adoption. User adoption is another significant challenge. Many dental professionals are still hesitant about using AI, especially when it comes to patient communications. To address this, TrueLark focuses on educating both front desk teams and executives about the benefits of AI and provides comprehensive training to help them understand how the technology can enhance their workflows.”

Case Study

SGA Dental Partners

Situation:
SGA Dental Partners faced challenges with missed
calls and lost leads, hindering their ability to efficiently manage patient communication, maximize revenue and scale quickly.

Task and Approach:
To address these challenges, SGA Dental Partners added TrueLark’s AI-powered patient communication solution. The platform answers 100% of patient calls and webchat inquiries, resolving the majority without requiring staff intervention. Patients can book, reschedule, cancel and get answers to questions while engaging in remarkably human-like conversations with TrueLark’s patented artificial intelligence. The solution integrates with PMS and messaging systems, keeping scheduling calendars updated in real-time.

Results:

Increased appointments: To date, SGA Dental Partners has booked over 13.4K appointments through TrueLark.
Improved efficiency: TrueLark has automated 106K conversations, with 62% requiring no staff intervention.
New patients: Within the first four months, SGA Dental Partners added over 900 new patients via TrueLark.

In today’s competitive market, effective patient communication and 24/7 self-service booking are essential for DSOs to thrive. TrueLark sets the gold standard in AI-driven patient communication, offering end-to-end call management and unparalleled automation. With the platform’s ability to enhance efficiency, reduce costs, and elevate patient satisfaction, DSOs can streamline their operations while improving the overall patient experience. By investing in AI solutions like TrueLark, DSOs can unlock new opportunities for growth and profitability, positioning themselves for long-term success.

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Products

AI Insights
from BOLA AI

10/16/2024

5 min. to read

In recent years, artificial intelligence (AI) has shifted from futuristic speculation to practical application in industries across the board. Dentistry, in particular, has witnessed this shift firsthand as AI reshapes everything from diagnostics to patient management. To delve into the real-world benefits and challenges of AI in dental practices, we sat down with a renowned AI expert, Rushi Ganmukhi CEO of BOLA AI. Rushi leads a company at the forefront of this change. This article captures his expert insights and presents a compelling case study that highlights how AI-driven solutions are making measurable improvements in dental care.

Rushi Ganmukhi

CEO, BOLA AI

What do you see as the top applications of AI in dentistry today? Two years from now?
“AI in dentistry is still in its early innings. Currently, most solutions are focused on optimizing a practice in very specific ways. Voice AI for charting, AI processing of radiographs, and AI for revenue cycle management are among the most prolific applications today. I think in the next few years the market will move from point-solutions – specific solutions for specific pain-points, to broader solutions that tackle a variety of problems throughout the entire user workflow.”

What is the next big thing coming as it relates to AI?
“I think generative AI has not really made the impact yet on dentistry that it has in other markets. We are excited to launch our own initiatives here as well as seeing where others are going to apply this novel technology. From a macro view, one of the big trends we are hearing from many companies is expanding their offerings to address more pain points throughout the workflow, and by doing this providing more comprehensive solutions. At Bola we started with AI for perio charting, and have expanded to clinical notes and restorative charting. By selling a comprehensive product suite we have extremely happy customers, who have bought one solution but are solving multiple problems.”

Should smaller practices be pursuing AI any differently than larger group practices?
“Smaller practices can benefit from AI, however they may not be able to do massive implementations or multiple products at once. My advice would be to start, but to start with a small enough chunk that they can find success quickly and to build from there. Onboard a single product that you can immediately measure the impact on.”

How should practices evaluate which AI services/providers are best for them?
“This is a great question and it’s where the rubber hits the road. Practices should ask about what implementation, what the time to generate value and what the investment from a staffing perspective looks like. Ideally offices have a crystal clear idea of what they are looking to improve prior to purchasing, i.e. hygiene production. These offices can then measure a benchmark and see exactly how much value the new technology is providing.”

What are the biggest challenges for users as it relates to using AI?
“The biggest challenge for any new technology is how easily it fits into the way customers are currently doing things. Most providers have spent years in school and practicing honing their workflow. We do not want to disturb that workflow, we want to enhance it. There are many products out there that provide value, but the big question with most of them is can they get users to use it and use it properly. That is the key and challenge with AI. It is crucial for any product to be easy to learn, easy to use and sticky for repeat usage. We place a premium on this in our product development and work directly with a variety of clinicians to ensure that it is a smooth experience.”

Case Study

One of the largest DSOs

Situation:
A large national DSO evaluated Bola AI with the goal of increasing treatment revenue from periodontal diseases. The hypothesis was that more comprehensive charts would lead to more diagnoses, resulting in increased treatment opportunities. The organization was also focused on boosting revenue while reducing the time and manual resources required for periodontal charting.

Task and Approach:
To test this, the DSO implemented Bola AI’s Clinical Voice Assistant in 27 practices, tracking the results over a three-month period. Each practice completed over 100 periodontal charts, with the data analyzed by a third-party analyst.

Results:
Bola AI saved dental hygienists an average of 18.5 minutes per day. Additionally, 77% more perio-related diagnoses were made, which increased revenue and led to fewer patients suffering from periodontitis.

The Bola AI implementation also improved the efficiency of appointment scheduling, as fewer dental assistants were required for new patient charting which reduced the need for assistants from 47% of the time to just 10%. Other key benefits included an increase in full quadrant treatments and improved acceptance rates for scaling and root planing (SPR). With an average installation and training time of less than 10 days, the system delivered a remarkable 14.2 ROI, with revenue returns 14 times higher than the initial investment and a payback period of just 1-2 months.

This study reveals two primary benefits for dental offices that use it.
The first order benefit is that it helps hygienists save time by completing periodontal charts more quickly and without having to rely so much on a second employee to record the data. The second order benefit is that it helps dental offices make more money by increasing the number of fully completed periodontal charts, which in turn frees up the hygienist to explain why relevant procedures are necessary, resulting in more production.

Taken together, it’s clear that Bola can benefit dental offices — especially if those offices are ready to implement the software within 10 days— and, most importantly, improve the life of hygienists.

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Products

AI Insights from Pearl

10/17/2024

6 min. to read

Artificial intelligence (AI) is transforming dentistry. From diagnostics to streamlining operations, AI is enhancing the way dental practices operate. To better understand AI’s role in dentistry, we spoke with Sheela Roth, Head of Clinical Education at Pearl. Pearl is pioneering AI applications in dental care. Sheela’s perspective, coupled with a case study from Pearl, provides examples of how AI is reshaping the dental landscape—offering not just potential but proven results in patient care and practice efficiency.

Sheela Roth

Head of Clinical Education

What do you see as the top applications of AI in dentistry today? Two years from now?

“The most impactful AI applications in dentistry today are radiologic. The utility and simplicity of chairside tools like Pearl’s Second Opinion – which enhance the accuracy and consistency of diagnosis and case presentation at a fundamental level – have given AI a strong foothold in the dental future. Even where the applications incline toward practice management, the best rely on radiologic AI analysis of patient x-rays in conjunction with treatment information in patient records. Two years from now, we’ll see more of those computer vision-driven pathology detection and treatment planning capabilities integrated with more advanced digital dentistry tools like CBCT and CAD/CAM systems. AI will also be expanding into more predictive and preventive functions in diagnosis and treatment planning, while facilitating real-time adjudication of insurance claims and clinical training in dental schools.”

What are the biggest benefits to AI in dentistry that too many are missing out on?

“Too many dentists are missing out on every benefit of AI, because the vast majority of dentists in the world have yet to implement the technology. The pace of AI adoption in dentistry is accelerating rapidly, however, and that’s principally due to its impact as a diagnostic and case presentation aid. On average, dentists who use Pearl’s Second Opinion when reading and presenting x-rays to patients detect 37% more disease and increase case acceptance by 30%. Among those who are already using radiologic AI, there are many who are not yet leveraging AI for its extended benefits within the operational sphere. A tool like Practice Intelligence, which automatically identifies unmet clinical needs within a practice’s patient population, is regularly used to inform daily planning and morning huddles––but practices that aren’t using it across growth-oriented functions like marketing, patient recall and insurance verification are missing out on AI’s full value.”

Should smaller practices be pursuing AI any differently than larger group practices?

“AI is inherently scalable, offering consistent benefits across practices of any size. For single practices, AI enhances radiologic accuracy, boosts patient trust, and improves operational efficiency, leading to more productive chair time and streamlined insurance processes. These benefits scale seamlessly as practices grow. Small practices can easily integrate AI due to their smaller staff, whereas DSOs may face resistance from AI users who are not the direct buyers. To address this, Pearl has integrated its AI into existing software platforms, embedding AI into daily operations without disrupting workflows.”

How should practices evaluate which AI services/providers are best for them?

“When evaluating AI services, practices should start by focusing on how well the AI integrates with their existing systems and whether it enhances day-to-day operations without adding complexity. They should then identify their specific needs—whether it’s enhancing diagnostics, improving workflow efficiency, or boosting patient engagement. Key questions to ask include:

Does the AI integrate seamlessly with my existing imaging system? How easy is it to implement and train staff on the new tools? What is the provider’s track record in the dental industry? By tuning into these differentiators, practices will select an AI solution that aligns with their goals for both effectiveness and ease of use.”

What are the biggest challenges for AI solution providers?

“The biggest challenge for AI solution providers in dentistry is achieving interoperability within a fragmented software ecosystem. With hundreds of different imaging and practice management systems in use worldwide, AI systems must access, normalize, and interpret data from these disparate and often outdated platforms. Pearl has tackled this challenge by forging strategic partnerships with software companies worldwide, ensuring seamless integration and data accessibility. Our focus on interoperability and standardization has allowed Pearl to deliver AI’s consistent, scalable benefits to more dental practices of all sizes around the world than any other AI provider.”

Case Study

Rand Center for Dentistry

Situation:

Rand Center for Dentistry, a large multi-practice in New Jersey, faced a challenge maintaining incremental growth while operating at full capacity. Despite adding periodontal care to its specialty services, the practice struggled to achieve desired growth due to lower-than-expected rates of periodontal diagnosis. To address these issues, owner and founder Dr. Elliot Rand sought a solution that could tackle three core challenges: improve diagnostic consistency, increase patient acceptance of treatment plans, and boost the confidence of younger associate dentists and hygienists.

Task and Approach:

In May 2023, Rand Center for Dentistry implemented Pearl, an AI-driven dental software. The team selected Pearl for its superior capabilities in pathology detection, particularly in identifying carious lesions and periodontal conditions. Pearl was seamlessly integrated into the practice’s clinical workflow, providing real-time radiographic analysis during patient consultations, as well as practice-wide clinical insights based on AI analysis of historical patient imagery and treatment records. The team utilized Pearl to colorize areas of concern on X-rays, transforming grayscale images into clear, visually informative clinical guides. This approach helped patients understand the severity of their conditions, shifting conversations from “let’s watch this tooth” to “let’s treat this issue now.” The practice also used Pearl to measure and track clinical metrics, offering insights into the performance of individual providers and the overall practice.

Results:

Practice treatment acceptance rate jumped from 37% to 44%; exceeding the 35% national average.
PPV for general practitioners increased from an average of $460 to $520, yielding nearly $150,000 in the first month.
Periodontal disease detection rate doubled from 7% to 14%, with a projection to reach 18% by year-end.

Overall, the adoption of Pearl’s AI dental software directly addressed the initial challenges faced by Rand Center for Dentistry, leading to improved diagnostic consistency, increased treatment acceptance, and bolstered confidence among clinical staff. These advancements have not only enhanced patient care but also driven meaningful growth for the practice, particularly in its periodontal specialty services.

Learn more about what Pearl can do for you.

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From Crisis to Solution

10/17/2024

9 min. to read

Darby’s Commitment to Supporting Dental Hygienists

A delicate balance sustains a dental practice’s hum. Every team member plays a critical role in ensuring seamless patient care, from the moment a patient walks in until they leave with a smile. But what happens when the professionals at the core of this system—dental hygienists—are in short supply? This question has become an all-too-familiar reality for DSOs across the country.

In 2023, nearly 60% of dental organizations predicted that staffing shortages would remain their biggest challenge. The industry did not need a crystal ball to see it coming. The signs were everywhere, including practices understaffed, appointments backed up, and stress levels through the roof. The absence of dental hygienists can send operations to a halt. Furthermore, nearly one-third of the dental hygienist workforce (31.4%) expects to retire within the next five years, exacerbating the already dire situation.

The reasons for this attrition are also well-documented. Factors including negative workplace culture, insufficient pay, lack of growth opportunities, inadequate benefits, and feeling overworked are pushing hygienists to reconsider their career paths. Compounding this issue is the difficulty in recruiting new talent. A staggering 94.5% of dentists report finding a qualified hygienist is extremely challenging.

Amid this, Darby Dental Supply sees an opportunity not just to address a problem but to redefine how the industry supports one of its most vital roles. Darby is committed to shaping the landscape of dental hygiene by fostering community and spearheading innovation. By building a strong community of hygienists and investing in ergonomic solutions, Darby is positioning itself as a leader in tackling the DSO staffing issue.

“Our overarching goal at Darby has always been to identify customer needs and to meet them as best we can,” said Frank Massino, President of Darby Group Companies.

“Investing in the dental hygiene community by providing valuable resources and staffing solutions is essential for hygienists, facilitates same-store growth, and ensures better and easier access to quality oral healthcare in our communities for years to come.”

Hygiene HQ: Where Community Meets Innovation
Imagine a space where dental hygienists don’t just clock in and out but where their voices shape the future of their profession. This is the vision behind Darby’s Hygiene HQ, an online community that’s more than just a hub — it’s a movement. While other suppliers focus solely on the decision-makers, Darby has taken a different approach, one that puts hygienists at the forefront.

This approach resonates deeply within the dental community.

“The dental hygiene community is a valued resource for one another and for companies who are developing new products. To acquire information from a group of dental hygienists, a company has the ability to produce products and create programs based on the valued voice and opinion of the RDH,” said Jackie Sanders, MBA, RDH, Chief Editor of RDH Magazine at Endeavor Business Media.

By creating Hygiene HQ, Darby is not just offering a platform but building a foundation for the future of the profession. This community’s success lies in its ability to bring together hygienists from diverse backgrounds and experiences, allowing them to share insights, support one another, and contribute to the evolution of dental care. Hygienists who once felt isolated now can join a network where their contributions matter. This sense of community directly impacts patient care, as a supported and connected hygienist is better equipped to provide exceptional service.

A 2023 Salary Survey Report from RDH magazine and DentalPost found that 40% of hygienists’ top motivators for changing jobs were seeking a more positive environment or a more appreciative employer. Darby’s role in facilitating these connections underscores their commitment to being more than just a supplier. They are a partner in the professional lives of dental hygienists, understanding that the well-being of these practitioners directly influences the success of DSOs. Through Hygiene HQ, Darby is addressing the staffing crisis and laying the groundwork for a more engaged, knowledgeable, and empowered workforce.

Ergonomic Solutions: A Lifeline for Longevity
The physical strain of a dental hygienist’s work often do not make the headlines. The repetitive motions, awkward postures, and long hours create challenges that can lead to early retirement. The statistics are sobering. 91% of dental hygienists report suffering from or having suffered from musculoskeletal disorders (MSDs). The most commonly affected areas include the neck (30.6%), shoulder (25%), and lumbosacral region (23.3%). For hygienists over the age of 35, these numbers spike even higher, with 94.2% reporting work-related musculoskeletal disorders (WRMDs).

At Darby, we recognize that dental hygienists are the heart and soul behind every practice.

– by Allison Alexander, VP Darby Group Companies

“As a supplier, it would be easy to focus our attention solely on the person in the office making buying decisions, but we have always believed that it is more important to provide holistic value to our customers, explains Allison Alexander, Vice President of Darby Group Companies. “Dental hygienists are essential to the success of any practice — from providing quality patient care to encouraging case acceptance — and we are committed to giving them a much-needed voice in purchasing decisions and providing ergonomic products that will extend their health and careers.”

This commitment is evident in initiatives like the Love Your Glove division and the “Find Your Fit” program. For hygienists, finding the right glove isn’t just about comfort but also career longevity. Darby’s investment in DenTouch gloves which are ergonomically designed to reduce hand fatigue, is just one example of how the organization is actively addressing the physical demands of the job. By ensuring that hygienists can work comfortably and sustainably, Darby not only enhances the well-being of these professionals but also strengthens the operations of the DSOs they serve. A healthier, more satisfied workforce means fewer disruptions, lower turnover, and ultimately, better patient care — benefits that reach across the entire organization.

Darby is always looking for products with ergonomic benefits and strives to educate dental professionals on the importance of using the right supplies. At last year’s Greater New York Dental Meeting, Darby’s booth featured a “Find Your Fit” glove program. Visitors were encouraged to try on different gloves to assess the fit, material, thickness, texture, and ease of putting them on, ensuring their hands are protected by wearing the best-fitting gloves.

Melissa Massetti, RDHAP and Kristina Mankins, BS, RDHAP, co-owners of The Dental Hygiene Coach, were on the lookout to purchase supplies for their portable dental hygiene practice in Central California and visited the booth.

“One of our main concerns was finding gloves that would help reduce hand fatigue while providing a great feel and fit,” shares Melissa. The two met with Darby’s Business Development Specialist, Maria Mulé, who helped them explore the various options Darby offers customers.

“Darby’s Le Soothe Polychloroprene Gloves were a perfect match thanks to their fit, feel, and smoothness! These factors are crucial for a hygienist, as they see numerous patients in a single day and frequently change gloves,” Melissa continues.

“Because hygienists are prone to suffer from hand fatigue, which can lead to carpal tunnel, the proper fit of a glove and textured fingertips are extremely important in preventing these issues.”

By helping to extend the careers of these professionals, Darby is ensuring that DSOs have access to experienced staff who can deliver high quality care without the interruptions caused by injury or burnout.

Darby’s focus on ergonomics even goes beyond gloves. The organizations are actively exploring and developing other products to alleviate the physical strain on hygienists. From adjustable chairs that support proper posture to tools designed to minimize repetitive motion injuries, Darby is leading the way in creating a safer, more sustainable working environment for dental professionals.

Because hygienists are prone to suffer from hand fatigue, he proper fit of a glove and textured fingertips are extremely important

– by Melissa Massetti, RDHAP

Data shows that working longer hours per day (over 8 hours) and more hours or days per week (over 40 hours) significantly increases the risk of WRMDs, which affects 90% of those with these conditions. By addressing these risks, Darby is not just extending careers—they’re enhancing the quality of life for dental hygienists, ensuring a healthier workforce for the industry.

onDiem: Redefining Staffing for Modern Times
Darby’s partnership with onDiem is a game-changer in a world where flexibility is critical.

Picture this: a hygienist with young children who must balance work and family life. Traditional employment models don’t often cater to this need, but onDiem does. Offering temporary staffing solutions with benefits such as health insurance and vacation time, onDiem allows hygienists to choose when and where they work without sacrificing stability.

This forward-thinking approach is creating real success. Hygienists who once struggled to find work-life balance now have the flexibility they need, and DSOs that previously faced constant staffing disruptions now benefit from a more stable workforce. Darby’s investment in onDiem is not just about meeting today’s challenges but about laying the groundwork for a more adaptable and resilient industry.

For DSOs, the benefits are clear. No more scrambling to fill shifts at the last minute, no more compromising on the quality of care due to staffing shortages. onDiem offers a solution that’s as flexible as it is reliable, and Darby’s investment in this platform speaks volumes about their commitment to evolving with the times.

A Vision for the Future Darby’s commitment to the dental hygiene community is more than just a response to a staffing crisis but a strategic investment in the future. By focusing on the people who make dental practices run smoothly, Darby is ensuring that the industry is resilient and thriving.

Through initiatives like Hygiene HQ, ergonomic resources, and investments in solutions like onDiem, Darby is not just tackling the DSO industry’s number one problem. They are leading the way in reimagining how that problem is solved. As the industry evolves, Darby’s commitment to innovation and support for dental hygienists will likely set a new standard for how suppliers and DSOs can work together to build a stronger, healthier industry.

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Partners in Care

07/05/2024

10 min. to read

Crafting Success at Darby Dental Supply

Picture this: A customer grieving the loss of their faithful four-legged companion receives an unexpected package in the mail. Inside, along with their usual pet supplies, lies a heartfelt note from the Chewy team expressing condolences and understanding. It’s a small gesture, yet it speaks volumes about Chewy’s values—a company that recognizes the profound bond between pets and their owners and isn’t afraid to show it.

Now imagine another scenario where a pet owner, struggling to find the right products for their furry friend’s unique needs, reaches out to Chewy’s customer service. Instead of robotic responses, they find genuine empathy and personalized recommendations tailored to their pet’s requirements on the other end of the chat line. It is a story of going above and beyond, with the understanding that each pet is more than just a transaction but a beloved member of one’s family.

In every customer interaction and package sent, Chewy.com tells a story of empathy, connection, and the enduring bond between pets and their humans. This narrative transcends commerce, reminding us that even in the digital age, the power of genuine care and compassion still leaves a lasting impression.

Darby Dental Supply is the Chewy of dental supply. Just as Chewy transformed the pet industry with its empathetic approach, Darby is revolutionizing the world of dental supplies through its commitment to exceptional, outstanding service. Darby recognizes the human element behind every purchase, striving to provide products and a sense of care and personalization to dental professionals nationwide. In the dental industry, Darby is a testament to empathy’s transformative power in business.

Darby encourages its account managers with a simple yet powerful directive.

“At Darby, we believe if you can say yes to the customer, say yes to the customer,” says Scott Walsh, Vice President of Sales. “We don’t
just talk about taking care of customers, it’s something that is ingrained in our DNA and runs through every single department – from sales to accounting and everyone in between.”

This philosophy serves as a guiding principle, emphasizing the importance of prioritizing customer satisfaction above rigid adherence to policies, procedures, or bottom lines. Darby empowers its team to exercise discretion and flexibility in meeting each customer’s unique needs.

This customer-centric approach fosters stronger relationships and drives sustained growth in revenue and profitability. By prioritizing
responsiveness and adaptability, Darby ensures that every interaction leaves a lasting positive impression. In turn, the company has built a reputation as a trusted and customer-focused leader in the dental supply industry.

“At Darby, we believe if you can say yes to the customer, say yes to the customer.”

– by Scott Walsh, Vice President, Sales

Dee Fischer, CEO of Fischer Professional Group, has decades of experience growing DSOs by helping doctors create systems, accountability, and passion in the workplace. She relies on Darby as part of her success.

“Working with Maria Mulé of Darby has been an excellent experience. Her level of customer service is truly top-notch – possibly the best in the nation! At every step of the way, she has been attentive and knowledgeable, and she always goes above and beyond to ensure everything runs perfectly,” Dee shares.

Darby’s Account Managers receive regular training throughout the year. Pictured is one session with Leonora Purellku, Darby Training Manager.

“The repair man your team found for us cleared his schedule and got to our office the next morning with a loaner machine while he fixed ours. In our moment of crisis, I appreciate everything that the entire Darby team did to help us,” says Adina Ferguson of Union Family Dental, another happy Darby customer.

This is finding ways to say “yes” to the customer, and often, it makes all the difference. One tell-tale sign of excellent customer service is often long-term relationships built with trust and sustained over time. They are also vital in business. In dental supply, these partnerships are crucial for consistency and growth.

“I’ve been working with my account manager for over ten years. During this time, we’ve expanded to 23 locations and are still growing. We chose Darby for many reasons – their attention to detail and ability to go above and beyond to help us expand Nuva Smile. Without Darby and our long-term relationship, we wouldn’t have the support and knowledge to keep up with the changing times. I’m lucky to be partnered with a company that puts our needs first,” shares Angelika Yermolenko, the Hygiene Director/ Procurement Manager of Nuva Smile.

In another instance, a recent DSO customer faced a common challenge plaguing many multi-location dental practices: inconsistent equipment solutions and pricing across their various offices. This lack of uniformity created logistical headaches and led to disparate experiences for patients and staff alike. Recognizing the need for cohesion and standardization, Darby, led by their dedicated account manager, stepped in to provide tailored solutions. Through meticulous coordination and personalized guidance, their account manager worked closely with the customer to streamline their equipment procurement process, ensuring that every office would receive the same high-quality experience. This collaborative effort alleviated the burden of managing multiple suppliers and bolstered the DSO’s reputation for excellence across all their locations.

“When I joined Darby, I thought I’d be walking into traditional sales training. I was blown away that rather than learning how to sell things, it was all about how to treat people.”

– by Leonora Purellku, Sales Trainer

A much larger DSO, Signature Dental Partners, faced significant hurdles in finding cost-effective solutions. With 93 locations, they needed to deliver the same quality in each location while also saving money. Their Darby account manager stepped in to offer personalized assistance, identifying private label items to help them maintain the same excellent quality product but with significant savings.

Darby and Big Brothers Big Sisters of Long Island teams at the ribbon cutting for the Darby-sponsored “Kids Closet.”

This effort and partnership addressed the DSO’s immediate challenge while positioning them for continued success in the future.

So, what is the secret to such customer service success?
At Darby, it hinges on a simple yet profound principle: taking care of their employees. Darby prioritizes all aspects of their team’s well-being, from professional growth to health and wellness. They equip their staff to excel in their roles. With over 100 hours of product training provided annually, they also equip employees with the knowledge and expertise needed to deliver exceptional service to customers.

“When I joined Darby, I thought I’d be walking into traditional sales training,” says Leonora Purellku. “I was blown away that rather than learning how to sell things, it was all about how to treat people. Rather than up-selling, our training revolves around Darby’s methodology and how to treat the customer and anticipate their needs and wants. Another huge differentiator is that our account managers receive an unprecedented amount of product training to develop their mindset as well as their professional growth, which really helps our customers navigate product selection and feel confident in viewing our team as trusted advisors.”

By caring for their employees with excellence, their employees can do the same with their customers. Darby demonstrated unwavering support to its employees during the COVID-19 pandemic. The company sent monthly PPE care packages to every employee, working to provide whatever they could to keep their employees and their families safe. Darby also took proactive steps to educate its sales team on alternative product options, ensuring customer needs could be met even when certain items were unavailable.

The company encourages employees to get involved in philanthropic efforts and comes alongside them in support. Their reach has extended from food and toy drives in local offices to 5K and walks around the country to helping to build a dental hospital in Rwanda.

Darby is a proud partner of Big Brothers Big Sisters of Long Island (BBBSLI). Darby’s purchasing and warehouse teams coordinated a delivery of supplies to help local students prepare for the upcoming school year. Pictured left to right: Hans Dietz and Will Diaz.

Across levels and departments, Darby prides itself on giving back to the community. Liz Meyers, Darby’s EVP Global Procurement, spearheads Darby’s Social Responsibility Program which is committed to making positive impacts on local, national and global communities.” Liz is also longstanding member of Big Brothers Big Sisters’ Board of Directors, a nonprofit organization that Darby is proud to support. Darby’s purchasing and warehouse teams coordinated a delivery of supplies to help local students prepare for a new school year, and the organization sponsored a new “Kids Closet.”

“Creating a culture of success and inclusivity requires a vision that not only includes success with business objectives, but a very real dedication to employee wellbeing and social responsibility,”

– by Andrea Hight, Division Director, DSOs

Another is Beyond The Game, which provides children with the resources, support, and mentorship opportunities they need to succeed. Allison Alexander, Vice President, Darby Group Companies, recently spoke to local elementary school students about the importance of generosity and gratitude as part of Beyond the Game’s “Girls with Pearls” youth program. This initiative is focused on mentoring and uplifting young girls through sharing important life skills like confidence, communication, and setting goals.

“In joining the Darby team, I learned that this dedication to doing good is threaded throughout all we do. Today, in addition to my role as Division Director for DSOs, I am participating as a board member for the National Network for Oral Health Access (NNOHA) in choosing a new executive director for this organization. NNOHA exists to support the success of community health centers and other nonprofit organizations in assuring access to dental care for the communities served across the country. Because Darby supports my board role with NNOHA, I am able to contribute training and education for clinicians and administrators, chair NNOHA’s membership committee and ambassador program and participate in conferences. All of this is part of supporting the success and sustainability of oral health safety net programs. I am honored to represent Darby in these ways,” she adds.

Darby is proud to support Beyond The Game, a non-profit organization that provides children with the resources, support, and mentorship opportunities to succeed. Allison Alexander, Vice President at Darby Group, companies spoke to local schools about the importance of generosity and gratitude.

In addition to prioritizing overall well-being among its staff, Darby is also committed to raising mental health awareness and supporting key initiatives and organizations that support well-being.

“Creating a culture of success and inclusivity requires a vision that not only includes success with business objectives, but a very real
dedication to employee well-being and social responsibility,” says Andrea Hight, Division Director, DSOs.

Darby believes that when employees feel valued and supported, they are better equipped to provide care and attention. Their commitment to investing in their team’s growth and development enhances employee satisfaction and translates into tangible benefits for customers that set them apart.

Darby’s dedication to caring for its employees is reflected in the remarkable average employee tenure of 13 years. This speaks to the care provided to each employee and the support they receive to grow professionally within the organization.

By delivering exceptional customer service with a “say yes” attitude, Darby becomes an integral player in its clients’ success stories. In today’s dynamic and quickly evolving dental landscape, having a reliable partner like Darby becomes priceless.

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Products

Revolutionizing RCM

10/17/2024

5 min. to read

Vyne Dental’s Game-Changing Impact on Dental Practices

All it takes is one patient encounter to illuminate broader challenges within the dental industry. For Steve Roberts, CEO of Vyne, this pivotal moment came early in his career when a 22-year-old man walked through the doors of a dental clinic he was working in. The man was seeking dentures despite his young age. His family history painted a picture of generational reliance on dentures, a trajectory he seemed resigned to uphold and ready to accept.

But good news was in store: This patient would not need to live the rest of his life with dentures. Instead, he could receive therapy to treat his periodontal disease.

But then something unexpected happened. Roberts was disappointed that the patient’s excitement did not match that of the provider team because of one question: “Does insurance cover it?”

So, amidst the optimism of a possible therapeutic solution, Roberts could not overlook a glaring reality. The decisive factor in this patient’s willingness to pursue an alternative hinged not solely on a clinical recommendation but also on insurance coverage.

What we do matters – maybe even more than you realize. It matters so much that I have dedicated nearly my entire career to solving problems in the insurance reimbursement space. Vyne is here to revolutionize the way care is delivered and practices are paid,” Steve shares.

– by Steve Roberts, CEO, Vyne Dental

“In that pivotal moment all those years ago, I realized the profound impact dentistry has on people’s lives,” Roberts says. “What we do matters. It matters so much that I have dedicated nearly my entire career to solving problems in the insurance reimbursement space. Vyne Dental is here to drive a paradigm shift in the way dental care is delivered and practices are paid.”

Another defining moment came just months ago, when Roberts first learned of the Change Healthcare data breach. As the leader of Vyne Dental®—a provider of end-to-end revenue acceleration that engages practices, payers, and patients via vendor-neutral connectivity, claims and attachment management and facilitates secure communications solutions—he knew Vyne had to act to ensure patients received care and practices were paid with minimal disruption.

Ultimately, Vyne Dental emerged from the Change Healthcare situation as a vital lifeline for the dental industry, expediting the launch of a new digital, self-service experience to accelerate onboarding more than 10,000 new customers within three weeks, enabling them to continue serving patients. The new service empowers prospective and existing customers to independently manage onboarding, implementation and training.

With easy access to extensive resources from online training courses to contextual guidance within the application to process improvement webinars, customers can be as autonomous as they wish, while maximizing the benefits they gain from Vyne Dental’s solutions.

In addition to the new self-guided experience, Vyne Dental also took several other steps to continue delivering exceptional customer service during the data breach, including: scaling its workforce by adding permanent and temporary staff to help new and existing customers with onboarding and support, enhancing call management to more accurately route customers to the proper support team in order to facilitate faster, more efficient resolution for all customers, and expanding digital resources to all customers that empower process optimization and revenue growth initiatives within their practices.

Tammy Barker, Vyne Dental’s Vice President of Customer Success and Women in DSO® Advisory Board Member, attributes these achievements to the hard work and commitment of the customer service and success teams.

“We are grateful for the trust our customers have in Vyne Dental,” Barker says.

“Vyne Trellis has a passion for listening to their customers and using feedback for continuous reinvention of their services. ”

– by Stacy Piskun of Heartland Dental

Vyne Dental’s robust platform, Vyne Trellis®, is designed to seamlessly support the operational complexities of emerging and mid-market DSOs. With a suite of tools encompassing practice management, revenue cycle management, patient engagement, and practice marketing, Vyne Dental empowers DSOs to streamline operations across their entire network. With centralized access to essential resources and insights, DSOs can better optimize efficiency and standardize workflows, fostering consistency and cohesion across all locations. This inclusive approach resonates with multi-location practices seeking a partner capable of supporting their growth and scalability without compromising on quality or efficacy.

“Vyne Dental’s end-to-end platform has been a game-changer for our multi-location DSO,” says Lori Brady, the Insurance/Revenue Cycle Manager for New England Dental Partners, Inc. “By streamlining workflows and providing comprehensive solutions, Vyne [Dental] has accelerated revenue and enhanced operational efficiency across all our practices. Their software has become a necessary tool in driving success and growth for our business.”

Vyne Dental is also dedicated to providing unparalleled support and customer service. The organization won The LiveHelpNow Challenge Best Customer Service award and has been named to the Inc. 5000 annual list of the nation’s most prestigious and fastest-growing private companies for 15 consecutive years.

As he leads Vyne into the future, Roberts remains steadfast in his commitment to leveraging his diverse experiences to drive positive change across the dental healthcare industry. “Every day, I draw on my past experiences to inform our strategic direction,” he emphasizes.

“Vyne Dental’s end-to-end platform has been a game-changer for our multi-location DSO.”

– by Lori Brady of New England Dental Partners, Inc.

“By combining insights from both corporate leadership and frontline practice administration, we are developing innovative solutions that empower dental practices to succeed in an ever-changing landscape.”

Through the Vyne Trellis platform, dental revenue acceleration is evolving. Today, Vyne Dental serves more than 800 hospitals and health systems, 84,000 dental offices, and 800 dental insurance plans and payers across the U.S.

Vyne Dental is leading a paradigm shift in the dental industry toward real-time claims and payment resolution to improve provider and payer financial performance while fostering patient satisfaction and loyalty. As it looks to the future, Vyne Dental is eager to pioneer advancements to help patients improve their smiles and providers enhance their profits.

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Meet Straumann Group Enterprise Solutions

10/17/2024

8 min. to read

Straumann Group launches the very first brand dedicated exclusively to supporting enterprise-level customers in an ever-evolving market.

The history of Straumann Group is one rich with innovation and steeped in a reputation for quality and precision. While our company got its start in dental implants, our brand has evolved over the past seven decades to include a diverse portfolio of solutions and services with each one maintaining our commitment to quality and to unlocking the potential of people.

Today, Straumann Group, one of the most established companies in the oral healthcare sector, is proudly supporting a dedicated brand
developed to address the needs of dental support organizations (DSOs) and large account dental groups. Our tradition of innovating
in response to growth and change has led to the recent formation of a most extraordinary entity: Straumann Group Enterprise Solutions.

According to a report by Precedence Research, the size of the dental support market is forecasted to increase significantly by 2032.

The data bears out the fact that we are witnessing a shift from solo provider practice to the dental support organization (DSO) model
on a large scale, necessitating a fundamental shift in the way industry providers, suppliers, and consultants assist these organizations.

Why Straumann Group Enterprise Solutions?
DSOs are inherently complex—a single entity must strive to generate profit through the mitigation of highly variable factors across a range
of diverse holdings. Implementing workflows, processes, and systems equally across every dental practice in a DSO is a formidable feat. Many solutions currently available for DSOs may not fully address the daily complexities these organizations face. The portfolio offered by Straumann Group Enterprise Solutions, however, provides DSOs with a holistic and harmonious range solutions and services all in one place.

Additionally, DSOs today face uncharted waters when it comes to scaling and growing market share. Despite experiencing prolific growth, the DSO market is a neonate with little established precedent for DSOs to follow. In a very real sense, the leaders of successful organizations today are pioneers who push the boundaries and sometimes struggle in the face of unanticipated challenges such as establishing a brand identity and strategy, recruiting and retaining employees, scaling sustainably, and pivoting in times of economic uncertainty.

Straumann Group has always embraced innovation and so we celebrate the DSO leaders who do the same. This new customer group is very important to us and we strongly believe that it also plays a critical role in improving access to oral care. In light of the rapidly expanding DSO market and the ongoing challenges these organizations face, Straumann Group has dedicated a large part of our organization to serving the DSO customer group. We have developed specialized teams, clinical digital workflows, and services that focus on helping DSOs to activate growth potential, elevate clinical excellence, and enhance operational efficiency.

A recent review of the branding and positioning for our DSO portfolio indicated a need for expanded efforts to ensure that forward-thinking leaders can fully benefit from Straumann Group’s expertise and insights.

“Straumann Group’s commitment to serving the fast-growing DSO customer segment dates back approximately 6 to 7 years, with the establishment of a specialized DSO organization in 2017,” says Straumann Group CEO Guillaume Daniellot. “As the dental industry undergoes transformation and the demand from our DSO partners becomes increasingly distinct, we recognized the importance of formalizing our dedication to this target group. Our customers can expect highly customized solutions, including digital workflows and related services that we are actively developing.”

“As the dental industry undergoes transformation and the demand from our DSO partners becomes increasingly distinct, we recognized the importance of formalizing our dedication to this target group.”

– by Guillaume Daniellot, CEO, Straumann Group

A Closer Look at Straumann Group Enterprise Solutions
At Straumann Group Enterprise Solutions, our aim is to support dental support organizations and other enterprise-level oral healthcare providers in transforming oral care specialties and the delivery of oral care as a whole with our customized, scalable, and digitally-powered solutions and services and our dedicated team of experts. We provide a holistic portfolio of resources tailored to support DSOs at all operational levels and stages of growth.

We are among the first movers in the industry to effectively accommodate the scale and needs of DSOs, offering them bespoke resources in the form of clinical solutions, comprehensive digital workflows for specialty treatments, on-site training, clinical education, and consultation services with industry experts. We serve as the comprehensive resource and strategic empowering partner for leaders aiming to develop more resilient and growth-oriented enterprises.

Given our trusted Straumann Group history and our commitment to growth and innovation, it was only fitting to give our new brand a crisp visual identity that instills a sense of confidence, uniting our trusted corporate heritage values and widely respected industry experience. Our new visual identity embodies our philosophy of being powered. The colors include blue for trust, professionalism, and expertise, and mint green for freshness, innovation, and advanced technology solutions. The interconnected rings symbolize unity and integration.

Straumann Group Enterprise Solutions may be the new name, but we have already been hard at work curating insights and developing solutions for the past 6-7 years. Our team working around the globe are working hand-in-hand with DSO customers to support them in achieving their own objectives, and we leverage our deep collaboration, collected data and customers’ feedback to continue innovating and improving the solutions we design.

Among our portfolio of solutions trusted to enhance operational efficiency, is CareStack. Powered by award-winning, innovative technology, Carestack offers a holistic range of features including scheduling, clinical operations, billing, patient engagement, and reporting, all on a single cloud-based platform.

We are also dedicated to developing thought leadership materials that serve executives within organizations with the insights and strategies they need to lead effectively and to innovate. These resources are designed to enhance decision-making and drive industry advancements.

Our initiatives also focus on fostering robust engagement among C-Suite executives of DSOs. For example, we host the annual Global DSO CEO Summit which fosters a collaborative environment where leadership can exchange ideas that drive transformative change within their organizations.

“The Global DSO CEO Summit not only provides a robust networking platform for our DSO CEO customers worldwide, uniting leaders from across the globe, but also serves as a venue for exchanging visionary insights, co-creating concepts, and sharing best practices on a global scale.”

– by Marie-Rose Wagner, Global Head Executive Engagement, Straumann Group

Besides our comprehensive portfolio of trusted Straumann clinical products, Straumann Group Enterprise Solutions also offers end-to-end fully digital workflows (Enterprise Specialty Workflows) designed to improve efficiency and standardize outcomes in high-production specialty treatment areas such as restorative dentistry including implant treatments, and orthodontics.

“The Restorative Dentistry 360 workflow reduced stress during surgery and achieved high placement accuracy, maintaining the highest standards for clinical excellence,” reported one satisfied customer. These workflows aim to streamline cases for greater productivity all while boosting clinician confidence and neutralizing variables that might otherwise result in inconsistent outcomes. Orthodontics 360 offers premium, smile design through efficient workflows for a superior patient experience.

We also place great emphasis on providing consulting services and comprehensive clinical education. These initiatives are designed to empower our DSO partners, enhancing both their operation efficiency and clinical excellence.

Enterprise Consulting with our select team of knowledgeable experts assists DSOs in developing and implementing actionable plans that will help the organization achieve objectives in the areas of demand generation, case acceptance, employee retention, and leadership evolution. Our consulting services supply organizations with customized growth strategies replete with the assets, training, business education, and real-time monitoring and fine-tuning of the strategy to ensure goals are met.

Enterprise Academy equips clinicians with the training needed to work efficiently and with confidence. We have been concentrating a lot of our efforts and investments in education as we believe this is one of the most important supports we can provide to our customers’ clinicians to facilitate the delivery of high quality specialty treatments such as implant therapy and clear aligners.

“The Restorative Dentistry 360 workflow reduced stress during surgery and achieved high placement accuracy, maintaining the highest standards for clinical excellence.”

Moving into the future with confidence, together
It is with great pride and joy that we formally announce the launch of Straumann Group Enterprise Solutions. The establishment of this new brand signifies a continuation and formalization of our commitment that was initiated several years ago, acknowledging our longstanding dedication to DSOs and other large-scale oral healthcare enterprises.

We hold the strong conviction that this brand underlines the importance of responding to the unique needs of DSOs with a tailored approach. It is our hope that our ongoing engagement with executives combined with careful monitoring of the market and a proactive responsiveness will enable us to adapt to those evolving needs effectively.

We are committed to fostering innovation and sharing insights that enhance lives, and we take pride in being a trusted, comprehensive source of support for DSOs at the enterprise level. Straumann Group eagerly welcomes the ambitious leaders of DSOs of all sizes to contact our team to leverage our insights and discover bespoke solutions for success.

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