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AI Insights
from Planet DDS

10/16/2024

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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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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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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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.

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Critical Staffing Numbers

10/17/2024

2 min. to read

Temporary and part-time staffing is an investment that comes with its challenges—but it also leads to significant ROI.

Investing in temporary and part-time staffing is crucial for adaptive, thriving organizations.
Dental practice owners today face the challenge of balancing financial stability with employee satisfaction. Rather than just cutting costs, focusing on longer-term investments in part-time and temporary staff can drive long-term success. Oxford University research shows a strong link between employee well-being and financial performance. Companies with higher well-being scores yield better returns, higher profits, and greater valuations, making investment in the well-being of temporary and part-time staff a smart business strategy.

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Announcing Darby Dispatch

10/16/2024

2 min. to read

Darby Brings World-Class Equipment Services to Customers Nationwide

Darby Dental Supply, one of the nation’s largest dental distributors, has partnered with UptimeHealth to offer comprehensive dental equipment repair services to customers. Darby Dispatch – the latest installment in Darby’s growing suite of practice solutions – will ensure expert repair, installation, and support services for dental professionals across the country.

“At Darby, we are committed to optimizing every aspect of our customers’ businesses through solutions that boost efficiency, enhance operations, and drive revenue,” said Frank Massino, President, Darby Group Companies. “We’re thrilled to add UptimeHealth to our suite of offerings and, together, provide customers with exceptional dental equipment repair services and the opportunity to focus on preventative maintenance.”

Members of Darby Diamond Rewards – the company’s customer loyalty program – can unlock exclusive access to Darby Dispatch’s range of services, with Gold and Diamond level rewards members given premier access and the opportunity to earn free equipment service each month.

As one of the fastest growing dental suppliers in the country, Darby continues to invest in growth initiatives and purposeful investments that offer lasting value to customers and their businesses. Darby Dispatch, Powered by UptimeHealth, joins the company’s existing portfolio of solutions including CareStack’s practice management software, Darby TechForce technology solutions, onDiem dental staffing services, and Method Procurement’s e-procurement platform – all carefully sought and selected to solve a unique need of today’s dental professionals.

To learn more, visit //www.uptimehealth.com/darby

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The CYA On Cures Act Violations For DSOs

07/09/2024

2 min. to read

With fines up to $1,000,000* new legislation introduces new requirements for DSOs

Today’s patients expect quick and easy access to everything. With new legislation dental practices are now finding themselves in the crosshairs of noncompliance due to the harsh combination of high patient expectations and lack of data accessibility in dentistry.

The Stark Reality of Non-Compliance

As patients become more informed and assertive about their healthcare rights, DSOs find themselves under increasing risk as requests for records are on the rise. HIPAA and The 21st Century Cures Act stipulate that healthcare providers provide access to electronic health information (EHI) securely through a mobile application without delay when requested.

Failure to comply can result in hefty fines of up to $1,000,000* per single violation, including being put on a “corrective action plan”—a major setback for any group. Most practice software has been built from the ground up to make information input easy, but tedious, if not impossible to access (let alone share with others), putting you at risk.

Thankfully a dentist and software entrepreneur, Dr. Bryan Laskin, saw the impending issue coming and has worked with the ADA and leaders at several large DSOs to create an easy solution.

The Toothapps Solution

Enter Toothapps Patient App, an innovative platform designed to bridge the gap between patient data demands and regulatory compliance. Toothapps provides a comprehensive, low-cost, turnkey solution that ensures dental practices can meet the high standards set by the Cures Act.

Key Benefits:

1. Compliance: Patients can view records (once approved by your practice) securely and digitally on their mobile device.
2. Connection: Patients can pay bills, securely chat with your office, request an appointment, complete forms, view radiographs, confirm appointments, and more. (View a demo at www.toothapps.com/lead)
3. Convenience: Once installed the Patient App syncs with your existing systems, saving your team time and keeping offices in control of data requests, emergency care and virtual consultations with ease.

To get a demo or learn more, visit Toothapps.com/LEAD

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Leveraging Contingent Labor for Sustained DSO Growth

07/06/2024

8 min. to read

Think beyond “quick fix” staffing to improve long-term recruitment, retention, and patient access to care.

Traditional temporary staffing solutions may fill a short-term need—but a consistent, contingent labor workforce can maximize capacity for existing operatories, flex to address evolving patient needs, and encourage long-term resilience and growth.

Acquisition, new builds, and capacity expansion: What’s the most strategic growth option for DSOs?
In the rapidly evolving landscape of dental care, dental service organization (DSO) leaders are confronted with a critical dilemma: how to most effectively grow revenue while mitigating risk. Should they acquire existing practices through due diligence, accurate valuation, and successful integration of leadership and staff? Should they invest time and money into new build-outs— which require capital-intensive site selection, construction, permitting, and hiring of new staff?

Could it simply be less risky—and more cost effective—to increase capacity within their existing practices?

Many DSO leaders do see the opportunity to expand operations wherever they may have under-utilized operatories or additional time slots on evenings and weekends. However, these opportunities are frequently hindered by staffing limitations, or the fact that existing full-time employees often do not want to take on these additional shifts. This brings to the forefront one emerging strategy for effective capacity expansion: contingent labor.

How dental practices use contingent labor to tackle staffing challenges
Temporary staffing once served as a mere stopgap to ensure continued production during employee absences. These days, it’s increasingly recognized for its ability to enhance flexibility and boost productivity in unused operatories during non-peak hours.

With access to vetted, trained, and W-2 compliant staff—who are willing to work as little as a single shift or as much as three to four days a week—practices can create more sophisticated staffing plans that fill the gaps, increase appointment availability for patients, and capture production with just a few new investments in operating overhead. This approach evolves temporary staffing into a more flexible and sustainable staffing strategy—one that relies on a contingent labor workforce that can regularly fill staffing needs for the long haul, without running afoul of any contract labor laws or regulations.

Investing in a mutually beneficial relationship: recruitment, retention, and employee value
Recruiting and retaining skilled staff (particularly hygienists) remains a significant undertaking; according to a recent study by the ADA Health Policy Institute, 88% of practices describe this task as “extremely challenging.” Issues of training shortcomings, salary dissatisfaction, and burnout are pervasive, with over a third of dentists feeling overworked. To address these challenges, DSOs must invest in their staff—and demonstrate how an employee’s value is inextricably linked to personal career development.

High-retention practices support their teams through training on new technologies and the creation of work environments where staff feel
genuinely valued. Yet temporary staff members are often left out of these retention efforts, though they experience the same issues of dissatisfaction and burnout when they feel undervalued or overwhelmed.

For every single place of employment, temporary dental workers must become deeply familiar with unique cultural and behavioral dynamics, the objectives and priorities of the business, the collection of tools and software, and ways to effectively contribute to the success of the practice. (This applies even when a temporary staff member works only sporadically for a practice.) When practice owners and managers acknowledge this reality—and choose to see “temps” as a consistent, contingent labor force worth investing in, both the practice and the dental professional will see significant growth.

Flexibility, stability, and increased access to care: The industry trends that point to contingent labor
Trends in the landscape highlight the necessity for DSOs to embrace more flexible staffing models that effectively meet both operational demands and patient expectations. A contingent labor model is particularly relevant for today’s workforce (ranging from students to long-serving professionals) — which increasingly values flexible employment that offers the stability of healthcare benefits, paid time off (PTO), and a predictable workload. Labor-compliant part-time roles not only accommodate these needs; they also mitigate patient cancellations and help manage the ever-fluctuating schedules of dental practices—ultimately protecting practices from lost revenue.

Contingent labor also addresses the needs of the patient community, which now demands shorter wait times, greater adaptability to their schedules, and more convenient appointment slots. As of March 2024, the average wait time for an initial appointment stood at 14.6 days. A contingent labor force can close this gap in access to care by opening up capacity for available production, or by taking on evening and weekend time frames.

With a contingent labor strategy, practices can respond to the growing demand for more dynamism in scheduling—increasing production for the practice, flexibility and stability for the dental professional, and access to care for the patient.

Successfully implementing a contingent labor strategy
At onDiem, we’ve made it a best practice to regularly collaborate with the leadership of the most successful DSOs in the country. It’s how our team can best understand the internal objectives and communication challenges DSO leaders face when optimizing staffing for production potential.

“I can’t confidently count on my area managers to give me an accurate perspective on who’s available to work, and when,” one executive told us. “I know my team members are taking additional shifts on temporary staffing platforms. I know they’d be willing to work in more flexible ways if I only had insight into their availability.”

This conversation, among others, helped us understand a key component of a successful contingent labor strategy: Practice managers must have accurate insight into when dental professionals are willing and able to work. Our team responded by developing the onDiem availability calendar—a platform feature that not only records a professional’s availability to work, but also dynamically updates a practice’s open shift calendar to optimize for the most effective and productive staffing mix. The same executive is now looking at ways to take advantage of our platform for their entire staff—not just for insight into overall availability, but also to take advantage of a cost-controlled way to ensure W-2 compliance and provide employee benefits such as health insurance and PTO.

How organizational leaders can start gaining the benefits of a contingent labor workforce:

1. REVIEW CURRENT ORGANIZATIONAL NEEDS.
Understand your existing staffing strategy to find the right contingent labor solution.

2 .DE-RISK BY GRASPING 1099 V. W-2 DISTINCTIONS.
Hiring a 1099 worker as an “easy fix” can lead to a costly, long-term headache. Turn to leading partners on this topic such as onDiem to navigate complexities and mitigate risk.

3. IDENTIFY YOUR BEST INTERNAL AND EXTERNAL PARTNERS.
Traditional temporary staffing platforms are not always built for long-term staffing needs. Use an external partner who thinks beyond their own business value and invests in yours.

4. CREATE A COMMUNICATION STRATEGY FOR YOUR REGIONAL AND PRACTICE MANAGERS.
When they clearly understand the value of contingent labor, managers can help communicate needs and objectives at the staffing level.

5. COMMUNICATE YOUR PRODUCTION AND BUSINESS GOALS IN YOUR KEY MARKETS.
A platform like onDiem will assess your business goals in order to connect you with qualified professionals in your markets on and off platform.

Dispelling the myth: Contingent labor is expensive.
When comparing hourly rates with traditional temp staffing in mind, platforms such as onDiem, which focus on providing a contingent labor workforce, may appear to be a more expensive solution. However, the daily cost of our contingent labor is comparable to what a DSO would pay their own employee. After factoring in fringe benefits—including but not limited to healthcare benefits, PTO, and state & federal taxes, the daily rate for onDiem is within 5% of a fully loaded W-2 employee.

The real benefit for practices within a DSO comes from the incremental production driven by a supplemental workforce. A contingent workforce solution such as onDiem can foster a consistent and dependable professional community within your practices, forge mutually beneficial relationships between practice management and staff, and allow for increased productivity and satisfaction for all. Reducing vulnerability to sick days, vacations, and run-of-the-mill employee turnover with reliable contingent labor will drive an optimized dental practice.

Contingent labor: the key to successful staffing and DSO growth
As DSOs navigate the complexities of growth and market potential, the key to their success is within their ability to staff in more sophisticated and dynamic ways. By leveraging contingent labor solutions in response to new industry trends and demands, DSOs can ensure sustainable growth and continued excellence in patient care. The future of DSOs will depend significantly on their ability to integrate these staffing dynamics into their operational strategy.

Executive Summary

By embracing contingent labor, DSOs can gain a workforce that grows revenue and expands capacity while mitigating risk.
To successfully implement a contingent labor strategy, invest in your supplemental workforce and in solutions that give accurate insight into staff availability.
Contingent labor addresses key industry trends: the professional’s demand for flexible employment with comprehensive benefits, and the patient’s need for improved access to care.
The incremental production driven by a contingent labor workforce outweighs the cost of implementation—and leads to long-term business value.

Connect with a member of the onDiem team.

Daryl Freier

Chief Product Officer

onDiem™

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Equity Simplified

07/06/2024

5 min. to read

Boost Dentist Engagement and Practice Value.
Equity is a powerful tool for DSOs to attract and retain clinical talent. But it will only incentivize dentists if they understand it. All too often, they don’t, and as a result they leave or underperform.

Financial jargon, complex spreadsheets, PDFs loaded with fine print. Equity management at dental organizations has never been easy. The founders of Pulse Equity recognized the gap and decided to do something about it. They soon realized how powerful a clear view of ownership is—not only for management but every unitholder.

We sat down with Pulse’s co-founder and CEO, Nicholas Mahalec, to talk about how Pulse can increase the value of dental practices and DSOs by improving dentist recruitment and retention.

Nick, tell us about Pulse’s origins. What sparked the idea for the company?
Our origins date back to my co-founder, Michael Stenclik’s previous role as a co-founder of Tend, a techforward dental startup. While at Tend, Michael realized that tech companies have software solutions for equity management, but the dental practices he was studying did not, even though many dentists had ownership stakes.

After watching one too many dentists leave money on the table due to a lack of financial knowledge and poor incentive alignment with management, he decided to investigate the issue: Specifically, how could we make it easier for dentists to understand the value of their equity while also aligning incentives with the broader needs of a company?

What did you find?
Higher dentist retention is generally associated with better patient outcomes, which ultimately tie back to the value of the company. Controlling for other factors, groups with top-tier retention can expect a 25-50% premium on their EBITDA multiple at the time of a transaction.

Equity plays a critical role in retaining talent for dental practices and DSOs. Its true potential is only unlocked when dentists fully grasp it’s significance. Unfortunately, a frequent disconnect occurs, leading dentists to depart or underperform, jeopardizing the long-term health of their organizations.

To be clear: dentists are not at fault for this. They don’t have finance backgrounds, and equity can feel inaccessible to them. So it’s incumbent on leadership to communicate the value of shared ownership. That’s what Pulse is here to help with.

Gone are the days of cumbersome spreadsheets and presentations that leave dentists scratching their head about equity value.

What is Pulse?
We built an equity management platform for partnership businesses like dental practices that reduces the operational complexity of cap table and distributions management while providing dentists deeper insight into their total compensation.

Essentially, we’re eliminating those confusing excel spreadsheets that die on the vine if the CFO takes a new job and unwieldy powerpoint decks that confuse dentists more than educate them about their equity value.

How did you develop the platform?
We completed about 150 research calls with dental practices, DSOs, and other growing businesses to better understand challenges related to equity management and, most importantly, dentist recruitment and retention. Along the way, we’ve met some incredible leaders and are currently working with customers that in aggregate generate $1.9B in revenue across 220 locations, five of which are DSOs and dental practices.

Our product was built hand-in-hand with these early adopters, who have guided our development efforts to make sure what we’re building resonates not only for management but for dentists as well.

What can dental leaders do today to improve how they communicate about equity with their dentists?

We have a few recommendations:

1. TALK TO YOUR DENTISTS.
See if they actually understand what they own, or if they’re equating salary and total compensation.

2. EDUCATE THEM.
Meet your dentists where they are, though of course without talking down to them.

3. CHECK IN WITH THEM AFTERWARD.
See if your investment in education changed their investment in the growth of the practice.

4. CHANGE THE WAY YOU ONBOARD.
Welcome them into the process of putting patients first, by putting dentists first, by using equity to make dentists a part of something bigger.

5. READ OUR GUIDE.
We’ve put together a comprehensive guide called “Demystifying Equity for DSOs” that explains all the key concepts you and your team need to know to effectively manage equity at your organization.

Testimonials:

“We had a clinician say they were going to leave because they received a 10% ownership stake in another company and we only offered 3.5%. We never made it very clear how our ownership worked. So what they didn’t understand is their new offer would be $150,000 less per year. With Pulse we never have had to worry about this issue again.”

“It takes us on average 14 months to find, ‘put in the chair,’ and get a dentist up to $1M in annual billings. Keeping just one dentist makes Pulse worth it 20x over.”

Learn more about about Pulse Equity, download their guide, and book a demo with Nick Mahalec and team.

Nicholas Mahalec

Founder and CEO of Pulse Equity

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Revolutionizing RCM

07/08/2024

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.

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