Category Archives: Dental News

Delta Games

Toward the end of 2016 Delta of Massachusetts announced that there was going to be a new, for profit Delta. The new Delta will basically offer the Delta PPO schedule only. The better paying (although still discounted) Delta Premier will fade away.

Doctors are told that if they don’t opt-in they will be out of the Delta networks and as the plans turn over, the checks will go to the patients.

For the typical Delta Premier Provider Dentist in Massachusetts this means that Delta write-offs will nearly double. I talked to doctors who will see their write-offs from Delta go from $250,000 per year to nearly half a million. Ouch! Apparently the new “For Profit” Delta will make its profits from squeezing dentists. That is why probably that at the Yankee Meeting, Delta actually had an armed guard at their booth. True!

As you probably know I have written and spoken a lot regarding PPOs. (FYI Dentaltown just released my “PPO Plays” CE: I also recently did a podcast with Ben Tuinei at We are increasingly fielding calls about PPO concerns from dentists all over the country. Minnesota was one of the first to feel the sting of PPO write-offs, audits, etc. Insurance companies basically are creating a race to the bottom with their fees.

Now there are about a half dozen states that no longer offer Delta Premier. For example, if you buy a practice in California it will be considered a new “entity.” Even if you were/are a Premier dentist the practice has to now be on the PPO fee schedule. This affects practice values dramatically since the buyer will not have the same profit profile as the seller.

So the big question on everyone’s mind is . . . Will Delta PPO be the only Delta in the future?

One comfort, of sorts, is that apparently Delta is losing market share. Other insurance companies are taking a bigger cut of the market, so that is why Delta is putting pressure on their provider network. It would be good to see Delta’s “monopoly” diluted.

For many U.S. dentists, Delta is not as big a deal as it is in the Minneapolis/St. Paul area. Delta might be 20- 40% of the national market instead of 60-80%.

What Can You Do About This?

Smart management always puts the time and money where it can get the biggest return. We can do nothing about controlling the insurance market, but we will do all the things we can to make your practice strong so there is less compulsion to sign up for PPOs. Delta is not the only one nicking your bottom line.

As I said in an earlier Bulletin, it’s a matter of the right balance. Most practices will participate in some PPOs, but in my opinion very few practices should participate in all of them! Our research shows that at a certain point, additional PPOs just mean additional discounts, not additional new patient flow.

You have more power than you think. We’ve helped many dental practices successfully balance their PPO participation. If you are writing off over 25% of your production you are working the first 3 months of each year for free! It probably doesn’t have to be that way. Learn more! Contact Bill Rossi at 952- 921-3360 or

Goodbye, Joe! It Was A Pleasure Knowing You

As you may have heard, Dr. Joe Steven, lecturer, author and founder of “Kisco”, passed away May 22nd.

Shelly and I always enjoyed our professional collaboration with Joe. He was such a down to earth guy and practiced what he preached. Shelly travelled with Dr. Steven doing seminars all across the country. Many of you have told us you’ve enjoyed his “bread and butter” approach.

We, along with many others, will miss Joe and send our condolences to his team, family and friends.

March 20 Is World Oral Health Day

World Oral Health Day LogoWorld Oral Health Day (WOHD) is an international day to celebrate the benefits of having a healthy mouth and also to promote awareness about issues around oral health. It is also an opportunity to stress the importance of taking care of oral hygiene needs, for everyone and every age.

It is a day to have fun – and to smile!

According to FDI World Dental Federation website, 90% of our world’s population will suffer from oral diseases in their lifetime. Many of them can be avoided with increased governmental, health association and society support and funding for prevention, detection and treatment programs. In addition, World Oral Health Day offers the dental and oral health community a platform to take action and help reduce the global disease burden.

The Theme For World Oral Health Day 2015 Is “Smile For Life!”

This year’s campaign is focused on wishing all people a lifelong and healthy smile. The theme has a double meaning: ‘lifelong smile’ and ‘celebrating life’. It also implies positivity and having fun, since people only smile if they are health and happy!

The campaign organizers are challenging each organization celebrating the day to come up with a call-to-action, “Take the time to…” For example, a dental office could adopt the tag line, “Take the time to brush and floss your teeth!”

Promote Your WOHD Event!

The FDI World Dental Federation has put together some handy resources for you to help celebrate and promote your special day. Watch this video to learn how.

  1. Visit
  2. Chose an option: poster, Facebook cover photo or Twitter cover photo
  3. Select a picture
  4. Complete the form

For more information, visit ADA Website or WOHD Website


MDA Is To Sponsor HIPAA Seminar

HIPAA Seminar for MDA Dentists by Danika Brinda

Speaker: Danika Brinda

With the many recent changes to the HIPAA rules, privacy, security and HITECH, it is essential that the MDA provide educational opportunities to members and their staff surrounding this multi-faceted and, oftentimes, confusing topic.

A HIPAA seminar, specifically tailored to Minnesota dental clinics, will provide members with facts and myths, as well as information on the changes to the rule, and will answer your most challenging HIPAA questions. More details will be provided in the coming months, but mark your calendar for Friday, November 7! If you have questions or suggestions for the seminar content, please email Bridgett Anderson, Regulatory Affairs Manager @

The speaker is Danika Brinda. Here is her bio