DE Principles of Practice Management Conference
July 18-19, 2019 | Norfolk, VA | Norfolk Waterside Marriott


DE's Principles of Practice Management Conference focuses on bringing realistic fundamental business solutions to everyday issues that dentists, practice owners, and dental administrators face whether they are newly graduated or considering a practice transition.  This is achieved by providing the attendee access to cutting edge dental industry professionals with new ideas, resources, and innovative advice to help elevate their business strategies and encourage growth.  

Conference topics include:

  • Hygiene Department Metrics
  • Ethics and Malpractice
  • Multi-practice Ownership
  • Social Media and Online Marketing
  • Coding and Profitability
  • And more!

Day 1, Thursday, July 18, 2019

Registration Sponsored by: 


7:00 a.m. - 8:00 a.m.
Welcome Coffee | Registration Open/Check-In

Sponsored by:  

Roger Levin Photo

8:00 a.m. - 9:00 a.m.
Keynote/Welcome Session:
New Challenges In Dentistry & 8 Ways To Overcome Them

Roger P. Levin, DDS

In this insightful presentation, Dr. Roger P Levin will review the major transformations that are reshaping dentistry and how they will impact today’s practices. Using data from the Levin Group Data Center and the Dental Economics/Levin Group Annual Practice Survey, Dr. Levin will also highlight key scenarios and opportunities for dental practices to remain highly successful.

In the second part of his presentation, he will reveal the 8 most important actions that every dental practice should immediately implement in order to maintain long-term success and higher production.


  • Understand the major changes taking place in the dental profession and the game-changing impact these trends will play on  individual dental practices
  • Implement key strategies and systems to improve practice performance, immediately
  • Identify opportunities to apply strategies to create a pattern of long-term practice success


Sponsored by:


9:30 a.m. - 11:00 a.m.
The Consummate Dental Department- Model of Productivity and Efficiency

Dianne Watterson, MBA, RDH

It is estimated about 75% of restorative needs are identified through hygiene visits, so keeping the hygiene department productive and efficient should be a priority in the general practice.  In this course, we will examine productivity models comparing solo hygiene vs. assisted hygiene.  We will also look at strategies aimed at keeping a full schedule and reducing disappointments.


    Attendees will

  • Understand department benchmarks
  • Learn how assisted hygiene can boost hygiene productivity
  • Learn how to implement proven strategies for reducing broken appointments
Vin Cardillo Photo

11:30 a.m. - 1:30 p.m.
The DSO Opportunity: What will your future be?

Vin Cardillo, MBA

Today, close to 20% of the dental industry is operated by DSOs and it’s expanding rapidly: DSOs grow at an annualized growth rate of 13% while single offices are shrinking 7% each year. Single office owners are feeling the pressure on their market share -- but also seeing the opportunity. They don’t want to be a part of corporate dentistry and are hungry to grow on their own. The problem is, many launch into growth and then quickly tumble back down. They don’t know what to expect when they buy or build that second, third, fourth office. Who to hire? How to hold them accountable? What business model - partner/no partners, branded/non-branded, acquisitions/denovos? If you think you’re ready to grow, come learn what you’ll need to know before you embark on the DSO journey. What are the most common pitfalls and how do you avoid them? What tools will you need to develop and thrive? Learn the answers from an industry veteran who has grown, led and sold multiple group practices over a 20 year career.


  • The history of DSOs
  • The advantages and challenges of practice growth
  • The knowledge and tools you need to grow beyond a single office
  • A better idea of whether you should partner with other practices to create a group; sell to a DSO; or build your own DSO


Sponsored by: 

Salierno Austin Monahan and Presti Lunch and Learn

1:30 p.m. - 3:00 p.m.
Lunch and Learn | Marketing Roundtable Panel Discussion

Moderated by: Chris Salierno, DDS
Panelists:  Josh Austin, DDS, MAGD, Dave Monahan, and Graig Presti, MBA 

The complex world of marketing will be made simpler after a candid live conversation with our panelists.  We'll exchange innovative ways to brand and broadcast your practice to your community. You'll also learn how to avoid common and expensive marketing mistakes.

Shuman and Kouzoukian's photo

3:00 p.m. - 4:30 p.m.
Ethics and Malpractice: Will the Expert Witness Please Take the Stand?

Ian Shuman, DDS, AFAAID, MAGD and Jim Kouzoukian, DDS

As health care professionals, it is not a matter of if, but when: many of us will be sued at least once in our careers. If the proper standard of care was not met, or if a patient felt that the care that they received from a dentist is incorrect or substandard, a professional liability case is considered. These may be initiated as a lawsuit, arbitration or peer review proceeding. This seminar seeks to educate the dental professional to appreciate the importance of the standard of care as it relates to treatment, patient expectations, legal considerations, and current technology in order to avoid the difficulties that accompany a lawsuit or peer review case. Learn how to stay out of trouble and what you can do should trouble come knocking on your door.


  • Learn why dentists get sued and how to practice proactively
  • Define standard of care, and other legal terms associated with lawsuits
  • Identify risk factors associated with substandard care
  • Explain the mechanisms of a legal proceeding



6:30 p.m. - 9:30 p.m.
Networking Reception: A Night at Sea

Come one, come all!  Relax and savor hors d’oeuvres and drinks as you network with the event sponsors and enjoy some fellowship with your fellow colleagues.

Day 2, Friday, July 19, 2019


7:00 a.m. - 8:00 a.m.
Morning Coffee


8:00 a.m. - 9:30 a.m.
Mastering Dental-Medical Necessity Increases Profitability

Patti DiGangi, RDH, BS

Significant changes to the way dentistry is practiced have been set in motion by two influential factors — science and evidence-based decision-making. Accurate evidence-based diagnosis is the best method to determine appropriate treatment. The question often asked is if dental or medical insurance will cover important care. Determining and documenting dental-medical necessity is the basis for all successful dental and medical coding. During this 90-minute session participants will learn the steps of determining dental-medical necessity to optimize dental benefits and medical-dental cross-coding. 


  • Understand the metrics current CDT codes provides in decision-making and profitability
  • How to write concise Twitter-style dental-medical necessity narrative
  • Select the most accurate ICD-10 medical codes for use on dental claims to optimize payment and medical cross-coding

Sponsored by: 

Shuman Lou pic

10:00 a.m. - 11:30 a.m.
The Rules of Engagement for Social Media and Online Marketing

Lou Shuman DMD, CAGS

The greatest impact to the dental practice recently has not been a new dental procedure, nor a new product, but the impact the internet is having on dentistry. In dentistry alone hundreds of millions of consumers search each year for dental knowledge and dental practice selections. In this course, Dr. Shuman will lend education and guidance in utilizing the latest tools to improve and increase your online presence.


  • How to use the newest and most effective search engine tools to maximize visibility
  • Key features to maintain a website as the hub of the practice's online presence 
  • How to utilize modern marketing methods to gain new patients and maximize existing patient production

Sponsored by:   

Schiff Salierno and Ziliak

11:30 a.m. - 1:30 p.m.
Wrap-Up Luncheon | Transitions Roundtable Panel Discussion  

Moderated by:  Allen Schiff, CDA, CFE
Panelists:  Chris Salierno, DDS, and Rob Ziliak, CPA, CFP

How should you compensate an associate?  How long should a seller stay on after a sale?  Bring your burning questions about practice transitions to this highly interactive experience.  You'll hear our panelists give specific advice on the financial and legal aspects of buying and selling dental practices.

Sponsored by: