Dr. George Christodoulou Of Altima Dental
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FEATURE INTERVIEW MARKETING INVESTMENT
Dr. George Christodoulou Social Media Tips Diversification And Monday
Of Altima Dental For Your Practice Morning Millionaire
PROFITABLE-PRACTICE.COM
A HELPFUL RESOURCE
FOR YOU, YOUR BUSINESS
OR YOUR PRACTICE
winter 2019
98
25
112
112
79
PUBLICATION AGREEMENT #41073506
WINTER 2019
3 EDITOR’S PAGES 18 FEATURE INTERVIEW
Mental Illness, DSOs, A Tribute To Dr. Gwen Jeun: President Of
Our Armed Forces And More The Ontario Veterinary Medical
JAMES RUDDY Association (OVMA)
WITH JAMES RUDDY
29 PUBLISHER’S PAGES
Stress, Illness And Freedom 55 20 FEATURE INTERVIEW
TIMOTHY A. BROWN Dr. Vlad Stefanescu D.V.M.,
Owner—Yonge Davenport Pet
Hospital In Downtown Toronto
10
OF INTEREST TO ALL HEALTH WITH KAREN HENDERSON
CARE PROFESSIONALS AND
23 NEWS AND VIEWS
11
BUSINESS OWNERS
International Association
Honours P.E.I. Veterinarian
6 WEBSITE AND BLOG REVIEW COMPILED BY KAREN HENDERSON
Dr. Rhonda Patrick
REVIEWED BY GRAHAM RUDDY Victoria Woman Named
‘Woman Of Worth’ For Free
8 INVESTMENT Vet Care Program
When Does Diversification COMPILED BY KAREN HENDERSON
Become Diworsification?
MILAN SOMBORAC
OF SPECIAL INTEREST TO
10 MARKETING EYE CARE PROFESSIONALS
Social Media Tips Every
Health Care Practice Should Know
NATALIA DECIUS 24 PRACTICE MANAGEMENT
Why I Used A Broker To Sell
My Professional Eye Care Office
OF SPECIAL INTEREST TO LANCE EDWARDS
DENTAL PROFESSIONALS
25 FEATURE INTERVIEW 20
Dr. David Lane
11 FEATURE INTERVIEW
Dr. George Christodoulou:
WITH LANCE EDWARDS
25
Co-founder Altima Dental 28 NEWS AND VIEWS
WITH JAMES RUDDY Simple Eye Exam May Detect
Alzheimer’s Disease Early
13 PRACTICE SALES COMPILED BY KAREN HENDERSON
AND APPRAISALS
Don’t Shortchange Yourself Slowing Down Glaucoma And
As A Vendor Other Neurodegenerative Diseases
PASCALE GUILLON —Major Discovery At The University
Of Montreal Hospital Research
Centre (CRCHUM): Re-Establishing
OF SPECIAL INTEREST TO Communication Between Neurons
VETERINARY PROFESSIONALS To Improve Vision
COMPILED BY KAREN HENDERSON 29
15 FEATURE INTERVIEW
Ainslie Willock, Campaign Manager
—No Pets In Research:
Animal Alliance Of Canada
WITH KAREN HENDERSON
ROI Corporation, Brokerage EDITOR’S PAGES |
PUBLISHER
ROI Corporation, Brokerage is Licensed Mental Illness, DSOs, A Tribute To
Our Armed Forces And More
under the Real Estate and Business
Brokers Act, 2002 (REBBA).
BY JAMES RUDDY
James Ruddy
EDITOR
Karen Henderson
MANAGING ASSOCIATE EDITOR
Dr. Milan Somborac
EDITORIAL CONSULTANT
Graham Ruddy
EDITOR’S ASSISTANT
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editor@profitable-practice.com n this issue we interviewed a variety of outstanding health care pro-
Profitable Practice is designed, printed and distributed
fessionals. We are always impressed with the professionalism evident
3 times a year by Jamieson-Quinn Holdings Ltd. dba in the vast majority of our interviewees and we salute them for it. We
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The contents of this publication are protected by also salute the men and women in the Canadian Armed Forces for their
copyright and may not be reproduced without the
written permission of ROI Corporation, Brokerage. dedication to duty and country. My wife and I were fortunate to attend
While the publisher has exercised every effort to
the 100th Anniversary of Armistice Day of World War One in Ottawa. It
ensure that the information presented is complete
and accurate, it may contain errors, omissions or
was a moving ceremony that caused much reflection by any who saw
information that has subsequently become outdated it or participated. We all should be grateful daily for the sacrifices of life
by industry changes or conditions, new laws or reg-
ulations, or other circumstances. Neither author nor and limbs made by so many for our present freedoms both today and in
publisher accepts any liability or responsibility to any
person or entity with respect to any loss or damage the past. See photos on page 5.
alleged to have been caused, directly or indirectly, by
the information, ideas, opinions or other content in
this publication. Mental Illness And Jillian short or long-term disability claims are
Cecchini attributed to mental health issues. The cost
This publication complies with the Canadian
Advertising-Editorial Guidelines and is published to our economy (considering health care,
by ROI Corporation, Brokerage for educational, On July 2, 2018, Jillian Cecchini, the lost productivity and reduced quality of life
marketing and informational purposes only. Our
contributors are seasoned professionals who have managing editor of Oral Health wrote factors) exceeds $50 billion each year.
agreed to share their advice in Profitable Practice and
some of them partially fund this publication designed
an editorial entitled, Mental Illness is
to provide our readers with timely information about Not a Personal Failure. In her editorial, These are just a few of the facts in her
industry news, analysis and stories in support of
Ms. Cecchini gathered and collated an editorial. Ms. Cecchini states that while the
health care professionals in Canada.
impressive number of facts and stats that stigma of mental illness may be diminishing
delivered a much needed message about and our awareness of mental illness may
PLEASE RETURN UNDELIVERABLE mental illness in Canada. Over 4,000 be increasing, it is imperative to continue
ADDRESSES TO: Canadians commit suicide each year. This these trends and conversations especially
200 - 896 Cambie Street
Vancouver, BC V6B 2P6 averages out to be 11 suicides a day. First when it comes to the workplace. Profitable
Tel: 604-681-1811 Nations youth are five to six times more Practice commends Ms. Cecchini’s efforts
Fax: 604-681-0456 likely to commit suicide than non-aboriginal to initiate a continuing dialogue and we will
youth. Fourteen per cent of Canadian endeavour to do our part as well. To read
PUBLICATION MAIL AGREEMENT
No. 41073506 employees do not think their workplace her complete editorial go to:
is safe or healthy at all. Thirty per cent of goo.gl/dMbtmt
profitable-practice.com PROFITABLE PRACTICE 3
Corporate Dentistry In Canada Dr. Marcia Boyd - Her recognitions run the gamut of
Congratulations international honours, including four
Profitable Practice met and interviewed honourary degrees and the Order of
Dr. George Christodoulou at his Canada. She is also the first woman
Muskoka cottage this summer. He is the to receive the American College of
co-founder of Altima Dental, a prominent Dentists’ highest honour, the William
player in the large-group practice model J. Gries Award. Currently retired from
of dental care provision in Canada. He UBC, Boyd serves as a consultant
and his co-founder, Dr. Sven Grail own and examiner for the National
over 80 dental clinics located across Dental Examining Board of Canada,
Canada. His interview can be seen on continuing to live by her personal
page 11. motto: “Seek knowledge, conquer
fear, do justice.”
Profitable Practice Veterinary
Book Profitable Practice and ROI
Corporation, Brokerage
The long awaited arrival of Timothy Welcome Lance Edwards
Dr. Marcia Boyd
A. Brown’s veterinary book, Profitable
Practice: Why a veterinary practice is Lance Edwards, a veteran optician with
an exceptional investment, is in sight Once again Profitable Practice contributor 39 years of experience, has joined the ROI
and should be available early in 2019. and ROI Corporation, Brokerage Senior team as a practice sales representative.
This book will be a major resource for Associate Dr. Marcia Boyd has been He has also agreed to write regularly
all veterinarians at every stage of their honoured. This time, she has received the for our magazine. Lance’s first column,
careers. It also provides information University of Alberta’s highest honour for entitled Why I Used A Broker To Sell My
for high school and university students lifetime achievement—the Distinguished Professional Eye Care Office, can be
planning on a career in veterinary Alumni Award. The commendation she found on page 24. In addition Lance’s
medicine. received reads as follows: interview with ophthalmologist Dr. David
Lane is found on page 25. Welcome
Profitable Practice Survey Boyd launched her career from the aboard Lance!
Results And Comments back of a dog sled, delivering dental
care to remote eastern Arctic Inuit Hockey Players And Dogs
Thanks to all who participated in the communities. Her work has since
Profitable Practice survey. The survey established her as an internationally
comments and results from our readers recognized trailblazer in the dental
were positive and very encouraging. We profession and one of the world’s
are delighted that the magazine is being best dental educators. Boyd has
used as a resource and a forum for played a key role in shaping the
discussion. future of dentistry as a professor
and dean of the University of British
Columbia’s Faculty of Dentistry,
Congratulations to Dr. Sachar and as president of the American
Dvorkin of Uptown Dental in College of Dentists—the first
Fredericton, New Brunswick woman and second Canadian to
DR. BOYD'S PHOTO PROVIDED BY THE UNIVERSITY OF ALBERTA
for being selected for the $100 hold this position. She has also
Bon Appetit gift card. spoken internationally and chaired
task forces that have improved
dental education, accreditation
Thanks to Dr. Christina Ulmeni of C.U. and ethical practices in the United
Smile Dental in Kanata, Ontario for her States and Canada. Boyd’s work,
kind words below. which includes serving on the In an informal survey of several NHL
Women’s Advisory Commission hockey players who were asked, “What
“I love your magazine. I hope you and the International Women’s is your favourite pet?”—the overwhelming
continue to print it.” Leadership program of the American majority favoured dogs. In fact, many of
Dental Association, has paved the them had dogs and a few had more than
We plan to stay in print and continue way for women in the profession, one. On the other hand, cats were not
be a helpful resource for all health care often as the first woman to hold selected once, giving way to hamsters
practitioners and business owners. leadership and mentoring positions. and a panther. Go figure.
4 PROFITABLE PRACTICE
Happy Tooth Visits The Dentist
Lest We Forget
Dentists who are looking for a children’s Photos taken at the 100th Anniversary
book for their waiting room may be of the end of World War One.
interested in the one pictured below. In
upcoming issues, Profitable Practice will
feature two of the authors, Laura and
William Schneider of Ridgeway, Ontario.
The book is available on Amazon.
Things To Remember
Subscription information can be
found on the inside back cover of
Letter To The Editor the magazine. Profitable Practice
encourages our readers to send
Dear Editor: us comments and suggestions;
if you would like to write for us
With all due respect, as a veterinarian or have a story to tell, contact:
practising in a depressed area of editor@profitable-practice.com.
Ottawa and having lost two close
veterinary colleagues to suicide, I For back issues of the magazine
would suggest that the challenge go to: profitable-practice.com/
for veterinarians is not unlike that magazine.
that faced dentists before more
widespread insurance came into use Media Kit
for their patients.
If you would like to be a sponsor
We wish to heal all patients, author or take out an ad in Profitable
sometimes just setting a fracture Practice or have questions about
would fix the patient but clients often doing so, contact Stephanie Roberts
cannot afford that. I trust the healing at stephanie@roicorp.com.
power of the patient and do not
dispense unnecessary antibiotics or
unproven medications as those would
simply add to the financial burdens on
my clients as they attempt to provide James Ruddy
care to their beloved pets. This is not James Ruddy is the
the time or place to discuss use of editor of Profitable
Practice and can
alternative medications.
be reached at editor@
profitable-practice.com.
JAMES RUDDY
Yours sincerely
Dr. Kelly Butler DVM
PROFITABLE PRACTICE 5
| WEBSITE AND BLOG REVIEW
Dr. Rhonda Patrick
REVIEWED BY GRAHAM RUDDY
E
very week the conversation
on diet and nutrition seems
to change. Deciding which
new lifestyle to consider is increas-
ingly more difficult as the science
surrounding health grows—also
considering that every healthy
choice made in honesty will have
counterarguments to adding
doubt. Increasingly it’s become
necessary to wade through arti- Dr. Rhonda Patrick from foundmyfitness.com
cles, blogs, podcasts, and videos
to find enough information leading include the uptake of nutrients, the benefits in animals, and they are currently research-
in the same direction with any of exposing the body to hormetic stress- ing how to apply these benefits to humans.
clarity. It’s become a full-time job ors, such as through exercise, fasting, Satchin’s book, The Circadian Code details
keeping up with the ever-changing sauna use or heat stress, or various forms the findings of their research.
of cold exposure, and the importance of
health and lifestyle trends.
mindfulness, stress reduction, and sleep. The positive outcomes for the mice
One person who has been making a tested with only an eight-hour window of
name for herself is the creator of Her website is updated almost daily with eating were:
foundmyfitness.com, Dr. Rhonda new and interesting facts, but five things • Lower body fat
Patrick. Running her own website, tend to be brought up more than others. • Lower inflammation
blog, Twitter and Instagram accounts, These include the following: • Better motor co-ordination
Dr. Patrick is starting to amass a large • Better glucose tolerance,
group of followers. Her methods and 1. Cutting Out Refined Sugars and less leptin resistance
suggestions are straightforward, acces- & Refined Carbohydrates • Healthier liver blood tests
sible, and her frequent guest appear- She maintains that one dietary change
ances on the Joe Rogan Experience that would make the biggest improve- Time Restricted Feeding Benefits
and other popular podcasts, ensure her ment would be to cut out all refined in Humans
video clips receive millions of views. sugars. Regular consumption of refined
sugar can lead to plenty of negative A 2018 human study did a 5-week
A dietary and fitness page, foundmyfitness health consequences, including: time restricted diet for eight men with
is dedicated to nuanced nutritional ap- • Weight gain pre-diabetes. The men either had a
proaches to maintaining healthy lifestyles. • Type 2 diabetes 6-hour eating window, or a 12-hour eating
Dr. Patrick has a PhD from the University of • Atherosclerosis window. After 5 weeks, each of the men
Tennessee, and did her graduate research • Accelerated aging switched over to do 5 weeks of the oppo-
at St. Jude Children’s Research Hospital site time frame. The 6-hour eating window
where she investigated the link between One study found that the standard achieved some beneficial results:
mitochondrial metabolism, apoptosis, 20-ounce serving of soda, consumed • Improved insulin sensitivity
and cancer—coupled with her personal daily, resulted in telomere (the nucleotides • Decreased blood pressure
nutritional experiments on herself and in the at the end of each chromosomes) aging • Decreased oxidative stress
home. Her detailed accounts of her daily of approximately four years.
routines and habits are well documented A 10-hour eating window starts when you
on social media and online platforms. 2. Time Restricted Feeding put anything into your system that isn’t
Overview water—this includes coffee. Food and
FOUNDMYFITNESS.COM
Through her Twitter account, she engages Time restricted feeding is the scientific term the caffeine in coffee activate metabolic
the public on topics including the role that used by Satchin Panda and his team at enzymes in your liver and gut, and those
micronutrient deficiencies play in diseases the Salk Institute, an institution Dr. Patrick enzymes abide to a natural clock. Be-
of aging, genetics and their determining is involved with. Their work has revealed cause humans are diurnal and most active
factor in a vast number of things. These health benefits using time restricted feeding during the day, our evolution has caused
6 PROFITABLE PRACTICE
us to have cells that are organized for the Examples of genes that are noteworthy for
approximate 12 hours of daylight. our dietary choices include: SULFORAPHANE
• MTHFR—affects folic acid synthesis
• Sulforaphane has been shown to:
Eating within the 12-hour clock, our bod- • PPAR alpha—affects fatty acid me-
» Target cancer cells while protecting
ies metabolize glucose, amino acids, fatty tabolism, particularly good to know if
healthy cells
acids properly; however, past that 12-hour you’re embarking on a high-fat diet
• FTO—certain variants predispose » Kill breast cancer cells, cervical cancer
clock our metabolism in general no longer
cells, liver cancer cells, prostate cancer
works optimally. Insulin sensitivity increas- individuals to obesity in the context of
cells, and colorectal cancer cells in
es, and the body starts to store the fatty a diet high in saturated fats, and low
clinical studies
acids, rather than using them for fuel. in polyunsaturated fats
» Prohibit the growth of cancer cells while
encouraging the growth of healthy cells
3. Sulforaphane The evolutionary quality of our personal
» Inhibit skin cancer and bladder cancer
Dr. Patrick is a proponent of sulforaphane, genetic identity is not always perfect and
development in mice studies
a compound found in brassica vegetables could lead to potential pitfalls in our genetic
» Increase the efficacy of anti-cancer
(broccoli, Brussels sprouts). It encourages make-up. The ancestral eating habits are in
drugs (meaning a lower dose can be
the expression of a host of cell protective some ways what define our personal eating
used).
genes. She takes sulforaphane in the form habits now, so knowing the information
of broccoli sprouts added to her smooth- locked in our DNA allows us to become • Sulforaphane helps fight obesity by
ies 2 to 3 times per week. pro-active. You can find the test kits on changing energy consumption in the
sites like 23andme.com, ancestry.ca, body and by improving gut flora.
4. Micronutrient Rich Smoothies and foundmyfitness.com. • A special protein called Nrf2 lives in
She highly recommends nutrient consump- every cell of the body. When activated
tion through smoothies, which she believes Readers can find on foundmyfitness. (by stress), it binds to ARE (Antiox-
are great way to consume considerable com Dr. Patrick’s various social media idant Response Element), which is
accounts including her YouTube channel, the switch that controls antioxidant
amounts of vegetables quickly and effi-
production in the body. So when Nrf2/
ciently. The main two things you’re getting Twitter, Instagram, and other content
ARE activates, your body starts mak-
with fruit and vegetable smoothies are: such as podcasts, her published articles,
ing glutathione and other antioxidants.
• Large amounts of what are called recipes, and links to recent news articles
This reduces inflammation and helps
‘essential micronutrients’, vitamins relating to familiar topics. Dr. Patrick often the body protect against disease.
and minerals your body can’t create answers questions posted on her website,
where debate, anecdotes and positive • Supports the liver by reducing oxida-
from other foods. Without these
tive stress. It also may improve alcohol
nutrients your body and health would responses are welcome.
tolerance and reduce the negative ef-
decline and fail. fects of alcohol by inducing aldehyde
• Prebiotics, these are non-digestible BOTTOM LINE: This is a review dehydroenases.
plant fibres that are consumed by of Dr. Rhonda Patrick's website and
blog in which she shares her thoughts • Sulforaphane activates heat-shock
“good bacteria”. Evidence dictates
proteins in the body, especially HSP27.
that maintaining healthy gut bacteria and research regarding nutrition and
Heat-shock proteins may help slow
is important to good health both lifestyle changes.
aging and improve brain function.
mentally and physically.
• Sauna use also activates heat-shock
Sources: proteins but eating broccoli sprouts
5. Nutrigenomics Alex. (2018, May 12). Dr Rhonda Patrick Diet – What, Why &
is a good way to up levels of these
Dr. Patrick is an advocate of nutrigenomics, How She Eats – 2018 Update. via fastlifehacks.com.
proteins without the heat.
the notion that patterns in our DNA explain Leung, C. W., Laraia, B. A., Needham, B. L., Rehkopf, D. H.,
Adler, N. E., Lin, J., Blackburn, E. H., … Epel, E. S. (2014).
how we handle certain foods in our diet, Soda and cell aging: associations between sugar-sweetened
and the possible negative outcomes of beverage consumption and leukocyte telomere length in healthy
Source: Wells, Kelly. (2018, August 21). Sulforaphane
adults from the National Health and Nutrition Examination
our eating habits. Surveys. American journal of public health, 104(12), 2425-31.
Benefits: How It Slows Aging, Fights Cancer & More.
via wellnessmama.com
One of Dr. Patrick’s Smoothies
Kale (8 leaves) Apple (1) Graham Ruddy
Rainbow chard Frozen organic blueberries (1-2 cups) Graham Ruddy is
(2 leaves and stems) Avocado (1) Profitable Practice’s
Spinach (2 cups) editor’s assistant,
Banana (1) illustrator and pho-
Carrot (1 large) Unsweetened flax milk (3 cups or 710 ml) tographer. He writes
Tomato (1) 1 tall shot glass of flaxseed (optional) and reports for the
magazine regularly.
PROFITABLE PRACTICE 7
| INVESTMENT
When Does Diversification Become Diworsification?
BY MILAN SOMBORAC
ETF
G
overnments rarely bestow great gifts upon savers and investors. Here is one. In 2005, the Canada
Revenue Agency eliminated foreign content restrictions fully allowing Canadians to invest outside
Canada in all their registered portfolios (RRSPs, RRIFs, TFSAs and RESPs). Savers taking full ad-
vantage of that gift and investing in the entire U.S. market by buying an exchange-traded fund (ETF), which
mirrors the S&P 500 have done much better than they would have while the restrictions were in place.
In figure 1, the heavier, dark green line The lighter, purple line shows the de- buying such an ETF versus buying an ETF
shows the decade-long performance of cade-long performance of a Canadian such as the MSCI EAFE, which mirrors
any U.S. index ETF which tracks the S&P index ETF, which tracks the Toronto the economy of other developed markets.
500, a good proxy for the entire American Stock Exchange. This is the S&P/TSX 60 They wonder which is the better way to go.
economy, the strongest economy in histo- Index (Symbol XIU).
ry. Examples are the S&P 500 ETF (symbol One way in which we can predict the mar-
SPY), Vanguard S&P 500 (symbol VOO) Recently, investors have raised the issue ket direction is to look at its past direction,
and the iShares S&P 500 (symbol IVV). of investing in the U.S. economy alone by unreliable as that method is. (We would be
8 PROFITABLE PRACTICE
Figure 1
Canadian index ETF U.S. index ETF
Source: Toronto Dominion Bank’s WebBroker, RESEARCH tab. Used with permission.
hard-pressed to find a better way. None for growing savings and is likely to remain language is a living thing. Someday, we
work all the time.) That approach has so for many years. That is based on the will find the word there.)
been used as an analogy to driving a car last decade. Going further back, Canadian
by looking at the rear-view mirror. Using and American markets have alternated in Searching for stock market wisdom, many
that method, we can see that the S&P performance with one growing faster than look at what investing legends are doing.
500 has outperformed European markets, the other, decade by decade. So, what Both Jack Bogle and Warren Buffet are
emerging markets and the Japanese does the future look like? betting heavily on a positive economic
market over the last decade. As we have future for America. You might be aware of
previously shown, globally, over more than The makeup of the Canadian and U.S. the fact that Buffett wants 90 per cent of
100 years, stocks have been the best equity markets differs significantly. his estate to be invested in an ETF which
place to invest savings. The U.S. market is based on a widely mirrors the S&P 500 and the remaining 10
diversified economy with companies in per cent in fixed income securities.
Figure 2 every sector in existence. Many suc-
cessful investors see the U.S. market as Could any of us do better?
presenting adequate diversification.
BOTTOM LINE: Dr. Somborac,
On the other hand, the Canadian equity a regular contributor to Profitable
market is concentrated on financials and Practice, continues to give readers his
resources (oil, gas, mining). Resources market investment analyses, this time
go through extended boom and bust su- through the explanation of the terms
percycles (four since 1900). We are in the diversification and diworsification.
midst of a downswing phase, which will
hold back growth of the Canadian equity
market for an unpredictable period.
Dr. Milan Somborac
Will a portfolio based on the U.S. econo- In December of 2017,
my alone do as well in the coming years? Dr. Somborac launched the
Monday Morning Millionaire
How should investors position their port- Program. Consulting with
folios for the best future results? four self-made multimillion-
. Used with permission. aires one of whom advises
Investing in a U.S. index ETF, which tracks a $4 billion U.S. County
As the chart above shows, based on the the S&P 500, is a method of diversifica- pension fund, the program
offers investment opinions. Entering email addresses
last decade, a U.S. index ETF which tracks tion. Investing in multiple markets is seen
as indicated on the website gives subscribers free
the S&P 500, held in a tax-advantaged by some as diworsification. (That word investment information. For more information go to:
account, has been the investor’s best way has not entered the dictionary yet but a mondaymorningmillionaire.com.
PROFITABLE PRACTICE 9
| MARKETING
Social Media Tips Every Health Care Practice Should Know
BY NATALIA DECIUS
I
t is no secret that social media can have a great impact on your online
presence and can contribute to the growth of your practice. The trick
to making it work for you is to invest in it. This means hiring a digital
marketing expert—a professional who will work with you to seamlessly
develop a plan that can be adapted along the way.
Social media is the fastest and most free, and it is, for the very basics at least.
cost-effective way to reach new audiences But, as with everything, you get out what
and potential patients. Statistics show that you put in. Bottom line here? Invest in paid
71 per cent of consumers who have had a promotion. Paid promotion allows you
good social media experience with a brand to be very specific about your goals and
are likely to recommend it to others. Think target audience. It is message oriented
about that. If you can appeal to people on and will focus on engagement, which in
social media, you will reap ancillary “friends this case means comments, shares, or
and family” benefits, much in the same driving traffic to your website to check out
way you do when you encourage patient your services.
recommendations—except this method of #8 - PARTNER WITH A LOCAL
sharing is a lot easier. #3 - GOOGLE ANALYTICS – Set up BUSINESS – Consider partnering with
a Google analytics account to help you another local business to cross-promote
When clients ask me what primary social measure your efforts. Use the new social your services. How about a Facebook
media platforms I recommend for health reporting features to help you measure the live session where you interview one
care professionals, I tell them my go-to results of your marketing campaign. another? This will help grow both of your
channels are Facebook and Instagram. business audiences.
Facebook is a major online influencer, and #4 - CONTENT PLANNING – Brands that
Instagram is the top social media platform are successful on social media plan their #9 - HIGHLIGHT A MISTAKE –
designed for engagement. content ahead of time and adapt as nec- Showcase a common myth or mistake
essary. Creating a content calendar makes that people might not be aware of. Talk
Change And Social Media it easy to map out what will be published about its impact, and offer suggestions
to your channels as well as when. for changes that should be made.
One very important thing to note about
social media is that it is always changing, #5 - WEBSITE IMPLEMENTATION – Running a busy practice likely doesn’t
with new trends, methods, and platforms. You’ve already got social icons and links allow for extra time to produce social
Here are some helpful tips on how to on your website. Add easy to implement media that’s savvy and works for you.
maximize your social media presence. social share features, and make your It’s worth your time and money to invest
content more popular by including the in a digital marketing expert who can
#1 - STOP BUYING FAKE FOLLOWERS Facebook "like" feature. take your social media game to the next
– Yes, I just screamed that in all-caps. Fake level—and help your practice grow.
followers are not an effective use of your #6 - GO BEHIND THE SCENES – People
money. They don't have any positive impact like to look at images and know what's BOTTOM LINE: This column pro-
on your brand or the growth of your prac- new and happening now. Give your follow- vides marketing tips and insights that
tice. As a health practitioner, you provide ers a glimpse of what goes on inside your suit today’s social media focus.
services to your local area. Having followers office by sharing office and team news.
from 100 kilometers away follow or like
Natalia Decius
your post is not going to translate into new #7 - TAKE HOME ADVICE – Share Natalia Decius is the
patients. Don't make growing your audi- useful tips that your followers can apply founder of Vitamin D
ence the primary focus. Make it more about at home. Trust me, your patients want Marketing & Design. She
engagement and interaction with the pool expert “insider” advice. It saves them works with small and me-
dium size businesses to
of people who are already your followers. time and they will appreciate you not al-
help them increase reve-
ways “selling” them something. They are nue and grow. She can be
#2 PROMOTIONS AND ADS – Most also very likely to share it with family and reached at 416.875.7293
people think social media marketing is friends with similar interests. or natalia@vitamindmarketing.com.
10 PROFITABLE PRACTICEFEATURE INTERVIEW |
Dr. George Christodoulou: Co-founder Altima Dental
WITH JAMES RUDDY
"Things like human
resources, accounting,
marketing and legal
concerns are no longer
the dentists' concerns,
which allows more time
for continuing educa-
tion, family and other
personal interests."
~ DR. GEORGE
Dr. Sven Grail and Dr. Christodoulou—co-founders of Altima Dental CHRISTODOULOU
T
here has been much discussion about the percentage of dental service provided by a corporate
model of dentistry in Canada. Altima Dental was founded in 1993 by two dentists, Dr. Sven Grail and
Dr. George Christodoulou. Altima and its partner locations now number over 80 clinics that provide
dental care across Canada. Dr. Christodoulou was kind enough to allow us an interview at his cottage.
When did you first know you wanted is a sense of comradeship when working Altima is different from other DSOs.
to be a dentist and what influenced with like-minded professionals on a daily As mentioned, unlike other DSOs we
your decision to do so? basis and sharing their experiences. are led by dentists and our model is to
There is time for professional develop- partner with dentists. Unlike some of
Grade 11. I liked biology, the sciences ment and further sharing of knowledge the smaller DSOs we are also very well
and working with my hands. I knew it and experiences. There is increased financed. We are backed by Sentinel
was going to be in the sciences or engi- quality of life. Most of the business Capital Partners and Antares Capital,
neering and dentistry in the end seemed functions are centralized and managed which are both multi-billion dollar funds.
the most likely career choice. by people who have trained in the Altima is Sentinel’s sixth major invest-
specific business field. Things like hu- ment in the DSO market, so we are
From your standpoint, what are the man resources, accounting, marketing working with investors and bankers who
major benefits of providing dental and legal challenges are no longer the understand the nuances of health care
care using the Altima corporate model dentists’ concerns, which allows more delivery. Lastly, unlike other DSOs,
of dentistry? time for continuing education, family and Altima started in 1993 and Sven and I
other personal interests. have twenty-five years of experience.
Firstly I would like to define Altima’s
model as a large-group-practice model To be clear, not all DSOs are the same. Are there any drawbacks to your
with operatories throughout the country. In our model, the individual dentist’s model?
Sven and I are dentists and we built hours can be adjusted to more closely
Altima from and for a dental practi- correlate with that individual’s lifestyle No drawbacks. You just need to be a
tioner’s point of view. Today groups with needs. With regard to patient care, the team player.
ALTIMA DENTAL WEBSITE
similar models are called Dental Service group practice model allows patients
Organizations (DSO). to choose convenient times enabling There are a lot of discrepancies and
easier access to dental care. In addition, disagreements when it comes to re-
The benefits of working in an Altima patients are in a familiar location should porting and assessing the percentage
group practice are numerous. First there a specialist be required. of dental service in Canada provided
PROFITABLE PRACTICE 11"These days I spend a great deal
of time identifying doctors and
teams we want to affiliate with
and discussing with them the
benefits of joining Altima ... "
Teamwork
by the corporate model of dentistry. people through our University of Toronto BOTTOM LINE: Dr. Christodoulou
Where would you put that percentage? Fund aimed at this goal. is a major player in the Large-Group
Practice model of dentistry in Canada.
My estimate for the U.S. would be 10 to Personally In this interview he reveals how Altima
15 per cent. For Canada, my estimate I like to spend time with my wife and boys Dental is different from other models
would be 5 per cent and rising quickly. travelling, going to sporting events and that provide dental services.
coming to the cottage where we all are now.
Briefly describe a typical day for you
at the Altima office. Where do you see yourself in five
years?
These days I spend a great deal of my
time identifying doctors and teams we Doing all that I do now—but being better
want to affiliate with and discussing with at it. Continuing to travel somewhere
them the benefits of joining Altima. How- every month.
ever, I still spend time with operations,
marketing, and CE development. Any regrets or any final thoughts to
share with our readers?
What gives you satisfaction— Dr. George
professionally and personally? I really have no regrets. I have been Christodoulou
Dr. George Christodoulou
lucky enough to be able to spend a lot of is the co-founder of Altima
Professionally time with the family when the boys were Dental that provides (with
I am satisfied when I see a very well run growing up. Thankfully, over the years its dental partners) dental
group practice that provides great patient both Sven and I were able to spend care in over 80 clinics
care. Our aim is to build a lasting orga- quality time with our families in various across Canada. He has
done extensive charitable
nization and house upward of 150 to capacities. Now that the boys and girls and voluntary service and has established the
200 dental clinics. I want to continue to are off and started on their own careers, Altima Dental Student Service Centre and the
expand access to dental care for more we have more time to do other things. Access to Care Fund at the University of Toronto.
12 PROFITABLE PRACTICEPRACTICE SALES AND APPRAISALS |
Don’t Shortchange Yourself As A Vendor
BY PASCALE GUILLON
I
’ve always found that telling dentists how I helped their colleagues to retire reassures them that there is
a way to get there that isn’t so daunting and stressful. All of my clients have found that the key is the un-
limited support, consistent guidance and sounding board they have available to them that gives them the
confidence to ask for what they want and obtain it with dignity.
Honouring The Legacy That You Built cided to list at a price below our appraised was lower) and the offer included the
In Your Practice value to increase his odds of selling. terms my client was looking for. We closed
successfully shortly after. My client felt the
I took over the listing of a dentist who had I went through my process of listing and hard work he had invested in his practice
tried to sell previously without success. He presenting his practice. Four weeks later, over many years was acknowledged and
came to me desperate after over a year of we had a buyer make an offer for the ap- honoured and he was able to take his
trying to sell. He was discouraged and de- praised price (not the asking price which retirement with dignity and on his terms.
PROFITABLE PRACTICE 13The buyer understood the legacy he was other prospective buyers? With only one sale of his practice and his building. Within
acquiring in this dental practice. buyer in the running, you may start the ne- four months, we had listed and sold his
gotiation process with an initial value and, practice at slightly above his asking price
The Approach You Take Makes All The following due diligence and negotiations, and his building at the appraised value. He
Difference end up selling at a lower final price. Why plans to continue working in his practice
not? The purchaser knows he’s the only for as long as his health permits. He set
A client approached me and asked me one in the running. himself up to choose, get paid upfront and
to complete an appraisal of his practice continue working post sale with a two-
because he was prepared to sell it. We Think about my client’s story I just de- year commitment and no penalties.
completed the appraisal and discussed scribed. If a buyer is the only one making
listing his practice. Like any seller, he was an offer and has no competition, what Let me be clear: through my work, I have
looking for the best price with the most motivates him/her to present a good had the privilege of meeting some truly
favourable terms. While he was explor- offer? One of the key benefits of working fantastic purchasers including corporate
ing his sales options, he met a potential
purchaser on his own and started the What leverage do you have as a vender to
negotiation process.
motivate the buyer to work diligently toward a
During this negotiation process, I found close if there is no expiry date to their intent?
out about this purchaser when I received
a call from a bank requesting permission with more than one purchaser, as we see investor groups who are honourable and
to use our appraisal to approve financing. in the real estate market, is the possi- understand the value of a dental practice;
About three weeks later, I received a call bility of finding the most suitable buyer they have a sincere desire to be fair and
from another bank for the same request who is offering the price and terms that transparent with vendors.
and thought perhaps my client’s buyer was most closely match those of the vendor.
having difficulty obtaining the financing. Another issue with Letters of Intent is As a vendor you should expect to receive
I then presented the appraisal to one of that they are not offers; they are typically the best offer that meets your goals, hon-
my purchasers whose profile fit nicely with non-binding legally and may have no ours the legacy you have built, pays you
this type of practice. My purchaser came clear date or milestone after which the your full asking price on closing and gives
back with an offer and I presented it to vendor can walk away. What leverage you the choice to stay if you're still up for
my client. The deal in the meantime had do you have as a vendor to motivate the it. Why would you accept anything less for
been approved and the transaction sealed; buyer to work diligently toward a close if yourself?
sadly, my client discovered he had accept- there is no expiry date to their intent? You
ed to sell at 22 per cent less than what are at the mercy of their schedule and BOTTOM LINE: This column
my buyer was prepared to pay. Lesson negotiation skills and they are typically provides insights regarding selling a
learned: my client was very disappointed very experienced at these things because dental practice without the use of a
to find out how much he left on the table they work with advisors. practice sales representative/broker.
by not working with us and is now clear on There are challenges and pitfalls to be
the value a committed broker can add to a It is also becoming common practice for dealt with in taking this route.
transaction. Even net of commissions, he some corporate investor groups to lock
would have had close to 13 per cent more vendors into a minimum transition period
in his pocket and been able to negotiate of up to five (5) years and penalize them
more favourable terms. financially if they stop working before.
So, what happens if you, the vendor falls
Corporate Purchasers ill? What if your spouse falls ill and needs
full-time care at home? How much less of
Lately, I’ve been hearing that some your initial agreed price might you actually
corporate investor groups are approach- end up getting paid for at the end of it all?
ing vendors and presenting non-binding Why not walk away with all of the money
Letters of Intent instead of signed offers. up front?
As a broker, this is very troubling. Here
Pascale Guillon
are several important things to consider Do You Want To Have A Choice? Pascale Guillon is a
with this approach. These prospective veteran sales representa-
corporate investors ‘lock’ vendors into I completed the appraisal for a dentist tive for ROI Corporation,
this Letter of Intent which prevents the Brokerage with many
who wanted to divest from ownership but
years of experience. She
seller from considering solid and signed continue practising dentistry. After two un- can be reached at 514.
offers; as a vendor, what other offers are successful attempts at selling his practice 923.9181or pascale@
you missing out on by not entertaining any on his own, he called me to broker the roicorp.com.
14 PROFITABLE PRACTICEFEATURE INTERVIEW |
Ainslie Willock, Campaign Manager
—No Pets In Research: Animal Alliance Of Canada
WITH KAREN HENDERSON
“Originally the Toronto
Humane Society repre-
sented both human and
non-human animals; they
supported any living being
in need, including shop
girls who needed a stool
for their job at Eaton’s or
Simpson’s, and horses
that needed adequate wa-
ter when pulling carriages
in the streets.”
~ AINSLIE WILLOCK
A
inslie has been an animal my animal advocacy career. The project shop girls who needed a stool for their job
rights advocate for 35 revolved around the seal hunt and the at Eaton’s or Simpson’s, and horses that
years; I caught up with ban on the importation of white coat seal needed adequate water when pulling car-
pelts into Europe. From here I went to the riages in the streets. The THS then altered
her in Toronto, ON.
Animal Protection Institute, now called the its policies that mandated supporting and
Ainslie, please tell us what you studied Born Free Foundation. One issue I worked advocating mainly for cats and dogs. This
at university. on there concerned ring-billed gulls. The changed again in the mid 1980s when I
water level in the Great Lakes was so high, was in charge of their fur campaign, which
I attended the University of Waterloo that some of the birds were nesting in the educated against the trapping and raising
where I graduated with an Honours trees as many of their nesting areas were of animals for their fur. Ultimately in 1990
degree in Environmental Studies; the underwater, leading some people to be- a number of us formed the Animal Alliance
program was called Man and Environment. lieve that the bird population had exploded of Canada to advocate on behalf of all
The program was quite new at the time, and that the birds should be culled. In animals and the environment.
and was basically a multidisciplinary the end, no action was taken against the
approach to problem solving—which is birds, as our campaign showed that the I must admit I have not heard of the
basically what I do! I didn’t know at the birds were forced to nest in the trees for Alliance.
time that I would be working on animal their survival.
rights issues, but the choice was a Animal Alliance is a federally incorporated
good one. So far, you have worked with wildlife. non-profit organization with a federally
When did you become involved with registered animal protection party; this is
What did you do when you finished the rights of domestic pets? critical, because you can only mandate
university? change for animals through legislation.
I joined the Toronto Humane Society (THS) We have the only federal political party
Well, I opened up the Globe and Mail, when it was celebrating its 100th anniver- for animals and the environment called
and saw a job for project coordinator with sary. Originally the THS represented both the Animal Protection Party of Canada.
the International Fund for Animal Wel- human and non-human animals; they sup- So we will be very active in next year’s
fare. I applied, got the job and so began ported any living being in need, including federal election.
PROFITABLE PRACTICE 15How are you funded? As a long time pet owner, I am Royal to the pound. The woman who
ashamed to admit I had no idea that found him said she was willing to adopt
Animal Alliance derives the vast majority Ontario had such a law. him. Royal was wearing tags, and was
of its funding from individual support- obviously well cared for. However, al-
ers. We do not receive any government You are not alone—the majority of pet most immediately Royal was taken with
funding and only occasionally do we owners in Ontario don't know about this another dog in a truck to the U
niversity
receive grants from other organizations. law and the researchers like it this way. of Guelph. The university did not check
The Animal Protection Party of Canada Under Ontario’s Animals for Research to see if Royal had been held for 72
can only accept donations from individual
Canadians. This is true for all the federal Ontario is also the only province where the law
political parties.
states that if a lost pet is not claimed within 72
Tell us about the No Pets in Research hours, the municipality has the right to allow
campaign.
three things: the pet can go back to its owner,
When the Animal Alliance of Canada was it can be adopted or it can be sold to research.
first formed in 1990, one of the issues that
it had been involved in was that of using Act, it costs $6.00 for a dog and $2.00 hours; instead, they thought he was too
pets for research. At that time the campaign for a cat for researchers to buy an old for their needs and Royal was euth-
was called Pound Seizure, but as you can animal from a pound or shelter. Re- anized—within a few hours of being lost.
imagine this name was difficult for people searchers can requisition a certain type/ Laurie frantically searched for Royal,
to understand, so the name was changed size of cat or dog—they usually want and only found out what happened to
to No Pets in Research. Ontario is the only a well-mannered, well-socialized pet. him when she came into a pet store,
province that legislates the acquisition of The Act has been designed to protect saw a coin box for Animal Alliance of
pet dogs and cats for research. According the researchers and their interests. The Canada and called us. We reached out
to the Ontario Ministry of Agriculture, Food moral implications, of course, are huge. to several other organizations, includ-
and Rural Affairs (OMAFRA), between 2012 You, as the owner of a lost pet, only ing the university and were finally able
and 2016, 12,167 pet dogs and 13,711 pet have rights for 72 hours following the to determine what happened to Royal.
cats were sent to research laboratories in loss of that pet to reclaim it. There are CBC did a show called No Safe Place in
Ontario. The Ontario Animals For Research other rules under the Act, but we know 2003, which documented the entire sad
Act governs how pet dogs and cats are they are not always followed. Let me tell story. I don’t think Laurie ever recovered
acquired by research facilities in Ontario. you about a lovely dog named Royal, from this terrible event.
Ontario is also the only province where the owned by Laurie Bishop. Somehow
law states that if a lost pet is not claimed Royal managed to get through the gate Did anything change as a result of this
within 72 hours, the municipality has the of her property, and was found by a seizure and CBC’s coverage?
right to allow three things: the pet can go woman a few blocks away. Thinking she
back to its owner, it can be adopted or it was doing the dog a favour, the wom- Yes, at this point the story of Royal
can be sold to research. an called the pound keeper who took raised awareness, and the number of
pets sold to research continued to drop
quite dramatically. However, in 2012
the numbers started to rise again and
continued to rise, so that is why No
Pets in Research had to be resurrect-
ed. Ontarians need to know that over
4,700 pet cats and dogs are taken by
researchers every year from pounds
across the province. We have tried very
hard, but the OMAFRA refuses to tell the
public which pounds are selling pets to
research. What we were able to find out,
however, is that they increased the way
in which the researchers can acquire
cats and dogs. So instead of it just
sourcing municipal pounds, researchers
can also target rescue organizations,
humane societies and any municipality
that does not have cat or dog bylaws.
16 PROFITABLE PRACTICEWhy don’t Ontarians know what is researchers are doing. During the June able to do all this awareness work thanks
going on? 2018 election we met with all the political to the support of LUSH Cosmetics, a very
party leaders, and many of their constitu- socially conscious company which wants
Ontarians are not allowed to know which ents and veterinarians in their ridings. To to provide protection for animals.
pounds sell to research, which research thank Ontario's Green Party for having No
facilities use lost pets, and for what Pets in Research as part of their political Over the past few days, I have spoken
purpose. We are not allowed to know platform, we ran radio ads and can- to a few veterinarians and they were
what happens at the research facilities. vassed voters for their Party Leader, Mike not familiar with No Pets in Research.
Everything is designed to protect the
researchers. The only person who has We were able to do all this awareness work
the power to protect our pets from re-
searchers is Premier Doug Ford. I think
thanks to the support of LUSH Cosmetics, a
he has the guts to do something about very socially conscious company which wants
this, and I hope he will. But it will help if to provide protection for animals...We would
Ontarians contact his office and ask him
to amend the Animals for Research Act love to speak with any veterinarian who would
to eliminate the use of pets in research. like more information.
So what is your mandate as campaign Schreiner, in his Guelph riding. We were We are reaching out to the veterinary
manager for No pets in Research? very active on social media and ran an community, as we know that pets are
ad on CBC television, in which we asked being used for education and training. We
We do Freedom of Information requests to viewers from across Canada to contact don’t feel that this is necessary in today’s
try and get more information on what the their premiers about the issue. We were world; in fact Harvard Medical School,
Johns Hopkins University, MIT and all New
York City, Boston and Washington-based
research institutions do not use pets in
Nova Scotia Outlaws Cosmetic Surgery On Animals research. Several countries including Great
Unless Medically Imperative Britain, Sweden and the Netherlands
September 24, 2018 have prohibited pets in research. And,
progressive Canadian cities like Winnipeg,
public hearings to improve transparency. Edmonton, Calgary, Toronto, Oshawa,
No date has been disclosed at this time. Clarington and Vancouver have also
banned the practice. In Ontario, many cit-
“We know farmers and families are deeply ies are defying the law—Ontario’s Animals
committed to the welfare of their livestock for Research Act—that mandates the sale
and pets,” said Agriculture Minister Keith
of pet cats and dogs to researchers.
Colwell. “Nova Scotians can have confidence
our animal protection is among the best in
We would love to speak with any veteri-
the country.”
narians who would like more information.
Other changes include updating language
around ‘animal cruelty’ to ‘animal welfare.’ BOTTOM LINE: This interview
Nova Scotia has introduced changes to the This will better reflect the intent of legislation. sheds light on the cruel practice of
Animal Protection Act intended to strength- Animal fighting will also be prohibited and using pets for research, something
en the welfare of livestock and companion enforceable under the revised Act. These most Canadians are unaware of.
animals in the province. amendments are supported by the minister’s
Forum on Animal Welfare, which includes
The Act—which was introduced Sept. 13, animal welfare advocates, enforcement
2018*—is designed to ensure that animal officials, and other stakeholders.
welfare inspection and enforcement will be
stronger by banning cosmetic surgery that In addition, the Canadian Veterinary Medical
changes an animal’s appearance unless Association spoke out against declawing in Ainslie Willock
medically necessary and carried out by a 2017, and the College of Veterinarians of B.C. Ainslie can be reached
veterinarian. has banned the practice. Manitoba is consid- through the Animal
ering following suit. Alliance of Canada at
Prohibited procedures include tail docking, 416-462-9541. Also visit
*This Act has been passed into law.
ear cropping, debarking, and declawing. nopetsinresearch.ca
Source: This article is a reprint from the Veterinary Practice
and animalalliance.ca
The Animal Welfare Appeal Board will hold News Canada.
for more information.
PROFITABLE PRACTICE 17| FEATURE INTERVIEW
Dr. Gwen Jeun: President Of The Ontario Veterinary
Medical Association (OVMA)
WITH JAMES RUDDY
“Generally, veterinarians
put clients and patients
before themselves.
We're very dedicated
to the profession and
many of us are perfec-
tionists and therefore
put a lot of pressure on
ourselves.”
~ GWEN JEUN DVM
Dr. Gwen Jeun with "Molly", her brother's Dr. Jeun practises at Emeryville Animal
20 year old cat Hospital (emeryvilleanimal.com)
P
rofitable Practice recently had the pleasure of interviewing Dr. Gwen Jeun, president of the OVMA and
longtime associate veterinarian at the Emeryville Animal Hospital. She credits her ability to carry out her
heavy workload to her colleagues at Emeryville and the staff at the OVMA office. “They have allowed
me so much leeway and support that I am happily able to do what I do and love it.” Dr. Jeun answered the
following questions.
What were the influences or factors local, provincial and federal levels meant I can’t speak to this directly—I think
that determined you becoming a that our voice was being heard. This was everyone’s experiences are unique and
veterinarian? a group that I could support wholeheart- there are many different factors.
edly. I wanted my colleagues to be aware
I love science and animals and being of what the OVMA did too. Generally, veterinarians put clients and
with people. It was the perfect way to patients before themselves. We’re very
combine them all. The issue of mental health and dedicated to the profession and many of
wellness is receiving a lot of media us are perfectionists and therefore put a
What led you to your present position attention. There is a need to better lot of pressure on ourselves. But we can
as president of the Ontario Veterinary understand mental illness and provide only put off paying attention to ourselves
Medical Association (OVMA)? increased, effective care for those for so long before the lack of personal
LOUISE SMITH OF LSPHOTO
who are suffering. In addition, as you care wears on us mentally or physically.
As the regional representative on the know, there has been some disturb-
Board, I observed how the OVMA could ing news regarding veterinarians and Veterinarians are also faced with trying
develop plans and follow through on ideas suicide. What are the main factors to meet both the animal’s need and the
that made veterinarians' lives better. The that have led to increased incidences needs and wants of the client, and with
ability to advocate for the profession at the of suicide by veterinarians? social media these days, the will of the
18 PROFITABLE PRACTICEYou can also read
