In the Spotlight
With a few basic changes, distributor reps can brighten their customers’ days.
When dentists complain that work is a ‘pain in the neck’ or ‘one big headache,’ they may mean it quite literally. The solution may be as simple as changing a light bulb.
Lighting is one of the most important components of the operatory, according to experts. Yet, too often, dentists rely on a system that is not ergonomically sound, or they purchase inexpensive, lower quality bulbs. However, this is one of the last places dentists should look to save money. A pointed discussion with their dental customers can lead to an opportunity for distributor reps to better service their lighting needs.
Ergonomics
Leaning over patients for extended periods can often lead to ongoing back or neck pain for dentists and hygienists. The right lighting system can help them eliminate unnecessary movements. Most dental lights offer three axes of rotation: swivel, tilt and rotation. Adjustment of the rotation axis enables the dentist to precisely align the focused light pattern with the oral cavity. Easy manipulation of the light head permits an unobstructed view and limits unnecessary head and neck movement. Each of the three pivots should be independently adjustable to suit the user.
In addition, the dentist should be able to adjust the height of the counterbalanced flex arm with no drift. The range of motion should ensure the light head is within easy reach for the user, and positioned 27 inches from the oral cavity for optimal illumination.
When light intensity settings and on/off controls are located in the front of the light, the dentist can avoid reaching around the light head. Automatic on/off features eliminate further movement, as well as improve asepsis.
Pricing
Depending on the brand, dental lights range in price from $1,300 to $2,500. Most units or systems cost between $1,900 and $2,200.
Leading questions
Distributor reps should encourage their customers to discuss their lighting needs. Some leading questions concerning lighting adjustment include:
- "Are the light pivots secure and independently adjustable?"
- "Does the flex arm permit effortless height adjustment without drift?"
- "Are the on/off and intensity controls readily accessible on your current light?"
- "Does your current light offer an automatic on/off feature?"
Lights, focus, action
Often, dentists avoid lengthy, difficult procedures in the afternoon due to fatigue. Physical fatigue is largely generated by eye fatigue, according to some experts. Without the proper intensity or focal adjustment of overhead lighting, dentists are likely to strain their eyes. Furthermore, inadequate lighting makes it difficult for the dentist to match colors, select shades, identify fine details or diagnose tissue during procedures.
Before encouraging their dental customers to invest in a new lighting system, distributor reps should evaluate the quality of lighting being used and ensure that the dentist is getting the most from his existing lighting.
Tungsten halogen bulbs, which burn at 100 to 106 percent capacity throughout the bulb’s life, offer good color and constant brightness, according to experts. Good lighting compensates for the difference in light intensity between the task area (i.e. the oral cavity) and the surrounding 5-foot radius, thereby preventing the dentist’s eyes from continually having to readjust. This is achieved through an abundance of natural light (from a window or skylight), together with as many fluorescent bulbs as the room design permits. Daylight corrective bulbs are one option. The ratio of task to ambient light should never exceed 10:1.
The average dental light generates 2,500 foot candles at the entrance of the oral cavity. Given this, the surrounding 5-foot radius at countertop height should be lit by at least 250 foot candles. However, most fluorescent ceiling-mounted light fixtures used in the United States only generate an ambient intensity of about 90 foot candles at countertop height. Dentists often don’t realize that this incorrect task-to-light ratio is causing them to become fatigued.
The correct focal length for task lighting varies from one customer to the next, since different clinicians are comfortable using their task lighting at different arm’s lengths. Ideally, the task light provides a rectangular pattern, which defines the task area without blinding the patient. Lights are pre-adjusted by the manufacturer, but can be re-adjusted very simply by the distributor. However, task lighting can easily be knocked out of focus during shipping or installation, and the normal 2,500 foot candles may drop to 1,400 foot candles or less. The unfocused light creates an uneven pattern and unnecessary shadows, greatly reducing the efficiency of the light system.
The distributor rep should learn where the dentist likes to hold his task light, and then focus it at that distance. In fact, as a rule, reps should learn how to focus the different lights they carry. Some lights can be readjusted simply by using a Phillips screwdriver. The dentist can perform better, and the rep can become more valuable to his or her customer.
Leading questions
When visiting their customers, distributor reps should immediately size up the lighting situation in the operatory. To determine whether the customers’ needs are met, the rep can ask the following questions:
- "Does your current dental light enable you to adequately match colors, select shades, identify fine details and diagnose tissues?" (Over time, the dichroic coating on the light can degrade, preventing it from producing an adequate color temperature. Ideally, the light should produce a color temperature of around 5,000 Kelvin, with a color rendering index greater than 90.)
- "Does your current light adequately illuminate the oral cavity, even if much of the light pattern is interrupted?" (Dental light reflectors have many facets that are strategically positioned to allow more of the available light to complete the focused pattern, thereby producing a balanced light pattern.)
- "Does your current light produce a focused light pattern that adequately illuminates the oral cavity without blinding your patients?" (An elliptical 3-inch by 7-inch focused light pattern illuminates the immediate work area, while keeping light out of the patient’s eyes. Also, if the light pattern is feathered, it reduces eye strain for the dentist.)
- "Does your current light have adjustable intensity settings?" (Adjustable intensity helps deliver balanced lighting in the operatory and matches the specific procedure at hand. The highest setting should be at least 24,000 foot candles.)
Dental lighting is very visible to patients. As such, the dentist should consider whether the style, fit and finish of the lighting system complements the environment he is trying to create. After spending time and money on the chair and delivery unit, lighting should be a well-thought out investment.
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