Check out my first-hand look at Atlantic City!
Wagner Rotary Instruments introduced the following products at the show:
W1 handpiece is an ergonomic, lightweight, brushless, quiet and durable handpiece with vibration-free operation; precision foot control; and a soft-touch, easy-to-clean control pad. Made in Europe, it’s ideal when contouring all ceramics, operates at speeds up to 40,000RPM and comes with a two-year warranty with loaner program. RedBerry, BlueBerry and GoldenBerry rotary instruments are included.
The GS Green State Contour™ Finishing System now includes four new shapes for contouring green-state zirconia in addition to the original two-step gray with white tipped shape. Also included with the new expanded kit are flat-edged silicone wheels; silicone points; and six uniquely shaped, fine-grit HP diamonds for adjusting anatomy.
For more information, call 888-223-2231 or 201-541-9700 or visit www.wagnerrotary.com.
LMT contributing writer Mark Murphy offers advice for lab owners who need a boost in a difficult economic climate.
Marketing maven Walter Orellana has gone back to basics; in today's changing landscape, he believes face-to-face sales and personal relationships are the real keys to success.
That's proven true at Excel Dental Studios where he was hired last year to help rebrand the laboratory, broaden its target market and grow the business. And grow it he did: the laboratory has gone from 12 to 35 employees in the last year alone.
Orellana's easy-going personality and knack for networking make him right at home exhibiting at trade shows, visiting dental offices and socializing with dentists in a variety of settings. "Social media has its place but, especially in this economy, people want to shake your hand, look you in the eye and have you tell them everything's going to be ok," he says. "You need the personal attachment you can't get through a computer screen."
A key to building these important relationships, says Orellana, is avoiding the number-one mistake marketers make: overselling yourself....
A few months ago, my son turned me on to two television reality shows that I feel have merit for anyone who runs a small business or aspires to: The Profit, on CNBC, showcasing the multi-talented Marcus Lemonis, serial entrepreneur and CEO of Camping World; and Fox’s Kitchen Nightmares, starring restaurateur, Chef Gordon Ramsay. Unfortunately, Ramsay retired this series at the end of 2014. Fortunately, there are 123 episodes you can watch on YouTube.
Say what you will about reality TV; these shows are like business school by proxy.
Without knowing any particular market, Lemonis attempts to save failing businesses—from beauty shops to sporting goods—assessing, reinventing and turning them around. For Lemonis, whose mantra is “people, product, process,” the buck stops with integrity. If the business owner(s) he comes to help is not completely transparent with him regarding the status of his business—financial and otherwise—he walks away—but...
Competing on price is not, of course, an unfamiliar reality—production/high volume laboratories have been the perceived competitors of small laboratories for decades. But now, with digital technology available to all size laboratories, the competitive arena enables some laboratories to make a comfortable profit via sheer volume and that is one of the causes of industry-wide price erosion.
As you see from our cover story, The Race to the Bottom is the takeaway mantra of respondents to LMT’s 2014 Fee Survey and it isn’t pretty. Because of price competition—fueled largely by full contour zirconia, which has turned into a commodity of sorts—C&B fees have been mostly stagnant. Many laboratories are churning out more units yet raking in lower profits. Not good.
So what are we going to do to turn things around?
There are no black-and-white solutions but high on the list are:
Focusing on/enhancing your customer service
Increasing your knowledge base
Just about every online news story enables readers to add comments at the end of the coverage. It's really wonderful to have this means of voicing our opinions and reactions to things that go on around us. It enhances our desire to belong, feel connected and—most importantly—help one another. This is a new kind of journalism; one that is interactive.
To a degree, responses often mimic the type of news reported, in terms of substance and energy. When a topic is upbeat, intriguing, beguiling, etc., the posts are likely to match in spirit.
For example, comments posted to a recent article in response to how the space station offers clues about dark matter in the universe build upon the article's information by offering additional tidbits, asking questions, stimulating thought, sharing knowledge and insight, and fully engaging one another in relevant, meaningful dialogue.
On the other hand, there are many more news reports that stimulate anxiety and fear. The posts attached to...
LMT's February 2013 issue features our 2013 Dentist Survey conducted with Dental Economics. Our dentist-respondents speak out on...
...Why They Switch Labs
• Quality wasn't consistent.
• Cases returned with open margins.
• Crowns had high occlusion and open contacts.
• Inconvenient to work with due to the distance from my practice.
• I have switched from PFM crowns to PFZ or full zirconia crowns. My previous lab was not yet offering this service. Meanwhile, I was noticing that I was taking too much time to adjust my PFM crowns and was becoming increasingly frustrated. At the same time, the zirconia crowns from lab #2 were seating in a much shorter period of time and the esthetics were gorgeous. When I took into consideration the lower-priced lab fees for a zirconia-based crown, the decision to switch labs was a "no-brainer. "
• They hired new technicians and the work was not of the same quality.
• Technician/case manager left, leading to poor communication...
West Michigan Lab Association Raises $1,000 for Dental Clinic
Over 40% of lab owners plan to retire within the next decade. With retirement on the horizon for so many, selling a laboratory is going to become an increasingly competitive situation. In this buyer’s market, operating a well-run, profitable lab, maximizing its value and standing out from your peers is going to be essential if your exit strategy is to sell your laboratory. Here are some key features buyers are looking at when considering a laboratory acquisition:
* Solid client base. Statistically, even if all goes smoothly, a buyer can lose 10 to 20% of your accounts so he’s going to be looking carefully at your customers: the strength of your relationships, amount of turnover, their location, overlap between your two markets, proximity to retirement age, etc.
And remember the 80/20 rule: generally 80% of a lab’s business comes from 20% of its clients. As a seller, the more you can increase the percentage of clients from which most of your work comes, say to 30 to 40%,...
In patients with obstructive sleep apnea (OSA), the most common type of sleep apnea, the mandible falls back as the brain approaches the deepest stages of sleep and the muscles of the airway fully relax, which is what causes the obstruction. When the brain senses breathing is compromised, it forces the body out of the deepest stage of sleep in order to regain control of the jaw muscles and reopen the airway. This can occur over and over during the night and, as a result, the patient’s sleep is extremely fragmented.
Left untreated, sleep apnea can have serious and life-shortening consequences: high blood pressure, heart disease, stroke, automobile accidents caused by falling asleep at the wheel, diabetes, depression and other ailments. A major symptom is extremely loud snoring; other indications are persistent daytime sleepiness, bouts of awakening out of breath during the night, and frequently waking in the morning with a dry mouth or a headache. OSA most commonly affects middle-aged...
By trademarking their products, laboratory marketers are creating a demand for a product only they can deliver. LMT offers tips for developing a brand name and maximizing its effectiveness.
On the heels of LMT's September special coverage, The Changing Landscape of Dentistry, about the changing demographics, business models and other factors influencing your client base, the ADA just released an in-depth report, A Profession in Transition: Key Forces Reshaping the Dental Landscape, touching on many of the same topics.
Here are some key findings from the report:
Per capita expenditures are expected to grow over the coming decades, but at a very slow rate. In 2010, per capita dental expenditures were $269. Projected expenditures range from a conservative $277 to an optimistic $325 by 2040.
Older Americans are expected to account for a growing share of dental expenditures over the coming decades. Specifically, Seniors ages 60-79 will account for about 32% of all dental expenditures by 2040, followed by children with about 24%. The largest growth will be in adults ages 70-79 whose proportion of total expenditures is expected to double between 2010 and 2040.
If a doctor is hooked by the promise of consistency on your promo piece but the value of the claim isn't backed up until the last page, the "consistency" assertion is reduced to a hollow buzzword.
One of the reasons lab owners prefer to fly solo is that they have no appetite for dealing with the challenges that come with personnel management.
There’s no doubt that more people mean more issues. However, there are also as many, if not more, positives for having employees, key among them is that they play a critical role in a business’s ability to grow and prosper.
Listening to recent news discussions for or against raising the federally mandated minimum wage to $10.10 has me wondering: What do you feel your responsibility is to your employees? What obligations do you feel you have toward the people who help build your business? What considerations play a role in how much you pay them for their time and contributions?
Most of the time lab owners tell me they pay entry-level employees the wage necessary to attract them in their regional area. We also know from our Wage Surveys that average laboratory pay scales exceed the current federal minimum wage. So I throw this question...
In our industry, where the economic barriers to entry are relatively low, it’s all too common to hear stories about employees leaving a lab and then winning that lab’s customers, or worse, other staff members. Of course, from the lab owner’s perspective, the former employee didn’t win the customer or staff member; in his mind, he was stolen!
Like some of you, we too have been burned and it’s happened often enough that we were compelled to change the way we deal with new hires. In California, the Department of Corporations allows companies to pursue financial damages if it’s determined that protected, confidential information has been taken from your business, so we incorporated two documents into our hiring process to legally protect us from employees pursuing our customers and staff once they leave our lab.
Our goal in this process is not to create overly burdensome legal documents but rather to simply obtain a mutual understanding of our company’s...
Once in jeopardy of closing, Kirkwood Community College in Cedar Rapids, IA, is thriving and has even added an evening program to accommodate its waiting list of students.
Whip Mix has acquired the Jelrus burnout oven product line from Air Techniques, Inc.
A year ago, Whip Mix Corp. promoted its Vice President of Manufacturing, Jim Myers, to President of the company, succeeding Allen Steinbock, the grandson of Whip Mix Founder Edmund Steinbock, Sr. This promotion makes Myers the first non-family member President in the company's history. LMT travelled to Louisville, KY, to talk with Myers about his new position and where the company is headed.
LMT: As President, how has your role changed?
Myers: For 11 years, my priority was our manufacturing processes; now, it's more focused on customer needs and opportunities. I have much more interaction with our sales team and Whip Mix customers.
LMT: What stands out to you regarding your customers?
Myers: The most striking thing about our laboratory customers is their level of energy, dedication and desire to improve their businesses. Rather than hoping digital technology won't affect them, they're rolling up their sleeves, re-inventing themselves and embracing new technology.
LMT: Tell us more...
In Chicago, Whip Mix introduced its Vericore milling discs. From highly translucent zirconia for monolithic full contour restorations or substructures, to PMMA burnout materials to wax, Whip Mix offers a wide variety of materials and sizes for multiple applications. All Vericore discs offer a diameter of 98mm and are available with and without collars in a variety of sizes from 10mm to 25mm.
The company also introduced a series of articulation products, including:
Two products for Denar Mark 300 Series articulators. Designed for use with the 3Shape scanner and software system, Denar® Split Cast Mounting Plates allow you to mount the model on the benchtop articulator using facebow records, arbitrary mounting stands or CR records; capture the position and cant of the patient's teeth; and then scan to replicate that benchtop positioning on the virtual articulator in the 3Shape software. Designed specifically for mounting, the Denar LabRelator helps extend the life of your current...