6 Ways to Compete With Chairside CAD/CAM

By Maribeth Marsico

Posted Apr 28, 2011 in Marketing


What are the five words that send a chill down a laboratory owner's spine when spoken by one of his biggest dentist-clients? "I'm buying a CAD/CAM system."



To date, more than 5,000 dentists in the U.S. have purchased Cerec chairside CAD/CAM systems, and many laboratories have reported a noticeable decline in work from these clients. The effect can be especially detrimental to smaller laboratories that rely on fewer clients to round out their sales figures.


However, by taking a proactive approach, these laboratory owners are ensuring that chairside CAD/CAM doesn't negatively affect their bottom lines. Here are their strategies:


1. Educate your clients on their investment. Some laboratory owners feel that dentists aren't getting an accurate picture of the expenses involved with these systems and therefore try to ensure that clients who are contemplating a purchase are aware of all of the factors. "I've found that some...

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About The Author

  • Maribeth Marsico

    Senior Editor at LMT Communications, Inc. · Cheshire, CT

    A 30-year veteran of the editorial department, Maribeth loves getting to the heart of the story. She especially enjoys creating and analyzing reader surveys and staying in touch with our readers.

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