Running a Lab, Not a Business

By Christopher Gajewski, Owner, Bryn Mawr Ortho Lab, Exton, PA

When I bought my orthodontic lab in 2005, it was a turnkey operation. All I had to be was a good technician with a bookkeeper coming in once a month and an accountant coming in once a year. If I gained one new account annually without losing an account, that was considered a successful year.

Nine years later, I was happy. I had the right people in the right places doing the right things. My bills were paid, I was looking to add a sixth member to my small operation, and it even seemed like I could pay off my business loan and finally give myself a raise.

All that went to hell at the end of 2014 when emerging technologies, invisible retainers and clear aligner treatment dramatically changed the marketplace. For instance, one $12,000-a-month account dropped to $300 per month after he started doing...