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Endodontics • Infection Control @Septodont USA Contact Your Septodont Rep

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Endodontics • Infection Control @Septodont USA Contact Your Septodont Rep A partnered publicationFor Dental with Dental Sales Professionals Sales Pro • www.dentalsalespro.com June, 2010 For Dental Sales Professionals April 2013 Selling opportunities around implants Many implants are sold direct, but there are still opportunities for dealer reps Alcohol Free. Fragrance Free. Worry Free. Introducing NEW Sani-Cloth® AF3. Protecting your patients has never been easier! • Ideal for use around patients and staff Fragrance free formulation. No harsh odors. NEW! • Quat-based disinfection against TB, HIV, HBV and HCV Effective against 44 microorganisms in 3 minutes. • Perfect for equipment and other hard surfaces sensitive to alcohol Compatible with most healthcare equipment. Providing solutions for your customers is as easy as AF3! FREE sample at pdipdi.com/AF3 © 2013 PDI. SELLTO WIN! Win a 32GB Apple® iPad mini when you sell $5000 in any combination of: • OraVerse® (Phentolamine Mesylate) • Biodentine® (15 & 5 Pack) • N’Durance® Dimer Core • N’Durance® Universal Composite • N’Durance® Cristal Composite • N’Durance® Dimer Flow Orders effective 1/1/13 - 6/30/13 Contact your Septodont Rep! Photo courtesy of Apple® Inc. •Utilize this opportunity to build your business, while helping dentists innovate their’s. Please allow 4-8 weeks for delivery. Sales of Biodentine, OraVerse and the following N’Durance products only: Dimer Core, Universal Composite and Dimer Flow will be accumulated from January 1, 2013-June 30, 2013. N’Durance Dimer Core, N’Durance Universal Composite, N’Durance Cristal, N’Durance Dimer Flow, OraVerse and Biodentine are all registered trademarks of Septodont Inc. Not to be combined with any other Septodont offer. Apple® is a registered trademark of Apple Inc. ® ® From the manufacturers of Septocaine and N’Durance Follow us on Twitter 800-872-8305 septodontusa.com anesthetics • materials • endodontics • infection control @Septodont_USA Contact your Septodont Rep. content 13 APRIL INTRODUCING NEXT GENERATION Multilink® Automix Universal Adhesive Cement p.18 p.26 p.46 A strong bond, First Impressions is published bi-monthly by mdsi 1735 N. Brown Rd. Ste. 140 proven performance. Lawrenceville, GA 30043-8153 Prepared to Provide ..............................p.6 Selling opportunities around implants Phone: 770/263-5257 Many implants are sold direct, but FAX: 770/236-8023 there are still opportunities for reps ...... p.32 www.firstimpressionsmag.com Ask the Expert Editorial Staff A former practicing dentist and current Editor sales expert answers your questions .......p.8 Endodontics isn’t just for endodontists Mark Thill Sales reps shouldn’t be afraid to jump [email protected] into the waters of endodontics sales, Senior Editor Hallway Pass according to experts. There are Laura Thill What it takes to get through the front plenty of opportunities ........................ p.38 [email protected] door and face-to-face with a dental Managing Editor practice’s decision-makers ...................... p.10 Graham Garrison Dirty Little Secrets [email protected] Infection control expert Nancy Art Director Do product claims measure up? Andrews answers your questions. ....... p.42 Brent Cashman If it’s quality and reliability your customers [email protected] Now with even easier clean up and new shade! seek, The Dental Advisor can help ....... p.14 Publisher Hand Hygiene and Surface Brian Taylor Strong bond – both dual- and self-curing [email protected] Hygiene: How do they relate? .......p.44 Clinically proven – more than10 million restorations placed Clinically proven with Record draw for Sales NDC Dental Forum .........................p.18 Bill Neumann Universal – the perfect choice for all restorative materials Ready for the Curve [email protected] including IPS e.max® and zirconia One rep’s drive lands him a Monica Lynch Windshieldtime .................................p.22 [email protected] spot in professional baseball.................p.46 SPECIAL OFFERS! Circulation Wai Bun Cheung BUY:1 System Pack BUY: 3 Syringe Refi lls QuickBytes ..........................................p.24 ............................................................. [email protected] News p.51 ® ® First Impressions (ISSN 1548-4165) is published GET: 1 Telio CS Link GET: 1 Multilink Primer bi-monthly by Medical Distribution Solutions Refi ll FREE! A/B Refi ll FREE! Attention to Detail Products ......................................................p.56 Inc., 1735 N. Brown Rd. Ste. 140, Lawrenceville, GA 30043-8153. Copyright 2013 by Medical Shannon Hartman has one word Distribution Solutions Inc. All rights reserved. for new service techs: LISTEN ...........p.26 Subscriptions: $48 per year. If you would like to subscribe or notify us of address changes, please DTA: Understanding Your contact us at the above numbers or address. Target Customer ................................p.57 POSTMASTER: Send address changes to Medical Disposable Prophy Angles Distribution Solutions Inc., 1735 N. Brown Rd. Ste. 140, Lawrenceville, GA 30043-8153. Please A good polish depends on note: The acceptance of advertising or products Dental Office Horror Stories ........p.58 mentioned by contributing authors does not 100% CUSTOMER SATISFACTION the right prophy angle.. ........................ p.30 constitute endorsement by the publisher. Publisher GUARANTEED! ivoclarvivadent.com cannot accept responsibility for the correctness of an opinion expressed by contributing authors. Call us toll free at 1-800-533-6825. Qualifying purchases must appear on a single invoice and must be made between March 1 - June 30, 2013. *Request for FREE GOODS must be received no later than 7/31/13. MAIL TO: Ivoclar Vivadent 175 Pineview Drive Amherst, NY 14228. FAX TO: 716-691-2285. These specials cannot be combined with any other offer or rebate program. 4 : April 2013 : First Impressions : www.firstimpressionsmag.com © 2013 Ivoclar Vivadent, Inc. Multilink, Telio and IPS e.max are registered trademarks of Ivoclar Vivadent. 5481 Multilink Next Gen Dealer Ad.indd 1 2/19/13 11:18 AM INTRODUCING NEXT GENERATION Multilink® Automix Universal Adhesive Cement A strong bond, proven performance. Now with even easier clean up and new shade! Strong bond – both dual- and self-curing Clinically proven – more than10 million restorations placed Clinically proven with Universal – the perfect choice for all restorative materials including IPS e.max® and zirconia SPECIAL OFFERS! BUY:1 System Pack BUY: 3 Syringe Refi lls GET: 1 Telio® CS Link GET: 1 Multilink® Primer Refi ll FREE! A/B Refi ll FREE! 100% CUSTOMER SATISFACTION GUARANTEED! ivoclarvivadent.com Call us toll free at 1-800-533-6825. Qualifying purchases must appear on a single invoice and must be made between March 1 - June 30, 2013. *Request for FREE GOODS must be received no later than 7/31/13. MAIL TO: Ivoclar Vivadent 175 Pineview Drive Amherst, NY 14228. FAX TO: 716-691-2285. These specials cannot be combined with any other offer or rebate program. © 2013 Ivoclar Vivadent, Inc. Multilink, Telio and IPS e.max are registered trademarks of Ivoclar Vivadent. 5481 Multilink Next Gen Dealer Ad.indd 1 2/19/13 11:18 AM publisher’s letter Prepared to Provide The role of a sales rep undergoes a lot of All the headlines target the hospital and medi- changes during one’s career but usually the un- cal/surgical community, but I think we will all derlying keys for success remain fairly consis- be surprised how much it affects the dental tent. The articles in this issue highlight some of world as well. those changes but also accentuate how being As I said above, while the challenges successful incorporates tried and true methods. change with the times, the core of solutions The office manager remains a key link to remains pretty constant. I have been to a lot your success. The article on page 10 points of meetings recently on healthcare reform Tout very succinctly that in order for you to and the underlying mantra I hear repeatedly have an unimpeded path to the decision mak- is that there is a triple aim focus for success ers, you must of course bring and demon- those aims are Brian Taylor strate value time after time. I found it inter- 1. Improve Quality of Care (outcomes) esting that the recommendation made is to 2. Reduce cost periodically check with the office manager what is the preferred form of 3. Improve patient satisfaction contact with them. The point is that at first everyone gets the same instruc- tions, or at least until they see how or if you indeed do bring value to the It is pretty simple – at least from a con- practice. If you don’t ask you may never get the cell phone number or the ceptual standpoint. Everyone wants better and after- hours number that is given to only the most trusted of reps. consistent care. Your customers certainly are The articles on endodontics and implants are also harbingers of the always looking for the best cost option. And plentiful opportunities that await the rep who understands technologies as the measuring stick for success for any provider well as the economics of a dental practice. Both stories relate how these pro- is that the patient will come back and recom- cedures, once reserved for specialists, are growing in popularity in general mend me to their friends and family. dentistry. Part of the reason of course is that technology makes hard things So if you keep these drivers in mind it simpler and therefore available to a broader range of practitioners. But the really won’t matter what the outside influ- economy is at least equally important in that growth. Revenue growth re- encers of the times are. You will be prepared mains a constant priority for all practitioners, so the days of referring every- to provide what your customers need. thing out are fading fast. And the economic downturn of the past five years certainly has accelerated the rate at which generalists take on new procedures Good selling! they formerly referred. Unless one has been in a coma for the past few years, we all know that healthcare and its cost structure particularly are undergoing dramatic change.
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