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Mechanical Room Equipment Prospecting Guide Uncover Table of Opportunities Contents Mechanical Room Equipment Prospecting Guide Uncover Table of opportunities contents Overview: What’s in a mechanical room This prospecting guide is designed to help 04 05 Why is it important to the customer you identify air compressor and vacuum 05 Why is it important to you replacement product opportunities. Review 06 Identifying the opportunity the guide to help you understand the unique 06 Situation Assessment needs of the dental practice when it comes 08 Discovery questions to mechanical room equipment and how you 14 Next steps can position yourself as a business partner and 15 Solution Dry Vacuums increase your sales. 16 24 Wet Vacuums 28 Air Compressors 32 Resources 2 3 Overview: What’s in a mechanical WHY IS IT IMPORTANT TO THE CUSTOMER? It’s out of sight and out of mind; however, the mechanical room? room holds the heart and lungs of the dental office. Proper maintenance is essential, because if the vacuum or compressor fails, the practice is brought to a standstill. VACUUM Essential in helping to keep the oral If the mechanicals aren’t working, the practice isn’t cavity clean during dental procedures. working The vacuum also contributes to • Patients turned away patient comfort by powering tools • Staff non-productive that evacuate saliva and other liquids • Expensive to repair or replace from the patient’s mouth. • Overall loss of patients due to negative experience COMPRESSOR WHY IS IT IMPORTANT TO YOU? Compresses, cleans, dries and stores • $100,000 sales opportunity air so that handpieces, dental units • By identifying issues before they impact the practice, you and syringes operate effectively. will be valued as a trusted business partner 4 5 Identifying the opportunity TAKE NOTE OF THE SURROUNDINGS: • How many staff work in the office? • Where is the mechanical room located? • Can you hear the mechanical equipment near patient spaces? KEY TALKING POINTS: • All mechanical equipment breaks down at some point, so relying on an old system is a risky bet. • Vacuum and compressor average lifespan with proper maintenance is 7-10 years. • A breakdown of this equipment would mean work stoppage, income loss, and hasty decisions about replacement. • Don’t wait for a crisis that could shut your doors. Let’s plan now to ensure uninterrupted practice flow. 6 7 03 What is the cost of downtime to the office? Identifying the RATIONALE: An average practice generates between $3,000 and $4,000 per day. Downtime results in this revenue being opportunity lost, while the practice is still paying staff and other expenses. This means a financial cost of $5,000 or more per day, plus the risk to future revenue from frustrated patients deciding DISCOVERY QUESTIONS: GENERAL to go elsewhere. 04 How has your practice grown or changed since you purchased your current vacuum and compressor? 01 How old is your current vacuum and air compressor? How pleased are you with the level of suction and air you have? What happens to the suction when multiple RATIONALE: A doctor might not know. Look at the operatories are working? equipment. If it looks old, it probably is. Dental vacuums and compressors generally last 7-10 years if serviced properly. RATIONALE: Adding a hygienist or another doctor, combined with performance degradation over time, can make a substantial difference in a vacuum and 02 How many service calls have you had for your vacuum or compressor’s ability to meet demand. compressor? What do you know about the condition of the equipment? How often is it maintained? 05 If your current vacuum or compressor quit today, what RATIONALE: If the doctor doesn’t know, or the equipment would your backup plan be? How much time would it isn’t maintained, or the equipment has been breaking down, take you to compare your options in an emergency? these are risk factors for failure. Recommend a service call soon to evaluate the condition of these vital pieces. RATIONALE: The reality is that the doctor might frantically call looking for whatever they could get the fastest to get them back up and running, even if it wasn’t the best system for the office. 8 9 Identifying the opportunity DISCOVERY QUESTIONS: VACUUM 01 What type of vacuum system do you use? How does it effect your water usage? Who is responsible for your water and sewage costs? RATIONALE: A single 1 hp wet-ring vacuum uses 0.5-0.7 gallons of water per minute (or about 60,000 gallons per year). A 2 hp pump uses up to 1 gallon per minute (or about 120,000 gallons/yr). Now, consider that some dual platform pumps use up to 2 gallons per minute; that can be as much as 240,000 gallons of water a year! 02 What maintenance does your vacuum system require? RATIONALE: Wet-ring vacuums require filter trap changes at least twice a month. This is an unpleasant job which many doctors pay a service technician to do for them. Some dry systems are oil lubricated and require regular checking and changing of the oil. 10 11 Identifying the opportunity 02 What condition is your dental compressor in? How DISCOVERY QUESTIONS: AIR COMPRESSOR often does it run? Is your compressor still drying the air effectively? RATIONALE: Having a dental compressor doesn’t mean it’s running efficiently. Dental compressors are typically designed to run about 35% of the day. If it is running more often, then the unit is undersized or there is a leak in the compressor 01 Are you using a dental air compressor? How important system. do you think it is to have a dental compressor? RATIONALE: Dental compressors are regulated by the National Fire Protection Association (NFPA) 99 level three, 03 How are your handpieces holding up? which sets standards for compressed air and vacuum in health care facilities. Dental compressors have sophisticated RATIONALE: Air saturated with oil and moisture will damage drying systems to remove moisture from the air which is handpieces. essential for handpiece operation and composite bonding. They also filter contaminants like bacteria out of the air, making it safer for human contact. Dental compressors are 04 Have you experienced any issues with composites built to offer higher quality compressor heads, are sized bonding well? to last for many years of use, and operate more quietly RATIONALE: Improperly maintained and older compressors than a standard compressor. In fact, Midmark compressors don’t properly clean and dry air, which can lead to bonding can operate at just 60 dB, which is less than an average issues, giving a false image of the doctor’s quality of work. conversation. 12 13 Identifying the opportunity NEXT STEPS REVIEW • Evaluate the need for a • After reviewing the answers backup system. Help the to your questions, identify doctor appreciate the risks areas of high risk. he or she now faces with • Be aware of any issues the current equipment, and that could cause an the solution provided by interruption in the doctor’s installing a backup system practice. These include old before a failure disrupts the equipment, system leaks, practice. inconsistent maintenance, or no backup system. DEVELOP A PLAN Solution: MIDMARK DENTAL EQUIPMENT ROOM PRODUCTS • Understand the doctor’s pain • Provide a payoff statement points and focus on how to based on the responses you alleviate those concerns. are given. Premium Products, Superior Performance! • Schedule time for an Midmark has brought together the best features and most proven DO THE RESEARCH equipment specialist to technologies to deliver one complete air compressor and vacuum • Work with the equipment come on site and review product offering, satisfying the high standards demanded by specialist to identify which recommended options. today’s dental professionals. From the wet-ring vacuums of the product best fits the doctor’s • Review available promotions Classic Series® to the oil-less dry vacuums and air compressors needs now and for any future and financing options to help of the Power Series, Midmark has the products to exceed your growth plans. alleviate any cost concerns. doctor’s dental office needs. 14 15 OPERATING COSTS OVER TIME* Solution: $24,000.00 $22,000.00 ® $20,000.00 PowerVac $18,000.00 $16,000.00 Oil-Less Dry $14,000.00 $12,000.00 $10,000.00 Vacuums $8,000.00 $6,000.00 $4,000.00 $2,000.00 POWERFUL UNMATCHED, $0.00 Highest performance EXCLUSIVE Cost Per Year 1 year 5 years 10 years at up to 18” Hg PRODUCT WARRANTY* Wet-Ring Vacuum Wet-Ring Vacuum w/Recycler EASY TO MAINTAIN 5 year/10,000 hour PowerVac Dry Vacuum Water-less, oil-less system design requires minimal 10 year/20,000 hour *2000 hours/yr using a Twin 1-HP pump. Includes costs for water, electricity and maintenance items. Single maintenance. pump To calculate dental user capacity: Please note that the user capacity UPGRADE UL/CUL classified (No. Users) listed for each model is based on typical combinations of high-volume evacuators (HVE), saliva ejectors (SE) and nitrous oxide (N O) FLEXIBILITY NFPA 99 level 3 2 scavengers that can work simultaneously in a conventional dental office Easily upgradable compliant setting. Typically, each HVE equals 1 user, each SE equals 1/2 user, and from 1-20 users Patent Pending each N2O scavenger equals 1/2 user. User satisfaction is a subjective matter. Ratings are shown for planning purposes only. Piping length and configuration can affect vacuum performance. For specific applications, contact Midmark Technical Service for vacuum sizing recommendations. Twin *Limited warranty: 5 year/10,000-hour full product, 10-year/20,000-hour rotary claw pump. 16 17 POWERVAC OIL-LESS DRY VACUUMS SPECIFICATIONS Order No.
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