Upfront Planning Can Help Ensure an Efficient, Well- Equipped Dental Lab. Lab
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A partnered publication with Dental Sales Pro • www.dentalsalespro.com For Dental Sales Professionals November 2015 The Efficient Upfront planning can help ensure an efficient, well- equipped dental lab. Lab PREVENTATIVE ProphyBrite Air Polisher 10% OFF THE SEAT IS PAID Prophy Powder BUY 2 / GET 1 FOR. TELL THEM YOU’RE Prophy Paste BUY 2 / GET 1 READY TO HELP These deals cannot be combined with any other promotion or discount. Other restrictions may apply. Customer will be invoiced for purchased goods from distributor and Keystone Industries will ship direct the free goods. Paid invoice dated 10/01/15 - 12/31/15 is ORDER NOW! required. Send paid invoice to Keystone Industries, 480 South Democrat Road, Gibbstown, NJ 08027 or fax to 856-224-9444 or email [email protected]. All invoices must be received by 01/07/16. Not responsible for typographical errors. 480 South Democrat Road, Gibbstown, New Jersey 1-800-333-3131 Werner-von-Siemens Str. 14a D-78224 Singen, Germany +49 7731 912101 Socialize with Keystone Industries Visit us at www.keystoneind.com November • 2015 For Dental Sales Professionals Some dentists may object to the cost involved in adding a lab. If so, sales reps should discuss with them their financing options. The Efficient Lab Upfront planning can help ensure an efficient, well-equipped dental lab.. ......................................................p.6 Dental Overhead Lighting ..................................................................................................................p.10 Stress Points For diabetic patients, stress can present a long-term threat. ..................................................................................p.14 QuickBytes ....................................................................................................................................................................p.16 WindshieldTime ....................................................................................................................................................p.18 News ......................................................................................................................................................................................p.20 First Impressions Digital Edition is published bi-monthly by mdsi 1735 N. 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Please note: The Managing Editor Circulation [email protected] acceptance of advertising or products mentioned by contributing authors does not Graham Garrison Wai Bun Cheung constitute endorsement by the publisher. Publisher cannot accept responsibility [email protected] [email protected] for the correctness of an opinion expressed by contributing authors. 4 : November 2015 : First Impressions : www.firstimpressionsmag.com ® Prepare to be blown away! Now, help prevent cross contamination in seconds… with FlashTips®! • Helps prevent cross contamination • Separate air and water chambers • Quick and easy changeover • 5 great colors For more information visit FlashTips.net The CDC strongly recommends single-use disposable instruments whenever possible.* *Source: CDC MMWR Dec 19 2003. Guidelines for Infection Control in Dental Healthcare Settings. 2003. sultanhealthcare.com _MISC-IP_FlashTipsAd-8x10.5.indd 1 3/10/15 11:07 AM The Efficients onsite dental labs become Lab increasingly common, it Upfront planning can is more important than ever for sales reps to help help ensure an efficient, Atheir dental clients make the lab a part of the upfront solution – not an well-equipped dental lab. afterthought. “More and more new offices and renovations are including an on-site lab with more functionality than before,” says Rick LaDuca, president and general manager, Handler Red Wing Int. Whether onsite or not, dental labs are very relevant to any dental practice, he explains. “The role of an onsite lab is to support the practice. Everyone has a role in supplying the best clinical care to patients, and the on-site lab is a convenient and efficient way to resolve certain patient issues without delay.” 6 : November 2015 : First Impressions : www.firstimpressionsmag.com Indeed, since joining the dental health industry as air, gas, electric, water and ventilation, must all 14 years ago, LaDuca has watched on-site opera- be in place at strategic locations for maximum ef- tions become “more involved and better equipped” ficiency and safety. And, there should be at least to deal with issues. “Practices are grasping the con- one sit-down work station, a sink and plenty of cept of work flow efficiency and time management,” storage to minimize clutter and potential safety he points out. “Also, I believe there is more synergy hazards.” In addition, Handler offers dental clients between the practice and the lab.” the following equipment: • Lathe, splash hood and small dust collector for Today’s dental lab provides a number of important polishing and grinding applications. services, he notes, including: • Sandblaster for cleaning crowns. • Assisting the practice with consultative service. • Plaster bin, vibrator and model trimmer for A qualified certified dental technician can work making models. (Some dental offices elect to face-to-face with a dentist on a patient issue, invest in a small mixer to properly mix plaster.) for a quick and accurate resolution. • Vacuum-forming equipment and materials de- • Making repairs and relines to a patient’s denture. signed to make night guards and mouth guards. • Making night guards and mouth guards of all types. • Pressure pot designed to make repairs and • Adjusting crowns and bridges. relines on dentures. • Fabricating new crowns using CAD/CAM • CAD/CAM milling system for fabricating milling solutions. crowns, along with a sintering furnace. • Lab handpiece designed for intricate grinding Design is key and polishing. Careful, upfront planning can make the difference • Small ultrasonic machine for cleaning between an efficient lab positioned to grow with the and disinfecting. practice, or one fraught with complications. Distribu- tor reps should work closely with their dental clients An onsite lab setup is an investment to be sure – and enlist the support of a qualified design source but it represents a fraction of the cost of the dental whenever possible, notes LaDuca. practice, notes LaDuca. And, purchasing American- For starters, the lab design must be “thought out made products helps keep costs down, while ensur- and designed to provide a maximum return on the ing higher quality, he points out. “There is no reason investment of space,” he says. Labs require ample to purchase expensive European products when space to ensure optimal efficiency and avoid safety the best quality comes from America,” he says. “Our violations, he adds. Most guidelines are dictated by business model includes working with quality sup- OSHA and OSAP, as well as local codes and ordinanc- pliers in planning and supplying solutions that meet es, making it all the more important for dentists to our needs. This philosophy should be implemented do their research and partner with a good supplier in the onsite lab. and lab designer. “We believe the practice should partner with a qualified, sensible distributor who understands the Despite advances in technology, onsite dental practice and the lab to provide the best support, labs still require “the basic products,” according to knowledge and financing available,” he continues. LaDuca. “The work stations and cabinetry should “As a lean manufacturer, we believe that cutting cor- be sturdy, durable and manufactured of steel, with ners more often than not leads to problems. Prac- solid work surfaces,” he says. “The lab infrastruc- tices that try to do everything themselves to save ture should be [planned upfront]. Utilities, such money usually end up paying more in the end.” www.firstimpressionsmag.com : First Impressions : November 2015 : 7 The Efficient Lab All said and done, having an efficient onsite lab • “Are your patients satisfied with turnaround enables a dental practice to provide better service, times, or would they be happier if you could quicker care, direct consultation, problem resolution, take care of certain problems more quickly?” efficient workflow and more, according to LaDuca. • “Why do you have patient cases stacked up on “Practices grow by word of mouth. A patient will a shelf in the hallway, where they can be dam- gladly tell friends and neighbors how good the qual- aged and patients can see them?” ity of work is and how quickly they received care.” • “What is that bench over there in the corner? Is that where you do your lab work?” Share your knowledge • “How much are you paying in courier fees The more sales reps know about