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February 13, 2009
Web Exclusive


The economy executive summit


The coverage continues as an executive from Astra Tech weigns in.

Click here to see what key executives from Ivoclar, Dentsply, Sirona, and 3M ESPE have to say.



AstraTech
Craig Rodriguez, Vice President Marketing 

On 2009 and economic impact on dentistry…

There is no doubt that the economic environment has hit the U.S. market early on and is making an impact globally as well. While we felt these effects since the beginning of 2008, Europe did not seem as affected until the third and fourth quarters. Currently, the effects of the economic decline appears to remain universal.

While we are experiencing a slower than usual sales, we continue to perform above the average market growth rate projected for the dental business, which is noted to be around 1% to 5%. General implant business growth is reported to be almost double.

Trends seem to indicate that the projected growth for custom CAD/CAM milled abutments in 2009 will be 14% to 20%, which is strong despite the tough economy and when compared to the growth rate of general dentistry as a whole. High-end elective procedures and large cases are the most affected. Single tooth and small span implant cases continue to be an active part of the tooth replacement therapy in this market. The overdenture market where the prosthesis is retained by only two implants is also growing very well. However, full reconstruction cases with six or more implants do become a harder sell.

On business challenges for 2009…

One key challenge will be the ability to support customers by providing them with technical training and patient education resources. There also remains the need to introduce new processes such as CAD/CAM technology and implants, which are two key areas of dentistry that are still growing at a much more favorable rate than general dentistry.

At Astra Tech we are facing these challenges by further strengthening the partnership with our customers by supporting their practice goals. We are working in cooperation with our clinical and laboratory customers to help them better communicate with their customers, treatment team members, partners and patients.

For dentists, this partnership includes practice staff education, lunch-and-learns, and a series of educational videos and tools to increase implant case acceptance for continued practice growth despite the economic obstacles.

For our laboratory partners we are enhancing our co- marketing support and providing education and training programs, as well as new products that make it more profitable and efficient to process implant cases.

In the product area we are continuing to look at product and process improvements so that we continue to live up to our core values of simplicity, esthetics, freedom and reliability without compromise to quality. We are launching procedures to enhance communications with our customers as this will be critical element for us to prevail together.

Probably the best way for all of us to ride this out is to spend time retrenching and reconnecting with our respective customer base to educate them on the options, benefits, and financial aspects of implant treatment so they can in turn communicate to their patients and maintain case acceptance. There are cost-effective implant treatments that patients can opt for that would give them superior function and fit. A good example is the two-implant retained overdenture versus a denture.

We will also continue our message of providing all dental professionals involved with implant therapy the freedom of unlimited possibilities. Especially at a time of an uncertain economic environment, it is important that we can provide solutions that fit into the existing routines and protocols of the clinician or laboratory. This is where our open solutions of Atlantis™ patient-specific abutments and Cresco precision method for screw-retained restorations come in. These products are open architecture and work with most all implant systems. This means that the clinician is able to incorporate an ideal restorative solution without having to make substantive changes, invest in additional equipment or learn new methods. Currently, many of the scanners and systems out there are platform-specific or limited, meaning that users are limited to the use of that company’s implant line. Last year 3M ESPE partnered with us and opened their architecture to Astra Tech, allowing data from cases scanned with their Lava Scan system to be used for the design and production of our Atlantis abutments. This partnership is working out very well and allows us to pass on simplicity and efficiency to our customers. We are continuing on this path with ongoing discussions with other system and solution providers.

Although there is uncertainty in this economic environment, there is plenty of growth for the dental profession and those companies that are focused on providing optimal solutions for patients and the dental profession.

Zahn Dental
Richard Miranda, President

	Richard Miranda

On 2009 and economic impact on dentistry…

The economic challenges that the world faces are unlike any of us have seen in our lifetimes.  Although the healthcare industry is relatively resistant to macro economic challenges, and certainly less sensitive than most of business world around us, it is not immune to these economic times when consumers are tightening all aspects of their discretionary spending.  In general, we are seeing a trend where patients are becoming more cautious about their healthcare spending and increasingly choosing to postpone elective procedures.

On the areas of dentistry being most affected…

Technology-driven products enhance the ability of dental laboratories to provide high-quality products for dental customers.  During a difficult economy, when laboratory marketing and efficiency are more crucial than ever, computerized automation will continue to play an increasingly important role.  The digital highway offers a secured digital operation system to design and fabricate prosthetic restoration.  Digital programs help eliminate redundancies and waste by tracking orders, profiling inventory history and streamlining purchasing. 

Additionally, they can electronically link dental practices with laboratories, which enables better management of digital files; online case collaboration; submission and tracking of prescriptions through the Internet; and the attachment of photos, digital impressions, CT scans and intraoral scans of the case file.  In these ways, digital high-tech products can help laboratories reduce labor costs and increase productivity.

On business challenges for 2009…

While dental laboratories will face significant challenges, Zahn Dental has the tools to support our customers as a trusted advisor and help drive our customers’ success with expert advice and a comprehensive offering of products and services.

As credit tightens, many dental laboratories are becoming increasingly concerned about their ability to access the financing necessary to make effective investments in their businesses.  Through a wide variety of financing options available through Henry Schein Financial Services, we continue to facilitate financing for our customers, enabling our customers to make the strategic investments that will drive the success of their labs for years to come.

Another important challenge for dental laboratory owners is determining how to ensure that investments in their businesses are most effective. That is why Henry Schein places such an emphasis on professional development training for our Team Schein Members geared toward listening to customers’ unique practice challenges and offering innovative and tailored solutions the meet their needs.  Our Sales Consultants have in-depth relationships and an understanding of our customers’ businesses, enabling our customers to provide expert advice to help decide how to make the most effective investments to maximize laboratory productivity.
Implementing new technologies into one’s business can be a challenge for many dental laboratory owners.  To meet this challenge, Henry Schein views our relationship with our customers as true partnerships working side by side to seamlessly integrate new technologies into their operations.

On 2009 customer buying patterns…

Increasing traffic, lowering overhead, and boosting overall revenue are on the minds of many dental laboratory owners. Reduced traffic caused by the economy can affect our customers’ spending, particularly in the area of high-end equipment.

While it is impossible to foresee the future of the economy, Henry Schein’s fundamental focus today is on helping our customers weather the storm so that their businesses can thrive during this unstable economic time. By offering our customers the products and services needed to operate efficient and successful businesses and deliver high-quality dental care, we are confident that our customers’ and our company’s best years are to come.

Coverage of the Executive Summit continues. See what other executives from around the industry are predicting. Click here.