Daniel Allemeier

Whenever I meet a new technician or lab owner, one of the things I always tell him or her is that starting with a new milling partner is like a first dance; it can be a bit awkward.

However, I also always say that it is important for both partners to get to know each other and what is expected so the dance can be as smooth as possible. Too often, we get so wrapped up in our immediate needs that we don’t take the time to learn how best to work together. With that in mind, let’s take a step back and go through a few things that every lab should know prior to working with a new outsourcing provider, no matter who they are.

There is a great TED® talk by Simon Senik entitled “How Great Leaders Inspire Action” in which he talks about understanding a company’s “WHY.” During the 18-plus minutes of the talk, he mentions several times that “people don’t buy what you do, they buy why you do it.” In this quickly evolving marketplace, understanding the WHY of the companies you work with is important. Are they in line with WHY you do what you do? Part of my WHY is I believe in dentistry and its effect on a person’s health. What’s your WHY and the WHY of the companies with whom you choose to partner?

2. What documents do you need to get started with a new outsourced provider?

 Take five minutes and get what you need to send the work out. Just like you, we often get Rx forms from other companies. Each company needs different things and finding that out up front speeds up the workflow and allows us to do the best job possible. Are there other documents or is there additional information needed to establish your account?

3. Review the case thoroughly before sending it off! 

I know, I know, this is one you all deal with all the time. No shade, no implant type or platform information, or the always exciting “Please Call!” When I worked for Space Maintainers Lab, I was always shocked at the models that were sent in for us to make an appliance. We would get an Rx to make a simple Upper Hawley Retainer and there would be no palate on the upper. Sound familiar? The same is true for your milling center: is the case even doable? Is there enough room for a crown? Is the case articulated properly? Is there proper draw? Do we know the implant system? And on and on. A little work up front can pay off in the long run.

4. With all of the new milling machines, it is important to understand all the moving parts of the workflow. 

, we have an aerospace engineer who has a long history of industrial CAM software. In fact, he is currently running four different ones because we have a variety of machines and are milling a variety of materials, meaning a basic out of the box option will not produce the same outcome. Learn what different machines are capable of doing, and it will go a long way to ensuring great results.

5. Be sure to get your milling center’s material files and implant library if they offer implant services. 

If your milling center does have these, you need to understand why. Whenever we work with a new laboratory, one of the first things we do is set up their CAD system with Core3dcentres Material Files and/or Implant Library. Every milling center should have a specific validated manufacturing process, which guarantees the milled product will fit, and match the design. By utilizing the specific material library, a laboratory has the assurance from the milling center that the materials and milling workflow have been validated, resulting in the most precise, highest quality product every time.

It is great to see a dance evolve and the above are just a few of the many steps a lab should know when working with a milling partner. However, I think the biggest and most important thing to remember is that we are in a relationship business and, similar to your doctor-lab relationship, the lab-milling center is very important. It is great that we have engineers and staff with industrial manufacturing backgrounds-they are absolutely necessary; but we also have talented dental technicians willing to work hard to achieve what your lab requires. So reach out to your partners and make sure the relationship is continually growing and you are learning from each other. 

Daniel Allemeier, MBA, is Territory Sales and Marketing Manager for the United States for 

, an offsite solution for dental laboratories. He lives in Pennsylvania with his family.

Articles

5 things every lab needs to know about outsourcing

When I talk to labs around the country about making the leap to a digital workflow, I see a divide; many have no idea where to start, while others jump in headfirst.  A third group is slow and steady-at first they bounce back and forth between loving the digital workflow and cursing it, eventually realizing that finding the right digital partner makes sense. 

But for anyone thinking about making the jump to the digital realm, it’s important to know the road ahead. What do you need to know, no matter what level of digital expertise or investment you have? What are the pitfalls you can avoid? And what is the standard progression of integrating a digital workflow into your dental laboratory? Here are the five things you need to know as you think about crossing the digital divide. 

 Not all systems are made equal and doing some research goes a long way. Get referrals from the distributors you trust and take the time to call and discuss their experiences before you invest. A little bit of time and effort up front can go a long way toward identifying the systems that will best work for you and your needs.

2. Think about your current services and what you would like to add going forward.

 Here’s an example: Right now, you are only looking to mill zirconia restorations, but you would like to build your implant and All-on-Four business. Not all laboratory scanners will be able to scan for bars, so it might behoove you to spend a bit more at first so you don’t have to start from scratch with a new scanner down the road.

 Are you a one- or two-man lab with clients that only do XYZ implants? If so, then maybe going with a closed XYZ System from beginning to end will serve you best. If you are not solely a one-system laboratory, or if you want to go after new clients by offering additional services, you may want to look at “open” systems. Know up front that once you bring in the machine, there is more to it then you might think. Each system has CAM software with different amounts of “openness” that creates more responsibility on the user. Working with an outsourcing partner who can provide you with a validated workflow can give you the freedom you want, without the added responsibilities you don’t need.

4. Find a distributor who has an interest in not just selling you a system but, more importantly, making sure you know how to use the system.

 Like any advance in technology, there is a learning curve when you invest in a digital workflow. Whoever you choose to purchase your equipment from, you will need hands-on training along with quick and reliable access to professionals who can help you when problems arise. Don’t get wrapped up in geography or perceived convenience. Just because you go with a company that is local or with a company where you see a sales rep every week, that rep won’t be the person you talk to when you have a technical problem. For the most part, when you call to get help, someone in some part of the world is going to login to your system and remotely walk though steps to see what is going wrong and work to resolve the issue remotely. The most important thing is to find someone that understands your business and how you will use the system from beginning to end.

5. Decide what business you want to be in.

 In talking to some of the largest labs around the world, I have had the opportunity to understand issues that plagued many of the early adopters of the digital laboratory workflow. The common thread among all of them was they got to a point where they asked, “what business do I want to be in?” They saw that laboratory scanning and CAD-restorative design was emerging as a necessary new skill that every dental laboratory was going to need to adopt to stay competitive. However, the revelation they all had was that as soon as you take the next step-which is milling-you are in an absolutely new business and a very expensive business. 

I’m not saying don’t go buy a C/B Mill and hire someone to run it, because there might be a ROI that justifies doing so; but understand this is now an engineering process. So: decide what business you want to be in. Do you want to focus on the esthetics, artistry and anatomy, while working to cultivate clients? Or do you want to take it all on, from design to manufacturing followed up by finishing? You make the call. 

Daniel Allemeier is Territory Sales and Marketing Manager for the United States for Core3dcentres, an offsite solution for dental laboratories. He lives in Pennsylvania with his family. 