Zahn Dental Sales - September/October 2017 - 15

Increase your
Market Share
By Bob Cohen

With the advent of new scanners and scan software technology,
dental labs once again can further optimize workflows to a new more
efficient level. Through the recent 3Shape introduction of the "E"
series scanners and new scan software, impression scanning has
become viable. With this introduction, 3Shape has discontinued the
D750, D850, D900L. The complete product line now includes the E1,
E2, E3, D1000, and D2000.
Looking at the optimization opportunity, most labs can reduce
manufacturing cycles by a full day. This will result in obvious
competitive advantages for those who take advantage of the
advancement. In addition, the general practicality of picking up
cases on a Monday and returning it the following Friday for a Monday
AM insertion is now viable. This service is what dentists are looking
for. Many, or perhaps most dentists don't work a five-day week.
Many patients will find it easiest to make appointments on a particular day of the week to be the most convenient. Developing this
one-week or four-day door-to-door service will capture the opportunity for those who embrace it.
Looking at current zirconia production, it is difficult to work with the
4-day door-to-door workflow. Here is what many labs existing
workflow looks like:
Day 1: Pickup, data entry
Day 2: Models and dies
Day 3: Scan, design, mill, and sinter overnight
Day 4: Finish, stain and glaze, and QC
Day 5: Deliver

Through the development of both new scanners and scan software,
scanning impressions will result in a full one-day reduction to the
described workflow. To follow is the new impression scan workflow
opportunity:
Day 1: Pickup, data entry, QC impression, and scan impressions
Day 2: Model production with simultaneous CAD, mill, and
overnight sintering
Day 3: Merge models with sintered restorations, post process,
stain and glaze, and QC
Day 4: Deliver the case
Day 5: Cases can be inserted for a patient before going to work
Additional workflow alteration labs will need to make is to convert
the die ditch staff to an impression QC and touch up. This is the
inverse of ditching and cleaning up slightly defective dies. Rather
than a bard parker and rotary instruments, one would use an electric
waxer, wax instruments, and scan wax. There is a short learning curve
to this, but I would suggest that anyone capable of performing a
quality die ditch can make the change quickly.
Let's look at the technology which has enabled this change. All
3Shape scanners now use multi-line blue light scan technology. In
addition, scan software has been improved with smart hole fill
technology. This software enables the scanner to go back and scan
areas where data is milling, or have resulted in holes. By refocusing
the scanner on any given area, the data becomes complete as the
holes are filled.
With the competitive nature of dental technology, it's important
for labs to optimize wherever possible. Looking at these new scanners and scan technology, an "E" series scanner purchase can
accommodate the workflow starting at just an $11K price point.
I would suggest that nearly every lab can generate a positive ROI
from the acquisition of new business by delivering in just 4 days.
To learn more, call 877-977-7889.

Zahn: 1.800.496.9500 * CAP: 1.877.977.7889 * CMC: 1.877.933.6455

Table of Contents for the Digital Edition of Zahn Dental Sales - September/October 2017