Cliff's Notes

The Business of Dentistry

How to Buy a Dental Impression Scanner

The truth is that dental impression scanners will become standard office equipment just like curing lights and digital radiography. They are a game changing addition to any dental practice. Not just because they are incredibly accurate and fast but also because they WOW the patient. Scanners won’t save you money but they will improve you clinically and increase your production. Unfortunately, not all scanners are the same and what works for your friend may not work for you. Due diligence and team involvement will give you the greatest ROI. Now let’s think about who your current and future patient base really is?

Who? … The millennial generation is you patient base for the next 30 years and generation Z (born after 1996) is coming up fast. These new patients will have dental insurance and expect everything now. Their society wants immediate results, they do not want to wait and they respect technology. A scanner is a WOW factor that can reduce chair time by 15-20 minutes for both C&B appointments (prep & seating) and with a mill 70-90 minutes and you are done (bill upon insertion). So if you haven’t started thinking about digital scanning you better or you will fall to far behind the healthcare curve and playing catch-up is more expensive. Where will you & dentistry be in 10 years when x-rays will be a thing of the past?

How? … The very first thing you have to decide is how far do you want to go with digital scanning. Do you plan on doing in-office milling anytime in the next five years? If you will be practicing for more than another 10 years you should anticipate it. There are several very good scanners on the market today and they are all in the same price range. Price is the most attractive part to most dentists but the least important. Service and support is the major concern when incorporating advanced technology along with training and the expected learning curve. There is an old saying “price, quality or service, pick two because you can’t have all three. When it comes to technology integration, always pick quality & service. Sales people are very good at what they do and will tell you that their technology works with yours. Consider speaking with experts that are authorized resellers for more than three different brands so you can get a non-biased comparison. The reseller should also have service technician on staff that can work directly with the manufactures technician. Don’t get caught in the technology sandwich when both sides of a problem blame each other.  So, what is the next step in due diligence?

What? … After you decide to start looking into digital scanning you need to have an IT group that is certified in dental technology evaluate your network to see if it needs to be upgraded. Often practices purchase technology and realize after the fact that they need to invest in additional hardware or software. Have all demonstration done in your office with your team present, make them part of the experience. Getting the team excited will help with the introduction to patients and minimize the learning curve. Again, make sure that your IT group is fully trained on all the technology that is running through your network. We tend to trust our mechanics and often they don’t have access to manufacturer support, that’s when everyone is blaming the other one and your stuck in the middle (the sandwich). Seek out organizations that represent several brands, have their own IT and support systems and can own your  down time.

Conclusion … Don’t buy something because your friend did, few admit to a $25k mistake. Please feel free to contact me at any time with any questions or concerns.

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January 27, 2019 Posted by | Uncategorized | Leave a comment