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Off my Chest

I'm not looking for comment, but rather just commenting.

Is any other American embarrassed about the way our politicians and political parties have eroded the methods of chalking a vote to a level only matched by third world nations entering into a democracy for the first time? Both sides of the isle in an attempt to save their asses seem to be pulling every dirty trick out of their grubby little bags this political season to assure they will either retain or gain a political position. Vote fraud looks to be rife this election season. Complaints are already surfacing concerning electronic voting machines being pre-rigged to automatically vote for someone or a party, as well as hanky panky in regard to early voting.

Denying military people the right by taking advantage of the time frames designed by an over burdened bureaucracy but at the same time pandering to illegal immigrants by entertaining some ludicrous talk of allowing illegals to vote. Last time I checked it was our birthright or earned right to vote. Whats next, taking a consensus around the world to see who they want to govern this nation? I hope we all take a step back, take a deep breath, and realize that we need to vote for quality individuals, which does not always go along party lines.

I for one am sick of it all, and wish some people would run for office that aren't afraid of breaking a few eggs to make an omelet, instead of treading lightly to assure they pander for the strongest vote numbers. IMO its going to take some hard decisions and policies to get ourselves out of this mess that both sides of the aisle have gotten us into.

Its a great thing to have a right to vote for who we want and speak our mind. America is a great nation built on those who sacrificed much including their lives for those rights. But at the end of the day don't forget "we the people" really do have the say in who acts in our best interest, and if they don't, we can vote the bums out...

One leg at a time..

I am fortunate to be able to travel and meet people who pratice dental technology around the continent and sometimes world. The people of course, make the experience so special. So willing to share, laugh, and comiserate. It exposes me to so many great ideas and techniques which I, in turn, can pass on to the next group or individuals I meet. I thank God for the opportunity to share what I learn and for the position to do it on such a large scale, and giving me the clear headedness to remember that at the end of the day, we all put our trousers on, one leg at a time.

Wax Try-in

I have always hated the term "try-in" as it relates to placing a wax mock up of a denture intraorally. I think "intraoral evaluation" more clearly defines what should be expected of the clinician at this procedural step.

Many laboratories and Drs. short change this step because they only try to place the teeth in their correct positions. To take fullest advantage of this step, laboratories should also consider restoring all the contours and thicknesses that will be processed into the final prosthetic and not rely on guestimation of base contour once the tooth positions are determined appropriate.

How else can we provide the proper baseline of evaluation without providing exactly what shape and coverage the final, delivered prosthetic will possess.

Also please note- This is the 21st century. Its time to update our vocabulary a bit.

The word "festoon" should be replaced by the word "contoured", and the word "stippled" should be replaced with the word "texturized". Festoon and stipple were words used to describe contouring and texturizing techniques used in the production of "vulcanized" dentures many moons ago and really has no relevance today in a market where value projection is key in successfully marketing your products.

Thanks for tuning in..

TomZ

I must be doing something right!

Well, I just got back from my latest venue where I lectured on my favorite topic, namely "removable prosthetics". The technicians I met were very attentive, courteous and eager to learn about not only the finer points in doing what we do, but practical applications that make the outcome of their fabrication more consistent in result.
One thing that never ceases to amaze and invigorate me is when I see sales people from the so-called competitive manufactures sitting in the audience feverishly taking notes and hanging on my every word.
See, what they do not understand is that technicians who attend my lectures do so because I'm a real technician that not only uses products made by sponsoring manufacturers, but also products that I would use regardless if they sponsored me or not. And all the notes in the world cant convey that kind of sincerity or knowledge in using a product and working at a bench day in and day out with them.

Theory or Application?

A basic understanding in why we do things provides a good baseline for action, but I find those expounding mostly theory fall short of the actual application of what they theorize about.

Theory refers to contemplation or speculation, as opposed to action.

A classical example sometimes used to explain the distinction between theory and action within medicine goes like this.
Medical theory and theorizing involves trying to understand the causes and nature of health and sickness, while the practical side of medicine is trying to make people healthy.
So the next time you pay to learn something, make sure that you understand that advertising theory doesn't necessarily mean the individual understands how to apply it to practical application.

Something worth sharing

Becoming referable is a matter of earning,
not asking.

A good friend gave me a book about building your
business through referrals. The author believes, “The
best marketing strategy is to be referable.” He is
correct. He writes, “Referability means that your very
best clients and customers are continually cloning
themselves -- continually introducing you to those like
themselves or better than themselves.”
According to the author, your referability depends
upon four habits:
1. Show up on time.
2. Do what you say.
3. Finish what you start.
4. Say please and thank you.
Could being referable be that simple? The author
asserts that these four habits convey respect and
appreciation toward the customer. He says, if you’re
arrogant or erratic, you won’t be referred, no matter
how talented or charming you are. He says if you’re
not getting enough referrals, cultivate the four habits.
He is partially right. Very partially.
I say his four elements don’t create referability – his
four elements are a GIVEN in any business
relationship. To be referable, you have to go WAY
BEYOND showing up on time and delivering what you
promise.
Those habits may have worked in 1955, when “Happy
Days” was in full swing, but becoming referable and
earning referrals in today’s times (unhappy days) are
far more complex.
In my experience, I have found that a referral is
earned, not asked for.When you ask for one, you
immediately put your relationship in an awkward
position, especially if the customer is reluctant to give
you one, and you keep pestering him or her.
Here’s why: The one word definition of referral is risk.
When someone gives you a referral, it means they are
willing to risk their relationship with the referred
person or company. They have enough trust and faith
in you to perform in an exemplary manner, and not
jeopardize their existing friendship or business
relationship.
Once you understand the definition of a referral and
realize how delicate, yet powerful, it is -- you at once
realize why you get them (or not) -- and that you must
become risk free in order to earn them.
Referrals are awkward to “ask for,” and often create
discomfort on the part of the customer.
Here are the elements that breed proactive referrals:
1. Be likeable. This is the first prerequisite.Without
a friendly relationship, there is no need to go further.
2. Be reliable. The company, the product, the
service, AND you, must be “best,” and “there when
needed.”
3. The customer considers you an expert in
your field. To be referable, you must have an
expertise that breeds customer confidence.
4. They trust you. The customer is CERTAIN that
you will do everything in the referred party’s best
interest, like you have with theirs.
5. You have a track record of performance. You
have already done the same thing with the customer
and they’re comfortable that you can repeat the
performance.
5.5 They consider you valuable – a resource,
not a salesman. Not just, “do what you say.” There’s
no real value there. I mean, provide value to the
customer beyond your product and service. Helping
the customer to profit more, produce more, or some
other form of value, either attached to your product or
not. Not value in terms of you, value in terms of the
customer.
And there are telltale signs -- clues that you “qualify”
for a referral:
REFERRAL CLUE: Your phone calls are returned.
This means there was a purpose, a value, or a
friendship reason. Returned calls connote respect for
who you are.
REFERRAL CLUE: You get reorders. This means they
WANT to do business with you, and they LIKE to do
business with you.
REFERRAL CLUE: There are no problems with
service issues. Your interactions are smooth and your
execution is flawless.
REFERRAL CLUE: They accept your lunch invitation.
And the conversation is more personal than business.
Here’s the secret: If the one word definition or
referral is “risk,” then you must be risk free – or at
least risk tolerable.
Here’s the strategy that will work 100% of the
time: Give your customer a referral FIRST. It will not
only blow them away, they will become an advocate
on your referral team.
Here’s the report card: The referral you got turned
into a sale.

It has to start someplace

No disrespect to those technicians who answer to "lab guy" or "my lab guy" or "lab man", by dentist and dental clients, but personally I have never really responded well to that moniker since my very first days working as a technician. Maybe it had something to do with the fact that I was an "in house" technician during laboratory school and after graduation, and got to see the body language associated to the term when it was used. I always felt it was used in a demeaning or minimizing fashion, especially when prefaced by the word "MY".

I am a dental laboratory technician and proud of the full title. Look, dentists dont call their hygenists "my gum gardener" or "tissue woman", and I never heard an assistant refered to as "my spit sucker" or "my instrument sterilizer", at least not to their face.

I have always believed that part of feeling good about what a person does for a living starts with how they refer to themselves. It also has a direct effect on what we feel we can charge for our talents. Dental technologist in any specialty branch are the "lifes blood" for most dental practices. Its us they call upon when they have a technical question regarding design, or in many cases, depend on our expertise with "minimal" direction to design and fabricate a case to completion. I think that kind of faith in our ability calls for at least a modicum of respect, starting with what we are called.

If none of this seems to bother you, thats fine.
As I have said before, this is my blog, and if you dont agree, change the channel.

Implant Scanoguide technique

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Implant Scanoguide technique

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The versatility of Versacryl

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The versatility of Versacryl

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Denture IDs

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Denture IDs

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Diamond D Kudos

Its amazing how many people run into me at different venues around the country and have to tell me how much they like Diamond D acrylic.
Acrylic of course,is the foundation for everything we do in removable prosthetics, so it shouldnt surprise me that technicians would notice the superior charcteristics over competitive products.

Seven (7) years ago when I began beta testing Diamond D I knew Keystone Industries was on to something special. I personally had noticed a host of differences between it and the other acrylics I had used over the years. I switched to Diamond D for everything, including injecting, and have never looked back.

Since the number of implant borne prosthetics has grown every year in my laboratory, I am really appreciative of the strength in those situations where implant bars limit space between tooth and bar, or the general overall thickness of a denture.

If you havent tried it yet, drop me a note on my Facebook page and I will arrange for you to get a sample to make about 5 dentures.

New Veneer redux

I had a couple of clinicians private mail me, some who agree with my assessment on the previous post, and a few that dont. I appreciate the input, but dont get yourselves worked up. This is a blog, its just words to provide dialogue or a rally point for those who are like minded or for that fact unlike minded. Its not personal, its just 1 persons view, and if it chaps you, change the channel.

There is a reason why removable prosthetic treatment is ignored by most clinical practitioners now days. It takes an understanding and patience(time) to treat the edentulous. Dental schools continue to remove the educational requirements for students learning denture fabrication and treatment in order to graduate.

Dentists must find and appreciate a qualified technical resource in the lab they use, and then of course theres the dynamic of allowing yourself to realize that nobody evaluates you based on your weakest skills, but rather on your strongest. Those should be, the clinical ones.

Douglas
Many dentists dont ignore providing removable treatment, they avoid providing it.

New Veneers?

For those who do not participate at DentalTown there is a thread that has gotten much steam by the dentists who post there. Its titled "Dentures are the New Veneers".

I did not like the title from day 1 for the following reasons:

1) Veneers are for the most part are an "elective" procedure. People who seek veneers are usually young and have a full compliment of teeth. It is a treatment primarily driven by cosmetics.

2) Removable prosthetics on the other hand is a nessecary treatment. Most patients are older, and because they have "No teeth" are classified as dentally crippled. Need is the primary reason for treatment. The need to eat, the need to smile, the need to feel whole and complete.

I am concerned by the cultivation of the mindset that these forms of treatment are similar in any way, other than both being performed in a dental operatory.
If one reads posts on most clinical dental forums they find that a common thread of mindset runs between clinical practitioners, that being, that by and large ALL patients seeking denture treatment are PIAs (pain in the asses).

My concern is that with the thread being labeled as it is, that it propagates the mindset that somehow denture/removable treatment can be treated as an "in and out" treatment. Anyone who has spent years treating the edentulous knows that the treatment takes much more clinical time to do comprehensively than any clinical procedure.

What I speak of is all about the clinical evaluation time, the addressing of patient concerns, the hand holding that goes along with true treatment of the patient. You would be cranky and crabby too if you couldnt taste your food, chew it well, or smile with confidence.

Lets propagate the mindset that removable prosthetic treatment is a more personalized treatment. Spend more time with the patient evaluating from the start,middle and end. Hold those hands,address the concerns, re-try if patient isnt happy, dont just convince the patient they look great, and shove their ass out the door once you have placed the case.

If you need perspective on what I am saying just google dentures, visit Drs website photo areas and look at the crap thats being placed. You cant convince me that denture patients for the most part arent being treated as a commodity in most practices.

Lets all rally and make a difference!!

Midwinter Meeting 2010

So much to mention...
Attended Cal Lab Meeting at the Westin.
It has become a "must belong to" organization for networking with the real movers and shakers in dental technology.
The State of the Industry reported by Judy Fishman contained all a lab or manufacturer needed to evaluate their present and future position in dental technology. Hats off to the entire staff at LMT for that insightful report. Nice to see the Millers, Chuck Yenker, Paul Vena, Ira Dickerman while there.
Wanda Hincher does a great job with this show and my hats off to her with any event she organizes.

Lmt events on Friday and Saturday were chock full of interesting stuff.
The buzz is all about implants and cad/cam, with a dose of removable prosthetics thrown in for good measure...gee what a surprise.

A plethora of education or product review offerings from all the manufacturers was presented.

WhipMix IDF Ribfest was great. Many, many people from the IDF were there to "rock the house". Wow, every table was humming with conversation and laughter, in between bites..
Those folks are truely "our Kentucky Friends"...

Look for Ribfest picture on my Facebook Page

On a personal note this was one of my busiest conferences. Many meetings squeezed between or during breakfast, lunch, and dinner, all positive and motivating.

I was happy to have gotten to personally meet Dan Elfring, and Rob Teachout during and after my presentation. Both really good guys that I consider to be friends. Love your passion for what we do guys....

Im bummed that I dont have a picture of Dan and I, but we were constantly talking. I think the only reason I got one with Rob was because he stopped to say "see ya' and I had the camera out. Next time Dan.

Thanks to Pete Pizzi for the kind words and hosting the party in the Sheraton lobby, I only had a few minutes to spend, but Petes one of those special people in dental technology. Thanks for keepin it real Pete!

Next stop Indianapolis for the MidWest Spring Technical Meeting..

Bill "Yooper" Seward

The 2010 dental laboratory show season is upon us. The premier event, The CDS Midwinter Dental Convention starts on Thursday.
I anxiously wait to see those folks that together with me, do the circuit all year long. This is my seventh season of lecturing and exhibiting and it never gets old.

I pause to remember the turning point in my career some 8 years ago, when after 2 years of participating on the old NADL forum, Bill Seward and myself decided to take the idea of removable technicians exchanging ideas online and hold a technical forum live, concurrent with the Midwinter event.

Bill and I spoke for months formulating who would have what duties and what topics would be most relevent for those attending. I remember the fun Bill and I had exchanging ideas, throwing out some and expounding on others. We laughed, we exchanged views, we made joint decisions, and we agreed. The cool thing was that Bill and I had never really met in person, yet I felt like we had known each other for years. He was always the calmer side of the friendship, with me being a bit more hyper. I looked forward to talking and our dailey exchange of dental ideas on that old forum. About every 6 -9 weeks one of us would pick up the phone and run something by the other. Both of us would cradle the phones against our necks and grind away setting teeth, or finishing a denture, the whirl of the handpiece in each others background.

The forum eventually came and we finally met in person. It was so cool to have someone you had never met in person make you feel like we were childhood buddies.

The forum was held in a suite in the Sheraton. I had convinced one of the dental manufacturers to sponsor the event. About 25 people attended and they were technicians from all different demographics, yet they all had the common bond of working day to day in a dental laboratory. We spent about two hours that day complete strangers but by the end of the event we all telling "war stories" that technicians are known to tell when the doors are closed and theres not a DDS within earshot.
After the event that day, Bill and I split up, each meeting different people and attending separate venues.

Bill and I stayed in touch for years after that meeting in Chicago, with the ever occasional call and a story or question to pose. After the NADL forum lost steam Bill and I participated in several other forums, along with an occasional meet in Chicago for a Midwinter show, and phone calls in between. Over that time priorities in life changed, I got busy during the next years lecturing and travelling. Bill met the woman of his dreams, had a son, and bought half of the laboratory he and John worked at.

When Bill had the opportunity, he invited me to lecture on Mackinac Island for him and Johns dental seminar company. My gal Liz and I stayed 2 days on the island at the Grand with Bill and his wife Candy. Bill and I bonded again, both now in different places in our lives but still with the common ground of elevating what we do for a living, and a love for what we do. Although living hundreds of miles apart, Liz and I left there feeling as though we established a lifelong friendship with the Sewards.

The next year Bill and I crossed paths at the MACDL meeting in Detroit. He came down to meet up, since I was lecturing and he needed the credits to maintain his CDT. We met up with Bruce Keeling, and John Bach the night before the show and had an outstanding dinner. Four`technicians talking "tech" all dinner long swapping stories and laughing. Bill in his always gracious way wanted to pick up dinner, because as he said "we were guests in his state". Of course we didnt allow it, but it was just Bills way to offer. That was 2008.

During the Christmas 2008 renewed by our recent MACDL experience, we started talking about trying to capture lighting in a bottle again with another forum at the Midwinter. We hashed out some ideas on topics and sponsors, and said we would talk about it further as the year progressed.
Later, in May 2009 I received a phone call from Bills buddy John. Bill had passed away after laying down to rest after a full day of celebrating mothers day with his wife and son Zack. It floored me. Over the months I mourned for Bill and his wife and child. Life is so fragile and many times so unfair.
So, the purpose of this post, is just to share Bills influence on me, and to dedicate my 2010 lecture season to his memory, in place of the live forum we had planned to hold together.

Forums

It never ceases to amaze me how easy people take offense when pressed publicly on forums.

Isnt the function of a forum to explore/air all angles of an issue or topic? I dont believe I have ever posted a recommendation or comment that didnt evoke some kind of response to the contrary of what I was commenting or talking about. Thats cool, as it is expected that not everyone will agree with you or care about what your feel.

Some advice for those who make blanket statements and then get defensive when pressed to defend their position or comments. Grow thicker skin, know your audience, and while your at it, polish up on your grammar and typing skills.

And remember, its just conversation.

More on Technology

There was a discussion about incorporation of technology into the removable lab from a forum I track.

My input:

Anything you incorporate into your business must fit the clients you seek and service. The demographic I seek and service is probably different than many, maybe not.

My clients dont use me because I own the latest technology, they call and use me because I consistently provide something better than others. When I provide a new service its not dependant on a new purchase but rather incorporation of a new technique. That way I eliminate 95% of the competition who would rather buy themselves a value, than develop one.

Anyone can spend the money, few have the discipline to spend the time to develop and refine something.

Its funny, in a world wrought with automation, where everything is so fast, people still wait 90 days to take delivery of handcrafted amish furniture even though they could go to Value City and have furniture tomorrow.

carry on

Travel Observations

After 8 years, why do people still bitch at the TSA station because they have to take off their shoes, pull out their computers, display their liquids, take off their sports coats, belts, and watches? Even if you dont travel much and are not that versed with the protocols, dont you see the people in front of you doing so?

Yesterday, I traveled through Midway airport. They have an expert traveler line for those that travel as part of their job and know the drill. Dont be insulted or feel demeaned if you decide you dont qualify as a savy traveler. Just use the regular traveler line so us who need to hit a gate running, can do so. Asking if you have to take off your shoes, or stacking your belt and sportscoat on your laptop are dead give aways that your going to holdup things when you are instructed to put your laptop in a bin all by itself.

Kudos to TSA for having the patience to put up with these knuckleheads from minute to minute.

Cautiously optimistic

It sure is exciting to see the attention removable prosthetics is getting out there. I must get a call a week from fixed laboratories looking to open up a denture dept.
Although its exciting, I am cautiously optimistic as to whether this is good or bad overall. It seems most calling think that all you have to do is buy equipment and offer the service, even though they haven't made a denture in 20 years or better.

Many ask, whats the fastest way to make a denture? Yikes, continue making your crowns and stay out of the denture specialty! There are already too many who think that the best way to make dentures is fast and dirty. There is a perfect opportunity to elevate the denture specialty, and rise above the mediocrity, but instead people are looking to get in for a fast buck. Sure, there are instances when something is critical and a case is time sensitive, but these should be the exception, not the rule. 8 hours, 2 hours, 20 minutes, 5 minutes when is enough, enough?

By the way, plates are something you eat off of, not something you eat with. Its tissue, not gums, pontic, not dummy tooth. You owned a dental lab for 20 years and still don't know the vernacular?

Technobabble

Maybe I am slower than most when it comes to embracing new technology in our profession. I dont reject it, and I definitely understand its the wave of the future. I am slower to embrace and implement because I see the trap of being caught up in it so much, that the basics become less practiced, less refined, and seemingly less important.

The pace of learning and implementing inherent in humans doesnt change, but the pace we are bombarded with new information and technology has. There are only so many things a human being can disimilate and digest in a given period of time for it to be effectively utilized. I guess I tend to stand back, take a deep breath, and figure out whats useful for me, and discard what I feel is unapplicable.

I am careful not to get caught up in information anxiety. Information anxiety is that ever widening gap between what we understand and what we think we should understand.

Retrospect

Twenty-five years ago dentures were considered a failed treatment by most in dentistry. In school, nobody cared to pick it as their specialty, opting for the white smock mentality of pfms and the image of wanting to be like Willi Geller, or Tanaka.

I remember being asked why I would ever pick removable when I could just as easily have done well in fixed. At the time it was all about the demographics of an aging denture technician population, the growing population of baby boomers and their eventual increased need for removable prosthetic treatment. Im glad that I looked beyond 5 years and made the future realization of the growing need we experience today for removable prosthetics..

With that being said, I never would have ever thought that implant treatment would have pushed removable prosthetics to the esthetic realization we are seeing today. With implant retained or supported prosthetics, emphasis is greater than ever to fufill the promise of the treatment. No longer is just a denture acceptable when coupled with the time and expense of placing implants.
A really cool side effect of all this is that conventional denture treatment is being caught up in the esthetic action as well.

Natural?

Doesnt anyone fabricating dentures study what actual tissue looks like? I see more and more dentures with tissue/wax that looks puffy and swollen. I am still searching for pictures of real mouths that look this way.
Natural tissue in 90% of the populace have very conservative emenencia, the other 10% are more skeletal, but not puffy and inflamed.
Im convinced that its more for the technicians ego to over exaggerate the contours rather than for the sake of looking natural. I would love to post some pictues to example what I mean. Maybe another day...

Yeah, Im opinionated, but its my blog, so deal with it.