Months end..

On to June and sunny skies. I especially enjoy summer because my travel schedule slows way down. Shift gears toward experimenting with diffrent things I have been gathering info on, catch up on technical reading which has been accumulating, and spend some time with my sweetheart.
Several new products in development, and looking forward to a strong 3/4th quarter..

My latest book recommendation Social Boom by one of my favorite business motivational authors
Jeffrey Gitomer.
Have you visited my YouTube Channel TomZale56 lately? 51 thousand plus people have visited it....

Is it no wonder.....

Flat rating removable prosthetic services, and waiting until the conclusion of the case to bill or billing at the onset and expecting the client to pay before case is concluded? You have to be kidding! I cant believe the dunderheads that still offer this kind of advice in dental forums and justify it by saying others in their area do it. Its this mindset we have been trying to eliminate not propagate! Bill as your services are rendered and set your terms at 30 days. Your dental suppliers expect payment on a 30 day term, why do you not think the same should apply to your business?

Business 101 is to instill value in your products. By flat rating your work you have successfully erroded your chances of projecting value in your work or future work. Cash flow isnt having a cushion so you can wait 60-90 days, its about compensation for immediate services performed and products purchased, in a reasonable and customary fashion(30 days).

Im for itemization. I want my clients to know what exactly they are paying for. I want them to know shipping charges, tooth costs and so forth inflate the perception that we charge too much. You dont buy a car with a sticker that just reads Car...$25,000. We dont pay for auto repairs that just says Repair $600.00. So why mask all the things that contribute to the charged price for a removable prosthetic? The flat rate mindset is just another step in commoditizing a custom dental prosthetic down to a coathanger type of mentality.

Its no wonder.....4000 dental laboratories have closed in the last 2 years.

Holiday martyr

With the first of the summer holiday weekends almost upon us, I was reminising about the "good old days" when I martyred almost every holiday for the sake of building my business. I always gnashed my teeth (pun intended) as I grudgingly worked thru a weekend in order to meet a Tuesday after a Monday holiday appointment. For those reading this from your lab computer working during the holiday remember many have gone before you, and many will come after, and it doesnt have to be like this! The trick is to eliminate it from your life before it wears you down and burns you out. Take it from me, its better for your business, creativity and personal balance to come back from a holiday refreshed and rested, than bleery eyed and tired because you had to make a day after a holiday delivery.

Sage advice..

I'm amazed at the number of removable technicians "not" involved in  restorative implant prosthetics. A hand count at a recent lecture revealed that less than 10% of the audience had any experience with implant supported bars or over dentures. It could been my audience, or the region, but after conversations later that day it became apparently clear that it was the investment cost factor and liability factor that was blocking the majority considering entry into this lucrative and growing segment of the removable prosthetic specialty. Many of the people I talked to were small 1-3 technician laboratories that felt that the outlay of cash and education required was more than they wanted to invest at the present time.

My father who was a successful business owner always said that the groundwork you put in when things are slow, pays huge dividends later, when things get too busy to undertake new projects. He found his best growth always came after a recession because he worked his tail off securing new products and services he could offer once business loosened up.

In todays business enviornment where many are asking "who moved the cheese" its prudent to understand that the moving cheese is a wheel of cheese, on edge, and rolling.

The simple and effective way to produce models in the lab

The simple and effective way to produce models in the lab

Doing it right!

Just back from Orlando and the FDLA Southern States Conference and I must say they really know how to run a well organized, professional conference. This was my 3rd year presenting here and I am always impressed with everyone associated. The attendees were a quality bunch, eager to discuss and exchange ideas on many aspects of dental laboratory technology. I was equally impressed with the positive tone expressed in regard to our future as technicians and the bright future most were confident of. Florida is the sunshine state in many ways.