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Dental Tribune U.S. Edition | November 2012A18 INDUSTRY NEWS Clinical benefits of the Inclusive Tooth Replacement Solution With the new Inclusive® Tooth Replace- ment Solution from Glidewell Laborato- ries, the clinician receives all the compo- nents necessary to place, provisionalize and restore an implant. Custom-designed temporarycomponentsallowforimmedi- ate provisionalization specific to each pa- tient, and a matching custom impression coping communicates the final gingival architecture to the laboratory. The Inclu- sive Tooth Replacement Solution supports a streamlined workflow that ensures pre- dictability and long-term success. With this solution, experienced and novice clinicians alike can place and re- store dental implants with greater con- fidence than ever before. Once you’ve se- lected a diameter and length of implant, forward the diagnostic materials (impres- sions, models, bite registration, shade, implant size) to Glidewell for fabrication of the custom components. The labora- tory will pour and articulate the models and assemble the components, delivered to you in an all-inclusive box, including a prosthetic guide, custom temporary abutment, BioTemps® provisional crown (Glidewell), custom healing abutment, custom impression coping, surgical drills, and Inclusive Tapered Implant (Glidewell). On the day of surgery, place the box contents alongside your usual surgical armamentarium. Confirm the fit of the prosthetic guide prior to beginning the procedure (Fig. 1). After placing the im- plant and verifying its position (Fig. 2), decide based on the level of primary sta- bility whether to place the custom healing abutment (Fig. 3) or custom temporary abutment and accompanying BioTemps crown. Either option will begin sculpting the soft-tissue architecture around the implant to develop the future emergence profile. Upon successful osseointegration, the Restorative Phase begins. Contours of the custom impression coping match those of the custom abutment, so it’s simple to re- move, seat the impression coping and take an accurate full-arch final impression. At final delivery, remove the temporary abutment. Try in the final Inclusive Cus- tom Abutment (Glidewell) and BruxZir® (Glidewell) (Fig. 4) or IPS e.max® (Ivoclar Vivadent; Amherst, N.Y.) crown. Check the contours, contacts and occlusion, and ad- just as needed. In response to the dental implant mar- ket embracing the importance of soft tis- sue contouring, Glidewell Laboratories’ Implant department has now expanded the Inclusive Tooth Replacement Solution to accommodate all implant systems com- patible with the Inclusive Custom Implant Abutment product line. This creates the opportunity for more clinicians to offer their patients the advantages of the tis- sue contouring system contained within the Inclusive Tooth Replacement Solution. Whatever implant system you use, you and your patients can now benefit from the tremendous effects of training tissue from the time of implant placement. GNYDM BOOTH NO. 4400 Fig. 1: Prosthetic guide try-in. Photos/Provided by Glidewell Laboratories Fig. 2: Periapical radiograph to verify implant position. Fig. 3: Custom temporary abutment screw tightened to 15 Ncm, with access opening sealed and flap sutured back into place. Fig. 4: Final BruxZir crown restoration. Glidewell Laboratories streamlines workflow, ensures predictability By Darrin W. Wiederhold, DMD, MS, and Bradley C. Bockhorst, DMD the code when the calls started trans- lating into booked appointments and our staff set a practice record, schedul- ing 601 new patients in one week. To eliminate the blind spot in your practice, it doesn’t require an addi- tional investment. It doesn’t require a new source of new patients. It requires an open mind because it almost seems too simple to be true. The secret lies in your telephone and your team, specifically your front-desk team. Both are investments you have already made, but they are not being leveraged to their peak performance potential. Courteous, helpful isn't enough No doubt your staff is courteous and helpful to everyone who calls your of- fice — and while that’s a good thing, it’s simply not good enough. In fact, their courtesy is probably resulting in lost new patients. And lost new pa- tients means lost money. For example, let’s say your average new patient is worth $1,500. Then one lost would cost you $1,500, five lost would cost you $7,500, and 15 would cost you $22,500. And that’s just one month’s worth. Imagine the impact of that over an entire year or how the im- pact would increase drastically if your patient value is higher. Being courteous and helpful are not praiseworthy qualities if your staff doesn’t produce a profitable result and, even worse, if it is costing you money. Actually, effective “closing” skills are the attributes your staff should strive to master. But you can’t just expect them to possess this and know how to effec- tively use it. No one is born with these skills. They must be taught, then prac- ticed, then reviewed on an ongoing and consistent basis. Not knowing this could cost you tens of thousands If you are among the majority of dentists who are spending money to market your practice, you are absolutely not an exception. In fact, the reason for recognizing this blind spot and taking action to eliminate it is even more compelling because you are investing thousands of dollars, maybe tens of thousands, to get your phone to ring. And if the phone rings and it’s a shopper and the shopper doesn’t translate into a new patient, you might as well take every dollar, one by one, and flush them down the toilet. Revenue-producing dream team It takes a lot of skill — and an open mind — to scrutinize your practice to create positive change. It takes even more talent, knowledge and a gift for teaching to work with your staff on the fine points of the changes needed to take your practice to the next level, and way beyond. But it’s worth it and it’s a win-win. Your staff can be one of your best and most profitable marketing tools if they are trained and you leverage them cor- rectly, but if not, they could cost you thousands. Talented employees want to contribute to practice's growth Create a plan to get your staff trained. Talented employees want training. They want to perform better and con- tribute to your practice’s growth and success. If you have someone who doesn’t, they shouldn’t be on your team. “ BLIND, page A16