Dental Lab Products - December 2008 - (Page 22) PURCHASINGTRENDS “ e small labs, even the ones with good e Snyder Group laboratory consolidations also have played a role in the shrinking market. Michael Harris, Owner of Harris Discount Supply Ltd. (www.harrisdiscount. com), predicts that the industry can expect even rougher seas ahead. “Historically, dentistry is the last to go into a recession, and the last to come out,” he commented. “A lot of labs are going to cease to exist one way or another.” credit, are struggling today,” said Bruce Bryen, CPA, a partner with LLC (www.snydergroup.net), a full-service dental consulting and brokerage firm in Marlton, N.J. “ ey need every competitive advantage they can possibly get.” Like the waves on the ocean, the economy ows in cycles, with dizzying crests and nauseating troughs, neither of which seem likely to end. e key is to keep on an even keel and ride it out—if you can—until things start to ow back up. But you don’t need to sail it alone. Many distributors and dealers of dental equipment, supplies, and materials are in the same boat as the dental laboratory owner in terms of facing uncertain waters, and most also know that in order to keep from going under as well they need to help their customers stay a oat for their own survival. “ e suppliers, especially in times like this, are striving for sales,” said Bryen. “When they show sales, it’s easier for them to get credit.” Je DiBlasi, V.P. of Lincoln Dental Supply Inc. (www.lincolndental.com), sees his business relationship with customers as a symbiotic, mutually necessary partnership. “We listen to the customer’s needs, and we work with them accordingly,” he said. “We want to help them. eir success is our success.” DiBlasi relates that he has seen many small laboratories close in the past year, due mainly to economical factors, but adds that owner retirement and Buying big SURVIVAL STRATEGIES For laboratories faced with potential credit troubles that are struggling to make payments on materials and supplies, distributors of all sizes are an indispensable resource for assistance. “We’re being a little more lenient with our customers who are past due,” said Brandi Nowak of Nowak Dental Supplies (www. nowakdental.com), a family-owned-andoperated regional dental distributor based in Carriere, Miss., that prides itself on customer service and going beyond order-taking. “We’re not turning them over as fast to collections, but we’re working with more of them to help them get through their economic hardship, because there are a lot of them out there that need our help.” Nowak added that on the occasions laboratory owners do get behind in payments, she will personally call on them to see how she can help. According to Rita Acquafredda, General Manager of Zahn Dental Lab Div. (www. zahndental.com), the Melville, N.Y.-based supply house giant has followed a similar 53.1% Most labs made major equipment purchases during the past year. Looking ahead 43.6% Source: November 2008 DLP Buyers Guide Survey. But fewer lab owners are planning on the same for next year. “HISTORICALLY, DENTISTRY IS THE LAST TO GO INTO A RECESSION, AND THE LAST TO COME OUT.” —MICHAEL HARRIS, HARRIS DISCOUNT SUPPLY 22 BUYERSGUIDE2009 dentallabproducts http://www.snydergroup.net http://www.harrisdiscount.com http://www.harrisdiscount.com http://www.nowakdental.com http://www.nowakdental.com http://www.lincolndental.com http://www.zahndental.com http://www.zahndental.com
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