It’s an interesting time here at the lab because we have a couple of products that doctors are prescribing in record numbers. That doesn’t always happen. In fact, there have been plenty of products we’ve released to the sound of crickets. As a lab that works with a large number of dentists in all 50 states, we can get a pretty good idea of what is going to be a popular product.

However, products can’t be forced on dentists; they simply won’t buy. Every new product must pass the age-old Dr. Gordon Christensen test. That is, is the product faster, easier, higher quality and cheaper? In order for your product to be successful, it needs to exemplify three to four of these characteristics. The magic is in determining what faster, easier, higher quality and cheaper means to most dentists.

Take our Silent Nite^® anti-snoring/sleep apnea device, for example. It works well and is comfortable, but in the beginning adjustment can be slightly confusing for the dentist. We have sold tens of thousands of Silent Nite devices, but most of them have been single sales to dentists, most likely for their own use.

Three months ago we were introduced to aveoTSD^®, a simple anti-snoring device that attaches to the tongue via suction. It’s easy to use and there are no impressions or adjustments necessary. Because it can be given to the patient the same day he or she agrees to treatment, we now have dentists calling to order 10 at a time! The runaway success of aveoTSD is because of its ability to meet dentists’ desire for a product that is faster, easier, higher quality and cheaper.

In this issue, you will also get a peek at the IOS FastScan^®, our answer to digital impressions. While not quite ready to be released, our guiding principles in developing this technology have been faster, easier, higher quality and cheaper. In fact, by using this technology you will be able to create some significant savings on your lab bill! Crowns sent digitally will cost 20% less than crowns sent with conventional impressions due to material, shipping and labor savings. We will keep you in the loop as to when this technology becomes commercially available.