• November
  • My Personal Path with OSA

    “Laugh and the world laughs with you; snore and you sleep alone!”         ~ Anthony Burgess, author of Clockwork Orange

    Not everyone who has obstructive sleep apnea (OSA) snores and not everyone who snores has OSA, but if you snore—or reside with a snorer like I do—you’re probably not always getting the best quality sleep.

    Sleep deprivation contributes to a decline in cognitive processes, creates anxiety and depression and can lead to a myriad of serious heart-related and other medical conditions. So, clearly, that’s simply not acceptable. Sleep we must!

    So Andy and I have sought treatment for his very loud, irregular snoring and that landed us in the world of sleep studies and CPAP machines. Since OSA is a medical condition, diagnosis and treatment must be left up to physicians but there is a definite and strong medical/dental connection.

    Quite a few years ago, former Lab Owner Alan Barnes became fascinated with the field of...

    Judy Fishman
    Wednesday at 12:00 pm

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  • 'Tis the Season

    . . . to be Jolly, yes, but not because the Christmas holiday is two months away. ’Tis because it’s show season and it’s off to an outstanding start with over 1,000 attendees for the first time ever at LMT LAB DAY East! This, despite the fact that there were three other key industry programs the same weekend (Nobel Biocare and Sirona events in Las Vegas and the National Denturist Association’s 9th Annual Conference in nearby Washington, DC)!

    Though we had a good feeling about leaving our former location in New York City for the resort town of Atlantic City, NJ, we couldn’t have anticipated a more wonderful weekend experience. The Convention Center Exhibit Hall was bright and airy and enabled us to provide a comfortable and spacious environment. Attendees drove into the area from all directions and, once there, were greeted with balmy weather and the smell of the ocean; a calming departure from the hustle and bustle of midtown Manhattan.

    In comparison to years...

    The Way I See It
    Judy Fishman · November 10 at 11:35 am

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  • October
  • Why Do Businesses Let Service Go Down Hill?

    For years, members of my family—as well as of our staff—have wanted to duck under the table whenever they’d go out to dinner with me. It is so widely known among my friends that I can be, well, a “difficult customer,” that when my sister wrote and sang a song about my restaurant escapades for a surprise birthday party years ago, it was met with uproarious laughter and praise.

    There are two very good reasons for my “difficult” behavior: one is that I have dietary restrictions that require me to ask a lot of questions before I order. But the other is that, like everyone else, I work hard for the money I earn and therefore, when I spend it, I expect a certain level of customer service. When I don’t get it, I am vocal when it isn’t delivered.

    I speak up because my intention is to help bring the concerns to light so they can be corrected. I think that’s what makes me particularly captivated by the TV show, Undercover Boss. I respect...

    The Way I See It
    Judy Fishman · October 9 at 11:49 am

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  • August
  • Why Help When You Don't Have To?

    Most people probably respond to the question posed in the headline above with something like, “because it makes me feel good to do something nice for someone else.” So what do I want your help with? Plain and simple: I want YOUR participation in LMT surveys.

    Next month begins LMT’s 32nd year serving the information needs of the dental laboratory community and, during these years we’ve established ourselves as the Survey Queens (we’d be the Kings if we were guys but we’re not ☺).

    But this request is really not about us. It’s about YOU. Among our numerous research projects, we provide you with the Wage and Fee Surveys every two years and report on the State of the Industry every five years. None of our reports would be possible without you. None of them!

    We are eternally grateful to our incredibly valuable survey participants! Sometimes our surveys can be time consuming yet you guys are always willing to speak up, answer our multiple choice questions...

    The Way I See It
    Judy Fishman · August 11 at 10:29 am

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  • July
  • Does Your Business Sing?

    Many years ago I attended a dental industry seminar on personnel nightmares, given by John Ness, Founder of PTC and the Productivity Training system. He described four types of potential troublemakers in organizations but I was particularly struck by the type he called “Harry.”

    “Harry’s,” he said, are often delightful, can-do personalities, do impeccable work and seem like perfect employees, but they have a dark side. In ways it’s quite difficult to pinpoint, they also subtly undermine the operation and/or its leadership, dragging down company morale without anyone realizing how or why. “Harry’s” are often the most damaging personnel type of all.

    I specifically remembered “Harry” because I suspected I had one on my staff. Like Ness explained, it was nearly impossible to put my finger on how “Harry” affected us and it took me more time than I wish it had to make a move.

    Last month I gave a public shout out to my...

    The Way I See It
    Judy Fishman · July 10 at 4:59 pm

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  • June
  • Priorities Change with Age

    Recently, I was talking to industry veteran George Obst about my startup years and our conversation got me thinking about how the priorities of a small business owner shift as the business matures.

    In the beginning, it was all about having enough customers to pay the bills while at the same time making sure our products—the magazine and then LAB DAY—met the needs of the market so we could be sure we’d keep being able to pay those bills. Those were the years of 100-hour workweeks.

    Once we established our market presence, we continued to build market share and market value. Four years after starting LMT we introduced Synergy, a magazine for both dental technicians and dentists. We knew it was “an idea ahead of its time” but were eager to push the envelope because we truly believe in the importance of the team effort. However, the market wasn’t receptive and we learned quickly what made us happy and what made us unhappy in our work lives; we folded it after...

    The Way I See It
    Judy Fishman · June 9 at 3:19 pm

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  • May
  • Man and Machine

    Awhile back we had an online debate, via LMTmag.com, about what’s good, better, best when it comes to man-made or machine-engineered restorations. By now, it seems the answer is clear: both. In the same way “art versus science” was the community debate of the 1980s and 90s, I think most technicians would agree that, ideally, it’s a blend.

    At LAB DAY this year—as well as at the IDS in Cologne—exactly what became clear is that we mortals have been forced to recognize that machines are, and forever forward will be, our creative partners for many things, including the creation of prosthetics. There was an acceptance and understanding among attendees that being a player means incorporating advanced technologies into the laboratory environment.

    Though there were a number of product introductions—among them, lab and intraoral scanners, 3D printers and milling units, digital fabrication materials and digital solutions for removable prostheses—stronger,...

    The Way I See It
    Judy Fishman · May 13 at 12:17 pm

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  • A Look Inside the LMT LAB DAY West 2015 Exhibit Hall

    Highlights from the 25th Annual LAB DAY West included a number of new product launches and updates.

    LMT Communications, Inc.
    May 5 at 11:55 am

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  • April
  • Looking for Terra Firma in the Digital Vortex

    We are all still swept up in the vortex of transition to all things digital; while overwhelming, it is also exhilarating. You know exactly what I mean if, like me, you just returned from LMT LAB DAY 2015+ or the IDS in Cologne!

    Many of those I spoke to at the show are convinced that great opportunities are out there for them. They know, however, that to recognize their path, they must be ever alert to market trends and product/technology capabilities.

    Their conviction, along with the need to have a “student” mentality (persistently learning new ways to do things) is, in itself, a good road map to follow. We know for sure that technology is continuing to evolve—rapidly—which means we must also be willing to continue changing the ways we work.

    However, I also believe we can count on two other “givens.” One—as I mentioned last month—is the growing focus on affordable dentistry. In Chicago, the question of price points came up time and again:...

    The Way I See It
    Judy Fishman · April 9 at 9:43 am

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  • March
  • Strength in Numbers: Open Wide and Say 'Ahh...huh?'

    At the NADL’s Vision 21 meeting in Las Vegas, presentations and discussions focused on where dentistry is headed in the next 10-20 years; clearly this is the topic du jour. So much has changed in these last five years that we at LMT could hardly wait to collect and analyze the survey data you so generously provided us with this past fall in preparation for our 2015 State of the Industry series.

    What the future looks like is not only the $64,000 question; it’s a downright rhetorical one! In other words, who knows? Bill Gates once made the observation that “most people tend to overestimate the rate of change that will occur on a two-year basis and underestimate the rate of change that will occur over 10 years.”

    However, we know a few things that are constant, even in a continual state of flux:

    Passion is powerful—enthusiasm, optimism and an enjoyment for your work are contagious.

    Those who adapt most quickly and are able to ingest change will stay ahead of the...

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  • February
  • How to Reignite Your Passion and Purpose for Technology

    So many of you are driven by your love for the technology itself that I thought I’d add in my two cents about The Texas Center for Occlusal Studies [minimally invasive, full-mouth rejuvenation dentistry].

    Ever since my niece was diagnosed with a Lyme disease-created TMJ disorder—and successfully repaired by Mark Piper, DDS, in St. Petersburg, FL—I’ve had a special, albeit layperson’s, interest in occlusion. So I jumped at the invitation from Lab Owners Curt Mortgese and Center Co-Founder Dan O’Rourke to attend an introductory course on Rejuvenation Dentistry last month.

    Attendees could not have been more passionate perfectionists, eager to be mentored, corrected and educated about ways the dentist-dental technician team can bring life-changing relief and wellness to patients suffering from a myriad of facial issues or discomfort. There were no egos at the Center and that, alone, created an incredible learning environment and enriching experience.


    Judy Fishman
    February 17, 2015

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  • January
  • Want Business Advice? Watch TV

    A few months ago, my son turned me on to two television reality shows that I feel have merit for anyone who runs a small business or aspires to: The Profit, on CNBC, showcasing the multi-talented Marcus Lemonis, serial entrepreneur and CEO of Camping World; and Fox’s Kitchen Nightmares, starring restaurateur, Chef Gordon Ramsay. Unfortunately, Ramsay retired this series at the end of 2014. Fortunately, there are 123 episodes you can watch on YouTube.

    Say what you will about reality TV; these shows are like business school by proxy.

    Without knowing any particular market, Lemonis attempts to save failing businesses—from beauty shops to sporting goods—assessing, reinventing and turning them around. For Lemonis, whose mantra is “people, product, process,” the buck stops with integrity. If the business owner(s) he comes to help is not completely transparent with him regarding the status of his business—financial and otherwise—he walks away—but...

    The Way I See It
    Judy Fishman · January 27, 2015

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  • December 2014
  • Artistry Meets Cool

    Every now and then something comes along to add spice and extra-rich texture to the make-up of our community and that kind of energy is both welcome and contagious. If you’re familiar with the group that calls itself DTG, the Dental Technicians Guild, you know what I mean. It has an edgy cool that exudes energy and also draws it in. Its goal is to celebrate a passion for restorations that mimic natural dentition in both form and function.

    Social media plays a large role in keeping members of the group active and engaged 24/7. DTG members share photos of their work on the Guild’s members-only Facebook page and enhance their skills and capabilities by openly sharing tips, techniques and ideas with one another. The Guild also has its own magazine featuring member contributions and hosts an annual meeting in Utah every year.

    The exclusivity factor has its appeal: to keep the group functioning as well as it currently does, it needs to be manageably sized, so it isn’t all that...

    The Way I See It
    Judy Fishman · December 16, 2014

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  • November 2014
  • Water, Water, Everywhere . . . And Yet

    Competing on price is not, of course, an unfamiliar reality—production/high volume laboratories have been the perceived competitors of small laboratories for decades. But now, with digital technology available to all size laboratories, the competitive arena enables some laboratories to make a comfortable profit via sheer volume and that is one of the causes of industry-wide price erosion.

    As you see from our cover story, The Race to the Bottom is the takeaway mantra of respondents to LMT’s 2014 Fee Survey and it isn’t pretty. Because of price competition—fueled largely by full contour zirconia, which has turned into a commodity of sorts—C&B fees have been mostly stagnant. Many laboratories are churning out more units yet raking in lower profits. Not good.

    So what are we going to do to turn things around?

    There are no black-and-white solutions but high on the list are:

    Focusing on/enhancing your customer service

    Increasing your knowledge base


    The Way I See It
    Judy Fishman · November 13, 2014

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  • October 2014
  • He Needed a Crown and Found a Career

    After meeting at LAB DAY West 2013, Sully Samartzis invited LMT’s Judy Fishman to visit his laboratory when she arrived in Arizona later that year. The laboratory is a pristine addition to a gorgeously appointed home, designed by wife Debbie, a professional interior decorator.

    In 1999, Sully Samartzis had a toothache on #13. Treatment meant a root canal procedure followed by a crown. Of Greek descent, he’d only been in the U.S. for three months, arriving here from Germany with a degree in electronics and $1,400 to his name.

    Intent on being self-employed and, ideally, working from home once he settled down, he determined that the way to pay for his dental work was to learn how to fabricate the crown himself. He got an apprenticeship at the dental laboratory down the hall from the dentist’s office and learned how to opaque crowns. He then took it upon himself to learn complete porcelain build up and, though a metal finisher made the post and coping, he built the porcelain...

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  • The Inventive Technician: Focus is on User-Friendly Materials

    Once she arrived in Arizona last fall, LMT Publisher Judy Fishman visited Scott Atkin, Owner of Creative Milling Dental Laboratory and CEO of Dental Lab Milling Supplies, LLC, in Scottdale, AZ, just as Bentley, Atkin’s massive Bernese Mountain Dog, was headed out for a walk with one of the staff members. Atkin “struck gold” in 2007 by adding a retail component to his business model to stay ahead of what’s trending and increase his revenue base.

    “The focus for labs these days needs to be on creating win-win opportunities for themselves and their clients,” says Scott Atkin, Owner, Creative Dental Laboratory, in Scottsdale, AZ. “We know we’re moving evermore toward automated—and more commoditized—processes so, to me, that means we need to expand our services.” That’s exactly what Atkin did; in his case, offering products not to dentist-clients but to other laboratories.

    It happened in one of those “meant to be”...

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  • You Restore People; It's What You Do

    With all the bad news about stiff competition and price erosion, I thought we all could use a “feel good” reminder that you deliver an invaluable service to the patients who receive your work; I’m one of them!

    In March 2013, I went to a local general practitioner to have number 14 looked at. I was unable to chew without getting a shooting pain. (I wrote about this earlier and, for the details and more photos, go to http://lmtmag.com/series/baddentistry.)

    Unfortunately, because this dentist didn’t realize how traumatized the tooth was—and didn’t give it a chance to settle down after removing a cracked filling—her treatment resulted in the loss of the tooth; not all at once, but little by little such that the summer of 2013 was dental hell.

    I changed course and sought recommended specialists to take over my case but, in the end, I was scheduled for an implant. The Biomet 3i implant—selected and placed by periodontist Michael Sonick, DMD, Fairfield,...

    Bad Dentistry
    Judy Fishman · October 7, 2014

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  • September 2014
  • Put In Your Two Cents, Get Back a Goldmine

    The great transition taking hold of the way our community works is far from settling down as strategies continue to be employed and tested by tomorrow’s business leaders. Some of the changes have the capacity to pull the rug out from under us even as we retool to adapt to today’s innovations.

    Though there will be an increased need for restorative work among aging boomers in the near future, right now it’s a huge challenge for laboratories to make it to that future. Having a detailed read on the market—that would enable you to see your own future more clearly—would be a goldmine.

    We think we can deliver this to you. In fact, you’re holding some of that treasure trove right now in the form of the 2014 Wage Survey Report.

    Right off the bat here, I want to acknowledge and thank you for giving your time so generously to fill out our very detailed Wage and Fee Surveys. As you read through this issue—the first of our Fiscal Fitness series—you will...

    The Way I See It
    Judy Fishman · September 30, 2014

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  • August 2014
  • Now's the Time to Take Advantage of Tax Code Credits/Deductions

    LMT’s Buyer’s Guide is timed to coincide with your end-of-year fiscal planning and serves as a reminder that the cost of purchased or leased equipment (as well as off-the-shelf software) can be deducted under Section 179 of the IRS Tax Code.

    The Way I See It
    Judy Fishman · August 12, 2014

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  • June 2014
  • What's Your Responsibility to Employees?

    One of the reasons lab owners prefer to fly solo is that they have no appetite for dealing with the challenges that come with personnel management.

    There’s no doubt that more people mean more issues. However, there are also as many, if not more, positives for having employees, key among them is that they play a critical role in a business’s ability to grow and prosper.

    Listening to recent news discussions for or against raising the federally mandated minimum wage to $10.10 has me wondering: What do you feel your responsibility is to your employees? What obligations do you feel you have toward the people who help build your business? What considerations play a role in how much you pay them for their time and contributions?

    Most of the time lab owners tell me they pay entry-level employees the wage necessary to attract them in their regional area. We also know from our Wage Surveys that average laboratory pay scales exceed the current federal minimum wage. So I throw this question...

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  • May 2014
  • Grateful Hearts, Educated Minds

    In October of 1979, Oscar Mendoza fled for his life to California in the trunk of a car after his uncle was killed in the Salvadoran Civil War.

    At the same time 19-year-old Oscar arrived in the U.S., Martha Rico Aguilera arrived from Mexico, 16 and pregnant. Mendoza got a job in an auto detail shop; she in a balloon factory, printing balloons for Disneyland. They met on the bus to their respective jobs and soon got married.

    Though they applied for citizenship in the early 1980s, it was a long and ardous path to get there. “We kept meticulous records,” says Oscar, “and that sealed the deal for us. The INS tried to deport us in 1981 but our recordkeeping helped prove our case. We got amnesty in 1986 but we weren’t actually granted citizenship until the late 1990s.” Their story was picked up by a Washington, DC correspondent and, in 2013, made national news. (For the complete story, visit http://bit.ly/QvGT0i.)

    Their American Dream began to materialize in 1985...

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  • Van Hook Redefines Full Service

    Established in 1983, 55-technician Van Hook Dental Studio in Tempe, AZ, specializes in full mouth reconstruction and implants and is taking the lead in the surgical support arena.

    Since a large percentage of its dentist-clients are specialists, Van Hook is a complete dental imaging center facility that serves their surgical needs. The facility has a state-of-the-art I-Cat CBCT scanner that’s used for surgical and orthodontic scanning, implant planning and surgical guides.

    “Starting with only a CBCT scan, we’re able to combine multiple files to design and fabricate a final restoration,” explains Don Van Hook, Co-Owner of the laboratory, with his wife, Kim.  “Keeping a foot in both the surgical and restorative process, we are able to streamline and control the communication to all parties involved, which is critical to the success of these large, complex implant cases.”

    With clinical advisor Dr. Leonard Gordon and his certified dental assistant on...

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    Quin Dinh recommends this
  • Bell Curves and Base Camps

    During the start-up years of LMT, I read several articles about how product life cycles are bell curves; they typically peak and then decline. I also subscribed to the Harvard Business Review (HBR) and it featured a series about why most startups fail within the first five years.

    Between the image of the bell curve and the HBR stats, the message loomed large that I needed to remain on high alert to recognize when LMT might peak and start to decline. I also decided it was important to have more than one product. We created LAB DAY.

    Our fourth year was exceptional; I knew then that we were going to beat the all-important first-five-year odds. Nevertheless, my mantra remained that I’d never rest on my laurels. That was never an issue for our team anyway, because rather than being numbers oriented, we’ve always remained focused on challenging ourselves internally to continuously up the ante on what we deliver.

    So we introduced Synergy—a magazine designed to appeal to technicians...

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  • April 2014
  • Physicians and Dentists: The Oral Connection

    Over the last 30 years or so, the use of alternative/complementary medical therapies has become more widespread in the U.S. Now allopathic (traditional) practices are taking a more holistic approach to healthcare and the trend is continuing to generate more avenues of opportunity.

    In addition, as we learn ever more about how the human body works, it’s become clearer to the traditional medical profession that many important clues to one’s health can be gotten from the oral cavity and, thus, it is of increasing importance for physicians and dentists to work together for the well-being of their patients.

    In 2010, three professionals founded the American Academy for Oral Systemic Health (AAOSH) to bring together professionals from many allied health disciplines. Since that time, the Academy—which also produces a monthly newsletter and webinars—has grown: over 400 professionals participated in its 2013 annual meeting that featured over 27 presentations.

    The medical-dental...

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  • Technician By Day, Councilman By Night

    The bucolic town of Central City, Pennsylvania lies five miles down the road from the site of the Flight 93 memorial and not far from the Quecreek coalmine that trapped nine men underground for four days in 2002. It’s also home to Curt Morgese, owner of a one-person, high-end C&B dental laboratory. As of last November, he’s also the district’s borough councilman.

    “Making teeth has been a life-long passion,” he says. “I am always on a quest for knowledge in my daily profession.” He is also keen on politics.

    He relocated his lab to Central City from Greenburg, a Pittsburgh suburb, a year and a half ago and is now only a stone’s throw from his home. If he gets his casework done by three on any given day, he still has time for a quick, late afternoon fly-fishing trip to one of the local trout streams.

    He opened Oral Renaissance Dental Laboratory in 1983 and says he’s grown his business in good company: “The Pittsburgh area is home...

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