And implants for all
 

Dental News
Article detail

See the following article detail about

And implants for all

0845 527 9810

Article details for

And implants for all

 

And implants for all

It's often said that the most successful dentists have something of the entrepreneur about them. After all, clinical excellence is all well and good – but it's your business nous that lets you put it into practice.
Jason Buglass is no stranger to this concept. A successful private dentist with a string of general and referral practices around Telford, his entrepreneurial streak is perhaps a little wider than most. He also happens to be the head of Implantium, an implant import and supply company, and the brains behind Dentale, a rapidly expanding training business with a difference. Jason has big plans – plans that include becoming the biggest implant company in the UK in the next five years.
No mean feat, considering that the majority of practitioners in this country are unlikely to have heard of Implantium. Until Jason came along they barely did any trade in Europe, let alone the UK. But that's all set to change. Of course, it has to if he's to knock the big boys from their perches.

Accessibility is the name of the game. Jason makes no bones about the fact that to achieve any of his targets he has to grow the whole implant market, but he sees no reason why it can't happen.
He explains: ‘About 100,000 implants were placed in the UK last year – a country with a population of about 60 million. Italy has a similar population, but last year more like 700,000 implants were placed there.'

Jason is convinced that it's a matter of cost. He says: ‘If you look at the prices in Italy, they're half what they are here.

‘Cost is a big factor. If you look at the national average income, then £3,000 is a big chunk of that. There's going to be a limit on how many people can afford it at that price.'

A new approach
This is where Dentale – a training clinic that makes up Jason's first line of attack on the market – comes in. Offering patients lower cost treatment on the understanding that it's a training procedure, the clinic is proof that affordable implants don't have to mean a trip to Turkey. Its raison d'être is twofold, although which aspect you see depends a lot on where you're coming from.

For patients, it's a means to an end. They aren't interested in whose implant system is being used, nor do they mind that they're being taught upon. In fact, they're often downright happy about it, says Jason: ‘They know and understand the teaching environment, and they often like the idea of having somebody there who's very experienced.' They may not care where the implants come from – but they do care about saving money.

For dentists, the clinic offers a somewhat different take on the established approach to implant training.  It also does its bit for Jason's other company, Implantium, by training dentists in the use of the system. Jason explains: ‘I was really uncomfortable with the idea of mentoring – not with the principle, which is great, but with the practicalities, which are fraught.
I thought that we could get everybody in the same place instead. The patients know what's going on; they expect to be taught upon. You have to give them an incentive – in this case it's cheaper treatment.

‘The dentists want to learn implants. They've done the theoretical side. They come along to us and, over about five months, spend 10 days at the clinic following these patients through.
‘It's all structured; all you have to do is drag yourself there and pay the fee. Chances are that you're going to put around 25 implants in and follow several cases up. You leave with a DVD and your logbook completed – having done a lot of practical work and with sky high confidence levels as a result.'

One-stop shop
Dentale arranges everything for its dentists; even down to sourcing the patients. Dentists start off
simply doing the treatment plans, which allows them to do the easy cases first and delay the more complex cases until their skill levels and confidence are where they need to be.

The idea is to avoid the ‘week-long course syndrome' – whereby dentists leave having placed a single implant but fail to follow it up. Preliminary training is an essential prerequisite for entry to Dentale, and with good reason. There's not really any theory on offer; aside from tutorials, it's practical work pretty much all the way.

Jason argues his methods offer an unprecedented level of support for dentists; allowing them to push themselves further than would normally be safe. He's identified a further benefit, too: ‘Because the patients are absolutely clear that it's a training environment, it becomes a lot easier to turn around and ask questions without undermining your relationship with them.'

The training cost for dentists is around £500 per day. Patients see a saving of roughly 50% on their treatment – and, as a result, demand is high, with a 200-strong waiting list. Virtually all the patients at Dentale are there for cost-related reasons.

Cutting out the middle man
High demand for treatment is great, but it doesn't hurt his business model that he's the implant company as well. Dentale is supplied by Implantium at cost, meaning the clinic gets even cheaper implants, while the implant company gets  more sales and a ready-made user base to boot.
This is the other side of making implants available to more people – offering dentists cheaper
products to begin with. Implantium, according to Jason, charges around 40% less than everyone else. So how can it be so cheap?

He is blunt: ‘It's really running things on a more business-like basis; a bit more intelligently and keeping the costs down. My honest opinion is that implant companies are able to charge what they do because that's just how it's always been.'

He claims Implantium is more streamlined, avoiding unnecessary expenditure. In some areas that's as simple as limiting dentists' credit – the longest customers can take to pay is 30 days. In others, it takes things like a more innovative – and minimalistic – approach to its sales force.
It avoids cold calling and takes sales reps out of the equation entirely, opting to do product demos remotely. Jason estimates that the business saves something like £70,000 for each rep that he doesn't employ.

He is adamant, too, that cheaper doesn't have to mean lower quality. He is earnest when he says: ‘It's the best system I've come across. Of course, I would say that – but everyone who's used it says the same thing.
‘The quality of the manufacture is excellent, but the way the system is thought out is better too. I reckon it saves me about 20-30% of my time compared to other systems. There are lots of small things that add up to make a real difference.'

Leading the change
Jason is hoping that his own combined efforts will add up to force a sea change in the industry.
He doesn't see any reason why the UK implant market can't catch up with the rest of the world, stressing: ‘Implant dentistry doesn't to be particularly difficult – you have to understand what you're doing, and you have to understand your limitations and work within them. But that applies to any other form of dentistry.'
He's confident for the future, despite the scale of the targets he's set himself.
‘Change is coming,' he says. ‘It's not just Implantium; there are a lot of other implant companies coming into the market. It's going to happen whether I'm here or not – I just want to be at the front edge of it.'


 Posted on : Thu 17th - Sep - 2009

 

Call Dental Support UK

Premium IT Support

  • All Servers & workstations covered..
  • Saturday Cover INCLUDED.
  • Telephone support.
  • Remote support.
  • 4 hour on-site Server response.
  • System monitoring.
  • Network monitoring and security.
  • Anti-Virus & Application updates.
  • Unlimited Remote Server Data backup.
  • Loan equipment on hardware failure.
  • Reduced rates for PC parts supply & installations.

No matter how big
your practice you
pay the same
price!!


ONLY

Click here for more info
Dental News Archives 2018

August - 2018
July - 2018
June - 2018
May - 2018
April - 2018
March - 2018
February - 2018
January - 2018

Dental News Archives 2017

December - 2017
November - 2017
October - 2017
September - 2017
August - 2017
July - 2017
June - 2017
May - 2017
April - 2017
March - 2017
February - 2017
January - 2017

Dental News Archives 2016

December - 2016
November - 2016
October - 2016
September - 2016
August - 2016
July - 2016
June - 2016
May - 2016
April - 2016
March - 2016
February - 2016
January - 2016

Dental News Archives 2015

December - 2015
November - 2015
October - 2015
September - 2015
August - 2015
July - 2015
June - 2015
May - 2015
April - 2015
March - 2015
February - 2015
January - 2015

Dental News Archives 2014

December - 2014
November - 2014
October - 2014
September - 2014
August - 2014
July - 2014
June - 2014
May - 2014
April - 2014
March - 2014
February - 2014
January - 2014

Dental News Archives 2013

December - 2013
November - 2013
October - 2013
September - 2013
August - 2013
July - 2013
June - 2013
May - 2013
April - 2013
March - 2013
February - 2013
January - 2013

Dental News Archives 2012

December - 2012
November - 2012
October - 2012
September - 2012
August - 2012
July - 2012
June - 2012
May - 2012
April - 2012
March - 2012
February - 2012
January - 2012

Dental News Archives 2011

January - 2011
February - 2011
March - 2011
April - 2011
May - 2011
June - 2011
July - 2011
August - 2011
September - 2011
October - 2011
November - 2011
December - 2011

Dental News Archives 2010

December - 2010
November - 2010
October - 2010
September - 2010
August - 2010
July - 2010
June - 2010
May - 2010
April - 2010
March - 2010
February - 2010
January - 2010

Dental News Archives 2009

December - 2009
November - 2009
October - 2009
September - 2009
August - 2009
July - 2009
June - 2009
May - 2009
April - 2009
March - 2009
February - 2009
January - 2009

Dental News Archives 2008

December - 2008
November - 2008
October - 2008
September - 2008
August - 2008
July - 2008
June - 2008
May - 2008
April - 2008
March - 2008
February - 2008
January - 2008

Dental News Archives 2007

December - 2007
November - 2007
October - 2007
September - 2007
August - 2007
July - 2007
June - 2007
May - 2007
April - 2007
March - 2007
February - 2007
January - 2007

Dental News Archives 2006

December - 2006
November - 2006
October - 2006
September - 2006
August - 2006
July - 2006
June - 2006
May - 2006
April - 2006
March - 2006
February - 2006
January - 2006

Dental News Archives 2005

December - 2005
November - 2005
October - 2005
September - 2005
August - 2005
July - 2005
June - 2005
May - 2005

hide toolbar
Would you like weekly updates on our latest offers? If so enter your email :
Quick Remote Dental Support