Cal-Lab Newsletter - December 2009

NEWSLETTER A privately circulated paper for Cal‐Lab Group members

For many years, the Cal‐Lab meeting has been known as “the” place to be in Chicago for information needed to run a successful dental laboratory. Many industry experts gather here to share information and create a unique learning environment. The awesome line‐up of presenters for the 2010 meeting includes a variety of technical and business information, all with the goal of helping Cal‐Lab members “Stay in the Loop”. Here are a few highlights from the plethora of topics:

• “State of the Industry,” presented by Richard Fishbane and Judy Fishman, will feature pertinent statistical and other information regarding the current state of the dental laboratory industry and possibly predictions for the future, as well.

• “Relationship‐Based Marketing,” featuring Mark Murphy, DDS, FAGD, will provide attendees with skills to turn customers into raving fans. (Hint: It’s all about building relationships!)

• “Create a Winning Team: Know When to Hire and When to Fire,” presented by Robert Ash, will provide insight into the factors needed to maintain a good staff. This includes hiring the right people and identifying those who may be keeping your lab from reaching its potential.

• “Growth in a Declining Economy,” featuring Shaun Keating, will provide attendees with several tips to not only survive but also THRIVE during these trying economic times.

• And much, much more! Please see page 2 for a full program listing or visit the website for additional information.

From start to finish, a wealth of information awaits the savvy dental laboratory owner/manager. Of course, the ever‐popular Closed Forum is offered daily to Cal‐Lab members for the purpose of sharing information peer‐to‐peer with ONLY Cal‐Lab members present. As much as there is to see and do in Chicago, Cal‐Lab is a MUST‐attend event!

Shaun Keating Judy

Fishman

Richard Fishbane

CalCalCal‐‐‐Lab Group, Inc. Lab Group, Inc. Lab Group, Inc. PO Box 206 Elkin, NC 28621 Phone: 336‐835‐9251 Fax: 336‐835‐9243

Email: contactus@cal‐lab.org Website: www.cal‐lab.org

Cal‐Lab Group Newsletter n. 2 v. 1 Page 2 December 2009

7:00‐8:00 AM Registration

8:00‐8:15 AM Welcome & Announcements

8:15‐9:15 AM Closed Forum (Cal‐Lab members only)

9:15‐9:30 AM Break

9:30‐10:30 AM State of the Industry Presented by: Richard Fishbane & Judy Fishman

10:30‐11:30 AM Managing Costs in the Dental Laboratory Presented by: Norman Strate

11:30 AM‐12:45 PM Lunch

12:45‐1:30 PM “Outside the Box” Regulatory Standards Presented by: Mary A. Borg & April K. McDowell

1:30‐2:15 PM Digital Dentistry: Material Properties, Selection and Use Presented by: Russell Giordano, DMD, DMSc, FADM, Cert. Pros.

2:15‐3:30 PM Materials Panel THE ARGEN CORPORATION ‐ Paul Cascone • DENTSPLY ‐ Arlo King, CDT

GC AMERICA, INC. ‐ Rick Sonntag, RDT • HERAEUS ‐ Craig Nelson, AAS, CDT IVOCLAR VIVADENT, INC. ‐ George W. Tysowsky, DDS, MPH • VIDENT ‐ Bernie Jaroslow, CDT

3:30‐3:50 PM Exhibitor Showcase

4:00‐6:30 PM Exhibits & Reception

7:00‐7:45 AM Registration

7:45‐8:45 AM Closed Forum (Cal‐Lab members only)

8:45‐9:30 AM Purchasing High Technology for the Dental Laboratory Presented by: David Lesh, CDT

9:30‐9:45 AM Break

9:45‐10:30 AM Create a Winning Team: Know When to Hire and When to Fire Presented by: Robert Ash, BC, CP, ACHE

10:30‐11:15 AM Relationship‐Based Marketing Presented by: Mark Murphy, DDS, FAGD

11:15 AM‐12:15 PM Keynote Presentation: Growth in a Declining Economy Presented by: Shaun Keating

1:00 PM‐2:30 PM The Evolution of Esthetics and New Innovative Materials Presented by: Dr. David Garber & Dr. Gui Cabral

Special Bonus Feature Plan to attend this exclusive portion of GC’s Edu‐Tech Day. All Cal‐Lab members are invited as GC’s guests! See page 5 for more details.

Front Row (L to R): Billy Drake, CDT ‐ Vice Chair,

Gerry Mariacher, CDT ‐ Chair, Paul Rotsaert, RDT

Back Row (L to R): Jerry Ragle, CDT ‐ Secretary, Mike Bottigliero,

Anton Woolf, Larry Kunze, CDT, FNBC, James Gorgol, CDT, David Lesh, CDT, Michael Gundrum, CDT ‐ Treasurer

Not Pictured: Daniela Hendrickson, CDT & John O’Neill

Craig Nelson, AAS, CDT Craig Nelson, AAS, CDT Craig Nelson, AAS, CDT studied commercial art at Utah College and later worked as a muralist painting and restoring murals in gothic temples. In 1971, Craig received an AAS in dental technology from Texas College and then opened a full service dental lab in Phoenix, AZ as a private technician. He has worked with several manufacturers in product development and has lectured and trained in North and South America and Asia in ceramics, composite and denture techniques. Craig has owned a laboratory for over 30 years and also owned and managed a dental practice in Chandler, AZ. He is now the technical manager for Heraeus.

Mary A. Borg Mary A. Borg Mary A. Borg is President and co-founder of SafeLink Consulting Inc., a nationally recognized safety and quality consulting firm. Since 1991, Mary has actively participated as a presenter and on-site instructor to audiences of dentists, dental hygienists, dental assistants, and dental laboratory technicians throughout the US and Canada. Mary’s formal education was gained at Bauder College in Atlanta and Georgia State University. She is an authorized trainer under OSHA’s Outreach Program and a Consultant and External Auditor for quality assurance programs including DAMAS.

Robert Ash, BC, CP, ACHE Robert Ash, BC, CP, ACHE Robert Ash, BC, CP, ACHE is founder of AEI, a training firm dedicated to helping dental lab owners/managers become powerful communicators. He consults with dental laboratories and dental practices teaching them how to improve production and employee relationships. Robert teaches how to communicate, motivate, influence and persuade others. His seminars and classes have been approved by the NADL and the ADA for credits. Robert is a graduate of the University of Illinois and has been a therapist for over 20 years.

April K. McDowellApril K. McDowellApril K. McDowell, Consultant and Training Development Director for SafeLink Consulting, Inc., has a Bachelor’s of Science degree in Occupational Safety and Health Engineering from Murray State University. Prior to joining SafeLink Consulting, she served as a director of safety management in several industries including healthcare, manufacturing, and workers compensation. For the last two years, April has been working with dental laboratories across the United States assisting them with their regulatory compliance programs and questions.

Richard Fishbane Richard Fishbane Richard Fishbane serves as Vice President-Research for Strategic Dental Marketing, the only market research company devoted wholly to the professional dental market. He was involved in forming the company in 1994 and oversees all market data and research work for the company in both the US and UK. Prior to SDM, Richard served in marketing management positions at Saatchi & Saatchi in New York and Johnson & Johnson in New Jersey with a focus on consumer product marketing. He holds an MBA in Marketing from Columbia University and a BA in History from Brown University.

Mark Murphy, DDS, FAGD Mark Murphy, DDS, FAGD Mark Murphy, DDS, FAGD is a featured presenter for the National Lab Network. Mark, who began as a lab technician, practiced general dentistry in Rochester, MI. He is the former VP of Operations of DTI (Dental Technologies, Inc.) and has served on the faculty of the Pankey Institute since 1991. Mark continues to serve lab technology on various NADL committees, the NADL Foundation Board and on the Identalloy Council. Mark’s style blends humor and anecdotes with current research and information that you can use tomorrow!

Shaun Keating Shaun Keating Shaun Keating is a Huntington Beach, CA native who has been close to the dental industry nearly his entire life. Shaun's decision to enter the dental field as a technician in 1984 was shaped largely by his brother's appointment as the President of the University of Southern California's dental school, and in 1991, Shaun became a National Board Certified Dental Technician (CDT) in crown and bridge. After many successful years as a waxer, metal finisher, ceramist and crown and bridge manager for a large dental laboratory, Shaun decided to pursue his dream of owning his own business. Besides focusing on improving his business, Shaun also actively engages in the community, donating to and sponsoring local charities and contributing restorations to dentists that serve the disadvantaged.

Russell Giordano, DMD, DMSc, FADM, Cert. Pros. Russell Giordano, DMD, DMSc, FADM, Cert. Pros. Russell Giordano, DMD, DMSc, FADM, Cert. Pros. is an Assistant Professor and Director of Biomaterials in the Department of Restorative Dentistry/Biomaterials at the Boston University Goldman School of Dental Medicine. He received specialty training in prosthodontics at the Harvard School of Dental Medicine and performed research at the Ceramics Processing Research Laboratory at MIT leading to a DMSc degree in 1991 and a Certificate in Prosthodontics. Dr. Giordano is a Fellow of the Academy of Dental Materials and has been actively involved in ceramic materials development and CAD/CAM systems at MIT, Harvard and Boston University.

Norman Strate Norman Strate Norman Strate is currently President and on the advisory board of TBS Technologies. He is also CEO of Trenergi. Mr. Strate graduated from Lehigh University in 1962 with a B.S. degree in Accounting. In 1965, he received an L.L.B. from the University of Pennsylvania School of Law and is a member of the bar in Pennsylvania and in the District of Columbia. He also served as an officer in the U.S. Army. He serves as a member of the Board of Directors of the National Dentex Corporation and also served as Vice Chairman of the Board of Fellows at the Harvard School of Dental Medicine. He has served on the Board of Directors for ten years of the Gies Foundation of the American Dental Education Association and on the Lehigh University Alumni board and as co-chair of the Kroc Committee for The Salvation Army. He and his wife teach at the Lee Iaccoca Institute of Lehigh University.

Judy Fishman Judy Fishman Judy Fishman is president and founder of LMT Communications, Inc., publisher of LMT, the dental laboratory community’s leading business magazine and sponsor of LMT LAB DAY. Founded in 1984, the company is known for its innovative research and survey reports, as well as its ability to assess the needs of the market to provide practical, easy-to-implement business strategies for its decision-making readership. A native New Yorker living in Connecticut for the last 27 years, Judy emphasizes that it is the team effort of her talented, dedicated, creative and well-versed staff that enables the company to generate its reputation for excellence.

Bernie Jaroslow, CDT Bernie Jaroslow, CDT Bernie Jaroslow, CDT has over 40 years of experience in the dental laboratory industry. He started his career in a Northeastern family-owned full-service dental laboratory, got his degree in dental technology, and then went on to become the Director of Education of two large porcelain and alloy companies for several years. Bernie later became the Director of Marketing of another large dental product manufacturer. Most recently, Bernie moved to California where he was hired as the Senior Product Marketing Manager for Vident. His main product groups include Vita porcelains and equipment.

Rick Sonntag, RDT Rick Sonntag, RDT Rick Sonntag, RDT is owner of 4Points Dental Designs, and previously worked as an in-house ceramist at the International Center for Complete Dentistry. With 20 years of experience in Canada, Germany and the US, Rick has studied under many world-class clinicians. He is an Adjunct Faculty Member at The Dawson Academy, a sustaining member of the Academy of Cosmetic Dentistry and has received a certificate in Dental Laboratory Management from NADL.

Arlo King, CDTArlo King, CDTArlo King, CDT, DENTSPLY Prosthetic’s Director of Education and Technical Services for Fixed Prosthodontics, joined Ceramco after 20 years experience in dental laboratory education with the U.S. Air Force. He has designed and written numerous advanced dental laboratory training courses, and also taught a prosthodontics postgraduate course for six years. Arlo’s experience includes a position with the U.S.A.F. Dental Investigation Service. He has been a contributor to many dental articles and is certified with the National Board of Certification in both dental ceramics and crown and bridge.

George W. Tysowsky, DDS, MPH George W. Tysowsky, DDS, MPH George W. Tysowsky, DDS, MPH serves as Vice President of Technology for Ivoclar Vivadent, Inc. In this capacity, Dr. Tysowsky is responsible for Research & Development activities for all North American operations. He also serves as a Clinical Assistant Professor at the State University of New York at Buffalo, School of Dental Medicine, and is a Fellow of the American College of Dentistry. Dr. Tysowsky earned a DDS degree from the University of Minnesota, School of Dentistry, and a Masters of Public Health from Minnesota’s School of Public Health.

David Lesh, CDT David Lesh, CDT David Lesh, CDT started Dale Dental in 2000 as a high-tech center-of-excellence focused on providing understructures exclusively to dental labs. David, a member of the Cal-Lab Board, has an in-depth knowledge of the latest manufacturing technologies in dentistry as well as the dental marketplace. David’s past experience includes technical and managerial capacities in various labs, as well as marketing consultation to other industries. David resides in Dallas, Texas with his wife and three children.

Paul Cascone Paul Cascone Paul Cascone is the Senior Vice-President of The Argen Corporation where he is responsible for research, quality control, technical services, assay & refining and manufacturing. He received his Bachelor’s in Engineering in Metallurgical Engineering from New York University, and was also educated at Rutgers University and Harvard Business School. Paul, developer of over 20 alloys, had over twenty years of product development experience with JF Jelenko and is now also a research engineer for a national consulting firm which specializes in developing solutions utilizing powder metallurgy.



3M Digital Oral Care 3 Shape A/S

Advanstar Dental Media ‐ Dental Lab Products Astra Tech BEGO USA

Biomet 3i, LLC Brasseler USA

BTI Laser Cadent iTero

Captek Dale Dental

DENTSPLY Prosthetics Diadem Digital Solutions, LLC

GC America, Inc. GLS Dental

Heraeus Kulzer, Inc. inventrix

Ivoclar Vivadent, Inc. Jenmar International

Jensen Dental Lincoln Dental Supply

Marathon Processing Systems Microstar Dental Myerson, LLC Nevin Labs

Nobel Biocare PREAT Corporation

Rhein83 USA, Inc. SafeLink Consulting, Inc.

Sebrite Agency SensAble Technologies, Inc. Shofu Dental Corporation Sirona Dental Systems, LLC

Sterngold The Argen Corporation

TravelFlo Group Vident

Whip Mix Corporation Wieland Dental Systems

Zahn Dental

Biogenic (BTI Laser) 10% discount on all laser courses in Utica, NY

Year-Round

GLS Dental 5% discount

During Meeting Only

inventrix 15% discount on software

During Meeting Only

Marathon Processing Systems Cal-Lab Group Rate - MasterCard & Visa savings program;

Members save 20-40% in credit card processing fees Year-Round

Myerson LLC

10% off FlexPress & Hot Shot Elite During Meeting Only

Nevin Labs

25% discount from suggested retail prices Year-Round

Rhein83 USA, Inc.

10% discount From Feb. 25 through Dec. 31, 2010

Wieland Dental Systems On a negotiated basis

Year-Round

Dr. David Garber Dr. Gui Cabral

GC America, Inc. invites all Cal-Lab members to attend the last presentation of

Edu-Tech Day as their guests. Following a 45 minute break at the conclusion of the Cal-Lab program,

GC will kick off their finale in the Wellington Ballroom!

Listed below are companies that have notified us that they extend discounts specifically to Cal-Lab Group members.

Make the most of your membership by taking advantage of these offers!

How is this affecting business strategies and your bottom line?


Am I required to “register” since I get up to two (2) complimentary registrations? Yes. We will only register those labs that actually submit the registration form with attendee names listed. The costs for attendance

are very expensive and will be guaranteed only for those pre‐registering by February 11, 2010. Per the board of directors, name badges are required for admission to the general sessions, lunch and exhibits.

Who can be included in my complimentary registration? Up to 2 people per lab may attend as a membership benefit and must be owners, employees, spouses and/or paid consultants. Additional qualifying persons may attend for an additional fee of $150 per person for the 2010 meeting.

How many guests / potential members may my lab register? Several years ago, Cal‐Lab members could invite a laboratory owner that was not a member as their guest for one meeting. This policy has been DISCONTINUED. The Cal‐Lab meeting is exclusively for Cal‐Lab Group members.

What is the value of pre‐registration vs. on site registration? In addition to reducing the amount of time waiting for on site materials to be prepared, meals may not be available when registering on site.

• An annual meeting provided exclusively for

Cal‐Lab members featuring cutting edge

technologies, products and industry trends

• Up to two (2) complimentary annual meeting

registrations per year

• Website & newsletter featuring news and

meeting information

• Industry discounts available from some of our

exhibitors

Closed Forum held during the annual meeting

Benefits

My lab/company has multiple locations. Is a separate membership required for each location?

Yes. Cal‐Lab recognizes the “doorknob policy” which means that each location must have a separate membership.

Am I paying “dues” OR “attendance fees”?

Dues are just that...dues. Dues are based on a calendar year, January 1 through December 31. Up to two complimentary registrations is a membership benefit.

What if I cannot attend the annual meeting ‐

do I still need to pay my dues?

Yes. Dues are fees that are paid to be a part of the Cal‐Lab Group all year long. Dues are also contractual and continue to accrue until cancelled in writing by the member. Attending the annual meeting is a membership benefit.

What if my membership has lapsed for

less than one year?

Membership benefits are terminated on January 1. If you did not cancel your membership in writing, unpaid dues remain on your account for a full year. To reinstate your membership, outstanding balances must be paid.

What if my membership has lapsed for more than one year?

Dues are payable on a calendar year basis. If membership lapses for over one year, there is a $200 fee to reinstate/reactivate your membership.

Now that I’m a member, when will I be billed for dues? Dues are invoiced in late November or early December and are payable by December 31.

I have a friend that would like to join Cal‐Lab Group. Is a membership application available?

Yes. A membership application is available on our website www.cal‐lab.org or you may call the Cal‐Lab Group office (336‐835‐9251) for an application to be faxed, emailed or mailed.

FAQs

Making Reservations

You can make reservations from our website, www.cal‐lab.org. Click on “Annual Meeting” and then on “The Westin Hotel” to be directed to the hotel’s reservation page designated for our group. If you prefer, you may enter the following web address into your browser to be directed to the same page.

http://www.starwoodmeeting.com/StarGroupsWeb/booking/reservation?id=0906099326&key=DEF22 To make reservations by phone, please call 888‐627‐8385. Group Code: Cal‐Labs Room Rate: $180 single/double per night If you have already booked your room outside our room block, you can convert your reservation to the Cal‐Lab block and probably save some money. Remember to make room block adjustments ASAP to free up rooms for other members. This also helps to avoid attrition charges.

***Cut***Cut***Cut‐‐‐off date for making hotel reservations is February 2, 2010.***off date for making hotel reservations is February 2, 2010.***off date for making hotel reservations is February 2, 2010.*** In alignment with all Westin Hotels, the Westin Michigan Avenue is a smoke-free hotel. The hotel will post a $350 cleaning fee to the account of any hotel guest who smokes in their hotel room.

(Required)

ALL PAYMENTS MUST BE MADE IN US DOLLARS. FOR WIRE TRANSFERS, CONTACT THE CAL-LAB OFFICE - ACCOUNT INFORMATION HAS RECENTLY CHANGED.

(Required)

PAYMENT METHOD: Check (payable to Cal-Lab Group, Inc.) VISA MasterCard AmEx Amount Authorized $______________ Card Number:____________________________________________________________________________________ Exp. Date:____________________

Card Holder Name:_______________________________________________Signature:_____________________________________________________

CC Statement Address:_________________________________________________________________________________________________________

Statement Zip/Postal Code:_____________________Country:____________________

If using Visa or MasterCard, please enter three digit number from back of card (usually in signature block, following credit card number) ______________

If using AmEx, please enter 4 digit number from front of card (located above credit card number):______________

LABORATORY/COMPANY:___________________________________________________________________________________ CDL? YES NO

ADDRESS:___________________________________________________________________________________________________________________

CITY:__________________________________________________ STATE/PROVINCE:___________ ZIP/POSTAL CODE: ____________COUNTRY:___________ PHONE:_____________________________________FAX:______________________________ EMAIL:________________________________________ COMPLIMENTARY REGISTRATIONS:

Per Cal-Lab Group policy, up to two (2) qualifying attendees per MEMBER LAB may receive complimentary registrations as part of your membership benefit. Qualifying attendees include owners, employees, spouses, and/or paid consultants.

NAME:____________________________________CDT/RG/DMD/DDS/Other:_________ #:_____________ NICKNAME:____________ THURS. LUNCH? YES NO (Circle applicable suffix)


SUGGESTED TOPIC(S) FOR CLOSED FORUM: _________________________________________________________________________

ADDITIONAL ATTENDEES @ $150 PER PERSON:

Additional qualifying attendees from MEMBER LABS may register at a cost of $150 per person. Qualifying attendees include owners, employees, spouses, and/or paid consultants. Non-member guests are NOT permitted.




CalCal--Lab Group 84th Annual Meeting Lab Group 84th Annual Meeting February 25 February 25--26, 201026, 2010

REGISTRATIONS WILL BE PROCESSED UPON RECEIPT OF 2010 DUES. FOR YOUR CONVENIENCE, YOU MAY PREPAY YOUR 2010 DUES (JANUARY 1 - DECEMBER 31, 2010) WITH YOUR REGISTRATION.

$____________ $__________ +

TOTAL = $__________

Additional Attendees @ $150 per person

2010 Cal-Lab Dues @ $400

Mail or FaxMail or Fax registration to: registration to: Cal-Lab Group, Inc. PO Box 206 Elkin, NC 28621 Phone: 336-835-9251 Fax: 336-835-9243

Email: [email protected] Website: www.cal-lab.org

Early Registration Deadline: Receive by 2/11/10Early Registration Deadline: Receive by 2/11/10 NO SHOW = NO REFUND NO SHOW = NO REFUND Cancellations for additional attendees RECEIVED in writing prior to February 11, 2010 may receive refund after show less a $25 processing fee each.

No refunds after February 11, 2010. Dues may not be refunded and unused complimentary registrations have no cash value. Cal-Lab Group, Inc. assumes no responsibility other than refunding registration fees paid if the program is cancelled due to any reason that is out of the control of the sponsor.

By registering for this meeting, I understand that my contact information may be provided to the participating exhibitors and that my photo could be used in highlights and/or promotional materials. Requests for reasonable accommodations as provided by the ADA, must be received in writing in the Cal-Lab Group office by January 15, 2010.

“By far the largest venue for dental lab ‘owners’ for

networking opportunities.” Daniela Hendrickson, CDT Northwest Ceramics, Inc.

“Another good meeting this year. Very well organized, many positive

changes. Worth going!” Chris Pow, B. Sc.

Pow Laboratories, Inc.

et’s be honest. None of us were thrilled as we watched 2008’s

dreary economy spill into 2009. “Business as usual” took on a

completely different meaning as we honed our abilities as

technicians, lab owners, and the like, all the while employing

creative strategies to stay on top of our game and in the black. It’s

been a challenge for many of us and, more than once, we’ve had to

make smart use of technical skills, as well as survival skills.

It’s easy to become bogged down as we survey the

difficulties of the last two years. However, in order to prosper, we

cannot dwell on the losses and failures from the past. We must

learn lessons, not only from our own experience, but also from the

guidance of industry leaders and apply them to our daily business

routines. To receive business and technical feedback from the

industry’s leaders, look no further than the Cal‐Lab Annual Meeting.

Here, you will find experienced and informed speakers, a network of

dental laboratory peers and the “newest advances in dental

laboratory technology. From the interactive Closed Forum, to the

Materials Panel featuring representatives from six major

manufacturers, to an informative State of the Industry presentation,

there is definitely something for everyone. Quite simply, there is no

better way to “Stay in the Loop” than by attending the 2010 Cal‐Lab

Meeting.

On behalf of the Cal‐Lab Group Board of Directors,

I wish you a safe, happy and healthy holiday season. We look

forward to seeing you in February in Chicago as we explore all that

the new year has to offer our industry.

Gerry Mariacher, CDT Cal‐Lab Group Chair

Documents

Cal-Lab Newsletter - December 2009