Outsource

The following article appeared in the March 2000 issue of Lab Management Today:

Thinking of sending work to another laboratory?  Here's how to get started   

Outsourcing can be an invaluable tool for building your business and showing your clients you're staying on the cutting edge, even if the price of new technology is out of your ballpark.  If you've decided to get involved with a new restorative system by using the services of another laboratory, here are some areas to consider:

 How do you choose a laboratory?  

It's easy to do a test case with a laboratory who has been recommended or whose ad catches your eye, but you might want to delve a little further into the laboratory's business philosophy before you begin an ongoing relationship.  "When you subcontract, you're basically making that other laboratory an extension of your own business.  Therefore, you have to apply the same criteria to laboratories as dentists would apply to you," says Rudy Agullo of Denticon International, based in Sonora, Mexico, which receives 60% of it's workload from other laboratories.  "Are they dependable? Are the ethical?  Your business is going to suffer if the product doesn't show up or it's not the quality you expect."  

Find out what you can about the laboratory's reputation, and ask for references of other technicians who have been sending work.  Your initial interactions with the laboratory can also be telling; when you first call to inquire about there services, do they discuss what materials you'll need to finish the case, firing tempretures, prep design, etc.?  "While this is information you can also get from the system manufacturer, the lab's ability and willingness to spend time dicscussing these things can tell you what kind of lab you're dealing with," says Joe Jennings, CDT, director of sales and marketing of Ottawa Dental Laboratory, Ottawa, Illinois. 'It's important to work with a lab that can communicate and wants to support you."  

How much should you charge your dentist-clients?  

You should factor in the cost of the subcontracting service, your time in finishing the case, and any materials you use to make sure you remain profitable.  Also consider the market trend and look around to see what the units are selling for nationally; keep in mind that in many cases these are high-end restorations that should be priced accordingly.  

When do you start marketing the product to dentist-clients?  

Start by working with a few select clients who have either requested the new restoration or have generally shown interest in technology advances.  Market to your other accounts only once you're assured of the quality and the dependability of the laboratory doing the work and confident that you have the necessary system in place at your end to complete the case at your quality standards.  

Do you tell your clients?  

Traditionally, laboratories have been apprehensive about letting clients know that they are sending work to another laboratory.  However, most laboratories recommend being upfront saying that if you habe a good rapport with your clients, chances are ther will not be any repercussions as long as they are getting good results.  This is especially true when you're only outsourcing the substructure.  "You don't want to mislead your clients; simply explain that you are still in control of the case and discuss the portion of the outsourcing is doing,"  advises David Lesh, president of Dale Dental, Richardson, Texas.  

Is your quality control system in check?  

It's up to you to be sure that the case you outsource to another laboratory follows specifications and is of an acceptable quality.  Not having a high enough standard when inspecting cases results in lost time and frustration both ends.  "If the original laboratory sends an impression or model work on to the other laboratory that is less than acceptable, the relationship is damaged tight from the start," says Richard Pavlak, owner of Porcelain-Plus in Cranford, New Jersey.

It appeared in the March 2000 issue of LMT, 
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