Last Install of the Year! Happy Holiday's

Just did a one day trip to partially install a CBCT unit.  Everybody wants their equipment before the end of the year and this was no excception.  However this case the Financing Company would not make the payment unless they had a representative come out and inspect that the unit was delivered and it powered up.  This forced us to do a 1 day trip to receive delivery of the unit and partially assemble it to a stage were power can be turned on!  Very interesting and this is the first time that I have personally had to rush and do this.  I basically dropped everything to rush out to Virginia to assemble.  We will be back in January to finish installation and to do all the training.

Another Tomo/Pan Installation with Training

Sold, Installed, and Trained on yet another Tomo/Pan machine.  I had to take apart a previous pan-only unit which weighed a ton!  Got the new unit in and completely trained.  I had 8 staff to train which takes quite a bit of patience.  I prefer to only train 3 to 4 staff and the Doc of course.  The radiographic interpretation went well as the Doc was fully versed and the staff knew their anatomy.

Imaging Sciences International (I-Cat) response to New York Times Article

Please review the I-Cat's manufacturer response to the New York Times Article below:

http://cbctradiationworries.blogspot.com/

Getting the Doc Involved in the Training!

I have come to the realization, over the years, that it is imperative to get the Doc involved in Trainings.  When you get them involved and doing; there is an extremely less-amount of  follow up work, especially when it come to Radiographic Interpretation.

Due to the practice divide between the staff and the Doc (or Docs), alot of important information does not get relayed, that affects the Doc and his interpretation of the images.  The Doc also needs to know how the equipment functions and how patients are setup in the equipment so he can pinpoint issues when looking at the images.

The worst trainings, in regards to follow up and constant phoned-in questions, are ones were the Doc did not think that they needed to be present and or were not able too!

Back on the Road! Field Sales is rewarding but its time away from Home!

Another Installation and Training this Week...

Another Installation and Training this Week. The space is ready to go. Things are really rolling for the end of the year.  We are so busy at the moment which is a great thing and not a complaint.  This usually happens in our industry but it is especially in force this year.  Everybody wants their equipment they have been holding off on and making escuses not to purchase Now!!!   Of course!

NY Times article Rebuttal from Mr Dick Greenan and Imaging Systems Inc.

Click on link below for Rebuttal

http://cbctradiationworries.blogspot.com/

In-Office Sales...Driving around the Southeast

I have been driving around the southeast the last 2 days visiting prospective clients.  In office sales can be quite a rise and fall as the business environments affects your prospective clients more than if you were meeting them in a neutral environment (hotels, conference centers, restaurants, etc…).  They are more at home so to speak and their true colors come out and shine…(Politically correct way of saying it). Below are some useful tips that I use when meeting a client in their prospective environments.

Tips for selling your Services and Products in-office:

1.      In advance of the meeting, learn everything you can about the client

2.      Learn what the most pressing issues are for the client

3.      Get a handle on work your business is doing for similarly situated clients in all areas

4.      Once at clients, ask questions about their business, its goals and the target's

5.      To the extent you can, offer free advice or cost-saving tips at this initial discussion

6.      Demonstrate how you have helped other clients facing the same issues

7.      State that you would very much like to help

8.      Make the client feel like his or her case would be the highest priority on your desk.

9.      Discuss and give examples of "value-added" services your business can provide

Advantages to Networking

I have to comment on the advantages to any field sales rep, that networking can have.  In my industry we have customers that want equipment but need to get rid of older equipment (see pic) and usually need to sell it for a certain price as they still owe on it.  I personally have begun a program to network with all the liquidation/used equipment dealers so that I can sell the machine out from under the customer and bring in his new stuff, MY SALE...If you can’t get rid of previous equipment it can be a most serious hang-up for the new sale!!! Ask me how I know!!!

"Yours Truly" lecturing on Radiology of the TMJ...

I gave an hour lecture on radiology for TMJ today.  It went very well and had alot of interaction with the attendees, they are a lively group.  Had a ton of questions afterwards so they were paying attention.  One of the attendees took these pics to my surprise and then emailed them.  Now you can see the action that took place..
I was surprised at the fact that this course had very little in the way of Cone Beam CT incorporated into it.  I feel that the Coronal view of the TMJ in CBCT is a new area of clinical viewing.  It shows true condyle to fossa relationship but nobody else seems to be clue in on this!

Out of the office and in the "Sales Field" this week!!!!

In Vegas this week, work only of course!  Quite chilly here this morning.  Oh yeah, If you fly Delta out of Atlanta on a Monday forget about an upgrade.  I was 32 out 68 with 1 seat left!  Ouch! 

Cone Beam CT for the evaluation of the TMJ from a frontal/coronal aspect...

I am off this week to attend (with my sales hat on) and lecture on Radiology for a TMD course.  I have put in a few extra slides for the lecture on the the frontal/coronal aspect of the TMJ, from CT.  With previous 2D tomography we have not been able to look at Condyle Fossa relationship from the frontal/coronal aspect.  With 3D tomography (aka CT) we can now see this relationship. 

 

Now this is a Dental Office....!

Was in South Georgia and stopped by an office and Wow...What a beautifull office....Most of my dental clients actually have hole-in-the-wall places but not these guys...

Sales at an Ortho Course this weekend!

I am working an Ortho for general dentist this weekend.  I am really noticing the amount of attention that offices pay on price.  Cost has really been the major factor lately in the purchase of major xray equipment.  It has always been a factor but now that office that wants the Mercedes Benz of xray equipment do not buy it but buy the Toyota Carolla version. 

Sinus Lift in CT with soft tissue!

Here is an image of a sinus lift/tent that we viewed with the Anatomage Invivo 5.0 clinical viewing software.  You can see the implant but look above it and you can see the membrane on the floor of the maxillary sinus and see that it has been pushed up and has a dome shape to it.  Very interesting view but I am still debating whether this has any clinical significance.

First Class Milk on Delta!!! Disaster!!

I have to comment on a First Class flight I had on Delta...

I was served a very nice breakfast with cereal and fruit and the whole 9 yards.  However I thought that the container of milk was inappropriate for flying.  If you will note from the picture the container was tall with a very narrow uneven base.  There is no way you could use all the milk in the container on your cereal so there was going to have some left in it after application.  The container with the left over milk was extremely top-heavy and very awkward on a small aircraft table.  I did my best not to topple it over and almost did twice.

The funny bit was that after the entire first class was served I kept hearing swear words and then the Flight Attendant call button going off on at least half the first class participants.  Our flight attendant ran back and forth, to and from the galley getting napkins soaking up spilt milk.  One poor gentleman had beige slacks and had to tie his jacket around his waist, in front, when he got off because his milk completely went in his lap.

Now, Accidents do happen but this type of milk container should never be used on aircraft as it is just a disaster waiting to happen.  Somebody dropped the ball on this!

I am going to invite Delta to reply to this!

Another Complex Motion Sale, Installation, and Training with Radiographic Interpretations

This particular Client wanted a CBCT scanner but could not justify the cost.  In this case my company had an alternative and he immedialty purchased it.  Amazing what happens in the sales process when you have options for your Customers!

After the Sale....Installation and the Training

Off to Albuquerque!


              

Another Tomograph/Panoramic Sale, Installation, and Training

Well on the Road again to Santa Fe, NM for an Installation and Training on a Tomographic/Panoramic machine that I sold from the AACP meeting this year in Salt Lake City.
This sale actually comes from a customer who wanted an Cone Beam Computerized Tomography Machine but his practice and its volume just could not support the cost of it (at the moment).

I was able to hang on to the sale and downgrade him to a more affordable machine that still got him the clinical views that he needed to do Cranio/TMJ treatment for his patients.

AACP for Lecturing! My lecturing career is doing well!

I just got a check in the mail from the AACP (American Academy of Cranio-Phacial Pain) for the half day "Advanced TMJ Radiology" lecture that I gave.

In the past lecturing money has always gone toward booth space for sales but this time they paid me directly.

It feels good to get a check with your name on it from such a prestigious academy for doing a lecture.

My lecturing career is really moving now!

My New Gucci Glasses....

My New Gucci Glasses so That I can look cool....Oh yeah and Actually see the Powerpoint slides when I give a lecture....

I know your not suppose to read off the slides but I can barely see them without glasses..

Sales and Lecture in Implants

The Implant course that I attended was a good course but it could have been better...The course attendees could have definatly had more excitement.  My lecture went very well from a educational standpoitn but did not generate alot of buying questions.

I will be reviewing what went on and possibly what can be changed for the future...

Implant Course!

Doing CBCT scans and giving a CBCT 1 hour lecture for Beginning Implant Course..

Sales at LVI

I am out in Vegas at the Las Vegas Institute with my Sales hat on....I am working with a Orthodontics course for a couple of days making sure that all there course attendees got their radiographic needs met...mainly cephalometrics.

Newtom VGi Installation and Training with Radiographic Interpretation

I did a Newtom VGi Installation and Training with Radiographic Interpretation in North Carolina this past week...The VGi is working well in their office environment and i think they will have no problems with its implimintation into their Clinical protocols...

Mobile CBCT Installation and Mobile Training

This has been a long process and it took me about 2 weeks to get the Newtom VGi Flex Installed in the van, get it to the customers location and have them fully up and running/trained; but it was well worth it..They are the most professional and well trained as any mobileCBCT in their area...They should have great success...

Great Book!

Sold, Installed, and Trained...Dental Tomograph Machine in Canada

Sold a panorex CMT with Cephalostat in Calgary...What a great office and staff....Calgary is Beautifull and had the chance to stay in Banff as well.