M.A.R.S Bio-Med has always believed that educating and informing is always better than selling. For this reason, M.A.R.S has always provided dental professionals across North America with facts, figures, and the right information they need to make an informed decision on their compliance. Both M.A.R.S and our Trusted Distributors believe in allowing our clients and members of our Family of Environmentally Friendly Dental Practices the opportunity to make your own conclusions on what is right for your practice.
It is unfortunate the business practices that M.A.R.S upholds does not reflect the entire industry’s view on business ethics. We are not putting ourselves on a pedestal of any kind, thinking we are higher than anyone else. There are plenty of other ethical companies using ethical practices to sell their products to the dental industry. Sadly, there are a few companies that choose to use high-pressure sales tactics and creative marketing strategies to lure dentists into a sale.
With the new EPA regulation looming over the entire US dental industry, there seems to be an increase in the practices of high-pressure sales. One tactic commonly used by some amalgam separator manufacturers are “show specials” that require immediate commitment.
A Show Special vs. a “Show Special”
M.A.R.S and our Trusted Distributors choose to provide adequate time for show specials, which allows dental professionals to make their informed decisions. Please keep in mind we are not saying all show specials are unethical, or if there’s a time restriction, it doesn’t necessarily mean you shouldn’t take advantage of the deal. What we are saying is allow yourself to step away for even a moment to consider what is being offered to you before signing on the dotted line.
Using the amalgam separator industry as an example, if signing for a show special you may want to consider asking some of the following questions regarding your compliance and the maintenance of the system you are considering.
1. What is the expected service life of your system? Are there any guarantees of a promised service life?
2. What are the expected costs involved in this system? Is there some kind of guarantee for this price?
3. Is there any EPA required maintenance or inspections of this system? If yes, what am I expected to do?
4. Is there some sort of guarantee of compliance for any current or future regulations local or federal? Does that guarantee come in writing?
For the question above the answers, you were looking for should be the following respectively;
1. Depending on the size of your practice, there should be a guaranteed service life provided to you in writing. For example, the M.A.R.S LibertyBOSS has a guaranteed service life of three years for a 1 to 3 chair practice, two years for a 4 to 9 chair practice, and one year for a 10 to 16 chair practice.
2. Most manufacturers have a fairly accurate expectation of service life and should be able to provide to you when requested. Based on that expected service life, they should be able to provide you with some kind of guarantee of cost. For example, in the United States, the LibertyBOSS is $1174, for three chair practice, the LibertyBOSS has a guaranteed service life of three years. If you amortize the cost of the LibertyBOSS over the three years, you are paying roughly $391 per year.
3. A manufacturer should provide you with any maintenance or inspections required with their system upfront. If you feel that they may not be providing you with all the information, you can simply Google their user manual to review. In EPA Regulation, any maintenance or inspections required in the user manual of the amalgam separator is required to be followed and logged by the dental practice. A user manual can be anywhere from 1 to 16 pages long with headings outlining the inspection required. Some of the manufacturers even provide an inspection log sheet in their user manual for their weekly or monthly inspections.
4. If you are being sold a compliance item should it not come with some sort of guarantee of compliance? The M.A.R.S LibertyBOSS comes with a written guarantee to keep your office compliant with any current or future regulations. This written guarantee can be found on the M.A.R.S website ( www.marsbiomed.com).
Look for Deals with Value
Once again M.A.R.S is not trying to discourage you from looking for deals during conferences, because they’re always great specials out there to take advantage. What we are encouraging you to do is not to sign on the spot. No show special requires you to sign right then and there as you are talking to the manufacturer. Most dental conferences last 2 to 3 days, ask your questions and when you have a moment do some research on your phone, just to be sure you are making the right decision for your dental practice.
We hope the short blog has helped raise your awareness and increased your ability for hunting down the true valuable show special.