Mark Jackson
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Report from Wall Street on the state of the dental industry. Glidewell is handing a beating to the pubically traded companies:
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Based on our research, increasing traffic at the practice level and better case acceptance is translating into stronger dental laboratory growth rates year-over-year. In addition, our research indicates the market continues to
shift towards full contour zirconium products like BruxZir (Glidewell) and, to a lesser extent, other brands.
These solid zirconia crowns are gaining significant market share at the expense of other industry participants due to cost (30-45% less expensive) and durability. Our contacts indicate 3M has begun selling its new full contour monolithic zirconia product but that it is priced higher and will not offer any significant advantages over the BruxZir product.
Separately, our research indicates that Glidewell Laboratories has introduced an Inclusive certified laboratories program, which gives dentists using Inclusive custom implant abutments or CAD/CAM bars and frameworks a
nationwide selection of labs from which to choose. Developed by Glidewell, Inclusive custom abutments come in titanium or zirconia and are compatible with nine of the most popular dental implant brands, including NOBNSWX,
STMN-SWX, and Astra Tech (XRAY).
The certified labs program currently consists of 32 labs in 15 states and each lab guarantees the quality and value pricing of the precision-milled implant components. We view this new program as further indication that dentists and specialists are moving away from stock abutments to custom abutments and will provide additional revenue streams for certified labs.
In addition to the certified laboratories program, our research uncovered that Glidewell announced the release of its in-lab BruxZir Milling System for the milling of BruxZir Solid Zirconia. The BruxZir Mill is custom built at the lab’s
California facilities and currently has an approximate order lead time of 10 weeks. Based on our previous research, Dental Supplies & Equipment Page 11 July 26, 2011 BruxZir has been successful in taking share from XRAY’s lab business and we expect this to continue with the introduction of Glidewell’s new milling unit.
+++++
Based on our research, increasing traffic at the practice level and better case acceptance is translating into stronger dental laboratory growth rates year-over-year. In addition, our research indicates the market continues to
shift towards full contour zirconium products like BruxZir (Glidewell) and, to a lesser extent, other brands.
These solid zirconia crowns are gaining significant market share at the expense of other industry participants due to cost (30-45% less expensive) and durability. Our contacts indicate 3M has begun selling its new full contour monolithic zirconia product but that it is priced higher and will not offer any significant advantages over the BruxZir product.
Separately, our research indicates that Glidewell Laboratories has introduced an Inclusive certified laboratories program, which gives dentists using Inclusive custom implant abutments or CAD/CAM bars and frameworks a
nationwide selection of labs from which to choose. Developed by Glidewell, Inclusive custom abutments come in titanium or zirconia and are compatible with nine of the most popular dental implant brands, including NOBNSWX,
STMN-SWX, and Astra Tech (XRAY).
The certified labs program currently consists of 32 labs in 15 states and each lab guarantees the quality and value pricing of the precision-milled implant components. We view this new program as further indication that dentists and specialists are moving away from stock abutments to custom abutments and will provide additional revenue streams for certified labs.
In addition to the certified laboratories program, our research uncovered that Glidewell announced the release of its in-lab BruxZir Milling System for the milling of BruxZir Solid Zirconia. The BruxZir Mill is custom built at the lab’s
California facilities and currently has an approximate order lead time of 10 weeks. Based on our previous research, Dental Supplies & Equipment Page 11 July 26, 2011 BruxZir has been successful in taking share from XRAY’s lab business and we expect this to continue with the introduction of Glidewell’s new milling unit.
