October 2007
Volume 3, Issue 9

Darby Dental Supply, LLC

Jericho, New York

Interviewee:
Gary Rosenberg, President

Question no. 1
Inside Dentistry (ID): The dental industry and the oral healthcare arena have been changing rapidly within the past 5 to 10 years. What do you see as the most significant of those changes?

Gary Rosenberg (GR): I think the advancements in technology and materials that have been introduced in non-healthcare markets have really begun to infiltrate this industry - for the betterment of dentistry and oral healthcare as a whole. The role of dental professionals in the lives of their patients is also evolving. As the link between oral and systemic health becomes more evident, the dental professional becomes that much more important as a primary healthcare provider, not just an oral healthcare provider.

Question no. 2
ID: In what ways - both internally and in dealing with the broader oral healthcare marketplace - has your company responded to these changes?

GR: As a dental supply company, our goal has always been to provide dental professionals with the products they require to deliver the highest level of care possible. In addition to our buyers’ intimate knowledge of the marketplace, we also have excellent relationships with the manufac-turers that bring us the latest products, which means that our offerings are always on the cutting edge. We are a reliable, valuable resource to the dental professional, providing quality products, up-to-date information, and improved efficiency.

With the changes that have been taking place over the last several years, it has become much more important for suppliers to be fully integrated into the dental market, not just serving as a dental “store” for the professional. To deliver that level of service, Darby Group Companies made a strategic decision last year to part ways with three of our other divisions - a move that has allowed us to refocus our resources and energies on building Darby Dental Supply into far more than just a supplier.

We also experienced significant growth this past year as we welcomed more than 50 new employees to Darby after our acquisition of the telesales division of Becker-Parkin Dental Supply Company, Inc (New York, NY). Not only did this strategic acquisition allow us to open two new call centers to better serve our customers, but it also helps to maintain our “one customer at a time” philosophy.

Question no. 3
ID: What do you see as your biggest responsibility to the marketplace, and why does your choice rank as your No. 1 priority?

GR: Our biggest responsibility is to continually meet the needs of the dental professional by constantly adjusting to the ever-changing oral-care environment. It is keeping up with the advancements in products and technology and how they are incorporated into the day-to-day requirements of the dental office to either improve upon existing procedures, or to help the practice advance to the next level of patient care. Our priority is to assist in the improvement of care across the entire oral healthcare arena.

By providing quick, affordable access to the top-quality products and materials dental professionals use, we enable offices to function more efficiently and with better results, which benefit the dentist, staff, and patients alike. As Darby Dental Supply moves forward, we will be expanding on the value we currently offer to the market through supplies and customer service by offering new, valuable tools that can be used by the entire dental staff to better their practice and better themselves professionally.

Question no. 4
ID: What product categories - whether preventive, operative, auxiliary, diagnostics, etc - do you feel are most in need of innovation based on what is currently available?

GR: As a whole, dental manufacturers have been very proactive in terms of adjusting their product lines, or developing new ones, to meet the evolving needs of the dental professional. Whether it is a more ergonomic handpiece to reduce strain and fatigue, a higher-quality bur for faster procedures and thus less chairtime, or a better-tasting prophy paste to improve the patient experience, manufacturers are looking for ways to improve oral care across the board.

Question no. 5
ID: What do you see as the best approach to the research, development, testing, and ultimate delivery to the market of such needed advancements?

GR: Manufacturers need to listen to, and really anticipate, the needs of the dental professional. Our telesales representatives have so much contact with the dental offices that we actually gain a great deal of insight into the needs of our customers. If our vendor partners do not currently offer something that will meet those needs, we will actually present what we have found in our interactions with the profession in the hope that it will provide a basis for product adjustment or new product development.

Beyond that, the dental professional needs to be exposed to and educated on the various product and treatment options as they are introduced to the market. Information is really the key to it all. The better educated they are, the better decisions they can make on patient treatment plans and the products associated with those plans.

Darby is doing what we can to assist in this by not only providing information on products, but also featuring tips and advice from some of the top thought leaders in the dental arena as part of our quarterly Dentalog™, which is a combination of our product catalog, quarterly specials, and information to improve operations in and around the dental office.

Question no. 6
ID: With the saturation of competitive options in many product categories, what advice can you give to dentists when selecting products for clinical use?

GR: For many of the items used in the dental office, you can experiment with different products within a category until you find the one or two best suited for your needs. However, this is often a trial-and-error approach. Our sales representatives are always available to answer any questions and provide additional product information so the professional can make a well-educated decision before making a purchase and using a product on a patient.

I would also suggest looking to other dental professionals for heir opinions, whether at study clubs, regional dental meetings, or in the trade publications. Wherever you get your information or recommendation, keep in mind a few key criteria - efficacy, value, and comfort. How well does it work? Is the cost equivalent to the performance? How comfortable are you and your staff with using the product?

When dental professionals have determined their needs in these regards, or if they need help in identifying what products they require, Darby Dental Supply will be there to assist them.

The Darby Dental headquarters in Jericho, NY.
 
Gary Rosenberg
President

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