Impression Materials
Dentists have plenty of choices when it comes to selecting impression materials. A well-informed sales rep can help them make the right choice.
Some dentists are very attached to the impression materials they are using. But, that doesn’t mean their selection is the only solution or even the best solution to meet the needs of their practice. At the end of the day, impression material should work predictably in any environment and provide accurate details for the laboratory. Distributor reps who offer top quality materials are certain to make a lasting impression on their customers.
What are the choices?
General dentists, prosthodontists and orthodontists all rely on good quality impression material. Materials today feature greater tear strength, better flow and improved handling, and they can be removed more easily from the patient’s mouth, according to experts. And, many newer materials are more hydrophilic and able to provide accurate results in an environment of oral fluids. Regardless of each dentist’s preference, reps should be able to provide a general overview, such as the following, to keep his or her customers current in their thinking.
- Vinyl polyether silicones (VPES). Together with vinyl polysiloxanes, VPES materials constitute about 59 percent of the total combined impression material market. They feature high tear strength, good flow and hydrophilic characteristics. VPES materials are indicated for crown and bridgework, inlays and onlays, partial or full dentures, veneers and implants.
- Vinyl polysiloxanes (VPS). VPS materials feature high tear strength, ease of handling and use (relatively fast setting and easy to remove from mouth), and relatively predictable results. Because they rely on surfactants for wetability, results may vary. However, some VPS materials today include additives designed to make them more hydrophilic, with multiple set times. As with VPES materials, they are indicated for crown and bridgework, inlays and onlays, partial or full dentures, veneers and implants.
- Bite registration materials. Used for checking the impression fit, bite registration materials typically include alginates or VPS materials and constitute approximately 15 percent of the total combined market.
- Polyethers. Polyether materials today offer excellent flow and high hydrophilicity. However, they are known for low tear strength and a poor taste. Some dentists may value their extended setting time, which offers a longer work window. Polyethers are indicated for impressions of the inlay, onlay, crown and bridge, as well as veneer preparations, functional impressions and implants. They constitute 14 percent of the total combined market.
- Alginates. At 7 percent of the total combined market, alginates are said to be very hydrophilic. However, some experts feel they are dimensionally unstable, with only fairly accurate results. Alginates are used for diagnostic models, bleaching trays and sports guards.
- Silicones. Rubber-based materials that contain silicone constitute 1 percent of the total combined market and are used to check the intra-oral fit.
- Rubber-based materials. At 1 percent of the total combined market, rubber-based impression materials feature extremely high tear strength, but reportedly are not very hydrophilic. Typically, they have a poor taste and are associated with poor deformation.
- Compounds. An inflexible material used primarily for casts and models, compounds constitute less than 0.5 percent of the total combined market.
- Hydrocolloids. An elastic-type alginate, hydrocolloids gel via a chemical reaction. Once the gel process begins, it is irreversible. Reversible hydrocolloids, which must be boiled, also are available. Hydrocolloids constitute less than .1 percent of the total combined market.
Packaging and cost
Generally, impression materials are packaged in 50-milliliter cartridges, which are extruded with a dispensing gun. The cartridges include a base and a catalyst, which are mixed together as they extrude through the mixing tip. The cartridges come in two- or four-cartridge cases.
Another packaging option is the automatic mixing machine, which mixes and dispenses the material directly into the impression tray. This is particularly convenient and efficient when an office is producing a large volume of impressions. Other packaging options include putty, which often requires the dentist to mix the base and catalyst by hand, and powder substances (usually associated with certain alginates) that come in a foil pouch or metal container.
Vinyl polysiloxanes, vinyl polyether silicones and polyethers range in cost from 25 cents to 30 cents per milliliter, for a standard value product, or 40 cents to 50 cents per milliliter for a premium quality product. Some experts believe the more expensive materials are more advanced and work better with the fluids in the mouth, whereas inexpensive materials may tear more easily when being removed. Others say that because there are so many factors that go into the art of taking impressions, it is sometimes difficult to nail down the benefits of premium products. Tray selection and tissue management can affect the outcome of an impression, even when the highest quality material is used.
How to sell
Once dentists find an impression material they are comfortable using, it can be challenging to convince them to try a new product, particularly since so many factors can impact the accuracy and outcome of the impression. Sales reps should position themselves as problem solvers, consultants and a source of technical expertise. By working closely with their manufacturer rep partners, distributor reps can stay on top of the latest technology and keep their customers informed.
Reps should ask the following questions to determine whether their customers can improve their impression technique by switching to a new product:
- "Doctor, what impression material are you currently using?"
- "What do you like - or not like - about the impression material you currently are using?
- "Doctor, how long does your crown seating and adjustment take?" (Remind your customers that their time is money.)
- "If you could change one thing about the impression material you are using, what would that be?"
Providing dentists with sample impression materials to try, third-party evaluations or peer recommendations may help convince them to switch to a new product. Some experts suggest that reps establish a strong relationship with a couple of prosthodontists, who can recommend them to their colleagues. Showing your customers they can depend on you as the impression material expert may be the factor that convinces them to make a change for the better.
Editor’s Note: First Impressions would like to acknowledge the contribution of GC America and Kerr Corp.
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