Tech Talk: Lasers
Little pain, big gain
Lasers take aim with speed, precision and near painless results
Who says you have to be Darth Vader to operate a laser? If they haven’t already done so, it’s time for your dental customers to set aside their blades and offer their patients laser procedures. Today, laser technology provides faster, better results and can be used for more procedures than in past years. In fact, it is applicable to almost any procedure that can be done using a blade, according to experts.
When dentists first began using laser in 1994, it was limited to soft tissue procedures. Since then, its applications have expanded to over 50 hard and soft procedures, including gingival procedures, and restorative procedures such as cavities, crown lengthening and osseous surgery (bone removal). The technology is better for patients, who are more comfortable, generally heal more quickly and have a better chance of avoiding infection. And, it’s better for dentists, who can perform more procedures in-house, in less time than before. (The exception is restorative procedures. It takes only 60 to 90 seconds to numb a patient with laser, but it takes a bit longer to repair the cavity.)
How it works
Your customers may be surprised to learn that high-tech laser is a conservative approach to dentistry. The technology seals the lymphatics and nerve endings, making it possible to avoid novacaine and rely on topical anesthesia. It removes one cell layer at a time, so whereas cutting a patient’s gum using a blade causes 300 to 500 microns of edema and collateral damage, a diode laser only causes 150 microns of damage, and an erbium laser inflicts less than 20 microns. Thermal laser energy is invisible. The greater the output of energy, the faster it cuts.
There are four types of laser used in dentistry: Nd:Yag, diode, CO2 and erbium. Of these, only erbium lasers are applicable for hard tissue procedures.
- Nd:Yag. With a wavelength of 1064 nanometers, this application will only work if blood is present. Nd:Yag will not interfere with braces or teeth. It costs approximately $68,000.
- Diode. As with Nd:Yag, diode laser (wavelength of 810 to 980 nanometers) will only work if blood is present. Priced as low as $8,500, dentists should be prepared for the ongoing cost of replacing such parts as tips (between $4 and $10 for each piece) and fibers (about $250), which can add up to as much as $700 each month. More expensive diodes may run upwards of $40,000.
- CO2. These lasers are very fast and powerful - almost too powerful, according to some experts. Because they have a larger focal point, if the dentist slips, the laser can cause more damage to the patient’s teeth than other types of laser. Also, the technology is older and somewhat more cumbersome compared with diode, Nd:Yag and erbium. Still, it is considered reliable for soft tissue procedures. Systems generally cost between $30,000 and $70,000.
- Erbium. Applicable for hard tissue procedures, such as cavity repairs, erbium laser is suitable for structures with any water content. Whereas soft tissue is comprised of 90 percent water, there is only 5 percent water in enamel. Dentin is made up of 10 percent water and decay is comprised of 20 percent water. By decreasing the laser output around dentin and decay, and increasing it when working with enamel, dentists can remove tooth decay and not interfere with the patient’s enamel. In fact, erbium laser leaves a much healthier tooth intact compared with traditional drilling. Priced at $60,000 and up, erbium is the most versatile type of laser.
Depending on his or her patient profile, a dentist may prefer one type of laser over another. Regardless of the type, all lasers are beneficial in that they create a secondary wound with minimal trauma and expedited healing. They provide a dry field, which facilitates coagulation and enables clinicians to expand their scope of laser procedures, and they help limit the possibility of bacterial infection. In the next five to 10 years, the technology is expected to become even more efficient, as pulse duration decreases and energy levels increase.
How to sell
Some dentists are resistant to change, especially with regard to new technology. Your customers may object to adding a laser, especially if most dentists in their area also don’t offer it. But, while it’s true that only around 10 percent of dentists currently provide laser treatment, some experts believe that within five to 10 years, most will have some form of soft tissue laser. For now, however, the ability to offer patients laser procedures is what will set your dental customers apart from their competitors.
Distributor reps can broach the topic of laser with their dental customers by asking several questions, such as the following:
"Have you ever considered adding laser?"
"Are you aware that it can set your practice apart from the competition by making it more attractive to patients who request it?"
"Have you considered how laser can help you generate additional revenue by being able to offer procedures in-office, rather than referring patients to specialists?"
Indeed, more and more patients are expected to request this service in years to come. By keeping dentists informed about the technology, how it works and what it can accomplish, distributor reps can help their customers hone in on new business. [FI]
|
|
|
