What challenges do you face in your country? How have you overcome them?
Clayton Roberts and Gary Robinson: There are a number of challenges facing the Ivoclar Vivadent Ltd (NZ) business in 2019. Ivoclar Vivadent Ltd is a market leader in New Zealand with significant market share and with this comes challenges from competitors in the market place.
Ivoclar Vivadent has very much a customer centric strategy in the way we approach the market. Having world class products produced by Ivoclar Vivadent AG and also partnering with market leading suppliers of products like EMS has ensured that Ivoclar Vivadent is a dental company of choice with the New Zealand dental market.
How do you see the Guided Biofilm Therapy (GBT) in your country? How do you use it in your country and how is this concept supporting your daily business?
Clayton Roberts and Gary Robinson: GBT is a new concept in New Zealand and has been a great tool to open the conversation with dentists, specialists and hygienists alike about the benefits of owning an AIRFLOW device. These opportunities have led to a number of sales and we continue to see the benefits. Dentists and hygienists see the advantages of GBT and in turn use it as a selling aid to their patients. Many refer to it as the AIRFLOW Dental Spa! I think New Zealand is getting to the critical point where GBT will become more commonly known and associated as being “the best professional clean ever” and a “spa-like” experience.
How do you see the future of dentistry in your country over the next 3-5 years?
Clayton Roberts and Gary Robinson: Densistry in general in New Zealand is on the up. We see great opportunities to grow with GBT in the future. This is due to a number of different initiatives including an EMS Specialist, Liz Slattery from Australia, recently visiting New Zealand and working with a couple of Territory Managers before attending the New Zealand Dental Hygienists Congress in Auckland. At the conference we ran 2 hands-on workshops of 40 people and the feedback was incredible. You know you’re on to something good when there is a waiting list to register!
Liz did some training nationally via video link with our Territory Managers across the country which was also very helpful. Another initiative which should bear fruit in the coming years is the introduction of GBT at the dental school at the University of Otago. As the students will be trained on AIRFLOW devices, they will be comfortable with the concept of GBT when they graduate and should be a prime candidate to purchase EMS equipment. EMS has also begun promoting GBT directly to patients & has been supplying GBT practices with patient marketing material – we’re looking forward to seeing the response to this initiative!