Managing today's changing dental environment: a manufacturer's perspective

The dental trade industry is not growing at the same rate as the profession or as managed care. Concerned over this trend, the American Dental Trade Association is looking at the changing market place in dentistry. It is apparent that managed care is having some impact, but its exact nature is difficult to define since plans are evolving. Another emerging pattern that the industry is watching is the growth of larger practices. These have different purchasing and marketing characteristics than the traditional solo practice.