{"id":192312,"date":"2022-11-11T00:00:00","date_gmt":"2022-11-11T00:00:00","guid":{"rendered":"https:\/\/facfox.com\/news\/smiling-at-scale-decision-makers\/"},"modified":"2022-11-11T00:00:00","modified_gmt":"2022-11-11T00:00:00","slug":"smiling-at-scale-decision-makers","status":"publish","type":"post","link":"https:\/\/facfox.com\/news\/smiling-at-scale-decision-makers\/","title":{"rendered":"Smiling at scale Decision Makers"},"content":{"rendered":"

Clear aligners continue to increase in demand and 3D printing<\/a> has proven to be an ideal technology to produce these mass-customized devices. Silicon Valley-based Carbon has made clear aligners one of its top priorities for expansion in the European market by offering the most seamless solution to produce them at scale using its L1 production solution optimized for clear aligner models. As a Sales Director for dental<\/a> aligner solutions in Europe, Lea McGurk, has been tasked with helping dental<\/a> laboratories across Europe understand the benefits of turning to Carbon\u2019s turnkey, the subscription-based business model for their clear aligner production requirements. In this exclusive interview, we dig a little deeper into how Carbon makes it possible to go from one printer to a fleet of printers.<\/p>\n

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[The] Carbon L1 solution offers software, hardware, and materials designed for aligner manufacturers converting a complex and high-cost production flow into a digital, organized, and cost-effective operational processLea McGurk, Sales Director for dental<\/a> aligner solutions at Carbon<\/cite><\/p>\n<\/blockquote>\n

You recently joined Carbon\u2026 how have the first few months been?<\/strong><\/p>\n

\u201cExciting to say the least! I have met so many people with a similar mindset, with a passion for solving challenges in part<\/a>nership with our customers. I\u2019ve had the opportunity to get to know all the people who bring added value to our customers through their cross-functional efforts and get familiar with the customer base and their unique perspectives and goals.\u201d<\/p>\n

We at 3dpbm knew you from your time in prior career stops \u2013 how did you end up at Carbon?<\/strong><\/p>\n

\u201cWhile I was working at a prior printing company, I already knew of Carbon, and I looked at the company as a great competitor. As a consumer<\/a>, I knew of course about Carbon\u2019s famous part<\/a>nership with adidas and the work it was doing to help companies bring better products to market at scale. I bought a pair of trainers even before joining the company! But even more so, I especially admired Carbon\u2019s unique solution for aligner production at scale. When I was contacted a year later by Jeremy Truelove, the Global Director of Business Development for Carbon\u2019s Clear Aligner Solutions, I was intrigued, and especially inspired by the way he spoke of his approach with customers. He shared his vision for how I could contribute to Carbon\u2019s plans and provide support to European aligner companies.\u201d<\/p>\n

Can you share more about your contribution to the company?<\/strong><\/p>\n

\u201cThe aligner market has become so competitive which has increased customers\u2019 demands for production efficiency. My role is to provide cross-functional consultation with customers across numerous languages. I show customers that adopting the Carbon L1 solution will reduce the need for a high number of employees to execute time-consuming tasks such as analogically organizing their print jobs sequences, placing models manually on the platform, and going through several lengthy steps of post-processing workflows.<\/p>\n

\u201cCarbon\u2019s L1 solution offers software, hardware, and materials designed for aligner manufacturers converting a complex and high-cost production flow into a digital, organized, and cost-effective operational process. We focus on customer success and not every company produces the minimum volume to get the most from having a Carbon L1 printer in-house. For those companies, we make alternative recommendations.\u201d<\/p>\n

Which of your prior career experiences are you finding to benefit you in your role for Carbon today?<\/strong><\/p>\n

\u201cI have been working with market research and within the AM community for many years globally and during those years I have managed sales and business development teams in a variety of industries. My focus has always been in the medical<\/a> and dental<\/a> fields, especially orthotics and clear aligners. The connections I have made with customers, industry players and ecosystem part<\/a>ners through those years gave me a good understanding of what is needed in the market and how now, working for Carbon, I can offer a solution that includes hardware, software, and materials as well as a cross-functional team of experts to guide and support the customer in every step of their production needs.\u201d<\/p>\n

What else inspired you about Carbon?<\/strong><\/p>\n

\u201cCarbon in general stands for innovation and a culture of collaboration. The team inspires me with their understanding of the demands facing aligner customers every day. Their approach to solving those customers\u2019 needs is so multifaceted. Carbon is not just a 3D printer manufacturer, but an organization that unites all on one platform to help customers go from design to production at scale, developing unique hardware, software, and material solutions for an elegant factory-in-a-box.<\/p>\n

\u201cAdding to all of that, I really love Carbon\u2019s culture, making sure people feel part<\/a> of a group, despite their experiences, nationalities, and backgrounds.\u201d<\/p>\n

3D printed aligner models on a Carbon L1 production solution <\/p>\n

Can you provide some additional details on the workflow you just mentioned?<\/strong><\/p>\n

\u201cIn an effort to drive cost, variability, and human resource constraints out of the process of aligner model production, the Carbon L1 printers are paired with a set of components that make for an efficient and clear post-processing workflow. Most famously, Carbon\u2019s spinner allows a solventless spin-dry process that eliminates the standard model-washing process that often uses a solvent bath or a media tumble.\u201d<\/p>\n

Is this the only spinning solution in the market?<\/strong><\/p>\n

\u201cNo, there are others, but I\u2019ve yet to see one so straightforward and efficient.\u201d<\/p>\n

What makes it so?<\/strong><\/p>\n

\u201cIt\u2019s all about organization and accuracy. First, the spinner that is included with our L1 production solution allows the models to spin on-platform, which keeps the jobs organized instead of putting them into a bucket that has to be sorted later. Second, the spinner rotates at a pace of 10 cycles every second, so by the end of a 2-minute spin, the platform has spun approximately 1200 cycles, resulting in an exceptionally clean model that ensures aligners have an excellent fit. This means that Carbon is not art<\/a>ificially flattening out the peaks and valleys of the anatomy, but instead, it\u2019s spinning off the resin that wasn\u2019t meant to be part<\/a> of the printed object, which ensures aligners have the best possible fit.\u201d<\/p>\n

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Would you say that doing away with solvents has a significant positive impact on the environment<\/a>?<\/strong><\/p>\n

\u201cI would say so! As we become more and more ecologically aware of the harmful effects of harsh chemicals on the environment<\/a>, Carbon is leading the way in reducing customers\u2019 costs related to the use and disposal of solvents while benefiting the environment<\/a>. Further, by allowing customers to recollect the uncured resin that spins off the models and use it on a subsequent print job, Carbon\u2019s solution drives down costs per part<\/a> through more efficient use of its resin. While being eco-friendly can often be expensive, in this case, our customers can build a competitive advantage in production costs while helping to preserve the planet.\u201d<\/p>\n

Speaking of resin, you mentioned material innovations\u2026<\/strong><\/p>\n

\u201cCarbon can deliver the broadest range of 3D printed dental<\/a> application<\/a>s because we prioritize materials \u2013 we invest in the best resins. At the same time, we are always researching and working with our part<\/a>ners on resins that are optimized for speed and accuracy in our printers to keep at the forefront of dental<\/a> technology while ensuring patient safety.<\/p>\n

Carbon has been a leader in material production for years. By producing resins internally and leveraging them across the entire install base, Carbon has been able to provide the reliable performance of a carefully validated hardware-resin pairing, while also passing along cost advantages derived by a consolidated supply chain. We are very connected to our customers and focused on developing hardware, software, and materials according to their needs.\u201d<\/p>\n

The Carbon L1 3D printer <\/p>\n

So how complicated is it to integrate all of this equipment and keep it up and running?<\/strong><\/p>\n

\u201cInstallation is seamless and we devote numerous resources to make it simple to get start<\/a>ed and even simpler for our customers to keep going and keep growing.<\/p>\n

\u201cAt the time of installation, Carbon\u2019s teams not only ensure that everything is set up and ready to use on the first day, but are also available as a resource to address any questions specific to each customer\u2019s unique workflows and needs. Carbon\u2019s support team is dedicated to exceptional customer service. But don\u2019t take our word for it, we\u2019ve been ranked number one in customer satisfaction (as measured by Net Promoter Score) by the National Association of Dental Laboratories (NADL) two years in a row.\u201d<\/p>\n

\u201cAmong other benefits, our customers get access to Carbon Academy \u2013 a complete online learning platform and resource hub that allows them to go through training to ensure familiarity with their Carbon solution before our products even arrive in their building.\u201d<\/p>\n

\u201cWe also offer comprehensive learning paths for digital design training through an expanded part<\/a>nership with 3Shape that is exclusively available to Carbon customers through Carbon Academy. This modular education<\/a> platform enables technicians to learn how to design application<\/a>s including case entry and setup, scanning and importing records, digital design, and exporting files to a Carbon printer.\u201d<\/p>\n

How would you say Carbon\u2019s service & support differ from competitors?<\/strong><\/p>\n

\u201cThe primary differentiation in customer experience is that our support start<\/a>s and continues to increase after the installation is complete. Whereas a capital sale structure essentially wipes away the initiative for a company to continue supporting a product after it is sold, Carbon built an incentive for ongoing support into its DNA with the subscription model, which ties Carbon\u2019s success to the customer\u2019s success.<\/p>\n

\u201cA system acquisition usually involves high investment and risk, while efficiency and value decrease over time, however, Carbon\u2019s customer service model and subscription offering is built differently. We not only offer real-time support and an integrated service package, but we also incorporate continuous performance improvements via over-the-air (OTA) updates that add new features and capabilities, improved user experience, faster and more accurate prints, and more sophisticated process management. As a result, Carbon technology is learning and operating at the most up-to-date level, avoiding the obsolescence that can afflict competitors.\u201d<\/p>\n

In what ways does the subscription model change the way Carbon interacts with customers?<\/strong><\/p>\n

\u201cWe have meetings with our customers on a regular basis to maintain relationships and engage in strategic projects to help them achieve their objectives, while we remotely monitor printer health and service needs. We can predictively and preventatively maintain these connected machines through web analytics that tell us ahead of time when a part<\/a> is going out of spec or when a machine goes down.\u201d<\/p>\n

How often does a machine go down?<\/strong><\/p>\n

\u201cCarbon\u2019s technology offers excellent ease of use and best-in-class printer uptime. The printers still do go down periodically, but it\u2019s then that we really shine, with a service team that is dedicated to assessing and rapidly addressing the service issue. During my first week, I heard of one Carbon customer in part<\/a>icular who received a call from our service team, asking what was going on with their printer such that their printer had a strange error message\u2026 the customer who answered said they didn\u2019t actually know their printer was down because they were all outside after evacuating the building in the middle of an eart<\/a>hquake! It turns out that the printer had been knocked off its foundation and the printer\u2019s sensitive sensors had picked up on the disturbance and notified Carbon before the customer even noticed!\u201d<\/p>\n

Where can current and potential customers get to see the newest Carbon system\u2019s up close?<\/strong><\/p>\n

\u201cWe will of course be at Formnext, Carbon\u2019s booth is 11.1 D22. I will be there to speak with interested part<\/a>ies about aligners. We will showcase a variety of industries served by our solutions and will have application<\/a>s that are already in production at scale on display in the booth.<\/p>\n

\u201cThe next event after Formnext will be in Cologne, at the 7th DGAO Congress for Aligner Orthodontics. The biggest show is coming up in 2023, with the IDS 2023 at Messe Cologne from March 14th to the 18th. This is where dental<\/a> professionals get a full overview of all the key industry trends and our aligner technology.\u201d<\/p>\n

This art<\/a>icle was created in collaboration with:<\/em>
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You might also like:<\/h5>\n

Stratasys makes strategic investment in Axial3D: <\/a>Personalized 3D printed anatomic models are used for pre-surgical planning and diagnostic use to improve patient outcomes while shortening the time spent in the operating room. They are also used in education and training, and medical device development. Creating a 3D printed model from a patient\u2019s scan data normally takes several hours and requires a high level of technical expertise and expensive software licenses. Axial3D\u2019s artificial intelligence-powered algorithms enable healthcare providers to segment CT and MRI scans for these models without significant investments in time, specialized skills and large upfront costs.<\/p><\/blockquote>\n

* This article is reprinted from 3D Printing Media Network<\/a>. If you are involved in infringement, please contact us to delete it.<\/p>\n

<\/i> Author: Davide Sher<\/p>\n","protected":false},"excerpt":{"rendered":"

Clear aligners continue to increase in demand and 3D printing has proven to be an ideal technology to produce these mass-customized devices. Silicon Valley-based Carbon has made clear aligners one of its top priorities for expansion in the European market by offering the most seamless solution to produce them at scale using its L1 production solution optimized for clear aligner models. As a Sales Director for dental aligner solutions in Europe, Lea McGurk, has been tasked with helping dental laboratories across Europe understand the benefits of turning to Carbon\u2019s turnkey, the subscription-based business model for their clear aligner production requirements. In this exclusive interview, we dig a little deeper into how Carbon makes it possible to go from one printer to a fleet of printers.<\/p>\n","protected":false},"author":3,"featured_media":192314,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"fifu_image_url":"\/wp-content\/uploads\/2022\/11\/6040585107267418373.jpg","fifu_image_alt":"","footnotes":""},"categories":[195],"tags":[4964],"class_list":["post-192312","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-medical","tag-additive-manufacturingadditive-mass-production-ampdecision-makersdentalexecutive-interviewsmedical"],"yoast_head":"\nSmiling at scale Decision Makers - FacFox News<\/title>\n<meta name=\"description\" content=\"Clear aligners continue to increase in demand and 3D printing has proven to be an ideal technology to produce these mass-customized devices. 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