DMT launches consumables range at FDI

Dental Medical Technologies (DMT) utilised FDI as the formal launching pad for its transition from a largely high-tech equipment supplier to a full service dental company offering a complementary range of consumable products.

"DMT will continue to deliver the latest high tech solutions to the market," said Peter Mackley, Marketing Director at DMT. "However, we are now adding a range of exclusive consumables that will allow us to offer our dentist clients a complete solution to their day-to-day needs.

"We're approaching this with a slightly different tack, however. We don't want a catalogue of 10,000 products that are available from several suppliers or several different brands of the same type of products. We want exclusive lines and in essence, the best product in each area."

Mr Mackley said DMT had so far invested significantly in the new consumables operation. The company has moved to new head office premises in St. Kilda Road, Melbourne, with warehousing of the consumables range located at the new Customer Service and Logistics Centre at Braeside.

A Sydney office and showroom has also been established in Alexandria and the company now has four sales reps covering New South Wales. Victoria similarly has four people dedicated to consumable sales.

The new consumables sales force is in addition to the existing sales staff working on selling the high tech Waterlase and Twilite dental lasers; Laserbrite light-assisted whitening system; Schick digital x-ray; Eurodent dental units; and other high tech equipment lines.

"We're introducing the consumables range in stages to ensure our staff can be fully trained on the products to give the best possible service.

"Our sales representatives will have a full range of products with limited duplication. They will know the products intimately because they will have the training and they will be selling them everyday, rather than whatever product is on 'special' this month.

"We will provide the level of service you would expect from a manufacturer's representative but with a better range or products and better prices.

"We've given our commitment to our suppliers that we will do the best we can do with each product."

DMT's new consumables range includes Blossom gloves; American Eagle instruments; MDT burs; Hygenex paper products; Zhermack impression materials and stone; and a complete range of plastic and disposable items. Restorative and many other products will be added in 2004.