By Danny Chan
As you would expect from someone who deals in sales and servicing of high-end medical and dental equipment, Jane Miller, CEO of Medical Dental Solutions (MDS) is acutely aware of what healthcare professionals look for in quality ware, now and in the near future. Beginning as ADEC Australian dealer in 2005, MDS has evolved over the years into a Medical and Dental Sales, Service and Repair Company that provides products and services across an extensive range of Medical, Dental, Veterinary, Podiatry and Sterilization Equipment.
Through MDS’ vast equipment offering and their diverse customer base, Jane has worked with enough Australian healthcare professionals to understand their stringent equipment demands, from brand recognition to build quality, technical specifications to technological features. To satisfy discerning customers in a knowledge-driven marketplace requires exacting attention to detail and a keen eye for products that promise future traction – traits that fortunately, Jane and her team have consistently displayed, if MDS’s carefully sourced and curated range is anything to go by.
The rewarding partnership between MDS and Vatech Medical forged in 2014 was a clear example. Although Vatech had already established a global footprint for its imaging systems, it was still considered a lesser-known brand in Australia when the opportunity for distributorship was floated about four years ago.
“When deciding to partner with an equipment manufacturer based overseas, the qualities we look for are their company ethics, brand innovation, emphasis on research and development, quality control and range of products,” Jane shares her thought process before taking on the milestone distributorship deal.
Besides ticking all the above boxes, the two noteworthy qualities that Jane has found in her frequent dealings with the Korean Multi-national is a “consistently high level of customer service” and “relentless focus on research and development”.
“I was very impressed in particular with their research and development program and the company’s commitment to quality both in manufacturing and IT development.”
From Inspiration to Aspiration
In 2015, Jane travelled to Korea to meet with Vatech’s Senior Management and had the opportunity to visit their headquarters as well as factory for a closer look at their manufacturing processes. She was pleasantly surprised by both the scale and extent of Vatech’s R&D investment – “the R&D folks occupied an entire floor of the whole complex” – that was matched only by their dedication.
“They had a whole division devoted to making sure their products were user friendly before going to market. While I was there, they were trialling a new line of soft and slim sensors, placing them in different patients’ mouths testing for fit and comfort. Little things like these – the lengths to which they would go to ensure seamless patient acceptance of their products – are what I found inspiring about working with Vatech.”
In the same way, Vatech places a lot of emphasis on product training, and that includes beefing up knowledge of their global distribution partners. MDS’s technicians have attended training courses in Korea, while the sales team learn the benefits of products in real-life applications.
“Beyond standard product training, Vatech trainers take the trouble to explain specific areas of clinical application for each equipment. Our sales personnel are not only taught the features of the CBCT unit but actually learn how the CBCT images assist with endodontic treatment and finding hidden canals. To know the product intimately helps you to do a better job of recommending it to dentists.”
Meanwhile, their focus on R&D has produced a steady stream of products in recent years. Customer feedback for the entire product range has been overwhelming, Jane adds:
3D CBCT/ 3D Software: “Dentists are very pleased with its image quality and ease of use of the Ez3D-i software for 3D images. It is often the software program that dentists are impressed with that assists their decision to purchase a Vatech CBCT.”
2D OPG: “Has a very small foot print and the Insight model is the most advanced available in the market place. PaX-i Insight has a revolutionary 41 multi layer PANO with depth & 1.9 Rapid Ceph to reduce motion artefacts.”
Intra Oral X-ray: “One of a few on the market that has a 0.4mm focal point which gives a sharper image for increased diagnostic ability.”
Intra Oral Sensor: “We have found their standard and high definition sensors well accepted in the market place and the quality of the digital x-ray image produced is very high.” “Once a dentist has owned a Vatech sensor, they tend to stay with the brand when looking at replacing or adding to their products. Vatech EzSensor’s are patient-centric with slim design and soft material to reduce patient pain.”
Working together for good cause
Beyond the dental arena, Jane is heartened by Vatech’s support of MDS’s philanthropy work at Youth With A Mission (YWAM) – for which the Queensland company is a corporate sponsor – and YWAM Medical Ship, which provides medical and dental services to Australia’s closest neighbour, Papua New Guinea.
“MDS has been supporting YWAM since 2012 by means of service and donation in kind by providing Biomedical Service to all Medical and Dental equipment on the ship when it comes back into Port in Townsville for its yearly service and refit.”
In early 2018, MDS donated a Slit Lamp valued at $7,500 to the Ophthalmology department. Together with Vatech Australia and Korea Trade-Investment Promotion Agency (KOTRA), MDS further equipped the YWAM Ship’s Dental Clinic with their first set of portable X-ray and Intra Oral sensor.
Potential for market leadership
This year alone, Vatech has released three new CBCTs in Australia. According to Jane, the new range promises shorter processing times, decreased radiation exposure, larger FOVs and enhanced features for sleep apnoea treatments. Even as she reminisces the astute decision made four years ago, Jane remains brimful with expectations for the future of the partnership:
“Based on their quality, service and IT support, I believe that Vatech products are an extremely good choice for Australian dental practices.”
“Given their global presence, and due to the commitment and quality shown at the headquarters in Korea, I feel that with the right support, Vatech has the potential to become a market leader in Australia.”