‘Being busy is not the same as being successful’ – Matt Everatt asks lab owners to consider whether their hard work is truly paying off and suggests how to ensure it does.
In the fast-paced dental lab world, it’s easy to fall into the trap of being constantly busy: cases coming in, 3D printers whirring, acrylic dust flying everywhere, phones ringing. But at the end of the month, the profits just don’t reflect the workload.
Does that sound familiar? If so, you may have joined the ranks of the ‘busy fools’ – those working flat out, often for minimal return, in a relentless race to be the cheapest, or worse, forced into it by clients who value price over quality.
What is a busy fool?
The term ‘busy fool’ refers to someone who is always occupied but rarely productive in a meaningful or profitable way. I first heard this term used at a business networking event, it struck a chord. In business, it’s a dangerous place to be.
Peter Drucker once said: ‘There is nothing so useless as doing efficiently that which should not be done at all.’ This cuts to the heart of the issue for many dental labs – churning out low-margin work under pressure, trying to compete on price alone while profitability and sustainability suffer.
The race to the bottom
It’s to easy to fall into a race to the bottom, undercutting others or being squeezed by dentists who shop around for the lowest price, sometimes slipping into the downward race inadvertently through fear of being quiet. On the surface, this keeps the workflow coming, but at what cost? Increased material costs, skilled labour, and rising overheads all eat into already slim margins. Before long, the lab is a hive of activity but there’s little left after the bills and wages are paid.
Competing solely on price often leads to compromises: in quality, in service, in staff well-being. It’s a false economy. Reworks and remakes climb, missed appointments, reputations suffer, and the burnout rate rises. Meanwhile, labs that position themselves on value, consistency, and service retain better clients and healthier profit margins.
Value over volume
Warren Buffett nailed it when he said: ‘Price is what you pay. Value is what you get.’ Too often, labs are forced into offering premium-quality work at rock-bottom prices, devaluing not just their own service but the profession as a whole.
Instead of chasing volume, labs should focus on differentiation. Michael Porter, renowned business strategist, argued: competing to be the best is an illusion. Competing to be unique is the key to success.’ That could mean specialising in a niche area, offering exceptional turnaround times, or leveraging digital workflows to increase efficiency and justify a premium price.
Who’s really driving your prices?
A key question for lab owners is this: are you setting your prices, or are your clients setting them for you? Too many labs fall into the habit of reacting, lowering prices to keep clients happy, accepting unfavourable terms, and absorbing increasing costs without passing them on.
There’s power in knowing your worth. Clients who only care about cost are rarely loyal; those who value service, reliability, and long-term partnerships are willing to pay for them. Educating your clients on the value you provide and being willing to walk away from unprofitable accounts is vital.
Final thoughts: profit or perish
Dental labs aren’t charities. They’re businesses that deserve to make a profit. Being busy is not the same as being successful. Take a hard look at your workload, your margins, and your clients. Are you making money or just staying afloat? Are you growing or running faster to stand still?
It’s time for the dental lab sector to stop competing to be the cheapest and start striving to be the best at delivering value. Otherwise, we’re not just working hard – we’re working hard for nothing.
