Procurement often feels like a cost center, but when approached strategically, it becomes a powerful lever for growth. In this episode, we examine how procurement evolves when doctors are included in the conversation. Leigh Feenburg, CEO of Advanced Dental Brands, and Mark Greenstein, EVP and Chief Growth Officer of Heartland Dental, share insights shaped by both startup-style scaling and enterprise-level optimization.

Key Takeaways:

(03:41) Doctor-designed formularies ease adoption and cut supply costs.

(09:57) Tapping into the emotional treasure of doctors drives formulary alignment.

(14:58) Partnering with vendors and using tech unlocks savings and flexibility.

(20:32) Market intelligence fuels long-term savings and smarter supply choices.

(25:38) Lab success relies on experience, communication, and trusted partners.

(31:08) Digital dentures reduce lab variation and bring more doctors onto the formulary.

(35:09) Investing in digital tech lowers costs, improves quality, and strengthens core services.

(40:12) Scanner costs are offset by savings on impression material and shipping.

Resources Mentioned:

Leigh Feenburg

https://www.linkedin.com/in/leigh-feenburg-1bba10aa/

Advanced Dental Brands | LinkedIn

https://www.linkedin.com/company/teamadb/

Advanced Dental Brands | Website

https://teamadb.com/

Heartland Dental | Website

https://heartland.com/

"Nudge" by Richard H. Thaler and Cass R. Sunstein

https://www.amazon.com/Nudge-Improving-Decisions-Health-Happiness/dp/014311526X

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