Phil Mathers, the owner of Trycare Ltd has shared his experience of working for 50 years within the dental supply industry.

Mathers, previously managing director of Dentomax, Procare (formerly Baxter Dental) said the truth was that no one ever paid the least and supermarkets were an obvious example where prices, bonuses and special offers changed almost hourly.

'Similarly in dentistry, it's impossible to achieve lowest prices as they also change regularly,' said Mathers. 'Dealers, urged by market forces, customer pressure and competitor activities, move prices all the time. We all do it, simply to compete! However, if you compare the cost of your annual purchases to the cost from other dealers, there is usually very little difference.'

Mathers said he found the pre-occupation of dealers and dentists with pricing disappointing, adding: 'It overshadows the tremendous benefits that a more meaningful dealer relationship can bring. A trusted dealer with a 'can-do' representative and good support team can ensure good prices, on-time deliveries and a wealth of knowledge and product information. This keeps you in touch and helps bring calm and efficiency.

'My advice is measure your prices by what you get for your money. Do you get good prices, good service, good information, and good advice? How comfortable and trusting are you of your supplier?

'I can only speak for Trycare where we believe that great teamwork and helping customers does make a difference and this makes a difference for us as well. Selfish though it is, we realise that doing a fantastic job creates for us a happier environment and more enjoyable working life.'

More information is available by visiting www.trycare.co.uk or by calling 01274 885544.