10 Questions: TCS CEO Marilin Luchetti on flexible partials, hydraulic injectors and more

01. You are the co-founder of TCS, which was established in 2000. How have you seen the dental industry change during that time?

There are two huge changes worth mentioning. First, and by far the biggest change I have seen is how technology has exploded in the dental industry, from digital X-rays becoming standard practice to CAD/CAM and milling in-house becoming more accessible to laboratories and doctors, to now seeing the growth in popularity of digital impressions. Secondly, offshore outsourcing took off and has gained momentum throughout these years.

02. How has TCS changed during that time?

My brother, Alex Posca, and I opened TCS in 2000. Last year, he moved on to other dental ventures and I became sole owner of TCS. It took time for TCS to prove credibility, but ultimately, this is a small industry, and as word got around about our first-rate products and our proven reliability, trust started to grow and our company followed. We now export to more than 60 countries. We have training facilities in New York and Southern California, and we also initiated a Network of TCS Laboratories so we can refer dentists to a qualified processing laboratory. As dentists learn more about TCS and the benefits of flexible partials, we felt the need to ensure we are referring them to qualified laboratories.

03. How have some of these changes helped TCS better meet the needs of the lab market?

Our training courses are designed for technicians that are new to flexibles as well as technicians that want to master a particular technique. For example, we get many crown and bridge technicians who want to start offering tcs^® flexible partials. Our Advanced courses get into complex cases, repairs and getting a glossy shine on the partial.  

04. You recently released a new hydraulic injector. Where does that fit among other product offerings from TCS?

Our new hydraulic injector is 100 percent made in the USA, in our facility. This unit is used to replace the manual press to inject tcs^® flexible partials. There are literally thousands of laboratories that have old manual presses and are ready to swap them out for something new and easy to use. This unit simply plugs into a 110V outlet-there is no need for air connections, which makes it ideal for laboratories that use small compressors. All the same furnace accessories used with manual presses can be used with this unit. We are offering a $200 rebate for used manual presses (most brands accepted) with the purchase of this unit from an authorized distributor.

05. In your opinion, what makes your injector and materials stand out from other options labs might have?

Our products are manufactured in the USA from the highest quality materials and under a strict quality management system. Our key material, tcs^® Unbreakable for removable flexible partials, has a unique formulation that offers the ideal degree of flexibility and provides a stable, retentive and esthetic appliance that is virtually undetectable in the mouth. All of our equipment is easy to use and maintain, and we stand behind every item we sell. But it is not only our products; the team at TCS puts the customer first, always. 

06. What reactions have you heard from labs, dentists and patients who have used TCS products? 

From laboratories, we have heard they find our equipment, products, training and customer service outstanding, and most importantly that they feel they can rely on us. As millions of TCS partial dentures have been fabricated, we hear all kinds of wonderful reviews from dentists, and patients have said they feel very confident with their partials. Additionally, our Dental Appliance Cleaner from our TCS Fresh line also gets rave reviews.

07. After a partial is complete, how do you ensure the patient continues to be satisfied with their partial made with TCS products? 

Actually, this goes back to our training programs and our network of TCS Laboratories. We offer the raw materials and equipment to fabricate removable flexible partials; however, it is the dentist’s professional recommendations and the technician’s expertise and workmanship that will ultimately deliver a successful case to the patient. We take pride in providing products of the highest quality; our goal is to get that same high quality to the final product so that the patient can reap the benefits of a properly constructed removable partial denture.

We offer a variety of patient education brochures so patients can be informed about the TCS option. We include a Patient Care Guide, a sample of tcs^® Dental Appliance Cleaner and a tcs^® Cool Mint Wipe with each cartridge so the laboratory can forward it to the doctor and patient with the completed partial denture. 

08. How do you make sure labs are properly trained to work with your material to get those great results? 

Our hands-on courses are CE Accredited and are held in small groups of no more than eight technicians. The instructor, Elvis Rosado, is one of the original technicians that worked in a production laboratory fabricating thermoplastic partials. He literally introduced the concept of flexible partials to the military and has taught thousands of technicians that art of a properly fabricated flexible partial. He is also available to answer technical questions at (731) GO-TO-TCS. 

09. How do you see the partials market changing over the next few years? 

I see a definite move towards higher technology-[it’s] easier to design and fabricate with more precision through digital technology. As implants gain popularity, I also see a growth in the use of flexible partials as an esthetic and comfortable interim prosthesis during the implant treatment.

10. How will TCS continue to meet labs’ changing needs in the future? 

We have our noses to the grindstone to help improve and simplify laboratory procedures.  

A successful company must continuously create new products and improve processes; we are a proactive team at TCS Inc. We will move forward with technology to continue to be an integral part of the industry.