在以往的例子中,當牙科醫師選擇手術顯微鏡時,Zeiss會建議採購Proergo,但義大利牙科醫師Massimo Mazza使用Proergo多年,覺得Proergo的設計仍不能滿足他在進行牙科手術時的需求,他希望牙科手術也能跟外科手術一樣,可以使用能提供直視患部位置的手術顯微鏡設備,因此經過了評估,他決定使用Pentero800
Dr. Massimo Mazza使用Pentero800之後,他說: 

"Pentero is the Easiest microscope I've ever used in dentistry.

Pentero is the moste Useful microscope I ever had in my hands."

以下為Dr. Massimo Mazza 決定採用Pentero800的經驗分享:

(資料來源: https://zeroinon.it/en/articles/why-i-bought-the-penterobrsmall-how-foolish-decisions-lead-you-to-new-ideassmall)

Why I bought the Pentero
"How foolish decisions lead you to new ideas"

The premise: Zeiss has tried in every way to dissuade me.
I would say I bought it because of the focus laser pointer or because of the 300-watt Xenum-light or the StarTrek-like automatic balancing system which is a total blast. Or just because I have a bunch of money and simply like the thing.
Not at all.

The Corporational Thinking


Multinational Enterprises reasoning rely on the same business model. Zeiss, Leica or whatever brand, work the same way. Big Brains, market analysts, go through tons of statistical data. The breeding oft the New Strategy. The Company's Board meets the shareholders mood and approves the most safe decision. Intuition is not considered an option. To avoid risk is mandatory. Shareholders are garanteed a little quarterly coupon and CEO a bonus. Once production started marketing is echoing. The company's marketing refrain sounds like this:

 

      Pentero is for Neurosurgery. In Dentistry is Unreasonable.

I am a doctor, a freelancer and an entrepreneur. Independent in thinking and acting. I do not comply to the company boarding. I am the board, the CEO and the owner of my private practise. I have my own vision. I am filled with an inborne optimismus. I know safe decisions, the one most people make, will bring you nowhere. You will be the same as everyone else. Lifetime. A hell of boredom. The biggest problem west-economies are facing right now.
Just posted the pic of Pentero on Facebook. Immediately starts a reckless offensive against me. Dentists engage against the foolish choice of Pentero. They want explanations after me strongly supporting the "let us not fool from dental corporate advertisement" (
link to the article).
Let's clear it up the misunderstanding. Buy a Pentero or buy CBCT and various digital equipments is quite different. Yes, you take out of pocket the same big money. The very difference: Digital tools and CBCT have wide spread, Pentero is just me the mad guy to buy it
I repeat what I wrote in the premise: Zeiss has tried in every way to discourage me.



The story and the Think-Tank that led my decision process.
Pentero I met the first time in Germany in 2010.
The rational me points out only disadvantages:

  • Zeiss DOES NOT RECOMMEND Pentero for dentistry
  • Pentero is designed for something else: neurosurgery
  • dentists consider microscope useless, except in endodontics
  • ALL the experts advise against it
  • the expensiveness is discouraging
  • my age does not recommend to explore a new challenge
  • you can do the same things with the more cheap ProErgo
  • Pentero is a useless thing, only appearance, no substance
  • Pentero is a disguised form of narcissism
  • the rational mind fears the NEW

The intuitive mind vice versa tells me:

  • a wonderful machine
  • an infinite light
  • easyness and precision in moving it
  • I see much better
  • the microscope is "floating" , it moves almost by itself
  • easy to use
  • the laser pointer allows you to choose the focal plane
  • speeds up work
  • I'll have to sign a mortgage – it will pay by itself
  • my life is my work - if I choose a job I like, I will just enjoy - Confucius
  • I have the feeling of exploiting new abilities - I do not know exactly which one
  • the intuitive mind is fascinated by the novelty.

I do not listen to any one. In July 2015 I sign the contract. A 200,000 euro leasing. Is big money for me, a one-man office. No papa with big bucks.
After the signature I'm out of my "comfort zone". Feeling lonely bearing the sequel of the new challenge. Like always in my life. Maybe too much for my 55 years of age.

The first weeks my confidence falters. I have to change the whole ergonomics of my routine. My assistant despairs. She says she can't get it to work.
        I do not Give Up.
3 weeks later starts the dawning of a new reality:

  • a microscope that is "floating" in the air
  • an incredible light, almost double as ProErgo
  • a floor stand with an amazing mobility
  • resolving power improved by cutting edge optics
  • a laser pointer that allows you to choose the focal plane, andautomatically focuses
  • an HD camera built into the optical body
  • balancing system completely robotized
  • the movement on the Z axis of the microscope-body is set free from assistant's scope: I can work under the microscope with assistant looking into the eyepiece
  • for the same reason I can teach to a second operator  

    Pentero is the Easiest microscope I've ever used in dentistry.
        Pentero is the moste Useful microscope I ever had in my hands.


Why Zeiss (as Leica or any other retailer) offer the dentist a microscope as Pico (or alike) and do not recommend a Pentero?

The miopy of advisors and CEOs of corporations is based upon statistics and templates: generalisations.
The flow chart of generalizations

  • The neurosurgeon works on the brain, the dentist on tooth
  • the brain is more important as the tooth
  • neurosurgeon's job is more demanding than dental job
  • the neurosurgeon needs a more performing microscope
  • the public hospital or private clinic can spend more money than the single dentist
  • the hospital can buy a more expensive microscope
  • the dentist not
  • ALL neurosurgeons are working always under the microscope
  • dentists do not even think about it
  • neurosurgeons are interested in improving for the sake of patient's health
  • dentists care only about cash
  • dentists earn enough and do not want to invest more
  • dentist are hard to buy a Pico-like microscope
  • dentists do not have the money for a more expensive microscope
  • neurosurgeons with Pentero work everybody 8 hours a day without problems
  • dentists buy ProErgo (with some exceptions!) and do not use it
  • Dentists are Less Clever.


My POINT of VIEW. Someone who works under the microscope every day for 20 years
Pico (or alike of any other brand) is the best-selling dental microscope. Only in endodontics the use becomes effective. Is a no-move-needed job. In other branches, more "dynamic", like prosthodontics or surgery, the tool is impossible. The ergonomics is "static", almost exclusively in indirect view. No motorized varioskope (zoom) for focus and working distance. When you move out of spot you're done. To find again the right working distance and focal plane with mechanical adjustments is a big business. A torture for few heros who venture through daily use of a Pico. The ProErgo (or similar microscope with motorized zoom) is considered an unnecessary luxury. APentero a total madness.
- The Pentero sells only to large public hospitals. They sold 1.500 or so worldwide. Neurosurgeries in Italy are perhaps 100. Dentists are only in Italy 60.000.
- Working under a microscope in the mouth is possible in all branches as long as the microscope has:

  • motorized zoom for focus
  • motorized zoom for working distance
  • high level of manoeuvrability

- Working under a microscope in the mouth is more difficult than in neurosurgery: unlike neurosurgeons we work in a hole, no light, with patient awake and moving!
- PENTERO makes it possible to work under a microscope coupled with the assistant. The Z-axis motion is free from the eyepiece of the assistant; an epochal revolution; with Pico or ProErgo is impossible.
- The dental market is 98% private.
- A share of this market has the possibility to afford TAC + CAD / CAM costing as much as a Pentero.
- An optical stereo-microscope does not age, it is a good investment. TAC and CAD / CAM require continuous software updates. Become quickly outdated; they are still replaceable from traditional technologies.
- The stereo-microscope is irreplaceable: to see or not to see is one of the benchmarks in dentistry.
- Dentists in the world are millions. In Italy alone 60,000. It 'a market with huge potential of growth. 
- If number of customers is huge prices drop.
- Dentists in the US and Russia for 2015 are considered the most paid doctors.
- The selection on entry-level to dental schools in the US and RUSSIA is demanding: dentists are anything but stupid.
- Corporations need to pay off the initial expences of designing and manufacturing. They go on trying to sell the wrong stuff to dentists. They do not rethink strategy.


The Conclusion
Multinational Corporates have to stop to sell an impossible microscope to dentists.
The boarding would better admit his myopia and review strategies.
5% of microscopes sold in dentistry is used in endodontics. The remaining 95% is just furniture that is good only for a "fake clinical check" or for selfies to post on Facebook. A dead line of business. 
Each microscope let at the mercy of dust in a corner of the dental office is the clear demonstration of its uselessness.
Buying Pentero forced me to rethink my routine. He has generated new thoughts. And that thoughts will lead to new ideas. New Scenario.

dr. massimo mazza

如您欲更深入了解Pentero800,歡迎洽詢台灣儀器行 02-2772-3333#164 或 0963050357 王經理

聯絡我們