Diamond burrs to autoclaves and 3D cone beam systems, the big suppliers collectively carry and service them all. Fortunately, there are choices associated with each product but a bear to compare while shopping. Some suppliers carry exclusive business arrangements with manufacturers that make buying decisions more of a challenge.
Does one-stop shopping work for YOU?
Time and hassle has its merits but trusting your suppliers product recommendations should be taken with a grain of salt. Chances are the supplier doesn’t know “why” and will pass you to the manufacturer like a hot potato…especially with dental technology.
Of course, relationship building is important to everyone (including your local rep) which can lead to spending time after hours or at social events. One bit of advice, business and personal relationships are best kept separate – I’ll leave it at that.
Most dental purchases fall within one of three categories:
- Consumables
- Dental equipment
- Technology
Prices within them can affect one another. I call it “bumping.” Getting a good price on one can lead to nudging another in the opposite direction! After a purchase, always have your business manager track your prices – especially consumables. Not saying it’s going to happen but it doesn’t hurt to make sure.
Occasionally, the problem falls between the suppliers and products that they offer. What happens if the product is not available through your current supplier but is from their competitor? Price, quality, and competition further complicates things. Obviously, buying poor quality equipment is wasting your money. The intent is to save money without sacrificing quality. Increasing leverage puts pressure on suppliers to lower prices anywhere from a few bucks to a few thousand depending.
The “little” things make a big difference
There are also service, support and warranty deductibles to contend with. I’m not convinced there is a huge price differential between products because you usually get what you pay for. Dentists should examine product choices prior to spending significant money on a CBCT, CAD/CAM or other equipment. Intangibles like service, support and other extras are great sources of profit and serious business – for them. Make sure the “deal” you’re considering includes the updates, maintenance and support that makes sense for you. Lastly, have the supplier break out these costs while comparing prices. Nothing is worse than a multiple page proposal with one total number at the end.
The Final Word
- Don’t take your suppliers word for it. Find out for yourself.
- Compare products across suppliers. You may find something better.
- Expect more as you buy more.
- Business and personal relationships are best kept separate.
- Track your consumable prices – especially after big purchases.
- Save money but don’t sacrifice quality.
