Implant companies and ‘package deals’ : How to go about it?

Start with your practice’s needs

First, review the types of implant cases your practice handles or plans to handle. Consider the implant systems your clinicians already know, the restorative options they use, and the level of training you and your team may need.

Your patient clientage also matters! For practices catering exclusively to VIPs, it is definitely better to go for high end brands instead of reaping profits using mid-range ones. For practices catering to a mixed clientage, mid-range implants work best. I would not advise to go for an extremely low costing implant compromising on the quality, to cater to occasional charitable patients. Instead, treat them with a true charitable spirit.

A package that looks attractive on paper may not suit your workflow. For example, a large inventory bundle could tie up cash in components you rarely use. A smaller package may offer better value if it covers your most common cases and lets you re-order promptly. It is wiser to go for a package deal of 20-25 implants - it gives you an ample amount of stock to play with (without feeling the pressure), understand the company’s policies and post sales service and give you decent value for money.

One must take into account that sometimes, rare clinical situations may arise wherein a company -other than the one you decided to go for a package with - offers a better implant size, component, or product. You may have to place 1 or 2 implants outside of the package, so that it better justifies the clinical situation and benefits the patient.

List your requirements before speaking with sales representatives. Include:

• Implant and restorative components you expect to use

• Training or clinical support your team needs

• Typical order sizes and delivery expectations

• Instrumentation, software, or equipment compatibility

• Budget and preferred payment terms

Compare the complete package, not just the price

Ask for an itemized quote. Confirm whether the offer covers implants, abutments, restorative parts, placement kit - this mandatory. Additionally, if required, you may ask if the package includes training, lectures and assistance support, or whether some items cost extra. Check for minimum purchases, shipping charges, expiration dates, and rules for future orders.

A lower initial price does not always mean a lower total cost. Compare the package with what your practice would realistically buy over a set period, such as six or twelve months. Also, find out whether the quoted price depends on a purchase commitment or a specific payment schedule.

Lastly, ask about repeat package deals. While some companies offer additional kits like those for for sinus lift or implant retrieval surgical instruments; while some fix the quantity to be an higher x amount of say 50 or 100 implants in the followup packages. This must be known to you before the first deal.