The Replacements
Dental implants can be a win-win for reps, customers.
If your customers do not offer dental implants at their practices, they may not understand the benefit of implants to patients. As more dental patients explore their options for cosmetic and restorative procedures, and dentists continue to seek ways to generate revenue and remain competitive, the dental implant market appears to be on the upswing.
While dental implants have been around for over 40 years, it was not until the 1980s and 1990s that the American Dental Association began to stress them as a primary treatment option for patients missing a tooth. Today, patients are encouraged to consider implants for a number of reasons, such as:
- Replacing one or more teeth
- Increasing the stability of full upper or lower dentures
- Enhancing chewing ability
- Improving aesthetic appearance and confidence.
Good candidates for dental implants include patients who:
- Have a jawbone that has reached full growth.
- Have healthy oral tissues.
- Have adequate bone to secure the implants.
(Source: MayoClinic.com)
What are implants?
Unlike bridges or dentures, implants are individual replacement teeth, which can be flossed and brushed. Whereas bridges generally need to be replaced every five or so years, implants last up to 35 years, assuming patients brush and floss regularly, eat the right foods and refrain from smoking or otherwise risking bacteria penetrating their bone and gum tissue.
The implant refers to a post, or threaded metal cylinder, which is surgically implanted into the jawbone beneath the gum tissue to replace the old root. An abutment, or extension, is attached to the top of the implant, and a crown, or artificial tooth, is attached to the abutment.
Once the metal implant is placed, the dentist waits three to six months to allow the patient’s jawbone to grow into the implant. The process is called osseointegration, and it helps provide a solid base for the abutment and crown.
When osseointegration is complete, the dentist reopens the patient’s gum to expose the dental implant. The abutment is attached to the implant, and the gum tissue is closed around - but not over - the abutment. Afterward, the patient’s gum must heal for a couple of weeks before
the dentist can make an impression of the remaining teeth, which is used to make the crown. The crown is placed once the dentist feels the patient’s jawbone is strong enough to support it.
Package deal
Depending on each dentist’s comfort level, he may oversee the complete implant process, or send patients to an oral surgeon for the abutment and crown. So, some dental customers may choose to purchase separate components used for the implant, while others prefer to purchase a more comprehensive implant kit. Implants sold separately may range in price from $270 to $500. Implants that include a pre-attached abutment cost more.
Abutments typically cost between $80 and $350. Higher-end abutments may be ground and milled for the individual patient. Crowns range in price from $200 to $300. And, all prices vary from one region of the country to the next.
In addition to the implant, abutment and crown, dentists require various tools and instrumentation for placing implants. These may include hand and motor drills, screwing and unscrewing devices, countersinkers, torque devices and more. Different systems are appropriate for different patients, depending on the size of, or the amount of bone and space in, the patient’s mouth. Complete implant kits range in price from $2,000 to $4,000.
Do implants pay off?
Despite the number of tools and the cost involved, dentists who perform between 15 and 25 implants each year should see a profit. Dentists who handle only the implant itself and farm out the rest of the procedure only need to perform two or three each year to generate extra revenue.
More and more patients are demanding this service, and if their own dentist doesn’t provide it, they likely will find another one who does. Particularly as all dental technology continues to improve, and 3D imaging provides dentists with more exact data, consumers are more inclined to invest in cosmetic and restorative dental procedures.
One product manager gauges his customers’ interest by asking, "Doctor, if you fell off of a bicycle today and lost your front teeth, what would you do?" Those who opt for a bridge likely don’t understand the full range of benefits implants offer. [FI]
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