DENTURISTS A PRICE AND SERVICE BARGAIN |
Denturists have long touted the ability to meet a patient’s denture needs faster and more cost effectively than a dentist can. A 1998 study sponsored by the Oregon State Denturist Association found this to in fact be the case. A recent update to this study suggests that while this is still true, the price and delivery gap between dentists and denturists has apparently closed.
Denturists participating in both studies were contacted through the mail. Those participating did so anonymously. They were asked a number of questions about their practices, covering pricing, delivery, and their professional relationships with local dentists. Dentists were contacted via telephone by a researcher posing as a potential patient’s family member asking about denture costs and delivery times.
What does it cost?
Results showed that denturists charged an average of $1,496 for a full set of dentures, 31 percent less than the $2,174 average price quoted by dental offices. But while the price advantage still remains with denturists, it has significantly diminished. Comparing current pricing to that reported in 1998, denturist prices over the period have increased by more than 46 percent, while over the same time period dentists pricing has increased by 25 percent.
Denturists who were asked to comment on study results attribute the narrowing of the pricing gap primarily to the maturing of the profession. “I’m getting so much busier than I was before, which increases my overhead for staff and supplies”, reports Gresham denturist Ron Farris. “I now have many of the same expenses that dental offices do.” OSDA President and Roseburg denturist Phil Dahl agrees, and adds “the techniques and materials used to make dentures have improved over time. This translates into better and more expensive equipment and the need to take more time to produce a product. But it should be remembered that the quality of the final product has dramatically improved as well.”
“When I began I was underselling my services in order to attract patients and build a practice,” recalls Florence denturist Shawn Murray. “I sold at margins that were thinner than what it took to run a successful business.”
“From a business point of view, I think (the closing of the pricing gap) is great”, says Eugene denturist Todd Young. “(Denturists) are better trained and fees are beginning to reflect that.”
How long will it take?
Not only are dentures proportionally more expensive when obtained from a denturist than they were before, it takes longer to get them as well. In 1998, nearly half (48 percent) of the denturists reported being able to deliver a set of dentures within 2 weeks of the first patient visit. The proportion now stands at just over one quarter, or 27 percent. Now a much larger proportion report needing three weeks or more for delivery, where the response percentages nearly doubled from the 30 percent reported in 1998 to 57 percent in 2005.
“Demand has increased significantly, and there just aren’t enough hours in a day”, Farris believes. “When you are booked out for three weeks there are few places to put patients wanting their dentures sooner.”
Dahl sees part of the expanding delivery time as a function of the maturing professional. “I have been a denturist for 30 years now, and I find that I take more time with my patients than when I was younger."
“I’m busier and older”, Murray says, “and I can’t work as hard and long as I used to”.
How well do you get along?
In many ways the professional relationship between dentists and denturists has improved over time. For example, in 1998 the majority of denturists reported that their working relationships with dentists in their community were OK, but not necessarily great. Their current opinion on this relationship is significantly improved. In 1998, 40 percent of the denturists participating in this study rated their relationship with the local dental community as “excellent”. Nearly two thirds (64 percent) feel this way today.
Denturists generally attribute the improved relationship to a combination of experience and trust. “The dental community is seeing more of our work and appreciating the quality of what we do”, says Young. Farris agrees. “It goes back to the standard of care. If a denturist is perceived as providing services of high quality relationships (with dentists) will improve."
Dahl believes that professional acceptance plays a large role in improved relationships with dentists. “They have accepted denturism as a legitimate profession that is here to stay.”
Both Young and Farris afeel that adding partials to the ddenturist scope of practice has affected this professional relationship as well. “I believe that being able to make partials has helped”, Farris says. “The partial business has increased the trust level that dentists have for denturists.”
Related to this improved relationship is the increased level of dentist referral to a denturist. In 1998 denturists reported that 13 percent of their new business came from a dentist referral. By 2005 the proportion had doubled.
“We’re doing a better job of working with dentists”, Murray believes. “We look and act more professional”.
Young and Farris attribute increased referrals in part to generational changes within the dental profession. “The old guard is retiring and younger dentists are more willing and likely to refer,” Young believes. Farris agrees, and adds that “dentists are simply doing fewer dentures. Younger dentists recognize that (serving these patients) requires a team effort.”