In recent years, the demand for clear aligners has surged among patients seeking a more aesthetically pleasing and discreet alternative to traditional braces.
For orthodontists and dentists, incorporating aligner treatments into their services presents an excellent opportunity to not only meet patient preferences, but also drive revenue and profit growth. It can be difficult to know how to optimize these offerings, so in this post we’ll discuss why your practice should be offering aligners and best practices for aligner sales that will get you started and will scale with your business.
Why Sell Aligners?
Aligners have gained immense popularity among patients due to their aesthetic appeal and comfort. Doctors benefit from offering aligner treatment as they foster greater patient satisfaction and are easier than traditional appliances for patients to comply with. As more patients seek this more modern teeth-straightening solution it makes sense for all orthodontists and dentists to incorporate aligners for increased revenue and profit growth. Sales of clear aligners have grown rapidly in recent years which have only accelerated with the COVID-19 pandemic.
- The clear aligners market size is estimated at USD 6.29 billion in 2022 and is expected to surpass around USD 46.3 billion by 2030.
- Clear aligners are particularly popular among adult patients. In 2022, 61.2% of clear aligner patients were adults whereas only 25% of braces patients were adults.
- The offline segment held the highest market share of 75.0% in 2022, but direct-to-consumer sales continue to grow due to the cost savings. Doctors who price competitively can offer a higher level of service while still satisfying price-sensitive patients.
How to Choose an Aligner Vendor
Doctors have many options in terms of how they produce aligners for their patients. While producing aligners in-house can be appealing as this option offers the best margins on paper, an in-house process can easily become bottlenecked because of the need for specialized equipment and staff trained to use it. For this reason, it is usually beneficial to work with a single orthodontic lab as your vendor to ensure consistent quality and supply. Doctors will want to ensure the vendor they select provides a software interface that gives them precise control over their patients’ treatment.
Patients may inquire about specific brand names, but even if you don’t carry that particular brand, you can offer your preferred vendor as a reliable alternative. Doctors can explain to patients that all aligner brands are made using similar methods and they can save on their treatment by choosing the aligners preferred by their doctor.
How Do You Price Aligner Treatments?
Setting the right pricing for aligner treatment can be challenging for orthodontists and dentists. Here are some key decisions to consider:
Should I Upcharge for Aligners?
It can be tempting to upcharge for aligners as patients may pay a premium for aligners for the visual appeal and comfort. However, orthodontists and dentists can price more competitively and grow their patient base by setting fixed prices for aligner treatment that matches the price of traditional braces. This simplifies the pricing process, makes your patients happy, and encourages word-of-mouth referrals through competitive pricing.
Price Per Aligner or Fixed Price for the Full Treatment?
While pricing per aligner might seem cost-effective, it can lead to unnecessary complexity and time wasted from micromanaging costs. By offering a fixed price for a full treatment plan, you can reduce this complexity and earn patient trust by being more transparent. Though occasional overpricing or underpricing may occur, overall, you can manage costs effectively by simplifying your offerings, ensuring a smoother process.
Getting in control of the aligner process with Vivid Aligners
Vivid Aligners is an advanced system that empowers orthodontists and dentists to deliver exceptional aligner treatments with ease. Here’s why you should consider incorporating Vivid Aligners into your practice:
Regain Control: With Vivid Aligners, you take charge of your treatment plans and streamline the entire process, saving time and effort.
Consistent Quality and Precision: Vivid Aligners ensures that each aligner is crafted with precision, resulting in optimal treatment outcomes and patient satisfaction.
Simplify Your Practice: By partnering with Vivid Aligners, you eliminate unnecessary complexities and focus on providing excellent patient care.
Selling aligners can be a game-changer for orthodontists and dentists looking to expand their services and attract a wider patient base. These strategies will help you get started offering aligners, streamline the treatment process, and grow your practice without unnecessary complexities. For additional resources, watch this podcast for an insightful discussion between industry experts Tom and TJ Wright on how doctors can grow their practices through clear aligner treatments. If you’re looking for more in-depth strategies for selling and marketing clear aligner treatments, check out our eBook.
Sources:
https://www.grandviewresearch.com/industry-analysis/clear-aligners-market
