Quality endodontics represents ongoing value to patients
Featured Products Promotional FeaturesPosted by: Dental Design 30th October 2023
Convincing patients that dental treatment is worth spending money on is not a new problem for practices. When an option of ‘do nothing’ is given following a diagnosis, dentists accept that some will make this choice and that cost is often the reason why.
The increase in NHS dental charges – up by 8.5% from the end of April 2023 – plus inflation remaining high, has made things worse. If dentistry can be delayed, or avoided, why not? Another alternative is going abroad for more affordable care. Especially if they’re unable to access a dentist locally, this is a factor tempting patients to Europe and beyond.[i]
What can be done to support patients, whom you want to take on the next stage of their treatment journey, but are considering something other than your recommendation, in order to save money? For example, if an infection is diagnosed, you may tell them that endodontic therapy would be the clinically preferable route forward. If they are able to manage any discomfort, they could decide to do nothing. But they must understand that this could lead to them needing more invasive, and expensive treatment further down the line.
Or, they may conclude an extraction would be more cost-effective than a root-canal, which is a technically demanding procedure and best performed by a highly-experienced dentist or endodontic specialist. The thought of instant relief, when the whole tooth is removed, can also be very appealing.
Reframing the concept of cost
If the cost of endodontic treatment is proving a barrier for acceptance, using the language of a consumer and words like ‘value’ and ‘investment’ can help. Root canal work, when delivered ethically using high-tech tools and quality materials can return the health, function and natural beauty of the patient’s smile, for many years to come, with correct maintenance. So, it offers excellent value for money.
There are often long-term benefits to wellbeing, too. Studies have found that the lasting emotional impact of an extraction was something that patients were unprepared for.[ii] Although it may seem like the easier option, it will be hard to predict how they’ll feel about losing a tooth, once any initial relief at being pain free has passed. Unlike previous generations, modern patients have different expectations regarding tooth loss, which is no longer accepted as an inevitable part of the aging process. Practices are seeing individuals of all ages who want to keep their own teeth for as long as possible, for functional and aesthetic reasons. They don’t want to feel old, or incomplete. They don’t want others to think they neglect their oral health and hygiene. They don’t want to feel differently about themselves when they look in a mirror, or smile, or talk, or eat.
Build a case for cost-effective, quality care by telling patients that you have the technology in place to speed things up, and ensure their experience is as efficient as it is comfortable. This could include offering things like teledentistry or video calls for the initial consultations to discuss the process, so they can get all their questions answered at a time that suits them, without having to travel in to the practice. Also, utilise 3D imaging systems so they can see more, and understand the problem, which will also boost communication and build trust.
In fact, with endodontics, technology and innovation is often key to the ‘high-value’ message. If root canals have a bad reputation, for being painful and invasive, this belongs in the past. Now, there are high-tech tools, equipment and techniques to ensure it can go right, first time. Also, that any time they spend in the chair – which will be less than they think – will be comfortable. Endodontic therapy is fundamentally about restoring and repairing, returning the patient to health and saving their tooth. It’s ethical, it’s conservative and, thanks to the latest innovations, you are unlikely to need to retreat the tooth.
Ongoing return on your investment
Communicate the benefits of root canal therapy in a value-driven way, focusing on how investing now could save them money, as well as time and stress, in the future. Because you only use the best tools and equipment, efficient treatments mean costs can be kept down, without compromise to the outcome. Many preeminent endodontic dentists and specialists choose COLTENE’s endodontic range, including the HyFlex™ EDM file system, where only one or two files are needed for canal preparation. Also available is the CanalPro™ Jeni, for efficient digital autonomous navigation of the root canal. This is fast, safe, stable, high-value endodontics.
Quality dental care can be costly. Dentists must respect a patient’s right to choose, to say no or to go elsewhere, while giving them all the information they need to make the best decision for their long-term health. Endodontic therapy is not only more affordable than many might think, but the real cost of delaying or avoiding it, will be much higher.
For more on COLTENE, visit www.coltene.com,
email info.uk@coltene.com or call 0800 254 5115.
Mark Allen
Author: Mark Allen, General Manager at COLTENE
[i] ‘Impossible to get an appointment’: Britons forced abroad to seek dental treatment. Guardian, 9 August 2022. Link: https://www.theguardian.com/society/2022/aug/09/britons-forced-abroad-to-seek-dental-treatment (accessed April 2023).
[ii] Okoje VN, Dosumu OO, Alonge TO, Onyeaso C. Tooth loss: are the patients prepared? Niger J Clin Pract. 2012 Apr-Jun;15(2):172-5. doi: 10.4103/1119-3077.97305. PMID: 22718167.
