The State of Dental Procurement in 2022 – A Global Survey of DSOs

Group Dentistry Now is the official media partner for Open Room Events’ DentalForum USA’s annual meeting. This event is Open Room’s largest event in the world and is unlike any other event in the DSO space. DSOs and emerging dental groups are matched with vendors and are given 15 minutes to discuss synergies and opportunities before the next 15-minute meeting takes place. The event is fast paced, highly productive and gives both DSO and vendors multiple networking opportunities. This year the DentalForum USA event is taking place at the Hyatt Regency Scottsdale Monday, September 12- Tuesday, September 13.

For three years, Group Dentistry Now and Open Room have surveyed DSO DentalForum attendees and DSO and emerging dental group subscribers of Group Dentistry Now on ‘The State of Dental Procurement.’  Bill Neumann shared the results during the meeting. (Review the 2019 survey HERE. Review the 2020 survey HERE.)

• The survey was made up of 12 questions
• 60 DSOs and dental group practices responded: 32 from North America, 17 from Europe and 11 from APAC & ANZ.
• At least 7,800 dental practices were represented in this survey.
• The average time to complete the survey was approximately 6 minutes and 30 seconds 

Here are the results of the survey:

1.) How many dental practice locations does your DSO / dental group currently have? 

North America (32 responses):

Europe (17 responses):

APAC & ANZ (11 responses):

2.) Who makes the decisions for what products become “preferred” or become part of your formulary? [Check all that apply]

North America (32 responses):

Other responses:

1. Logistic department and all the clinical coordinators are working together.
2. It’s a joint process between a selected clinical board and Purchasing department.
3. In accordance with the Clinical Board
4. Committee of clinicians in collaboration with purchasing manager.
5. Dental consultant (me)
6. Supply chain and compliance officers.

Europe (17 responses):

• Other response is CFO.

APAC & ANZ (11 responses):

3.) How many people at your dental group are involved in the purchasing / procurement process? [Check all that apply]

North America (32 responses):

Respondent’s comments:

1. Scientific Director, chair assistant and Clinical Board decide on our DSO’s products
2. 10-20 soley dedicated individuals, with 30-50 individuals that help as well with one off items or tasks.
3. Direct and indirect spend with category managers under each type spend.

Europe (17 responses):

Respondent’s comment: Our central organization for sourcing is three people plus clinical board (selected handful of dentists.) Local staff of approximately 1000 people.

APAC & ANZ (11 responses):

4.) How long is the pilot / review process for your practices to evaluate new products before deciding if they become part of the formulary?

North America (30 responses):

Respondent’s comments:

1. We give our doctors complete autonomy on critical clinical products.
2. It depends on the product.
3. We test the approved product in a limited number of clinics where our best doctors work.
4. It depends on the products. Some are approved immediately; some have a year process.
5. It depends on what it is. Some products are approved instantly by our clinical procurement team. Other larger relationships have taken nearly a year to solidify.
6. Depends on the item. Mostly equipment is piloted up to 90 days. 510k cleared consumable supplies aren’t piloted. New items we may do a simple clinical evaluation but real look at the financial impact.
7. Depends on the product type. If it is a non-clinically sensitive item, those evaluations can be completed in less than a month. If they are clinically sensitive products, those typically take between 1-2 months to fully evaluate.

Europe (16 responses):

Respondent’s comments:

1. We only select well-established products with significant volume.
2. Depends on the product.

APAC & ANZ (11 responses):

5.) When purchasing a product or service, rank the following by importance [1 being very important – 6 being least important] Note: The higher the weighted number the more important to the DSO and the more DSOs ranked that item #1.

North America (32 responses):

Europe (17 responses):

APAC & ANZ (11 responses):

6.) Do you offer clinicians multiple product offerings within a category? i.e. Two or more types of composite, etc.

North America (32 responses):

Europe (17 responses):

APAC & ANZ (11 responses):

7.) Rank the list of ways you prefer a vendor to introduce their products and / or company to your DSO? [1 being best way to contact you, 6 being worst] Note: The higher the weighted number the more important to the DSO and the more DSOs ranked that item #1.

North America (32 responses):

Europe (17 responses):

APAC & ANZ (11 responses):

8.) If you have preferred products or a formulary, approximately what is the percentage of clinicians that adhere to the formulary.

North America (32 responses):

Europe (17 responses):

APAC & ANZ (11 responses):

9.) What concerns do you have about the near-term future of your organization’s success and growth? Check all that apply.

North America (31 responses):

Europe (17 responses):

APAC & ANZ (11 responses):

Q 10.) When deciding on new technology or product how would you describe the type of ‘adopter’ your DSO is.

North America (31 responses):

Respondent’s comments:

1. We test the new product in some clinics. on technology instead we guide the mental change of our doctors and our clinics.
2. All of the above. Although we pride ourselves as innovators or early adopters, we sometimes like to sit back and observe how other adapt, to see if it may make sense to our business model of decide against it.

Europe (17 responses):

Respondent’s comment: We have all alternatives in the company. The majority is small clinics and is therefore cost sensitive.

APAC & ANZ (11 responses):

Q 11.) What new products and/or technology are you evaluating in 2022?

North America (24 responses):

Europe (11 responses):

1. AI, prevention tools for implant failure
2. Digital scanners
3. implant guide systems, intraoral scanners
4. scanners & data management
5. full digital solutions
6. iOS
7. Technology to allow us to become paper free
8. All related with digital flow, scanner and aesthetics
9. Aligners for GPs, products that we can sell online
10. Continuous process to equip clinics with all possible technology (3D, Scanners, 3d printers)
11. Digital printing of dentures AI Tech

APAC & ANZ (9 responses):

1. Digital Scanning Zirconia Blocks Whitening products Handpieces OPG RVG.
2. 3D printing
3. Treatment Planning Software Guided Surgery
4. Software
5. Not applicable for this year
6. Toothpaste & intra-oral cameras
7. Numerous, e.g., 3D printers
8. Implant related
9. Whitening tool

Q 12.) What can vendors do to provide additional value for your dental group?

North America (23 responses):

Europe (11 responses):

1. Present products that can replace products that include harmful chemicals and that are produced with in good working conditions.
2. Clear group level reporting, capable of being split by practice Dedicated account manager Clear pricing and volume discount structures, electronic invoicing
3. Training
4. Better analysis to help us understand our usage and how we can get better
5. Good support, preferred pricing.
6.  Training & education
7. Support for clinicians
8. Provide training by any channel Supporting doctors in the clinic Help us to improve our brand image
9. Better price, sponsorship for DSOs
10. Technology and better prices
11. Support us with people who have the growth of the business at the forefront.

APAC & ANZ (8 responses):

1. Provide support and service
2. Better prices, better support & training
3. Beyond the usual expectations of providing solutions for clinical work and operational workflow, vendors can value add by thinking out of the box to increase opportunities for collaboration. In addition, it will be good if they can look into providing solutions that can help us scale.
4. Proactive in providing new information on products
5. Provide technical support
6.  Treat us like a group and not a collection of independents
7. Training and education
8.  Good service/ backup / support

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