Why Dentists Should Rethink Their Relationships with Benco, Henry Schien, and Patterson
-Written by Dr. DeAngelo S. Webster
When it comes to running a successful dental practice, equipment and supplies are among the largest expenses. Dentists rely on distributors for everything from dental chairs to fluoride varnish, but many may not realize just how much power the largest vendors—Benco Dental, Patterson Companies, and Henry Schein—wield over their bottom lines. And how much they are working AGAINST the solo practicing dentist. Known collectively as the “Big 3” in the dental supply industry, these companies dominate the market, often leaving independent dentists with limited choices and higher costs.
The reality is that these Big 3 vendors have a long history of practices that undermine the interests of independent dentists. A few years ago, they collectively faced a class-action lawsuit that resulted in an $80 million settlement. The Federal Trade Commission (FTC) charged these companies with conspiring to block buying groups from negotiating lower prices for dental supplies, effectively limiting the ability of small and solo practices to access discounts. This case not only exposed unethical practices like price fixing but also highlighted the monopolistic grip these companies hold over the dental industry. Here is a link to the lawsuit documents: https://www.ftc.gov/legal-library/browse/cases-proceedings/151-0190-bencoscheinpatterson-matter
For independent dentists, the time has come to rethink their reliance on the Big 3 and instead consider working with smaller vendors. Here’s why:
Smaller Vendors Are Untainted by Price-Fixing Scandals
The FTC case against the Big 3 revealed the systemic price-fixing and anti-competitive practices that have hurt independent dentists for years. By conspiring to block buying groups—organizations that negotiate better prices on behalf of smaller dental practices—the Big 3 demonstrated that their priority is profits, not fairness.
Smaller vendors, on the other hand, often operate with a greater sense of integrity and transparency. Many of these companies are not beholden to the same monopolistic structures and are genuinely interested in earning your business through competitive pricing and superior customer service.
By working with smaller vendors, you’re aligning yourself with companies that aren’t tarnished by conspiracies and lawsuits.
More Competitive Pricing and Flexible Negotiations
The Big 3 are notorious for offering steep discounts to dental support organizations (DSOs)—large corporate entities that manage multiple dental practices—while charging higher prices to independent dentists. This practice forces smaller practices to effectively subsidize the discounts offered to larger players.
Smaller vendors, however, are often more willing to negotiate. They understand the challenges faced by small business owners and are eager to form mutually beneficial partnerships. Unlike the Big 3, smaller vendors don’t rely on scammish pricing models. Instead, they compete on value, customer service, and transparency, ensuring you get the best deal possible without hidden markups or unfair pricing structures.
As a dentist, you run a small business—and partnering with other small businesses helps strengthen the entire ecosystem. Smaller vendors are typically more aligned with the needs and values of independent practices. They often provide personalized customer service, faster response times, and innovative solutions tailored to smaller practices.
Transparency: Know What You’re Paying For
One of the biggest complaints about the Big 3 is their lack of pricing transparency. Hidden fees, inflated markups, and opaque contracts are all-too-common tactics used by these companies to maximize their profits. For independent dentists, this lack of clarity makes it difficult to budget effectively or understand whether you’re truly getting a good deal.
One of the most common moves from the Big 3 Playbook is to ‘price match’ lower prices, and then quitely raise your prices back up, sometimes even higher than before, without ever telling you.
Smaller vendors, on the other hand, are often more transparent in their pricing structures. They recognize that trust is key to building long-term relationships with their clients and are more likely to provide clear, straightforward pricing without the runaround.
It’s entirely possible to build a thriving dental practice without relying on the Big 3. Many independent dentists have grown their practices by sourcing equipment and supplies from smaller vendors. These businesses provide the same quality products—often at lower prices—without the strings attached.
As someone who built a successful practice without working with the Big 3, I can attest to the benefits of working with smaller vendors. Not only was I able to negotiate better pricing and terms, but I also experienced superior customer service and greater flexibility in meeting my needs when I needed to buy dental equipment. When it comes to supplies — there are ample smaller online suppliers to source your dental goods and supplies from.
Leave the Big 3 Behind
By breaking free from the grip of the Big 3, you’ll not only protect your bottom line but also take a stand against unethical practices that harm small businesses.
The next time you’re ordering dental supplies or upgrading your equipment, take the time to research smaller vendors in your area or online. Reach out to them, ask questions, and compare their pricing and service to what you’re currently receiving. You may be surprised at how much you can save—and how much better you’ll feel supporting a business that has NOT actively been proved to be conspiring against dentists.
By shifting your purchasing power away from the Big 3, you’ll not only improve your practice’s financial health but also contribute to a more competitive, fair, and transparent dental industry. It’s a win-win for you, your patients, and the future of independent dentistry.
-Kaizen.
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