Veterinary technicians are the backbone of dentistry in most practices, often handling radiographs, cleaning, and educating clients about the importance of oral health. But what happens when your clinic is working with outdated equipment or lacks the training necessary to provide top-tier dental care? Convincing your DVM about investing in better dental equipment and education can be a game-changer for the entire team—and for patient care.
Step 1: Do Your Homework
Before approaching your veterinarian or practice manager, gather facts and data that support the need for investing in better dental equipment and training. Here are some key points to research:
- Financial Benefits – Show how investing in better dental care increases revenue. Look up statistics on how improved dental services boost compliance and client retention. For instance, studies show that clinics with robust dental programs generate a significant percentage of their revenue from dentistry alone, making it a worthwhile investment.
- Efficiency Gains – Demonstrate how new equipment can reduce procedure times and improve diagnostic accuracy. High-speed dental units and digital radiography allow for quicker procedures, meaning more patients can be seen in a day.
- Patient Outcomes – Highlight how enhanced dentistry leads to healthier patients, reducing systemic disease risks associated with dental infections. Explain how untreated periodontal disease can contribute to heart, liver, and kidney conditions.
- Competitive Edge – Check what other clinics in your area offer and show how upgrading can keep your practice competitive. If nearby clinics are offering advanced dental services, potential clients might be choosing them over your clinic.
Step 2: Identify Specific Needs
Instead of a vague request for “better dental stuff,” be specific. Identify which tools or training would make the most impact:
- Digital Dental Radiography – Faster, clearer images mean better diagnosis and shorter anesthesia times. Clinics that add digital dental radiographs often see an increase in case acceptance from pet owners because they can visually understand the issues. Without dental radiographs, you are going to miss painful pathology and send the patient home still in pain. Most of the tooth structure (about 2/3) lies beneath the gingival margin, making visual examination alone insufficient. While DR and CR systems speed up the radiographic process compared to hand processing, most clinics have already adopted at least one of these technologies. However, simply having a system is not enough—it must be utilized for full-mouth radiographs on every single dental procedure. If your clinic is not taking full mouth radiographs every time, it is leaving painful pathology undiagnosed and missing out on additional revenue from necessary extractions or treatments. Proper implementation of full-mouth radiographs ensures better patient outcomes and increases revenue through the detection and treatment of hidden disease.
- High-Speed Handpieces – These allow for precise extractions and reduced trauma, leading to faster healing times for patients. Most clinics already have high-speed handpieces, but knowing how to use and maintain them properly is critical for their optimal function. Ensuring the turbine is in good condition will prevent burs from slipping out, which can be a serious safety concern. Following manufacturer-recommended maintenance—such as daily oiling of oil-dependent machines—will extend turbine lifespan and keep performance at peak efficiency. Knowing which burs to use in different scenarios will also improve procedural efficiency, allowing for less gross bone removal during extractions and reducing the risk of fracturing teeth. Additionally, knowing when to discard and replace burs is critical. Many veterinarians hesitate to throw things away, but using a dull bur significantly increases extraction time, can overheat and burn bone, and ultimately makes the procedure much harder on both the patient and the clinician.
- Regional Nerve Block Training – Enhances pain management and improves patient recovery. Proper pain control techniques result in better post-op comfort and quicker discharge times. Refer to the Regional Nerve Block Blog for more information!
- Continuing Education (CE) Courses – Hands-on training, like those offered through Learn Veterinary Dentistry, can improve efficiency and confidence. An educated team means better workflow and higher standards of care.
Step 3: Speak Their Language
Most practice owners or managers think in terms of numbers and client satisfaction. When presenting your case, frame it in a way that aligns with their priorities:
- Increased Revenue – Well-equipped dental suites mean faster procedures, more appointments, and improved compliance. For example, offering dental radiographs with every cleaning can significantly increase the value of each procedure.
- Better Client Retention – Pet owners trust clinics that invest in top-notch care. Show examples of how educating clients about dental disease leads to increased treatment acceptance.
- Reduced Liability – Proper training minimizes anesthesia risks and improves safety. If extractions are performed improperly due to lack of training, complications such as jaw fractures can occur, potentially leading to legal issues.
- Efficiency and Staff Retention – Well-trained techs can take on more responsibility, reducing the burden on veterinarians. A more empowered team increases job satisfaction and decreases turnover.
Step 4: Offer a Plan for Investing in Dental Equipment
Come prepared with a step-by-step action plan:
- Set a Budget – Find out the cost of the equipment or training and compare it to potential revenue. A digital dental radiography system might cost a few thousand dollars, but if it allows for more accurate diagnosis and treatment, it quickly pays for itself.
- Suggest a Trial Period – Propose testing a piece of equipment before committing to a full purchase. Some companies offer demo equipment or financing options to ease the initial cost.
- Offer Free Full-Mouth Dental Radiographs for One Month – Implement a trial period where all dental patients receive full-mouth radiographs at no additional charge. Thoroughly document the findings, noting pathology that would have been missed without imaging. Track the revenue generated from these diagnoses and treatments, demonstrating the financial and medical benefits to the clinic. This data can be instrumental in making the case for ongoing investment in dental radiography.
- Provide CE Options – Research RACE-approved courses (like the ones I offer!) that fit the team’s needs and schedule. Many courses offer flexible learning formats, from in-person workshops to online modules.
- Show ROI (Return on Investment) – If adding dental radiographs means an additional $X per procedure, estimate how quickly the investment pays off. A single high-quality dental suite can generate thousands in additional revenue per month.
Step 5: Address Objections
Be ready for pushback and have responses prepared:
- “We don’t do enough dentistry to justify the cost.” → “Improving dental services will attract more clients and increase compliance. Many pet owners don’t realize their pets need dental care until it’s properly explained.”
- “Our current setup works fine.” → “Upgrading will reduce procedure times, improve patient outcomes, and enhance diagnostic capabilities.”
- “We don’t have time for training.” → “Efficient training sessions can be scheduled in small blocks or during slower periods, allowing the team to stay productive while learning.”
- “Clients won’t pay for these services.” → “Educating clients about the importance of dental care increases case acceptance. Many pet owners are willing to pay for high-quality care when they understand the benefits.”
Step 6: Follow Up
If your initial conversation doesn’t lead to immediate action, don’t get discouraged. Follow up with more supporting data, testimonials from other clinics that upgraded, or client feedback on the importance of dental care. Consider gathering before-and-after case photos to show the tangible difference quality dental care makes.
Final Thoughts
Veterinary dentistry is one of the most underutilized revenue streams in many clinics, yet it’s critical to pet health. By approaching your DVM with a well-researched, financially sound, and patient-focused proposal, you increase the chances of getting the investment needed to elevate your practice’s dental standards.
Investing in dental equipment and training isn’t just about improving a clinic’s bottom line—it’s about improving the quality of life for pets. With the right tools and education, your clinic can offer better care, improve efficiency, and increase client trust.
Need help making your case? I offer training programs designed to help veterinary teams master dentistry—let’s chat about how I can help!
Images used under creative commons license – commercial use (02/21/2025) Photo by Bailey Burton on Unsplash