Volume-based procurement for dental implants: a milestone for dentistry
The full roll-out of volume-based procurement for dental implants is one of the most influential policy changes in dentistry in recent years. From pilots to nationwide adoption, the policy has profoundly changed the pricing system and competitive landscape of the implant market. This article explains the policy and its effects on both clinics and patients.
1. Core content of the policy
1.1 Key points
- Volume-based procurement of implant systems: covering mainstream implant brands sold in China
- Competitive pricing and listing for crowns: unified price standards for crowns
- Regulation of medical service fees: no more than RMB 4,500 per tooth at tertiary hospitals
- Overall price reduction: the total cost of one implant has fallen by about 40%–60%
1.2 Price changes compared
| Item | Before procurement | After procurement | Reduction |
|---|---|---|---|
| Korean implant systems | RMB 4,000–6,000 | RMB 1,500–3,000 | 50%–60% |
| European implant systems | RMB 8,000–15,000 | RMB 4,000–7,000 | 40%–55% |
| All-ceramic crowns | RMB 2,000–4,000 | RMB 800–1,500 | 50%–60% |
| Medical service fees | RMB 3,000–8,000 | RMB 2,500–4,500 | 30%–45% |
2. Effects on patients
2.1 Positive effects
- A much lower price threshold: one implant has fallen from often more than RMB 10,000 to a few thousand yuan
- More brand choice: procurement covers several brands, so patients can choose according to their needs
- Price transparency: procurement prices are public, reducing information asymmetry
- Greater willingness to seek treatment: lower prices have encouraged more patients with missing teeth to choose implants
2.2 Points to watch
- A low price does not mean low quality, but patients should choose a properly licensed clinic
- Quality differences between implant brands still exist
- Procurement prices may not include extra costs for complex implant cases
- Later maintenance and warranty terms should be confirmed in advance
3. Effects on dental clinics
3.1 Business pressure
- Narrower margins: gross margins on implants have fallen from 60%–70% to 40%–50%
- Volume versus price: clinics need to increase implant volume to make up for lower unit prices
- Fiercer competition: with transparent prices, competition between clinics has intensified
- Rising acquisition costs: more clinics are entering the implant market, intensifying competition for traffic
3.2 How to respond
Improve efficiency:
- Introduce digital implant technology to make procedures more efficient
- Standardise the implant process to reduce time costs
- Develop an implant team to increase capacity to see patients
Compete on differentiation:
- Develop implant specialities (such as immediate implants and All-on-4)
- Offer differentiated services (such as VIP post-operative care)
- Build a reputation for the clinic's implant work
Manage the whole patient lifecycle:
- Use implants to attract patients → related treatments (cleaning, whitening, restorations and so on)
- Set up a post-operative maintenance system that creates ongoing revenue
- Family dental care: one implant patient brings in spending from the whole family
4. New trends in the implant market
4.1 Changing consumer trends
- Implants are shifting from a "premium purchase" to a "mass-market purchase"
- Demand for implants among older people has been unlocked
- Implant demand among young people due to sports injuries is rising
- Demand for complex implant work such as "full-mouth reconstruction" is growing
4.2 Technology trends
- Immediate implant techniques are becoming widespread
- Digital surgical guides improve precision
- Use of short and narrow implants is expanding
- Implant surface treatment technology is being upgraded
5. Advice for running a clinic
- Embrace procurement: do not avoid or resist it; treat it as an opportunity to attract patients
- Optimise costs: reduce costs through purchasing at scale and process optimisation
- Improve technique: invest in digital equipment to improve implant efficiency and quality
- Deliver good service: as prices converge, service is the key differentiator
- Acquire patients across all channels: use Meituan, Douyin and other platforms to attract implant patients
- Invest in private channels: set up a long-term maintenance system for implant patients
Summary
Volume-based procurement for dental implants is a double-edged sword: it squeezes the margin on each implant but greatly expands the size of the market. For dental clinics, the key is to move from "high margin, low volume" to "reasonable margin, high volume", adapting to the new market through greater efficiency, differentiated service and acquiring patients across all channels.