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The changing reality of the team approach to implant dentistry

from Dental Economics

The marketing dynamics within the dental implant industry are changing with regard to oral surgeons and periodontists growing or even maintaining their implant referral practices. General practice dentists, who have traditionally worked in the team approach to provide optimal treatment for their patients, are realizing that the most profitable way to participate in the implant revolution is to start placing implants. In some cases, this is encouraged by the same implant sales reps who help increase referrals to the surgical specialists who use their implant systems. The salesperson who offers to increase referrals by providing "technical support" through abutment selection or training on impression procedures may achieve this objective by directing referrals away from another surgical specialist who does not use that salesperson's implant system. more

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