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Honest conversations with the people shaping the future of dentistry. From practice owners to industry disruptors, we dive into real stories, smart strategies, and behind-the-scenes insights you won’t hear anywhere else. No fluff—just the ideas and experiences that move dental practices forward.

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Behind the Scenes of Dental GPOs: The Pros and Cons

In this episode of the Zen One Podcast, Tiger Safarov interviews Karla-Marie Santiago, a senior director of strategic partnerships at SupplyDoc, to discuss the role of Group Purchasing Organizations (GPOs) in the dental industry. They explore the benefits of GPOs for independent practices, the different types of GPOs, and the importance of procurement strategies. Karla shares insights on evaluating GPOs, the challenges of adoption, and the significance of customer service in ensuring a positive experience for members.

In this conversation, Karla-Marie Santiago and Tiger Safarov delve into the complexities of Group Purchasing Organizations (GPOs) in the dental industry. They discuss the challenges of adoption, the importance of relationships in negotiations, and the critical factors to consider when evaluating GPOs.

The conversation also highlights the role of vendor relationships, the significance of pricing and utilization, and when practices should consider engaging with GPOs based on their growth goals and procurement strategies.

02/03/2025

46:06

Takeaways

 

    • GPOs leverage collective buying power for better pricing.
    • Independent practices can benefit significantly from joining GPOs.
    • Different GPOs have unique value propositions and structures.
    • Understanding the types of GPOs is crucial for making informed decisions.
    • Customer service and communication are vital for GPO success.
    • Procurement encompasses more than just purchasing; it’s about strategy.
    • Adoption of GPOs can be challenging due to various factors.
    • GPOs should provide tools to simplify data management for members.
    • Evaluating GPOs requires understanding their offerings and contracts.
    • The relationship between GPOs and vendors is key to member satisfaction. Adoption of GPOs can be challenging due to data gathering issues.
    • Having a single point of contact is crucial for effective relationship management.
    • Investment in relationships is key to achieving ROI with GPOs.
    • Evaluating GPOs requires understanding their partnerships and pricing structures.
    • Utilization of contracts is essential for maximizing savings.
    • Strong relationships can lead to better pricing negotiations.
    • Reps play a significant role in maintaining vendor relationships.
    • Practices should assess their growth goals before engaging with GPOs.
    • A dollar saved is often more impactful than a dollar earned.
    • The transition from emerging to mid-market is a critical time to consider procurement strategies.

 

Chapters

 

(00:00) Introduction to GPOs and Their Importance

(03:05) Understanding Different Types of GPOs

(05:58) Evaluating GPOs: Examples and Their Value Propositions

(09:04) Why Join a GPO? Benefits for Independent Practices

(11:47) Navigating Product Choices and Vendor Relationships

(14:55) The Role of Procurement in Dental Practices

(17:59) Pros and Cons of GPO Structures

(21:00) Challenges and Risks of Joining a GPO

(23:52) Customer Service and Communication in GPOs

(27:10) Best Practices for GPO Adoption

(28:06) Evaluating GPOs: Key Considerations

(30:10) Understanding Pricing and Utilization

(32:33) The Role of Relationships in Negotiation

All Episodes