Over the years, I’ve seen companies offer to help dentists avoid costly investments in technology by offering “free” leases on equipment instead. Lately, I see this from laboratories offering to equip practices with a free intraoral scanner, if only the clinician will contractually agree to send all of their work to that lab. While there may of course be circumstances in which this makes sense, most business owners are savvy enough to realize that there’s no such thing as a free lunch, and that a direct purchase — even if financed — is typically the better long-term investment.

I’ve always found that most dentists tend to work with multiple labs at the same time. And they tend to switch labs more often than most lab owners would like. It’s simply the nature of a service in which no two cases are exactly alike. Despite impressive technological advancements, producing individualized custom morphology, within micron-level tolerances, remains an exacting discipline that can be difficult to replicate. So even if you’ve met the perfect lab tech, who has the broad range of skills you’re looking for, chances are you may not get a perfect fit each and every time.

So what happens when you opt to sign on the dotted line for a free scanner? Under the agreements I’ve seen, you’re forsaking all others and trusting in that one and only lab to consistently meet your every need. Can they? Each time out? Perhaps. But what does your actual clinical experience suggest? In the event of an undesirable outcome, you had best hope they can eventually get it right. Because that contract you signed has you locked in.

Purchasing your own intraoral scanner, on the other hand, preserves your clinical freedom and flexibility. Use whichever labs you like, for whatever services you like, in whatever situations may arise. You’re beholden to no one, and can therefore continue to demand the very best from each lab as it endeavors to continually win your trust, case after case. If they disappoint, you can readily take your business elsewhere.

Even if a lack of freedom doesn’t scare you, I’d encourage any dentist out there considering a “free” scanner offer to take a close look at the terms and conditions. However attractive “free” may appear upfront, maximizing profitability is a long-term game. I learned that concept growing up in Las Vegas, with each new hotel that went up along the famous Las Vegas Strip. Owners there sell the dream of instant riches, but make their own on the barest of statistical margins — as little as one or two percent.

Similarly, consider the transactional costs owed to a lab providing you with a “free” scanner. The numbers will vary, but my research suggests a crown might cost as little as $109 per unit from this lab. That’s the same price my lab charges for a BruxZir® Full-Strength crown from a conventional impression. From a digital impression, the cost for that same crown is only $89 at my lab. That’s a difference of $20 per unit. May not sound like much, but $20 amounts to a 22.5 percent premium! And if you multiply that $20 difference by the number of crowns you prescribe in a month — say, 25 — your monthly cost for that “free” scanner just went up to $500!

Your own number could be even higher. Could it also be lower? Perhaps, but be careful, because your contract likely stipulates a minimum lab spend of $1,000 to $3,000 per month, depending on the scanner model. If for some reason you don’t have enough cases to send during a given time span — vacation, illness, injury, you name it — best be prepared to cover the difference out of your pocket.

Point is, just like those Vegas casinos, someone has to pay for that equipment. If you’re not doing so upfront, then you’re surely doing so over time. Typically, it’s the “over time” costs that prove to be the most significant. Razor companies will give you handles at or below cost in order to sell you the blades forever. Printer companies will sell equipment at or below cost in order to sell you ink forever. Why shouldn’t some dental labs provide equipment in order to guarantee themselves the forever sale of restorations?

My advice? Don’t fall for it. Given the conservative estimate above of $500 per month, you’re looking at $6,000 per year and $30,000 over five years. This is enough to buy a premium scanner outright — except that you’re still tied at that point to your “free” scanner deal, and locked into paying inflated fees.

To be fair, the cost of purchasing your own intraoral scanner may appear steep, at first. If you’re on the cusp of retirement, perhaps it’s an investment you can live without. But those who plan to be in practice for even three to five more years would be well advised to own their own equipment. Doing so achieves the following:

1. Preserves your freedom of choice to use any lab as needed.
2. Gives you the autonomy to adapt to changing market conditions or preferences.
3. Enhances the value of your practice.
4. Saves you money in the long run.

Using the numbers I’ve provided above, you could completely pay off the purchase of a high-quality open scanner like the Medit^® i900^® system in about three years. With higher productivity, you could do so even faster. After that, every dollar you save goes directly back into your business, rather than someone else’s.

So do the math, and compare that to the cost and flexibility of simply purchasing an intraoral scanner outright.

While the allure of obtaining cutting-edge equipment at no upfront cost might seem enticing, it’s unquestionably a short-term fix that can lead to long-term financial strain and restricted growth. As romantic as it may seem, Las Vegas wasn’t built by “winners.” By investing in your own equipment, you gain the freedom, savings, and the control to make decisions that truly benefit your practice.

Unless you’re comfortable with dining at the same restaurant every day — regardless of whether the food or service meets your expectations — don’t fall for the myth of a “free lunch.” Prioritize the freedom of choice that allows you to constantly explore the most innovative or cost-effective options, maximizing your adaptability and business growth. Resist short-term temptation and invest in your long-term future. Because true freedom comes from owning your success.