As dental suppliers learn to adapt to price fluctuations brought on by ongoing tariffs, dental practices may also have to make some changes to remain successful.
Jeff Cellucci, chief strategy officer at MB2 Dental, recently spoke with Becker’s to discuss how tariffs are affecting dental practice operations, and the best ways to adapt to price fluctuations.
Editor’s note: Responses were lightly edited for length and clarity.
Question: How are the current tariffs affecting dental practices as far as the cost of dental supplies, equipment and materials?
Jeff Cellucci: For many dental practices, the ripple effects of current tariffs are just beginning to surface. While some categories remain stable, others — especially those tied to global supply chains — are showing early signs of pricing pressure. Private practices and smaller groups with limited purchasing power are beginning to receive these increases from select vendors.
At MB2 Dental, we haven’t seen direct cost increases reach our practices yet. However, we’ve been in close communication with our preferred vendors since the first tariff announcements and continue to monitor the situation closely. With our scale and national footprint, we believe we should be among the last to absorb any pricing changes — if at all. If vendors move early to raise prices, we’re ready to shift spending toward alternative products or partners who maintain pricing discipline. In this environment, we believe vendors who hold steady will be best positioned to earn increased volume and long-term loyalty.
Q: Which products or categories have seen the most significant price increases due to tariffs?
JC: While it’s still early, we’re seeing the most pricing pressure in categories that were already tight post-COVID or where vendor competition is limited. Gloves and masks, which are still heavily dependent on foreign production, are surfacing as key risk areas, particularly those made with nitrile and synthetic materials. Capital equipment like dental chairs, delivery systems, and CBCT units are also being flagged for potential increases.
Q: Are independent practices experiencing the effects of tariffs differently than those under DSOs?
JC: Yes. Independent practices often feel the impact of rising costs sooner and more directly than those affiliated with DSOs. With more limited buying power and fewer pricing protections, solo and small group practices face greater exposure. In contrast, groups like MB2 are better positioned to negotiate, shift purchasing, or insulate against price increases through scale advantages. We anticipate a growing disparity in cost structures depending on how well practices, regardless of size, manage vendor relationships and procurement strategy during this period.
Q: What financial or strategic planning steps can practices take to buffer against tariff-driven cost fluctuations?
JC: For private practices navigating rising costs, one option is to join a broader network with stronger purchasing power. We recently launched Carabelli Club to help independent dentists access better pricing tiers, leverage MB2’s supplier relationships, and tap into top-notch education. Private practices utilizing Carabelli Club are saving thousands each month across over 60 vendor partnerships in supplies, labs and technology. In uncertain times like these, that kind of collective strength matters.
More broadly, all practices should build flexibility into their procurement strategy: diversify suppliers, avoid sole-source reliance, and regularly audit spending for savings opportunities. Being proactive with vendors by asking for pricing outlooks, alternatives and bundled value can create options before costs shift.
At MB2, we’ve leaned into these strategies while preserving clinical freedom. Our doctor partners aren’t locked into formularies, but many choose from a curated list of high-value products we’ve vetted and optional tools to support cost control. With tight vendor communication, we stay ahead of pricing trends and plan accordingly.
Q: Do you foresee these tariffs as a short-term challenge or a long-term shift in how dental practices operate?
JC: It’s difficult to say how long these specific tariffs will remain in place, but the broader implications are clear: procurement and supply chain strategy are becoming more critical to a practice’s success. Many suppliers have begun diversifying their sourcing in response to previous global disruptions, and that’s proving to be a smart move.
Whether these tariffs are short-lived or not, they serve as a reminder for dental practices of all sizes to build more resilient systems and maintain agility. At MB2, we’re using this moment to strengthen those capabilities and continue supporting doctor-led decision-making through any market condition.
