The use of grey market products in the field of dentistry poses a significant threat to the safety of patients. These products may not meet quality standards, lack proper documentation, and come from unauthorised sources.
Dental professionals rely on legitimate suppliers who adhere to regulations and provide products of known origin. Grey market items might be expired, damaged, or tampered with, leading to inferior quality or ineffective treatments and potential harm to patients. In addition, such products often lack manufacturer warranties and support, leaving dental professionals and patients vulnerable in case of issues or complications.
In the case of counterfeits, in particular the health risks are significantly higher. To safeguard patients' well-being, it is essential for dental professionals to use only authorised, traceable, and regulated original products.
Patient safety is a core interest for all professionals in the dental industry.
We all have an ethical responsibility to ensure that our patients receive safe and appropriate care. Patient safety is a fundamental principle of healthcare, and dental professionals are expected to adhere to the highest standards of patient safety.
Dental professionals can be held legally liable for any harm caused to their patients as a result of negligence or malpractice. In order to avoid legal consequences, we must prioritise the safety of patients and take all necessary precautions to prevent any harm.
Dental professionals' reputation is closely tied to their ability to provide safe and effective care and high-quality work. If patients are harmed due to unsafe practices or negligence, this can damage the reputation of a dental professional and result in the loss of patients.
Patient safety is a key component of patient satisfaction. Patients expect to receive safe and effective care, and if feel that their safety is not being prioritised, they might seek treatment elsewhere.
Markus Heinz
CEO
Here are some ways to identify signals of grey market or counterfeits
In general, it is important to be cautious when purchasing goods or services, especially if the price seems too good to be true. If you suspect that an item might be a grey market or counterfeit product, you should investigate and verify the authenticity of the item before making the purchase.
One of the most obvious signals of grey market or counterfeit activities are prices that are significantly lower than the market price for particular items or services. If a price seems too good to be true, it might be a sign that the item could be not original or that it is being sold via unofficial channels.
The packaging of grey market or counterfeit goods may look different from Ivoclar’s official packaging. This could include different labeling, missing serial numbers or warranty information, or other variations.
Grey market and counterfeit goods may be sold via sales channels or by dealers that are not authorised by Ivoclar.
If a product is not available via the official and authorised sales channels from Ivoclar, but is being sold, this might be a sign of grey market or counterfeit activities. This can include products that are no longer in production or items that are sold exclusively in certain countries.
Grey market and counterfeit goods may not come with the same warranty or support as products purchased through official channels. If a seller cannot provide warranty information, this might be an indication that the item could be not original or that it is being sold via unofficial channels.
At Ivoclar, we are committed to providing our customers with authentic and high-quality products. If you suspect that a product sold under our brand name or through unofficial channels might be counterfeit, we appreciate your vigilance in reporting those activities. Your contribution helps us ensure the integrity of our products and protect our customers and their patients from counterfeit scams and harm.
The term "grey market" refers to distribution channels that lack authorisation from brand manufacturers. To ensure product authenticity and quality, manufacturers rely on authorised distributors who play a vital role in securing the supply chain. The intriguing aspect of the grey market is its subtle nature, making it challenging to detect. In fact, even some sellers of grey market products may remain unaware of their involvement in such activities.
Grey market products are alluring in particular for their price. Grey market distributors acquire and sell goods well below the wholesale cost set by authorised distributors. This significant price difference can be tempting, especially for businesses aiming to be cost-conscious. However, it is crucial to recognise that the risks associated with these purchases far outweigh any potential benefits.
Grey market products are questionable for a number of reasons. Firstly, those goods have been diverted from their secure supply chain, leading to uncertainties about their origin and authenticity. Often, they do not comply with local regulations and are sold in countries where they lack approval for use, raising potential safety and legal concerns.
Moreover, grey market products could suffer from compromised quality due to improper handling or storage conditions, posing risks to consumers. Sometimes the items have been repackaged or relabeled, making it difficult for buyers to ascertain their true nature and safety.
A particularly alarming aspect is the potential for counterfeit products within the gray market. Counterfeits imitate genuine items, making it challenging for consumers to distinguish between original and fake, and thus exposing them to significant safety risks.
Using grey market products might cause several significant problems. Foremost, patient safety becomes a major concern as these "unauthorised" goods may not meet the required quality standards. This jeopardises patient well-being and satisfaction. Additionally, the use of such products can have detrimental effects on the productivity. Dentists may have to redo work, face difficulties when materials do not perform as expected, and manage complaints of dissatisfied patients, thus wasting valuable time.
Furthermore, the use of grey market products can expose dental clinics to lawsuits from displeased patients who experience adverse outcomes. Besides the financial and patient-related risks, a dentist's reputation could suffer from consequences of the use of substandard goods.
The greatest risk is that a grey market product could be counterfeit or fake. It is difficult to determine if grey market products are authentic products and no counterfeit or fake, as there is no controlled distribution network for gray market products. For the buyer, it is impossible to assess the original source or authenticity of such products. The risk that a grey market product is fake is the most serious concern to patient safety and dentist reputation. With the help of authorities, fake Ivoclar products have been ceased, and we take comprehensive measures to prevent such counterfeit products from reaching dentists and patients. However, the most effective way to protect dentists and patients from fake Ivoclar products is buying Ivoclar branded products only from authorised distributors that are part of our controlled distribution network. We therefore encourage our customers highly to buy exclusively from authorised distributors.
But even in case the offered products are original Ivoclar products, they are not sold by the manufacturer or an authorised distributor, and therefore run the risk of not being stored at proper temperatures and conditions, or not being shipped according to manufacturer guidelines, or could be expired. Those products often do not comply with local regulations and might be sold in countries where they lack approval for use, raising potential safety and legal concerns.
Grey market products bought through unauthorised dealers typically do not come with manufacturer guarantees in case of performance issues. Manufacturers are hesitant to honor promotions or accept returns for such products because they cannot vouch for their origin or handling. Conversely, purchasing products through certified channel partners ensures authentic products, along with proper service, training, and support.
For dental offices costs are a major focus and concern but supplies only amount to 4-8% of a dental office’s gross revenue. Therefore, potential savings of 25% on product prices through the purchase of gray market products would only result in savings of 1% of your supply expenses. Are savings of 1% worth the risks associated with gray market products for your patients and your reputation?
If you want to protect your business’ reputation from the risks associated with gray market products, train your staff to buy only from authorised distributors and work with authorized dealers to find offers and pricing that meets your budgetary constraints. Authorised dealers are trusted partners to purchase the dental products and supplies that you’ve grown to rely on. Buying from authorised dealers will take the risk out of your procurement process.
We can guarantee the integrity, handling, and performance of Ivoclar branded products only, if they are purchased from an authorised distributor.
Ivoclar has established specific handling, storage, and shipping guidelines for all its medical device products to ensure quality and safety. All Ivoclar authorised distributors are contractually obliged to follow these handling, storage, and shipping guidelines.
Without evidence that you purchased from an authorised distributor, Ivoclar will not provide warranty coverage, product support, nor will you be able to return products that fail to perform as expected. Buying from an authorised distributor assures you that you will not only get an authentic product that is not compromised, but also enables Ivoclar to provide you the education, support, and training that you have come to expect from one of the most trusted dental product manufacturers.
Contact one of our authorised dealers for risk free shopping.
If there are any doubts about a particular offer, it is recommended to contact the manufacturer for assistance. In a survey conducted in 2015, more than 60% of dental professionals did not verify whether a dental distributor was authorised by the manufacturer to sell a product when placing an order. Taking the extra step to confirm their legitimacy can prevent potential issues associated with gray market purchases.