Early in my career, I was one of the top Invisalign providers in Arizona. I believed that offering clear aligners was the future, and I heavily promoted them in my practice.
However, after years of treating patients with Invisalign, I realized that it wasn’t the best business decision. Here’s why:
1. Higher Lab Costs Eat into Profits
Every Invisalign case comes with a significant lab fee, cutting into the practice’s profitability. Unlike braces, where you control the cost of brackets and wires, Invisalign’s pricing is dictated by the company. This means a lower profit margin per case, even if you charge a premium price.
2. Compliance Issues with Trays
Parents liked the idea of Invisalign, but many underestimated the responsibility required for success. Kids would lose trays, forget to wear them, or not follow instructions properly, leading to delays and frustrations.
With braces, compliance is much simpler—patients don’t have the option to remove them, making treatment more predictable.
3. Parents Prefer the Cheaper Option
Most parents see orthodontic treatment as a necessity, not a luxury. When presented with two options—Invisalign (more expensive) and braces (more affordable)—many default to the cheaper choice, especially when both achieve the same end result.
I’ve had countless consults where parents were initially interested in Invisalign but changed their mind when they saw the price difference. When given a clear cost comparison, braces often win because they feel like the safer, more economical choice.
4. Braces are Easier to Sell & More Efficient
Because braces don’t rely on patient compliance, treatment times tend to be more predictable. I found that braces cases required fewer refinements, fewer emergency visits, and less chair time overall, making them a more efficient treatment option for my practice.
5. The Long-Term Payoff
Switching my focus to braces was a tough decision because Invisalign seemed like the future. But in the long run, this move paid off. By offering a treatment that parents felt comfortable with at a price they could afford, I saw increased case acceptance, more referrals, and greater profitability.