Scaling takes veterinarians to the gum line and below.

When it comes to their patients’ oral health, it’s not what veterinarians see that worries them. It’s what they don’t see. Even when pet owners brush their pets’ teeth, dental plaque and dental calculus can accumulate in pockets below the gum line, leading to periodontal disease. Dental scaling enables the veterinarian to remove the patient’s plaque (the accumulation of food particles and bacteria), as well as calcium, phosphorus and other minerals, which accumulate over plaque to form calculus.

Going ultrasonic
Although some dentists still use hand scalers to remove plaque and calculus on their human patients, these are not considered very effective for animals. Instead, veterinarians tend to prefer ultrasonic scalers (the same instruments used in human dentistry), which rely on an electronic generator. The generator transmits high-frequency vibrations – from 25,000 to 40,000 or more cycles per second – to a handpiece, which is used to remove deposits from the tooth’s surface. An insert can be placed in the handle of the device, permitting the use of various instruments. Some veterinarians may rely on an air-powered subsonic scaler, which vibrates less than 20,000 cycles per minute, but many prefer the ultrasonic device, as it is more powerful.

There are two types of ultrasonic scalers: magnetostrictive and piezoelectric. Magnetostrictive ultrasonic scalers employ a pulsing magnetic field applied to a metal stack, which flexes to move its tip in an elliptical pattern. It generates heat, requiring fluid for cooling the handpiece and gum tissues. Piezoelectric ultrasonic scalers employ pulsing voltage applied to ceramic crystals, which move the tip in a reciprocating pattern. This causes the patient’s gum tissues to heat, requiring fluid for cooling.

Magnetostrictive and piezoelectric scalers differ with regard to ease of service, the potential for trauma to the tooth, and the pattern on the tip of the instrument. Generally, the instrument a veterinarian uses comes down to a matter of personal choice. Because veterinarians do not receive the same training on ultrasonic scalers as do dentists, they often rely on their sales reps to help them select the technology that is best suited to their practice.

How to sell
Many experts believe that, dollar for dollar, ultrasonic scalers are one of the best investments that veterinarians can make. The instrument costs between $1,000 and $3,000, depending on whether it comes with extra drills and polishers, both of which are often essential for practicing good dentistry. But, once veterinarians add ultrasonic scalers to their practice (typically one per operatory table), they rarely need to replace them. Usually, the cost of maintaining the instrument involves replacing the scaler tip periodically when it breaks down – generally a $100 cost.

Distributor reps can get their customers thinking about ultrasonic scalers by asking, “Doctor, how many dental procedures do you do in a month?” This will determine whether they need a heavy-duty ultrasonic scaler or a scaled-back model.

One of the best services sales reps can offer their veterinarian customers is comprehensive literature on the products they offer, as well as educative material on veterinary dentistry. For instance, not every veterinarian may realize that a thorough teeth cleaning generally adds etches to the patient’s teeth, requiring follow-up polishing.

Ultrasonic scalers generally last at least five years, and many veterinarians use them about 500 times each year. At $200 a teeth cleaning, that adds up to revenue their practices can’t afford to forego. And, even more importantly, better oral care means better patient care.