Fluoride Is Not an Upsell. It Is a Recommendation

Fluoride Is Not an Upsell. It Is a Recommendation

Walk into almost any restaurant and the server confidently recommends appetizers, premium entrees, or dessert. Walk into many dental offices and the conversation changes. A clinician identifies a patient with dry mouth, exposed roots, or recurrent decay, notices that fluoride is not covered by insurance, and suddenly the recommendation becomes hesitant or disappears altogether.

That hesitation has fueled years of debate on Dentaltown. Is offering fluoride varnish when insurance does not pay ethical, or is it simply upselling?

The evidence suggests that question misses the point.

The ADA’s evidence-based fluoride guidelines recommend professionally applied fluoride for patients at elevated caries risk, not according to insurance coverage. The ADA Dental Quality Alliance even tracks fluoride delivery to at risk adults as a quality measure. Insurance is a financing contract, not a clinical guideline.

So why is fluoride still underused?

Research consistently shows that reimbursement influences clinical behavior. A Washington State study found that adult fluoride varnish use increased after reimbursement became available, yet most dentists still did not use it routinely. The problem was not solved by payment alone. Communication remained the missing link.

That distinction matters. Patients generally do not object to paying for preventive care as much as they object to recommendations that feel disconnected from their individual needs. There is a profound difference between asking, “Would you like fluoride today?” and saying, “Because your medications are causing dry mouth and you have new root exposure, I recommend fluoride varnish to reduce your risk of future decay. Your insurance does not cover it, and the fee is $35.”

One is an optional purchase. The other is a diagnosis supported by evidence.

The debate often becomes distracted by words like “upselling,” “padding the bill,” or “nickel and diming.” Those labels shift attention from patient risk to office revenue. They also create false choices. Dentists can recommend evidence based preventive care, generate appropriate revenue, and remain completely consistent with the ADA Principles of Ethics. Beneficence requires recommending beneficial care. Veracity requires explaining why. Autonomy requires allowing patients to decline.

The stronger question is not whether fluoride should be charged separately. It is whether the recommendation is clinically justified.

The same principle applies in the opposite direction. A risk based approach also means not recommending fluoride indiscriminately. Low risk adults may not need professionally applied fluoride beyond fluoridated toothpaste and water. High risk patients may benefit even more from prescription fluoride toothpaste, xerostomia management, dietary counseling, or shorter recall intervals. Fluoride varnish should be part of an individualized prevention strategy, not a routine add on.

Perhaps the most practical insight comes from communication research rather than sales literature. Effective clinicians do not persuade first. They diagnose first, explain second, and recommend third. Case acceptance becomes a consequence of trust, not the objective.

In the end, the profession does not need to become better at upselling. It needs to become more consistent at diagnosing risk, explaining value, and separating clinical judgment from insurance coverage. When recommendations begin with the patient’s diagnosis instead of the payer’s benefit booklet, both ethics and practice economics move in the same direction.

If insurance disappeared tomorrow, would your fluoride recommendations change?

Join the Conversation!

Fluoride Research

Third-Party Reimbursement and Use of Fluoride Varnish in Adults Among General Dentists in Washington State
https://pubmed.ncbi.nlm.nih.gov/10916334/

Patients’ and Parents’ Valuation of Fluoride
https://pubmed.ncbi.nlm.nih.gov/31209443/

Communication and Patient Decision Making

Strategies for Effective Dentist-Patient Communication: A Literature Review
https://pubmed.ncbi.nlm.nih.gov/38974679/

Communication Tools and Patient Satisfaction: A Scoping Review
https://pubmed.ncbi.nlm.nih.gov/34953109/

Communication Training for Dental Students
https://pubmed.ncbi.nlm.nih.gov/40526004/

Behavioral Economics and Communication

Promoting Hotel Upselling: The Effect of Message Appeal and Delivery Setting on Consumer Attitude and Purchase Intention
https://www.sciencedirect.com/science/article/abs/pii/S1447677022001310

Exploring the Dark Side of Managerial Upselling Emphasis: Exploratory and Exploitative Learning’s Moderating Roles in Salesperson Emotional Exhaustion and Performance
https://www.sciencedirect.com/science/article/abs/pii/S001985012400004X

Tipping and Professional Recognition

Rethinking Access to the American Tip Jar: It’s Time to Include Nurses and Dental Hygienists
https://kevinmd.com/2023/03/rethinking-access-to-the-american-tip-jar-its-time-to-include-nurses-and-dental-hygienists.html

50+ Years of Restaurant Tipping Research, Part I: Theoretical Foundations and Significant Research Themes
https://journals.sagepub.com/doi/10.1177/10963480251409653

The Manipulative Effects in the Technology-Facilitated Preservice Tipping Experience
https://journals.sagepub.com/doi/full/10.1177/19389655241235106