Why relationships with suppliers matter more than ever

Kaival Patel discusses why building excellent relationships with suppliers is worth every ounce of effort.

As the awards and conference season nears an end, I pause and reflect on why these are such important dates in my calendar. The ‘connecting’ part of dentistry is so often overlooked!

If there is one thing running a dental group has taught me, it’s that we are not just in the business of fixing teeth, we are in the business of creating relationships, trust and a sense of security for our patients.

Dentistry is often seen as a science of precision, skill, and the occasional heroic treatment. But at its heart, it’s really about people – connecting with them, understanding their needs, and making them feel at ease.

At The Kana Health Group, we’ve made it our mission to be the friendliest dental group in the country, not just because it’s good for business, but because it’s essential for creating meaningful, lasting success in this industry.

It’s a philosophy that goes beyond the treatment chair. A friendly dental group isn’t just built on excellent patient care; it’s about fostering great relationships with the people behind the scenes too – our suppliers, partners, and everyone who contributes to keeping the lights on and the composite flowing.

With the Kana Academy where we provide postgraduate courses to dentists and therapists, I feel I am uniquely positioned on both sides of the fence between practices and suppliers.

The ripple effect of friendliness

Imagine walking into a dental practice where the receptionist greets you like an old friend, the nurse reassures you with a warm smile, and even the dental supplier pops by and knows your first name. That’s the kind of environment we aim to create.

Why? Because friendliness is contagious. When the entire team feels valued and supported, it radiates outward to patients, creating a space where they feel genuinely cared for.

And let’s be honest – our suppliers and partners are a massive part of that ecosystem. They might not be chairside helping with the suction, but they are the backbone of everything we do.

A reliable supplier relationship ensures you have got the right tools at the right time, which means your team can focus on what matters: delivering exceptional care.

Suppliers: the unsung heroes of dentistry

If you think about it, suppliers are like the backstage crew of a play. Sure, the audience only sees the actors on stage, but without the lighting, props, and sound effects, the show would fall apart.

Take it from me: building excellent relationships with suppliers is worth every ounce of effort. Being friendly, clear in communication, and showing genuine appreciation can make all the difference.

A great supplier doesn’t just deliver products – they deliver peace of mind, especially when the unexpected happens.

Don’t get me wrong, we believe that being friendly goes hand-in-hand with being fair. We love working with our suppliers and value the relationships we have built, but let’s be honest: friendliness doesn’t mean we will agree to everything with a big grin and a nod.

We’re always up for a good-natured negotiation to ensure we are both getting a fair deal, and we won’t hesitate to politely raise an eyebrow if a price seems a bit ambitious. After all, strong partnerships are built on mutual respect – and that includes having open, honest conversations, even if it means saying, ‘Thanks, but no thanks’ with a smile.

I have lost count of the number of times a supplier has swooped in with a last-minute solution to save the day. When you treat your suppliers like they are part of your team, they are far more likely to go above and beyond when you need them most.

Partnerships built on trust and collaboration

It gets me thinking, building strong partnerships within the dental industry isn’t so different from the dance you do with your spouse when trying to parent three very energetic children. There is a lot of give-and-take, a fair bit of negotiation, and the occasional moment where one person just needs to wave a white flag.

But at the heart of it all? Trust. You have got to trust that your partners have your back when things go wrong, and they need to trust that you’ll do the same.

In the dental world, partnerships extend beyond just suppliers. Think about your labs, technology providers, and even marketing agencies. Each one is a cog in the machine that keeps your practice running smoothly. But these relationships don’t just work on autopilot – they require effort, trust, and a commitment to mutual success.

At Kana Health, we have made collaboration a cornerstone of how we operate. We don’t just view our partners as service providers; we see them as extensions of our team. Whether it’s sharing feedback with a lab or brainstorming new ideas with our software provider, we aim to foster partnerships that are as friendly and supportive as our patient care.

The result? Partners who are as invested in our success as we are in theirs. And when challenges arise – and let’s face it, they always do – having those strong relationships in place makes it much easier to find solutions together.

Why friendliness is the ultimate strategy

Friendliness isn’t just about being nice – it’s a strategy. It builds loyalty, encourages collaboration, and creates an atmosphere where people genuinely want to work with you. Patients choose you because they feel comfortable and valued.

Suppliers prioritise you because they know you will treat them with respect. And partners stick with you because they trust that you are in it for the long haul.

So, I’m going to tell you what I tell my team: let’s aim higher. Let’s be the kind of dental group that people talk about – not just because of our clinical expertise, but because of the way we make everyone feel. Because at the end of the day, dentistry isn’t just about teeth. It’s about the smiles we create – on our patients, our teams, and everyone we work with.