As a dental professional, your top priority is patient care—but you’re also running a business. Fortunately, some services can check both boxes: they improve outcomes and your bottom line. Fluoride treatments are a perfect example. When implemented strategically, fluoride can enhance patient health, increase case acceptance, and generate steady revenue. Here's how to do it.

1. Understand the Value of Fluoride

Fluoride treatments aren't just for kids. Studies show that fluoride varnish can reduce decay in both pediatric and adult patients, especially those with elevated risk due to dry mouth, recession, poor oral hygiene, or orthodontic appliances.

The value to your patients? Prevention.
The value to your practice? Low overhead and high ROI.

2. Train Your Team to Identify Opportunities

Empower your hygienists and assistants to recognize patients who would benefit most from fluoride. These may include:

• Adults with a history of decay

• Patients with sensitivity

• Those undergoing orthodontic treatment

• Patients with xerostomia (often due to medications)

• Seniors with exposed root surfaces

Once your team understands the clinical benefits and can confidently recommend fluoride, case acceptance rises—especially when the message is consistent.

3. Make It Part of the Hygiene Visit

One of the simplest and most effective ways to incorporate fluoride is to make it a routine part of the hygiene appointment—not an afterthought. Consider bundling fluoride varnish into your adult and pediatric hygiene protocols, and present it as part of the preventive care plan.

Pro tip: Don’t ask if they want fluoride—explain why they need it.

Instead of saying:
“Would you like fluoride today?”

Try:
“We recommend fluoride varnish today to help protect your teeth from future cavities, especially since you're showing some sensitivity/recession/etc.”

4. Bill Appropriately and Use CDT Codes

Maximize reimbursement by using the correct codes:

• D1206 – Topical application of fluoride varnish

• D1208 – Topical application of fluoride (excluding varnish)

Many insurance plans cover fluoride for children, and some are expanding coverage for adults, especially those considered high-risk. Even when it's not covered, fluoride is typically a low-cost, high-value service that patients are willing to pay out of pocket for—if they understand the benefits.

5. Offer In-Office and Take-Home Options

Increase touchpoints by offering take-home fluoride products for ongoing care. Prescription-strength toothpaste, gels, or rinses can extend the benefits of in-office treatments—and add retail revenue to your practice.

Create a “Caries Prevention Package” that includes a fluoride varnish treatment and take-home products. This positions you as a proactive provider and adds value for the patient.

6. Educate, Don’t Upsell

The key to increasing fluoride profitability is education, not sales pressure. Patients are more likely to say yes when they understand how fluoride helps them avoid more expensive procedures down the road.

Use visual aids, intraoral photos, or patient education videos to highlight areas of concern. And always frame fluoride as part of your overall mission: to help them keep their teeth for life.

The Bottom Line

Incorporating fluoride into your practice is a win-win. It helps your patients maintain healthier smiles while creating a reliable revenue stream for your business. With the right protocols, team training, and patient communication, fluoride can be one of the most powerful—and profitable—tools in your preventive toolbox.

Benjamin Tuinei

Founder - Veritas Dental Resources, LLC
Phone: 888-808-4513

Services:
PPO Fee Negotiators | PPO Fee Negotiating | Insurance Fee Negotiating
Insurance Credentialing | Insurance Verifications

Websites:
www.VeritasDentalResources.com | www.VerusDental.com