If you’ve ever compared quotes for the same CBCT, dental chair, or scanner and seen prices differ by thousands of dollars, you’re not imagining it.
That pattern is exactly what led us to build GroupUps.
When we spoke with practice owners, we kept hearing the same concern: “I don’t know if this is a fair price.” The issue wasn’t just the equipment. It was knowing how to negotiate and what levers to pull. Large DSOs get better pricing not because they buy different products, but because they negotiate from a stronger position.
GroupUps was built to give independent practices access to that same leverage using data, AI, and process.
Below are the 10 leverage points that impact equipment pricing. If you prefer to listen, here's a quick video of GroupUps' Yasin Abbak talking about these approaches.
The party that can wait usually has more control.
We use speed strategically. Our AI handles research, requirements, and comparisons upfront, allowing us to bring reps fully qualified deals with buyers ready to move forward. When we tell a rep we have a client that’s ready to sign, they say “yes please!” and because we’ve saved them time, it almost always results in better pricing.
The more you know, the stronger your negotiating position.
We maintain a nationwide database of pricing and specifications across nearly every major category of dental equipment. That allows us to understand what “good pricing” actually looks like and avoid guesswork.
Leverage changes when walking away from a specific solution is an option.
Most bad deals happen when someone feels trapped, without other options. We ensure buyers always have real alternatives, which helps create an environment for good pricing. For example, when doctors are open to multiple brands, we are able to get them not just better pricing, but also often find suitable options they weren’t even considering.
Negotiations can fall apart when incentives are misaligned.
We’ve spent time understanding how reps and dealers are incentivized, allowing us to better design deals where everyone wins. Along with our long-term partnerships with reps and dealers, this incentive-aware approach has a direct impact on pricing.
Convenience is leverage.
Deals almost always tilt towards whoever makes the process easiest. We remove friction by doing the work upfront so sellers can move quickly and easily.
Leverage exists when you have a balance between closeness and distance.
Too close a relationship, and you’re likely to avoid hard conversations. Too distant a relationship, and you won’t have trust. We operate in the middle, with mutual respect and honest communication. This allows us to push when needed while also maintaining productive relationships that benefit our clients.
Being somewhat unknown can help keep negotiations objective.
While relationships are important, being an unknown quantity can work in your favor. We use this by acting as the first filter between buyers and sellers, meaning we can keep things objective and deal-focused.
Preparation changes your outcomes.
When you show up informed, organized, and ready to act, negotiations shift. By simply being prepared and serious, you increase your credibility. Because we have refined our process over the past 2+ years, our organized and structured approach gives us credibility with sellers.
Technology creates leverage by removing friction.
With data and structured tools, pricing discussions shift from “what feels fair” to “what’s supported by the market.” That clarity reduces back-and-forth, shortens deal cycles, and strengthens negotiating position.
The future has more impact on today’s deal than you might expect.
When sellers believe a deal can lead to more business in the future, they’re often willing to give more today. Long-term potential reshapes negotiations more than most people anticipate.
Negotiating strategically so you have the most leverage isn’t aggression. To do so, you need to understand the system and know which levers matter most.
Every one of these factors can work in your favor when applied intentionally. That’s what GroupUps provides: a structured way for independent practices to gain leverage when purchasing dental equipment.
If you’re considering purchasing a CBCT, intraoral scanner, or other digital equipment or already have a quote in hand, we can help you understand whether it’s fair and what savings may exist.
Submit your equipment list or upload your CBCT, intraoral scanner, x-ray sensor, or other quote to get started.