STATDDS_reps
The first minute
You have a moment between patients. Lead with what the appointment feels like for the patient and the team — the numbers land far better once they can picture it.
“Do you offer whitening at the moment? … I ask because a lot of practices stepped away from it — the appointment ran long, and patients called back about sensitivity. GLO was built around both: 30 minutes in the chair, 16 minutes of treatment, and little to no sensitivity. Would Dr. ___ have four minutes, or shall I come back Thursday?”
Why it lands It names the reason they stepped away before they have to, and it asks for four minutes rather than a demo or a lunch-and-learn. Easy to say yes to.
“Doctor, may I ask what you charge for whitening today, and how long the appointment runs? … Here is why. GLO is 30 minutes of chair time, 16 of it treatment, up to 12 shades, with little to no sensitivity and no impressions, trays or lab fees. Your cost is about $270 a patient. At the fee GLO recommends, the practice earns roughly $430 — in half the chair time you use now.”
Why it lands Two questions before any claims. It frames whitening as a scheduling and profitability question, which a dentist can answer quickly, rather than a debate about preference, which tends to get postponed.
Worth leading with
- The appointment itself — 30 minutes in the chair, 16 of treatment.
- Sensitivity, before they raise it. It is why many practices stepped away.
- Cost per patient rather than the price of the case. $270 is easy to hold on to.
- No impressions, no custom trays, no lab fees — a cost and a second visit both gone.
- Dual whitening — the patient leaves with a take-home kit, so the results continue at home.
Better saved for later
- The $1,999 starter set. Price before value rarely goes well in a hallway.
- Nano-hydroxyapatite, peptides, the polymer matrix. Beautiful science, but only once they ask.
- “Have you heard of GLO?” — it invites a no and tells them nothing.
- Criticising Zoom or Opalescence by name. Ask a question instead and let them draw the conclusion.
- Handing over a brochure and leaving. Paper on its own rarely survives the day.
Five questions worth asking
Ask them in order. By the fifth answer you will know which system fits, what the practice should charge, and which questions are coming next.
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01
“How many whitening cases do you do in a month, and what do you charge?”
What to listen for: fewer than five a month usually means whitening is not being offered, not that patients are uninterested. A fee under $300 means they are underpricing, and you can raise their fee before you sell them anything, which makes you useful. Whatever they say, that fee goes into the deal builder verbatim.
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02
“What system are you on — and what does your team hear from patients afterwards?”
What to listen for: the word sensitive. They will volunteer it. Do not interrupt, let the assistant finish, then go quiet for a second. That silence is worth more than any slide. If they name another system, open the comparison for it.
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03
“Who owns the whitening conversation here — hygiene, or the front desk?”
What to listen for: if the answer is “nobody, really,” you have found the actual problem and it is not the product. Sell the shade-assessment motion and the Vita shade guide. If it is hygiene, they will adopt fast — hygienists already do the at-home kit hand-off in the GLO workflow.
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04
“How many aligner and recall patients walk out without buying anything?”
What to listen for: a large number. That is the front-desk vial display and the enamel serum — no chair time, no appointment, turning a zero-dollar hygiene visit into production. The gel needs no refrigeration and is safe alongside aligners and fixed ortho, so it ships to the front desk and sits there.
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05
“If we did this, who signs — and what would have to be true to start this month?”
What to listen for: what actually has to happen, and whether you are speaking with the decision-maker. Ask it before you present pricing, not after. If a partner or office manager signs, get them in the room now rather than emailing a quote into a black hole.
Engineered for speed. Designed for comfort.
GLO rests on two pillars: patented heat technology, and the Ultimate Whitening Experience. Share them in this order — what the patient feels, what the practice earns, then the science, once they ask for it.
Motivational shade taking
GLO does not begin with a product. It begins with a shade. The hygienist takes it, shows the patient where they are and where they could be, and the conversation opens itself. Practices that build in this one step stop wondering why patients never ask.
Light, medium and deep starting shades all get dual whitening. Budget and motivation decide which half you start with. Full plans are on page 3 of the 2026 catalog.
Recommend one system
A catalogue invites comparison; a recommendation invites a decision. Name one system, one fee, and what the practice earns. What they told you leads straight to it.
| Product | STAT price | Units | Cost / unit | GLO rec. fee | Practice keeps | Margin |
|---|---|---|---|---|---|---|
| Dual Whitening Starter Set811106V2SP-STAT | $1,999.00 | 6 pts | $333.17 | $600–750 | $341.83 | 50.6% |
| Dual Whitening Refill Kit811106V5SP-STAT | $1,620.00 | 6 pts | $270.00 | $600–750 | $405.00 | 60.0% |
| In-Office Whitening Refill Kit669124SP | $870.00 | 6 pts | $145.00 | $300–400 | $205.00 | 58.6% |
| At-Home Kit + Stain Protection758124ESSP-STAT | $1,079.00 | 6 pts | $179.83 | $349–399 | $194.17 | 51.9% |
| Stain Protection Enamel SerumF22035A6 · pack of 6 | $276.00 | 6 pts | $46.00 | $150 | $104.00 | 69.3% |
| At-Home 3-Gel Vial Packs4581033235 · case of 24 | $399.00 | 24 packs | $16.63 | $25–35 | $13.38 | 44.6% |
| GLO-To-Go Pen Value Pack28103305CS12 · case of 12 | $199.00 | 12 pens | $16.58 | — | rep-set | — |
| In-Office Whitening Technology758124 · device | $249.00 | hardware | — | — | — | — |
| GLO Vita Shade Guide258101257VITA | $249.00 | tool | — | — | — | — |
STAT prices from the STATGLO order form dated 24 Jul 2026. Recommended patient fees are GLO's own published ranges; practice-keeps and margin are calculated at the midpoint. The starter set includes the $249 device and the $249 Vita shade guide — back that $498 of hardware out and the consumables land at $250.17 per patient.
The starter set includes the in-office device and the Vita shade guide within the $1,999 — $498 of equipment the practice never buys again. Worth saying out loud.
After the starter set, every reorder is the $1,620 refill and the cost per patient settles at $270. Setting up the practice is a one-time cost.
$46 a unit, $150 to the patient, and no chair time at all. Dual and at-home kits already include one per patient, so the pack of six is for hygiene and recall visits.
Every kit, everything in it, and the price
Tap any product for the full detail, contents and price.
Everything a practice needs to begin, in-office and at home. Includes the whitening technology itself and the Vita shade guide — $498 of equipment they never buy again — plus a light-up counter display and brochures to open the conversation with patients.
- In-office, per 6 patients
- 6x Ultimate Whitening Mouthpiece
- 6x Whitening Gel Dual Barrel Syringe (30% HP) + mixing tip
- 6x Gingival Barrier Syringe + tip
- 6x Cheek Retractor
- 6x Nourishing Lip Care
- 6x Stain Protection Enamel Serum
- 1x In-Office Whitening Technology
- 1x Vita Shade Guide
- 1x Laminate chairside step-by-step guide
- 1x Light-up display with brochures
- At-Home Smile Kit, per 6 patients
- 6x Silver Case
- 6x Wired Tech Controller
- 6x 3-Vial Gel Pack
- 6x Lip Care Tube
- 6x Paper Shade Guide
- 6x Power Cord
The reorder for a practice already running GLO. Same six complete dual treatments, without the hardware they already own. Each patient is treated in the chair and goes home with a kit to continue.
- In-office, per 6 patients
- 6x Ultimate Whitening Mouthpiece
- 6x Whitening Gel Dual Barrel Syringe (30% HP) + mixing tip
- 6x Gingival Barrier Syringe + tip
- 6x Cheek Retractor
- 6x Nourishing Lip Care
- 6x Stain Protection Enamel Serum
- 1x User Manual
- At-Home Smile Kit, per 6 patients
- 6x Silver Case
- 6x Wired Tech Controller
- 6x 3-Vial Gel Pack
- 6x Lip Care Tube
- 6x Shade Guide
- 6x Power Cord
Six chairside treatments for a practice that wants in-office whitening only. Up to 12 shades in as little as 30 minutes of chair time. The whitening technology is sold separately.
- Per 6 patients
- 6x Ultimate Whitening Mouthpiece
- 6x Whitening Gel Dual Barrel Syringe (30% HP) + mixing tip
- 6x Gingival Barrier Syringe + tip
- 6x Cheek Retractor
- 6x Nourishing Lip Care
- 6x Stain Protection Enamel Serum
- 1x User Manual
Professional whitening with no appointment at all. Patients reach up to 10 shades brighter in about four days, 16 minutes a day, using the wired controller and mouthpiece. Handed over at checkout.
- Per 6 patients
- 6x Wired Tech Controller
- 6x Single Patient Mouthpiece
- 6x 5-Vial Gel Pack
- 6x Stain Protection Enamel Serum
- 6x Lip Pot
- 6x User Manual
A one-week enamel treatment giving up to three months of stain protection. Powered by nano-hydroxyapatite, a clinically studied biomimetic alternative to fluoride that helps remineralise and strengthen enamel. Fluoride-free, vegan, and safe for veneers, crowns and bridges. Dual and at-home kits already include one per patient — this pack is for hygiene and recall visits.
- Contents
- 6x Stain Protection Enamel Serum
Professional-strength 10% hydrogen peroxide in a sealed vial with a precision brush — no strips, no trays, no refrigeration. Each vial holds at least four applications and stays fresh for seven days once opened. Arrives as a counter display of 24 packs, so it sells at the front desk with no appointment. Safe alongside aligners and fixed orthodontics.
- Contents
- 24x packs of 3 vials, in a counter display
The simplest way for a patient to try whitening or keep up results between visits. Clinically proven to whiten after a single application, mess-free, and infused with plant-based antimicrobials and antioxidants. Good for in-practice sampling or as a take-home starter.
- Contents
- 12x GLO-To-Go Whitening Pen
The smallest in-office whitening device available, and the only patented light-and-heat technology of its kind. It warms the gel to temperature in a closed system, which is what makes a 16-minute treatment possible with little to no sensitivity. Fits on any countertop.
- Contents
- 1x Power Control with heat indicator
- 1x Portable Charging Base
- 1x Power Adapter & USB Cable
- 1x Countdown minute timer
- 1x User Manual
Where the whitening conversation begins. The hygienist shows the patient their current shade and what is achievable, which is what turns whitening from something a practice offers into something a patient asks for.
- Contents
- 1x Vita Shade Guide with motivational shade assessment
Contents and unit counts from the GLO Science 2026 catalog. Prices from the STATGLO order form dated 24 Jul 2026. Starter sets are limited to one per practice.
Build the order
STAT pricing, straight off the STATGLO order form. Pick a starting point, adjust the quantities, fill in the practice, then send it.
A starting point only — change any quantity below.
Free shipping on orders over $399.
Get it signed, and get training booked
Do both before you leave. A team that never gets trained does not use the system, and a system nobody uses does not get reordered.
“Here is what I would suggest. Start with the Dual Starter Set — one per practice, and $498 of it is the device and shade guide you never buy again. I will get training on the calendar this week so your hygienists are confident from the first patient. Shall we get you started this month?”
Why it works One recommendation instead of a menu, a limit that happens to be true, and training folded into the same yes so it never becomes a second decision.
“Of course. Let us separate the two — the order can wait for your partner, but let me get you and your hygienist on an onboarding session this week. No cost, no commitment, and in 40 minutes you will know whether the workflow suits your team. We can talk numbers after that.”
Why it works You leave with a date instead of a maybe, and a team that has seen the workflow usually decides on its own.
Jennifer Vasquez, RDH leads GLO's clinical training. A date on the calendar is often what separates a practice that reorders from one that does not.
Questions you will hear
For each one: what is usually behind it, how to answer, and what to leave with them.
Incumbent“We already whiten. We have Zoom.”
What is usually behind itSwitching costs feel high and they do not want to admit the current system has problems in front of staff. They are not defending the product, they are defending the decision.
“Good — then you already believe in whitening, which is most of the battle. Two questions. How long is that appointment, and what does your team hear about sensitivity afterwards?”
“GLO is a 30-minute appointment with 16 minutes of treatment, and the gel is hydrogen peroxide with potassium nitrate rather than carbamide, so there is no ammonia or urea byproduct. And every patient goes home with a take-home kit, so one visit produces two products instead of one. You do not have to rip anything out — run GLO on your next six cases and compare your own callbacks.”
Price“That is expensive. $1,999 is a lot for whitening.”
What is really going onThey are comparing a case price to a per-patient price. It is an arithmetic question rather than a value one, and a welcome one to get.
“Let us look at it per patient. The set covers six patients, and $498 of the $1,999 is the device and the shade guide — hardware you never buy again. So the whitening itself is about $250 a patient, and after this first order your refills bring that to $270 for a dual case. At the fee GLO recommends you keep around $430 per patient. The first two patients cover the order, and the other four are profit.”
“And there are no impressions, no custom trays and no lab bill on any of it — that is real cost you are carrying today that just disappears.”
Demand“Our patients do not ask for whitening.”
What is really going onNobody in the practice is starting the conversation. It is a workflow gap, and one a single training session can close — which is why practices remember the rep who spotted it.
“They almost never ask — they wait to be shown. GLO's system does not start with a product, it starts with a shade. Your hygienist takes the shade at recall, shows the patient where they are and where they could be, and the patient asks you. That is the whole motion.”
“The Vita shade guide is what makes it repeatable, and it is included in the starter set. I will train your hygiene team on the shade assessment as part of onboarding — that is the part that actually changes your numbers.”
Clinical“We stopped whitening because of sensitivity.”
What is really going onA genuine clinical objection, usually with a specific bad memory attached. There is nothing to argue with. Acknowledge it, then explain the mechanism — clinicians trust mechanisms.
“That is the reason most practices quit, and it is the problem GLO was built around. Three things. The gel is hydrogen peroxide with potassium nitrate as the active pair, so it breaks down into oxygen and water — no ammonia, no urea. The mouthpiece warms the gel to a controlled temperature in a closed system, so you get the result in 16 minutes instead of driving it with a longer exposure. And every patient leaves with the enamel serum, which carries 5% potassium nitrate plus nano-hydroxyapatite to occlude exposed tubules.”
“Run it on six patients. You will know from your own callbacks.”
Capacity“We do not have the chair time.”
What is really going onOften true, and often the busiest practice in the territory. No need to push back — GLO has a system built for exactly this.
“Then let us not use any. The At-Home Kit is up to 10 shades in about four days, 16 minutes a day, and it never touches your schedule — your team hands it over at checkout. Your cost is about $180 a patient and GLO recommends $349 to $399.”
“Same for the 3-vial gel packs on a front-desk display — no refrigeration, safe alongside aligners and fixed ortho, so they go home with aligner and recall patients who currently buy nothing. That is a zero-dollar appointment turning into production.”
Durability“We tried whitening. Patients restained and blamed us.”
What is really going onThey lost a patient's confidence once and will not risk it again. The serum is the answer, and this is the one moment to lead with the clinical detail.
“That is exactly why the enamel serum is in every kit. One week of nightly use gives up to three months of stain protection, and it is doing more than coating — nano-hydroxyapatite rebuilds lost mineral, with studies showing 97% enamel hardness recovery at eight weeks, comparable to fluoride. It is fluoride-free and safe for veneers, crowns and bridges.”
“So the patient does not just leave whiter, they leave protected, and you get them back at six months for a top-up instead of a complaint.”
Restorative“Is it safe for my veneer and crown patients?”
What is really going onA clinical question with a buying question inside it — they are already picturing which patients they would treat. Answer it plainly and carry on.
“Yes. The serum is a restoration-safe, fluoride-free vegan formula — safe for veneers, crowns and bridges. The at-home gel needs no refrigeration and is safe alongside aligners and fixed ortho, so you can dispense it during active treatment. Whitening will not change a restoration's shade, so shade-match your restoratives after whitening — the same sequencing you already use.”
Stall“Leave it with me, I need to talk to my partner.”
What is really going onEither there really is a second decision-maker, or it is a gentle no. Asking for something small tells you which.
“Of course. Two things so it does not stall — when are you two in the same room, and can I put you and your lead hygienist on an onboarding session this week in the meantime? It is free, it is 40 minutes, and you will both have seen the workflow before you decide.”
“One thing to flag: the starter set is limited to one per practice, so it is worth deciding while that is on the table.”
Support“What happens when it breaks, or my team forgets how to use it?”
What is really going onThey have bought equipment before that came with nothing behind it. Answer with names and numbers rather than reassurance.
“Product and warranty support is 1-855-7GLOPRO, or info@gloscience.com, and glosciencepro.com has the training and marketing library your team can pull from any time. Clinical training is a scheduled session with GLO's team, not a video — I book it the day you order, and your hygienists get trained on the shade assessment and the workflow. And I am your rep. You call me.”
Ask first, then answer
Quoting another system's numbers in a practice that owns one rarely ends well. Ask the question instead, listen, and then answer with what GLO can prove.
“How long does the appointment block out, and what do you hear about sensitivity the next day?”
- GLO: 30-minute appointment, 16 minutes of treatment
- Hydrogen peroxide + potassium nitrate — no ammonia or urea byproducts
- Closed-system controlled heat, not a large chairside lamp
- Smallest in-office device available — fits any countertop
- Every case ships with a take-home kit and the enamel serum
“Who takes the impressions and pours the trays — and what is the lab bill on a whitening case?”
- GLO: no impressions, no custom trays, no lab fees
- One appointment instead of a fabrication visit plus a delivery visit
- At-home needs no trays — brush-tip vials, no refrigeration
- Safe alongside aligners and fixed ortho, so it dispenses during treatment
- Enamel serum adds up to 3 months stain protection
“How many of your patients are whitening at home already with something you did not sell them?”
- Professional 10% HP — equivalent to 30% carbamide, without the byproducts
- Up to 10 shades in about 4 days, 16 minutes a day
- Patented illuminated heat acceleration; strips have none
- Front-desk display of 24 packs captures revenue with no appointment
- Each vial holds 4+ applications, fresh 7 days after opening
GLO figures come from the 2026 catalog, the office leave-behind and the gel vials one-sheet. Specifics on other systems live in the decks — worth opening rather than quoting from memory.
The first day matters most
The first day matters more than the sale. A team that never got trained is the most common reason a practice does not reorder — so this list is worth finishing before you drive away.
The welcome email
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Training and resources
Booking, portals, forms and comparison decks — whatever you need to reach for mid-conversation.