We recently sent samples of our lip balm to a dental office. The doctors tried it, liked the quality, and decided not to order.
Their reason? We cost almost twice as much as the lip balm they were already buying.
Fair enough.
I'm a periodontist as well as the founder of Farmer's Body, and I know how quickly expenses add up when you're running a dental practice. If you're already buying something your patients seem happy with, why switch to a more expensive version?
It's a reasonable question. And it deserves a better answer than simply telling you our ingredients are nicer.
What are you actually paying for?
When you're comparing custom lip balms, you're comparing the product, its presentation, and how it's made.
At Farmer's Body, we make our lip balm in small batches in Vermont using a formula I developed myself.
But an ingredient list only tells you so much.
What matters is the finished product. How does it feel when you apply it? Do you like the flavor? Would you actually reach for it again?
That's why I encourage practices to try samples before placing a large order.
The label matters, too. You're putting your practice's name on this product. You want it to look like it belongs to your office, not like your logo was squeezed onto a generic giveaway.
We design custom labels around each practice's branding and provide a proof for approval before printing.
These details contribute to the cost. Whether they're worth paying for is a decision each practice has to make.
A reality check: We're talking about cents per patient
Let's say you're currently paying $0.70 per tube, and you're considering our standard custom lip balm at $1.35.
That's a difference of just $0.65 per patient.
Even though one product costs almost twice as much as the other, the actual difference is less than a dollar per person.
Think about everything your practice invests in creating a good patient experience.
The comfortable waiting room. The friendly front desk team. The little amenities. The time you spend making someone feel at ease.
We make those investments because we care about how patients feel when they're in our offices.
And then sometimes, when it comes to the little gift we send them home with, we focus almost entirely on finding the lowest price.
For an additional $0.65 per patient in this example, you have the opportunity to give them something you've chosen because you genuinely like it. Something that feels good to use, looks beautiful with your practice's branding, and reflects the care you've put into the rest of their experience.
Your name is on that tube. Whatever your patients think of the product, they're associating it with your practice.
Spending more doesn't automatically mean patients will love something. That's why trying it yourself matters.
But if you've found a lip balm that you genuinely think is better, is saving $0.65 per patient really where you want to compromise?
When does it make sense to spend more?
If you're ordering thousands of promotional items for a community event, price may be your biggest consideration. An inexpensive lip balm might be exactly what you need.
But think about the lip balm you give a patient after an appointment.
Your team has spent time taking care of that patient. Maybe they were nervous about their procedure. Maybe they've been coming to your practice for years.
Now you're sending them home with a little something.
Wouldn't you prefer it to be a product you've personally tried and enjoyed?
I started Farmer's Body because I wanted to make products I'd be happy to put my own name on. As a dentist, I particularly liked the idea of giving patients something small, useful, and personal.
If you're already spending money on patient gifts, it's worth considering what you're getting for it.
What does Farmer's Body charge?
Our standard custom lip balm prices are:
| Quantity | Price per tube |
|---|---|
| 50–149 | $2.35 |
| 150–299 | $1.85 |
| 300–999 | $1.35 |
| 1,000+ | $1.10 |
The minimum order is 50 tubes, with at least 25 tubes per flavor. There's a one-time $75 label setup fee, waived on reorders using the same label. Shipping is additional.
We publish our pricing because we want you to know what you're getting into before ordering.
Is the difference worth it?
The easiest way to decide is to try the product.
Our Flavor Selection Kit offers up to five flavors for $10, including shipping, with that $10 credited toward your first qualifying custom order.
Try the flavors. Compare the texture with what you're currently buying. Ask someone on your team what they think.
You may decide that Farmer's Body is worth the additional cost. Or you may decide you're perfectly happy with your current supplier.
Either way, you'll know what you're paying for.
Curious about the difference?
Explore Farmer's Body custom lip balm.
Meggan Wehmeyer, DDS, MS, is a practicing periodontist and founder of Farmer's Body, a Vermont-based maker of custom lip balm.