Modern Hygienist - October 2008 - (Page 36)

career | ESTHETIC EXPERTISE Make or break relationship Your sales rep is your new best friend. by Stephanie Pietrantonio, RDH We read our journals every month, and we all see the products featured and advertised in those journals. This can be a great, easy reference to see what is “new.” I love paging through a magazine to see what is out there and what could fit into our practice, what products could help to make our lives a little easier and our patients lives a little better. The dental reps who visit our offices on a regular basis represent another great, often under used, resource for our practices. LET YOUR GUARD DOWN We’ve all heard of (or have experienced) front desk folks who warmly put out the welcome mat for patients but then pull it right back up when sales people walk in. Only after intense inspection and questioning are they allowed access to the staff; in fact, many dentists aren’t informed that a rep even stopped by. Let me be clear and emphatic: This is a detriment to the learning curve of your practice. Whether it is a rep from a distributor such as Patterson, Henry Schein, Benco and Burkhart, or a salesperson for a specific company or product, you are missing an opportunity for learning and growth. Instead of paying travel expenses to go to a dental meeting, you have the opportunity to meet with highly informed, helpful reps in short visits in the comfort of your practice. I worked in several practices where I was responsible for ordering supplies for the dental hygiene department. I had to rely heavily on my reps to help educate me on what would best suit our practice. I had to be financially conscious, always keeping our budget in mind. I had to identify the best deals, but also have a solid grasp on how a product worked and how it could help enhance the practice. After working with several “product reps” in my first few years out of hygiene school, I was extremely lucky to find one to whom I attribute Your sales reps shouldn’t be strangers. Remember, not every conversation has to lead to a sale, so don’t let that pressure build a wall between you. Could you be a stellar rep? We think the answer is, “Yes!” A number of dental hygienists have, for one reason or another, asked themselves, “What comes next?” And many ﬁnd that with their knowledge of patients, products and dental staff needs, they are aptly suited to a second career as a sales representative for dental manufacturers. Amy Gray, RDH, a sales rep for Ultradent, is one dental hygienist who made that transition to sales after developing a latex allergy. Based in Columbus, she is the Territory Account Manager for central Ohio. To read a complete Q&A with Ms. Gray—covering the details of her transition and advice to other hygienists—click here. A PRACTICE’S BEST FRIEND I am a hygienist with 16 years of experience in clinical practice and believe me, I learned very early on what the dental product rep could do for me and for our practice. 36 modernhygienist.com | October 2008 PHOTOS: GETTY IMAGES http://www.dentalproductsreport.com/articles/show/mh0208_jc_rep-for-company http://www.modernhygienist.com

Table of Contents Feed for the Digital Edition of Modern Hygienist - October 2008

Modern Hygienist - October 2008 Contents Editor's Letter Letters News Modern Solutions Trends: Homecare Trends: Perio Trends: Ergo Trends: Mid Care After Chemo Professional Rewind Esthetic Expertise: Make or Break Relationship Hands-on Hygiene: Have You Seen the Light? Going the Distance Training for Life Presi-dental Politics Ad Index Moonlighting

Modern Hygienist - October 2008

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