DPR Supplement - September 2011 - (Page 12)
10 QUESTIONS
ADVERTISEMENT
03
How long has Henry Schein been teaching the Field Sales Force the business of dental practices?
We began the program in 2000 and have expanded it to about 25 courses per year.
04
How long are the training sessions and what topics are covered?
John Chatham
Q+A
The classes last a week and cover many topics. For example, they cover properly coding insurance forms, marketing a dental practice, soft-tissue management, reducing appointment cancellations, and creating dental staff team harmony.
our customers do, the better we do. That’s why they are enthusiastic and excited to share their new found knowledge. It’s no different than dentists continuing their education to provide better dentistry—our team learns how to help our dentists run a better more efficient business.
VICE PRESIDENT, GLOBAL SALES LEADERSHIP AND DEVELOPMENT
05 06
08
Other than specialized consultants, do others lead the training sessions?
Yes. Sometimes, we use graduates of the program or other Henry Schein executives. In some cases, I may lead some classes.
In terms of training the Field Sales Consultant on dental practice team harmony, it sounds like you need some background in psychology. What do you teach sales consultants about improving team harmony?
Not at all. We have developed a simple, fun program that engages the dental team in understanding why they may not be getting along. We can train anyone to deliver the program. Many customers have commented positively about the program and the field sales consultant who delivered the program.
01
Why is Henry Schein focused on training Field Sales Consultants to do more than selling to customers?
We believe that helping our customers run a better and more profitable business helps us. It’s pretty simple: If we can help customers with their biggest challenges (not just product and equipment challenges), they will buy from us because we bring them greater value than other suppliers.
From your perspective, which areas do the average Field Sales Consultant seem to grasp with greater ease?
I don’t think any of these areas are easy to grasp. It takes work and practice. Upon learning the business of dentistry, our team becomes more confident in bringing business solutions to our customers. They feel empowered to offer suggestions that are not normally offered by dental supply representatives. Though many times solutions may be in the form of new techniques or equipment, our team also brings solutions that have no additional cost to the practice. All we ask is that customers purchase their supplies from us.
09
How can Henry Schein Field Sales Consultants help dental practices market themselves?
This can be done in many ways. Most of what we teach is internal marketing. We can present the customer with a choice of many ideas, based on their goals. Our field sales consultants can illustrate recommended programs and help the practice implement these programs to drive more patient flow.
02
How is this accomplished?
Primarily, our Field Sales Consultants undergo classroom training with some of the leading dental consultants in the United States to help our team understand the business of dentistry. Then, our Field Sales Consultants can suggest changes to help the practice increase income and reduce stress.
07
Why do you think graduates from the program are so enthusiastic about the training?
Our team wants our customers to succeed and run a better practice. Now, they have additional tools that make a real impact to the customers. They really can help increase profitability and also reduce some of the stress of running a successful dental practice. Again, the better
10
We have developed a simple, fun program that engages the dental team.
DENTALPRODUCTSREPORT.COM
“
It seems counterintuitive that dental practice staff might ask a sales consultant about coding issues. How does the sales consultant start the conversation?
We have a discovery process that consists of asking a customer questions about their practice, their practice goals, and where they are in relation to these goals. Depending on the answer, we tailor a program to the specific needs of the practice. If coding needs to be improved, it will come out eventually. Our Dental Practice Analysis is the most efficient way of looking at how a practice is doing. It can show coding errors, and we can make suggestions based on the training guidelines of Dr. Charles Blair.
|
September Supplement
”
Photo courtesy of Henry Schein Dental
http://www.henryscheindental.com
http://www.youtube.com/henryscheininc
http://www.youtube.com/henryscheininc
http://www.henryscheindental.com
http://www.DENTALPRODUCTSREPORT.COM
Table of Contents for the Digital Edition of DPR Supplement - September 2011
DPR Supplement - September 2011
Table of Contents
Product Watch
Improving inventory management
10 Questions
Clinical 360°
Ceramir Crown & Bridge
Soft-tissue infection and periodontal disease
Products in Practice
Service + Support = Success
The Camlog Implant System
Practice automation and website integration
Intelligent design
Precise LTM Laser
Byte-by-Byte
DPR Supplement - September 2011
https://www.nxtbook.com/nxtbooks/henryschein/patientcentereddentalhealth2023-2026
https://www.nxtbook.com/nxtbooks/henryschein/chc_formulary_2023
https://www.nxtbook.com/nxtbooks/henryschein/chc_formulary2022
https://www.nxtbook.com/nxtbooks/henryschein/oralsurgery_specialty20212022
https://www.nxtbook.com/nxtbooks/henryschein/periodontic20212022
https://www.nxtbook.com/nxtbooks/henryschein/et_oralsurgery_guide20212022
https://www.nxtbook.com/nxtbooks/henryschein/chc_formulary2021
https://www.nxtbook.com/nxtbooks/henryschein/et_oralsurgery_guide2020
https://www.nxtbook.com/nxtbooks/henryschein/chcplanningguide2019
https://www.nxtbook.com/nxtbooks/henryschein/et_oralsurgery_guide2019
https://www.nxtbook.com/nxtbooks/henryschein/federalflyer_summer2019
https://www.nxtbook.com/nxtbooks/henryschein/federalflyer_spring2019
https://www.nxtbook.com/nxtbooks/henryschein/chcflyer_2018winter
https://www.nxtbook.com/nxtbooks/henryschein/chcflyer_2018summer
https://www.nxtbook.com/nxtbooks/henryschein/brandonsert_201806
https://www.nxtbook.com/nxtbooks/henryschein/chc_formulary1718
https://www.nxtbook.com/nxtbooks/henryschein/chcplanningguide2017
https://www.nxtbook.com/nxtbooks/henryschein/brandonsert_201707
https://www.nxtbook.com/nxtbooks/henryschein/csr2016
https://www.nxtbook.com/nxtbooks/henryschein/brandonsert_201706
https://www.nxtbook.com/nxtbooks/henryschein/brandonsert_201705
https://www.nxtbook.com/nxtbooks/henryschein/brandonsert_201704
https://www.nxtbook.com/nxtbooks/henryschein/brandonsert_201703
https://www.nxtbook.com/nxtbooks/henryschein/brandonsert_201702
https://www.nxtbook.com/nxtbooks/henryschein/csr2015
https://www.nxtbook.com/nxtbooks/henryschein/csr2014
https://www.nxtbook.com/nxtbooks/henryschein/sportsmedicine2015_v2
https://www.nxtbook.com/nxtbooks/henryschein/gloveclub_201411
https://www.nxtbook.com/nxtbooks/henryschein/sportsmedicine2014_v2
https://www.nxtbook.com/nxtbooks/henryschein/sportsmedicine2014
https://www.nxtbook.com/nxtbooks/henryschein/pediatric_2014
https://www.nxtbook.com/nxtbooks/henryschein/sop_acnetherapy
https://www.nxtbook.com/nxtbooks/henryschein/yearinreview2013
https://www.nxtbook.com/nxtbooks/henryschein/sop_skincancer
https://www.nxtbook.com/nxtbooks/henryschein/gloveclub_201405
https://www.nxtbook.com/nxtbooks/henryschein/orthodontic_2014
https://www.nxtbook.com/nxtbooks/henryschein/endodontic_2014
https://www.nxtbook.com/nxtbooks/henryschein/csr2013
https://www.nxtbook.com/nxtbooks/henryschein/sop_fracture
https://www.nxtbook.com/nxtbooks/henryschein/sop_sprains
https://www.nxtbook.com/nxtbooks/henryschein/hygiene_adha_201402
https://www.nxtbook.com/nxtbooks/henryschein/gloveclub_201311
https://www.nxtbook.com/nxtbooks/henryschein/oralsurgery_201309
https://www.nxtbook.com/nxtbooks/henryschein/periodontist_201309
https://www.nxtbook.com/nxtbooks/henryschein/hygiene_adha_201307
https://www.nxtbook.com/nxtbooks/henryschein/sop_mohs
https://www.nxtbook.com/nxtbooks/henryschein/gloveclub_201305
https://www.nxtbook.com/nxtbooks/henryschein/endodontic_2013
https://www.nxtbook.com/nxtbooks/henryschein/sop_ophthalmology
https://www.nxtbook.com/nxtbooks/henryschein/sop_chempeel
https://www.nxtbook.com/nxtbooks/henryschein/hygiene_adha_201301
https://www.nxtbook.com/nxtbooks/henryschein/aesthetic_201211
https://www.nxtbook.com/nxtbooks/henryschein/pediatric_201211
https://www.nxtbook.com/nxtbooks/henryschein/endodontic_201211
https://www.nxtbook.com/nxtbooks/henryschein/frontoffice_201212
https://www.nxtbook.com/nxtbooks/henryschein/HSStepGuides_placeholder_for_ios_app
https://www.nxtbook.com/nxtbooks/henryschein/prosthodontic_201210
https://www.nxtbook.com/nxtbooks/henryschein/frontoffice_201211
https://www.nxtbook.com/nxtbooks/henryschein/frontoffice_201210
https://www.nxtbook.com/nxtbooks/henryschein/oralsurgery_201209
https://www.nxtbook.com/nxtbooks/henryschein/periodontist_201209
https://www.nxtbook.com/nxtbooks/henryschein/orthodontic_201210
https://www.nxtbook.com/nxtbooks/henryschein/gloveclub_201210
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201210
https://www.nxtbook.com/nxtbooks/henryschein/crownbridge_201210
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201209
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201208
https://www.nxtbook.com/nxtbooks/henryschein/75anniversary
https://www.nxtbook.com/nxtbooks/henryschein/uniforms_2012fall_v2
https://www.nxtbook.com/nxtbooks/henryschein/uniforms_2012fall
https://www.nxtbook.com/nxtbooks/henryschein/infectioncontrol_201208
https://www.nxtbook.com/nxtbooks/henryschein/periodontist_201206
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201207
https://www.nxtbook.com/nxtbooks/henryschein/hygiene_201207
https://www.nxtbook.com/nxtbooks/henryschein/hygiene_adha_201207
https://www.nxtbook.com/nxtbooks/henryschein/pediatric_201206
https://www.nxtbook.com/nxtbooks/henryschein/frontoffice_201209
https://www.nxtbook.com/nxtbooks/henryschein/frontoffice_201208
https://www.nxtbook.com/nxtbooks/henryschein/frontoffice_201207
https://www.nxtbook.com/nxtbooks/henryschein/prosthodontic_201207
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201206
https://www.nxtbook.com/nxtbooks/henryschein/gloveclub_201205
https://www.nxtbook.com/nxtbooks/henryschein/endodontic_201204
https://www.nxtbook.com/nxtbooks/henryschein/uniforms_2012summer
https://www.nxtbook.com/nxtbooks/henryschein/cosmetic_2012
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201205
https://www.nxtbook.com/nxtbooks/henryschein/oralsurgeons_201204
https://www.nxtbook.com/nxtbooks/henryschein/orthodontic_201204
https://www.nxtbook.com/nxtbooks/henryschein/corpbrand_med2012
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201204
https://www.nxtbook.com/nxtbooks/henryschein/rotary_20120405
https://www.nxtbook.com/nxtbooks/henryschein/frontoffice_201204v2
https://www.nxtbook.com/nxtbooks/henryschein/frontoffice_201204v3
https://www.nxtbook.com/nxtbooks/henryschein/frontoffice_201204
https://www.nxtbook.com/nxtbooks/henryschein/sportsmedicine2012
https://www.nxtbook.com/nxtbooks/henryschein/specialmarkets2012
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201203
https://www.nxtbook.com/nxtbooks/henryschein/hygiene_201201_demo
https://www.nxtbook.com/nxtbooks/henryschein/globalreflections_2012spring
https://www.nxtbook.com/nxtbooks/henryschein/hygiene_201201
https://www.nxtbook.com/nxtbooks/henryschein/hygiene_adha_201201
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201202
https://www.nxtbook.com/nxtbooks/henryschein/uniforms_2012spring
https://www.nxtbook.com/nxtbooks/henryschein/frontoffice_201201
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201201
https://www.nxtbook.com/nxtbooks/henryschein/pediatric_201111
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201112
https://www.nxtbook.com/nxtbooks/henryschein/equipment_tech_2012
https://www.nxtbook.com/nxtbooks/henryschein/whatsnew_201111
https://www.nxtbook.com/nxtbooks/henryschein/gloveclub_201111
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201111
https://www.nxtbook.com/nxtbooks/henryschein/oralsurgeons_201109
https://www.nxtbook.com/nxtbooks/henryschein/orthodontic_201110
https://www.nxtbook.com/nxtbooks/henryschein/smallequipment_20111112
https://www.nxtbook.com/nxtbooks/henryschein/handpiece_20111112
https://www.nxtbook.com/nxtbooks/henryschein/periodontist_201109
https://www.nxtbook.com/nxtbooks/henryschein/endodontic_201110
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201110
https://www.nxtbook.com/nxtbooks/henryschein/crownbridge_201110
https://www.nxtbook.com/nxtbooks/henryschein/frontoffice_201110
https://www.nxtbook.com/nxtbooks/henryschein/thinkpink_201109
https://www.nxtbook.com/nxtbooks/henryschein/dprsupplement_201109
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201109
https://www.nxtbook.com/nxtbooks/henryschein/infectioncontrol_201108
https://www.nxtbook.com/nxtbooks/henryschein/dentalsalesflyer_201108
https://www.nxtbook.com/nxtbooks/henryschein/uniforms_2011fall
https://www.nxtbook.com/nxtbooks/henryschein/pediatric_201105
https://www.nxtbook.com/nxtbooks/henryschein/prosthodontic_201106
https://www.nxtbook.com/nxtbooks/henryschein/equipment_tech_app
https://www.nxtbook.com/nxtbooks/henryschein/dentalcatalog2011
https://www.nxtbook.com/nxtbooks/henryschein/officesupplies2011
https://www.nxtbook.com/nxtbooks/henryschein/officedesign_2011
https://www.nxtbook.com/nxtbooks/henryschein/greendesign
https://www.nxtbookmedia.com