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

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