Zahn Dental Sales - March/April 2017 - 48


Top 5

Must Haves to help
your lab

THRIVE

with Frank Bulfamante

After spending 15 years on Wall Street, Frank Bulfamante joined
Henry Schein in 2011 as a Dental Field Sales Consultant. After completing
his MBA, he transitioned to Zahn Dental as a Strategic Business Manager.
Frank works with the management team to analyze and understand the
dental landscape to help Henry Schein better serve its customers.

5
4
3
2
1
20

DIVERSIFY YOUR OFFERINGS
"Just as your investment portfolio needs diversity to protect against downturns, so does your business.
Digital labs have the ability to move into so many product offerings don't stifle your own growth by
limiting what you offer your dentists. This is the key to differentiation!"

CROSS MARKET
"Often times, we assume that if a doctor isn't buying it from you, they aren't buying it. This is almost never
the case. Make sure your customers are aware of EVERYTHING your lab offers. Offer all your customers an
incentive to try you for other categories."

RETAIN BUSINESS
"More and more dental practices are forming or joining groups. Try and be the "connector" between
practices being acquired and practices doing the acquiring. It's the best way to ensure you don't lose
the business after your doctor sells the practice."

PLACE A VALUE ON YOUR SERVICES
"How many times have you sat chairside with a doctor during a difficult procedure? Your time and
expertise has a value, make sure your doctors know it! Even if you don't charge for it, include a retail
value for your time so doctors understand the added value of doing business with you."

REFERRALS
"Great customers tend to associate with like-minded people. Don't be shy about asking for referrals.
After a customer thanks you, tell them that the best thank you they could give is a referral to a dentist
just like them."

Zahn: www.zahndental.com * CAP: www.cap-us.com * CMC: www.custom-milling.com


http://www.zahndental.com http://www.cap-us.com http://www.custom-milling.com

Table of Contents for the Digital Edition of Zahn Dental Sales - March/April 2017

What's Inside
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Zahn Dental Sales - March/April 2017 - Cover4
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