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Dental Marketing Question.
Hello from chilly Iowa!
What is the typical path for a manufacturer looking to enter the dental market look like?
Is there an active independent sales rep. force in the dental world? If so what is the best way to find (good) reps?
Our products are not medical products if that affects the answer to the above questions.
Thanks!
Anthony Clark
Director
Thinix (www.thinix.com)
Replies to This Discussion
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Permalink Reply by Kara Black BS, CDT on -
We are a manufacturer presently in jewelry and now launching into dental. We just hired our first dental rep. As a former rep myself, it goes without saying that networking is fruitful and the tried and true Monster. IF you build it, they will come.
Put another log on the fire!
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Permalink Reply by Troy Steinbach on -
The most effective and profitable way to go is to get involved with a "group" that has independent reps associated with it. your group manager will go to Schein, Benco, Patterson, Burkhart, etc and negotiate to get you in their system. You pay your group manager an override and 10% commission to the sales reps. Bang! National distribution, national sales force. A lot of companies are trying the "direct sales" route, but as of now, most of the direct sales reps I know have a short career span. I'm not sure if the Dealer Network sells your type of product or not, but it looks good- I'd put it in MY booth...
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Permalink Reply by Anthony Clark on
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Troy - Any recommendations of a group manager to contact?
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Permalink Reply by Troy Steinbach on
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Yes- send me a friend request and I will send the info to you in a private message.
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Permalink Reply by Merv Tonkin on -
Forums like this are a nice way to start a conversation, However you need to "talk" to players in the market.
I visited you web site and did not fully understand what you were selling. Hardware or software, each has its own approach and customer base.
I would be glad to talk to you and possibly point you in the right direction. I am an Independent Rep and know how effective an experienced sales force can be. However your product line does not automatically appear to fit into a reppable ( just made up that word) category.
You can use me as one of your sounding boards, If the line looks good I will ask to represent it. If not maybe I can give you some useful advice. Merv tonkin 281-376-6548
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Permalink Reply by Scott Mahnken on -
There are two routes to pursue. Jeff Goodman leads a powerful group of highly talented independent reps. The alternative is to build your own independent group by networking with independent reps from dental and outside the industry.
The second choice can save you some money - but cost you time. It really depends upon the business model. If you want to sell direct to the dentist - contact me. If you want to work with independents - yet still leverage the distributors Jeff does this as well as anyone.
Scott Mahnken
732 674 0303
www.go-to-guru.com
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Permalink Reply by Nancy Sakaduski on -
Another alternative is Global Practice Solutions, http://www.gpsclinicalsales.com, a professionally managed group of independent sales reps. This group is run by our company in partnership with Jack Miller and his company. You won't find better dealer relationships and a better trained independent rep force. We can also offer strategic consulting, if that is needed.
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Permalink Reply by Troy Steinbach on
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Nancy, I've already given Anthony Jack's contact information :)
Notes
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Created by Dental Sales Rep May 14, 2008 at 7:30pm. Last updated by Dental Sales Rep Dec 9, 2010.
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