How widespread is the use of computers in selling Dental equipment?

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Permalink Reply by Bryan J Gilroy on June 18, 2010 at 8:18pm

In my experience all dental sales teams have computers. Computers are supplied by the dealership when they are at the office. Used as a sales tool? To keep customer data, certainly. For research? Probably 50/50 office computer and the individual's home PC/smart phone.

I think the time for creating a market for supplying computers to equipment sales staff expired 5 years ago. Sales is a competitive field, and thus technology is adapted more quickly than in some other trades.

Here's my usage of computers, and this also illustrates how some people in the industry I know use technology:

What valuable information I can't get in electronic form I enter into a computer or mobile device when I have the time. Product information, price list spreadsheets, customer information and correspondence are all stored and correlated on a mobile phone I have on me and use constantly. The learning curve can be a pain and a bit time consuming, but the pay-off if well worth it. Some people I work with are still "pen, paper, and post-its," but less every year.

So a market for computers? No. But a market for integrating technology, such as computer databases and smart phones for use in the field? Possibly.

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Permalink Reply by Bill Neumann on June 20, 2010 at 7:27pm

I don't know much about how equipment reps use their computers, but retail reps use their laptops quite a bit. Not all, but a good bit will place orders from their laptops right in the office. Some dealers provide laptops to their reps while others let their reps purchase what they want.

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Permalink Reply by Mary Yakas on June 21, 2010 at 8:47am

I am all for technology, but there are still reps out there (and lots of Doctors!) who want their paper like Linus wanted to carry his blanket. :)

I am still surprised at the number of offices that do not have internet.

Reps are further ahead, but many still carry their order pads and do things old style.

Just my two cents!

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Permalink Reply by Ricklin on June 22, 2010 at 12:25pm

As a wholesale rep I enjoy the opportunity of working with all the eq reps. I would say 90% use a PC. There are a few Luddites, generally speaking they are nearing retirement age and just won't take advantage of technology.

What do I like best about my PC?

No matter how much stuff I put in it, it never gets any heavier.

I've been packin a laptop since the early 90's it's only been in recent years that I can actually use it during a sales call, in the old days using my laptop would invariably turn the conversation to computers, which is not conducive to selling dental equipment.

You are only as good as your tools, your computer is your most important tool.

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