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What does it take to create a marketing partnership with a dental supplier? And why is it so difficult for new companies to be accepted?
HI,
My company offers a turnkey email marketing solution for dentists that allows them to instantly communicate with their patients through pre-written educational and promotional materials. Revenue has increased, ROI has proven quicker than conventional advertising and patient approval has been widely accepted.
Increased sales for dentists also means more sales for suppliers. When we offered this service to the suppliers so that they can give it to their clients FOR FREE, one would expect a little interest or excitement. Maybe it was a bad day, but the marketing departments i spoke with need a little more enthusiasm.
Can anyone give me insight as to what they typically expect from a new company in order to go to the next level? Or is it a matter of who you know - regardless of how effective your product may be?
Lastly, is marketing partnership the correct term to be used?
thank you
David Engelsberg
My company offers a turnkey email marketing solution for dentists that allows them to instantly communicate with their patients through pre-written educational and promotional materials. Revenue has increased, ROI has proven quicker than conventional advertising and patient approval has been widely accepted.
Increased sales for dentists also means more sales for suppliers. When we offered this service to the suppliers so that they can give it to their clients FOR FREE, one would expect a little interest or excitement. Maybe it was a bad day, but the marketing departments i spoke with need a little more enthusiasm.
Can anyone give me insight as to what they typically expect from a new company in order to go to the next level? Or is it a matter of who you know - regardless of how effective your product may be?
Lastly, is marketing partnership the correct term to be used?
thank you
David Engelsberg
Replies to This Discussion
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Permalink Reply by Joe Donohue on -
Oh, there's all kinds of reasons why. Dentists are experts at getting free things, and they are also experts at expecting free things to have strings attached. Although you probably offer a great product, there are tons of other groups in the marketplace that do similar things. There are many dental practice consultants like Sally McKenzie and 1-800-DENTIST that offer patient communications programs. Patterson also offers Eaglesoft for free as well.
As for the manufacturers, they are so focused on their own products that it's just an additional challenge for them to embrace the idea of adding another message to the sales pitch which has limited ROI for them....
That's my two cents! .
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Permalink Reply by Richard McManus, DMD on
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As a dentist I can already email my patients thru my practice management program. Emailing patients promotional material? I'm pretty sure this is not for me but others might feel differently. I'm pretty sure distributers are reluctant to take the small amount of time they already have with their dentists to push your email promo idea unless they are going to make a buck especially if the distributor is going to be called to support the product. And you know the dentist is going to be calling the distributor when he/she has a problem. You see this is not a partnership because the distributor has to foot the bill to get your product "in the door" then they have to support it and ........sometime later (maybe) make a buck.
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Permalink Reply by Drew Nagle on
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I would have to agree with Dr. McManus...as retail reps, the time we spend with our practices is valuable. More importantly though, building trust with dental practices can often take months/years...If I bring an idea like this to my doc's I know that I will ultimately be responsible for its success/failure (no matter where to product comes from). AND, if I'm not making money on it...you can bet that I wont be pushing it.
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Created by Dental Sales Rep May 14, 2008 at 7:30pm. Last updated by Dental Sales Rep Dec 9, 2010.
Finally a new poll. See my April First Impressions column on free goods
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