A few weeks ago I was lucky enough to be invited to speak at the Henry Schein National Sales Meeting in Ashford, Kent.
An exciting day all round with my train going on fire on the way to London and then the chance to once again go on the Javelin Train from St Pancras to Ashford, I haven’t been on that since the Olympics in 2012.
Not knowing quite what to expect but having done National Sales Meetings before so having a little bit of experience, I thought I knew the score but this was quite and exceptional experience amongst a real motivated, fantastic and ethical team.
I was only present for two or three hours of a three day meeting and was able to watch the new General Manager for CAD CAM at Henry Schein, Mackenzie provide a rallying call to the team on the future of CAD CAM and digital dentistry, something that Henry Schein have hugely embraced as part of their overall plans going forward.
My job was to speak to the guys about my experiences of this since April 2014 and as my host, Patrick Allen had suggested, to make people think a little differently. I was really quite taken aback and generally excited by the sense of ethics and morality both in the room and of the people I spoke to afterwards. I received many questions after I came off the stand and generally these were related to what was the best for patient care and how the Henry Schein team could provide that. That is not something I expected from a sales force and something, which I hope demonstrates a change in the marketplace as people move towards understanding that the end user in dentistry is the patient and not the dentist.
It seems to me that Henry Schein understand that if they race to the bottom of the pile then they will always end up bottom or second to bottom but they are committed to racing to the top of the pile and there is much more to selling that just giving the price as cheaply as possible.
As a practice we partnered with Henry Schein some three years ago and never regret it. The service and care we receive from them is exceptional. I am delighted to work with my FSC (Field Sales Consultant) Debbie Meehan who I have known getting on for twenty years and I can only see this business going from strength to strength. Well done guys, it was a pleasure to be associated with your Sales Meeting and I hope it was a huge success.
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