April 2011 Dental Sales Pro e-newsletter

DSP e-newsletter April 2011 


The value of your distribution partners

It has been quite a while since our last e-newsletter.  I have been traveling around the country speaking to dental manufacturers and distributors regarding industry trends, trade shows and the state of the industry.  

   An observation...many manufacturers seem to be focused on going after the end user and then pulling the sale through distribution.  While this works some of the time it dismisses the distribution representatives that have strong relationships with their customers.  To simply jump over distribution to get to the end user can be a critical mistake if that distribution rep has influence over the buying habits of their offices.  There is no doubt that you have to embrace and engage the end user, but don't forget about the channel that you sell through.  A two-tiered approach to message distribution and the end user is your key to success.  Don't believe your sales people alone can get your message out to distribution.  Co-travel days are becoming much more difficult to come by.  Distribution representatives are pulled in many different directions.  So how do you as a manufacturer stand out in the crowd??  Maybe it is time to try something different.  I wouldn't be writing this if I didn't think we could help.   


Spring has sprung,

Bill Neumann

Dental Sales Pro/First Impressions magazine



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Last updated by Dental Sales Rep Mar 31, 2011.

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