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Patterson Dental

Quote




Thank you for answering the question...... You don't understand DENTAL economics- Cerecs make good financial sense for the right dentist/practice and it is up to the rep and the dentist to work together to see if the investment in the technology is a sound financial decision. Oh, and Cerecs cost a heck of a lot more than 10 or 20k. While I agree with you that the current state of our economy is frustrating, and was laregly perpetuated by greed and people borrowing to live beyond their means, I don't think Patterson reps and Cerecs are to blame......
 




Anonymous said:
So you think you are so freaking smart. Well, don't look now genius, but your nation is 16 trillion dollars in debt. Thank you very much. How do you think we got there? Smart guys like you selling 10 thousand dollar computers for 120K and telling doctors to borrow as much money as they can to pay for it without any type of understanding where that money was coming from. GE? Madoff's twin. Guess what, that money was and still is coming out of your pocket, genius. Now you have successfully funded your nation's bankruptcy... who is the dumb ass now? Who doesn't understand economics now? Punk I have more understanding of economics in my urine than you do in your entire body.
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This guy is somewhat warped if he believes that CEREC is to blame for our nation's current economic environment. Obviously he is anti-business if he believes a company is not entitled to make a profit. If making a profit and using credit responsibily is to blame for the great recession then you may also want to consider lashing out against appliance, automotive, pharmaceutical and every other not for profit entity in the US. This guy has some anger issues and he is most likely an E4D rep getting slaughtered by the local CEREC Specialist.
 
















Anonymous said:
A rep can usually adjust the price based on volume, that is how they can justify a price reduction. Patterson is NOT the low price leader. If you ask most dental practices what they like about Patterson it is = The service, equipment and people. Well you don't get both for nothing. You don't get great service, top quality products for the lowest price, it just doesn't work that way.

Think of this = you can get some similar products from Nordstrom, Macy's, Ross, Target and Walmart. They all sell t-shirts, underwear and shoes. Now I can almost guarantee you that between Nordstrom & Macy's they will have similar if not the same products, the price will be different. Why do people go to Nordstrom vs. Macy's then? All 5 stores carry the products I named but some have higher quality of the items, the others have less expensive. I suspect that the sales person you encounter at Nordstrom vs the one you meet at Walmart and the experience you have will be much different. Same items, different quality and experience. Between Nordstrom and Macy's, very similar if not the same items, yet still a different feel to the experience. Try to return something between all 5 stores. Some don't ask a question as to why, others discourage you and even have a restocking fee.

This is what you need to consider. Are you busy doing dentistry and trying to grow your practice revenue to achieve your financial goals? On the other hand are you trying to save your way to your goals by cutting back on the price of cotton rolls, etc?
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I am not usually the posting type but I have to respond after reading posts like this. The OP sounds just like my Patterson rep. No doubt a product of company training. First off let me ask you as a dentist who does save on everything I can from cotton rolls to burs to impression material..... Where the hell did you get your business education? My assistant can order cotton rolls in 30 seconds from Safco on their website for several dollars cheaper than Patterson. Plus they offer free shipping and returns, and the reps I have talked to are all helpful and intelligent. Business is business and I do like my Patterson rep, but I'm sorry..... When I can reduce overhead by ordering through a company that is not out to price gouge me(as much), then I am going to go with the lower price. What do I need a rep for to help me out on cotton rolls and gloves? Sure equipment may be a different story, but I still can't help feel like I am being raped every time I get a quote for a new op. And the service, oh yeah it's great......but it damn well better be at $200+/hr. Don't let me forget the "technology" department. I actually laughed so hard when I saw that quote that it brought tears to my eyes. A quick trip to newegg and the help that I know computers inside and out got me everything with better specs for literally half the price. Patterson is simply out to stick it to dentists because they know it is a lucrative profession and they see us as a wolf sees lambs. Sorry I do not agree with your assessment of the dental sales business or the analogies you have made. For you and everyone else please don't forget, we dentists are there an you have a job in the first place. And finally, to the guy that posted earlier about dentists being " just a commodity"- simply stated- "you sir, are a moron".
 




Anonymous said:
A rep can usually adjust the price based on volume, that is how they can justify a price reduction. Patterson is NOT the low price leader. If you ask most dental practices what they like about Patterson it is = The service, equipment and people. Well you don't get both for nothing. You don't get great service, top quality products for the lowest price, it just doesn't work that way.

Think of this = you can get some similar products from Nordstrom, Macy's, Ross, Target and Walmart. They all sell t-shirts, underwear and shoes. Now I can almost guarantee you that between Nordstrom & Macy's they will have similar if not the same products, the price will be different. Why do people go to Nordstrom vs. Macy's then? All 5 stores carry the products I named but some have higher quality of the items, the others have less expensive. I suspect that the sales person you encounter at Nordstrom vs the one you meet at Walmart and the experience you have will be much different. Same items, different quality and experience. Between Nordstrom and Macy's, very similar if not the same items, yet still a different feel to the experience. Try to return something between all 5 stores. Some don't ask a question as to why, others discourage you and even have a restocking fee.

This is what you need to consider. Are you busy doing dentistry and trying to grow your practice revenue to achieve your financial goals? On the other hand are you trying to save your way to your goals by cutting back on the price of cotton rolls, etc?
Click to expand...


I am not usually the posting type but I have to respond after reading posts like this. The OP sounds just like my Patterson rep. No doubt a product of company training. First off let me ask you as a dentist who does save on everything I can from cotton rolls to burs to impression material..... Where the hell did you get your business education? My assistant can order cotton rolls in 30 seconds from Safco on their website for several dollars cheaper than Patterson. Plus they offer free shipping and returns, and the reps I have talked to are all helpful and intelligent. Business is business and I do like my Patterson rep, but I'm sorry..... When I can reduce overhead by ordering through a company that is not out to price gouge me(as much), then I am going to go with the lower price. What do I need a rep for to help me out on cotton rolls and gloves? Sure equipment may be a different story, but I still can't help feel like I am being raped every time I get a quote for a new op. And the service, oh yeah it's great......but it damn well better be at $200+/hr. Don't let me forget the "technology" department. I actually laughed so hard when I saw the quote that it brought tears to my eyes. A quick trip to newegg.com will get me everything with better specs for literally half the price. Patterson is simply out to stick it to dentists because they know it is a lucrative profession and they see us as a wolf sees lambs. Sure the people are great and will take you out to lunch and pay for your trip out to the adec factory to see your equipment being made, but don't think we don't pay for all that. Sorry I do not agree with your assessment of the dental sales business or the analogies you have made. For you and everyone else please don't forget, we dentists are the reason you have a job in the first place. And finally, to the guy that posted earlier about dentists being " just a commodity"- simply stated- "you sir, are a moron".
 




Anonymous said:
I am not usually the posting type but I have to respond after reading posts like this. The OP sounds just like my Patterson rep. No doubt a product of company training. First off let me ask you as a dentist who does save on everything I can from cotton rolls to burs to impression material..... Where the hell did you get your business education? My assistant can order cotton rolls in 30 seconds from Safco on their website for several dollars cheaper than Patterson. Plus they offer free shipping and returns, and the reps I have talked to are all helpful and intelligent. Business is business and I do like my Patterson rep, but I'm sorry..... When I can reduce overhead by ordering through a company that is not out to price gouge me(as much), then I am going to go with the lower price. What do I need a rep for to help me out on cotton rolls and gloves? Sure equipment may be a different story, but I still can't help feel like I am being raped every time I get a quote for a new op. And the service, oh yeah it's great......but it damn well better be at $200+/hr. Don't let me forget the "technology" department. I actually laughed so hard when I saw the quote that it brought tears to my eyes. A quick trip to newegg.com will get me everything with better specs for literally half the price. Patterson is simply out to stick it to dentists because they know it is a lucrative profession and they see us as a wolf sees lambs. Sure the people are great and will take you out to lunch and pay for your trip out to the adec factory to see your equipment being made, but don't think we don't pay for all that. Sorry I do not agree with your assessment of the dental sales business or the analogies you have made. For you and everyone else please don't forget, we dentists are the reason you have a job in the first place. And finally, to the guy that posted earlier about dentists being " just a commodity"- simply stated- "you sir, are a moron".
Click to expand...


Former Patterson rep here. I can not argue with anything that the doc said above, he is dead on with this analysis. Fact is that Patterson is not a player in sundries any more, their margins are frankly way too high. The reps, 90% of them...add nothing of value to the dental practice. Yeah, they try to push various programs but none of those add value to the dental practice. When I worked there, coming from another dental company where my job was to work with the doctor clinically, and the front office team in a marketing standpoint... I was shocked at the low level of service that the majority of Patterson reps provide. Showing up and asking for an order...is NOT service. The only way that Patterson stays in biz is on equipment and Cerec, as well as Webster vet which they acquired a few years ago. My experience working for Patt was horrible, and was on par with being a used car sales person...so glad I left. If anyone has any questions...fire away Ill give you the straight scoop.
 




Anonymous said:
I am not usually the posting type but I have to respond after reading posts like this. The OP sounds just like my Patterson rep. No doubt a product of company training. First off let me ask you as a dentist who does save on everything I can from cotton rolls to burs to impression material..... Where the hell did you get your business education? My assistant can order cotton rolls in 30 seconds from Safco on their website for several dollars cheaper than Patterson. Plus they offer free shipping and returns, and the reps I have talked to are all helpful and intelligent. Business is business and I do like my Patterson rep, but I'm sorry..... When I can reduce overhead by ordering through a company that is not out to price gouge me(as much), then I am going to go with the lower price. What do I need a rep for to help me out on cotton rolls and gloves? Sure equipment may be a different story, but I still can't help feel like I am being raped every time I get a quote for a new op. And the service, oh yeah it's great......but it damn well better be at $200+/hr. Don't let me forget the "technology" department. I actually laughed so hard when I saw that quote that it brought tears to my eyes. A quick trip to newegg and the help that I know computers inside and out got me everything with better specs for literally half the price. Patterson is simply out to stick it to dentists because they know it is a lucrative profession and they see us as a wolf sees lambs. Sorry I do not agree with your assessment of the dental sales business or the analogies you have made. For you and everyone else please don't forget, we dentists are there an you have a job in the first place. And finally, to the guy that posted earlier about dentists being " just a commodity"- simply stated- "you sir, are a moron".
Click to expand...

I have to love it when a doctor posts a diatribe about business- an area he has no education or experience in. Sure you could spend hours and days getting every nickel and dime out of every supplier, many docs do. Quite common. Those aren't Pattersons customers. The high end, super successful practices that see value in service are Patterson customers. There are doctors who literally are obsessed with saving money at the expense of clinical outcome. Just read a story about a dr who was reusing syringe tips-he didn't want to enhance the profits of those nasty price gouging surgical companies. Also another case where the dr used paper clips instead of gutty purcha. So you can call it good business sense. But a lot of what we see is just plain obsessive. The people who shop at Walmart will never shop at Nordstroms. The people who drive a 20 year old Honda will never drive a new S class Mercedes Mercedes doesn't advertise too that person.
Bottom line is I've never seen a successful dental practice that skimps on technology and equipment that enhances clinical outcome.
 




" For you and everyone else please don't forget, we dentists are the reason you have a job in the first place. And finally, to the guy that posted earlier about dentists being " just a commodity"- simply stated- "you sir, are a moron"."

Your arrogance and high opinion of yourself is overwhelming, but sadly, hardly an isolated example.

As far as the 'dont forget...' statement you made (above) You are simply, unarguably wrong. The PATIENT is the reason YOU and I (and your staff, etc.) have jobs, not simply YOU. Hopefully, you are a better clinician that a commentator.

As far as being a commodity, get over it, your profession is lower than used car sales.

As far as your comment about being "a moron", perhaps, but that would surely help in having to deal with the likes of you on a daily basis.

Your opinions, doctor, are like assholes, everone has one, and you just sound like one. O.K., Big Spender, back to cutting your cotton rolls in half...

Sieze the Day, Life is short.

Too short to try and reason with dickheads that will never get it.
 




I think you are still confused about this whole process: The patients are the reason I have a job........ I am the reason you have a job. I know my arrogance is unmatched and I am a dickhead for pointing this out to you, but that is the way this business relationship works. And that is just what this is. A business relationship. I am in no way obligated to buy from Patterson. I do have choices. Albeit not many, but we dentists do have choices other than using just your company.

As far as a dentist pretending to know something about business- How do any of you know what my business experience or education is? Perhaps I also have an MBA in addition to my dental degree. Or maybe I have already owned and operated a successful business venture prior to opening a dental practice. I think no matter what my experience level is, my argument that saving on overhead costs makes good business sense. I think any well educated and experienced business expert would agree on that. Why would I purchase a product from Patterson that costs significantly less at Safco, Darby, or another supplier? The support? On what? A box of Fuji? Please give me a break - half of your reps have no actual knowledge about dental materials and products other than what the manufacturer or someone tells you at a sales meeting. Everyone is also grossly overestimating the amount of effort necessary to get these supplies cheaper through other sources. Trust me, its not all about me sitting in the back cutting cotton rolls in half. It is just as easy for my assistant to place an order through Safco as it is with Patterson. As far as she tells me it is actually easier! We still get it next day and there is never a charge for shipping which Patterson of course charges me for in addition to their excessively marked up price. If we need a return we just ask for a label which my assistant prints, slaps on a box, and sets in the spot for UPS man to pick up. Not exactly that hard. Now I do happen to really like my Patterson rep, and my assistant knows that if the prices are close we will always go with Patterson so that we can help him put food on his plate. But when there is a difference of $20 here and 30$ there, that is a significant chunk of change and my decision as a business owner is to go with the cheaper supplier. I think this makes sense for every practice no matter how big or small or "high end".

Your statement about dentists being lower than a used car salesman cracks me up! Your ignorance of what it is our profession is all about amazes me. I'm going to go out on a limb here and just wager a guess that you yourself do not have the perfect mouth with perfect teeth that have never needed a cleaning or filling. If not then I congratulate you, but I have a feeling that you like most of the rest of us have called upon the services of a dental professional a couple of times over the course of your life. If it hadn't been for those dental professionals that helped improve your oral health your mouth would likely be in pretty poor shape. You should remember that when valuing what our profession is worth.

I wholeheartedly agree with you - life is to short to deal with arrogant dickheads who talk out their ass and obviously have a huge chip on their shoulder. I will go back paying my assistant to take 2 extra minutes to check alternative suppliers for cheaper prices on identical goods and saving thousands over the course of my career. And I will make a solemn promise not to cut even a single cotton roll in half!
 




Bullseye.

Sounds to me, like no mistakes were made in the prior post/er who to you back to school.

You must be a Real Busy and Successful dentist to hang out on a sales persons site.

Why not go back to sharing your wonderful insights with someone who cares ?

That would NOT BE salespeople trying to make a living and improve themselves.

I know YOU promised not to cut your cotton rolls in half, but you left out the poor, dismal creatures who have to share their lives with your arrogant ass most everyday.

We all here sympathize with them. Keep it up.

It's Great Sales Meeting discussion fodder. You're Welcome.
 




Anonymous said:
I think you are still confused about this whole process: The patients are the reason I have a job........ I am the reason you have a job. I know my arrogance is unmatched and I am a dickhead for pointing this out to you, but that is the way this business relationship works. And that is just what this is. A business relationship. I am in no way obligated to buy from Patterson. I do have choices. Albeit not many, but we dentists do have choices other than using just your company.

As far as a dentist pretending to know something about business- How do any of you know what my business experience or education is? Perhaps I also have an MBA in addition to my dental degree. Or maybe I have already owned and operated a successful business venture prior to opening a dental practice. I think no matter what my experience level is, my argument that saving on overhead costs makes good business sense. I think any well educated and experienced business expert would agree on that. Why would I purchase a product from Patterson that costs significantly less at Safco, Darby, or another supplier? The support? On what? A box of Fuji? Please give me a break - half of your reps have no actual knowledge about dental materials and products other than what the manufacturer or someone tells you at a sales meeting. Everyone is also grossly overestimating the amount of effort necessary to get these supplies cheaper through other sources. Trust me, its not all about me sitting in the back cutting cotton rolls in half. It is just as easy for my assistant to place an order through Safco as it is with Patterson. As far as she tells me it is actually easier! We still get it next day and there is never a charge for shipping which Patterson of course charges me for in addition to their excessively marked up price. If we need a return we just ask for a label which my assistant prints, slaps on a box, and sets in the spot for UPS man to pick up. Not exactly that hard. Now I do happen to really like my Patterson rep, and my assistant knows that if the prices are close we will always go with Patterson so that we can help him put food on his plate. But when there is a difference of $20 here and 30$ there, that is a significant chunk of change and my decision as a business owner is to go with the cheaper supplier. I think this makes sense for every practice no matter how big or small or "high end".

Your statement about dentists being lower than a used car salesman cracks me up! Your ignorance of what it is our profession is all about amazes me. I'm going to go out on a limb here and just wager a guess that you yourself do not have the perfect mouth with perfect teeth that have never needed a cleaning or filling. If not then I congratulate you, but I have a feeling that you like most of the rest of us have called upon the services of a dental professional a couple of times over the course of your life. If it hadn't been for those dental professionals that helped improve your oral health your mouth would likely be in pretty poor shape. You should remember that when valuing what our profession is worth.

I wholeheartedly agree with you - life is to short to deal with arrogant dickheads who talk out their ass and obviously have a huge chip on their shoulder. I will go back paying my assistant to take 2 extra minutes to check alternative suppliers for cheaper prices on identical goods and saving thousands over the course of my career. And I will make a solemn promise not to cut even a single cotton roll in half!
Click to expand...


This is the same type of doctor who gets upset when a patient calls and asks "How much is a filling?" Patients go with the lowest priced dentist as well. A filling will last 20 years no matter if its placed by a bottom of the class graduate in the inner city or a high end Harvard Grad praticing in the suburbs. I don't care that you have an expensive "calming" water fall or spa like office, just fill my cavity for as cheap as possible. I love that kind of patient, there are more and more of them out there.
 




Anonymous said:
I think you are still confused about this whole process: The patients are the reason I have a job........ I am the reason you have a job. I know my arrogance is unmatched and I am a dickhead for pointing this out to you, but that is the way this business relationship works. And that is just what this is. A business relationship. I am in no way obligated to buy from Patterson. I do have choices. Albeit not many, but we dentists do have choices other than using just your company.

As far as a dentist pretending to know something about business- How do any of you know what my business experience or education is? Perhaps I also have an MBA in addition to my dental degree. Or maybe I have already owned and operated a successful business venture prior to opening a dental practice. I think no matter what my experience level is, my argument that saving on overhead costs makes good business sense. I think any well educated and experienced business expert would agree on that. Why would I purchase a product from Patterson that costs significantly less at Safco, Darby, or another supplier? The support? On what? A box of Fuji? Please give me a break - half of your reps have no actual knowledge about dental materials and products other than what the manufacturer or someone tells you at a sales meeting. Everyone is also grossly overestimating the amount of effort necessary to get these supplies cheaper through other sources. Trust me, its not all about me sitting in the back cutting cotton rolls in half. It is just as easy for my assistant to place an order through Safco as it is with Patterson. As far as she tells me it is actually easier! We still get it next day and there is never a charge for shipping which Patterson of course charges me for in addition to their excessively marked up price. If we need a return we just ask for a label which my assistant prints, slaps on a box, and sets in the spot for UPS man to pick up. Not exactly that hard. Now I do happen to really like my Patterson rep, and my assistant knows that if the prices are close we will always go with Patterson so that we can help him put food on his plate. But when there is a difference of $20 here and 30$ there, that is a significant chunk of change and my decision as a business owner is to go with the cheaper supplier. I think this makes sense for every practice no matter how big or small or "high end".

Your statement about dentists being lower than a used car salesman cracks me up! Your ignorance of what it is our profession is all about amazes me. I'm going to go out on a limb here and just wager a guess that you yourself do not have the perfect mouth with perfect teeth that have never needed a cleaning or filling. If not then I congratulate you, but I have a feeling that you like most of the rest of us have called upon the services of a dental professional a couple of times over the course of your life. If it hadn't been for those dental professionals that helped improve your oral health your mouth would likely be in pretty poor shape. You should remember that when valuing what our profession is worth.

I wholeheartedly agree with you - life is to short to deal with arrogant dickheads who talk out their ass and obviously have a huge chip on their shoulder. I will go back paying my assistant to take 2 extra minutes to check alternative suppliers for cheaper prices on identical goods and saving thousands over the course of my career. And I will make a solemn promise not to cut even a single cotton roll in half!
Click to expand...


The good doctor here is dead on unfortunately. As a matter of fact, I am almost positive he is one of my customers. I've spent the last 2 1/2 years religously calling on him trying to grow our collective business together. All the while working my ass off to even gain entrance to talk about a Patterson value statement and find out how we might be able to help. You see, the customers who view their dental rep (Patt, Schein, Benco, etc.) as only a line item labeled "overhead" or "materials" are the exact reason why it takes years if ever to build a mutually beneficial and profitable book of business in this industry any more. In my territory (scratch by the way), a good percentage of my docs are insurance providers. As such, they have long ago sold their souls to the man who fights, cheats, and undervalues their services (see life's work and passion), leading them to the conclusion that insureance cos. and reps alike are sharks and out to "gouge" them out of business.

Someone has suggested to these guys at some point that dental dealers have tons of money and pay an extravagent wage to reps to run around and try and steal from them. Surely that is the only explanation for asking and expecting as much free shit as they demand. I have often thought there must be someone doing CE courses at the ADA meeting on how to save your way to your goals through cutting out the unnecessary middle man. Production is down because you're a slave to the machine, mean to your staff who are constantly turning over, invest little to nothing in marketing, have low case acceptance (incremental revenue stream) because no one knows how to effectively present and ask patients to commit to their best smile possible. So what to do you ask? Easy. Shop and save big bucks on the internet for your supplies. By the way, those supplies probably amount to maybe 5% of the doctors overall production. Wonder how much of that you could make up by being more efficient with new materials or technology? Wonder how many incremental procedures are left on the table each year becuase no one asks or sees the value?

You know that local Patterson branch? You know, the big, ugly, unneeded, overhead-eating monstrosity where we host your study club? I can't recall the last time Safco or Darby presented a CE course designed to keep you up to date on what's new and how it might positively impact your practice. Yes we fund it from the margin generated from products and services provided to your practice. That big time CPA guy from Oregon you've been wanting to see that will help refocus your sights on incresed production, decreased taxes, more family time, rock solid transition plan? We pay for all that by selling things to you. Yes I am an unrepentant salesperson. Trying every day to do a better job with you. Honestly trying to make you better at what you do and enjoy the fruits of your labor, your art. Yeah, I know Omni Dental does the same thing. Only cheaper.

Thanks for the business (although we need to talk about the reasons its down 14% YTD). I'm not kidding either - really do appreciate it. By the way, Crystal is looking for a job. Says you don't pay her enough and really needs benefits considering all the time she's putting in saving you money by shopping all over. She has asked me to help get her one at that swanky newer office up the street. The one with the young doc, Cerec owner, cone beam, slamming implants like crazy and taking his whole crew on a tropical CE trip in Feb. The jokes on him though. He's paying too much for his supplies.
 




Anonymous said:
The good doctor here is dead on unfortunately. As a matter of fact, I am almost positive he is one of my customers. I've spent the last 2 1/2 years religously calling on him trying to grow our collective business together. All the while working my ass off to even gain entrance to talk about a Patterson value statement and find out how we might be able to help. You see, the customers who view their dental rep (Patt, Schein, Benco, etc.) as only a line item labeled "overhead" or "materials" are the exact reason why it takes years if ever to build a mutually beneficial and profitable book of business in this industry any more. In my territory (scratch by the way), a good percentage of my docs are insurance providers. As such, they have long ago sold their souls to the man who fights, cheats, and undervalues their services (see life's work and passion), leading them to the conclusion that insureance cos. and reps alike are sharks and out to "gouge" them out of business.

Someone has suggested to these guys at some point that dental dealers have tons of money and pay an extravagent wage to reps to run around and try and steal from them. Surely that is the only explanation for asking and expecting as much free shit as they demand. I have often thought there must be someone doing CE courses at the ADA meeting on how to save your way to your goals through cutting out the unnecessary middle man. Production is down because you're a slave to the machine, mean to your staff who are constantly turning over, invest little to nothing in marketing, have low case acceptance (incremental revenue stream) because no one knows how to effectively present and ask patients to commit to their best smile possible. So what to do you ask? Easy. Shop and save big bucks on the internet for your supplies. By the way, those supplies probably amount to maybe 5% of the doctors overall production. Wonder how much of that you could make up by being more efficient with new materials or technology? Wonder how many incremental procedures are left on the table each year becuase no one asks or sees the value?

You know that local Patterson branch? You know, the big, ugly, unneeded, overhead-eating monstrosity where we host your study club? I can't recall the last time Safco or Darby presented a CE course designed to keep you up to date on what's new and how it might positively impact your practice. Yes we fund it from the margin generated from products and services provided to your practice. That big time CPA guy from Oregon you've been wanting to see that will help refocus your sights on incresed production, decreased taxes, more family time, rock solid transition plan? We pay for all that by selling things to you. Yes I am an unrepentant salesperson. Trying every day to do a better job with you. Honestly trying to make you better at what you do and enjoy the fruits of your labor, your art. Yeah, I know Omni Dental does the same thing. Only cheaper.

Thanks for the business (although we need to talk about the reasons its down 14% YTD). I'm not kidding either - really do appreciate it. By the way, Crystal is looking for a job. Says you don't pay her enough and really needs benefits considering all the time she's putting in saving you money by shopping all over. She has asked me to help get her one at that swanky newer office up the street. The one with the young doc, Cerec owner, cone beam, slamming implants like crazy and taking his whole crew on a tropical CE trip in Feb. The jokes on him though. He's paying too much for his supplies.
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One more thing. I'm the poster directly above. For anyone considering this position, you will need bare minimum 35 - 40 accounts like the doctor above to even begin to earn a living. Here's the math. He did $45k w/ me last year. $13,500 was profit (30%). Of that, 23% (He's a Gold customer) or $3,105 in total commission paid from our affiliation. Walked through his door not less than 24 times last year and spent another $500 in meals and holiday trinkets. I pay all my own expenses on the Growth Plan and his office is 40 miles from my house. Takes years to get to this point. If you're down for the struggle, this can be an awesome career. As you've heard countless times above, run if not.
 




"One more thing. I'm the poster directly above."

GREAT post, and So True too.

Too Bad the asshole dentist will still think he/she/it is right and will post some lame-ass last-word sophomoric dribble here and then want/demand to return something he bought on-sale from someonle else next time you pay your way to his 'office'.

Remember, as he stated in writing here before, he thinks HE is why YOU have a job.

Some people just deserve to ripped off and lied to with No Mercy every time the opportunity arises, which I believe is most dentists.
 




Anonymous said:
The good doctor here is dead on unfortunately. As a matter of fact, I am almost positive he is one of my customers. I've spent the last 2 1/2 years religously calling on him trying to grow our collective business together. All the while working my ass off to even gain entrance to talk about a Patterson value statement and find out how we might be able to help. You see, the customers who view their dental rep (Patt, Schein, Benco, etc.) as only a line item labeled "overhead" or "materials" are the exact reason why it takes years if ever to build a mutually beneficial and profitable book of business in this industry any more. In my territory (scratch by the way), a good percentage of my docs are insurance providers. As such, they have long ago sold their souls to the man who fights, cheats, and undervalues their services (see life's work and passion), leading them to the conclusion that insureance cos. and reps alike are sharks and out to "gouge" them out of business.

Someone has suggested to these guys at some point that dental dealers have tons of money and pay an extravagent wage to reps to run around and try and steal from them. Surely that is the only explanation for asking and expecting as much free shit as they demand. I have often thought there must be someone doing CE courses at the ADA meeting on how to save your way to your goals through cutting out the unnecessary middle man. Production is down because you're a slave to the machine, mean to your staff who are constantly turning over, invest little to nothing in marketing, have low case acceptance (incremental revenue stream) because no one knows how to effectively present and ask patients to commit to their best smile possible. So what to do you ask? Easy. Shop and save big bucks on the internet for your supplies. By the way, those supplies probably amount to maybe 5% of the doctors overall production. Wonder how much of that you could make up by being more efficient with new materials or technology? Wonder how many incremental procedures are left on the table each year becuase no one asks or sees the value?

You know that local Patterson branch? You know, the big, ugly, unneeded, overhead-eating monstrosity where we host your study club? I can't recall the last time Safco or Darby presented a CE course designed to keep you up to date on what's new and how it might positively impact your practice. Yes we fund it from the margin generated from products and services provided to your practice. That big time CPA guy from Oregon you've been wanting to see that will help refocus your sights on incresed production, decreased taxes, more family time, rock solid transition plan? We pay for all that by selling things to you. Yes I am an unrepentant salesperson. Trying every day to do a better job with you. Honestly trying to make you better at what you do and enjoy the fruits of your labor, your art. Yeah, I know Omni Dental does the same thing. Only cheaper.

Thanks for the business (although we need to talk about the reasons its down 14% YTD). I'm not kidding either - really do appreciate it. By the way, Crystal is looking for a job. Says you don't pay her enough and really needs benefits considering all the time she's putting in saving you money by shopping all over. She has asked me to help get her one at that swanky newer office up the street. The one with the young doc, Cerec owner, cone beam, slamming implants like crazy and taking his whole crew on a tropical CE trip in Feb. The jokes on him though. He's paying too much for his supplies.
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Love it! Very insightful post!
 




Anonymous said:
I am not usually the posting type but I have to respond after reading posts like this. The OP sounds just like my Patterson rep. No doubt a product of company training. First off let me ask you as a dentist who does save on everything I can from cotton rolls to burs to impression material..... Where the hell did you get your business education? My assistant can order cotton rolls in 30 seconds from Safco on their website for several dollars cheaper than Patterson. Plus they offer free shipping and returns, and the reps I have talked to are all helpful and intelligent. Business is business and I do like my Patterson rep, but I'm sorry..... When I can reduce overhead by ordering through a company that is not out to price gouge me(as much), then I am going to go with the lower price. What do I need a rep for to help me out on cotton rolls and gloves? Sure equipment may be a different story, but I still can't help feel like I am being raped every time I get a quote for a new op. And the service, oh yeah it's great......but it damn well better be at $200+/hr. Don't let me forget the "technology" department. I actually laughed so hard when I saw the quote that it brought tears to my eyes. A quick trip to newegg.com will get me everything with better specs for literally half the price. Patterson is simply out to stick it to dentists because they know it is a lucrative profession and they see us as a wolf sees lambs. Sure the people are great and will take you out to lunch and pay for your trip out to the adec factory to see your equipment being made, but don't think we don't pay for all that. Sorry I do not agree with your assessment of the dental sales business or the analogies you have made. For you and everyone else please don't forget, we dentists are the reason you have a job in the first place. And finally, to the guy that posted earlier about dentists being " just a commodity"- simply stated- "you sir, are a moron".
I think you are still confused about this whole process: The patients are the reason I have a job........ I am the reason you have a job. I know my arrogance is unmatched and I am a dickhead for pointing this out to you, but that is the way this business relationship works. And that is just what this is. A business relationship. I am in no way obligated to buy from Patterson. I do have choices. Albeit not many, but we dentists do have choices other than using just your company.

As far as a dentist pretending to know something about business- How do any of you know what my business experience or education is? Perhaps I also have an MBA in addition to my dental degree. Or maybe I have already owned and operated a successful business venture prior to opening a dental practice. I think no matter what my experience level is, my argument that saving on overhead costs makes good business sense. I think any well educated and experienced business expert would agree on that. Why would I purchase a product from Patterson that costs significantly less at Safco, Darby, or another supplier? The support? On what? A box of Fuji? Please give me a break - half of your reps have no actual knowledge about dental materials and products other than what the manufacturer or someone tells you at a sales meeting. Everyone is also grossly overestimating the amount of effort necessary to get these supplies cheaper through other sources. Trust me, its not all about me sitting in the back cutting cotton rolls in half. It is just as easy for my assistant to place an order through Safco as it is with Patterson. As far as she tells me it is actually easier! We still get it next day and there is never a charge for shipping which Patterson of course charges me for in addition to their excessively marked up price. If we need a return we just ask for a label which my assistant prints, slaps on a box, and sets in the spot for UPS man to pick up. Not exactly that hard. Now I do happen to really like my Patterson rep, and my assistant knows that if the prices are close we will always go with Patterson so that we can help him put food on his plate. But when there is a difference of $20 here and 30$ there, that is a significant chunk of change and my decision as a business owner is to go with the cheaper supplier. I think this makes sense for every practice no matter how big or small or "high end".

Your statement about dentists being lower than a used car salesman cracks me up! Your ignorance of what it is our profession is all about amazes me. I'm going to go out on a limb here and just wager a guess that you yourself do not have the perfect mouth with perfect teeth that have never needed a cleaning or filling. If not then I congratulate you, but I have a feeling that you like most of the rest of us have called upon the services of a dental professional a couple of times over the course of your life. If it hadn't been for those dental professionals that helped improve your oral health your mouth would likely be in pretty poor shape. You should remember that when valuing what our profession is worth.

I wholeheartedly agree with you - life is to short to deal with arrogant dickheads who talk out their ass and obviously have a huge chip on their shoulder. I will go back paying my assistant to take 2 extra minutes to check alternative suppliers for cheaper prices on identical goods and saving thousands over the course of my career. And I will make a solemn promise not to cut even a single cotton roll in half!
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Let's make this short and sweet.

Dear Doctor:

Why did you become a dentist to begin with? Was it to count nickels?

Did you at one time have dreams and goals, a vision? If so what were they and are you achieving them? Simple economics and logic let us know that your assistant takes more than 2 minutes to check prices. Also, you can not save your way to success. If you were to work with your rep they would probably let you know they could increase your revenue 10% in one year. Now if you have a million dollar office, then that is $100,000. Which would you rather concern yourself with? Making 10% more or saving 10% a year on 5-7% of your budget which is about $50k-$70k in supplies so that equates to saving about $5k-$7k a year. Again, increase production 10% or save 10% of 5-7% of your budget?

Or from the example above $100,000 vs. $5,000 - $7,000.

If the rep does that, then the $5,000 - $7,000 you spend in supplies is well worth it and now you have a new employee for your office who you don't have to pay overtime to, never worry about them being late to work, taking off time for being sick, you don't have to pay benefits to them, and their salary ends up being about $583 a month ($70,000 / 12). Oh the best part is if they don't do what they say they were going to do, you can fire them and not pay them unemployment.

So think about this scenario the next time you are having your assistant look at different websites. Because at $583 per month it doesn't take very long at her salary to reach that when she could have been helping you raise production or doing recall phone calls.

Thanks doc!
 




Anonymous said:
Let's make this short and sweet.

Dear Doctor:

Why did you become a dentist to begin with? Was it to count nickels?

Did you at one time have dreams and goals, a vision? If so what were they and are you achieving them? Simple economics and logic let us know that your assistant takes more than 2 minutes to check prices. Also, you can not save your way to success. If you were to work with your rep they would probably let you know they could increase your revenue 10% in one year. Now if you have a million dollar office, then that is $100,000. Which would you rather concern yourself with? Making 10% more or saving 10% a year on 5-7% of your budget which is about $50k-$70k in supplies so that equates to saving about $5k-$7k a year. Again, increase production 10% or save 10% of 5-7% of your budget?

Or from the example above $100,000 vs. $5,000 - $7,000.

If the rep does that, then the $5,000 - $7,000 you spend in supplies is well worth it and now you have a new employee for your office who you don't have to pay overtime to, never worry about them being late to work, taking off time for being sick, you don't have to pay benefits to them, and their salary ends up being about $583 a month ($70,000 / 12). Oh the best part is if they don't do what they say they were going to do, you can fire them and not pay them unemployment.

So think about this scenario the next time you are having your assistant look at different websites. Because at $583 per month it doesn't take very long at her salary to reach that when she could have been helping you raise production or doing recall phone calls.

Thanks doc!
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This is a very good way to look at the penny wise docs who believe that they are ahead of the game by nickel and dimeing their suppliers. The guys who are truly successful in dentistry concern themselves with the clinical aspect of job, not so much on saving pennies.
Can you imagine a brain surgeon spending hours of his time trying to figure out a way to save 10% off the cost of supplies for the upcoming brain surgery?
I have met a lot of dentists who spend entirely too much time trying to save a small amount of money on supplies which is a relatively small expense, and virtually no time figuring out ways to make themselves more efficient. Dentists labor is the most valuable aspect of a practice, increase your efficiency and you see huge increases in revenue. Concentrate on how to save 10% on the 5-7% merchandise expenses of the practice and essentially your wasting your time. But dentists do it all the time.
 




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