Few would argue that having choices in life is a bad thing. But when it comes to the never-ending parade of dental equipment available to practice owners, it can be difficult to pinpoint not only the best and smartest solutions on the market, but which ones will work as promised while causing the least number of headaches along the way.
“Machines don’t just keep running forever—they break. And when they go down, you want support at both the ground level and a high level to get you back in business as quickly and as painlessly as possible,” notes Carlos Martinez, Senior Director of Sales for DENTALEZ.
This fact is one reason why he is excited about DENTALEZ’s new sales organization, DSX, which will represent products and services from multiple leading dental brands. Bringing together some of the most knowledgeable sales representatives in the dental industry, the DSX team will support a comprehensive portfolio of products and smart solutions, including:
• Star Handpieces
• Ramvac Utility with Aeras Intel
• Forest and Heritage Operatory Equipment
• Imagine+ and ILS Radiance Cabinet Lines
• Porter Nitrous Oxide Systems
• Columbia Teaching Aids
• Nevin Lab Workstations
Knowledge Is Power
In a world inundated with slogans and marketing jargon, it can be a real struggle to figure out if a product or piece of equipment will perform as expected. When pondering a new purchase for their office, dentists want to know how their investment in technology and equipment will solve their unique challenges and elevate their workflows, and if that information isn’t readily available, it can lead to poor purchasing decisions, or worse, no decision at all.
“A clinician’s pain point is often, ‘I’m tired of my vacuum going down because when it does, my office shuts down,’” said Martinez. “To them, having a smart alert that links to their phone and lets them see in real time exactly what’s going on with their vacuum or compressor is huge, because downtime means lost production, and lost production means lost money.”
He continued, “That’s why product knowledge is so important when it comes to consultative selling, and it’s a key differentiator of the DSX sales team.” For example, this wealth of product knowledge can spell the difference between a dental office buying just any compressor from a catalog, or investing in a Ramvac compressor, which is equipped with Aeras Intel and can send alerts and maintenance notifications that help practices stay ahead of potential problems.
“This new sales initiative is going to create a more seamless experience for dentists,” advised Martinez. “When it comes to the service component—whether they need instructions on product usage or if there’s a problem with the equipment—they have one place and one person to go to for all that assistance. It creates a much more pleasant experience for the dental office vs going through 5 or 6 different companies.”
Having a direct sales force with a breadth of products—and knowledge—under one umbrella creates a one-stop shop for dental practices to get great-quality products at a fair price, and from committed reps who provide a high level of support.
Looking Ahead
In today’s fast-moving dental marketplace, there’s a high bar for sales professionals, who need to not only know about the product they’re selling, but the dental practice ecosystem surrounding that product. The DSX sales organization’s knowledge about both the product and the dental industry gives clinicians the ability to engage in deeper, more consultative conversations.
“There’s a lot of excitement around the idea of a sales team that’s fully aligned, deeply engaged, and driven with the same intensity as DENTALEZ,” added Martinez. “This means that dentists will experience a higher level of comprehensive support from our portfolio of products, including smoother transactions and a more seamless experience for everyone involved because they can rely on a single source for all their needs.”
To learn more and find your local rep, visit dsxsales.com
