perspective based on a quarter century of experience
25th Chicago MidWinter earlier this year.
For the past quarter century, he
has learned a lot about dental equipment sales.
The first half of his
career was spent on the wholesale side of the business, as a field rep, national sales manager and independent rep.
Thirteen years ago, he
joined Henry Schein
as a regional manager, just as Schein was making its transition from catalog merchandise company to full service distributor.
Today, Hobbs is vice president of equipment and technology sales for Henry Schein Dental.
spoke with him recently about the role of the equipment rep in today's dental market.
:What makes a great equipment sales rep today?
: That's a huge question.
: We have evolved into the equipment and technology specialist - or ETS - model.
: We look at equipment sales in one of three ways: Is the customer building, remodeling or moving?
: At Schein, we expect our equipment and technology specialists to be experts on the equipment they sell.
: No, it hasn't really changed.