Here are 10 distribution channels (probably more) that we recommend exploring when looking to sell in the US dental market.
Over the years we have helped many dental manufacturers penetrate the US market (and it's important to note that what works for one company may not work for another.)
Let's begin drilling:
National distributors: companies like Patterson, it's almost like having your product on the shelf of a mass merchandiser such as WalMart. The downside is that you'll need to invest money in order keep your products visible to the market and reps.
Regional/local distributors: they know their local market very well, Many of them are well connected with the local chains and dentists.
Dental labs : more and more dental labs are seeking to become a one-stop-shop for their dentist clients. It's still early, but we are seeing some interesting developments in this area.
Manufacturer Reps : they are many. Some work directly with the national distributors and others work directly with the dental manufacturer.
Independent reps/agents : they usually work directly with the manufacturer (commission + bonus program). Sometimes, one good dedicated rep can often do more than a large distributor.
E-commerce : this is usually relevant to products like disposables, instruments, furniture and in some cases surgical products. Dentists who regularly purchase online, will seek products for a cheaper price. In fact, many dental ecommerce sites have one or two sales people calling clinics and offering them better deals.
Purchasing groups/DSO's: They will usually purchase from distributors. However we've seen this channel purchase directly from manufacturers. But it takes time.
Local/small dental chains: It may take some time to develop sales with this channel.
Study groups: Continuing Education (CE) credits are mandated by US states and professional organizations for members of certain professions as part of a license or certification renewal process. In order for dentists to earn CE credits they must attend a program/course that offers such credits. Study groups are happening all the time and many of them offer CE credits. These groups are a great way for companies to introduce new products and connect directly with the dentists.
Manufacturers: Many manufacturers are often seeking to enhance their current product offerings and give them a competitive advantage in the market.
Who we are:
If you looking to connect with new dental distributors - we can help.
Dental Manufacturers, New Markets & Dental Tourism
10/06/18
Dental manufacturers in the quest for new markets, are often asking us for advice (and in some cases a detailed strategy plan) that will offer them a clear action plan for the near future.
The dental industry is an extremely competitive market and as such companies must develop methods that will allow them to effectively identify new potential markets.
There are many ways to research and identify new markets - here is one: The dental tourism market across the world has been incredibly rising and is expected to be worth billions of Dollars by 2021.
These dental tourists...where are they going?
Here are some of the top destinations for dental tourists