Dealers / Suppliers

Definition of a Dental Supply House / Dealer

• Supplies (60%) – Consumables, gloves, masks
• Equipment (40%) – Chairs, units, lights 
• Their interest in High Tech (technology – last 5 years)

Digital X-rays (current market %40, in 5 years = %100 (Cost 5 – 8 k per office)

Understanding the Dental Supply Representative (4 – 500k income, avg is 200k)

• 60 hours week – visits clients face – to face
• Increase territory by 10%
• Must be on the lookout for changing market for dentist
• Know about computer issues
• Strong relationship with supply representative
• Understanding the service techs – repairs chairs units lights – (income $40 – 60k a year, navy / manufacturer trained). 

# 1 Schein (Sullivan Schein) (Worldwide) (NY)

• Dental, medical, and veterinary
• $5 billion yearly sales (6 billion), Equal to – Starbucks, Hersheys Chocolate in sales
• Heavily partnered with the Danaher group (Digital technology) of dental companies
• Service approximately 35,000 dental offices in the US, unknown international reach
• Big player in digital (Practice management, X-Ray, Patient Education), Guru
• Developing OATS for IT support (Office, Automation, Technology, Solution)
• Still outsource much of their IT
• Work with Dell computers to source hardware
• Each branch to develop independent IT contractor relationships with each branch consulting company
• CIE (Certified Integration Engineer) – program to certify the work on Dentrix software

# 2 Patterson (Nationwide) (MN)

• Around since 1800’s
• Mainly North America
• $2.5 billion yearly sales
• Heavily partnered with Sirona (Schick and ADEC) and CEREC
• Service approximately 35,000 dental offices in the US – Only USA Presence
• Big player in digital (Practice Management, X-Ray, and Patient Education)
• Used to provide computers and on staff IT (fired them all)
• Eaglesoft – practice management software
• CAESY – patient education software
• Now giveaway their software but IT support is non existent 

# 3 Burkhart (Regional – West Coast) (WA)

• Mainly west coast – boutique dental supplies
• Approximately $200 million sales
• Privately owned by the Burkhart Family Seattle
• Service approximately 5,000 clients
• Selling Xcel dent (third party – new sql database – online)
• Sells digital technology (mainly sensors, x-ray)
• Outsource all IT

# 4 Benco (Regional – Northeast, Midwest) (PA)

• Private owned company
• Approximately $200 Million in yearly sales
• Sell primarily x-ray
• Rumored to have relationship with Kodak 
• Not sure on their IT position 

Pearson (Regional – West Coast) (CA)

• Small, private company that is known for low prices
• Not a big player in digital
• Outsource all IT 

ADC Dealers  (American Dental Cooperative)

• Goetze Neimer
• Atlanta Dental
• Iowa Dental
• Nashville Dental
• Sell Digital X-Ray 
• Not sure on what they do for PM, PE