Big Goal, Bigger Accomplishment
Burkhart Dental’s 2008 sales goals are proof that if the customer succeeds, the distributor succeeds
Since Burkhart Dental Supply (Tacoma, Wash.) opened its doors 120 years ago, the company has focused on what it knows best: taking care of its customers. Indeed, its mission to provide its customers with great service has remained intact through five generations. Even in today’s electronic age, where dentists can gather product information and order supplies online, the people who run
Burkhart maintain that dental customers still want - and benefit from - traditional face-to-face service from dedicated sales reps.
It is this philosophy that has contributed to Burkhart’s sales success at a time when other companies are fortunate simply to stay in business. "We are not economists," says Kathy Inman, vice president of sales. "Our associates stick to our core philosophy of taking care of our customers. We succeed if our customers succeed, regardless of the state of the economy." So, it made sense that when Inman and Lori Burkhart Isbell, president, set a higher-than-usual sales goal in 2008, the sales staff achieved it.
"We normally average an 8-percent increase in sales over the previous year," Inman explains. "Last year, we decided to set a goal of 10 percent over the previous year." The goal was set over a year ago, so the current economy was not a factor, she adds. By the year’s end, it was clear that the ambitious goal had been met.
To celebrate the company’s achievement, Burkhart has invited all 140 of its sales reps and managers to attend the 33rd International Dental Show in Cologne, Germany, in March 2009. "We plan to stay in Cologne for four days and attend a couple of scheduled events with our vendors," says Inman. "It’s an opportunity for us to see new technology that is not yet marketed in the United States." In addition, the attendees will have ample time for sightseeing and touring on their own, she notes.
Regarding its 2009 sales goal, Burkhart Dental Supply anticipates another strong finish, Inman points out. "Our sales are strong and we continue to provide our customers with a consultative approach," she says. "This company is 120 years old, and we have always stayed true to [the ideals] we believe in."
|
|
|
