DHPI national sales meeting prepares reps for the future

Dental Health Products, Inc. (DHPI) may have opted for a “relaxed tone” at this year’s national sales meeting, but the pace was fast and the educational opportunities were ample for the 80 employees and 35 top industry manufacturers who attended.

Value-enhancing strategies
A well-educated sales team is best able to meet the needs of its customers, notes Steve Desautel, vice president of sales and marketing, DHPI. Together with three other senior DHPI leaders, he opened the sales meeting with a panel discussion designed to prepare the company’s sales team for a successful future. Key topics included:

  • DHPI’s plans for expansion, including new manufacturer partnerships, products and service initiatives.
  • New government regulations and their impact on procurements.
  • Dental service organizations (DSOs), special markets and alternatives to DSOs.
  • Training and education.

“Our training session was an opportunity to educate DHPI sales reps on the business aspect of the dental industry and strategies for working more efficiently with – and better serving – dental customers,” says Desautel.

Meeting of the minds
“This year, we wanted to give our merchandise and equipment sales reps some face time,” says Desautel. “Manufacturers – both new and existing – presented their products in a rotation series highlighting their top selling lines, as well as launching new initiatives to the DHPI team. This year, in addition to the set vendor rotations we created a breakout session for all DHPI team members to spend quality time with our equipment and new technology service providers – an expanding solutions channel for DHPI.”  In addition, Solmetex and Anterior Quest, both dental waste management company, addressed new Employment and Training Administration (ETA) regulations for amalgam separators, he adds.

Guest speakers
Presentations included topics, such as “Infection Control & Handpiece Maintenance” by Doug Meyer and “OSHA/HIPAA Compliance Training through Dental Enhancements” by Jill Obrochta. “Jill educated attendees on HIPAA and OSHAA requirements and programs,” says Desautel. “She addressed how sales reps can work with their dental customers to keep them informed and more importantly, compliant.”

Shaded Box: Awards
“This was the first year DHPI invited vendors to attend our Blue Sky awards ceremony,” says Steve Desautel, vice president of sales and marketing, DHPI. This year’s merchandise Vendor MVP for merchandise was Coltene and for equipment was Vatech America.

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