Linchpin -How to be indispensable

Martin Lacharite

Clinical District Sales Manager

Metro Montréal/Canada East

Who am I?

• Bachelors in Business Administration

• Joined DENTSPLY Implants 2½ years ago

• Go Habs Go

• I don’t say Eh!

Why am I here?

Product % to Quota % +/- to Quota

ASTRA TECH Implant System™ 138% 44%

ANKYLOS® 239% 153%

Implants- no SIMPLANT® 150% 62%

ATLANTIS™ abutments 122% 36%

ATLANTIS™ ISUS 207% N/A

SYMBIOS® 106% 27%

TOTAL 141% 51%

Total sales 2013 $1,132,000.00Quota 2014 $1,206,000.00 Total sales 2014 $1,708,000.00Growth $ 576,000.00

Agenda

• The beginning

• The linchpin

• Growth strategy resources

• Focus of the strategy

• Lessons I’ve learned

The beginning

• 50% of Surgical Accounts use ASTRA TECH Implant System™ and Straumann

• 4 GP implantologists

• 11 consignments

• 2012 - 91% to plan

• 2013 - 97% to plan

The Linchpin

“Find a way to do more for others than anyone else does. Become more valuable. Do more. Give more. Serve more. And you will have the opportunity to earn more”

Tony Robbins

“I did not have the most experience in the industry or the most money, but I cared the most”

Sara Blakely

Growth strategy resources

• +50 and red flag customers

• Use influential customers

• SFDC/daily sales report

• SFDC/ sales trend report

• Daily return report

• Update SFDC networks

#1 Focus on growth strategy -Prosthodontist

Activity:

• 1-2x year social event

• 1x year big event

• CFE 1x month

• Email/text 1x month

• Facilitator for educational programs

Return:

• Strong relationship

• Refer to +50 customer

• DENTSPLY Implants Raving fan customers

• Influential with GP referral

• Attract GET accounts

• Increase sales!

#2 Focus on growth strategy -+ 50 Surgical customer

Activity:

• 1-2x year social event

• Weekly Sales Trend report

• CFE minimum 1x month

• Take orders directly

• Email/text 2x month

• Support growth with events

• Give feedback

Return:

• Cross selling opportunity

• Volume growth for practice

• Establish professional status for surgeon

• Elevate system preference

• Increase sales!

#3 Focus on growth strategy -GET customer

Activity:

• Find Ally in group practice

• CFE 1x a month

• Referral feedback- SFDC networks

• Case planning

• Coordinate event

Return:

• Established foothold in practice

• Positive reputation with referrals

• Partner recognition

• Partner request for association with DENTSPLY Implants

• Increase sales!

#4 Focus on growth strategy -Referrals

Activity:

• Training on results

• Order components

• Support instrumentation

• Present at the cases

• Back up mistakes

• Take care of emergencies

Return:

• Appreciate esthetics

• Positive reputation with referrals

• Refer to +50 customer

• Provide leads to GET accounts

• Increase sales!

#5 Focus on growth strategy -Laboratory

Activity:

• Clinical to lab RX

• Call Lab partner

• Ensure product is ATLANTIS™ abutments or ATLANTIS™ISUS

Return:

• Positive reputation with the lab

• Positive reputation with referrals

• Positive reputation +50 customer

• Provide leads to GET accounts

• Increase sales!

What I have learned

• We can put all our eggs in the same basket

• Take care of their staff equally

• Be customer oriented

• Be patient, put the relationship before the sale

• Be proactive with SFDC

I could not have done it without themThe Raving Fan CultureTEAM

• Caroline Laprise

• Julie Dubé

• Kim Anderson

• Nilde Fazi

SPECIALISTS• Fadi Touma

• Luc Charon, Ph.D

MANAGER• Andrew van den Bosch

DIRECTION• Diane Howard

• Perm Pohar

THANK YOU!