Sales Reps Do Their Part to Involve Dentists in Charitable Program. Alcohol Free

A partnered publication with Dental Sales Pro • www.dentalsalespro.com

For Dental Sales Professionals May 2013

Mixing Business withCharity Sales reps do their part to involve dentists in charitable program. Alcohol Free. Fragrance Free. Worry Free.

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Editorial Staff Editor Mark Thill [email protected]

Senior Editor Laura Thill [email protected]

Managing Editor Graham Garrison [email protected]

Art Director Brent Cashman [email protected]

Publisher Brian Taylor “Our goal is to increase access to [email protected] comprehensive dental treatment Sales for these people who desperately Bill Neumann [email protected] need help, but cannot afford it.”

– Stacy Wamsley, Monica Lynch DentaCheques manager [email protected]

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t’s Tuesday morning, and you are about to visit That makes the decision as to how to invest one of your customers. Why are you here? That’s sales time one of the most important decisions that the question I have asked innumerable distribu- a salesperson makes. tor salespeople. Unfortunately, the answer too Specifically, the decision about investing sales Icommonly is, “Because it’s Tuesday morning.” time takes the form of these two questions, the two In other words, the salespeople who answered most important questions a salesperson asks, the in that way had not stopped to consider whether key to a salesperson’s effectiveness: or not this call was potentially worthwhile, and cer- • Who should I see? tainly had not entertained the notion that it might • What should I do? not be a worthwhile investment of their sales time. That is a shame. Those two decisions are not made once and They have squandered then assigned to a file. Rather, they are made every their most valuable re- day, multiple times in the course of that day. In the source – sales time – by long run, the salespeople who make those decisions abdicating their great- well will sell more, earn more, be more fulfilled, and est responsibility. have more fun than those who don’t make those decisions. Make the wrong decisions, and you find your The magic hour sales time squandered on prospects and customers “Sales time” is that por- who aren’t worth the time. Make the right decisions, tion of a salesperson’s and you find your sales time invested where it will work week wherein they bring you the greatest return on investment. are interacting with their customers and pros- Obstacles pects. It can be on the Why don’t all salespeople make these decisions effec- phone, over an interactive Webinar, or in person. tively? Here are three common obstacles. It’s the heart of the job, wherein the salesperson exercises all the skills, concepts, practices and tools Great relationships with customers he has acquired over the years. Sales time is when This is the crutch of the mediocre salesperson, and the salesperson expresses the essence of what it the rationale proposed to excuse all kinds of inef- means to be a professional salesperson. If it were fective sales behaviors. Here’s the way this works. A not for sales time, there would be no salespeople. salesperson, new in the territory, naturally gravitates Of all the tasks that a salesperson performs on to those customers who are “nice people,” those cus- the job, almost all are in preparation for, or in reac- tomers who are agreeable and amenable to spending tion to, sales time. All the results for which salespeo- time with the salesperson. Eventually, the salesper- ple are held accountable accrue as the result of what son spends more and more time with those people happens during sales time. Yet, sales time accounts who he/she perceives ‘like’ him. for only about 25 percent of the typical salesper- Instead of making strategic decisions about son’s work week. the best place to invest sales time, the salesperson

4 : May 2013 : First Impressions : www.firstimpressionsmag.com We are people protection.® sales

Some allows his existing relationships to salesperson who is hindered by his salespeople are overwhelm his strategic responsibility. self image may just not be comfort- • What should I do? able calling on anyone other than the hindered from • Who should I see? machine operators. While this hesi- making effective tancy to call on decision-makers who The answer for the salesperson are older, more accomplished and decisions about who claims great relationships with more educated than the salesperson the investment his customers is too often “I’ll go see is the most common expression of of their sales those people who I think like me.” this obstacle, the opposite can also be true. This is the salesperson that has time by their Habits/routines such an inflated view of himself that own views of This is the hiding place of the sales- he won’t call on the operators, han- themselves. people who are too lazy or untrained dlers and end-users of the products to mindfully and thoughtfully answer he sells because he believes that to be the two questions. Over the years, they beneath him. develop habits and routines, and allow Regardless, this obstacle raises up them to overwhelm the responsibility to block the roadway of the salesper- for making good decisions. They simple son who knows it is more effective to don’t think about it. call on some other class of custom- • Is this the best way to organize er, but whose image of himself just my territory? doesn’t allow him to see himself as Dave Kahle is a consultant • Should I be seeing these people successful in those encounters. and trainer who helps this frequently? his clients increase their • Are there prospects out there A difference-maker sales and improve their upon whom I should be calling? In my three-plus decades of selling ex- sales productivity. Dave • Is my sales time most effectively perience and 20+ years of working with has trained thousands of invested this week? tens of thousands of salespeople, I have salespeople to be more found that few salespeople are ineffec- successful in the Informa- The salespeople that are ruled by tive because they are incompetent in tion Age economy. He is thoughtless routines have no answer conversation with a customer. Most are the author of over 500 for these questions, because they have far less effective than they could be be- articles, a weekly e-zine, never asked themselves the questions. cause they fail to make these two deci- and seven books. You Their sales time is squandered, the de- sions consistently well. can join Dave’s “Thinking cisions about it swept under the rug On the other hand, those handful About Sales Ezine” on-line and hidden from view. of salespeople who are the superstars at www.davekahle.com/ are often obsessed with the need to mailinglist.html. Self image make these decisions well. Some salespeople are hindered from Making these two decisions well, making effective decisions about the consistently, hour-by-hour, day-by-day, investment of their sales time by their year after year, is often the most impor- click here own views of themselves. Where it tant difference between the accom- To comment may be far more effective to call on a plished, professional and productive on this article production engineer, for example, the salespeople, and those that are not. FI

6 : May 2013 : First Impressions : www.firstimpressionsmag.com

8 : May 2013 : First Impressions : www.firstimpressionsmag.com Mixing Business with Charity

Sales reps do their part to involve dentists in charitable program.

ot everyone can manage the cost of good dental treatment. But, that doesn’t mean they don’t need and de- serve it. The Dental Lifeline Network recognizes this, and for nearly 40 years the organization has worked toN ensure access to care for those who desperately need it, but cannot afford it. For distributor sales reps, this means an opportunity to work with their dental customers through Dental Lifeline Network’s DentaCheques program, which helps fund direct service programs that provide dental care to thousands of people across the country each year.

www.firstimpressionsmag.com : First Impressions : May 2013 : 9 Mixing Business with Charity

“We invite new “Our programs are the last resort dental supply offering DentaCheques is an easy for some of society’s most vulnerable way to improve the quality of their re- people – those with disabilities or who companies and lationships with customers.” are elderly or medically fragile,” says manufacturers to Stacy Wamsley, DentaCheques man- learn more about And the winners are… ager. “Our goal is to increase access to how easy it is to The success of the DentaCheques pro- comprehensive dental treatment for participate, and gram, as well as support from supply these people who desperately need company and manufacturer partners, help, but cannot afford it. Our flagship [we] include of- made it possible for Dental Lifeline Net- program, Donated Dental Services fers in the book.” work to hold its first industry-wide sales (DDS), has provided more than $220 – Stacy Wamsley, contest in 2012, according to Wamsley. million in dental care to over 113,000 DentaCheques manager The contest winners – those who sold people in all 50 states [since 1974, the highest number of DentaCheques when the program began].” books – included three dental sales reps: The DentaCheques program is in its 23rd year, • Jeff Lea, Patterson Dental, San Francisco branch, she continues. “It is one of the main sources of fund- grand prize winner. Lea sold over 25 books, and ing for our direct service programs that annually won a $6,000 American Express gift card. “For provide dental care to thousands of people across years, I’ve been selling 35 to 40 books each year,” the country. With the support of the entire dental he says. “It’s a great win-win type of thing.” profession and trade community, the program has • Bob Mettam, Patterson Dental, Baltimore branch, grown significantly over the years.” second prize winner. To place second, Mettam sold The program works as follows: Dentists and spe- between 15 and 24 books. His prize was $2,000 cialists have an opportunity to purchase a dental prod- to use toward building a trip of his choice. “It’s the uct value book for $149 from their distributor sales rep. combined effort of all our company, our dental cus- The book includes invoice credits from the dentist’s tomers and the DentaCheques organization that supplier, as well as free product offers and rebates. One makes a big difference for many people,” he says. hundred percent of DentaCheques proceeds, in turn, • Gigi Bachey, Henry Schein Dental, Cincinnati supports the Dental Lifeline Network programs. Center, third prize winner. Bachey sold between “Dentists can save hundreds – or thousands five and 14 books, and won a $1,000 Nordstrom – of dollars on supplies and equipment for their gift card. “Selling the DentaCheques books is a practice,” says Wamsley. “The book is marketed by great way for both me and my customers to do numerous dental supply companies and manu- something good to benefit our underserved den- facturers, and it’s sold by sales representatives of tal community,” she says. participating supply companies. Sales representatives sell DentaCheques to their customers with- “We are always looking for ways to improve the out compensation [and] all proceeds directly sup- DentaCheques program,” says Wamsley. “We invite port our program. Dentists have been responsive new dental supply companies and manufacturers to DentaCheques and Dental Lifeline Network, she to learn more about how easy it is to participate, points out. “Last year, DentaCheques sales raised and [we] include offers in the book. With the sup- more than $1.76 million in gross revenues. Ad- port of the dental trade industry – specifically the ditionally, more than 15,000 dentists across the Dental Trade Alliance (DTA) and Dental Trade Alli- country volunteer for our Donated Dental Services ance Foundation – the program has expanded sig- program. [And], sales representatives tell us that nificantly just over the past few years.” FI

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MLAM NEXT GEN AD First Impressions.indd 1 4/9/13 10:13 AM Editor’s Note: Technology is playing an increasing role in the day-to-day business of sales reps. In this department, First Impressions will profile the latest developments in software and gadgets that reps can use for work and play.

Planning sales calls high-end multimedia capability, with an 8MP auto- The InfoGrow Corporation announced the release of focus camera and HD video recording and playback, its CRM Call Planner module, which integrates Bing the VIVO 4.65 HD features dual SIM capability. The Maps directly into Microsoft Dynamics CRM. By visu- phones were expected to begin shipping to the alizing their most productive accounts in a given area, United States in January and will cost about $300. sales reps reportedly can plan their sales calls more For more information, visit: www.bluproducts.com. efficiently. And, with increased visibility into their reps’ decisions and plans, sales managers reportedly High-performance tablet can better coach their teams for increased sales suc- Actions Semiconductor Co., Ltd., a Chinese-based cesses. The Call Planner permits reps to view leads, company that provides comprehensive portable accounts and contacts by any database criteria, such multimedia and mobile internet system-on-a-chip as sales volume, number of employees, and type of (SoC) solutions for portable consumer electronics, and Ainol Electronic Co., BLU Products recently Ltd., a Chinese-based announced its new VIVO 4.65 company that offers brand consumer elec- HD smartphone, following on tronics, announced the the heels of the VIVO 4.3, which introduction of the Ai- also launched in 2012 year. nol Novo 10 Hero, a 10.1- inch tablet product fea- company – on color-coded maps – enabling them to turing the Owl Series ATM7029 chipset from Actions focus on their most profitable accounts. The program Semiconductor. Actions’ ATM7029 chipset supports is designed to help reps discover missed opportuni- AndroidTM 4.1(Jelly Bean) operating system, and will ties and schedule travel and face-to-face contact with also support the upgrade to AndroidTM 4.2. Features clients more efficiently. such as ARM® CortexTM multi-core CPU, multi-core 3D GPU, full spec 1080p video encode/decode en- Bigger and better gine and USB2.0/3.0 PHY integration reportedly pro- BLU Products recently announced its new VIVO 4.65 vide high levels of performance and power efficiency. HD smartphone, following on the heels of the VIVO 4.3, which also launched in 2012 year. Improve- Gaming sans console ments on the VIVO 4.65 HD include a larger screen G-cluster, known for its casual and AAA games, de- size (4.65 inches, compared with a 4.3-inch screen buted its Game Machine platform at CES 2013. The on the VIVO 4.3), 1GB of RAM and an HD Super Game Machine platform reportedly permits gaming AMOLED display, which reportedly offers greater operators to bring premium and casual games to resolution. Like the 4.3 model, the VIVO 4.65 has no the TV without the need for a gaming console. The hardware buttons on the front. Designed to deliver G-cluster game machine plugs into the HDMI port

12 : May 2013 : First Impressions : www.firstimpressionsmag.com on HDMI-equipped televisions and connects to the Wireless speaker home Wi-Fi network to access the service. Players Audio Pro recently introduced its Allroom Air One, a can use a game pad with a wireless receiver, smart- wireless stereo speaker compatible with Apple Air- phones or tablets to control play on the television, Play® and DNLA. The speaker allows users to stream when playing alone or with friends. their music wirelessly over a network using a Mac/ PC with iTunes or any iOS device. DNLA compatibility Title: Safety first permits Windows and Android users to take advan- In this digital age in which we live, it’s wise to pro- tage of the speaker as well. A direct-link feature also tect one’s mobile devices. Snap MyLife Inc. has in- enables users without a wireless network to stream troduced Snap Secure, a comprehensive mobile direct from their handheld device or computer. Ad- security application designed to provide round- ditional features include four drivers driven by a the-clock protection, such as securing personal in- 100W amplifier with digital sound processor. Setup formation on one’s smartphone. For instance, Snap is available through the Audio Pro iOS app, available Secure’s remote block-and-wipe features enable through the App Store. users to remotely back up their contacts, calendar and texts when their phone is lost or stolen. Or, New age technology Snap Secure’s geo-fence feature allows users to es- IEEE Computer Society journals, magazines and con- tablish virtual geographic boundaries for their chil- ferences will focus on a number of cutting edge tech- dren and receive alerts when they leave the area or nology topics in 2013, including the following: do not arrive at a specified location within a desig- • Fast-paced Internet. Can technologies keep pace? nated time period. The app also allows parents to • Cybersecurity. track their children’s mobile device location on a • Big data visualization. The ability to make timely map via a web dashboard. For more information, decisions based on available data is crucial to visit www.mysnapsecure.com. business success, clinical treatments, cyber and national security, and disaster management. 100-inch smart TV • Cloud computing and mobile computing. LG Electronics recently launched its 100-inch class • Internet censorship. The Internet has become a laser television featuring both smart and digital battleground among technical, social and TV capabilities. The 100-inch class LG HECTO La- political sources. ser TV features an external ultra short throw (UST) • Next generation mobile computing. projection unit with full HD 1080p resolution and • 3D imaging techniques and multimedia applications. 1,000,000:1 dynamic contrast ratio. It also features • Computer reliability. a digital tuner and two 10W built-in speakers em- • Robotics, including haptic feedback to the bedded in the projection unit to support virtual participant during rehabilitation, is an important surround sound. An optical audio output, as well factor in regaining motor control. as RS-232 interface, permits integration into almost • Interactive displays. Recent trends show an any home theater environment. LG’s Smart TV plat- increasing prevalence of interactive displays of form provides a customizable dashboard and smart varying sizes in public and urban life. connectivity features that streamline • Multicore memory coherence. As we access to content from compatible enter an era of large multicores, the smartphones, laptops, storage de- click here question of efficiently supporting a vices and the Internet. For more in- To comment shared memory model has become formation, please visit www.lg.com. on this article increasingly important. FI

www.firstimpressionsmag.com : First Impressions : May 2013 : 13 Windshieldtime Chances are you spend a lot of time in your car. Here’s some automotive-related news that might help you appreciate your home-away-from-home a little more.

On track and length of the transmitter’s antenna. A few models Navigators aren’t just about getting drivers from on the market reportedly use the charging cable as point A to B. In addition to standard features, such an antenna for better quality, while other FM trans- as Bluetooth integration, an MP3 player and an FM mitters are completely wireless, small and very por- transmitter, the TomTom 930 navigator offers such table. Wireless models are said to have poorer-quality features as IQ Routes, which calculates the fastest antennas. And, without a charger, they could deplete route to a destination using historical traffic data. It the iPod of power. not only guides one to his or her destination, it also For high quality sound from an FM signal, some estimates how long a particu- recommend an FM modula- lar route will take. Another Is your car iPod-ready? tor that uses wires to con- feature – Advanced Lane Think transmitter, nect the car’s antenna and Guidance – maps out lane the radio. However, this changes on the GPS screen adapter, power back- setup involves removing the (or provides verbal direc- up and mount. radio, which could entail a tions), warning drivers which more complicated process lane they should be in for im- than hooking up typical pending turns. The MapShare FM transmitters. feature lets users modify the While FM transmitters street names, points of inter- (especially wireless ones) est and instructions stored are simple to install and use, on the 930, and then transmit they sometimes produce those modifications to other interference and hissing TomTom 930 users. The HelpMe! emergency menu sounds. An adapter can help the user avoid this. displays local emergency services, such as police and In cars that include a factory-installed stereo with hospitals, as well as information about them. The cost a CD changer, the user can employ an adapter to is $531.99. integrate the iPod. This requires removing the ra- A less expensive option – the Mio MOOV 300 – dio and connecting an adapter to the CD-changer features voice directions (including a text-to-speech port, and then connecting the adapter to the iPod. ability that allows it to read street names), a multi- For cars equipped with a brand-name radio, one stop trip planner and the ability to lock in satellite can purchase an adapter designed to integrate the signals and load new maps off a memory card. The iPod. Depending on the brand, the car stereo might 4.3 touch screen display is designed for easy reading. not have to be removed in order to reach the CD- changer port. A simpler option is to use an auxiliary iPod accessories input (AUX-in), which connects directly to the iPod Is your car iPod-ready? Think transmitter, adapter, through a mini-jack to a mini-jack cable or a mini- power backup and mount. An FM transmitter trans- jack to an RCA adapter. fers the sound from an iPod to the car radio. When An iPod backup is recommended to help pre- looking to purchase a transmitter, one should find a vent an iPod from cutting off in the middle of a song device capable of automatically locating a good fre- or podcast. One option is a battery backup acces- quency. Sound quality may depend on the efficiency sory. Battery backups enable one to run his or her

14 : May 2013 : First Impressions : www.firstimpressionsmag.com GP sales reps come in all shapes and sizes.

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For early iPod on AA batteries; however in some get is designed to pop out of its casing cases power may only last up to eight and stand vertically to maximize light. mornings or late hours. For long-term and frequent nights returning iPod use in the car, some recommend High-speed multi-charger using a charger that is powered by the The TomTom high-speed multi-charger from work, car battery. is designed to power three devices in KlearGear now Another option is to use a charger the car. The device features a dedicated offers a portable that connects to the car’s cigarette lighter. 1.2 amp USB charging port, as well as a Mounts are recommended to hold dedicated 2.1 port for juicing up tablets light bulb and protect the iPod in the car. Some and smartphones. It reportedly is one of wallet light. mounts are designed to fit in a cup the first car accessories that enable users holder, while others snap into car vents to charge their satnav device and other or screw into the car floor. Still others mobile devices – such as their phone and use screws, bolts or adhesives to attach portable DVD player – at the same time. to the center console. In some cases, a suction-cup mount is attached to the Going green windshield or dashboard. iPhone users can now do their part to help the environment – and their fi- Self-driving Toyota nances – by using Carticipate, a free Toyota recently demonstrated its self- rideshare application downloadable driving Lexus LS600 at the Consumer from iTunes. Carticipate brings fellow Electronics Show 2013, although it commuters together into a large social may not be quite ready for safe, ev- network of individuals looking to save eryday use. The car is outfitted with money on fuel while also contributing radars and cameras, as well as an ar- to the environment, by emitting less ray of sensors, enabling it to be cog- CO2 emissions into the air. Carticipate nizant of its immediate environment. users can search for ride locations near It reportedly can avoid collisions with their cities of residence or business pedestrians and other automobiles. A travel, both within and outside of the detailed electronic map data enables United States. In fact, international us- the vehicle to accurately perceive ers have the same capabilities as their roadway information, including traffic U.S. counterparts, and since the iPhone lanes and signals. works all around the world, the application can be configured in English, Wallet lightbulb German, French, Dutch, Italian and For early mornings or late nights re- Spanish. Carticipate also offers social click here turning from work, KlearGear now of- network possibilities, as users are likely To comment fers a portable light bulb wallet light. to have similar concerns including en- on this article About the size of a credit card, the gad- vironmental interests. FI

16 : May 2013 : First Impressions : www.firstimpressionsmag.com THEY mAY KnoW WHAT To do, BUT do THEY KnoW HoW oFTEn To do IT?

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