And what we found was that many dealers lacked the expertise to effectively match the correct equipment with the doctor's needs and personal style. So we often ended up dealing directly with the doctors.
We learned that the best way to satisfy our customers was to sell direct through our own factory-trained sales technicians.
Our sales technicians spend a year in training before they are qualified to handle all of the different specialty fields. Since a doctor often keeps their equipment for the life of the practice, the assistance of a qualified, knowledgeable technician (to correctly identify the proper choice) is extremely important.
