“Just in time” sales tools
Henry Schein Dental works every day to ensure that dentists and their patients have access to the best tools and technologies. One of the opportunities and challenges: Henry Schein offers tens of thousands of products, so sales consultants must present information on everything from overhead lights to X-ray equipment and sterilization equipment. Traditionally, Henry Schein Dental printed volumes of sales materials that sales consultants had to take with them on calls. Carrying volumes of printed sales materials was sometimes cumbersome.
Now, Henry Schein Dental sales consultants are armed with a custom sales literature solution created in FileMaker Pro 12 and running on FileMaker Go for iPad. The solution lets them search through thumbnails, pull up pertinent literature, order a PDF or print version and hand over personalized, “just-in-time” sales materials on the spot. With a PHP-based solution, Henry Schein Dental delivers the same custom sales literature solution to sales consultants using a web browser on their desktop and laptops for those who do not yet have an iPad. Speed of customer communication and knowledge of the available sales tools have improved significantly.