I was asked to speak to the 50-strong national sales team at Henry Schein yesterday – my “surprise” attendance at their full-day meeting prior to BDA.
The brief from Patrick Allen was to talk about the changes taking place in the business and delivery of dentistry – so as to challenge the team with two questions:

  • how should HS respond to those changes?
  • how can I as an individual best respond and make myself useful to the company and the customer?

So I asked for 12 sheets of flip-chart paper to be fixed to the walls of our room – and headed each sheet with a “factor” that I regarded as a potential game-changer in the UK right now:

  1. Direct access
  2. The re-appearance of Private Equity
  3. The Cloud
  4. The new NHS contract
  5. The changes in commissioning for the above
  6. Digital Dentistry
  7. Product diversification
  8. Corporates, Retailers and Micro-corporates
  9. Globalisation of manufacturing and distribution in emerging markets
  10. The Connected Economy
  11. Teamwork
  12. Individual relationships

It took me about 30-minutes to introduce each of the headings.
I then asked the delegates to form into 12 groups and answer the first two questions in respect of each heading.
What followed was an energetic conversation, followed by team presentations.
We needed twice the time (at least) to allow the discussion and feedback – but the content was dynamic, optimistic and full of innovation and opportunity.


Published by

Chris Barrow

Chris Barrow has been active as a consultant, trainer and coach to the UK dental profession for over 20 years. As a writer, his blog enjoys a strong following and he is a regular contributor to the dental press. Naturally direct, assertive and determined, he has the ability to reach conclusions quickly, as well as the sharp reflexes and lightness of touch to innovate, change tack and push boundaries. In 2014 he appeared as a “castaway” in the first season of the popular reality TV show “The Island with Bear Grylls”. His main professional focus is as Coach Barrow, providing coaching and mentorship to independent dentistry.