Dental Insider Blog

Observation and Commentary On the Dental Industry

Interesting Point….

Posted by dentalinsider on October 5, 2006

Over the last few days, I have been typing and talking away with many of the “Discontinued Dealers”, wholesalers and doctors across the country. The consensus is that the whole situation stinks and that the ramifications for Dentsply will be great. Many of the wholesalers are jumping on this chance to provide substitution lists for Dentsply products, samples of those products, and even delayed billing in some cases. To all of you wholesalers….THANK YOU! You are what make this industry great.

Here are a couple of points that stood out over the last few days.

This is just another example of big business attacking small businesses across America.

Dentsply is dictating who the dental practitioner will purchase from rather than letting the customer decide. With so many dealers affected and a limited choice in dealers, competitive pricing will disappear.

The last one really caught my attention….The press release from Dentsply was dated September 26, 2006, 7:30am ET, yet in the press release both Stanley M. Bergman, Chairman and Chief Executive Officer, Henry Schein, Inc. and Jim Wiltz, President and Chief Executive Officer, Patterson Companies, Inc. had quotes relating to this New U.S. Strategic Partnership program before it was released to the dental industry, investment community or the public. It leads me to believe that both Sullivan-Schein and Patterson had prior knowledge of this program. Which takes me back to my question to Gary Kunkle about the “Big 2” putting pressure on the manufacturers to limit distribution. Although Mr. Kunkle stated that the decision was solely Dentsply’s. Something doesn’t add up here…smells kinda fishy.

View the Press Release Here.

I want to thank all of you that have been speaking and emailing with me over the last few days. I value your insight and opinions.

This story is far from over….


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3 Responses to “Interesting Point….”

  1. Anonymous said

    Dentsply did not cut off 170 distributors, they cut off 170 customers. It seems that these big corporations don’t want to understand that the doctor is not THEIR customer, the dealer is. Money does not change hands between Dentsply and the dental practice, thus by definition they are not customers.

  2. Anonymous said

    Where does this leave the other large manufacturers like 3M, Kerr, etc.

  3. Anonymous said

    As one of the dealers who got cut off, Nowak Dental Supplies. We had a thought today as it was posted on Dentsply’s website the comments of Sullivan Schein and Patterson this sounds like they had prior knowledge of what was going to take. In the United States that would be called coercion which is illegal. If anyone is ready to start up a class action lawsuit we are in!

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