The Salespersons Responsibilities, Roll Up Your Sleeves!

I was in Chicago last week making some rounds and visiting some customers who have previously purchased our equipment.  I was basically aiming for an up sale on some newer equipment which can always lead to very interesting instances.  Well I wound up attempting to repair a piece of equipment instead of trying to sell a new one.  I was happy to do it but I was surprised by the hornets’ nest I walked into.  Well with my knowledge of tomography machines and a couple of calls to the manufacturer I got this office up and running.  If you’re going to be a field rep and you’re going to be in offices; there is nothing wrong with rolling up your sleeves and making an effort to help the customer.  It definitely helped the relationship between the Dr's office and the company I work for!

Panorex CMT Installation and Training with Radiographic Interpretation

Panorex CMT - a true dental tomographic unit - Installation and Training

Off to Vegas to install and train on one of the only 2 true Tomographic units ever made for the Dental Profession.  The Panorex CMT by Imaging Sciences is a 2mm cut x, y, and z axis tomographic unit that can do extremely acurate 2d cuts of the mandible, maxilla, coronal tmj, later tmj, paranasal sinus, maxillary sinus, and odontoid regions.

CAT scan Installed and Trained...Another Happy Customer!

We are rockin-and-Rollin and I have installed another CBCT machine and did a comprehensive 2 day Training with Radiographic Interpretation.  This office was extremely nice and very professional and its a pleasure to be around people of this caliber.

Delta Sky Club...Its Worth every Penny!

I have to say that if you do alot of airport traveling then get an airline club memebership.  I am with Delta and belong to their Crown Room/Sky Club.  Its so much more relaxing with free internet and a beverage in a comfy chair than being beat up at some gate with somebody eating an onionsub sandwich and kids runnig widly eveywere.  I highly recomend it and if you do drink adult beverages you can easily get your money back in just that.
....And sometimes you have the place to yourself!

IACA Annual Meeting 2011

IACA meeting this year was great and there was plenty of Excitement.  I noticed that there was alot of up-beat talk about practices doing much better since our slight stall of the economy.  This was very refreshing to hear as this whole economy thing was getting everybody pretty low. 

(Tips) Your Personal Presentation in the Public Eye!

Presentation in the Public

1.       Always be aware of who, what, where, and when is around you

2.       Have a smile at all times

3.       Walk and move with ease and grace – act as if you own the environment your in.

4.       Carry yourself with extreme pride but do not put that pride in front of kindness to other people

5.       People come first and pride come second

6.       Always be on time and punctual

7.       And always talk deliberately and slowly

Sold, Installed, and Trained on CBCT in Houston.

Installation this week in Houston.  Trained the staff without the Doc present as he was away on vacation.  Definitely do not recommend this and this was a special case.  The Doc is so integral in the office dynamics and telling the staff what he expects out of them with any new equipment.  If he is not there then they just sort of free float no matter how much stand on them.
Also the Doc needs to learn exactly the capabilities of his new equipment and ho to properly view clinically with the manipulation software.  I am definitely going to have to go back into this office for a day of follow-up....

CAT Scans in Mexico City, Mexico

Went to Mexico city Mexico for a week to install a CAT scan unit and to go-through and re-calibrate 2 units already in the city.  This is my first time to Mexico City and I must admit its nothing like going to Cancun or Cozumel or any of the tourist beach destinations.  Traffic is a night-mare and just personal security has to be in the forefront of your mind.  Luckily I had my own personal driver translator, and security person plus it seemed an army of helpers to move equipment and get materials needed.   I am getting more Involved in International and I like it very much and its good for ones career!
PS....The Hotel I stayed at was fantastic and I highly recomend the Hyatt Internation Mexico City.

CT Scans at a Surgery Course

Working the CT scanner for a live implant surgery course this week and next.  Live Surgery is very exciting to watch and be a part of....as long as your not the one having surgery on of course.  So we are taking pre-op case planning CT scans and then post-op review scans.  I am also working a few attendees with capital equipment sales as well and I expect those to work out....

More Damage Control and Triage for Customers!

Well we are back at it doing more damage control for customers who have had some bad experiences with equipment.  If you remember I just did this for another customer about a month ago. I want to make sure that we step up to the plate and take care of matter straight away and do not let them fester.  A customer who has some considerable money invested in a piece of x-ray equipment does not need to fell that they are alone when their equipment does not work correctly.  If the unit is under warranty, which this is, there needs to be quick action taken and this is exactly what I am doing today.  Its the correct thing to do!

Customers New Office and an Equipment Move

Headed to Omaha Nebraska for a long time customer of mine.  He is moving his practice down the street and I told him I would help get his X-ray equipment moved when he moved.   This part of the sales experience is my favorite part dealing with long running customers who believe in you and your equipment and request you to personally to help them with it.  I have no problem getting some grease on my elbows for these people.

Ortho and TMD Continuing Education this Weekend!

In Washington DC this weekend with my sales-hat and the weather here is beautiful. Much better than the heat in Atlanta.  Looking forward to getting back to just sales for a couple of days.  
This course is probably the best Intro-to-TMD course out there.  Tempromandibular-Disorder CE courses can be taught in such complicated ways as I am very familiar with as I vendor at several them.  Its a little daunting for a Doctor to really start with some of these other course instructions. Docs need to treat simple cases and build confidence.  This course does exactly this and tells which cases to treat and which ones to stay away from.
The last TMD course I attended a couple of months ago started out first day with a big dose of pharmacology! Ouch....You would think you would start of with basic anatomy of the TMJ region.

CT Scanner Installation and Training in Texas!

One of the best Installations I have ever done.  It helped that the space was made custom for this particular machine and everything was designed to be hidden away including the control box, wiring, emergency stops, etc.....
The training went well but thats always can be improved.  Its imperative to have an actual skull when explaining the views that the clinical viewing software is showing.  It helps the staff and doc to come to grips with 3D volumetric images.

How to Deal with an Angry Customer!

1. Assume the Customer is Correct to be Angry
2. Listen without Personal Emotion
3. Be Patient
4. Speak Softly and Methodically
5. Reiterate
6. Own the Problem
7. Place the Customer First, Problem Second
8. Triage the Situation
9. Correct the Issue
10. Follow Up, Follow Up, Follow Up

Off to do Damage Control!

I am off to do damage control with a customer with broken equipment and an upset personality.  These trips are always tricky as you have to balance the situation with appeasing the Dr and staff and making them feel confident in you and actually repairing the unit and leaving it in good working order....

CT Install in Wyoming with Staff Training with Radiographic Interpretation!

First Class!

I have several friends who constantly tell me that I am living the high life flying mostly in first class and staying in fancy hotels.  My rebuttal to that is the fact that they have a social life and agenda and I do not.  When you travel a lot (you that do will agree) you can build up some very nice perks but other areas of your life are very lacking. I will be honest I have struggled to have a social life with my family and close friends and work the hours that I do.  

Vending and Lecturing at an Advanced TMD-Cranio Course!

CT Scanners Installs in California

Installed 2 cat scan units in California for 2 imaging centers in a one week period of time.  I actually did not think I could get it done but everything worked out wonderfully! Had no problems with the assembly and calibration.  Collaborated with both of the imaging centers to get these new units acclimated into there systems and protocols.