Henry Schein 2013 Annual Report Download - page 14

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5
Significant price reductions by our competitors could result in a similar reduction in our prices. Any of these
competitive pressures may materially adversely affect our operating results.
Competitive Strengths
We have more than 81 years of experience in distributing products to health care practitioners resulting in
strong awareness of the Henry Schein® brand. Our competitive strengths include:
A
focus on meeting our customers’ unique needs. We are committed to providing customized solutions to our
customers that are driven by our understanding of the market and reflect the technology-driven products and
services best suited for their practice needs.
D
irect sales and marketing expertise. Our sales and marketing efforts are designed to establish and solidify
customer relationships through personal visits by field sales representatives, frequent direct marketing and
telesales contact, emphasizing our broad product lines, including exclusive distribution agreements,
competitive prices and ease of order placement. The key elements of our direct sales and marketing efforts
are:
•
F
ield sales consultants. We have approximately 3,400 field sales consultants, including equipment
sales specialists, covering major North American, European and other international markets. These
consultants complement our direct marketing and telesales efforts and enable us to better market,
service and support the sale of more sophisticated products and equipment.
•
D
irect marketing. During 2013, we distributed approximately 29.8 million pieces of direct marketing
material, including catalogs, flyers, order stuffers and other promotional materials to existing and
p
otential office-based health care customers.
• Telesales. We support our direct marketing effort with approximately 1,700 inbound and outbound
telesales representatives, who facilitate order processing and generate new sales through direct and
frequent contact with customers.
•
E
lectronic commerce solutions. We provide our customers and sales teams with innovative and
competitive Internet, PC and mobile e-commerce solutions.
• Social media. Our operating entities and employees engage our customers and supplier partners
through various social media platforms.
B
road product and service offerings at competitive prices. We offer a broad range of products and services
to our customers, at competitive prices, in the following categories:
• Consumable supplies and equipment. We offer over 96,000 Stock Keeping Units, or SKUs, to our
customers. Of the SKUs offered, approximately 52,000 are offered to our dental customers,
approximately 14,000 to our animal health customers and approximately 41,000 to our medical
customers. We offer over 110,000 additional SKUs to our customers in the form of special order items.
• Technology and other value-added products and services. We sell practice management software
systems to our dental, animal health and medical customers. Our practice management solutions
p
rovide practitioners with electronic medical records, patient treatment history, billing, accounts
receivable analyses and management, appointment calendars, electronic claims processing and word
p
rocessing programs. As of December 28, 2013, we have an active user base of more than 80,000
p
ractices, including Dentrix® Enterprise, Dentrix® Dental Vision®, Dentrix AscendTM, Easy Dental®,
Oasis®, Evolution® and EXACT®, Power Practice Px, AxiUm, EndoVision®, PerioVision®,
OMSVision® and Viive® for dental practices, Advantage+, AVImark®, DVM Manager®, Infinity,
Sunpoint, Triple Crown® and Vetech Advantage for animal health practices and MicroMD® for
p
hysician practices.
•
R
epair services. We have 187 equipment sales and service centers worldwide that provide a variety of
repair, installation and technical services for our health care customers. Our ProRepair technicians
p
rovide installation and repair services fo
r
: dental handpieces; dental, animal health and medical small
equipment; table top sterilizers; and large dental equipment.