The Henry Schein Dental solution

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During a special presentation at BDIA Dental Showcase, Henry Schein Dental outlined its digital developments during 2016

At a special briefing during BDIA Dental Showcase, Patrick Allen, managing director for Henry Schein Dental, UK and Ireland, Mackenzie Richter, general manager for Henry Schein, ConnectDental, Andy Sloan, director of Henry Schein Business Solutions, Europe and Jane Macrae, marketing manager, outlined their company’s latest digital developments.
(Below L-R: Andy Sloan, Patrick Allen, Mackenzie Richter and Jane Macrae)


After Patrick’s welcome, Mackenzie Richter presented details about Henry Schein ConnectDental, the company’s platform for the “latest in digital dentistry”. She explained how ConnectDental has been designed to offer practices and laboratories “fully integrated technology solutions, combining workflow optimisation, education, expert advice and support”.
“In fact,” she said, “ConnectDental expertly provides all the elements required to help dental professionals navigate their way through the rapidly changing world of digital dentistry. It helps dentists make the most of the available digital solutions by providing ongoing training and education to help dental teams fully utilise the digital workflow.”

Through integrating the latest digital technology into every step of the workflow ConnectDental provides an open architecture of digital solutions that provides a wide choice of the latest innovative, scalable digital technologies. These solutions range from practice management systems, clinical and laboratory software, 2D/3D imaging and 3D printers, plus intraoral cameras, milling units and scanners, all of which “seamlessly integrate into the workflow”.

The ConnectDental ethic is to “enhance the patient experience, deliver predictable, quality dentistry and improve efficiency and productivity”.
Mackenzie concluded by saying, “ConnectDental helps identify the unique needs of the practice or laboratory, helping dentists and technicians to select the right digital solutions that will help achieve defined goals. It also integrates digital technology with practice management software, allowing each element to effortlessly communicate and exchange data to enhance efficiency and overall success.”

Practice analysis

Andy Sloan took the stage to discuss how Henry Schein Business Solutions is helping dentists discover more about their individual practice performance by using a software system called Practice Analysis. Evidence demonstrates that practices enrolled in the program are enjoying an average revenue uplift of 28%, once suggested changes have been implemented.

By using data extracted from the practice’s management software and analysing it against a series of key performance indicators, Practice Analysis measures business performance against expectations and benchmarks it against similar practices throughout the UK. Following the data evaluation, a Practice Analysis consultant identifies solutions that are designed to “unlock business growth opportunities and help practice owners meet their personal and professional goals”.

How does it work? Andy explained. First one of Henry Schein Dental’s account managers will conduct a “Discovery Meeting” with the practice owner. By asking a few simple questions, such as how many times they routinely see a patient each year, how effective they want their recall process to be, and what sort of treatments they want to perform, it becomes possible to establish a view of their ‘ideal’ business. The practice data is analysed and compared to their vision, demonstrating where they are achieving their ambitions and where they are underperforming.

A strictly confidential analysis of practice performance in areas that are key to revenue generation including treatment analysis and recall effectiveness shows exactly what is happening in any individual practice. For instance, Practice Analysis reports have so far revealed that making enhancements to a practice’s cosmetic treatments can result in an increase in gross margin of between 20-25%. Andy concluded, “Working closely with the practice principal Henry Schein’s commitment is to offer tailor-made business solutions and establish priorities so that every practice can realise its full potential and optimise performance.”

Rewards Programme

Jane Macrae presented on the recently launched Henry Schein’s Rewards loyalty programme. Since its launch in April 2016, Rewards has now enrolled its 1000th member. The Rewards loyalty programme is available to all Henry Schein Dental customers, both practices and laboratories, and gives members points for every pound spent on almost all Henry Schein Dental and Software of Excellence products and services.

The Rewards programme is simple. Members gain points every time a purchase is made. There is no need to make a claim or get involved in tedious paperwork; points are automatically added to the customer’s online account. The programme includes special offers, product previews and the opportunity to gain double or triple points through special product promotions. Rewards accounts can be accessed via the Rewards website where members can log in, check their current balance and watch as their points accumulate. Jane enthused, “Members can set points goals and save up, enabling them to make great savings on the products and services that matter most to their businesses.”

Jane also announced the launch of Rewards Platinum, “an exclusive upper tier of the programme extended to those customers demonstrating maximum loyalty”. Customers who direct more than 80% of their consumables spend to Henry Schein Dental will be invited to upgrade to Platinum membership status.

In addition to the benefits available to all Rewards members (which include special member previews, Early Bird discounts on upcoming Henry Schein and Software of Excellence events and, for a limited period, a £100 discount off Practice Analysis) Platinum members can enjoy double points on all purchases, 10% discount on contract cover and annual service, and a zero small order charge (normally £40).

Dentists and technicians can sign up for Rewards at All successful applicants will automatically receive an additional 1,000 free bonus points to get their total up and running.

Finally we learned that Henry Schein Dental has become the UK and Ireland distributor for Roland Easyshape’s range of specialist milling machines. More on this story can be found elsewhere in Dental Review. Click here.