today IDS Cologne Show Preview

n Fortune 500 listed company Henry Schein is the world’s largest dis- tributor of healthcare products and servicestooffice-basedpractitioners. As Chairman and Chief Executive Officer, Stanley M. Bergman, has been with the company for 30 years. In today international he speaks about his expectations for IDS and why international markets such as Germany are key for his company’s success. Mr Bergman, what do you en- joy personally about being here inColognefortheworld’slargest dental fair, the IDS 2011? It is always wonderful to come to Germany for IDS. It is a terrific op- portunityformetomeetwithmanyof our long time supplier partners here, many of whom have German roots and a long history in this country. At the same time, as the world’s largest dental fair, IDS has great in- ternational representation and pro- vides a wonderful opportunity to connect with our supplier partners and customers from around the world. WhyistheIDS2011important for Henry Schein, particularly considering the global expan- sion of your business? Henry Schein is rapidly expand- ing our business around the world. Our first European operations were established just two decades ago, in 1990, and now our international busi- ness represents more than a third of Henry Schein’s total sales. IDS pro- vides a terrific opportunity for Henry Schein to connect to our valued sup- plier partners, to discover new part- ners, and to share our latest products and services with our customers and other visitors from all over the world. With a company as large and rapidly expanding as Henry Schein, how do you maintain a personal,individualizedapproach with your customers? Providing excellent customer service is behind everything we do. We focus on professional develop- ment training for all Team Schein Members geared toward listening to customers’ unique practice challeng- es and needs, and offering innovative and tailored solutions. With our global expansion, we believe it is es- sential to ensure that we understand and respond to the unique needs of each customer in every local market. Can you tell me a bit about Henry Schein’s German Dental business? Henry Schein is the market leader in Germany and across Eu- rope. As our largest market outside of North America, our valued cus- tomers in Germany are served by our largest field sales and technical serv- ice team. We have more than 1,000 Team Schein Members at Henry Schein Dental, 38 Henry Schein Den- tal locations and 17 University shops, and we just recently opened our new headquarters in Langen. We are proud to offer a broad selection of equipment and consumables and the extensive services of consultants, technical specialists and technicians to dental practitioners, laboratories, and clinics throughout Germany. What trends and innovations areyoumostexcitedaboutatIDS this year? Technology-driven products like digitalX-ray,CAD/CAM,dentallasers, 3-D imaging systems, practice man- agement software systems, and elec- tronic medical records are the future of the dental market. These products will enable dental practitioners to streamline the efficiency of their practiceswhilecontinuingtoprovide high-quality care to patients. There are also some exciting trends and innovations in laboratory technolo- gy, and we expect to see that at IDS as well. And specifically, why is it worthwhile for your customers from all over the world to visit the Henry Schein booth at the IDS 2011 in Cologne? We very much look forward to displaying the great quality and se- lection of Henry Schein’s own brands at our two booths at IDS: At Hall 10.2, booth L040, M048 and M049; and at Hall 4.2, booth M060 and N060. We are also very excited to unveil a new look for Henry Schein Dental at IDS. The new design of our booth is focused on providing the most cus- tomer-friendly and comfortable envi- ronment for our visitors to learn about the innovative products and services that we have to offer. As always, Henry Schein’s booth will feature the latest innovations in tech- nology and products, and services for dentists. Some of the highlights include Endovations SAF, alphatech implants, and Henry Schein Finan- cial Services. In addition, the Henry Schein Dental booth will also be sur- rounded by the booths of our exclu- sive supplier partners. Our sales rep- resentatives and specialists will be there to present Henry Schein’s offer- ings, and to introduce our customers to the booths of our supplier partners as well. We also invite customers and other visitors to visit our booth to learnmoreaboutHenryScheinCares, our global corporate social respon- sibility program, and to learn about our social outreach activities to en- hance access to care and “help health happen” for underserved popula- tions around the world. Thank you very much. 7 industry18 Show Preview IDS Cologne 2011 “IDS has great international representation” An interview with Stanley M.Bergman,Chairman and Chief Executive Officer of Henry Schein 5 Stanley M. Bergman AD “...our international business represents more than a third of Henry Schein’s total sales...” 5 International visitors like these dentists from Asia increasingly attend IDS in Cologne. (DTI/Photo courtesy of Koelmesse, Germany)