Clear all

Who Are You Selling To?

Eminent Member Registered

You are currently developing a company to manufacturer dental tools. Who are you planning to sale to? (Physician, Hospital, Retailer) Explain your answer.

Topic starter Posted : 18/09/2021 9:14 pm
Trusted Member Registered

Medical device companies typically tend to market products to their primary consumers, doctors and hospitals. In the case of dental tools, oral surgeons, dentists, and hospitals would be the primary customers in the market. The sales department should reach out to these doctors/hospitals to set up sales pitches and convince the doctors why they should purchase your products and why your products are superior to any competitors. 

For Med Devices, it doesn't make sense to go to retailers or to a patient (Doctors won't go to a store to buy medical equipment and a patient has no need for a scalpel). Going directly to the hospital/surgeon ensures that the doctors are getting the exact equipment they need to perform their procedures to the best of their ability. For that reason, these products are marketed and sold differently than traditional retail markets.


Does anyone have any similar thoughts or explanations?




Posted : 12/10/2021 5:54 pm
Cruz Donato
Eminent Member Registered

The product is quite specific to dentistry, so I'd sooner reach out to specialized physicians as opposed to hospitals and retailers. Dentists will be the ones mostly using these tools, so it makes more sense to primarily sell to them. Even if not every dentist is willing to buy these tools, their insight can provide great costumer information back to the company in order to either improve the tools or the marketing strategy behind them. 

Who you are planning to sell to also depends on what you are trying to sell as well. If we are discussing tools specific to a trade, I'd reach out to a specialized physician. However, let's say the company wanted to specialize in diagnostic machines and surgical robotics, I'd try to reach out to a hospital or retailer. 

Posted : 13/10/2021 11:02 am
Trusted Member Registered

There are probably more specifics that would need to be involved as the previous commenters suggest. If the items are single use or limited use items, this would go to retail or the physicians. These items aren't made to last and are therefore an easy sell in both of those markets as long as the price isn't exponentially higher than what is already in the field. If these instruments are to be used in dental surgery over a long time (2-5 years) for at least hundreds of uses, then it may go through a distributor or hospital channel. In medical devices, loaner sets from a company are sent out for use by a hospital or surgeon without their direct purchase so it would definitely flow through a channel that can loan products out for a price constantly. 

Posted : 13/10/2021 7:49 pm
Rifath Hasan

Dental tools include the instruments that dental professionals use to provide dental treatment. Sickle Probe, Scaler, Saliva Ejector or Suction Device, Dental Syringe, Molds are some of the examples of dental tools. 

These tools are generally used in dental clinics and dental laboratories. Dentists use them to treat patients. Therefore, to sell these items one must reach out to the dentists or authorities associated with dental clinics. Moreover, there are some laboratories that make tooth caps and braces. Companies producing the raw materials for those should contact those labs to sell their products.  

Posted : 17/10/2021 2:19 am
Eminent Member Registered

If I am developing a company that provides dental tools, my main client would be the dentist that will be using the tool to complete the procedure/treatment. When it comes to dentistry, there tools are not normally sold in retail and I do not believe they are normally affiliated with hospitals. A lot of dentists tend to own their own businesses or are co-owners of dental groups, which would mean the biggest market to sell dental instruments would be directly to the dentists themselves. I am sure that there may be some third party retailers that buy instruments and sell them in bulk or on a website, but it is my opinion that the best way to make a profit on your instrument would be to go to the source and sell it directly to the dentist using it. If the product is good and gets good feedback from users, there is a good chance that the product will also gain a good following by word of mouth or through dental events and magazines.

Posted : 09/12/2021 10:50 pm
Eminent Member Registered

Product knowledge is an essential sales skill. Understanding your products' features allows you to present their benefits accurately and persuasively. Customers respond to enthusiastic sales staff who are passionate about their products and eager to share the benefits with them.Customers are more likely to trust sales people who show confidence in themselves and what they are selling. You can build this confidence by increasing your knowledge of your products or services.

Posted : 26/03/2022 7:50 pm
Eminent Member Registered

You are currently developing a company to manufacturer dental tools. Who are you planning to sale to? (Physician, Hospital, Retailer) Explain your answer.


If I was to start a company that manufactured dental tools, I would plan to sell the products to retailers and physicians . I would chose these options because retailers allow startup companies and others that are not within my physician reach to buy the products that we sell. Seling to physicians is beneficial because they first hand know the tools they need and what they like. They can choose different sets without going through a third party. I can build a personal relationship and gain the trust of physicians as well through private sells.

Posted : 26/03/2022 9:29 pm