Benco Dental

It's easy.

I promise you the same Henry Schein, Patterson, Benco reps that are selling you this machine today will sell it to you Later, I promise.

What would you

say, Michael, because you do this all the time.

He reinstated more than half of the brain.

He reinstated all the distribution agreements, Atlanta Dental, Shine, Benco, et cetera.

It takes about six to nine months to ramp up.

They're going to crush it.

Where are you doing the majority of your ordering?

Through our dental supply company, which is Banco, but I never hesitate to look on Amazon as well.

I feel like a lot of the stuff that I used to get that had the dental tax on it, there's very similar options on Amazon these days.

It's so crazy how expensive the dental tax is.

I left the company in January of 2017, and up to that point, the dental distribution market was basically a third, a third, and a third.

Shine had about a third total market share, Patterson had about a third, and the remaining third was Benco and all of the other independent dealers.

Pretty easy to follow so far.

The interesting point between Shine and Patterson is that while they had roughly the same overall market share, the respective shares were not made up equally.

Smith, you've had a great year.

You're gonna pay a lot in taxes unless you can find some equipment to buy before December 31 so we can take the depreciation to offset your taxable income." Sound familiar? Trust me, it happened like clockwork.

The leadership team at Patterson knew the company would get its share of those last-minute equipment and technology purchases, just like Shine, Benco, and all the other dealers would.

But that November-December buying season would be a competitive one with a lot of noise.

They did a pretty good job.

I didn't know anything about building a dental office, so I trusted, at the time it was Benco.

It's nothing against Benco, nothing against Shine, nothing against Patterson, but I would recommend that you-- the person selling you the equipment probably shouldn't be the one that's designing how many cabinets you buy.

We made a lot of mistakes, but we figured it out, and we just ground through it.

So we had that building, and we created twenty ops.

and it has patients booked tomorrow.

So it calls Patterson, or Benco, or Burkhart.

The switching cost for a single week's glove order is essentially zero.

That is precisely the vulnerability that all the software talk is meant to paper over, and the outage exposed it in the most literal way possible.

If it did, the company would not need a $200 million improvement program.

Porter's Five Forces Competitive Rivalry Intense and structurally interesting.

U.S. full-service dental distribution is dominated by Henry Schein, Patterson Companies, and Benco Dental, with Burkhart a meaningful fourth.

Concentration this high in a market of fragmented price-sensitive buyers has attracted exactly the regulatory attention one would predict.